Fortune Small Business has an interesting story about a small sports glove maker that cracked the majors by building relationships with up-and-coming baseball players.
Wilson. Rawlings. Easton. Big brands like these dominate the $132 million baseball glove industry, paying star players big bucks to wear their gear.
Enter Vinci. For the past 12 years the Richmond-based family business has sold its baseball and softball gloves to recreational and minor league players. Its revenues are in the low six figures. It can’t afford any licensing deals.
Yet the tiny company recently hit a home run. Vinci has cracked the big leagues, becoming the only glove manufacturer with less than $10 million in annual revenues to attract major league players.
By befriending promising athletes and giving them free gloves, the company tries to get a toehold with players before the bigger brands come knocking.
The strategy seems to work. In the past two years, two Vinci-equipped players have joined major league clubs: Pitcher Vladimir Nez signed with the Atlanta Braves and hurler Carlos Torres went to the Chicago White Sox. Both players brought their gloves with them.
Photo by Vinci.