The Terrace – the saviour of football retail?

Across Australia, grassroots football clubs are doing extraordinary work to keep the game alive in their communities. Volunteers line fields, coordinate registrations, organise sponsorships and manage finances – often all at once. But new survey insights suggest something deeper: clubs want to grow commercially, yet many lack the knowledge and systems required to do so.

The results point to a clear reality. Community football’s commercial potential exists, but it remains largely untapped.

When asked about their club’s commercial strategy, confidence was strikingly low. Half of respondents (50%) said their club has only a limited commercial strategy, while 25% admitted there is no clear strategy at all. Only 25% described their approach as somewhat confident, and notably no respondents felt “very confident” about their club’s commercial direction.

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For a sport that prides itself on being the most participated in Australia, that figure should give administrators pause.

Community clubs are often expected to behave like small businesses – raising revenue, managing stakeholders and investing in infrastructure. Yet the data suggests many are navigating these expectations without a clear roadmap.

The question then becomes: where are clubs currently generating revenue?

The survey shows that sponsorship and memberships dominate equally, each accounting for 50% of the primary revenue sources identified by respondents. Events, often seen as a key opportunity for community engagement and fundraising, accounted for 0% of responses as the main income generator.

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This reliance on two core streams highlights a structural vulnerability. Sponsorship and memberships are important pillars, but they are also susceptible to economic pressures and local community fluctuations. Without diversified revenue, such as events, partnerships, digital engagement, or merchandising, clubs risk stagnating financially.

However, perhaps the most revealing insight from the survey relates to the barriers clubs face in expanding their commercial capabilities.

A significant 75% of respondents identified a lack of commercial knowledge as the biggest barrier to growth. The remaining 25% pointed to volunteer capacity.

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This distinction is crucial. It suggests the issue is not simply about manpower, but also expertise.

Volunteers remain the lifeblood of grassroots football, but expecting them to also function as marketing managers, sponsorship strategists and commercial analysts may be unrealistic without proper support. In many cases, passionate community members are asked to perform professional-level commercial tasks with limited guidance.

That challenge becomes even clearer when examining how clubs track their commercial performance.

Only 25% of respondents said their club tracks return on investment consistently, while 75% said they do so only sometimes.

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Without consistent measurement, it becomes difficult for clubs to demonstrate value to sponsors, justify investments, or refine strategies. In modern sport, data-driven decision making is not a luxury; it is essential.

For community clubs competing for attention and funding in crowded local markets, the ability to measure impact could be the difference between securing long-term partnerships and losing potential sponsors.

Encouragingly, the survey also highlights where clubs believe solutions may lie.

When asked what support they need most to grow revenue, 50% of respondents identified commercial education as the priority. Meanwhile 25% called for better commercial tools, and another 25% highlighted the need for stronger media and content capabilities.

Image Credit: One-Nil Media

Taken together, these responses paint a consistent picture: grassroots clubs are not asking for handouts, they are asking for knowledge, systems, and support.

This presents a major opportunity for football’s governing bodies, commercial partners and industry stakeholders.

If the sport is serious about strengthening the foundations of the game, investing in commercial capability at the community level must become part of the strategy. That could mean workshops for volunteers, accessible sponsorship toolkits, digital platforms that simplify partnership management or better storytelling frameworks that help clubs showcase their value to local businesses.

The demand clearly exists.

Community football already delivers enormous social return by bringing people together, supporting youth development and strengthening local identity. The challenge now is ensuring clubs have the commercial frameworks required to sustain that impact.

Because the truth is simple: grassroots clubs are willing to do the work.

They just need the tools.

And if Australian football wants to unlock the full potential of its largest participation base, empowering community clubs commercially may be one of the most important investments the game can make.