For most pickleball players, there comes a time when it feels necessary to get rid of the old twenty-dollar paddle and opt for a nicer, more expensive one. Higher-end paddles can be pricey, and the worst feeling in the world is questioning if the money was worth the paddle that now sits in hand. So, to ensure customer satisfaction and eliminate buyer’s remorse, many clubs around the country are offering paddle demos. The Pickleball Club at Monroe is one such club. The Pickleball Club at Monroe has offered free paddle demos since its beginnings and has since then prided itself on its extensive demo paddle program.
TPCM offers a variety of paddle brands and types. They offer over 60 different paddles from all kinds of brands like Joola, Selkirk, and Diadem. There are a variety of factors, besides the brand, that make each individual paddle special. Mike Rosenburg, the club owner at TPCM, says, “We have paddles of all different thicknesses, shapes, and brands, which are geared towards different levels.” Pickleball has grown rapidly as a sport and so has the number of pickleball paddles available. Pickleball demos allow customers to get a taste of the variety and what all of these paddle companies have to offer without breaking the bank.
So What should paddle buyers be looking for in a new paddle? Rosenberg noted that paddle performance and quality can be very similar from brand to brand, so what matters most is each player’s individual feel and experience of the paddle. Rosenburg says, “Paddle technology is similar across brands, something that 2 of the major brands told me themselves, so it comes down to feel and comfortability.” A good paddle will help complement an individual’s playing style. Since a paddle is an extension of the individual player, it is important that the player and paddle mesh well and that the paddle feels comfortable. Rosenburg compares the process of buying a paddle to finding new shoes: “It’s like trying on shoes to ensure they fit and are comfortable. Unless you purchase the same paddle repeatedly, everyone feels obligated to try it before they buy.”
For TPCM, paddle demos are more a convenient tool for players than they are a big revenue booster. Mike Rosenburg, the club owner, says, “It was an important part of our offering, not as a money maker, more as a service to players because if they find a paddle that they like, they’ll use it… at our club.” Pickleball demo programs may not bring in a ton of initial profit. Only about 25% of the players who demo a paddle at the TPCM end up buying the paddle from there or somewhere else. However, a good demo program not only helps players and the game of pickleball but also can help attract members to the clubs that offer them.
Offering a demo paddle program has risks as well as rewards. One risk is the financial cost. New paddles from the hottest brands can be very expensive. Further, according to Rosenburg, “If you purchase too many brands and carry their inventory you eventually could be stuck with a large bill you won’t sell your way out of.” However, club owners can avoid this risk by limiting the number of brands that they initially offer while also developing relationships with those companies.
Rosenburg offers three final bits of advice. First, paddles can be very easy to walk away with, so he suggests that clubs collect some sort of collateral (keys, cell phone, etc.) to ensure that customers return the paddles. Allow customers to try each paddle no more than once, otherwise, they may continue to demo the same paddle without buying it. Lastly, he says, “Do not over-buy on inventory. Have a demo paddle and then a way to order paddles easily.”
Growing a club and increasing membership is all about improving the player experience. Demo paddle programs are an effective way to help players improve their gameplay and, by extension, their experience at your club.
