As a club owner or soon-to-be-club owner, pro shops are a great way to enhance your member experience and add some more money to the bottom line. But where do you start? Pickleball Club Mag sat down with Ted Angelo, CEO and Co-founder of The HUB, to get his expert take on what products to carry, how to build strong dealer relationships, and why a smart inventory strategy matters more than ever.
How do you decide which products to stock in your pro shops?
A good suggestion is to stick with the bigger brands as they are more recognizable to players. Especially when first opening a shop, now is not the time to experiment with smaller brands. As you get more comfortable with the sport and your clientele, maybe you can branch out later on.
What is the best way to connect with dealers?
Just give them a call! They are more than eager to help you and set up an account. Some companies might require bigger purchases than others, so it’s a good idea to call around and stick within the budget you’ve set aside for a pro shop.
Which items have you found to be the best-selling?
Some great advice from Ted is to treat your pro shop like a convenience store. Some consistent best sellers for The HUB, not surprisingly, include balls and drinks such as water, energy drinks, and Gatorade, etc. He suggests keeping those items front and center to make it easier for members to purchase, especially when it’s hot! Other steady sellers are grips, eyewear, tapes, and bags. Outdoor clubs should remember to stock sunscreen as well. Hats and other merchandise are also great sellers and expected to be found by members in club stores.
What items do you recommend shying away from?
A bit of a surprise to hear is shoes are on the bottom of Ted’s recommended item list. Why? Mostly due to stocking all the sizes needed to meet everyone’s needs, and then the impending returns. “Members might wear the shoes once or twice and then decide they don’t fit, you’re kind of stuck with them.” He adds that shoes don’t move that quickly, and keeping a full-size run on hand is a costly investment with no guarantee of sales.
Paddle advice?
With the range of price points and keeping carrying costs in mind, it might be a bit of a shock to hear that Ted recommends carrying medium to high-end paddles in your shop. Most players who pay to be at a club enjoy the sport and want better paddles. His high price point is around $249, and he says most sales are at $149 or higher; the lower-end paddles just don’t sell. And like many other sports, there can be a bit of “Paddle Peacocking” for members with the new Selkirk or Yolo paddle. Why not make it easy for them to buy it at your shop?
As for demo programs, the options are up to you. Some shops charge by the hour, day, or loan them for free depending on the paddle and the player. There is no wrong answer! However, demo programs are a great way to get new paddles into the hands of your members.
What about pro shop hours and staffing?
If you’re going to invest in a shop, have it open when the club is. An easy way to do that is to have the check-in desk also work the pro shop. Consider having the desk in the pro shop or very close proximity. Be sure front desk associates and all staff are aware of current sales and promotions and that they are informing members. Can’t get a bargain if you don’t know what’s on sale!
Final tip:
Don’t get caught up in manufacturers’ programs! Some brands will offer a big deal for 60% of your store. It can be tempting, especially when starting a new business, it can be tempting to get a great discount on a great brand, however, this seasoned shop owner discourages clubs from participating in programs like this. He encourages you to keep your options open and your premium shelf space for what sells in your particular store. “If something happens with the brand or your store stock, you’re locked into that manufacturer without any other opportunities.”
Whether you’re launching your first pro shop or fine-tuning an existing one, we hope these tips enhance the experience for your members and help to make your club’s pro shop a central—and successful—part of your business model.
