Building Pickleball Empires: 6 Key Moves & Lessons From Entrepreneurs Who Went All In
From backyard courts to billion-dollar valuations, pickleball has ignited an entrepreneurial gold rush. In 2025, with 36.5 million players and a 158.6% participation surge since 2020, pickleball is no longer just a sport—it’s a booming industry. Entrepreneurs are capitalizing on this craze, launching startups that range from indoor complexes to innovative gear brands. These visionaries aren’t just chasing profits; they’re building communities and redefining leisure. This article dives into the inspiring stories of grassroots founders and scaled innovators who transformed passion into pickleball empires, offering lessons for aspiring business owners eager to join the fastest-growing sport in America.
The Pickleball Market: A Business Bonanza
Pickleball’s explosive growth has created a fertile landscape for entrepreneurs. With 12,081 facilities and 51,937 courts in the U.S. by 2023, demand for courts, equipment, and experiences still outstrips supply. The sport’s accessibility—playable by all ages on compact courts—drives its appeal, fueling a market projected to need $900 million in infrastructure over the next 5-7 years. From franchises to tech-driven gear, the opportunities are vast.
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Key Market Stats |
Details |
|---|---|
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U.S. Players |
36.5 million (2025) |
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Growth Rate |
158.6% (2020-2023) |
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Facilities |
12,081 (2023) |
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Courts |
51,937 (2023) |
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Future Investment |
$900M needed (next 5-7 years) |
Grassroots Ventures: Starting Small, Dreaming Big
Nassau Pickleball 365: A Nurse’s Leap into Business
Robin Duncan, a former nurse in Fernandina Beach, Florida, had no business background but a burning love for pickleball. Frustrated by scarce local courts, she founded Nassau Pickleball 365, turning a vacant lot in Yulee into a six-court community hub. With personal savings and a small loan, Duncan built a facility that now boasts 200+ members and hosts unique events like “Pickle and Pray.”
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Challenges Overcome: High lease costs, no prior business experience.
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Key Move: Bought affordable land instead of leasing.
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Impact: Created Yulee’s first pickleball facility, uniting local churches and families.
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Lesson: Passion and community focus can trump financial barriers.
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Nassau Pickleball 365 Stats |
Details |
|---|---|
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Location |
Yulee, FL |
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Courts |
6 outdoor |
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Members |
200+ |
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Opened |
2023 |
The Pickle Bar: Blending Sport and Southern Charm
Sarah Tolliver, a tennis player turned entrepreneur, saw Charleston, South Carolina’s crowded public courts as an opportunity. In 2024, she launched The Pickle Bar, a 40,000-square-foot complex with nine courts, a restaurant, and a bar. Facing a $2.5 million budget, Tolliver used crowdfunding to raise $150,000 from local players. The venue’s “Pickle and Sip” nights and youth clinics have made it a regional hotspot.
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Challenges Overcome: Zoning hurdles, high startup costs.
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Key Move: Crowdfunding to supplement personal funds.
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Impact: Created a social hub, easing pressure on public courts.
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Lesson: Multifaceted venues (sport + dining) boost profitability.
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The Pickle Bar Stats |
Details |
|---|---|
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Location |
Charleston, SC |
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Courts |
9 outdoor |
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Size |
40,000 sq ft |
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Opened |
2024 |
Rally: Pop-Ups to a Pickleball Powerhouse
In Charlotte, North Carolina, Barrett Worthington and Meg Charity pivoted from a tennis platform to Rally, a pickleball social club. Starting with “Picklefest” pop-ups in 2017, they raised $15 million in seed funding by 2023. Their first permanent location, opened in 2023, now serves 10,000 members with plans for national expansion.
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Challenges Overcome: Investor rejections, scaling from pop-ups.
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Key Move: Used a pickleball game to win over a key investor.
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Impact: Built a scalable model blending sport and socializing.
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Lesson: Test concepts with low-risk ventures before scaling.
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Rally Stats |
Details |
|---|---|
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Location |
Charlotte, NC |
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Courts |
8 |
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Members |
10,000+ |
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Opened |
2023 |
Scaling Up: Franchises and Innovation
The Picklr: From One Club to a Franchise Giant
Jorge Barragan and Austin, friends from Utah, launched The Picklr in 2020, growing from a single indoor club to 80+ franchisees by 2025, with plans for 500 nationwide. Their premium clubs feature sound-mitigated courts and Wingfield tech for game analysis. “Anyone who loves pickleball can own a club,” Barragan told Forbes in 2024. A partnership with Pickleball Central boosted their pro shop revenue.
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Challenges Overcome: Rapid scaling, franchisee recruitment.
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Key Move: Partnered with Pickleball Central for retail.
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Impact: Democratized pickleball with accessible franchises.
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Lesson: Strategic partnerships accelerate growth.
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The Picklr Stats |
Details |
|---|---|
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Location |
Uintah, UT (first) |
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Franchises |
80+ (2025) |
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Planned |
500 |
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Features |
Wingfield tech, pro shops |
Fairgrounds: Redefining the Racquet Club
In Toronto, Drummond Munro and Matt Rubinoff created Fairgrounds, a pickleball and padel club with 54,000 members across four GTA locations by 2025. Rejecting elite club vibes, they offer colorful courts and events like pickleball speed dating. “We learned by doing,” Munro told The Globe and Mail in 2025. Their pop-up tests refined a model that’s now expanding across Canada.
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Challenges Overcome: Finding affordable venues, scaling inclusivity.
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Key Move: Iterated with pop-ups before permanent sites.
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Impact: Made pickleball accessible to diverse demographics.
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Lesson: Data-driven testing minimizes scaling risks.
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Fairgrounds Stats |
Details |
|---|---|
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Location |
Toronto, ON |
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Members |
54,000 |
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Locations |
4 |
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Opened |
2024 (permanent) |
Veloz: Revolutionizing Paddle Design
Mitch Junkins, a California marketer, founded Veloz after a 2020 tournament inspired an edgeless paddle design. Prototyping in 24 hours, he partnered with Pickleball Magazine founders to launch in 2021. Veloz’s quieter paddles, sold in 50 stores, address noise regulations.
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Challenges Overcome: Breaking into a crowded gear market.
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Key Move: Rapid prototyping and strategic partnerships.
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Impact: Innovated equipment for noise-conscious venues.
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Lesson: Speed to market and distribution are critical.
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Veloz Stats |
Details |
|---|---|
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Location |
California |
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Stores |
50 |
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Launched |
2021 |
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Innovation |
Edgeless paddle |
Navigating Challenges
High startup costs ($500,000-$5 million for indoor facilities), zoning issues, and competition from free public courts test entrepreneurs. Success stories highlight solutions:
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Lean Operations: Duncan’s land purchase avoided pricey leases.
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Creative Funding: Tolliver’s crowdfunding tapped community support.
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Scalable Models: The Picklr’s franchise system spread costs.
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Iteration: Fairgrounds’ pop-ups de-risked expansion.
Inspiring the Next Wave
These entrepreneurs show pickleball is more than a sport—it’s a community-building engine. Nassau Pickleball 365 unites families, The Pickle Bar creates social hubs, and Rally fosters friendships. The Picklr and Fairgrounds make the sport accessible, while Veloz enhances play. Their stories inspire action:
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Start Small: Test with pop-ups or online stores.
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Leverage Demand: Build where
Note: We do not receive compensation or affiliate revenue from any businesses featured in this article.
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