Why Pickleball is the Next Big Opportunity for Pro Shops and Retailers

Pickleball has stormed onto the scene, and it’s reshaping the way pro shops and retailers should think about their product mix. 

While it was considered more of a niche sport, pickleball is now very much a mainstream activity that is drawing in tennis and golf players, corporate events, and general lifestyle brands into its orbit. 

For pro shops and specialty retailers, that shift is creating an exciting opportunity to capture a new market and introduce fresh products.

Expanding into the Pickleball Space

One challenge pickleball brands have faced is the perception that its gear is “court-only.” If apparel looks too sport-specific, customers may limit their purchases because they can’t imagine wearing it anywhere else. 

But that’s changing. Brands are now blending performance wear with athleisure to create pieces that transition seamlessly from the court to lunch, workouts, or errands.

This shift unlocks new revenue for shops: instead of just selling a shirt or skirt that works only for play, you’re offering members lifestyle apparel they’ll want to wear all day.

Unlike golf and tennis which have decades of legacy apparel brands, pickleball is still defining its identity. 

This gives pro shops a chance to experiment with fresh silhouettes and styles that tap into the booming athleisure category. From lightweight joggers to versatile tanks and crossover jackets, pickleball apparel offers a new way to expand beyond the standard golf and tennis staples.

Many pro shops that have traditionally focused on golf or tennis have been adding pickleball gear to their assortments. 

The result? 

Bright pops of color, stylish new rackets, and eye-catching accessories that stand out in stores. 

For retailers, pickleball is a chance to break out of the standard assortment of polos and quarter-zips and add something that feels fresh and unexpected.

Why Retailers Should Pay Attention

For pro shops, resort retailers, and specialty stores, pickleball can become a new entry point into a rapidly growing market. 

By stocking both performance gear and lifestyle pieces, you can offer your members something unique, modern, and fun that sets your shop apart.

Apart from that, pickleball is also becoming the go-to sport for corporate outings and charity events. 

Organizations that once hosted golf tournaments are now turning to pickleball as a new way to bring people together. 

For pro shops and clubs, this means a growing opportunity to supply branded gear, apparel, and event-specific merchandise for new events. 

Merchandising Tips for Retailers

To get the most out of your pickleball assortment and pro shop, it’s not enough just to stock paddle after paddle. 

How you display, rotate, bundle, and guide your customers has a big effect on sales, loyalty, and brand perception. 

Here are some proven tactics and ideas that we’ve pulled from pickleball-specific shops and sporting-goods merch experts, that you can put into practice right away.

1. Arrange Your Layout to Lead the Customer Journey

Position your pro shop so customers pass by high-impact goods (e.g. paddles and balls) when they enter or exit. Pickleball Club Mag reported that putting the shop adjacent to the front desk or lobby maximizes visibility and encourages browsing at peak traffic points.

Organize by categories that make sense: "Beginner Kits", "Lifestyle Apparel", "Court Essentials", “Accessory Wall”. This helps customers find what they want quickly, and drives cross-sales. 

Use signage, lighting, and open pathways so customers can see from one zone to another. 

Don’t block views with tall displays in key traffic aisles. Products should be seen, not hidden.

2. Advice for Your Displays

Rotate displays regularly, like every one to two weeks to keep the store feeling fresh and to highlight different lines.

Mix wall-mounted paddle displays, freestanding racks for apparel, gondolas or slatwalls for accessories. Use taller elements to draw attention and build visual interest.

Also, use color groupings to create impact. Trust us, this will help encourage impulse buys.

Lastly, feature endcaps, entry displays, and window displays with current, seasonal, or exclusive items. These zones get high visibility so use them for high-margin or new products. 

Extra advice is to keep things thematic (like “Summer Pickleball Picks”, “Back-to-Court Essentials,” etc).

3. Bundling and Cross-Merchandising

Pair paddles, balls, grip tape, bags, or apparel outfit, and accessories. This strategy is especially helpful for beginners who want a “one-stop” solution and it will help increase average sale size.

Display bags next to paddles, hats near apparel, towels, sunglasses, hydration gear in close proximity so customers see extra things they might need. If your customer sees complementary products near each other, they will purchase more. 

4. Carefully Manage Your Product Mix

Have entry-level, mid-range, and premium options for paddles, shoes, apparel, etc. That way you serve beginners, regular players, and enthusiasts. 

Make sure to have clear pricing tiers to make it easier for your buyers to decide quickly whether a product is in their budget or not.

And you want to carry lifestyle and off-court apparel because you want to make sure you have a product that buyers will feel comfortable to use beyond the court. This type of product will expand your customer base and how frequently they’ll want to buy. 

Offer enough variety (think different brands, styles, colors) but avoid clutter. Too many SKUs or redundant display facings can confuse customers.

Lastly, keep data on what sells. If certain paddles or brands aren’t moving, reduce their space or phase them out. Insert fresh lines to keep returning customers seeing something new.

Think of these tips as just a primer in merchandising pickleball in your store. 

We’ll have more tips as we talk to more of our customers, but in the meantime if you’re a retailer with questions on finding brands you’d like to stock in your shelves, then check out the RepSpark community where you can start shopping all the brands on RepSpark. 

And, if you’re a brand that wants to optimize your wholesale and reach more retailers, then schedule some time with us and we’d love to help.