Pickleball is growing fast. Nearly 20 million people in the U.S. played in 2024, up 46% from the year before and more than triple the number from three years ago. Tennis still has more players overall, with 25.7 million, but its pace has been slower. For ecommerce founders, the interesting part is how these two sports create very different business models.

Pickleball brands like Selkirk, Recess, and Bread & Butter move quickly, sell direct-to-consumer, and grow through social content and local events. Tennis companies often take a more traditional route, leaning on pros, retail partnerships, and higher price points. These ten financial differences show how each sport influences inventory, marketing, and ecommerce strategy.

1. Startup Costs

Pickleball is easier to get into from a cost perspective. Paddles start around $50, and even premium options usually stay under $200. Compare that to tennis, where rackets often run between $150 and $300, plus shoes, balls, and stringing. That lower entry point helps pickleball grow fast and makes gear more accessible to casual players.

2. Average Order Value

Tennis brands tend to see higher average order values, since customers often purchase more expensive equipment in a single transaction. In April 2025, Tennis Warehouse averaged $200 to $225 per order across more than 64,000 transactions. Pickleball orders are smaller but happen more often, though some sellers like Pickleball Central reported AOVs between $225 and $250 across just over 7,000 transactions that same month. This changes how brands think about conversion, retention, and how frequently they engage with customers.

3. Inventory Turnover

Pickleball gear wears out faster, especially for new players who use the same paddle week after week. Most paddles need replacing every 6 to 12 months, depending on how often and how hard they’re used. This leads to faster inventory turnover and more frequent restocking. Tennis gear typically lasts longer, which slows down purchase cycles but can increase average spend per order.

4. Growth Rate

Pickleball grew 311% from 2020 to 2023, while tennis grew 8% over the same period. The sharp rise in pickleball highlights how rapidly a new sport can create opportunities for emerging businesses, particularly those built for ecommerce from day one.

5. Influencer Strategy

Pickleball brands work with micro-influencers, coaches, and local players to grow organically. It’s a bottom-up approach. Holbrook Pickleball, for example, grew orders by 87% through its ambassador program by teaming up with everyday players who shared their experiences online. This kind of peer-to-peer marketing builds trust and a strong sense of community. Tennis marketers often lean on big-name pros and traditional media. Each model shapes brand spend differently and affects how quickly a brand can build trust with its audience.

6. Merchandising Potential

Pickleball merch is community-driven. Amateur leagues, rec tournaments, and local events open the door for casual merch drops that feel personal. The U.S. market for pickleball products and apparel was worth approximately $1.98 billion in 2023 and is expected to keep expanding steadily through 2030. Tennis merch is more tied to major events and pro tournaments, which can mean fewer launches but bigger spikes when they land.

7. Sales Channels

Pickleball brands are mostly DTC and built for online growth. They build their presence online and ship directly to consumers. In 2024, almost two-thirds of all pickleball gear in the U.S. was sold online, a clear sign of how central ecommerce is to the sport’s expansion. Tennis manufacturers still rely heavily on wholesale partnerships, retailers, and pro shops. The DTC model offers more control but demands more from founders in fulfillment and customer experience.

8. Global Reach

Tennis is played all over the world and has strong brand recognition in many countries. It reaches nearly 200 countries, with large followings in Asia, Europe, and North America (Asia alone has an estimated 33 million players). Pickleball is still heavily based in the U.S. but starting to expand. For international growth, tennis has the edge. For early-stage opportunity, pickleball is more wide open.

9. Barriers to Entry

It’s easier to get started in pickleball. Gear is cheaper, courts are more accessible, and many players treat it as a social sport. Tennis often requires more commitment, formal lessons, and higher upfront costs. This difference shapes who buys merchandise and how they shop online.

10. Ecommerce Saturation

Tennis ecommerce is more established, with big players already in place. Pickleball still has room for new brands to enter, experiment, and scale efficiently. For founders, that makes pickleball a rare mix of high growth and low saturation.

What Ecommerce Founders Can Learn From Pickleball and Tennis

Tennis and pickleball follow different ecommerce models. Tennis leans on higher order values and global reach. Pickleball moves faster with lower costs, quicker restocks, and strong DTC momentum. Each offers useful takeaways depending on how your brand is growing.

Brands like Tennis Express, Champion Tennis, and Racquet Depot lead in the tennis space, while Helios Pickleball, Enhance Pickleball, and It’s Recess are shaping the future of DTC sports gear. Ready to serve up serious growth? Inventory. Ads. Logistics. Clearco funds it, no dilution, no delay. See what you qualify for: