What it Takes to Keep Members Engaged When Outdoor Courts Call

As temperatures climb and daylight stretches longer, the pull to outdoor pickleball grows. Public parks fill, waitlists grow and for many players, the appeal of free, open-air play is hard to ignore.

For indoor operators, however, the seasonal shift is less of an issue and more of a test. The question is whether the indoor experience can deliver enough value to keep members engaged when the sun is shining.

For clubs like The Picklr and Missouri Pickleball Club (MPC), the answer to that lies not in fighting outdoor play, but in redefining what keeps players coming back.

Finding the Appeal of Indoor Play

At first glance, warmer months might seem like a predictable downturn. For Greg Larsen, a Picklr franchisee with locations in Utah and Arizona, that hasn’t necessarily been the case.

That’s partly because outdoor play, while appealing, comes with trade-offs that become more obvious over time. From inconsistent court conditions to long wait times and weather disruptions, players often return indoors after a few sessions.

“What we found is once people come inside, they realize that the heat or that element was not the only thing they’re escaping,” said Larsen, pointing to issues like wind, sun glare and overcrowding.

At MPC, the shift begins as soon as the temperature consistently stays above 60 degrees. As more members gravitate toward outdoor courts, the team works to remind players of the benefits of their facility.

“It’s an opportunity to serve your members better with awesome programming,” said Michael Grewe, the owner of MPC.

Programming Fills the Summer Gap

Programming is one of the most strategic ways to improve engagement when the weather is nicer. With outdoor courts, the only opportunity for play is open-play or community-led tournaments, but that isn’t always consistent.

The Picklr adjusts its calendar dynamically throughout the year. During peak indoor months, court demand limits the ability to host structured programming. But when summer arrives and court availability opens up, the club leans in.

“In the seasonal months, we add in a lot more leagues, a lot more tournaments, a lot more clinics,” said Larsen. “We just offer more of it.”

This transforms a potential low into an advantage. Instead of competing with outdoor courts on open play, indoor clubs differentiate through organized, value-added experiences — something public parks and outdoor courts can’t necessarily replicate at scale.

The Picklr also occasionally meets players where they are. They host “Picklr Days” at outdoor courts, activating them with branded experiences, giveaways and open play events. Larsen’s locations also participate in local festivals and community gatherings, sometimes bringing portable courts to introduce new players to the game.

This serves a dual purpose in maintaining visibility during the outdoor season while funneling new and returning players back into their indoor facilities.

Grewe also emphasized that programming isn’t just about quantity, but about intentionality.

“You must make sure you are providing a place they want to be a part of with a community of people they want to play with,” said Grewe.

That distinction between playing anywhere and playing somewhere meaningful becomes the foundation of summer engagement.

Why Discounts Aren’t the Answer

While some clubs respond to seasonal dips with aggressive discounts, both Larsen and Grewe push against that, noting that discounts aren’t what is going to keep people coming through the doors.

“We don’t adjust pricing,” said Grewe. “If you do, you are discounting things and people will come around for the discount and not stay with you.”

“The people that are going to play indoors are going to play indoors at the same price you’re charging them throughout the year,” said Larsen. “If they’re going to go outdoors, there’s probably not a price that’s going to keep them from going outdoors.”

Instead, Larsen builds seasonal flexibility into the pricing structure year-round. The annual membership effectively accounts for a couple months when members may choose to play outside, reducing the need for reactive promotions.

“If the value outweighs the cost, people will come,” said Larsen.

Indoor clubs don’t need to replicate outdoor play. They need to highlight what makes them different.

For The Picklr, that starts with consistency. Climate-controlled environments, high-quality surfaces and predictable conditions eliminates many of the frustrations players encounter on outdoor courts.

Beyond that, the differentiators stack up. Indoor clubs guarantee court access without long waits, provide structured opportunities for improvement like clinics and lessons, can offer technology-driven tools like instant replay and AI coaching, and run leagues and tournaments that are often more organized than those done at public parks.

These elements combine into a more holistic experience that extends beyond simply hitting a ball.

At MPC, the focus is more on the atmosphere of the facility. “You need to create a ‘vibe’ within your club,” said Grewe. “You need to highlight what the government courts don’t have.”

That “vibe” includes everything from community dynamics to ensuring that people are not just playing but playing with the right people at the right level.

Timely Outreach

As players look to outdoor courts in warmer months, communication becomes critical for keeping members aware of what’s happening at the club even when they’re not walking through the door.

Larsen said his Picklr locations emphasize timely, situational outreach, especially when weather disruptions create natural opportunities.

“Instant emails go out to everybody: ‘Hey, it’s raining tomorrow. Get your Picklr reservation now before they book out,’” said Larsen. That kind of responsiveness positions the club as a reliable fallback, and even a preferred alternative.

At the same time, both operators stress the importance of understanding their members and what they engage with. Grewe notes, for instance, that older demographics may be less active on social media.

“You need to make sure you are marketing to the right people you are trying to attract,” said Grewe, emphasizing that summer marketing needs to be targeted in order to be heard.

Reframing Summer as a Business Asset

Ultimately, the most important adjustment is about the mindset going into the warmer months.

Operators who view summer as a revenue dip to manage may default to short-term fixes like discounts or reduced staffing. But seeing it as a strategic phase can help to strengthen programming, deepen engagement and refine operations.

According to Grewe, consistency is what stabilizes the business during warmer months. The slower season also is an opportunity to work on things like customer touchpoints or maintenance that you can’t always get done during busier months.

For Larsen, it comes back to one idea: build something so players stay. “If we make it so good we don’t want to leave, they won’t,” he said.

For operators willing to lean into programming, community and value, warmer months don’t have to mean a drop in engagement. Instead, they become an opportunity for clubs to prove what indoor clubs can offer that no outdoor court can match.

Jordan Meek

Jordan Meek is a staff writer for Pickleball Innovators, where she covers the rapidly evolving business of pickleball — from facility growth and technology to player experience and industry strategy. A graduate of Denison University with a degree in Journalism, she joined Peake Media in 2025 and brings a passion for storytelling and curiosity to every piece. Jordan is driven to spotlight the leaders shaping the sport and uncover insights that help operators thrive in the fastest-growing game in America.