Starting a business can feel out of reach when you don’t have big investors or loads of cash. You might wonder if your idea is good enough or if you have the right skills to succeed. These doubts stop many would-be business owners before they even begin.

For Michael Chien, these same questions surfaced when he spotted the growing popularity of pickleball. But instead of letting uncertainty hold him back, he used his industrial design background and lessons from a previous business to create 101 Pickleball—a company offering quality equipment at prices beginners can afford.

Michael’s story shows that you don’t need perfect conditions to start a business. With personal savings and no mentor, he built a company from the ground up. His practical approach to testing products, managing inventory, and setting realistic timelines offers a helpful roadmap you can follow in your own business adventure.

Spotting the Opportunity

Michael noticed pickleball’s rapid growth across the United States. When major locations like Central Park began building courts, he saw a promising sign.

“I saw the growth of pickleball in the United States skyrocketing in short time period.”

The sport was expanding quickly – gaining new players every day, appearing in more parks, and attracting people of all ages. What started as a mostly retirement community activity had spread to become one of America’s fastest-growing sports. With more courts being built and equipment sales rising, Michael recognized a market ready for new options.

The numbers backed up what Michael was seeing. The pickleball industry is on track to reach $4.4 billion over the next decade, with an expected yearly growth of 11.3%. This boom comes from more people playing the sport – over 48.3 million players are now active. While players of all ages enjoy pickleball, those between 18-34 years old make up a fast-growing segment.

Learn more about the Pickleball Equipment Industry

His background in industrial design and civil/structural design helped him understand what players might need. But it was his experience with a previous dropshipping business that provided the business know-how.

Testing the Waters

Before fully launching, Michael took his prototypes directly to players at parks throughout New Jersey. This hands-on approach helped him gather valuable feedback and determine appropriate pricing.

“I would ask them to test my prototypes and ask them what they would be willing to pay for the paddle.”

Michael didn’t rush this step. He tested over 10 different paddle prototypes before finalizing production on his first model. By visiting local parks and letting players of various skill levels try his products, he gathered honest feedback about what worked and what didn’t.

“We kept repeating the process until we found the sweet spot of what our customers would like as well as the right price,” Michael explains.

This real-world testing made all the difference. When positive responses came in from local players, Michael knew he was onto something worthwhile.

Early Sales Strategy

Michael’s path to his first $1,000 in sales combined several marketing approaches:

• Facebook and Google advertising
• Direct messaging outreach through Instagram
• Special discounts and offers
• An ambassador program to generate interest (where fans promote the brand in exchange for free products or discounts)

Social media played a particularly important role in confirming the business had potential.

“I knew the business would be successful when the orders starting coming in from our social media (instagram).”

Michael focused on building a strong online presence from day one. His strategy involved a mix of paid ads and organic growth tactics. On Facebook and Google, he targeted ads to people who showed interest in racquet sports and outdoor activities. This helped him reach potential players who might not have heard of his brand yet.

On Instagram, Michael took a more personal approach. He spent hours sending direct messages to pickleball enthusiasts and joining online communities where players gathered. This hands-on method helped build personal connections with potential customers.

The ambassador program also proved especially effective. Michael offered exclusive discounts of 30-40% off and sometimes gave extra paddles for free to ambassadors who supported his brand.

“This gives us some social media traction when they post about how much they love our product,” he says. “We can then repost their pictures on Instagram and use that as a marketing tool.”

These ambassadors do more than just create content. They spread the word in person and help build reviews on the company website—essential for a new business trying to establish trust with customers. Each positive review and social media post helped Michael gain credibility in a market dominated by bigger brands. on the company website—essential for a new business trying to establish trust with customers.

Managing Risk

One major concern was inventory management. Rather than ordering large quantities to save money, Michael chose to start smaller.

“We were careful when stocking up to make sure we didn’t place too many big orders.”

While buying in bulk might have cut costs, Michael preferred paying a bit more to avoid potential inventory problems. This cautious approach protected the new business from costly mistakes.

Quality control became another risk factor. Michael discovered that some paddles had defects, leading to customer complaints.

“This causes our brand to look cheap and makes the customer feel like they got ripped off,” he admits. To solve this problem, he worked closely with manufacturers to implement stricter quality checks, insisting they “double and triple check the paddles before shipping them out.”

Going Solo

Unlike many entrepreneurs who rely on mentors, Michael built 101 Pickleball largely on his own. Though his parents had business experience, this venture was his independent effort.

“My parents owned a successful business but this project was handled on my own efforts/experience.”

This independent approach taught Michael to be careful about partnerships. In one case, he hired a marketing team with 50,000 Instagram followers, paying them $100 for a month of work and sending 7 paddles for promotion.

“After paying them, the quality of their videos was very unprofessional and their 50k followers were mostly bots,” Michael recalls. Despite confronting them, the relationship ended poorly.

This experience reinforced a valuable lesson: “Do your due diligence before working with any company blindly and don’t send too many demo products without knowing who you are dealing with.”

Valuable Lessons

Michael warns against unrealistic timelines. Even with prior business experience, he initially set growth expectations too high.

“The biggest mistake is to have unrealistic expectations when it comes to growing your business.”

His first online business took about two years before gaining significant momentum. Once he adjusted his timeline expectations for 101 Pickleball, things improved.

Michael stresses the importance of starting with enough capital: “Have a comfortable amount of capital to get the infrastructure of your business set. If you are banking on profits to flow in within the first year, it is usually an unrealistic expectation.”

He also emphasizes caution when processing orders, especially those that seem unusually large or come with odd requests.

“Don’t be too greedy and fulfill suspicious orders. If it looks too good to be true, do your due diligence before accepting things blindly.”

This practical advice stems from real experience. When faced with orders that seem unusual or too good to be true, Michael recommends taking extra steps to verify their legitimacy. This might include checking the shipping address, contacting the customer directly, or verifying payment methods more thoroughly.

Despite the challenges and risks, Michael strongly encourages aspiring business owners to take the leap.

“I would encourage anyone interested in starting a business to do so. It teaches important lessons and I do not regret all the time spent on all my businesses.”

Practical Wisdom for Your Business Start

Michael’s pickleball business journey reveals several practical lessons for anyone ready to start their own company. His step-by-step approach—testing products with real users, starting with smaller inventory orders, and using social media to build early sales—can potentially reduce risk without requiring massive investment.

Perhaps the most valuable takeaway is patience with your timeline. As Michael learned, success rarely happens overnight. Even with previous business experience, he had to reset his expectations. “My first online business took around 2 years before it actually ‘took off,'” he shares. This reminder to set realistic growth goals might save you unnecessary stress as you build your business.

“Building a business takes time and persistence before you can see the benefits,” Michael notes. “Most people will find out the hard way that it takes a lot of effort to build up a brand with very low chances of it succeeding or snowballing.”

You don’t need to wait for perfect conditions or expert guidance to begin. With personal savings, market awareness, and willingness to learn from mistakes, you can build something meaningful too. Michael’s independent path proves that determination often matters more than resources.

Visit 101-pickleball.com to learn more about Michael’s business.