Britons Tom and Sandy Farquharson earlier this month opened The Padel School at The Replay club in Boynton Beach, Fla., in a bid to promote the newly emerging racquet sport. Padel is a racket sport of Mexican origin that blends elements of tennis and squash. It is played by doubles teams on a rectangular court, and, like squash, enclosed by walls.
The duo says they chose Florida “for its high potential to transition tennis players to padel,” and indeed because of the large Spanish-speaking and padel-playing community in Miami.
The Farquharson brothers were both professional tennis player before turning to padel. Both have years of experience playing and coaching. The pair is now building a business around the game — a shift from sports coaching to understanding SaaS business models, and learning about cost-per-acquisition and business strategy, the brothers told Dave Cobban, founder of Unbrkble, in an interview.
Still, the sport remains a key focus as the Farquharsons seek to attract new players, and create an ecosystem that encourages greater participation. For example, their early focus was on creating English-language resources, as padel’s Mexican origin meant most of the available material on the sport was in Spanish. The two started with free content on their YouTube channel, followers across our channels is 500,000 (as opposed to YouTube alone), before transitioning to a subscription-based model. Now they also want to provide direct coaching on padel courts.
The brothers are also focusing on creating standardized training methodology for padel coaches, as the demand for padel coaching outstrips the supply of qualified English-speaking coaches. This has involved “moving beyond short certification programs to continuous learning,” and “expanding the academy model to multiple locations.”
“There wasn’t enough advice for players … (on) how they should improve technique, tactics and understanding,” Sandy told
Cobban. Tom cited a “huge demand for padel coaching,” especially coaches that speak English.
Finally, the Farquharson brothers say they are aware of the potential for AI and digital platforms to transform what they are doing, including coaching, and intend to fully tap their potential.
Interview questions:
Business & Growth Story
- Can you take us back to the beginning—what inspired you to start The Padel School, and what problem were you trying to solve in the industry?
Sandy: Shares the origin story, how he got into padel, what inspired him to start The Padel School, and the gap he saw in the market.
Tom: Adds how he got involved and what excited him about the business. - You’ve built a thriving online coaching business in a niche sport. What were some of the biggest challenges in scaling The Padel School, and how did you overcome them?
Sandy: Talks about the early challenges of launching an online platform, building an audience, and educating a new market.
Tom: Adds insights on business growth strategies, operations, and key moments of expansion. - How do you divide responsibilities as co-founders and brothers? What are your strengths, and how do you complement each other?
Tom: Explains how they split roles, his focus areas, and how they work as a team.
Sandy: Adds his strengths and how their skill sets balance each other out.
The Padel Industry & Opportunity
- Padel is exploding in popularity worldwide. What makes it such an exciting industry right now, and why should entrepreneurs pay attention?
Sandy: Talks about global trends, why padel is growing so fast, and what makes it unique.
Tom: Adds a business perspective—why it’s an attractive market and where he sees the biggest opportunities. - For those unfamiliar with the sport, what does the business side of padel look like? Where do you see the biggest areas of growth—clubs, coaching, equipment, or something else?
Tom: Breaks down the business opportunities within the industry, including club ownership, coaching, and equipment.
Sandy: Adds insights from a coaching and content perspective—how the sport’s accessibility is driving growth.
The Future & Academy Expansion
- You’re launching your first academy in Boynton Beach—why did you choose this location, and what’s your vision for it?
Sandy: Explains why Boynton Beach was chosen, the demand for padel in the area, and the academy’s role in the business.
Tom: Adds details on the operational and business side—scalability, partnerships, and long-term impact. - How does the academy model fit into the broader vision for The Padel School? Are there plans to expand into more locations?
Tom: Talks about the big-picture strategy, scaling the academy network, and the roadmap for expansion.
Sandy: Shares the vision for player development and how academies will complement online coaching. - Many entrepreneurs watching might be thinking about franchising or scaling a business. What lessons have you learned about growing from an online platform to a physical academy network?
Sandy: Talks about the transition from digital to physical—what’s different, what’s worked, and key lessons learned.
Tom: Adds a business and investment perspective—scaling challenges, financial considerations, and key takeaways.
Advice for Business Owners & Entrepreneurs
- What advice would you give to entrepreneurs looking to break into a new industry or sport? What are the key things they should focus on early on?
Tom: Shares business-oriented advice—understanding the market, finding a niche, and strategic growth.
Sandy: Adds a perspective on passion, persistence, and building expertise in a new space. - Looking ahead, where do you see The Padel School and the sport of padel in the next five years?
Sandy: Talks about the vision for The Padel School, both online and through academies.
Tom: Shares predictions on padel’s growth worldwide and how entrepreneurs can be part of it.
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