Conquer's Next Set: The Lessons Learned in Tempe Before Moving to Padel's New Frontier in Utah

This exclusive follows up on our original conversation with Enrique Gracia, CEO of Conquer Padel, from our Sept. 8 Primetime Exclusive. Since we last spoke, the "Conquer Effect" has moved from blueprint to reality, with construction officially breaking ground in Utah and the Tempe flagship providing a treasure trove of data on the American player. If you are interested in learning the in’s-and-out’s of what it’s like for a club owner to build out their second location, this Exclusive is for you! 

Primetime Padel: In our first interview, we talked about Lehi’s unique demographic. Now that you’re deeper into the permitting and development of the 30,000 sq. ft. Silicon Slopes site, how has the "tech corridor" community responded to the prospect of a high-end networking hub?

Enrique: We started construction in December, and the community response has been incredibly warm. My family and I visited recently, and people were so kind and welcoming. The more we get to know the area, the happier we are with our choice. The club will serve Lehi and nearby cities like Sandy, Draper, Bluffdale, Saratoga Springs, and Orem, all great places. I'm excited not only to bring padel there but also to move there with my family.

Primetime Padel: Adapting the Blueprint: You’ve locked in a 10-year lease with 30-foot ceilings—a "dream property." What specific design changes are you making for Utah based on what you’ve seen work (or not work) during the first few months in Tempe?

Enrique: Great question. Our biggest lesson from Tempe has been the importance of dedicated private event spaces for both corporate and social gatherings. The Lehi club will include a private event room with a large screen for presentations and a court with its own private cabana/lounge area. With so many large companies in the market, we expect corporate events to play a significant role in revenue.

Primetime Padel: The Wellness "Hook": Lehi is slated for saunas, cold plunges, and Pilates. Are you seeing these as "perks," or is the data from Tempe showing that the recovery/wellness side is actually driving a different type of recurring membership than court rentals alone?

Enrique: The wellness features are more of a perk than a direct revenue driver. They enhance the member experience, but the main draw is the sport itself and the community around it. In Tempe, the club has become a hub for making new friends and networking, offering a unique opportunity to connect with people across a wide range of ages and nationalities.

Primetime Padel: The "First 100 Days" Lesson: Now that the Tempe flagship is live, what is the one "operational surprise" that didn't show up on a spreadsheet but became obvious once the doors opened?

Enrique: It wasn't so much a surprise as a confirmation: even in a metro area of over 5 million people with no prior padel presence, growing membership and court utilization demands full commitment. It comes down to offering plenty of programming for all levels, constantly facilitating matchmaking, and organizing events and competitions that spark the desire to improve.

Primetime Padel: The Community Vibe: Padel is famously social. How are you facilitating those "collisions" between players in Tempe—is it the bar, the soundproof office pods, or the organized "Scrambles" that are doing the heavy lifting?

Enrique: It's the team! Kind, welcoming, friendly, and fun staff members are what truly build the community. A nice space and amenities help, but at the end of the day, people return because of the friendships formed. You can have the highest-end club possible, but the quality of the people in it is what makes others want to belong. It's simple, but true.

Primetime Padel: Data-Driven Growth: We know the Tempe location was the "test lab." Can you share a specific metric—whether it’s peak hour utilization or pro-shop sales—that has exceeded your initial projections?

Enrique: Weekend utilization and overall member capacity have been our biggest positive surprises. Weekend play, especially Saturdays from 9 AM to 2 PM, has been much higher than expected, unlike our clubs in Mexico where weekends are typically the slowest. But the standout is member capacity: we originally projected 11–13 visits per member per month, but with our hybrid membership and court-fee model, the average is 7.1. This increases our sustainable capacity and supports stronger recurring revenue. We're still early at just four months fully open, so it'll be interesting to see how this evolves.

Primetime Padel: Investor Appetite: You recently hit major milestones in the Lehi capital raise. What is the #1 question sophisticated investors are asking you right now about the U.S. padel market compared to 12 months ago?

Enrique: We're still raising capital for our Lehi club and recently revised our terms to make them significantly more attractive to investors. Padel remains early-stage in the U.S., and not all clubs are profitable yet. Padel investments require stronger investor-friendly terms to mitigate risk and support better equity performance.

Primetime Padel: The Psychology of Color: You’ve been very intentional about the aesthetics. Can you walk us through the color palette choices for Conquer? Are we sticking to the classic blue, or are you experimenting with tones that feel more "Silicon Slopes" or "Desert Flagship"?

Enrique: We're sticking with dark gray on most walls and our signature "Conquer blue" accents. Dark walls are best for gameplay, and we prioritize the playing experience above all. The Conquer blue adds a sporty, lively touch to the brand and spaces. We want our clubs to feel like a true "third space," so careful choices in colors, materials, furniture, and equipment are important.

Primetime Padel: The Lighting Breakthrough: Padel players are notoriously picky about glare and "dead spots." What have you learned about the technical side of court lighting that will make the Lehi courts feel superior to a standard indoor conversion?

Enrique: Lighting. A common debate. With so many companies pushing their solutions amid the sport's growth, we get constant emails claiming "the best" lights or courts. In reality, any direct light will cause discomfort when looking up, and white ceilings with upward lighting make the entire ceiling harsh to view when looking up at a ball. There's no perfect solution, but for me, the best and most cost-effective option is traditional court-mounted lights. We're using top-tier lights by LED Projects brand and MejorSet courts; the same lights and court combination seen in Premier Padel tournaments worldwide.

Primetime Padel: The Lifestyle Evolution: You often talk about padel as a movement, not just a sport. After a year of developing these clubs, what is the one "small touch"—the lighting, the music, the furniture—that you’ve realized is actually a "big touch" for player retention?

Enrique: There's no single magic touch. Player retention comes from the cumulative effect of many elements: lighting, colors, music, furniture, scent, plants, complimentary face towels on courts, cold eucalyptus towels after matches, free fruit, a solid beer and wine selection, good coffee, hot food options, swift check-ins, calling members by name, respect and professionalism as core policy, spotless cleanliness, well-maintained equipment and glass, the full wellness package (showers, lockers, cold plunge, saunas, red light therapy, compression), and, crucially, facilitating play through programming and matchmaking support. I say in padel, the lifestyle is greater than the sum of its parts.