GO Indoor

SPRING2014 11 PLAYERS INDOOR SPORTS CENTER NAPERVILLE, ILLINOIS well. The Park District, with whom Players Indoor Sports has maintained a successful business relationship, is planning to build even more facilities for indoor sports and activities throughout Naperville. What makes someone want to open a facility in the middle of more than twenty facilities? How does Players Indoor compete? One thing Maxine knew about the people of Naperville is that they like to stay in Naperville. Therefore, she wasn't so concerned with facilities that weren't so close. "The closest one to me was on the south side and probably six miles away. It was jammed full, not open in the summer–just a building with fields in it. They didn't have party rooms and concessions and a pro shop and a bar and all these other things that we've put in. I didn't really feel like it was a big deal." Incidentally, Maxine had made an offer on that building before building Players Indoor Sports. She maintains a good relationship with the owners of that facility, which does well. Another nearby facility was, according to Maxine, small with awful bathrooms. She wasn't worried about competing with it either. The third closest facility was a dome with one full-size field. That facility was at capacity. It was also old and dingy, and the field was in terrible shape. She knew she could do better. Perhaps sitting empty that spring encouraged Maxine to do what successful operators know they must–pursue business that has little to do with indoor sports, especially soccer. "We depend on everything else–ultimate Frisbee, lacrosse, rugby, home shows, dog shows. We host probably eight dog shows a year." Players Indoor Sports has also hosted Mixed Martial Arts (MMA) fights, although they are not very popular with the Naperville community. The facility focuses a lot of energy on corporate and team building events. That fall, when Players Indoor had been open only a few months and all the local soccer players had committed to other facilities, Maxine contacted someone she knew at the Naperville Park District whom she had worked with in the past. She knew he had 3,500 kids who played soccer, so she asked whether he would be interested in leasing her fields on Saturdays. "Within a three- week period, he filled the place. That was a godsend. We don't run our own leagues; he comes in and runs them. I make the same amount of money as if I did run them." Since then, Players Indoor Sports Center, like many indoor sports facilities, has figured out how to do well from November through the end of February, but the rest of the year is tough. Its success depends upon some fundamentals of the indoor sports business that, if Maxine had not been able to figure out on her own, Jim Cline would have been happy to teach her. "He's really kept us on the don't-get-too-crazy path. This business is about the basics, just like any good business is. If you're doing the basics, you'll be fine, and then you can give yourself some room to try other things." Cleanliness and customer service are key. "This place is always spotless," says Maxine, "It has to be." Mothers of young children who participate in programs such as Superhero Sports are already concerned about germs they can't see; therefore, visible dirt is unacceptable. Cleanliness is an easy way to remain ahead of the competition. Of course, the staff at Players Indoor Sports greets all its customers and knows many of them by name. Also, Maxine keeps expenses down. It is important to have a budget and stick to it. Easy ways to do this are shopping around for products and supplies and managing the payroll. Little things like turning off the lights when they are not in use really do create savings.

• Cover