Can a niche hobby become a viable retail concept?

The golf industry quietly experienced one of the biggest participation surges in decades during the pandemic. Millions of people picked up clubs for the first time, and the ripple effects are still reshaping the business of golf, from course operations to the rise of indoor golf concepts.

This Retail Retold Replay revisits Chris Ressa’s conversation with Brian Hilko, owner of Golf Factory in Mount Prospect, Illinois, and a tenant at DLC’s Randhurst Village.

After two decades as a PGA professional running golf courses, managing operations, and teaching the game, Hilko recognized something most operators overlooked: traditional golf experiences were often transactional and uninspiring. The game people loved deserved better.

So he built something different.

Golf Factory blends serious golf technology with an approachable, family-friendly environment. Powered by TrackMan simulators used by professional golfers, the concept allows players of all skill levels to practice, compete, and play year round without the intimidation factor many associate with traditional golf settings.

Hilko shares the entrepreneurial journey behind launching the business, from identifying the opportunity during the COVID golf boom to building the space with an SBA loan, a partner, and a lot of hands-on work that saved nearly $1 million in construction costs.

The conversation also highlights an emerging category within retail real estate: experiential concepts that draw consistent traffic and complement surrounding tenants rather than compete with them. Indoor golf has become a compelling example, delivering entertainment, community engagement, and repeat visits.

Looking back now adds helpful perspective. The themes discussed, experiential retail, niche operators, and passion driven entrepreneurship, remain highly relevant as landlords and operators continue to search for concepts that drive traffic and create community.

For retail real estate professionals, operators, and entrepreneurs, this replay offers a sharp look at how a passion for the game became a viable retail business.

What You’ll Hear

Why the pandemic accelerated golf participation - and how millions of new players changed the business of the sport.
The problem with traditional golf experiences - and why Hilko believed the industry often underserves players.
Indoor golf’s growing role in the sport - combining professional-grade technology with accessibility for casual players.
How TrackMan technology is transforming training and entertainment - bringing tour-level analytics to everyday golfers.
The entrepreneurial leap from PGA professional to business owner - and recognizing when the opportunity was right.
How Hilko financed the business - combining an SBA loan, a partner, and a detailed business plan built from real operational data.
Saving nearly $1 million on buildout costs - by rolling up sleeves and completing major portions of the construction personally.
Why location strategy mattered - choosing a retail development with strong surrounding traffic and no direct competition.
How experiential tenants complement retail centers - driving visitation that benefits surrounding restaurants and shops.

Chapters

00:06 — Brian Hilko’s background in golf

A PGA professional explains how two decades in golf operations led to entrepreneurship.

01:26 — Why golf surged during the pandemic

Chris and Brian discuss the massive participation wave and why the game resonates with new players.

02:31 — The appeal of indoor golf

How technology and convenience make the sport accessible for busy people and families.

04:14 — Recognizing a business opportunity

Hilko explains the moment he decided to launch his own golf concept.

06:22 — Building a better golf experience

Why Golf Factory was designed to remove the intimidation factor of traditional golf.

08:06 — Financing and launching the business

How a network, SBA financing, and careful planning made the concept possible.

10:25 — Technology that powers the experience

TrackMan simulators bring professional-grade data and gameplay to indoor golf.

13:03 — The economics of the buildout

How the team kept the total buildout under $1 million through hands-on construction.

14:36 — Revenue projections and early performance

Hilko discusses expectations for growth and seasonality in the business.

15:43 — Finding the right retail location

Why Randhurst Village offered the right combination of demand, traffic, and opport