Episode #509: Mauro Frota on Building Out Global Kickboxing Innovation with BHOUT

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I am super excited to announce that we now have a formal partnership

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with the prospect wizard. And when I say wizard, I

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mean wizard. Obviously, you have a website. This

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allows you to convert your website traffic visitors

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directly into leads. It's not just another chatbot, and it's

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not AI, but it allows a visitor to call, text, or leave a

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voice mail immediately goes to you, your sales team, or anyone else in the

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club instantly. MIT shows a study that if you contact

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the lead within 10 minutes, chance of them converting goes up 9

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times that of the average. We got the Atlanta Clubs on it,

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Pete Fitness, Gold's Gym, Mountainside, City Fitness

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Philly, College Park, become 1 of the

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next halo companies to deploy the wizard. It's easy to

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use. Go to the prospectwizard.com. Get a free

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30 day trial. Talk to my boy, Dave Gallon. He will get you all set

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up, and let the leads flow based on the wizard.

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Go get them. This is

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Pete Moore on HALO Talks NYC. I am on

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location LA Convention Center, Ursa 2024.

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I'm here with my friend, Mauro Frota.

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Nice. Nice. I'm gonna say that again. Mauro

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Frota. And we're gonna talk about bout. If you don't know about bout, you're

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gonna know a lot about it by the time we're done with it. So start

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up a new concept in the kickboxing space using technology,

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understanding unit economics. So Mauro, tell me how you got

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here. Well, this all started

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actually, with a dream 8 years ago, like a vivid dream sleeping at

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night. I love that, man. Yeah. The universe is telling you something. Yeah. So what'd

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it tell you? I actually dreamt about this product. I dreamt that I was

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playing with a boxing bag. So engaging like in a in a video game but

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with a boxing bag. But the technology was not there, so we had to wait

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a a few years. And then we became this cliche of a start

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up. We started actually at my garage. Fig figure that out. What were you doing

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before? When you were having a dream, what was your day job? At that moment,

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I was the master coach for, Precor

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Iberia. So I worked with Precor until they

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were acquired by, Peloton. Gotcha. So I was with them

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for 3, 4 years and that was my main job at the moment. So I

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was traveling back and forth between Portugal and Spain and and

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coaching all around. The benefit of working for Precorp,

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just like any entrepreneur or or coming out of

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college. You know? I love saying, you know, when I was in banking, like, I

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get to learn and see a lot of different things. And you start to like,

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your brain starts to process business models, start to process. Like, it

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tells you where to go and how to think about, like, investigate that or, like,

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that's not a good business. This could be a good business. So what what do

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you think triggered the dream? Like, what was there something that you saw

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before? Was there, like, a comparable company that

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you're like, they're not doing this in in my in the modality I wanna do

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it in, or maybe I'm not look. I'm not a dream. I I told people

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about dream architect, by the way. It's a fucking joke. I don't know why I

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do a cheap dream architect. Private equity guys think of crazy entrepreneurs love it. They're

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like, yeah. I gotta architect my business, like a house. So enough about

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me, Moore. Let's drink every

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time I say Mauro. Drink like a shot of protein powder.

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What do you think that you learned along the way that something, like, hit you?

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Was there like, were you focused on group x with Pete court? Did you see

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something you're like, oh, dude. I like No. Actually, my background is on martial arts.

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So I've been I've been, training and teaching

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different martial arts since I was 11. So I've started with Okinawan

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karate. I did kickboxing, white tie. I

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competed until I was 21. I moved to Brazil.

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I learned Brazilian jiu jitsu, Moore,

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wrestling. I became, ultimately, a rest, an MMA coach.

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So that was part of it. I mean, that's part of what I like. I

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I always wanted to bring, combat sports to the masses. I mean You

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gravitated definitely towards, like, your passion. And then said, hey. Look. I I see things.

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I know how the bricks and mortar work. Like, there's a void here. Exactly. But

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it's gotta be it can't just be a void of, like, just a kickboxing club.

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There's there's plenty of those. So what kind of, like obviously, when

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when Precor is out there, they had the best technology at the time

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before COVID. And I think they were kinda to me, they were like the

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Audi as a car analogy. Agree with you. Yeah. They're like the

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Audi, and then there's like a BMW and a Mercedes and, like, Rolls or whatever.

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But they were, like, high quality, great technology, never out of

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out of order sign on a Precor. Yeah. Almost never.

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And just like durability. So working for that and understanding, like,

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hey. This is like the culture and this is like your ethics or,

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like, this is how, like, I wanna work for a company that has that believes

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in, like, their product and that support too. And then what what triggered,

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like, I wanna do this full time and I wanna, like, develop

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technology? Yeah. So, actually, we look

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into into into Pete core, but we also look into companies like Apple, for

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instance. There's actually funny funny story. When we

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started Let me decide if that's funny. Tomorrow. Okay. No. Just kidding. Go

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ahead. But, when when we when we, hired our,

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product designer and we told him, look, man, if Apple ever designs

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a boxing bag, how would it look like? So that was actually the the

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premise. And and funny enough, I think we just won an

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award for, the design of the product. So, Where

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was that? It was at, Fast

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Company. Oh, nice. Yeah. And we got also 1 of

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the best inventions of, the year by Time

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Magazine. So I listened to a great

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clip from Steve Jobs Talks about Apple for a second. And when he

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talked about, like, product design Yeah. And, it was it was something

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he said, and there was something else that I wanna bring up. Like, every product

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is designed, and people need to incorporate

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different thoughts about where it's gonna be, the durability of it, the design, how

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does it feel, how does it look. And they always said that somebody also said,

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like, a product design or a service is like a fight between engineering,

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finance, and marketing. And everyone's, like, gotta, like, agree on, like, this

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triangle. I would agree. Yeah. Role did you play in that triangle?

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And what were you trying to figure out, like, a price point? Were you trying

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to figure out, like, the product, and then the product will get to a

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price point? How did you think about that? Because I've never designed a product. We

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had we had different stages, Pete. I mean, we started by setting ourselves

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to build the best hardware and software possible Mhmm. And

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hiring the best people possible possible to to do that.

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So that was the premise. And everything else came

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by default. So we started building the team. We started designing the product.

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We started designing prototypes for every part. We now have 4

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Pete, pending on the product. So everything is quite new,

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experimenting with new materials, like bio materials for

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the exterior made from made from cactus leaves. So,

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the the the the Integrity water bladders, so

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everything is quite new, quite different. So, I mean, I I

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think we've tried, like, for most parts, like, 5 to

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10 prototypes, so far. So that was the premise. We want to

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build an amazing hardware. It must be

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highly durable. I want Francis Ngannou, who

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who is MMA guy, boxer guy, who has the the the

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strongest recorded strike ever. I want him to hit our bag

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and feel that it's a sturdy bag. It's not something that he can, I mean,

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just overthrown in the in the in the floor? So that was that that was

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the prime the premise. I It's so interesting when you think about your product.

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Right? You're like, this thing's gonna get the shit kicked out of it for, like,

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commercially, like, 12 hours a day. And I wanna design something that

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also has, like, technology in it, and it's almost like a,

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like a football helmet. Yeah. Trying to design. But we

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started but we we started in b to b. So we started with the product

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being tested 10 to 12 hours a day by our

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clients. So I think we are the opposite of,

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say, Peloton or Tono Yeah. Because they went straight into

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the b to c, market. So we started in b Pete b.

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So we we made sure that the product was sturdy. I mean,

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let's 3 to 4 months testing in our club

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is equivalent to 2 years of home use. If we imagine

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that a regular person will use it 2 to try that Pete to 3 times

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a a week, that's it, man. So we made sure that everything is pretty

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durable, and we haven't had hardware problems yet.

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And every part that that can be damaged quickly like

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the the the the outside vegan leather or something like that, we made

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sure that people could actually, replace it

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by their own very fast and very easily. So

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This is Pete Moore. I wanna let you in on a little secret. There's this

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company called Promotion Vault, and what they do is they give out rewards

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from retailers that allow you to incentivize your

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members without having to do 0 down and 1 month

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free or giving away shakes or giving away t shirts. What

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you wanna do is build a rewards program that lasts, that

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people value, and that doesn't discount your own products and services.

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So here's the deal. There's something called rewards vault. The rewards

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vault is going to allow a member to set up their own profile.

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They are going to answer questions. You are gonna get those answers. You're gonna be

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able to target those members, and you're gonna reward them inside your

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club, inside your spa, and outside of the club, and

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outside of the spa to get them to become loyal, to get them

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to pay their monthly dues, and to be rewarded

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properly for the actions. A lot of companies are cutting back on rewards.

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You shouldn't be. Promotion Vault's your answer. Trust me.

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This is real.

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So there's only a couple of brands that

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have their own equipment and are also in retail. Right? So you got Peloton that

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had their Peloton cycling studios. TRX had

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some, like, TRX training, but they never really blew that out like I thought they

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could. No other equipment companies basically said, like, I either wanna,

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like, sell into the industry or I wanna basically have this

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hardware to myself like a like a closed network or a

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closed open or closed guard, whatever they used to call it, AOL or something.

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So, Maro.

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I like it, Pete. I I do too, man. By the way, if anyone knows,

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means fleet. Okay? So we're setting up setting up a fleet of kickboxing

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innovation studios. Conquering the world. Conquering the world

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with the CEO and founder. Marvel.

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So as you think about that, you had to say,

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okay. Size of the market is, yeah, I could go sell kickboxing bags in, and

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I could go and, like, walk around the show, and I could, like, sell you

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20 bags. Or you're you're a guy that's like, this is what

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I think of you. I don't think you're willing to leave the experience to someone

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else. That's why I think you're in the business. You're like, dude, I'm not gonna

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let you use my back because I'm not sure you're gonna use it the way

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I want. He's basically. So that's like an Control freak. Like a hands

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on control freak CEO of somebody who's like, dude, that experience is

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gonna be hell. I want it to be. It's gonna be awesome, or it's not

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gonna be it's not available. Exactly. So talk about Yeah. Yeah. Yeah. What goes through

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your head when you when you say that and then also Moore franchising. Yeah. So

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you're actually allowing somebody to do that basically with your, like,

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oversight, if you will. You know? So we we actually started testing this in

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a club in a club setting. So we have 16 bags, and

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that club became the most profitable club per square feet

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or square meter in in Portugal. So imagine this, it's

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a 2, 000 square feet club, 200 square Pete, and we have

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750 active members in just in such a small

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space. 50% EBITDA last year, 35%

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above, gen in January February. So we should have, like,

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a 60% EBITDA. So it Okay. So the numbers that you're

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quoting me right now with only 16 locations, if you said, what is the

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Academy? Yeah. 16. 16 bags per Pete. 16. Yeah. Yeah.

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Yeah. So the equivalent of that in the US is solid Moore. Yeah.

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Right? Where they got 16 Pilates machines, plus or minus. They have 1 person that

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works in a location. That person checks people in. People clean their

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own Pilates machine. And the price point of Pilates

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has not been erased to the bottom like every other fucking thing in this industry.

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Right? So everyone's held that price point. So when you're talking about the unit

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economics We actually just increased prices this month. Yeah. What what what's the

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average per in in US dollars per class? Well, you you you need

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to you need to figure out you need to understand that we are in Portugal,

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so the economics are made for Portugal. We are entering the US market

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this year, and we will charge How much does it cost in port in Portugal?

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In Portugal, it's €40, so 40 something

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dollars. Per class? No. No. That's per month. Oh, per month. Remember that

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Portugal is a country where the average person makes €1, 000

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Pete month. That's the average salary in Portugal. The average salary in

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New York is €8, 000. Rental on, like, a 2 bedroom overlooking the

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water? It's like $1, 500. Out of here. Talk to

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you soon. We're we're gonna continue this podcast from Lisbon. Lisbon. Yeah. Yeah. Is Lisbon

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on the water? Yeah. Yeah. Yeah. Yeah. Alright. Let's start part 2. It's the only

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capital that has the sea. Just no. That's

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amazing. Yeah. But but in the US staggering number of members, though,

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for for a location of that size. So I wanna give you credit for that.

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I also wanna let you know, or investors that are listening to this, that if

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those numbers are replicable into other markets Mhmm. That you should

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think about this almost as a Pilates class and not as a traditional

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kickboxing or a class. Yeah. So, Mauro,

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continue. So and and, so this year we are expanding to we are opening

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20 units. We have 4 sorry. 2 units now

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doing presales and doing amazing numbers. We are

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announcing 5 more locations next week.

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And we are opening we are expanding to our Portugal. We are opening Spain. We

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are opening Brazil. And we are actually opening we should

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open, the US starting in New York next

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year. But we actually just came from Dubai Square we had a

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very interesting meeting with a new investor, a new potential

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investor. He's willing to add on our substantial

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seed rounds. We could be Are you building these

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as franchises or corporate owned? Owned. Both. Both. Okay. So corporate owned is

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gonna be the US? Yeah. Yeah. So we have we are we are We should

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talk about where that should be in New York offline, and and and

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what kind of model. And then walk you around to so we deal we're not

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gonna walk around model. We're gonna take classes together. Okay? We take, like, 3 a

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day, for 1 day, and that's it. Perfect. And then we'll go to workout

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recovery. We'll watch Talladega Nights together. It's a movie. You seen it? I

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I like Farrell? Yeah. Yeah. Yeah. Yeah. So let me tell everybody online here so

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I have this on tape. So the last 4

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weeks, I watched Talladega Nights 3 times. I don't know why. There's nothing else I

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wanna watch. You you seen the Moore. Yeah. Yeah. Okay. So I was

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joking around with my my junior guy here, Jason, and I kept using

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that. There's, like, no one's, like, the religious on here too bad. I'm just

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like, I want baby Jesus to show up in in a tank top that says

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HALO, and he's wearing, like, an EBITDA hat. And then gonna talk about kickboxing with

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me, and he's gonna kickbox while I'm talking tomorrow. So I've been saying that for

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the last 3 days to my friends making shit up. We go to dinner last

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night. That actor is sitting across from me at the restaurant. Wow. What's the

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probability of that? 1 in a1000000 or more? It's the universe. The universe.

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The the universe is bringing things together. So the universe has now brought

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you to this industry where hardware is kind of been

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viewed as, like, a punching bag or a check bag. And, like, you were gonna

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just destroy this thing, but now we're actually gonna put technology in it. We're actually

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gonna turn it into something that collects data. The 1 thing that that the

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studio industry has not done, and I'm pissed that they have not done this, that

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you can do or you're probably doing already, Mauro, is

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I can take my my location in New York City, and I can say, we're

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doing a competition today, almost like the Olympics. We're doing kickboxing today

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inside of our club versus Lisbon, and it's like a 6 AM. Man.

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You know, versus like a like a noon class. That'd be sick. It's like you're

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in my mind. Let me let me share something with you. Halo Talks, baby. We

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are now we are now working with the University of Lisbon and through them with

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the Olympic Committee to bring about like so

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like an extra game into the Olympics. So we are working on this as

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we speak. You know, e games, like, you should go to Saudi Arabia. Like, they're

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going crazy with this whole e game. We just came from Saudi. Community or something.

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We just came from Saudi, man. Yeah. Exciting stuff happening, in that

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part of the world for us. So there's gonna be there's gonna

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be people that come to you and say, hey, man. Just let me buy 20

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bags. Okay? And I'll just put them in my club. Is that something that that

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you're gonna be open to? Because you're basically, like, controlling the experience

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through the data and through the programming. Could somebody screw that up, I

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guess, is what I'm asking. The AI we are building, I think, is

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resilient enough to to provide that experience. We have we have a lot of, b

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Pete b clients, ordering the the first bags

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to do a pilot. Yeah. So I can give you a few examples. Outside of

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the fitness industry, we have LinkedIn. So LinkedIn want wants our bags to their

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offices. But we have a few I mean, we have, like, the Marriott Hotels. So

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so is there is there a is there is there a a live class component

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of this Square you, like, you're feeding in classes or no? We don't feed in

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classes. So we are want somebody there physically to to run the class? We are

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in the exergame industry. So you you go you you go

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to the bag to fight online. Okay. So that's the

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technology is pretty amazing. We can now process a strike in 200 milliseconds. I'm just

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kidding. No. Keep going. It is. It is. No. It's good. Okay. I I believe

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you. And it's unique. So, I mean, everything that is tangible in

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a real fight, we can measure it. So we can measure,

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the number of strikes, the accuracy, the power, the Pete. We can measure your

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technique, compare it with a pre trained biomechanical model. We can we can track your

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exertion. This is transformed into points or everything that is tangible in a

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fight transformed into points, and you fight for points. You play for points.

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Got it. So it's a it's it's like How many users do you have? So

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you have some consumers that have the product or only in in the studios right

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now? Now only in the studios. We are we are What's the age range of

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what's the age range of people that have come in there? Average. We just actually

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did, there was someone doing a master thesis on our club. So we have the

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numbers. So average age is 35 years, but it goes from

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from 18, 17 until, I would say,

305
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60. Yeah. Yeah. And what like, it it's hard to do these things

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for a long time. Like, I do cycling. Obviously, I'm good at it.

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No. I'm just kidding. I'm like, yeah. I'm good I'm good riding a bicycle,

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bro. You ever seen me ride a bicycle without a helmet indoors?

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You're mad. Shit, baby. Sorry for not to curse you. Hope you're not

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listening to this in the car with your kids on a carpool. My point is,

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how long can you do this workout? 30 minutes? 45 minutes? Like, an hour? The

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the the system we we have now is a 45 minutes I mean, that's that's

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that's pretty intense. Yeah. Yeah. 1 of the things I love about Pilates and I

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love about kickboxing is, like, if you do this program 3 or 4 days

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a week, within 4 weeks, like, you look at the mirror and like, dude, this

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shit, this is working. Like, I go do soul side class. You know? Yeah. I

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feel better, but it's not necessarily, like, you know, dynamic change in the

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mirror. So as you think about per unit of client base Yeah. That you

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have. Per unit of time, boxing is where you spend more calories. Is there is

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there a is there a study, or could you make 1 up? No. No. No.

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There is there is. I wanna know, I wanna know a

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time to, results like,

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bar chart or graph? Say, like, 2 minutes like, 5 minutes doing

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cycling will get you here, and 5 minutes doing, you know, battle will get you

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here. Is there is there something like that? Of calorie expenditure? Either calorie

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expenditure or, like, I guess it's calorie. I'm trying to think

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about, like That a I'm trying to I'm trying to even be more vain about

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it. I'm trying to say, like, if you do my workout for 45 minutes for

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5 days and you do this workout for 45 minutes for 10 days, this is

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what you're gonna look like

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in my case, and this is what you're gonna look like in this case. I

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mean Is that can you do that for me? Our yeah. We can I

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mean, we are we are working with 3 universities right now? So So how

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the because I think that's something where From engineering to to to,

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exercise sciences. When you come to New York, we're like I'm giving you, like, a

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marketing playbook here, but, like, we're buddies now anyway.

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Not your punching bag, by the way. I'm your dream architect. That's the bag.

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So, no, I want I wanna go through this on this call because on this

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on this podcast because I want people to think about their business. A lot of

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00:20:33,925 --> 00:20:37,765
people market their business and forgot about what people are trying to get out of

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their business. Okay? So when you come to New York City, people run around all

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the time. They don't have much time. Okay? They walk into a soul cycle class

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3 minutes before it starts, and sometimes have the people leave before the

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stretches because I want an extra 3 minutes to get go to the next thing.

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Right? Yeah. So if you're able to come to New York and say, this is

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the most effective 30 or 45 minutes you could put

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towards fitness, do you all gonna get x amount of results versus

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and not, like, to actually put names on, like, versus soul cycle versus.

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But if you could say, like, this is the most this is the most

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valuable minute with me. It's like 5 minutes somewhere else or

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20 minutes or 30 minutes. Like, that to me is, like, how you sell this.

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You need to get people in there. Yeah. Because people want results in a mirror.

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That's what Pilates does. 1 of the best thing we we now have

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2.5 years of data. It's not like we started yesterday. And,

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we our our LTV, our life time value now is without any

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binding contract. So people actually using the product is at around

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is 23.7 months, where the average of the

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industry is around 6 months. Talking about what a member, the member will look at

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the charity. The lifetime value. Yeah. So, I mean, most important is

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that people are actually sticking to it. It's a sticky product, and

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we are actually targeting not necessarily the fitness savvy,

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boy or girl. We are we are targeting the what the industry calls the other

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80%. So actually the ones who do not like to move, those

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are the ones we are targeting. We we became efficient, at least in Portugal, to

365
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bring them in and have them stay for long longer periods of time.

366
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This is Pete Moore. Here's the last tip for you of the podcast.

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We are partnered up with a company called Higher Dose, higherdose.com.

368
00:22:21,750 --> 00:22:25,289
They are the leader in workout recovery products,

369
00:22:25,750 --> 00:22:29,485
infrared technology, LED light masks, neck

370
00:22:29,485 --> 00:22:33,018
enhancers, and other products such as Pete

371
00:22:33,404 --> 00:22:36,850
mats and sauna blankets. If you have not gotten

372
00:22:36,850 --> 00:22:40,690
on the workout recovery train yet, your time

373
00:22:40,690 --> 00:22:44,455
and your stop is now. You gotta get these products in there before

374
00:22:44,455 --> 00:22:48,235
these workout recovery and spas end up saturating your Moore,

375
00:22:48,695 --> 00:22:52,270
having your members walk out of the club and going into 1 of their locations

376
00:22:52,270 --> 00:22:55,870
for $200 per month where they're paid 39 to

377
00:22:55,870 --> 00:22:59,685
you, let's become an expert in workout recovery if

378
00:22:59,685 --> 00:23:03,225
we are already an authority in workouts. Higher dose,

379
00:23:03,605 --> 00:23:07,125
check it out. There's a wholesale code, and we look

380
00:23:07,125 --> 00:23:10,640
forward to helping you augment your products and services

381
00:23:10,940 --> 00:23:14,780
to meet the demands of your members. And, hey, let's get people

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00:23:14,780 --> 00:23:18,465
happy, healthy, and sweaty, and the recovery should be

383
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just as good as the workout.

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The 1 thing that I'm that I'm hoping is gonna happen over time, it is

385
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just like to plant the seed for people how to think about,

386
00:23:29,850 --> 00:23:33,505
like, cooperative marketing. You know? I go to Soul Cycle. I've been

387
00:23:33,505 --> 00:23:37,345
going there for 7 years, pretty religiously. But I don't think

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I'll be I'm gonna go and do, like, solid Moore, and I'm gonna do, like,

389
00:23:40,545 --> 00:23:44,190
y 6, y 7 yoga. And I wonder if, like,

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00:23:44,810 --> 00:23:48,650
that 23.7 months, like, hey. Work with me for 2 years. Keep

391
00:23:48,650 --> 00:23:51,934
me, like, 1 or 2 days a week. You wanna try yoga? Go do yoga

392
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3 days a week, but don't loot don't untether yourself from me. And I feel

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like somebody's got like, ClassPass, like, they got credit system and gym

394
00:23:59,375 --> 00:24:02,470
passing, go to all these things. I feel like somebody's gotta come up with, like,

395
00:24:02,470 --> 00:24:05,670
I want a real prescription. Okay? I wanna look like this. I wanna feel like

396
00:24:05,670 --> 00:24:09,190
this. Okay. Do about 2 days a week. Go to NormaTec compression

397
00:24:09,190 --> 00:24:13,004
boots. Go to infrared sauna. Do a cold plunge. Do 2 yoga classes,

398
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and go bike outside, you know, on Sunday afternoon. No one's doing

399
00:24:16,845 --> 00:24:20,190
that yet. Yeah. Because I want a prescription. And I feel like what you're doing

400
00:24:20,190 --> 00:24:23,950
is, like, a high value creation of of, like,

401
00:24:23,950 --> 00:24:27,575
time management Yeah. As well as a really cool product and also the

402
00:24:27,575 --> 00:24:31,415
ability to do, like, these challenges between diff everyone loves

403
00:24:31,415 --> 00:24:34,720
a challenge. And if I could challenge somebody in Lisbon with my 20 people in

404
00:24:34,720 --> 00:24:38,560
a kickboxing crew, like, Lisbon JPMorgan versus Lisbon,

405
00:24:38,560 --> 00:24:41,680
New York. I mean, that would be sick. Right? Like, people might even fucking livestream

406
00:24:41,680 --> 00:24:45,445
that. I mean, I wouldn't watch it because I'm busy. I might be watching it

407
00:24:45,445 --> 00:24:48,805
by being in another battle class. But that's that's the premise of the of the

408
00:24:48,805 --> 00:24:52,500
companies. We are, again, in the extra gaming industry. On exercise plus

409
00:24:52,700 --> 00:24:56,380
Oh, Exergaming. That's what Exergaming is? Exergaming. So exercise plus gaming. So

410
00:24:56,380 --> 00:25:00,140
you you actually play a video game and fight other people online.

411
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Or in the studio, it's more of a social play. We call it social

412
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play. So people are are, playing together. Let's put it like

413
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that. So they are not necessarily competing. They are, contributing,

414
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to to the to overall Moore. But we have actually 3 modes. So we

415
00:25:15,850 --> 00:25:19,395
have the learning mode Square our AI can actually teach you the technique. We have

416
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play mode, which is what we use for the clubs. And we have fight mode.

417
00:25:22,915 --> 00:25:26,515
Fight mode is pure competition. Yeah. So and we are willing to put money on

418
00:25:26,515 --> 00:25:30,309
it. So we are willing to pay Pete, If if you are a

419
00:25:30,309 --> 00:25:34,150
champion at Baut, you will actually be paid, like in a

420
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in a regular sport. So that's where we are going. We are taking this all

421
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the way to the Olympics. Great. Well, you've heard it here first on HALO Talks.

422
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Reach out to the about team and my good friend, Mauro

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Frotta. We're creating a fleet of awesome experiences, so get on

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board now because the ship is leaving the port. See you soon.