Episode #514: Speir Pilates Approach to Community, Wellness, and Studio Growth with Andrea Speir and Liz Polk

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

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This is Pete Moore on Halo Talks NYC on location

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LA Convention Center South Hall. Take the back entrance. You'll see us right in

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front of the back entrance for noise control purposes.

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I had the pleasure of having our first podcast here with Andrea and Liz.

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We're gonna talk about Spear Pilates. We're gonna talk about pivoting careers. We're gonna

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talk about making people awesome, and we're gonna talk about business

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economics for all you entrepreneurs out there. So, Andrea, take it away.

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Well, thanks for having us. First of all, this is an honor. And, yeah, we're

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excited to talk about Pilates with you today because it is

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a hot topic right now. There's a lot going on in terms

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of a shift toward holistic wellness. And if you ask us,

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Miploidis has been around since the twenties. So it's more

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people having an understanding and figuring out ways to make it something that could

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be, you know, a bigger offering and more digestible

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in terms of taking it from private sessions all the way to group.

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And, and that's what we're doing with Spear. We're trying to

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grow quality Pilates and make it more accessible and inclusive

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for as many people as possible. Awesome. So welcoming to the

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halo sector as of a year ago, Liz Yes. Officially from a

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recovering attorney, now is, moonlighting and and moving

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into our sector So congratulations on making that pivot

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Thank you. From Netflix. So talk about how your corporate experience, you know,

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kinda dovetails into what your passion is now and how, like, that knowledge

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base. Because I always tell people, like, go figure out how to do things and

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then do it yourself after you actually know what you're doing. So talk about that

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evolution. Yeah. So, I spent 10

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years at Netflix, and then prior to that, I worked in film finance. So I

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I developed a and I'm I'm a lawyer by trade. And so I

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developed a, kind of a good understanding of

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what finance looks like. I think what I learned from that

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was that, you know, financing deals look the same or

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very similar across a wide range of industries. Anyway, so

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I was working 10 years there. I

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scaled the business, grew, teams,

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learned how to lead people, learned, you know, from the leaders

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at Netflix Right. Really kind of absorbed the culture and understood what it

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meant to have a, you know, a real, you know, solid culture

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at a company. And so when I met Andrea, and we,

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connected on forming this business,

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I, that's where that's the framework that I was coming from. Yeah.

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Now were you a member and then seeked out the the the

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founder, or how did this connection happen? No. We started it together.

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Yeah. Okay. Okay. So but how did you guys know each other originally? Yeah. So

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I've been in Pilates for 18 years and

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teaching, well, I have at this point been in Pilates for 18 years.

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And I love every kind of fitness. So I got as

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many certifications as I could in ballet barre,

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personal training, all of that, and figured out how to keep

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that form focused foundation of Pilates, which I connected with the

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most, but using these different elements to that, and that's sort of

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where we started, playing around with the formats. Where Liz came

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in is she has a passion

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for health and wellness as well, and we, we met through our

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husbands Okay. And we got to talking. Liz was interested in investing

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in something in the halo sector. Thank you for using the term. I

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appreciate that. And,

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you should do that the whole time. Yeah. Yeah. I'm gonna dig away. Band episode

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34. And so so, you

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know, we got to talking. She was interested in investing. We realized how much we

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connected with each other on where we wanted the

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Pilates industry to go

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and, decided to become full partners. Yeah.

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And I I actually was doing Pilates. I

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like discovered Pilates. It was kind of exclusive.

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Didn't feel entirely welcome at any of the studios Yeah. That I was going to.

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But then when I met Andrea, like, our values aligned, our,

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we were kind of like a yang to the yang. I'm I'm not trying to

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become a Pilates instructor. So so let me just to to for the for the

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listeners on on here, I started Integra Square by myself. So, like, I am

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the founder. It's a lonely place sometimes just, you know, trying to

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project. Hey. Everything's awesome. By the way, everything is awesome right now, so no issues.

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But during COVID, be the CEO of an investment bank in the health and

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fitness industry, probably not the best way to, you know, make a couple of shackles.

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Anyway, the the the benefit of you being

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cofounder is the benefit of having a partner and and basically knowing, like, we're on

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a roller coaster. We're gonna have awesome days. It'd be great wins, and we're gonna

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get blown out some days. Right? If we're gonna use the sports analogy. So talk

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about without, like, specific, you know, things that have happened, but to say, like,

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hey. Like, I this is like I got a little bit of, like, a safety

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net or I've got, like, a cushion. No. I we can talk about that. Yeah.

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I, you know, from my corporate background at a, from

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my corporate background and, you know, I've seen ups and downs and I've seen how

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leaders manage through ups and downs. Yeah. And I don't know that

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Andrea had that experience working for herself as a Pilates instructor.

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So when we did hit, you know, that was our first wrinkle.

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COVID was our first major wrinkle. We I think

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what I brought to the table or what we had was to, you know, we

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can have a conversation. And then I really push to make decisions quickly,

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make smart decisions quickly Yeah. And move on. And

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I think without having that confidant, that person that you can go to

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that, you know, brings something else to the table, brings another perspective to the

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table, it's really hard to do. You gotta get lost in your own head sometimes

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as a as a founder and entrepreneur. And, like, you think, like, the walls are

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crashing in, but they actually might not be. But you've you're you're you're in your

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isolation effectively. You know, I use this term a lot.

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The guy told me this, like, 24 years ago. I used to work for it.

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His name is Peter Brockway. He's one of my mentors. He said experience is what

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you get when you don't get what you want. Yeah. And, like, as you learn

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and kinda move around, what are some of the things, Andrea, that you've kinda

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noticed about how your own brain works or how you, like, think about

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Pilates from when, like, you started and say, like, well, like,

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this footprint is actually architected not, like, randomly by

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design. Yeah. But I, like, I want certain things to happen, and I want people

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to experience it, in a certain way. Mhmm. And I

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wanna talk about that because I think sometimes people build a studio Mhmm. And they're

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like, you stop me. You say shit, dude. Like, only 35% is, like,

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revenue generating, like, Pilates room. Yeah. And it should really be, like, 80%, which you

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have a small check-in. Like, we don't need to have showers here. So how how

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would you have you, like, shifted from, like, I love the modality. It's a great

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workout. People get results. I don't know why I'm talking like this, but I

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am. Hey, dude. What's up? Okay. Good. How has it changed, like, your

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perspective? Yeah. So I think I think what's

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great is our core values are the same. We

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know what we want. That being said, we're open

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to understanding the learnings that we've had along the way. So especially with

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COVID, seeing what worked. We started with a group

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class studio. It was great. We realized having that

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ancillary revenue stream of the private studio was

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major. So instead of sort of sticking with what we thought was

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gonna be the most successful, just doing the group and just having this many

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reformers or x, y, and z, we honed in on those learnings,

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and we added a private studio next door. That's smart. But I would I would

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say that when you you you asked about Andrea's perspective and how it's changed

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Yeah. One of the things that, you know, when we

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had pre COVID, you know, I think Andrea had a very

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emotional connection to how

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Pilates operated Yeah. Sure. Sure. For all of those years.

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And I'm always asking questions like why

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why are people paid this way? Mhmm. Why why is it this is why we're

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a great partner. Need somebody to come in. Like, I always I always ask questions

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like that also. Like Yeah. Why do you do it this way? Like, why is

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it set up this way? Yeah. You know, what's the experience you're trying to have

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here? And it's almost like you gotta, like, script out, like, how I want you

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to feel, how I want you to to walk through the space, how you experience

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it. So I think it's great that you bring that perspective. Like, it like, I'm

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not ingrained in anything, so I'm just trying to learn. Yeah. And is there, like,

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a reason to this or just, like, the shit happened randomly and no one's changed

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it? Exactly. And I think what works about both of us is we both are

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very confident in our perspectives, but we're also open to hearing the

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other's perspective and finding that middle ground. So Yeah. I think that's

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one of the things that's been successful for our partnership, especially. We

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don't wear the same hat. We respect each other. It's been 7 years of that,

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and it's been, Yeah. Yeah. So so we got 2

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locations right now in, in LA. Uh-huh. You know, as you kinda

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looked at the build out and the size and and how many,

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Pilates, reformers you have, you know, talk about the the

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without going through the actual economics, but talk about here's the amount of look of,

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of machines. I I feel like it's optimized and and kinda stays true to your

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experience. Mhmm. And then how you think about whether if

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you're bringing an investor at some point and and wanna grow to 10, like you

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say, or 20 or or 50. Mhmm. What's some of, like, the special

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sauce of this business? Yeah. I'll say the the special

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sauce, there are a few areas. One is, talent

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density. We're really highly focused on who we

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hire at the company. And taking care of those instructors. That's something

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that was my background and experience at other studios was sort of

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bring in these instructors, let them do their thing, work them to the bone, and

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then they're out. So Yeah. Building the culture within our team

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Yeah. Outside of the experience the clients are having. We want this to be a

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family, and that seeps out into the experience. Yeah. Are they all full time employees?

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They're not all full time employees, but they're all employees. Got it. Okay. The

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the but to that point, we have

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formats that we have, that Andrea has

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masterfully created that, kind of

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integrate something. I I was talking to her earlier. There's a concept at

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Netflix that they use called con, context not control. And you can't have

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context not control without good talent, but Yeah. It's the formats

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provide a lot of context around why. And then the control part for the

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teacher is they can incorporate their like an authentic,

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piece of them into the formats, which creates an experience

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that, frankly, we've learned over the last

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several years, the clients actually feel. So They they you want their

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personality. You want their creativity. That's why we were hiring

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them and making sure that they can get paid a high enough wage

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that and have enough opportunity of growth to make it a full time

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job.

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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 zero down and 1 month

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

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you want to 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. This is

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real.

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You know, one of the things that that I see around the industry, because it's

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gonna, probably gonna say what you're gonna say. I go to Soul

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Cycle. I'm, like, part of that cult. Mhmm. I go based on who the instructor

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is, and I will modify my schedule Exactly. To to basically go to

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that instructor at that location. I'm willing to travel modestly

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in New York City. There are com there are companies and programs that have been

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set up like Orange Theory. Mhmm. Orange Theory is basically saying, like, it's the

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program. That instructor is a team leader. Okay? And I'm, like, basically

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boxing that person in by their title. Mhmm. Because I don't want

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you to choose a class based on a team leader. I want you to choose

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a class who can optimize the amount of people that I get through here per

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day. Mhmm. So when you take a look at, like obviously, I wanna treat everyone

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like a family. I also don't wanna, like, like, promote everyone like they're, like, the

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rock star because the rock star salon hairstylist owns the

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salon, unfortunately. And when that person leaves Right. You gotta rebuild. So how

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do you guys think about, like, that yin yang, if you will, or that that

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trade off? So I look at with in terms of

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talent and instructors, who represents our brand the

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strongest, who has our same principles and values and really exudes

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exactly the experience and the personality and the passion that we

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want. So when we have them, we we push to make

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them a star within our space. It's not about, I

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wanna be the face of this. I want us to collectively be

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a brand. So from the start, that was really important to us.

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I because I hadn't experienced that at other studios. It's sort of you do something

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in the media, and it's hidden. You know, the owner doesn't necessarily wanna share

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the spotlight, and I wanted to create a space where that was not the case.

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So identifying who these key players are within the

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teaching team, letting our PR team know everything

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about them so they can be promoted, representing our brand,

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go out, you know, work events, do all these things, and that to me

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is how we grow and we scale in terms of

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talent and having these leaders. Yep. So, inevitably, we've got a

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lot of investors that are looking for concepts in the boutique space over the last

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from, like, 2,000 March what? 2 March 2020

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until basically, like, January 2023,

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nobody returned my phone call. And I'm trying to get money. Right? So now the

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phone's ringing. So at my event tonight, I'm gonna be like, look. I I can

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tell you I don't have to give you data. I can just tell you, like,

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6 private equity firms called me last week and wanna invest in the fitness industry.

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Like, that's my tell. Right? It's, like, 6 plus 6 instead of minus

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instead of 0. As investors listen to this call, I think

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there's very interesting things about the the Pilates modality. And I

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wanna go through a couple of them, and I want you guys to add to

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it. The first one is no one has become the low cost

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leader in Pilates. So everybody who's in the Pilates space says, I

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recognize the value that I'm that I'm delivering. You're gonna get results probably

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better in the mirror on your your commitment of time to results

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better than any other modality, I think, of Wynn Pilates. Mhmm.

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During COVID and after COVID, people are like, look. I got my own machine. I'm

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not jumping around, so I I feel safer. Mhmm. And I'm already socially

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distanced. Mhmm. Right? And the other thing is the Pilates instructor

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doesn't have to do the workout like they're doing their soul cycle. Right? So they're

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captain, like there's one guy who's, like, a professional tennis player who plays, like, 5

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sets a day, and he, like, plays does 5 soul side class. The average person

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can't do that. Right. So so either, like, expand on some of those points or

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add on, you know, or or add some more bullet points of, like, what makes

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us unique from an investment standpoint that maybe is not on the

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surface like a tell? Yeah. Well, I

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mean, yeah, that's one of the biggest things is physically we don't have

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to do it with them. So having the different ways in which

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you can deliver, an hour of Pilates,

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you can do that for 8 hours a day as an instructor. You can do

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a mix of group classes, privates. You can

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film for our on demand platform, which has actually been really

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interesting. We started that during COVID and seeing how that

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opened up opportunity with, brand recognition in

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different states. We can see our analytics and our metrics on that. And,

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and when we opened after COVID, seeing who stayed, who came back,

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and and what that looked like, and it really was very

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much a hybrid from the people that we talked to,

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on the on demand platform. What did they do? Did they stay? Did they go?

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What we've learned for our business is that our on demand platform

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is more actually the clients don't overlap. So

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we hear from a lot of fitness folks, at we went to another conference.

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Oh, those are the same people that are coming into your studio, and they weren't.

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I I wanna touch on an add on to our Yeah. Yeah. Yeah. Kitchen order.

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I mean, it was a that that's great. The more you can provide, the better

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it's scalable. I wanna touch touch on the just scaling the high quality,

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low cost. I mean, there is some value.

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Like, we don't wanna undersell what we're offering. So one is we don't really

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do we don't do free offers and all of that because you are getting

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high quality instruction from people who are certified in something, which is a little

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different than like a spin class. Right. The other thing that we learned is

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that having we we figured out a way to have we have,

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instructors that have been with us for 7 years. 7 the entire

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time. Amazing. We figured out a way to retain

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teachers. Then we also have a vision on

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how to scale that. We also feel

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like we've addressed another factor of, like, boutique

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fitness really targeting a young, young, young audience and really kind of

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expanding our client base because we have experienced teachers. We have this

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mix of private and, and group, and,

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and we have just good leadership. The other another differentiator for us

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is community. People are looking for that Mhmm. In their space.

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And one thing I'm seeing, with Pilates, as we're talking about,

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Pilates is having a big boom in, you

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know, all aspects of it right now, on demand, mat work, reformer

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work. But one thing we're seeing specifically in

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Los Angeles right now is almost going back

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in time a little bit. It's becoming a little bit more exclusive,

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invite only. You have to have x amount of social media followers to even

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ask to come in. It it it's this shift toward

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this. The show house or something? Exactly. It is. It's There are plenty of I

315
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was, like, 40 years old. My buddy's like, dude, I'm, like, applying to Sohu. Should

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we know anybody? Like, really helpful. I'm like, bro, you went to, like, University of

317
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Pennsylvania, like, president of, like, Yahoo Sports. Like, it's okay. You you'll get

318
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it. It's like you should put this pressure on yourself. And so And so

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gotta apply to pay, like, 6,000. It's gonna be nuts. No. We're seeing

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that. Decide. Yeah. Bring it back. And so one of the differentiators with us and

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one of the driving forces with our brand is we wanna make sure that

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we really make it clear that it's an inclusive

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environment. You can sign yourself up. You can come. You're part of a

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team. So instead of trying to buy in to a team

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or be invited, we're inviting you in, and you still get

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that you're a part of something, you're part of a group. And so that's a

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big driver for us right now in keeping those blinders on, making sure that's an

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offering in the fitness market in terms of Pilates. Okay. So to get that with

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our real estate and our build out and all of that that kind of plays

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a huge role. What's the square footage on the average for the 2 locations?

331
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So the average for our 2 locations are 5th 1600

332
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square feet. That's it. Alright. That's it. And then many reformers are in each one?

333
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We will cap out they're 11. 11. Okay. And then we we'll cap

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out at 12. We have 2, additional studios in the works right

335
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now. Awesome. And you're going for 12? California? In Southern California. Yeah. Got

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it. Have you been looking at locations that were ex fitness

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facilities and and be able to do any kind of easy rework or no?

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No. We look at, most of our spaces have been blank, new

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construction spaces that we build out from scratch. So

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But what we're looking at are the neighboring tenants, the area,

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what the experience is because Pilates, the client generally does

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want that experience. They wanna get a coffee afterward. They wanna come with friends. They

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want that community angle. So making sure we

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can find a space that has that offering is ideal for us.

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And we also, we're not we're not

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willing to work with every single person in the world. Like, there there is a

347
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certain we look at the landlord. We look at who the, you know, who's

348
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the, real estate group that we're dealing with. Yeah. All of those things come into

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play. And the other thing about picking up another gym,

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the aesthetic of Sphere is not really inspired by what gyms

351
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looked like yesterday.

352
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This is Pete Moore. Here's the last tip for you of the podcast.

353
00:21:25,900 --> 00:21:29,644
We are partnered up with a company called Higher Dose, higherdose.com.

354
00:21:30,745 --> 00:21:34,284
They are the leader in workout recovery products,

355
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356
00:21:38,480 --> 00:21:42,179
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357
00:21:42,320 --> 00:21:45,865
mats and sauna blankets. If you have not gotten

358
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on the workout recovery train yet, your time

359
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and your stop is now. You gotta get these products in there before

360
00:21:53,440 --> 00:21:57,040
these workout recovery and spas end up saturating your

361
00:21:57,040 --> 00:22:00,755
market, having your members walk out of the club and going into one of their

362
00:22:00,755 --> 00:22:04,195
locations for $200 per month where they paid

363
00:22:04,195 --> 00:22:07,555
39 to you, let's become an expert in workout

364
00:22:07,555 --> 00:22:10,650
recovery if we are already an authority in workouts.

365
00:22:11,350 --> 00:22:14,890
Higher dose, check it out. There's a wholesale code,

366
00:22:15,270 --> 00:22:19,024
and we look forward to helping you augment your products

367
00:22:19,024 --> 00:22:22,804
and services to meet the demands of your members. And, hey,

368
00:22:22,945 --> 00:22:26,760
let's get people happy, healthy, and sweating, and the recovery

369
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should be just as good as the workout.

370
00:22:32,365 --> 00:22:34,845
So so a couple of points. You know, I I showed you the back of

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my jacket here. Like, you can't have artificial intelligence until you have

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intelligence. You're building this community. Obviously, you guys are high touch, and you wanna

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have a relationship with your members. What what software do you currently

374
00:22:45,710 --> 00:22:49,470
use? For for your Mariana Tech. Mariana Tech. Okay. Great. We we know Shannon. We

375
00:22:49,470 --> 00:22:52,075
had just spoke at one of their events. You know, what I was saying to

376
00:22:52,075 --> 00:22:55,855
them is, like, you gotta help the studios get as much information.

377
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Like, I gotta know Reporting. Do you have kids? Do is your do you have

378
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a daughter who's on, like, a cheerleading squad or field huggers? Is there somebody in

379
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your community in your in your family that I can help

380
00:23:06,909 --> 00:23:10,755
optimize what they're doing? Also, like, what are your triggers? Like, do you have

381
00:23:10,755 --> 00:23:13,955
anxiety trying to find a parking spot? Let me pick you up. You all get

382
00:23:13,955 --> 00:23:16,995
another member to pick you up. I got a problem with waking up early because

383
00:23:16,995 --> 00:23:20,580
I try and do, like, a 6 AM, soul

384
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cycle class here with Emily. Sorry, Emily. I missed last week. Maybe, hopefully,

385
00:23:24,420 --> 00:23:28,144
she got paid on that. It's cancellation. Anyway, sorry. I'm like, at 5:30,

386
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I decide whether I had a good night's sleep or not. Uh-huh. And then I

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make that decision. If I had another member that says, hey, man. I'll pick you

388
00:23:33,404 --> 00:23:36,840
up at 5:35. Like, I'm going. Right? I'm not gonna, like, cancel. It's embarrassing.

389
00:23:37,059 --> 00:23:40,100
Yeah. So I feel like there's a lot of things that we could do and

390
00:23:40,100 --> 00:23:43,780
put into the Mariana Tech database of, like, here's everything I know. And when

391
00:23:43,780 --> 00:23:47,495
the when the front desk person checks somebody in, they're not looking at their phones.

392
00:23:47,495 --> 00:23:51,335
They're looking at my LinkedIn. Exactly. At my Instagram. They're fine. Like, who is this

393
00:23:51,335 --> 00:23:55,100
person? Mhmm. And then how come not everybody's having their birthday here? How come they're

394
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not doing their book club in Pilates? Right. How come they're not doing coffee in

395
00:23:58,060 --> 00:24:00,955
Pilates? Yep. So I know some of the things that you guys are saying, like,

396
00:24:01,034 --> 00:24:04,475
I got a certain amount of hours. I pay a 100% of the rent no

397
00:24:04,475 --> 00:24:08,210
matter Dunkin' Donuts is 18 hours to 24 hours, and I'm

398
00:24:08,210 --> 00:24:11,190
open 4. Yep. You know, I'm not so how do you guys think about hours,

399
00:24:11,490 --> 00:24:15,304
volume, and monetizing or optimizing relationships? Not

400
00:24:15,304 --> 00:24:18,985
monetizing. I'll start with Liz, you're up. I'm up. I'll start with She's excited, guys.

401
00:24:18,985 --> 00:24:22,180
I don't catch you. This is not a video. Like, we're fired up. Finger go.

402
00:24:22,260 --> 00:24:25,940
We are all leaning in right now for something, but you buck lean into the

403
00:24:25,940 --> 00:24:29,460
mic. Fire it up. So, we, since day

404
00:24:29,460 --> 00:24:33,134
1, have been about making sure we operate almost like

405
00:24:33,134 --> 00:24:36,774
hospitality. I've spent a lot of time going to lots of, you know,

406
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hotels and places where they actually act. I mean, I feel

407
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expected when I show up. We want everybody who comes in the studio to feel

408
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expected. We keep track of information that they give us so that we can

409
00:24:48,140 --> 00:24:51,904
do that. I think that's that's since day 1, a huge,

410
00:24:51,904 --> 00:24:54,865
huge part of it. And part of what we look at when we are looking

411
00:24:54,865 --> 00:24:58,400
at, like, Mariana Tech or Mindbody or whatever where you know, all of those,

412
00:24:58,800 --> 00:25:02,560
services because, you know, we wanna be able to track

413
00:25:02,560 --> 00:25:06,255
that and do that easily. So that's that. What

414
00:25:06,255 --> 00:25:09,855
else, do you have a about, like does has anyone had a birthday party? Has

415
00:25:09,855 --> 00:25:12,415
anyone asked you, like, hey. Can I use a space? Like, talk about some notes

416
00:25:12,415 --> 00:25:16,240
here. I don't know why people are not, like, jumping on this. Yeah. Yeah. So

417
00:25:16,240 --> 00:25:19,679
tell me what you're doing, and then somebody in some other area that's not competing

418
00:25:19,679 --> 00:25:22,320
with you can take this idea. Go ahead. Yeah. One of the things restricted from

419
00:25:22,320 --> 00:25:26,135
the LA County. Go ahead. I I actually I've seen this grow since

420
00:25:26,514 --> 00:25:30,355
the world reopened with COVID. A lot of businesses want to do team bonding

421
00:25:30,355 --> 00:25:33,809
events in a health and wellness space, which has been,

422
00:25:34,510 --> 00:25:38,289
really great that it's not just happy hour now. It's, you know, additionally,

423
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Pilates classes. So we we take

424
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notes on clients. We have the front desk. We have our managers. Everybody's going

425
00:25:46,295 --> 00:25:50,050
through. We emphasize standing up. We don't

426
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want people sitting behind the desk. They're up, they're walking around the desk, the

427
00:25:53,890 --> 00:25:57,670
managers, the teachers, they're greeting people. We're taking notes so we can,

428
00:25:58,174 --> 00:26:01,855
again, encourage and track their progress. Talk to them about doing birthday

429
00:26:01,855 --> 00:26:05,450
parties and doing events. We've had bachelorette parties. Yeah.

430
00:26:05,530 --> 00:26:09,230
We've even had baby showers because you can do Pilates when you're pregnant. We

431
00:26:09,290 --> 00:26:12,650
have a a venture fun coming in to do a class in a couple weeks.

432
00:26:12,650 --> 00:26:16,215
Yeah. So Awesome. We had a podcast come in with all of their

433
00:26:16,215 --> 00:26:19,975
influencers. Yep. We've had lots of filming.

434
00:26:19,975 --> 00:26:23,415
People you know, we live in LA, so there's, productions going on.

435
00:26:23,415 --> 00:26:26,920
Right. We've had, you know, people it it

436
00:26:27,080 --> 00:26:30,680
and by the way, I brought Netflixers in for group

437
00:26:30,680 --> 00:26:34,485
classes and, other groups like that. So it's just it's

438
00:26:34,485 --> 00:26:37,605
it's it's the community. It's how you reach out to community. It's how you market

439
00:26:37,605 --> 00:26:41,205
your studio. Yes. By any chance. And we talk about this via newsletters, social

440
00:26:41,205 --> 00:26:44,940
media. We, you know, do it in person. So it's

441
00:26:44,940 --> 00:26:48,780
always in people's minds that this is beyond just the workout.

442
00:26:48,780 --> 00:26:52,485
And and we also go to other studios, our peers, and and go go to

443
00:26:52,485 --> 00:26:56,325
other, boutique studios, have our our staff go, and

444
00:26:56,325 --> 00:27:00,140
we collaborate with, you know, like, complimentary,

445
00:27:00,920 --> 00:27:04,679
modalities like boxing and others. And having that

446
00:27:04,679 --> 00:27:08,485
sense of community amongst our peers is also important. I found when I when I

447
00:27:08,485 --> 00:27:12,325
entered the business, none of the Pilates businesses business owners ever talked to each

448
00:27:12,325 --> 00:27:15,890
other. Everybody thought that everyone else was, like, you know,

449
00:27:16,670 --> 00:27:20,430
competing and stealing all their client, you know, their clients or their teachers. But it's

450
00:27:20,430 --> 00:27:23,710
important to have a community. So so I would say and for the investors that

451
00:27:23,710 --> 00:27:26,955
are listening to to this call and trying to find a a a an opportunity

452
00:27:26,955 --> 00:27:29,995
to, you know, what we say, like, play the space or, like, you know, back

453
00:27:29,995 --> 00:27:33,470
back at entrepreneurial management team. Given your

454
00:27:33,470 --> 00:27:36,830
background, it's kind of like when someone says, is there a management team? What is

455
00:27:36,830 --> 00:27:40,035
a management team composition? Mhmm. Who do I need to add to the team? So

456
00:27:40,115 --> 00:27:43,155
I'm glad you guys got together and our partners here because I think it's gonna

457
00:27:43,155 --> 00:27:46,595
make a a big difference in if you wanna go and and get outside capital

458
00:27:46,595 --> 00:27:50,390
or if you wanna kinda indicate like, hey. Look. I've got all these bases

459
00:27:50,390 --> 00:27:54,090
covered. If we grow, obviously, we're gonna go ahead like a CFO. But, like, everything

460
00:27:54,150 --> 00:27:57,915
operationally, strategically, and, like, the nuances of how

461
00:27:57,915 --> 00:28:01,755
this business works, like, we got that covered. Yeah. So let in closing

462
00:28:01,755 --> 00:28:05,080
here, if you got any quotes that you live by or, we gotta leave a

463
00:28:05,080 --> 00:28:08,760
little quote library. If you have 1, great. Please share it. If not, we can

464
00:28:08,760 --> 00:28:12,495
put hands in, go halo, and hit the hit the bell. I

465
00:28:12,495 --> 00:28:16,095
kinda wanna hear the bell again. You sound like I mean,

466
00:28:16,095 --> 00:28:19,455
I I've I just I'm entrepreneurial. I live

467
00:28:19,455 --> 00:28:22,890
by, you know, not being

468
00:28:22,890 --> 00:28:26,570
stuck in in the mud. Like, you gotta you gotta look

469
00:28:26,570 --> 00:28:30,245
around you and see what's going on and be able to pivot. So Alright. So

470
00:28:30,245 --> 00:28:33,705
to keep moving forward, we now have a new Halo Pilates

471
00:28:33,765 --> 00:28:37,560
platform. Liz and Andrea, Spire Pilates. See

472
00:28:37,560 --> 00:28:41,320
you in location 1, 2, 3, or 4. Soon. Thanks for

473
00:28:41,320 --> 00:28:43,340
coming on. Yeah. Alright. Thanks for having us.