Episode #521: From NASA to ASENSEI-Steven Webster on Digital Transformation in Fitness

1
00:00:00,080 --> 00:00:03,860
I am super excited to announce that we now have a formal partnership

2
00:00:04,080 --> 00:00:07,919
with the prospect wizard. And when I say wizard, I mean

3
00:00:07,919 --> 00:00:11,759
wizard. Obviously, you have a website. This allows you to

4
00:00:11,759 --> 00:00:15,360
convert your website traffic visitors directly into

5
00:00:15,360 --> 00:00:18,925
leads. It's not just another chatbot, and it's not AI, but it

6
00:00:18,925 --> 00:00:22,545
allows a visitor to call, text, or leave a voice mail.

7
00:00:22,685 --> 00:00:26,385
Immediately goes to you, your sales team, or anyone else in the club instantly.

8
00:00:26,845 --> 00:00:30,600
MIT shows a study that if you contact a lead within 10 minutes,

9
00:00:30,840 --> 00:00:34,440
chance of them converting goes up 9 times that of the

10
00:00:34,440 --> 00:00:37,980
average. We got the Atlanta Clubs on it, Vida Fitness,

11
00:00:38,120 --> 00:00:41,580
Gold's Gym, Mountainside, City Fitness Philly,

12
00:00:41,720 --> 00:00:45,555
College Park, become one of the next halo

13
00:00:45,555 --> 00:00:49,315
companies to deploy the wizard. It's easy to use. Go to the

14
00:00:49,315 --> 00:00:53,155
prospect wizard.com. Get a free 30 day trial. Talk to

15
00:00:53,155 --> 00:00:56,995
my boy, Dave Gallon. He will get you all set up and let the leads

16
00:00:56,995 --> 00:01:00,500
flow based on the wizard. Go get them.

17
00:01:02,960 --> 00:01:06,640
This is Pete Moore on Halo Talks NYC. I had the pleasure of

18
00:01:06,640 --> 00:01:10,320
bringing our first, 4th degree, and 2 times

19
00:01:10,320 --> 00:01:13,965
second degree black belt judo, jujitsu,

20
00:01:14,265 --> 00:01:18,045
and karate sensei, as well as a

21
00:01:18,105 --> 00:01:21,725
NASA, Tannido, Nike to NFL

22
00:01:22,585 --> 00:01:25,965
advisor, which I don't think we've ever had on the show, ex Microsoft

23
00:01:26,185 --> 00:01:29,720
alum and a sports coach to the British University

24
00:01:29,940 --> 00:01:33,700
sport, 10 time champion coach. And

25
00:01:33,700 --> 00:01:37,320
we're gonna talk about movement recognition, coaching intelligence, artificial

26
00:01:37,460 --> 00:01:41,140
intelligence, athletic intelligence, and his podcast is now

27
00:01:41,140 --> 00:01:43,745
all TM ed for our use. Stephen

28
00:01:46,045 --> 00:01:49,645
Weber coming from California by way of the UK. Welcome to your

29
00:01:49,645 --> 00:01:53,165
first halo talks, my friend. Thanks so much. I'm I'm excited about this

30
00:01:53,165 --> 00:01:56,979
one. Awesome. So, you know, you've got a lot of experience,

31
00:01:57,439 --> 00:02:01,280
in the technology field. As we say with technology, technology is never

32
00:02:01,280 --> 00:02:05,039
done. It's kind of a, you know, a wet painting. So why

33
00:02:05,039 --> 00:02:08,800
don't you give, the people that don't know, about your

34
00:02:08,800 --> 00:02:12,584
background, and then we'll talk about a sensei. And as

35
00:02:12,584 --> 00:02:16,265
I looked up sensei, just to find the exact definition, just

36
00:02:16,265 --> 00:02:19,305
people who know their stuff. So we've got a guy here who knows his stuff,

37
00:02:19,305 --> 00:02:23,079
and he's going to share with us. So fire away. So

38
00:02:23,079 --> 00:02:26,760
brief background. My DNA has two strands

39
00:02:26,760 --> 00:02:30,200
like everyone else, but it's sport and tech. Right? So in in

40
00:02:30,200 --> 00:02:33,560
tech, my dad's retired now, but he was

41
00:02:33,560 --> 00:02:37,334
a a electrical engineer, electronics engineer, worked on helmet

42
00:02:37,334 --> 00:02:41,015
mounted displays for fighter aircraft in the seventies and the eighties.

43
00:02:41,015 --> 00:02:44,855
Right? So VR, basically. So I was the first

44
00:02:44,855 --> 00:02:48,534
kid in my town with a computer. I was always kinda tinkering around with

45
00:02:48,534 --> 00:02:51,959
computers when I was young, and that took me to

46
00:02:51,959 --> 00:02:55,340
University of Edinburgh studying computer science and electronics.

47
00:02:56,599 --> 00:03:00,439
I started my career in electronics as a chip designer. My mistakes

48
00:03:00,439 --> 00:03:03,420
were far too expensive, so I became a software engineer.

49
00:03:04,519 --> 00:03:07,955
Ultimately, built a company that I sold to

50
00:03:07,955 --> 00:03:11,715
Adobe. That's what took me to Adobe. And then my last real job

51
00:03:11,715 --> 00:03:14,135
before Asensy was was Microsoft.

52
00:03:15,315 --> 00:03:19,075
And all the while, I've you know, sport has just been a thread.

53
00:03:19,075 --> 00:03:22,760
And since I was a kid, I've always played, the sports that every

54
00:03:22,760 --> 00:03:26,280
kid played. But my I wouldn't even call it

55
00:03:26,280 --> 00:03:29,879
passion. My obsession was martial arts. I started judo when I was

56
00:03:29,879 --> 00:03:33,319
7, then jujitsu. And when I joined the

57
00:03:33,319 --> 00:03:37,065
university, I wanted to compete in a sport, so I kind of figured out which

58
00:03:37,065 --> 00:03:40,125
club was the best, which martial arts club was the most competitive.

59
00:03:41,065 --> 00:03:44,825
Joined the karate club, competed, captained. And as you said, I

60
00:03:44,825 --> 00:03:48,665
had the privilege of coaching at University of Edinburgh. I took the club to

61
00:03:48,665 --> 00:03:52,240
10 national championships. But the thing I'm most proud about, Pete, is when I moved

62
00:03:52,240 --> 00:03:55,840
to California, I'm most proud about the 8 championships the club won

63
00:03:55,840 --> 00:03:59,680
after I left because most of the coaches were my students, some

64
00:03:59,680 --> 00:04:03,520
of them since they were white belts. So, really proud of those wins as well.

65
00:04:03,520 --> 00:04:07,355
That's awesome. I think the thing about, when you think about karate schools,

66
00:04:07,355 --> 00:04:10,894
you know, in the US, they never close. So

67
00:04:11,194 --> 00:04:14,955
they definitely always have a pipeline of new students. I think they make a lot

68
00:04:14,955 --> 00:04:17,834
of margins on the different belts that you have to buy, the parents have to

69
00:04:17,834 --> 00:04:21,550
buy for the kids. And kids have a lot of

70
00:04:21,550 --> 00:04:25,230
confidence that are that are in karate. So I think there's underlying, you

71
00:04:25,230 --> 00:04:28,670
know, physical, emotional, and, you know, behavioral benefits to,

72
00:04:29,310 --> 00:04:33,070
to karate. I think some some parents maybe don't realize that, you know, when

73
00:04:33,070 --> 00:04:36,445
they their friends are going into karate. I think it's, you know, some

74
00:04:36,445 --> 00:04:40,145
kinda like, MMA or UFC type of, you know, venture.

75
00:04:40,605 --> 00:04:44,385
I would say any martial art. You know, there's just that. It's mindfulness

76
00:04:44,685 --> 00:04:47,985
and it's exercise and it's continuous progression.

77
00:04:48,285 --> 00:04:51,669
And I think myself, any of the instructors I've taught

78
00:04:51,669 --> 00:04:54,870
alongside or any of the students I've taught, we'd all say the same thing. It's

79
00:04:54,870 --> 00:04:58,629
shaped their life. It's not just been a physical exercise. So, yeah, that

80
00:04:58,629 --> 00:05:02,229
was it. So so so given your background, that you just

81
00:05:02,229 --> 00:05:05,965
explained to us, it also being at Microsoft, which basically you

82
00:05:05,965 --> 00:05:09,805
can say, like, an infrastructure company. Right? They're giving the tools and the

83
00:05:09,805 --> 00:05:13,565
weapons as we like to say to companies to basically build off of their their

84
00:05:13,565 --> 00:05:17,264
platform, and AWS and and everything related to,

85
00:05:17,324 --> 00:05:20,625
you know, Excel is not necessarily, you know, a graphic design.

86
00:05:21,620 --> 00:05:25,140
It's to actually use it to to compute. I was in the

87
00:05:25,140 --> 00:05:28,820
graphic design website business, and that that was not scalable. Yeah.

88
00:05:28,820 --> 00:05:32,660
So when you look at starting a sensei, you probably could have

89
00:05:32,660 --> 00:05:35,815
gone direct and say, hey. I'm gonna create the best technology. Let me just, you

90
00:05:35,815 --> 00:05:39,575
know, create my own brand. But you you purposely went, you know, to

91
00:05:39,575 --> 00:05:43,175
a b to b to c model to basically get the scale. And, also, you're

92
00:05:43,175 --> 00:05:46,855
interacting directly with coaches, which it sounds to me like that's part of

93
00:05:46,855 --> 00:05:50,150
your DNA. And I don't need to be the coach. I need to coach the

94
00:05:50,150 --> 00:05:53,910
coach. Right. And they need to proliferate. So talk about how that

95
00:05:53,910 --> 00:05:57,530
strategy has gone. Maybe talk about COVID explosion

96
00:05:57,670 --> 00:06:01,354
and and, you know, the the demand. And then we'll talk about kind

97
00:06:01,354 --> 00:06:04,955
of, you know, a normal status of what's going on. Yeah. And, you know, for

98
00:06:04,955 --> 00:06:08,315
anyone that doesn't know who Asensi is, and hopefully that's no one, but I'll assume

99
00:06:08,315 --> 00:06:11,995
that there's a few people out there, we are a movement

100
00:06:11,995 --> 00:06:15,810
recognition company. We've made human movement something a machine can understand

101
00:06:15,810 --> 00:06:18,850
have the benefits that you would have with having a a coach or a trainer

102
00:06:18,850 --> 00:06:21,010
in the room with you, but you don't need them in the room with you.

103
00:06:21,010 --> 00:06:24,130
And that, you know, has applications in health care, that has applications in fitness and

104
00:06:24,130 --> 00:06:25,680
sport, applications in VR and entertainment.

105
00:06:32,105 --> 00:06:35,785
So, I mean, it's interesting. When I was at Microsoft, I

106
00:06:35,785 --> 00:06:39,245
was tasked with building an innovation studio, a studio 415

107
00:06:39,465 --> 00:06:43,305
in San Francisco. And I got really exposed to a lot

108
00:06:43,305 --> 00:06:47,110
of technologies like Microsoft Connect, you know, using that camera under

109
00:06:47,110 --> 00:06:50,470
the TV on the Xbox to track your skeleton. Yeah. I got

110
00:06:50,470 --> 00:06:54,230
exposed early to the world of AI, and Right. This

111
00:06:54,230 --> 00:06:57,770
idea that we would have intelligent assistants, voices in our ear,

112
00:06:58,390 --> 00:07:01,450
that knew us and interacted with us and for us.

113
00:07:01,805 --> 00:07:05,485
And I just had that moment of a a problem I've always

114
00:07:05,485 --> 00:07:08,944
wanted to solve, which is, like, how can I scale coaching beyond

115
00:07:09,485 --> 00:07:13,245
hours I spend in the dojo on the mat? I think this can

116
00:07:13,245 --> 00:07:16,710
be done digitally now. But the problem with any, like,

117
00:07:16,770 --> 00:07:20,610
completely out there technology, nobody's thought of this before. Nobody's done

118
00:07:20,610 --> 00:07:24,210
this before. So you can't really be b to b from the start.

119
00:07:24,210 --> 00:07:28,044
You're asking people to put your technology inside their product, but

120
00:07:28,044 --> 00:07:31,085
they don't know what it does yet. So we had to start b to c,

121
00:07:31,085 --> 00:07:34,764
and we had to kinda show the world what the future could look like

122
00:07:34,764 --> 00:07:38,525
in one small area. And so we chose indoor rowing. Like and if

123
00:07:38,525 --> 00:07:42,090
I stood up, you would tell that I'm not an indoor roarer, but, I'm too

124
00:07:42,090 --> 00:07:45,610
short. But, we picked indoor rowing because farm and

125
00:07:45,610 --> 00:07:49,290
technique are super important. And if you can fix farm and technique, you go

126
00:07:49,290 --> 00:07:52,889
faster. Good farm is free speed. And so we

127
00:07:52,889 --> 00:07:56,485
went b to c. But then as you said, like, the pandemic

128
00:07:56,625 --> 00:08:00,145
was this moment of it's all going home. Like, you know,

129
00:08:00,145 --> 00:08:03,985
workouts are going home. Telehealth is going home. We need

130
00:08:03,985 --> 00:08:07,560
to move fast to that. We basically accelerated our

131
00:08:07,639 --> 00:08:11,240
strategy by a year or 2 of being an Ingredient brand in other people's

132
00:08:11,240 --> 00:08:14,840
technology, and here we are. You know, there's, you know, 14, 15

133
00:08:14,840 --> 00:08:18,360
enterprise customers, you know, the the companies you've heard of, Chris

134
00:08:18,360 --> 00:08:22,185
Hemsworth Center, PowerBlock, VertiMax, and new entrants

135
00:08:22,185 --> 00:08:25,865
like Alter and Bote, they're all using us as that,

136
00:08:26,264 --> 00:08:29,965
that, perception, layer of understanding

137
00:08:30,025 --> 00:08:33,245
what people are doing and then that coaching layer of giving them feedback.

138
00:08:34,030 --> 00:08:37,809
Yeah. What I I looked at your press kit, in preparation for this,

139
00:08:38,910 --> 00:08:42,530
yesterday, not, like, 5 minutes before, by the way, just so you know. Yeah.

140
00:08:42,830 --> 00:08:46,610
But you do make a, a call out to say, I'm not trying to

141
00:08:46,670 --> 00:08:50,385
I'm not trying to replace the human coach. And I feel like

142
00:08:50,385 --> 00:08:53,505
that was very deliberate. So you you you say, look. I can I can provide

143
00:08:53,505 --> 00:08:56,325
you with world class coaching, but I'm actually trying to disintermediate?

144
00:08:57,745 --> 00:09:00,945
Right. So how do you kinda convince someone that I'm not trying to create a

145
00:09:00,945 --> 00:09:04,740
virtual coach, but I'm kind of like a Tesla that has, like,

146
00:09:04,740 --> 00:09:08,073
an auto feature to it maybe. Yeah. I think that's a good

147
00:09:08,260 --> 00:09:12,020
driving. No. I think that's right. Analogy to say that, I guess. No.

148
00:09:12,020 --> 00:09:15,860
It's a good analogy. And increasingly, the phrase I'm hearing around AI is the notion

149
00:09:15,860 --> 00:09:19,105
of a copilot, like someone sat in the seat next to you. Right?

150
00:09:20,045 --> 00:09:23,405
And that's exactly it. Like, you know, you know, I'm a coach. I

151
00:09:23,405 --> 00:09:27,165
celebrate coaches. Like, my bookshelf is basically technology books

152
00:09:27,165 --> 00:09:30,845
and biographies of sports coaches. Right? So we definitely don't

153
00:09:30,845 --> 00:09:34,089
wanna be responsible for, replacing coaches.

154
00:09:34,470 --> 00:09:37,990
But the challenge, if you're a coach, is how does that knowledge scale and how

155
00:09:37,990 --> 00:09:41,690
do you coach beyond your ZIP code. Right? And only digital can do that.

156
00:09:41,990 --> 00:09:45,589
So we really do 3 things. The first is we capture your

157
00:09:45,589 --> 00:09:49,225
skeleton. We we have an understanding in real time of the shape your

158
00:09:49,225 --> 00:09:52,845
skeleton is in and the postures and movements and techniques that you're doing.

159
00:09:53,225 --> 00:09:56,985
We recognize that. We analyze that. But then what we do is we take

160
00:09:56,985 --> 00:10:00,685
the knowledge and expertise of a coach, of a specific

161
00:10:00,824 --> 00:10:04,440
coach, and we say, what would they say if they saw that?

162
00:10:04,740 --> 00:10:08,580
And then we're able to put the voice of that coach in your ear. You

163
00:10:08,580 --> 00:10:12,420
know, if you'd heard my venture pitch, 10 years ago, it's like,

164
00:10:12,420 --> 00:10:15,955
I imagine a future where my kid's, you know, taking 3 point

165
00:10:15,955 --> 00:10:19,475
shots at the basketball rim and the voice of Steph Curry in his in his

166
00:10:19,475 --> 00:10:23,155
ear giving them real time correction and coaching. And that's the that's the

167
00:10:23,155 --> 00:10:24,695
future that we're willing into.

168
00:10:28,110 --> 00:10:31,790
This is Pete Moore. I wanna let you in on a little secret. There's this

169
00:10:31,790 --> 00:10:35,089
company called Promotion Vault, and what they do is they give out rewards

170
00:10:35,390 --> 00:10:38,990
from retailers that allow you to incentivize your

171
00:10:38,990 --> 00:10:42,510
members without having to do zero down and 1 month

172
00:10:42,510 --> 00:10:46,014
free or giving away shakes or giving away t shirts.

173
00:10:46,154 --> 00:10:49,694
What you wanna do is build a rewards program that lasts,

174
00:10:49,915 --> 00:10:53,274
that people value, and that doesn't discount your own products and

175
00:10:53,274 --> 00:10:56,894
services. So here's the deal. There's something called Rewards Vault.

176
00:10:57,020 --> 00:11:00,620
The rewards vault is going to allow a member to set up their

177
00:11:00,620 --> 00:11:04,460
own profile. They are going to answer questions. You are gonna get those

178
00:11:04,460 --> 00:11:08,220
answers. You're gonna be able to target those members, and you're gonna reward

179
00:11:08,220 --> 00:11:12,045
them inside your club, inside your spa, and outside of

180
00:11:12,045 --> 00:11:15,825
the club and outside of the spa to get them to become loyal,

181
00:11:16,045 --> 00:11:19,405
to get them to pay their monthly dues, and to be

182
00:11:19,405 --> 00:11:23,085
rewarded properly for the actions. A lot of companies are cutting back on

183
00:11:23,085 --> 00:11:26,589
rewards. You shouldn't be. Promotion Vault's your answer. Trust

184
00:11:26,589 --> 00:11:27,810
me. This is real.

185
00:11:31,470 --> 00:11:34,589
I'm gonna go a little tangent for a second. I was talking to my nephew

186
00:11:34,589 --> 00:11:38,269
about this. You know, a lot of the connected fitness at

187
00:11:38,269 --> 00:11:42,035
home, has obviously trended downward because of people

188
00:11:42,035 --> 00:11:45,715
going back into the clubs. Is there athletes that you think

189
00:11:45,715 --> 00:11:49,495
would allow a consumer network to basically

190
00:11:50,115 --> 00:11:53,920
train with them real time? And what would somebody pay for that? So I

191
00:11:53,920 --> 00:11:56,880
said to my nephew, look. If you you're trying to train for the varsity basketball

192
00:11:56,880 --> 00:12:00,000
team. Let's see if you can get Steph Curry for the next 90 days. Like,

193
00:12:00,000 --> 00:12:03,040
if he's training at 4:30 in the morning, his coach sends out a text, we're

194
00:12:03,040 --> 00:12:06,560
all training at 4:30 in the morning, and you're actually watching him train. Do you

195
00:12:06,560 --> 00:12:10,285
think that athletes would potentially obviously, it's dollars and

196
00:12:10,285 --> 00:12:14,045
cents, but would they allow someone access to, like, that level of, like, hey.

197
00:12:14,045 --> 00:12:17,805
You're gonna train with me, but not, like, on, like, an asynchronous. You know?

198
00:12:17,805 --> 00:12:21,170
Here's a couple of videos for for that $29 a month, but you're gonna pay,

199
00:12:21,170 --> 00:12:24,930
like, $2,000. And you can be on a text server. And what when my trainer

200
00:12:24,930 --> 00:12:28,690
says, hey. We're gonna do a, you know, high intensity workout. This is what you

201
00:12:28,690 --> 00:12:31,410
need to bring. And you, like, get your shit together, and you go to your

202
00:12:31,410 --> 00:12:34,835
basement, and you do it with them. Could that is that something that's

203
00:12:34,835 --> 00:12:38,595
evolvable that's a word? I'm I mean, I think I mean,

204
00:12:38,595 --> 00:12:42,375
let's stick with Steph Curry. Good job. So let's stick with Steph Curry.

205
00:12:43,075 --> 00:12:45,895
Yeah. He did a master class. You can literally go into masterclass.com.

206
00:12:46,880 --> 00:12:50,480
But I remember watching that master class with a beer. You know, I certainly wasn't

207
00:12:50,480 --> 00:12:54,080
playing basketball, you know, and I and I loved watching it, and I loved, you

208
00:12:54,080 --> 00:12:57,440
know, I love him as a technician and as a coach. And it was fun,

209
00:12:57,440 --> 00:13:01,245
but I wasn't engaged and interactive in it. Right? And I think to your

210
00:13:01,245 --> 00:13:04,845
point, you know, can you train with someone, you know, real

211
00:13:04,845 --> 00:13:08,524
time online? You can. But the problem is, and it's a

212
00:13:08,524 --> 00:13:12,285
problem we solve, the problem is for the coach, everybody's a

213
00:13:12,285 --> 00:13:15,644
1 inch square on the screen. It's very hard to see what they're doing.

214
00:13:15,644 --> 00:13:19,300
Right? Now with a technology like Asensi, again,

215
00:13:19,300 --> 00:13:23,060
we we call this use case the super coach. The super coach

216
00:13:23,060 --> 00:13:26,120
use case is the idea that on behalf of the coach,

217
00:13:26,500 --> 00:13:29,640
Asensi is watching every single one of those 1 inch squares,

218
00:13:30,324 --> 00:13:34,165
but not delivering the feedback necessarily to the consumer or or

219
00:13:34,165 --> 00:13:38,005
to the athlete. If you've got a coach in the room, bring that knowledge

220
00:13:38,005 --> 00:13:41,524
and expertise to the coach in the room. So the coach is like, hey. Pete

221
00:13:41,524 --> 00:13:45,300
in square number 4 is, over rotating his hips on his

222
00:13:45,300 --> 00:13:48,900
reverse punch, and then the coach can watch and intervene,

223
00:13:48,900 --> 00:13:52,740
and they can deliver you that feedback. So it feels like personal

224
00:13:52,740 --> 00:13:56,180
training to you, but you're using AI to watch the room. Does that make

225
00:13:56,180 --> 00:14:00,025
sense? It does, except my reverse lunge is excellent, by the way.

226
00:14:00,025 --> 00:14:03,785
So I said reverse lunge. Oh, okay. Okay. Okay. I'll

227
00:14:03,785 --> 00:14:07,625
be the judge of that. Yeah. As you

228
00:14:07,625 --> 00:14:11,360
kinda went through COVID, saw the explosion there, probably

229
00:14:11,360 --> 00:14:14,420
knowing given your background, like, this isn't gonna last forever.

230
00:14:15,120 --> 00:14:18,240
Some of your clients are bricks and mortar. You know? We know the guys at

231
00:14:18,240 --> 00:14:21,855
at BOUT. They're building studios. You've got concept

232
00:14:21,855 --> 00:14:25,555
2 and rowing that basically has been a, you know, a traditionally,

233
00:14:26,335 --> 00:14:30,175
you know, equipment business that, you know, stays within the lines,

234
00:14:30,175 --> 00:14:33,775
you know, before doing a deal with Forte or some of the other technology Right.

235
00:14:33,855 --> 00:14:37,589
Partnerships that they've done. So if you take a look at a sensei and say,

236
00:14:37,589 --> 00:14:41,270
okay. I got 15 enterprise companies, and and you say,

237
00:14:41,270 --> 00:14:45,029
alright. Where's the growth gonna come from? Or, you know, what bets am I making?

238
00:14:45,029 --> 00:14:48,615
Or how do you think about it, like, from a 30,000 view? Is the technology

239
00:14:48,755 --> 00:14:51,475
gonna go down to the bricks and mortar and bricks and mortar is gonna go

240
00:14:51,475 --> 00:14:54,675
back out? You know, bricks and mortar is not going away. I I I work

241
00:14:54,675 --> 00:14:58,274
out better in a group. And it seems to me like you're almost

242
00:14:58,274 --> 00:15:01,960
like agnostic as long as the technology is being deployed. Is that

243
00:15:01,960 --> 00:15:05,800
accurate? And and how do you pitch that? It is accurate, but I I I

244
00:15:05,880 --> 00:15:09,720
so I position this differently. Everyone loves, like, good versus evil, like dark

245
00:15:09,720 --> 00:15:13,480
versus light, connected fitness versus brick and mortar. And I just think that's the wrong

246
00:15:13,480 --> 00:15:16,215
way to look at the opportunity in front of us.

247
00:15:17,335 --> 00:15:21,015
You know, my entire career, and it goes back, has

248
00:15:21,015 --> 00:15:24,535
been in digital transformation. 1st, ecommerce, then

249
00:15:24,535 --> 00:15:28,295
financial services and travel. And history leaves

250
00:15:28,295 --> 00:15:31,835
clues. The digital transformation of any industry looks the same.

251
00:15:32,890 --> 00:15:36,490
And actually, at the Connected Health and Fitness Summit this year, this is what I

252
00:15:36,490 --> 00:15:40,270
presented. It's the notion of, the the technology adoption

253
00:15:40,330 --> 00:15:43,930
curve. And with the technology adoption curve, forget for a

254
00:15:43,930 --> 00:15:47,495
moment, whether it's at home or whether it's happening in

255
00:15:47,495 --> 00:15:51,035
brick brick and mortar, it's digital. And so you have the pioneers

256
00:15:51,175 --> 00:15:54,555
first, then the pioneers are the Pelotons, the Tonos, the Hydros.

257
00:15:54,935 --> 00:15:57,915
And they're the ones that had the courage to say, what if it was different?

258
00:15:58,260 --> 00:16:02,020
Okay? And at that moment, everybody else is like, this is stupid. Who

259
00:16:02,020 --> 00:16:04,820
wants a screen on a bike or to you know, if I wanna row on

260
00:16:04,820 --> 00:16:07,620
a river, I'll row on a river. Like, why would I do it, you know,

261
00:16:07,620 --> 00:16:11,460
at home? Sure. But what starts to happen when the mass

262
00:16:11,460 --> 00:16:15,025
market emerges is some of the pioneers make it and some of them

263
00:16:15,025 --> 00:16:18,405
don't as we know, but the the mass market

264
00:16:19,585 --> 00:16:23,365
constitutes as much the legacy brands as it does the pioneers.

265
00:16:23,505 --> 00:16:26,970
The legacy brands get digital, and they start looking to companies like

266
00:16:26,970 --> 00:16:30,730
Asensi to say Sure. How can I do in a month what Peloton maybe took

267
00:16:30,730 --> 00:16:34,570
18 months and 1,000,000 of dollars to do? And I always encourage

268
00:16:34,570 --> 00:16:38,329
us to use ecommerce as the analogy. Right? Who are the brands that

269
00:16:38,329 --> 00:16:42,024
people are buying online from an ecommerce? The biggest brand is not Amazon

270
00:16:42,024 --> 00:16:45,464
and Zappos. It's Macy's and Kohl's. Okay? And we yeah. And

271
00:16:45,464 --> 00:16:49,225
and 20 years ago, we were trying to tell the story that, like, Macy's

272
00:16:49,225 --> 00:16:53,005
and Kohl's would disappear because Amazon would take over, retail,

273
00:16:53,680 --> 00:16:57,280
online, and that's just not the case. So, yes, we work in brick and

274
00:16:57,280 --> 00:17:01,040
mortar and we work in digital, but more importantly, we're crossing the

275
00:17:01,040 --> 00:17:04,720
chasm into the mass market. And it doesn't matter where

276
00:17:04,720 --> 00:17:07,760
the consumer is. You need to meet them where they are, and we have an

277
00:17:07,760 --> 00:17:11,575
opportunity to elevate their experience with digital at every single

278
00:17:11,575 --> 00:17:15,415
touch point. I mean, it's such a good, history lesson,

279
00:17:15,415 --> 00:17:18,715
and and a lot of people don't follow history. I watch a lot of documentaries

280
00:17:18,935 --> 00:17:22,300
just to see how things evolved, you know, or,

281
00:17:22,780 --> 00:17:26,540
you know, civil engineering projects that you know, the water

282
00:17:26,540 --> 00:17:29,820
that goes into New York City actually goes underneath the Hudson River, you know, and

283
00:17:29,820 --> 00:17:33,660
somebody built that, you know, a 100 years ago. All the water that's coming from,

284
00:17:33,660 --> 00:17:37,424
you know, to California, Nevada, and Arizona

285
00:17:37,424 --> 00:17:40,865
is literally like a you know, it it's pulled up by, like, a a latch

286
00:17:40,865 --> 00:17:44,705
that was built, and people are fighting over that that, that

287
00:17:44,705 --> 00:17:48,065
that that pipe, basically, that's doing that. If you take a look at, like,

288
00:17:48,065 --> 00:17:51,690
PalmPilot and Blackberry, you know, it's like 1,000,000,000 of dollars of

289
00:17:51,690 --> 00:17:55,370
venture capital saying, like, we are going to be the next at the

290
00:17:55,370 --> 00:17:59,050
time, probably Nokia. Right? And then Apple said, hey. I'm gonna actually make this, you

291
00:17:59,050 --> 00:18:02,650
know, like, an art product, and I'm going to basically sell

292
00:18:02,650 --> 00:18:06,475
you an an experience. But they basically leverage off of everyone

293
00:18:06,475 --> 00:18:10,315
else's r and d and and lack of understanding the

294
00:18:10,315 --> 00:18:14,015
consumer. So I think it's interesting that you say that because I remember that,

295
00:18:14,475 --> 00:18:18,210
you know, Peloton actually approached SoulCycle and said,

296
00:18:18,210 --> 00:18:22,049
hey. Why don't you put all your content on on our bikes?

297
00:18:22,049 --> 00:18:25,250
And SoulCycle, basically, you don't kick them out of the room saying, I'm SoulCycle. You

298
00:18:25,250 --> 00:18:28,950
know, you're you're nobody. And I would you know, probably at the time, SoulCycle

299
00:18:29,090 --> 00:18:32,470
should have done that instead of trying to compete just on 20% of Peloton.

300
00:18:32,725 --> 00:18:36,264
And like I said, history. Right? Right? Where's the cost in retail? Blockbuster

301
00:18:36,725 --> 00:18:40,485
passed on the opportunity to buy Netflix for $50,000,000. Yeah.

302
00:18:40,485 --> 00:18:43,924
People need to watch these types of documentaries to understand, like, where they're

303
00:18:43,924 --> 00:18:47,700
positioned. At the same time, Blockbuster couldn't spend $1,000,000,000 because they're a

304
00:18:47,700 --> 00:18:51,240
publicly traded company and people would would destroy the stock,

305
00:18:52,019 --> 00:18:55,460
you know, on losses. So it's interesting. We do this in our Halo

306
00:18:55,460 --> 00:18:59,015
Academy, class that Peloton existed

307
00:18:59,075 --> 00:19:02,835
because Life Fitness and, you know, they're based on cash flow

308
00:19:02,835 --> 00:19:06,435
and EBITDA. You can't you can't be based on cash flow and EBITDA and and

309
00:19:06,435 --> 00:19:10,215
get board approval, you know, to to go into this type of venture.

310
00:19:11,080 --> 00:19:14,920
You know, as you look into digital transformation right now, and you say that the

311
00:19:14,920 --> 00:19:18,700
traditional companies, whether you you can name names or not,

312
00:19:19,080 --> 00:19:22,860
do the digital companies I'm sorry. Do the do the traditional

313
00:19:22,920 --> 00:19:26,705
companies, you know, whether it's like Matrix, whether that's Precor, whether that's Life

314
00:19:26,705 --> 00:19:29,985
Fitness, do they still feel like they're they're trying to catch up, or do they

315
00:19:29,985 --> 00:19:33,585
think like, I'm here now? Like, I made it. Well, this is the interesting thing

316
00:19:33,585 --> 00:19:37,309
about digital transformation is, you

317
00:19:37,309 --> 00:19:41,070
know, it's kinda like bankruptcy. Right? It's like slow then sudden.

318
00:19:41,070 --> 00:19:44,750
Okay? And a a good analogy would be, you know, I

319
00:19:44,750 --> 00:19:48,110
don't know if you knew of Inspire Fitness. Inspire was a bunch of ex pre

320
00:19:48,110 --> 00:19:51,885
core guys making performance racks and strength training equipment. And

321
00:19:51,885 --> 00:19:55,725
they're a great example of what I would call a legacy brand, your

322
00:19:55,725 --> 00:19:59,565
traditional legacy brand. And High Coast Capital came along and did

323
00:19:59,565 --> 00:20:03,325
an m and a of Chris Hemsworth's Center and Inspire Fitness and kept

324
00:20:03,325 --> 00:20:07,090
the Center brand, you know, because it's such a strong

325
00:20:07,090 --> 00:20:10,610
brand. But I think that's a great example of what happens as the

326
00:20:10,610 --> 00:20:13,750
category crosses the chasm as you see legacy

327
00:20:14,210 --> 00:20:17,750
brands doing m and a or acquisition of digital brands

328
00:20:18,050 --> 00:20:21,424
and putting the 2 together. And and as a customer,

329
00:20:21,804 --> 00:20:25,645
technologies like Asensy become that connective tissue between physical

330
00:20:25,645 --> 00:20:28,945
and digital. Right? It's like we don't have to go and build an AI department.

331
00:20:29,005 --> 00:20:32,445
We can pay for this, you know, as a monthly recurring

332
00:20:32,445 --> 00:20:36,260
fee, for for software. And you will see a lot more of that.

333
00:20:36,260 --> 00:20:40,020
2 of our other customers, I would mention, are VertiMax and

334
00:20:40,020 --> 00:20:43,460
PowerBlock. Like, they don't have Bluetooth or sensors or

335
00:20:43,460 --> 00:20:46,895
batteries or charging cradles. But just using the camera on a

336
00:20:46,895 --> 00:20:50,655
smartphone, we can tell what weight you've got in your hands or we

337
00:20:50,655 --> 00:20:54,115
can tell you how high you've jumped, and you don't need a force match. So

338
00:20:54,335 --> 00:20:57,855
the the opportunity for these legacy brands that have huge install

339
00:20:57,855 --> 00:21:01,630
bases, they're profitable, they've got loyal customer followings

340
00:21:01,690 --> 00:21:05,370
and product end market, and they can turn on digital with companies like

341
00:21:05,370 --> 00:21:09,049
Asensi overnight. That's amazing. Let let

342
00:21:09,049 --> 00:21:12,830
me, throw out a quote that I gave at the, connected fitness conference,

343
00:21:13,290 --> 00:21:16,995
summit, 2 years ago. Everyone was talking about AI, and I said that

344
00:21:16,995 --> 00:21:20,294
health club operators are in the room. I said, you can't have artificial

345
00:21:20,515 --> 00:21:24,115
intelligence until you have intelligence. Right? I mean, it's like, I'm

346
00:21:24,115 --> 00:21:27,794
building upon it. It doesn't just show up. So as

347
00:21:27,794 --> 00:21:31,419
you look at at the bricks and mortar players and

348
00:21:31,419 --> 00:21:35,100
you say, okay. Look. I'm gonna get your skeletal structure of every one of your

349
00:21:35,100 --> 00:21:38,940
your members and your your clients. I'm going to layer that

350
00:21:38,940 --> 00:21:42,400
on with everything else that you know is basically going into my system.

351
00:21:42,940 --> 00:21:46,725
What are some of the things that you're shocked that people aren't providing

352
00:21:46,725 --> 00:21:50,405
to you or that, you know, is an moment that is not an moment,

353
00:21:50,405 --> 00:21:54,005
but it's a demand that you make? I mean, I

354
00:21:54,005 --> 00:21:57,845
think, you know, anyone that's walking into a gym in a health club and, you

355
00:21:57,845 --> 00:22:01,610
know, talking about AI, you're you're speaking a foreign language.

356
00:22:01,610 --> 00:22:05,150
You're having the wrong conversation. I mean, I'm a deep technologist,

357
00:22:05,850 --> 00:22:09,130
but I don't speak to my customers about technology. I speak to them about what's

358
00:22:09,130 --> 00:22:12,730
the problems you want to solve. Is it customer acquisition? Is it engagement? Is it

359
00:22:12,730 --> 00:22:16,505
retention? Is it driving people towards, more personal training?

360
00:22:16,725 --> 00:22:20,404
Is it more visits per month? So those are those

361
00:22:20,404 --> 00:22:24,245
are consumer needs. Those are unmet consumer needs. And the question we ask

362
00:22:24,245 --> 00:22:27,790
ourselves is, what's the technology we can deploy that will

363
00:22:27,790 --> 00:22:31,630
elevate the experience and meet those unmet needs? And so, you know, if

364
00:22:31,630 --> 00:22:35,310
I'm talking to brick and mortar, it's like, what if we start

365
00:22:35,310 --> 00:22:39,070
with just having a warm up floor where as people are warming

366
00:22:39,070 --> 00:22:42,805
up, they're being given prescribed exercises because we're looking at them warming

367
00:22:42,805 --> 00:22:46,005
up and seeing where there's tightness. If in

368
00:22:46,165 --> 00:22:49,925
intimidation or gym intimidation is a big problem. Right? People, I'd I'd

369
00:22:49,925 --> 00:22:53,605
love to do a yoga class at my gym, but I don't wanna look

370
00:22:53,605 --> 00:22:57,280
stupid. Teach them at home with a technology like Asensio. Let

371
00:22:57,280 --> 00:23:01,120
us teach them the pauses and get them moving correctly so that when

372
00:23:01,120 --> 00:23:04,960
they walk into their first class, a, they know what they're doing, and,

373
00:23:04,960 --> 00:23:08,640
b, there's a handshake to the instructor. This is Steven. He's

374
00:23:08,640 --> 00:23:12,455
brand new. He seems to have tight shoulders, and so queue him

375
00:23:12,455 --> 00:23:15,755
appropriately in a downward dog. And now that member experience

376
00:23:16,375 --> 00:23:20,055
is seamlessly ebbing and flowing between digital and physical, but more

377
00:23:20,055 --> 00:23:23,275
importantly, we solve the customer acquisition and engagement problems.

378
00:23:23,750 --> 00:23:26,550
Yes. I mean, one of the things I like about what you're touching on here,

379
00:23:26,550 --> 00:23:29,190
and we tell this to everyone who comes to us with the business plan that

380
00:23:29,190 --> 00:23:32,950
they're looking to to get funded. It's like, what is the frustration that you

381
00:23:32,950 --> 00:23:36,710
are solving? Like, that is that is a company that is a business. It's

382
00:23:36,710 --> 00:23:40,165
not, hey. I'm gonna do aerial yoga. I'm gonna put it on a SoulCycle bike,

383
00:23:40,165 --> 00:23:43,765
and I'm like, did that solve anything for you? Have has that achieved anything for

384
00:23:43,765 --> 00:23:47,605
you personally that you think that is a concept that that has

385
00:23:47,605 --> 00:23:51,445
results or a reason to to get funded? You know, as you look

386
00:23:51,445 --> 00:23:55,240
at, you're so deep into the to the fitness space, and then you've

387
00:23:55,240 --> 00:23:58,760
also got companies that are obviously deep into, like, open AI and

388
00:23:58,760 --> 00:24:02,600
and providing AI solutions for companies. Do

389
00:24:02,600 --> 00:24:05,880
do you end up do you end up partnering with those companies? Are they kinda

390
00:24:05,880 --> 00:24:09,434
layered on top of or underneath your database? How do you stay

391
00:24:10,294 --> 00:24:14,135
ahead or on par on the AI side? I I keep reading these articles

392
00:24:14,135 --> 00:24:17,815
about how much it costs to, like, you know, teach teach the language

393
00:24:17,815 --> 00:24:21,495
and, you know, data centers, you know, and the amount of processing that that goes

394
00:24:21,495 --> 00:24:24,590
on. So how do how do you do that effectively? And, also, as a follow-up

395
00:24:24,590 --> 00:24:27,309
question, how do you get people to understand that they gotta pay for this? Like,

396
00:24:27,309 --> 00:24:31,149
it's not $99 a month. Yeah. So, that's why I

397
00:24:31,149 --> 00:24:34,909
have a good salesperson. So, I mean, I think to your first question,

398
00:24:34,909 --> 00:24:38,715
like, do we build on other people's AI? Like, you know, the technology industry has,

399
00:24:38,794 --> 00:24:42,635
you know, continuously stood on the shoulders of giants. Right? If you're trying

400
00:24:42,635 --> 00:24:46,475
to build things yourself, that you could build on from

401
00:24:46,475 --> 00:24:50,075
someone else, what are you doing? And I say that to our customers. It's like,

402
00:24:50,075 --> 00:24:53,600
what do you mean you're gonna build your I I won't name any customers, but

403
00:24:53,600 --> 00:24:57,440
they know who they are if they're listening. But customers, we have spent, you know,

404
00:24:57,440 --> 00:25:01,200
18 months, 2 years, big teams trying to build something that we could have

405
00:25:01,200 --> 00:25:04,720
had them live within a month, and it would have been better because that's all

406
00:25:04,720 --> 00:25:08,465
we do. And so, yeah, we build on underlying AI. We

407
00:25:08,465 --> 00:25:12,305
build on underlying open source models, but you need to know and this is true

408
00:25:12,305 --> 00:25:15,345
for any company. Right? Pete, you need to know what's the value that you're adding

409
00:25:15,345 --> 00:25:19,070
and the value that you're creating. And for us, the hard part of

410
00:25:19,070 --> 00:25:22,910
the problem like, anyone can show a skeleton on screen with dots

411
00:25:22,910 --> 00:25:26,290
on their shoulders and joints, and it looks like you've solved the problem.

412
00:25:27,710 --> 00:25:31,485
I I always use speech recognition as the analogy to movement recognition. And

413
00:25:31,485 --> 00:25:35,325
when you have a skeleton dancing on the screen, congratulations. You've done the equivalent

414
00:25:35,325 --> 00:25:39,165
of plugging a microphone into a PC. You've just captured something analog and

415
00:25:39,165 --> 00:25:42,685
made it digital. You don't know anything about what that

416
00:25:42,685 --> 00:25:46,290
person's actually saying. You don't know how to reply to them. For us,

417
00:25:46,510 --> 00:25:49,970
the core intellectual property is how do we teach a machine biomechanics?

418
00:25:50,270 --> 00:25:53,550
And I'm not telling you how we do it, but we do it. And we

419
00:25:53,550 --> 00:25:57,230
teach a machine the underlying biomechanics of a movement so that I

420
00:25:57,230 --> 00:26:01,054
can watch you do a lunge or do a punch or throw a

421
00:26:01,054 --> 00:26:04,815
roundhouse kick on a boat bag and know that you're doing it,

422
00:26:04,815 --> 00:26:08,654
how well you're doing it, and what should what should you learn next. And

423
00:26:08,654 --> 00:26:12,470
if we can just iterate on that problem, you know, that

424
00:26:12,470 --> 00:26:15,929
that that spans across every, movement modality

425
00:26:16,149 --> 00:26:16,649
possible.

426
00:26:20,309 --> 00:26:23,929
This is Pete Moore. Here's the last tip for you of the podcast.

427
00:26:24,455 --> 00:26:28,295
We are partnered up with a company called Higher Dose, higher dose

428
00:26:28,295 --> 00:26:31,655
dot com. They are the leader in workout

429
00:26:31,655 --> 00:26:35,335
recovery products, infrared technology, LED

430
00:26:35,335 --> 00:26:38,935
light masks, neck enhancers, and other

431
00:26:38,935 --> 00:26:42,660
products, such as PMF mats and sauna blankets.

432
00:26:43,120 --> 00:26:46,640
If you have not gotten on the workout recovery train

433
00:26:46,640 --> 00:26:50,480
yet, your time and your stop is now. You gotta

434
00:26:50,480 --> 00:26:54,240
get these products in there before these workout recovery and spas end

435
00:26:54,240 --> 00:26:57,965
up saturating your market, having your members walk out of the club and

436
00:26:57,965 --> 00:27:01,405
going into one of their locations for $200 per

437
00:27:01,405 --> 00:27:04,925
month where they're paid 39 to you. Let's become an

438
00:27:04,925 --> 00:27:08,605
expert in workout recovery if we are already an authority in

439
00:27:08,605 --> 00:27:12,350
workouts. Higher dose, check it out. There's a

440
00:27:12,350 --> 00:27:15,870
wholesale code, and we look forward to helping

441
00:27:15,870 --> 00:27:19,550
you augment your products and services to meet the demands of

442
00:27:19,550 --> 00:27:23,330
your members. And, hey, let's get people happy, healthy,

443
00:27:23,390 --> 00:27:27,164
and sweating, and the recovery should be just as good as the workout.

444
00:27:30,905 --> 00:27:34,424
So so let's say I own 10 clubs in Florida, which I

445
00:27:34,424 --> 00:27:38,170
don't. And, I wanna deploy a sensei.

446
00:27:38,170 --> 00:27:41,930
What what give me a range of, like, what's my capital investment? What

447
00:27:41,930 --> 00:27:45,530
what what cameras do I need? You know, who who are

448
00:27:45,530 --> 00:27:49,050
you interfacing with? I might not have a CTO. I might have

449
00:27:49,050 --> 00:27:52,865
somebody on my team that, you know, is working with vendors and, you know, is,

450
00:27:52,865 --> 00:27:56,545
like, trying to plug things together. So Right. How do those conversations go?

451
00:27:56,545 --> 00:28:00,145
Or is there, like, a a threshold? And we've had we have this in our

452
00:28:00,145 --> 00:28:03,505
business where I I can't really help you unless you have 3,000,000 of EBITDA. Like,

453
00:28:03,505 --> 00:28:07,160
I don't raise money for seed capital, and I don't, you know, do

454
00:28:07,300 --> 00:28:10,980
$100,000,000 EBITDA deals because that's gotta be a big bank in this financing.

455
00:28:10,980 --> 00:28:13,700
That's true. So I mean, like, a sweet spot, and that's my sweet spot. So

456
00:28:13,700 --> 00:28:17,395
what's a sweet spot for Sensei? I mean, yeah,

457
00:28:17,395 --> 00:28:20,995
I'm not gonna I'm not gonna share pricing, directly on

458
00:28:20,995 --> 00:28:24,695
a on a podcast. But what I yeah. But what I would say is,

459
00:28:25,155 --> 00:28:28,595
because it depends on the use case. I mean, essentially, we price ourselves as a

460
00:28:28,595 --> 00:28:32,360
usage model. Right? We wanna create value and share and the value that we

461
00:28:32,360 --> 00:28:36,120
create. We're not trying to, our goal, and this should be

462
00:28:36,120 --> 00:28:39,320
everyone's goal. Our goal is not how do I take a rake on the revenue

463
00:28:39,320 --> 00:28:42,919
that you're already making from your members. It's like, how can I raise the

464
00:28:42,919 --> 00:28:46,495
revenue that you're getting from your members because you're acquiring more members, because they're coming

465
00:28:46,495 --> 00:28:50,095
more often, or because we're we're lowering your charm? And if I can do

466
00:28:50,095 --> 00:28:53,715
that, share it with me. And so that's how we encourage,

467
00:28:53,855 --> 00:28:57,395
like, all of our customers, especially in brick and mortar, to think about this

468
00:28:57,455 --> 00:29:00,975
is let us raise your revenue. Now don't ask yourself how much is this gonna

469
00:29:00,975 --> 00:29:04,779
cost. It's like how much is it gonna make. In terms of infrastructure,

470
00:29:04,840 --> 00:29:08,679
that's the beautiful thing. You know, we've we've got partners

471
00:29:08,679 --> 00:29:12,440
that we've worked with in the past, including Intel, who with

472
00:29:12,440 --> 00:29:15,795
6 or 7 low cost cameras, I'm talking like $200

473
00:29:16,095 --> 00:29:19,695
cameras in a room, we can motion track everyone in that

474
00:29:19,695 --> 00:29:23,395
room. And the experience you might deliver doesn't have to be

475
00:29:23,455 --> 00:29:27,135
everybody suddenly in the room with their own earpiece listening to AI in the

476
00:29:27,135 --> 00:29:30,929
sky. Remember the super coach. Like, I could have 20 people on

477
00:29:30,929 --> 00:29:34,770
rowing machines in a dark room, and the coach knows to

478
00:29:34,770 --> 00:29:38,390
walk over to Pete and say, Pete, you're not pressing with your legs.

479
00:29:39,250 --> 00:29:42,450
You're opening your back too early. How did the coach know to walk over to

480
00:29:42,450 --> 00:29:45,865
you in the dark room? Because the Sensei saw you on the camera and and

481
00:29:45,865 --> 00:29:49,465
and directed them to you. So how do I increase the engagement between your

482
00:29:49,465 --> 00:29:52,905
coaches and your athletes so members feel like they had a more personal treatment and

483
00:29:52,905 --> 00:29:56,664
they're more engaged and they don't turn out? You know, that's a camera in the

484
00:29:56,664 --> 00:30:00,365
sky problem. Yeah. Without without naming a specific

485
00:30:00,424 --> 00:30:04,100
client, what is one of the best, you know,

486
00:30:04,880 --> 00:30:08,559
moments that you've had or say like, wow. Like, we took this club from x

487
00:30:08,559 --> 00:30:12,399
amount of, you know, retention to this amount of retention, or we've got

488
00:30:12,399 --> 00:30:16,085
these amount of people results in that. Like, even, you know, flattered me as, you

489
00:30:16,085 --> 00:30:19,705
know, knowing that that it's got deployed properly. Well, give give us, like, a takeaway.

490
00:30:20,325 --> 00:30:24,085
You know, privacy and recency. Right? I'm gonna tell you about something that happened

491
00:30:24,085 --> 00:30:26,805
last night. So we're I won't see who it's for, but for one of our

492
00:30:26,805 --> 00:30:30,630
customers, we're in the midst of consumer text. So we just literally have

493
00:30:31,030 --> 00:30:34,790
strangers off the street walking in who have no idea about the product or what's

494
00:30:34,790 --> 00:30:37,990
possible, and we just say, you know, you're gonna do a workout for half an

495
00:30:37,990 --> 00:30:41,750
hour and you're gonna tell us about that afterwards. And,

496
00:30:41,750 --> 00:30:45,535
you know, the metric that matters for us is net promoter score. How likely

497
00:30:45,535 --> 00:30:49,135
are you to recommend, the experience you just had to someone

498
00:30:49,135 --> 00:30:52,975
else? And right now, the net promoter scores are all nines and

499
00:30:52,975 --> 00:30:56,815
tens. Like, that's the moment for me. And that's on

500
00:30:56,815 --> 00:31:00,550
a you know, for the customer, that's for an experience where we're saying,

501
00:31:00,550 --> 00:31:04,390
like, this is the price of admission baseline experience that you should deliver

502
00:31:04,390 --> 00:31:07,990
that will raise the bar in the industry, and then you can do this and

503
00:31:07,990 --> 00:31:11,670
this and this and this and this, but the baseline experience has an NPS

504
00:31:11,670 --> 00:31:15,515
of 9 or 10 so far. And I knew that, but I

505
00:31:15,515 --> 00:31:19,035
love hearing it. I I love having videos of consumers kinda sitting

506
00:31:19,035 --> 00:31:22,635
sweating, you know, telling you, how much they

507
00:31:22,635 --> 00:31:26,015
enjoyed that experience they just had. So that makes me super bullish,

508
00:31:28,240 --> 00:31:31,920
on where things are going. So in the interest of time, because we

509
00:31:31,920 --> 00:31:35,760
wanna give people, you know, a little teaser here, we'll close. But what I wanna

510
00:31:35,760 --> 00:31:39,040
just articulate is when you go to a trade show as a

511
00:31:39,465 --> 00:31:41,865
not to you, but to to the audience. So when you go to a trade

512
00:31:41,865 --> 00:31:44,745
show and you walk around, I want you to think about it as going to

513
00:31:44,745 --> 00:31:48,284
a weapons trade show, and these are all weapons. There's technology

514
00:31:48,424 --> 00:31:52,200
weapons. There's physical weapons. There's, you know, coaching and

515
00:31:52,200 --> 00:31:56,040
staffing. But but everything's a weapon in in deploying for your success.

516
00:31:56,040 --> 00:31:59,480
And I think, you know, you're kind of like the central nervous system, if you

517
00:31:59,480 --> 00:32:03,160
will, of that connectivity as well as kinda like the

518
00:32:03,160 --> 00:32:06,835
CIA at the same time of of your members, you know, movement

519
00:32:07,055 --> 00:32:10,655
and, coaching intelligence. So we're gonna we're gonna trademark the

520
00:32:10,655 --> 00:32:14,495
entire podcast here. And, love what you're doing, and I'm

521
00:32:14,495 --> 00:32:18,095
glad the industry has finally kinda gotten to a point where

522
00:32:18,095 --> 00:32:21,940
everyone's listening, and there are people now deploying. And I think

523
00:32:21,940 --> 00:32:25,700
it's now understood that this is mandatory. It's not optional, and

524
00:32:25,700 --> 00:32:29,000
it's not going away. So thank you for your

525
00:32:29,059 --> 00:32:32,660
contributions to the halo sector. We'd like you to use the term halo as

526
00:32:32,660 --> 00:32:36,375
much as possible. And we are creating a halo effect, and you are scaling the

527
00:32:36,375 --> 00:32:39,735
halo effect. So appreciate what you're doing, and it's great to, talk to you about

528
00:32:39,735 --> 00:32:43,035
this. Awesome. Thanks for your time. Thanks, man.