Episode #554: Entrepreneurial Drive and Innovation-The Story Behind the Stallworthy's Your Reformer

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

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partnership with the Prospect Wizard. And when I say

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wizard, I mean wizard. Obviously you have a website.

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This allows you to convert your website traffic visitors

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

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

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voicemail immediately. Goes to you, your sales team or anyone else in the

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club instantly. MIT shows a study that if you contact

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

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times that of the average. We got the Atlanta clubs on

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it. Vita Fitness, Gold's Gym, Mountainside

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City Fitness, Philly, College Park. Become one

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of the next Halo companies to deploy the Wizard.

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It's easy to use. Go to the prospectwizard.com

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get a free 30 day trial. Talk to my boy Dave Gallen. He will get

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you all set up and let the leads flow based on the

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Wizard. Go get him.

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This is Pete Moore on Halo Talks nyc. I have the pleasure of

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bringing to our podcast Emma and Ben

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Starworthy from Melbourne, Australia. I know the full

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waltzy Matilda from my Katiki Tour back in

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1993. We are going to talk about pilates, we're going to talk

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about Australia, we're going to talk about the Internet and we're going to talk about

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running a family business. So welcome to the show.

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Thanks, Pete. Great to be here. So shout out to

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Brian for Brian Anderson for hooking us up. And

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you know, it sounds like you guys have been, you know, serial

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entrepreneurs, always have big business ideas since your

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childhood. So you want to take us through, you know, that itch and now

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what's being scratched? Yeah, the itch has definitely

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been there. There's no doubt about it. I was fortunate at the age

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of 22 to buy a rundown health club. So I got the

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opportunity to purchase that club and yeah, it was extremely run down.

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I was actually with Em at the time. So she's been on the journey right

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from the start. And yeah, from that

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rundown health club, we worked together, we built it to six

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clubs through a lot of innovation and doing a lot of things ahead

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of time and we exited

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that health club. We're very fortunate. There's a lot of different stages

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along the way of that journey. It's been a few itches

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scratched along the way. I mean, there's definitely that entrepreneurial spirit

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innately. We've had laser skirmish businesses and we had a

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farmer's golf business and we had a lease that was gonna be a bar and

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a restaurant. So we've had lots of things along the way

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that we've learned to laser focus in on, I

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guess, one core thing and do one core thing really well. So

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Ben's learned to be restrained in that regard. But I think when we've launched

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Euroformer, the sky's the limit. We can

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dream big. It can be a global business. When we had our chain of

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gyms, realistically, you're looking at a 5 to 10 kilometer radius in

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terms of your catchment realistically around there. So that's

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limited in terms of where what you can dream. So it's been

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really exciting on this journey. I definitely wouldn't describe myself as an

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entrepreneur. I thought I would be in the corporate world and climb the ladder

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and that Ben talked me into joining the business and

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I've learned to take risks and

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enjoy the journey and haven't looked back since. That's great.

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So, you know, by I was saying this earlier today, but,

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you know, experience is what you get when you don't get what you want is

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what one of my mentors said to me a very long time ago. So,

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you know, when you jumped into this health club opportunity, did you have

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a vision for, you know, what was going wrong or,

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you know, were able to kind of identify quickly what the levers

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were and maybe talk about how much confidence

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you started to gain, you know, as a couple and as a team

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going in and saying, look, I could diagnose what the problems are. I also know

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how to execute, not on PowerPoint, but actually know how to make change

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quickly. And that kind of gave you the confidence to start to jump into some

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of these other opportunities. Because she understood that, like, okay,

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this is kind of like a case study. And if I can nail the case

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study, then, like, it gives me more confidence to do next ones.

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Yeah, absolutely. I think the first thing, Pete, I mean, the club was losing

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$10,000 per month. It was completely run down. So

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even just doing things like a paint job and getting some things

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improved in the facility, I only had three months of working capital, so I

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didn't have a lot of time on my side. So I had to get things

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moving quite quickly. Fortunately, there was a great team in place.

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We had a team of about 15 team members at the time. And

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for the 13 years we had the health clubs, we still had six of those

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original founding team members. So for me, it was about

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how do we upskill the team to get the most out of their day, where

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do we need to focus our time and then ultimately listening to the

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members. All of our inspirations really come from what our members need, what

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they want. How do we keep reinventing the clubs? What one of the main things

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we did was back in 2010 seems a long time ago now. We went 24

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7. Our membership went from 900 members to 1500 members

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within three months. So we really saw that demand

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and where they could take the clubs and constantly. Yeah, yeah.

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That gave us the confidence, I guess, to know that, you know, we were good

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at execution. So it was just about making sure that you recognize

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what the trends are. What are you seeing, what's going to work in your

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space? What do you ultimately customer centric,

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focused, you know, what solution are you solving for them? And that's been something

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that we've continued along into this business as well. And then that

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team piece that Ben mentioned, again, learning

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and developing as leaders and as managers and then creating a

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high performance team. So it's been exciting with your reforma to start

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fresh and really bring together some amazing

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people who have a shared vision

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and objectives of the business and then, you know, to be able to achieve great

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things together. So one question I have would be, are

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you changing it to 24 7? Do you think those 600

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incremental members that resonated with them and they actually used

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it, or just the fact that that option value was there kind

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of created a different view of the value,

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you know, price to value. It's definitely a mixture of both. Without

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doubt. The value proposition definitely changed. We took away the excuses and the

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barriers at that point of making the decision.

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And I think it was, you know, people want to be onto something that's

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trending. Right. It's like, wow, you see that 247 gym that's open up.

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So it definitely created a bigger radius for our

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clubs than a traditional 5 kilometer radius. People will prepare to travel because

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obviously we're open, we're available. Yeah. So I hope that

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answers the question. And did, did you keep the. The. The same

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name or did you change the name when you bought it?

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We just added the 247 to it, so. Oh, sorry.

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When we went 24 7. Yeah. So we'll Pinnacle Health Clubs. Yeah,

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we kept the same name right. From the start and. And you sold it to

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a company called Viva Leisure. Was that deliberate?

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Did they come to you? How did that evolve?

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Yeah, it wasn't deliberate. That wasn't actually,

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you know, we're looking to continue to grow. We're up to six health clubs, all

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successful. And we started going down a process

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of what was next. Do we need a raise? How do we get to

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10, 20 locations? So we bootstrapped the whole thing and

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then going through that journey, come across Viva Leisure, and they were aggressively

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growing and they were on a different journey of going, wow, we need to get

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into Melbourne. We need to get into Victoria. There's a great chain there. We

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started conversations with them when we were introduced to them through

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someone that was supporting us. And that was prior to

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Covid. Things started moving quite quickly. People were quite interested

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in our group. And then Covid, of course, hit. So we had a false

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start there. We reopened after six months. Conversation

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started again. Melbourne locked down again in two weeks. And

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we're like, okay, well, that's probably off the cards. So we just focused

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on making sure our clubs were as strong as possible during that time. We

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had a really, when I say a successful Covid period, it really

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was successful. Australia was quite fortunate with some

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of the initiatives from the government and we're really able to leverage that to keep

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our team working and really contributing to supporting the business.

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Post opening for the third time, Veeva did come back and

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eventually we negotiated terms and things moved quite

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quickly from there. They're a great company to deal with and they still are.

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

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this 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 one month

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free or giving away shakes or giving away T shirts.

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What you want to do is build a rewards program that lasts,

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that 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 going to get those answers, you're going

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

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

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

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their monthly dues and to be rewarded properly

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for the actions. A lot of companies are cutting back on rewards. You shouldn't

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be. Promotion Vault, your answer, trust me, this is real.

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You know, one of the takeaways, and my day job, besides doing the

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podcast here and, and some professional education, is

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mergers and acquisitions. And, you know, when you have a company

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like Viva that has a stated growth plan

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that wants to be in your market and wants to buy you,

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they have kind of like a Limited

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timeline to say, okay, you know, we'll transact with you as

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quote unquote, the platform in Melbourne. If they bought someone

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else, you know, they might not come back to you at the same price. They

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might not want to talk to you anymore because they feel like they've accomplished, you

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know, their, their land grab if you will, and have some,

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some, some assets in the ground. So can you talk about. And,

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and what I usually say is when the big 800 pound gorilla comes around, you

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know, wherever you are, you know, try and get a deal done because there's a

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finite amount of capital and if they're a strategic partner,

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strategic buyer, they might only be strategic one time

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and that's when they want to buy and not when you want to sell. So

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can you give a little bit of insight into that? Your gut said,

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hey, I'm not going to let this fish off the line, if you will, as

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an analogy. Yeah, I think, I mean to take a step

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back, we did so much work on our model and what we wanted to be

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as a company. So we positioned in, you know, we're a full

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service club but we really chase yield in our clubs and they come

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from our personal journey really like if we, if we take a step back.

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How we found Reforma Pilates, first of all to modality was through our

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fertility journey and that's when we first

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found Reforma Pilates. Yeah, I mean there's the long list of benefits

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to so many people, those consistent Pilates practice and I've got

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my own personal story with that. But through

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that awareness we wanted to kind of be able to bring that and we knew

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our demographics, our customers, our members would

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really receive that. Well in Australia, Reforma Pilates was starting to

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really have a growth trajectory as well. And we knew people were having

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pain to go to a studio down the road and paying for their

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heat program as well. And we wanted to be able to bring it all on

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one umbrella and not lose people, but then also be able to provide

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an affordable membership. So we created, I guess boutique

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brands because the boutique element of it was important to the experience.

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So boutique brands under the overarching gym brand

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and then offer a studio membership. So we had a unique model that we're seeing

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so much more now in the fitness industry. But you know, this is going back

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sort of seven, eight years now that we introduced it, maybe longer.

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So we knew we had something that was a little bit different,

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some learnings that Viva Leisure could look at from a

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strategic sense as opposed to just ideal locations that was

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Making profit that they could plug into their business. Was it

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Pilates, a separate entrance or was under your,

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your Pinnacle door? It was, it was, it was

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within Pinnacle. That was made a separate boutique within

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Pinnacle. So yeah, that did have a separate entrance within club. It had

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a separate brand and feel and aesthetic. Like when you walked in, a different

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smell even. We really wanted it to be a different vibe

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from the overarching other spaces.

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It had its own zone. Just to give you some numbers on that as well,

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Pete, just for anyone listening, we originally had

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launched a small group training program in all of our clubs. And we see that

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a lot now in the industry, right. And everyone's chasing yield, how do we get

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it? So we did a small group training program that we could integrate roughly about

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six and a half percent of our membership base. So for a 2000 member

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club, we had 130 members in there paying sort of 40, $50 per

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week. You know, that was still really healthy for that program.

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But when we incorporated wellness so that being with formal Pilates

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and yoga, dedicated studios across three of our

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clubs, but then reformer across all of the clubs, that integration went to

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30% of all of our membership. So just having

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that additional wellness element brought in a brand new member to the clubs

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that we'd never seen, had been living in the area. And then some

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of our payers that were some of our foundation members, they might have

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been on, you know, some of the lowest rates were prepared to pay

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40, $50 per week to now have access to what they saw as

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their future training program. To go back to your question though,

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about the acquisition and not wanting to lose it, it

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might not be coming back around again. You're right to the point. So, you

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know, we had this and we were confident in our negotiations with them

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because we knew our model and the numbers and what was

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showing up. So therefore we were also comfortable with

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it, not with them walking away and

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us continuing to grow in a space that we felt there was a lot of

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opportunity in the fitness industry coming of COVID lockdowns here

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in Melbourne in particular. But you've got to be able to put your personal

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attachments. There's a lot of personal attachments to your business, to your

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baby and look at it as a commercial. So what,

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you know, make sure you're equipped with the right advisors around what is

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a realistic valuation that

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you can, you know, have some wiggle room in negotiation to

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move with and then be able to know what's my bottom, what would I

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walk away from, what am I comfortable with? So you can then go in there

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and be comfortable with either decision and have no regrets. That's great.

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Yeah. I always say you gotta negotiate from a position of

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strength. You also gotta look at it unemotional. We've done

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deals with owners that, you know, miss the first opportunity and

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then, you know, things unravel sometimes

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after that because you don't have as much confidence in your business. You think,

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you know, get a little bit wary about whether the buyer is going

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to try and tie you up and then, you know, undercut the deal.

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So the first bite's usually the best. One

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to stay present too. I think you start to picture what your life

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could look like if you didn't have this business or if you had this

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exit plan. It's very easy to do that. And so that I think

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that's part of also, if it doesn't come through, really hard to

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come back from. Yeah, yeah. So. So once that transaction happened,

261
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you sold everything to them. Will you still retain some of the reformer

262
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part of the business? Everything? Yeah. All

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six health clubs got it. Yeah. 100 team members

264
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handed over. Yeah, got it. And then from a

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non compete standpoint, and I'm not sure how things work in Australia,

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but what you do talk about what you're doing now and how that is

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not tripped up by your, you know, the sale.

268
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Yeah, so our non compete was more based around

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opening up bricks and mortar facilities, you know, not competing, going open up

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a health club or consulting to local competitors and things like that.

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So yeah, really what we've gone and created, we're not

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opening up bricks and mortar facilities. You know, we're a manufacturer

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of a product, we have digital solutions and yeah, we more

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obviously chat a bit more around that, but it didn't compete with Fever.

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Now when you take a look at the Pilates and you know, class

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pass came out and said that Pilates was a top 20, 24,

277
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you know, workout. I don't think you get through a trade show without

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four or five, you know, new Pilates machines and different,

279
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you know, you know, digital subscriptions.

280
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So what's a special sauce that you say, hey, look, our

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machine is based on xyz, our content,

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our commitment to the product, which I don't think some people

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take into account, you know, that some early stage manufacturing

284
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businesses of equipment like you also have

285
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to bet on the fact that they're going to be there for maintenance, for content

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creation, you know, for ongoing support for a community

287
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instructor. So how have you kind of position that and how

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is, how did you kind of Rewire your brain, if you will,

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to say, hey, all that human interaction that I had at

290
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Pinnacle and Pinnacle 247 with the people

291
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that worked for you as well as the members, you know, you. That was

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basically, you kind of wore that brand as like on

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your sleeve and they had confidence in you. And now you're kind of saying, well,

294
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you know, now I'm selling you a device. So talk about, like, how you've been

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able to kind of manage through

296
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digital is not necessarily human, but

297
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I can push that through content or I could kind of create a

298
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community, even though I'm not

299
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beating heart in front of you. Do you want to start off?

300
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Yeah. I mean, I still think it is from our beating heart. I

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mean, a big part of why we're successful is

302
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the way we communicate, the way we engage

303
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a community. So, yes, we sell hardware, we sell

304
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products, and we sell digital software as

305
00:19:05,540 --> 00:19:09,340
well, but we, we sell solutions. So

306
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from a D2C perspective, we bring the studio

307
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offering to your home. From a commercial perspective, we provide

308
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a range of different solutions depending on the business model. And

309
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it all comes from what,

310
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I guess, needs the customer has and what, what problems

311
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it's presenting for them that we are solving, you know, and I think

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because we are so innately

313
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attracted to, or I guess passionate about

314
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Pilates and the benefits that that can provide

315
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as that combines so beautifully with the business

316
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acumen that we have and the model, the robust model that we've built

317
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to continue to talk

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to our core customers in a way that some

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others are not. And are you provide. Are you

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selling into clubs as well as selling into the home?

321
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And do you feel like you're like maybe the wholesale channel, if

322
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you will, is more of an extension of who you are. And

323
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knowing that this, what you've, what you've, the success you've

324
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had by putting a group exercise boutique inside of a

325
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club, that you're basically replicating that and scaling it

326
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from what you learned and what you built before. How's that for

327
00:20:30,670 --> 00:20:34,310
a long winded question? Okay.

328
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We'Ve got it. There's different models that we see. I mean, we're

329
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supplying to eight of the ten major gym chains here in Australia now. And

330
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each of those gym chains will have a slightly different variation on

331
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what reform Pilates is for their community. So some will

332
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be full on demand, where we'll have our reformers and what we call our

333
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kiosk, and they'll come in. Some of our facilities will

334
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have 20, 24 units in a separate part of the gym. People

335
00:21:01,810 --> 00:21:05,010
will pay an additional five to ten dollars per week to access that space

336
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and those members unlock access to unlimited Reformer Pilates. So

337
00:21:09,730 --> 00:21:13,450
then we've got smaller like you think of a Snap Fitness even during like

338
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we supply to Snap Fitness here in Australia and it's been really successful

339
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for their network. Some snaps are bigger, some are smaller. The smaller ones

340
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finally have two to four machines with the kiosk. Then some of the

341
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biggest snaps will have a full studio offering but then run it as a hybrid

342
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and run the digital outside of the classes. So yeah, really

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it's depending on the space they've got available. What

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we've been able to create is we've been able to make reform plays accessible for

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any facility. Whether that's two machines, one machine

346
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or 24 machines. That's now an option.

347
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Yeah, and a follow on question that I've been preaching for like 10

348
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years that a health club is effectively an equipment

349
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church showroom and that at some point there should be a QR

350
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code that says you want to buy this piece of equipment for your home, you

351
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know, click here on this QR code or scan this and

352
00:22:05,710 --> 00:22:09,430
you know, they basically become your distributor. Have you seen

353
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any of that as a potential even like cutting the

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club in on some kind of sale price or like

355
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leveraging that relationship or. Is that great idea Pete? But

356
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that just. It's not how it happens. I mean it's a great idea Pete,

357
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but yeah, at this stage it's not something that you know, we're focused on.

358
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But there's definitely, don't get me wrong, exposure definitely

359
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supports brand awareness for sure. But

360
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what we're finding, I mean it does depend on the region. So you know, there's

361
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from a home market perspective there's lack of accessibility

362
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to start particularly in Australia. It's a large country but you've

363
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got very dense pockets in metro. But then we have a lot of people who

364
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live regionally who can't get to a studio or can't get to a gym nearby.

365
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So that can be of having something that can be in their home that they

366
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can do is, you know, has been life

367
00:23:00,900 --> 00:23:03,900
changing for them. But in the metro cities

368
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where you've got plenty of options, the feedback we get from our customers

369
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there is that they actually like having the convenience of it at home,

370
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but they still want that in studio. They'll still go to

371
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their gym or their studio once. Like to call it a die hard. If I

372
00:23:20,100 --> 00:23:23,540
think about someone like me who has two little children at home,

373
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busy working as well, juggling career, juggling family Everything. It

374
00:23:27,980 --> 00:23:31,260
can be very difficult to get to as many classes as I would love to

375
00:23:31,260 --> 00:23:34,460
get to or that I used to get to before I was a mum. So

376
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I can get to my one that it's my ride or die. That's the time

377
00:23:37,220 --> 00:23:40,820
I get to and then I can supplement it and stay consistent and still get

378
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some amazing results and benefits from it with having it at home.

379
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This is Pete Moore. Here's the last tip for you of the podcast.

380
00:23:51,790 --> 00:23:54,750
We are partnered up with a company called higher dose

381
00:23:54,910 --> 00:23:58,270
higherdose.com they are the leader in

382
00:23:58,510 --> 00:24:01,390
workout recovery products. Infrared technology,

383
00:24:02,189 --> 00:24:05,710
LED light masks, neck enhancers and

384
00:24:05,870 --> 00:24:09,550
other products such as PEMF mats and sauna

385
00:24:09,550 --> 00:24:12,830
blankets. If you have not gotten on the workout

386
00:24:12,830 --> 00:24:16,210
recovery train yet, your time and your stop

387
00:24:16,370 --> 00:24:19,930
is now. You got to get these products in there before these workout

388
00:24:19,930 --> 00:24:23,170
recovery and spas end up saturating your market.

389
00:24:23,490 --> 00:24:27,090
Having your members walk out of the club and going into one of their locations

390
00:24:27,090 --> 00:24:30,730
for 200 bucks per month where they're paying 39 to

391
00:24:30,730 --> 00:24:34,570
you. Let's become an expert in workout recovery. If we

392
00:24:34,570 --> 00:24:37,890
are already an authority in workouts, Higher dose,

393
00:24:38,290 --> 00:24:41,990
check it out. There's a wholesale code and we look

394
00:24:41,990 --> 00:24:45,270
forward to helping you augment your products and services

395
00:24:45,670 --> 00:24:49,510
to meet the demands of your members. And hey, let's get people

396
00:24:49,510 --> 00:24:53,310
happy, healthy and sweating. And the recovery should be

397
00:24:53,310 --> 00:24:54,550
just as good as the workout.

398
00:24:58,470 --> 00:25:02,110
You know, during COVID I spent a lot of time on my, my soul

399
00:25:02,110 --> 00:25:05,750
cycle bike Pilates. You know, equipment during COVID

400
00:25:06,580 --> 00:25:10,100
was not really as, as prevalent as it is now, obviously.

401
00:25:10,340 --> 00:25:13,540
How do you feel about, from, from a,

402
00:25:14,340 --> 00:25:17,900
from equipment that's at the home to results and

403
00:25:17,900 --> 00:25:21,500
motivation that can be done by yourself. Where does the

404
00:25:21,500 --> 00:25:24,580
Pilates machine kind of rank if you want to like force rank

405
00:25:25,300 --> 00:25:28,820
in that? I have no idea what the answer could be to this, but I'm.

406
00:25:29,140 --> 00:25:32,980
That's why I'm asking the question. And we'll have our instructor.

407
00:25:34,620 --> 00:25:37,860
I mean, for me, where it ranks is it depends on where that person is

408
00:25:37,860 --> 00:25:41,500
in life, right? Because there's a certain person that

409
00:25:41,660 --> 00:25:45,380
really, really could benefit more from reform of Pilates. And I saw that

410
00:25:45,380 --> 00:25:48,060
through our journey to fertility as an example.

411
00:25:49,500 --> 00:25:53,300
So, yeah, I think it depends. I think the people that we see the

412
00:25:53,300 --> 00:25:56,940
most in our community, they really need Reforma Pilates. It's a

413
00:25:56,940 --> 00:25:59,300
massive part of them. But in terms of using it, I think part of what

414
00:25:59,300 --> 00:26:02,820
you're asking is will they use it at home, how do they stay motivated and

415
00:26:02,820 --> 00:26:06,400
that sort of thing? I think, you know that that is not any

416
00:26:06,400 --> 00:26:10,240
dissimilar to any other piece of equipment in terms of engagement with challenges and

417
00:26:10,240 --> 00:26:13,560
giving them, you know, taking the thought out of what should I be doing today?

418
00:26:13,560 --> 00:26:16,840
We have a range of lengths of classes in terms of time,

419
00:26:17,000 --> 00:26:20,600
range of options. We've got physio, physiotherapist

420
00:26:20,600 --> 00:26:24,440
led classes that can cater for different injuries or different stages of life, et

421
00:26:24,440 --> 00:26:28,120
cetera as well. So sort of we try to have enough for everyone. But then

422
00:26:28,680 --> 00:26:32,200
I think the unique thing about Reformer Pilates specifically

423
00:26:32,360 --> 00:26:36,090
is that people find that it's so varied

424
00:26:36,090 --> 00:26:39,730
in what you can do. There's so much variety in every

425
00:26:39,730 --> 00:26:43,490
single workout when you turn up and the feeling

426
00:26:43,490 --> 00:26:47,250
of empowerment and that kind of mindfulness improvement that you

427
00:26:47,250 --> 00:26:50,170
can get from the movement as well. Kind of all couples to kind of really

428
00:26:50,170 --> 00:26:53,810
drawing you back each time. And also we're

429
00:26:53,890 --> 00:26:57,730
design led with our equipment. We want it to be a pride

430
00:26:57,730 --> 00:27:01,450
of home equipment that you have there. So people are really proud of

431
00:27:01,450 --> 00:27:05,010
this piece and they think about this space and create more of a haven.

432
00:27:05,230 --> 00:27:08,910
So again, drawn to having that me time to allocate it to them

433
00:27:09,070 --> 00:27:12,230
in their home to keep going back to. We haven't had that kind of story

434
00:27:12,230 --> 00:27:15,150
where you used to hear that treadmills become your clothesline.

435
00:27:15,790 --> 00:27:19,550
That's not what we're hearing with the Reformer. Yeah, gotcha,

436
00:27:19,550 --> 00:27:23,390
gotcha. Well, we can talk for a long time, I'm sure. But

437
00:27:23,390 --> 00:27:26,670
in closing here, any quotes or

438
00:27:26,670 --> 00:27:29,470
entrepreneurial takeaways that you can

439
00:27:30,030 --> 00:27:33,230
expose to us or, you know, how you've gone and become

440
00:27:33,790 --> 00:27:37,470
successful serial entrepreneurs and you know, stay married and

441
00:27:37,470 --> 00:27:40,190
have kids and you know, parameters maybe,

442
00:27:42,590 --> 00:27:46,030
or no parameters would be like, look, we're on life and we're on business like

443
00:27:46,030 --> 00:27:49,870
24 7. Like free, you know, free, free will, whatever. We want to

444
00:27:49,870 --> 00:27:53,590
talk about it. Okay. I mean,

445
00:27:53,590 --> 00:27:56,630
one thing that I've always been big on is it's not what happens to you

446
00:27:56,630 --> 00:28:00,190
in life, it's what you do about it, how you come back from that

447
00:28:00,190 --> 00:28:03,870
situation. So I think Covid represented that best for everyone.

448
00:28:03,950 --> 00:28:07,670
And yeah, I think we have challenges on a daily basis as

449
00:28:07,670 --> 00:28:10,190
entrepreneurs, business owners, mums, dads,

450
00:28:11,150 --> 00:28:14,870
husband and wife. So it's all about, yeah, what

451
00:28:14,870 --> 00:28:18,510
you learn from that and how you come back from it. And I think for

452
00:28:18,510 --> 00:28:21,950
me it's really about what I've learned from this business in particular

453
00:28:22,110 --> 00:28:25,840
is it's cliche, but it's true.

454
00:28:25,840 --> 00:28:28,600
Finding what you're passionate about and if you can then

455
00:28:29,720 --> 00:28:33,000
build a business or a career out of what you're passionate about,

456
00:28:33,480 --> 00:28:37,200
that I have found has been the secret sauce in terms

457
00:28:37,200 --> 00:28:40,520
of motivation and pushing through. Awesome.

458
00:28:41,000 --> 00:28:44,480
All right. Pilates everywhere, anytime. The

459
00:28:44,480 --> 00:28:47,880
stalwarty family. Congrats on what you built, man. Look forward to

460
00:28:48,280 --> 00:28:51,970
seeing a Pilates machine here in New York City that I can

461
00:28:52,450 --> 00:28:56,210
jump on. And great, great work of the passion. Thank.

462
00:29:14,870 --> 00:29:15,420
You, Sa.