Episode #567: The Shift to Turnkey Fitness Tech: Spren's Evolution in a Demanding Market with Jason Moore

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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

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on 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 People on Halo Talks NYC have the pleasure of

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bringing CEO and founder of Spren Elite

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hrv who is a returning guest to our

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Halo Talks audience platform here. As background

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he's NASM instructor as well as several other accolades and

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certifications. Have about 3,000 coaches that he's trained in

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data and biomarkers. Over a million members have

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been exposed to his technology. He's going to

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talk today about some of his progress since we last had him on the show,

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primarily with Fitness on Demand which is going to launch

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here sequentially with our podcast launch. And

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Jason, welcome back. Hey, thanks Pete. Yeah, good to be here.

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Yeah, been, been a while. Lots going on. Yeah. So we like to have

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people back on to tell us that their business is still alive and thriving

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and that, you know, so the audience knows it takes a while to

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create value and you gotta stay in it to win it. So,

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so you are a case study for a, a high grit

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CEO going through Covid and coming out the other side.

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Oh yeah, amen to that. The past few years have been easy for almost

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nobody and we're still going. Yeah, yeah, so, so give people

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a little bit of a, you know, refresh here on,

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on where you guys are and how the evolution of software has

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happened since our, our last podcast. And Dave, we'll have in the show

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notes here the, the original podcast which is in the three

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hundreds and now up to the high five hundreds as a, as

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a check in on where you guys are. It's

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awesome. Yeah, totally. So people may recall if they'd

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heard the first one that our specialty is in developing these high

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tech Solutions that make it easier and cheaper

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to monitor the results of the body using just your phone.

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Camera, for example, we can do body composition analysis

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using just the phone. Highly accurate and

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comparable to a DEXA scan, which is the gold standard.

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That two years ago, I think when we talked, glass was more of a prototype,

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and now it's been in full production. We've had thousands and thousands of people

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using it and very happy with it. And we've partnered

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with a number of fitness operators and gyms and

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supplement companies and other things to really kind of help

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people move the needle on improving those numbers. And now

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we've most recently launched a platform that kind of

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makes it easier to roll it out to large memberships,

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basically. So that's been exciting. So over the

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last two years, if you can kind of hearken back, like, what have you

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learned from the market and how have you incorporated that into

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versions of the software as it's evolved?

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Yeah, yeah. This will be the first time I share some of these

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learnings, actually, is that we were really focused a

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couple years ago on building an SDK and an API

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where technical team who are building other types of software

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and tech could integrate our technology into those

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products and services. What we just found is that there's a lot

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of excitement around that, but the people's

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budgets and their priorities and things like that led to

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kind of long implementation timelines. And also, to be

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honest, this is not a judgment on any of our partners that we went live

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with, but we just do it a little bit better. We, we, we

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build a better user experience around our technology. And,

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you know, so basically we've shifted to saying,

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okay, if we can provide a turnkey solution that requires no

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dev, no development, no IT budget,

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etc. How will the market receive that? And that's

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going really well right now. And talk

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about, like, finish on demand as an example,

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what were some of the frustrations that they were trying to achieve?

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How did your software kind of dovetail into meeting

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those solutions? And how are you now

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kind of excited about that launch and what the potential opportunity

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is? Yeah, well, they've been great partners. Again, this

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is something we haven't really communicated publicly because we've been working together

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with them for a while on figuring this out. They're actually, I would

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say, almost ironically, a bit of a counter point to my

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previous statement in the sense that they have a strong tech team and they're

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building a lot of great software with fitness on demand. But

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also we're providing a few things, obviously the camera technology.

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So increasingly Their partners in the gyms that they serve

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are looking to measure body composition and show

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real, measurable results that they're giving their clients. And this is

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just part of the overall zeitgeist right now is that

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people want more personalized guidance that doesn't mean

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just what your music selection is. They want to know that

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it's working for their body. Right. And fitness on demand and

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their partner gyms that we're rolling out to, over a

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thousand gyms with are excited about the

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opportunity to do that with the phone. And so,

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you know, there's a lot of hardware options and their,

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their pros and cons to the hardware based solutions,

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but a lot of operators seem to be excited about the phone based solution

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that we offer. And from an education

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standpoint, either your fitness demand has a lot of

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counterparties that, that use their software inside of the clubs,

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whether that's for their, their video

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and on demand, or for inside the club and actually being

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able to put content up in the group exercise rooms

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while people are not, while there's not live

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classes going on. So when you think of them as a partner,

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what kind of gives them the authority to now do this

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from the club operator standpoint

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versus you going direct to the club operator? Yeah, it's

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a good point. I mean, they, they're an established player that has

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relationships with some pretty not

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operators. And so we're kind of going in together to make that

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a more seamless experience. But we also go direct

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to operators as well. So that's,

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that's part of the platform that we just launched, which is allowing

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operators both small and large to be

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able to roll out overnight to your whole membership. Accurate

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body composition analyses, personalized nutrition plans,

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and some more automated coaching features that engage members

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outside of the gy. And so

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that's been exciting to see because again, no real IT budget

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associated with it. And remind everyone here

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on the podcast the derivation of the name Spren.

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Yeah, sure. So it kind of harkens back to my and

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our team's nerdy roots within

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sci fi and fantasy. And to us

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it means essentially the embodiment of the human experience.

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But it's also short, easy to spell word.

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So you can find us@sprend.com and all of our socials are at

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Spren Labs. Gotcha. So, you know,

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obviously you went through Covid. Did you see a pop

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then when people, you know, were at home and actually trying to educate

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themselves, you know, when they had time or was Covid,

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you know, like a down period for you guys?

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I would say it was net neutral for us. Basically we

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had a long history of serving people who

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work out in gyms and in real facilities. And so

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obviously those people took a hit to their overall

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routine. But then we had a huge surge in digital kind of

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self led home wellbeing kind of interest.

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And then we've seen the same thing that everyone else has seen, which is a

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lot of people returning to the gym and going all in

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on in person again. And to be clear

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about exactly what you're providing. So I've got data,

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I've got biomarkers, explain to us

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exactly what that means and how it's being done through the phone

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and not through any kind of in person or any

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kind of blood testing or what have you.

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Yeah, yeah. So we do integrate with some blood lab

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providers as well. I think what you can think of us as is kind of

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a holistic view of what's going on with the member's body and their progress.

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But let's just use a typical example. So

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the, the biggest goal by far is still fat loss.

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When people are getting into fitness and wellness and

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fat loss is, you know, working out is an important

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component of it. But really it's also very dependent upon nutrition and

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diet. I'll just put a thumb tack in that and just

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remember that for a second. So typically when a member comes in,

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the first thing they want to do is understand their starting point. What is

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their body composition, what's their body fat percentage, how much muscle

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do they have, where is it on their body? And that's a great

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opportunity to put them in the right program, recommend the

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right, you know, services, products, supplements,

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etc. To them. And providers already see a

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huge percentage increase in member lifetime value by getting

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that body composition done, done up front. And then from

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there it's about guidance and accountability and progress

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tracking. And we offer tools that make that more automated

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and efficient for fitness providers so

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that it's kind of end to end life cycle of the member powering it

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all up.

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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 members

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without having to do zero down and one month free or

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giving away shakes or giving away T shirts. What you want to do is

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build a rewards program that lasts, that people value

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and that doesn't discount your own products and services. So here's the

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deal. There's something called Rewards Vault. The rewards vault is going

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to allow a member to set up their own profile. They are going

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to answer questions, you are going to get those answers, you're going to be able

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to target those members and you're going to reward them. Inside your club,

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

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spa, to get them to become loyal, to get them to pay their

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monthly dues and to be rewarded properly for

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

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Promotion vaults your answer. Trust me, this is real.

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Every software company we talked to says they own the data. Right? And

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I, I kind of realize that, you know, maybe you do, maybe you don't.

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Also, there's a lot of groups that are trying to, you know, say, like, I'm

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the central depository of everything, and the user

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interface is one I control or don't control. So

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where do you kind of see things leveling off or like,

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you know, is the, is the iPhone and, and Apple, like with your

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health app, is that like, is that the, is that the winner

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of like, aggregating data or is it going

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to be kind of splintered in different places? And

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how do you think about the business when you, you're like, pushing the data

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into something else versus being like the primary

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collector of that. I'm sure what I just said has, is not

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exact, but just like, give me like a framework. Yeah, well,

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I mean, we kind of. So I mean, ultimately the

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member owns their data is how we think of it. Like you,

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you know, you, Pete, or whoever's listening, you own your own data, you can

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delete it all or take it with you. There's a big trend

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towards data portability. So if somebody wants to leave and go do

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something somewhere else, they can kind of take their data with them,

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et cetera. That's also seen in the healthcare side of all this story as well.

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But I think ultimately, with the rise of AI

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and all this other stuff going on, is it kind of comes back

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to the fundamentals of, are you

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reaching people where they are? Are you delivering a great experience

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for the member so that they are engaged and

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getting the level of personalization that they need?

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And that's actually where the value from the data comes

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from their perspective. But then if they so choose

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to participate in bigger R and D

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efforts and things like that, the data does help unlock new

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innovation. And so that's kind of.

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Not all data is created equal. But we're very meticulous, let's

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say, about working with our partners and our members

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to, you know, have them if they want, opt in for research and

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help us improve our technologies. And just one

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example of where that's leading is on the camera. We started

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out with heart rate, then we developed respiration rate, then

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we developed heart rate variability analysis, then we developed full

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on body composition analysis. And all of that has

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been in collaboration and partnership with the community.

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And on the roadmap are things like blood pressure,

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VO2 max, and other things that we can get just from the

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phone. Gotcha. When you take a look at, I'm sure you

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do this in some capacity. You see you got a million data

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points, right. Over time, a million people that we've engaged with

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on the platform, and we've actually processed now over 5 billion

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biomarkers on the platform. Huge. So from a standpoint

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of looking at this, if I was like New York Times

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or something, let's say, and I'm doing an article on,

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you know, the, the, the, the health of, of,

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you know, the average consumer, let's say, and you're able to, I was able

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to give you like an age range, you know, would you be able

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to put together and say, look, you know, in each one of those, each

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one of those categories, you know, heart rate variability,

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like it's gotten better or it's gotten worse. You

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know, biomarkers, you know, the starting point for somebody entering a

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health club right now that's deconditioned has gone from, you know, X

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to Y. You know, like it's like a, Are you able, are there,

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are there like takeaways that you have? Not necessarily like how

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good your software is or how, how much information is provided, but like,

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are we getting healthier? Are we getting less healthier? Are we getting more obese?

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We getting like, what are some of the things that you could say? Like, I'm

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the only one that could kind of tell you this because I've got

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enough of a sample size that I could give you

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like a KPI over the last 10 years of what you guys

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have seen, which might be a leading indicator or

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a past indicator of what's really going on. Yeah.

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When we look back at the data, there's a lot of interesting

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data in there. I mean, one is you've seen also wearables doing this

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where you can start to detect illness before the person has

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any symptoms and things like that. So we've got leading indicators

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with HRV recovery, some really cool

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evidence about overtraining and recovery

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prediction in the algorithms there. But one I think that's really

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relatable to everybody is that the whole

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population is getting sicker and less fit and

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less healthy. But there's actually started to become

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a reversal in that trend and that

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has been largely driven by a small segment of the

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population and that is people who actually

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consistently go to the gym and consistently

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and, or consistently work with a coach, a qualified

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coach. And so across the whole

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spectrum, people who do one of those two things or both

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of those things tend to get far better results than everyone

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else. And within that

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there's one more drill down that's interesting to people. I think

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the people who focus on muscle, either building muscle and strength

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or preserving muscle through nutrition and the right diet and

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exercise plan tend to get far better results than people who

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focus on fat loss over the long term. And

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they actually end up losing more fat than the fat loss group

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and, and maintaining that muscle and energy and

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longevity and all of that stuff too. So those are just a couple of quick

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facts that are very interesting and we kind of build those

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into the guidance of the system as well. I would

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also think that, that those takeaways and maybe you

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know, further refined, you know, just verbal here, but actually

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on paper, if someone was building a new health club

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as an example, and I was on the phone with a guy yesterday,

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yesterday on Friday who sent me his,

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his floor plan and he sent me his, his

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equipment purchases and I said to him, I

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kind of think you might be over, over cardioizing this

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place and you should probably put in more Olympic

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squat racks instead of like these four treadmills. Are you seeing

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the clubs that you work with or the groups that you work with kind of

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using your data, whether they know it or not, that, that this is kind

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of a takeaway that they're now absorbing to basically like

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modify their business model. Yes,

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yes. Yeah. So I mean ultimately you can kind of think about

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there being a few buckets of somebody who's trying to go on

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this like the members perspective. Right. You could go to what we

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kind of have called a gym historically where you go in and you kind

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of do your own thing. Right. Like you one stat

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that's interesting there is that around 80% of

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people who go to a gym and do trained on their own

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are following a program that they either found online or they're watching

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on YouTube or something like that. Right. So the numbers are

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staggeringly high of people getting these

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third party guidance and club operators

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are starting to see the opportunity to say they can be a part of that.

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They don't have to be a passive player in that. And so anyways, to get

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more Directly to your question is basically

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self guided training, personal training, then

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there's group classes and group, you know, instruction

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and then kind of some flavors of those small group, etc.

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But then this final option is becoming more and more popular of

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people kind of following these programs that actually walk you through the

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gym in real time and provide

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workouts that flow in that facility. And

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so that's something that, you know, we've been a part of helping

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in some places and something that we're interested in doing more of or helping

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with. But in order to structure the, you

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know, the layout and the facilities around

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that takes a bit of intentionality. And so

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it's, I would say it's an early trend.

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

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We are partnered up with a company called Higherdose.

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Higherdose.com they are the leader in

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00:21:08,840 --> 00:21:11,800
workout recovery products. Infrared technology,

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00:21:12,520 --> 00:21:16,040
LED light masks, neck enhancers, and

337
00:21:16,200 --> 00:21:19,920
other products such as PEMF mats and sauna

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00:21:19,920 --> 00:21:23,160
blankets. If you have not gotten on the workout

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00:21:23,160 --> 00:21:26,590
recovery train yet, your time and your stop

340
00:21:26,750 --> 00:21:30,310
is now. You got to get these products in there before these workout

341
00:21:30,310 --> 00:21:33,550
recovery and spas end up saturating your market.

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00:21:33,870 --> 00:21:37,470
Having your members walk out of the club and going into one of their locations

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00:21:37,470 --> 00:21:41,110
for 200 bucks per month where they're paying 39 to

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00:21:41,110 --> 00:21:44,950
you. Let's become an expert in workout recovery. If we

345
00:21:44,950 --> 00:21:48,270
are already an authority in. Workouts, higher dose,

346
00:21:48,750 --> 00:21:52,370
check it out is a wholesale code and we look

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00:21:52,370 --> 00:21:55,650
forward to helping you augment your products and services

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00:21:56,050 --> 00:21:59,850
to meet the demands of your members. And hey, let's get people

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happy, healthy and sweating and the recovery should be.

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Just as good as the workout.

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And would you say from a standpoint of where you

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are today versus where you were five

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years ago, is there a willingness to

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pay for your service?

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Is there an understanding now? Because the health club and and

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halo sector at large has not really been a

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high user of

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technology from a standpoint of actually like optimizing it as

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well as, you know, willingness to pay because they view

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as an expense mostly unfortunately, and not necessarily get investment

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in their revenue or in their relationships. Have you seen any

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kind of tidal wave shift or at least like a

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modification where someone's like, hey, I know what this does. I know

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it's going to keep my members longer. I know it's going to make my trainers,

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you know, smarter. I know that those two things are extremely

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important for me to run a successful business. And I'm willing to pay you

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what you ask me to pay or. And not

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necessarily whatever you say. I'm going to try and negotiate it down 50%,

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which is. I used to run a software company, so I know how that sales

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cycle is. I know when someone's going to pull a trigger

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and also know that they get nosebleeds at levels that are

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ridiculous. Like if I say I need 300 bucks a month or 500amonth,

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and they're like, oh, it's way too much. You know, it's like, well, stop

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thinking about what it costs and start thinking about what it. What it achieves.

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Yeah, no, exactly. Well, so I think incentives are everything.

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Right. And I think basically the title shift

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has been that members are willing to pay for it. So

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that makes it a lot easier for operators because

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we have kind of two models. Either the member can pay us directly

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and there's actually no cost to the provider

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and we collaborate with them on that front, or they

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can roll it into premium or upsell tier in

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their offering and then they would pay us

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directly. So we find that it just kind of takes all the friction

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out of it because members are demanding it. They can roll it out overnight to

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their whole community. And the cost is basically. Usually

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it pays for itself within the first 30 days when we roll out. Nice.

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00:24:29,550 --> 00:24:33,390
Nice. So, well, thanks for the update here. I'm

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glad things are going well and look forward to launching

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his podcast with the. With the announcement Fitness on Demand, as well as

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the other large franchisor that you. That you referenced earlier,

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which we'll keep as a breaking news for the, for the show notes,

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any quotes or any, you know, learnings or, you know, you said you

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grinded it out just like everybody else that, you know, kind of keeps you. Keeps

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you moving here and motivated. I mean, I, I'm a little biased because

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I was a coach, I was an operator. I helped open gyms and run

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gyms. And gym is, I think, a naughty word these

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days in some circ circles, but I think

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studios and clubs. But

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anyways, what keeps me motivated is actually being there and

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seeing the members. They're grinding it out every day

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to try to improve their health and fitness. And so if we could just

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make that a little bit easier and engage them a little bit more and help

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them at home, too. That's a big piece that we didn't touch on too much.

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But we can help people at home because there's only.

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If you go to the, let's say the club or the studio, five

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hours a week, that means there's 163 hours that

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00:25:44,410 --> 00:25:48,210
you're not there per week, and it's really hard

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to undo the damage of all that other time in those few hours you have.

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So we have tools for that that I'm really passionate about. So,

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anyways. Awesome. Yeah. All right, well, you heard it from Jason Moore

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at Spren. Get your act together and get on

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the bio markers and intelligence that you

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need to keep your members fit and help get results. Thanks for

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coming on. Awesome, Pete. Yeah, appreciate you.