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and the reviews and articles about them. The great thing about our platform is that we collect ratings and reviews right away and get feedback in real-time, so we know straight away if something isn’t on par with the ClassPass brand. Our ambassadors go to classes, but we also trust our users to feed back to us.

What is your studio empowerment programme? Our belief is that fitness isn’t just about going to the gym, so our focus is on exploring and creating a way for people to connect with whatever moves them. To create that connection, our focus has been on building a strong network of partners – and with that in mind, we actually invest resources in our studios. Through our studio empowerment

programme, we’re now providing pre- payments to select studios to help them open their next location, creating more successful studio owners and more opportunities for people to attend classes.

So how does ClassPass make money? Our members pay us a monthly membership fee. From this, we have various contracts with each studio in our network, and we make a payment to them each time we bring an attendee to one of their classes. We’re also working on other

revenue streams, as we believe there are a lot of services we can provide given the high levels of engagement we have with our customers.

How has it been funded? So far we’ve raised US$54m. Early on we raised money through friends and

July 2015 © Cybertrek 2015

It’s not even to do with losing

ClassPass has a network of over 5,000 clubs across the world, in the US, Canada and the UK

family, but as we started getting more traction we attracted more angel investors. We’ve partnered with great investors including General Catalyst to ensure we have the financial resources to properly achieve our ClassPass vision.

How do you pitch the business to potential investors? In the beginning, a lot of it was just based on my drive and my vision: I really wanted to get people working out and investors could see my passion. But the great part is that I barely have to pitch now, because they’ve usually heard about us already. By the time we started raising large

amounts of money, the numbers spoke for themselves. We signifi cantly surpassed our forecasts. We used to show our projections and people would tell us there was no way we’d meet them. It was amazing to be able to go back and say we’d whipped through them and out the other side. There aren’t many companies that can

change behaviour, but our product has changed the way people live. Everyone can latch on to and understand that.

Why do you think ClassPass has been so successful? It’s a product that forces people to live a better life. Everyone feels better when they exercise, and we’ve created a product that really makes people feel excited about working out.

weight, or vanity. It’s about fi nding time for yourself and fi nding that mind-body connection. That’s what keeps the ClassPass team focused and driven every single day.

How many clubs do you have in your portfolio now? We have over 500 in New York – including Flywheel, Pure Barre and Exhale – and more than 5,000 across the world. We’re currently in 35 cities in the US, Canada and the UK. Our latest launches were in London,

UK, and Toronto, Canada, in March. It’s predominantly the same product but we’ve launched with a commitment model in London, so people sign up for three months or six months. London and Toronto were obvious

choices for roll-out, because we want to make sure we’re in all the hubs of the world. Within fi ve years we’ll be in every major city. Next we’ll go to Australia, as well as parts of Asia and Brazil. There’s still a lot of growth potential

in New York too: we’re now beginning to work with the big box gyms, as well as trainers who have individual studios.

What are your short- and long-term goals for ClassPass? We’re constantly evolving the product and the supply that we have, and are working on new experiences to introduce to the platform. My mission for the company is to

make the world more right-brained: I want people to connect with their passions, to have empathy and to live again. Fitness is a great way to get people going. ●

Read Health Club Management online at 63

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