Devan Kline

And Fran did this article out of Franchise Times Magazine. It was one of our first... earned media pieces that was talking about business that I was super proud of. And it said that we're in the 99% of all growth from all franchises of any franchise that entered the market since 2010. And this was like 18 months in. And I'm like, Okay, well, we better not screw this up then.

So how do we get all of these gyms open? We got to focus on, we call it ULEs, unit level economics. You had a guest on, Jeff Duden, who's from this area. He taught me this, actually. He's been a good friend and mentor of mine throughout the years. He taught me validation and franchising. And validation really in any business, it's not a franchise particular concept.

So how do we get all of these gyms open? We got to focus on, we call it ULEs, unit level economics. You had a guest on, Jeff Duden, who's from this area. He taught me this, actually. He's been a good friend and mentor of mine throughout the years. He taught me validation and franchising. And validation really in any business, it's not a franchise particular concept.

So how do we get all of these gyms open? We got to focus on, we call it ULEs, unit level economics. You had a guest on, Jeff Duden, who's from this area. He taught me this, actually. He's been a good friend and mentor of mine throughout the years. He taught me validation and franchising. And validation really in any business, it's not a franchise particular concept.

but it's the stakeholders of your business being happy. It's your debt promoter score. How likely are they to recommend this business or doing business with you to somebody else? And number one, number one thing is, number one box to check, if you will, is are they making money? And what type of money are they making?

but it's the stakeholders of your business being happy. It's your debt promoter score. How likely are they to recommend this business or doing business with you to somebody else? And number one, number one thing is, number one box to check, if you will, is are they making money? And what type of money are they making?

but it's the stakeholders of your business being happy. It's your debt promoter score. How likely are they to recommend this business or doing business with you to somebody else? And number one, number one thing is, number one box to check, if you will, is are they making money? And what type of money are they making?

So I'm always looking for a, this might be something people want to write down because I'll give you like a strategy. What I'm looking for in any business I grow is an investment. Let's say the investment is at $500,000. I need to make a million dollars in year one. in order for that investment to be considered an A-plus investment for me.

So I'm always looking for a, this might be something people want to write down because I'll give you like a strategy. What I'm looking for in any business I grow is an investment. Let's say the investment is at $500,000. I need to make a million dollars in year one. in order for that investment to be considered an A-plus investment for me.

So I'm always looking for a, this might be something people want to write down because I'll give you like a strategy. What I'm looking for in any business I grow is an investment. Let's say the investment is at $500,000. I need to make a million dollars in year one. in order for that investment to be considered an A-plus investment for me.

So it's a two-to-one investment cash to year one revenue ratio. And that's how we want to get every location out of the gate. Do all of them do that? No. But what that's really done, having that expectation, is we've aligned clearly and early with our franchise partners who are really driving the unit-level economics. We've learned that when we have that expectation, they start higher.

So it's a two-to-one investment cash to year one revenue ratio. And that's how we want to get every location out of the gate. Do all of them do that? No. But what that's really done, having that expectation, is we've aligned clearly and early with our franchise partners who are really driving the unit-level economics. We've learned that when we have that expectation, they start higher.

So it's a two-to-one investment cash to year one revenue ratio. And that's how we want to get every location out of the gate. Do all of them do that? No. But what that's really done, having that expectation, is we've aligned clearly and early with our franchise partners who are really driving the unit-level economics. We've learned that when we have that expectation, they start higher.

They start with more members. They start better off. And getting to that place of having world-class economics and boutique fitness was a long road, but definitely a doable one because that was our focus the whole time from the very beginning. So...

They start with more members. They start better off. And getting to that place of having world-class economics and boutique fitness was a long road, but definitely a doable one because that was our focus the whole time from the very beginning. So...

They start with more members. They start better off. And getting to that place of having world-class economics and boutique fitness was a long road, but definitely a doable one because that was our focus the whole time from the very beginning. So...

the big, what the hell are we going to do moment was when we had 200 and we had like 10 open, you know, like in franchising, it's the similar, it's kind of similar to fitness. What we were just talking about, like, Everyone wants to just go fast, fast, scale, scale, scale. It is a vehicle for scale. And I love the vehicle for scale. But you can also scale yourself right into the ground.

the big, what the hell are we going to do moment was when we had 200 and we had like 10 open, you know, like in franchising, it's the similar, it's kind of similar to fitness. What we were just talking about, like, Everyone wants to just go fast, fast, scale, scale, scale. It is a vehicle for scale. And I love the vehicle for scale. But you can also scale yourself right into the ground.

the big, what the hell are we going to do moment was when we had 200 and we had like 10 open, you know, like in franchising, it's the similar, it's kind of similar to fitness. What we were just talking about, like, Everyone wants to just go fast, fast, scale, scale, scale. It is a vehicle for scale. And I love the vehicle for scale. But you can also scale yourself right into the ground.

And you see that happen all the time in this industry. Particularly the industry that I'm in, the boutique fitness franchising industry. So yeah, it's a... I mean, think about it. It's logical, right? I mean, I care about my people so much. This isn't about money for me. This is about my franchise partners who invested their 401k