The performance of the fitness industry tends to be cyclical. That’s true for workouts, and it’s true for diets. This is a space where things may come and go, and trends may disappear entirely. You can probably think of examples: Jazzercise and Tae Bo and a continual stream of short-lived at-home fitness products—the kinds typically sold on infomercials. Some workouts just repeat the same thing again and again; fatigue, boredom, or distraction sets in, and people decide to try something new.
The international fitness training concept PRAMA has arrived in London, with its debut studio at the Harbour Club Kensington. PAVIGYM is the company behind the new concept. CEO of PAVIGYM and creator of PRAMA, Marcos Requena describes the concept: No treadmills. No rower. No exercise bike. PRAMA combines great instructors, light and music with workouts designed for training strength, speed, agility and more,” he said. “Interactive screens, pressure sensitive floors and walls and lighting combinations, it tracks heart rate, times your sprints and interacts with you.
But Mr Requena affirms that it is not all fun and games. For Harbour Club Kensington, Sinead Johnson told us: Harbour Club Kensington is the first club in London to offer a new concept in fitness: PRAMA. PRAMA allows us to recreate different experiences and signature programmes for everyone to enjoy in a single space.
Smart studios don’t think of themselves as a fitness company; they’re a player in the broader experiential economy. The smartest decisions come from understanding and connecting with customers. The best testing ground for growth is within the walls of mirrored studios. Smart studios recruit and train their instructors quite differently from the way other fitness companies do, for one major reason: Their role is crucial to their riders’ experience. Their instructors are inspirational coaches who leave riders more empowered on their bikes and in their lives. Smart studios count on them to make every class unique, to localize the experience, and to connect with different demographic groups. Smart studios count on them to inspire in hundreds of thousands of riders every month.
Smart studios also differ from traditional fitness classes in the way people value the experience. At a gym you can take unlimited spinning classes as part of a basic membership. Smart studios don’t charge monthly fees, but each class costs around $30, and they ask their riders to book bikes in advance. Smart studios believe the pay-per-class model inspires a different level of energy and commitment that contributes to the overall experience.
Calories burned is just a piece of what we deliver to our riders. Measurability matters, but we’ve heard repeatedly that our team is what keeps riders coming back. Smart studios use behavioral interviewing and on-the-job shadowing to ensure that our teams are motivated to make the time a rider spends at one of our studios the best part of the day. It’s simple but intuitive: Inspired people want to encourage inspiration in others.
Smart studios instructors are their greatest asset. They take riders on a 45-minute physical, emotional, and musical journey that’s similar to theater. You could take a class with the same instructor multiple times in a week, and each experience would be different. Autopilot isn’t an option. Lighting, playlists, words of encouragement—everything is customized in real time to the group of riders in the room. The one constant is the incredible physical challenge.
To recruit superstar instructors, smart studios prioritize great personality and individual expression—their training program will fill in any Spinning-specific gaps. To retain those stars, their model values career trajectory. Smart studios pay above-market wages, and 78% of their instructors work full-time, with health insurance, paid vacations, and continuing education, which is very unusual in this industry. They also have free access to on-staff physical therapists. Their retention rate over the past few years has exceeded 95%. They get about 20 applications for each opening in their training program. Instructors go through a rigorous 12-week training at headquarters, where they learn everything from the elements of the workout to musicality to anatomy and biomechanics. Once they’re on the podium, smart studios invest considerably in further training and development. Because smart studios are a growth company, they see how they can build careers by relocating to new markets, growing into regional development roles, or through promotion.
Some of the best lessons come from outside the industry. Smart studios consider how Disney trains its staff and how Starbucks keeps its stores community oriented. Smart studios watch how Airbnb adds digital products while remaining intuitive. Smart studio enthusiasts will tell you that it’s not just one or two things that make smart studios unique—it’s the combination of many. It’s the welcoming attitude of the staff, the charisma of their instructors on the podium, their clothing collection, and their attitude. It’s difficult for imitators to copy any of that, let alone all of it.
It’s never been part of their strategy, but they’ve attracted an influential clientele, especially in New York and Los Angeles. Some people think that relying on celebrities to create buzz is its own form of faddishness. There’s no question that celebrities have brought smart studios attention, but they don’t do anything special to bring them in. From what we hear, high-profile customers appreciate that they can ride in a community setting and that instructors will never draw attention to them.
Choosing the right location for a new studio is a science, and smart studios begin their research a year before they hope to break ground. There’s no substitute for spending time locally and hearing from future riders what matters to them. What do they do with their free time? Where do they exercise and when? What gets them out of bed early? By understanding their lifestyles, smart studios can build a studio around them—not the other way around. And, of course, smart studios consider which of their instructors can best help build community in a new market.
When it comes to innovation, smart studios do some things you might expect. They’re always looking to improve the design of their studios, which some people have compared to Apple stores. For instance, smart studios put iPhone chargers inside the lockers, because the charging stations they used to offer at the front desk were getting crowded. Smart studios have super-bikes, which use magnetic resistance and a carbon belt drivetrain. They’re superior to usual bikes, which use friction-style resistance: They ride more smoothly, and they last longer. Smart studios redesigned the handlebars to accommodate their choreography and to provide greater stability for the upper-body workouts they do on the bikes. And their workout continues to evolve as their riders become stronger. Today their instructors utilize more interval training in their classes, and their hand weights are heavier than they were a few years ago.
Smart studios are confident that they’ll keep growing, because people are looking for places to connect with one another and disconnect from technology. They want experiences more than they want stuff. The reason so many wellness categories are growing is that people recognize the importance of investing in their bodies and their minds. That’s why they believe that they are not as sensitive to the economy as some other premium brands are. Transitions have proved to be times when their brand is acutely relevant to their customers.
Simply put, they’re not a fad. Indoor cycling has been around for more than 30 years because it’s a safe and efficient way to get a cardio workout. It’s easier on the joints than many other forms of exercise, so riders can stay with us for years. Smart studios took this old form of exercise and reinvented it as a full-body workout with emotional and mental benefits that go far beyond fitness. Friendships and communities are enduring. Because smart studios have those elements at their core, their brand will endure too.
Jennifer Coccia is Fitness Director at Asphalt Green in New York City and their PRAMA studio, branded AG6. Jennifer describes the merit of the PRAMA method: “We chose PRAMA because depending on how you program the system, it can be for beginners to fitness or our elite athletes. For the athlete side, the reaction-time training is hugely valuable to us, because that is a very difficult component to train outside of a competition. It was important for us to be all-inclusive in this space right through to kids too and we use this concept when training our competitive youth teams; we have seen great results in their performance both on and off the field.”
PAVIGYM is dedicated to the innovative design of flooring and interactive solutions for the global fitness industry. Established in the 1960s producing high performance athletic soling, by 1996, PAVIGYM was the world’s first premium flooring company, combining traditional manufacturing with cutting-edge technology.
The evolution of PAVIGYM’s flooring technology continued and in 2008, PAVIGYM was the first company to introduce floor markings into the fitness arena. In-house advances in software capabilities led to the creation of a second industry-first in 2012: PAVIGYM interactive flooring solutions. With applications beyond the floor, PAVIGYM went 360 with this know-how in 2014 introducing PRAMA: a combination of LED enriched stations, pressure sensitive floors and walls, different lighting options controlled at the touch of a button, custom-built to any space.
With a 90-strong team based out of PAVIGYM’s headquarters in Alicante, Spain, six running satellite offices across the globe and 65 distributors representing 93 countries, more than 100 members of the team join in pursuit of a common mission: To provide the best combination of performance flooring, interactive technology, inspiring designs, and ready-to-use programming, so that whomever the end user may be [body-type, age and level], the experience is wholly engaging and feels as intuitive as child’s play.