From Navy SEAL to Fitness Mogul: Randy Hetrick's TRX Journey and Beyond

Join Tom as he delves into the inspiring journey of Randy Hedrick, the man behind the revolutionary TRX suspension training system. From his early days as an athlete in Southern California to his rigorous training and career as a Navy SEAL, Randy's story is one of relentless dedication and innovation.

In this episode, Randy shares the origins of TRX, born out of necessity during his deployments, and how it evolved into a globally recognized fitness brand. Discover the challenges he faced, including dealing with counterfeit products and navigating the complexities of business partnerships.

Randy also introduces his latest venture, OutFit, a mobile fitness franchise designed to empower trainers and bring fitness to the great outdoors. Learn how Outfit offers a unique business model that allows trainers to own their gyms at an affordable cost while providing a versatile and engaging workout experience for their clients.

Whether you're a fitness enthusiast, a trainer looking to expand your career, or simply interested in entrepreneurial success stories, this episode is packed with valuable insights and inspiration. Don't miss out on Randy's wisdom and the exciting future of fitness with TRX and Outfit.

Episode Transcript

(00:04):
Let's just jump right into it. I'm going to bring you the best guest.
Today is absolutely no exception to that.
I have known about Randy, followed his career for many years,
wrote about him back when I was writing for Men's Health.
An amazing story, Randy. Hedrick, thank you so much for taking the time.
Hey, Tom. I'm happy to be here with you. I've been looking forward to it.
Most people know that the TRX is that black and yellow suspension training system.

(00:29):
Amazing. It's been around since 2004.
So we'll start with that. We'll talk about you coming up with that idea and everything.
But I want to go even further back. I want to talk about your childhood and
what you were doing back in the day.
What were you doing athletically? What was your brothers, sisters,
all that kind of stuff? Yeah, well, I grew up in Southern California back in
the 70s, although it pains me to say that out loud.

(00:53):
I had probably an atypical family for a lot of the country, but I think it was
fairly typical for Southern California at the time.
I'm split, you know, parents split early and it was kind of like the stump of
a tree that the branches kept splitting, but not ever fall off, fall off the tree.

(01:13):
So I've got this, you know, big, messy extended family and a couple of brothers, a sister.
And, and I grew up down on the beach in Southern California,
you know, back when Corona Del Mar was a little sleepy, little,
you know, one room bungalow kind of place with my mom and then ultimately moved

(01:33):
over to Huntington Beach with my dad when I got to high school.
And I was a wrestler and volleyball player. I actually played a year or two of very poor football.
I was way too tall and gangly to have hoped to do well at football,
but I did all right in wrestling and was a pretty good volleyball player.

(01:53):
And then when I did not get picked up by USC as a scholarship volleyball player, as I had hoped.
Now they did win the national championship two out of four years while I was there.
So it may have something to do with that, but I started rowing and,
and, and really got into, you know, crew.
And so I rode in college and then about my junior year in college, got this kind of

(02:18):
itch to serve. It was kind of the back of the Reagan revolution,
right? When service to the country was becoming cool again.
And I ended up looking for how I was going to serve.
And at the time I was looking for a big man test at the same time.
And those two instincts kind of converged at the SEAL teams,

(02:39):
which back then nobody knew anything about.
I didn't even know anything about, out, right? The only thing I knew was that
85% of the guys who joined up with Buds did not graduate.
And that sounded pretty sexy, right? That was kind of weirdly what I was in for at the time.
And so I ended up going after it and got in, got through Buds,

(03:00):
went through class 157 and got through on time, which was a minor miracle.
And then spent the next 14 years in the SEAL teams and had a pretty amazing career.
A lot of my friends, I do the Ironman, things like that. And they said,
you would have made a great Navy SEAL. I was like, not a chance.
First of all, I don't like cold water. And I don't believe we're,

(03:21):
I do the triathlons, but we're not meant to swim.
I hate to say it, but swimming is not a sport. It's a means to keep from drowning.
So no thank you. And I did the Ironman in California, not knowing that your water is freezing.
Hey, I don't know how you guys do Ironman. I mean, I guess there's a lot of,
there is a lot of crossover, right?
In buds, there's, there's a lot of crossover because you just kind of,

(03:42):
it's like you're living the life of a triathlete.
It's just that you never rest, right? That's the hardest part of,
I think of buds is, is it's just the grind day after day after day,
week after week, month after month. And it just goes on and on and on, right?
And keeping your body together, keeping your mind together, not,
not doing something, you know, that's stupid, even once you make it past the

(04:05):
formal weed out phase, then you got to turn your brain on and make sure you
don't do something stupid to get kicked out.
Because that's how the worm turns about halfway through, it becomes much more
technical and it's easy to make a mistake that is in view of the community unforgivable.
And now you've gone through whatever, three and a half months of hell only to

(04:27):
get unceremoniously shown the
door. So it's one of those, it's one of those, it's about a seven month.
Extravaganza start to finish. And it's really an endurance challenge, right?
Is how I would describe it. Like one gigantic ultra marathon or something like that.
But man, I'll tell you, I have all the respect in the world for you guys who

(04:48):
run long course triathlons, ultra marathons, marathons.
I'm kind of a Clydesdale. So running a marathon, it may be my definition of
hell, but- Not even close to what you did.
I tried the multi-day things, Randy, but way back in the day,
like when Eco Challenge, remember, was big.
And I did a one day down in West Virginia and then a two day.

(05:09):
But I weren't, Randy, I want to be in bed within 24 hours.
So any event I do, sleep deprivation along with swimming in cold water,
that's really challenging.
Yeah, those probably are two of the hardest parts of BUDS. The cold water, no one can hide from.
You're either kind of cut out genetically for it or you're not.

(05:32):
Because there were a lot of guys.
I mean, I remember a guy who quit middle of hell week, scared the heck out of
me because this dude was a stud.
He was a first class petty officer. He'd been in the Navy for 10 years,
shredded, ultra marathoner.
I mean, this dude was my vision of, you know, as a 22 year old kid,
I thought this guy who was 29, right?

(05:54):
Seemed like the old man. man, I thought he was the bomb.
And when he quit, it shook me because I was like, man, if that cat.
Can't, can't make it through this. How the heck am I going to do it?
You know? And, but what it was is just genetically and his body mass was so
lean that he started cramping up and he would get these full body cramps.

(06:17):
We'd be like in the dark massaging him, trying to warm him up,
laying body to body, but, but he would just get these cramps like a crab on
his back, you know, and I was miserable and ultimately it just broke him,
you know, and that kind of stuff.
There's an element of genetics, just like in any sport, right?
You can overcome some of your genetics, but the guys that are ultimately going

(06:38):
to be at the top of the podium, they came with good genetics to begin with, plus all the rest of it.
I had one Ironman, 12 races in where I flipped out during the swim.
And I'm like, how am I flipping out?
And I looked around and looked at everyone and go, if they can do it,
I can do it too. Calm down.
I'm not that big. If someone one else can do it, I probably can do it.
Yeah. Well, and as, and as it goes along, I think that definitely became my

(07:03):
mentality was like, wait a minute, I would, I would actually look back on this
guy whose name I won't mention,
but he was definitely my, you know, at the time, kind of my, my mini idol, right.
As I was watching him, he had so much experience in the teams.
And I really wanted to kind of tap him as a mentor.
And as a young officer, right. You know, you don't know much,

(07:24):
but the smart ones realized that the senior enlisted guys that have been around
a while, they got an awful lot to share if you open your ears and shut your mouth and listen.
And so he was one of these guys to me. But after a few more weeks went by,
then I started thinking about the other way.
I was like, well, man, if I'm still here and that cat left, then there's zero

(07:45):
chance that anybody's getting me to quit from this point forward.
And it became more of of a positive, but boy, that night in the cold,
dark water on the beach sure shook me. I was like, holy cow.
Let me backtrack a little bit though, because I love the story of your dads.
You know, you talk about how your first dad was kind of the MacGyver and your
stepdad was, was more of the, I mean, that's where you got the military side from, right.

(08:09):
And, and the entrepreneurial side and you credit both of them for kind of helping shape who you are.
Yeah. It's, it's, I mean, interesting because there's such different cats could
not be more different as, as, as characters, but both, both were very influential.
You know, my, my dad was a grinder. He was a dentist, really all he wanted to

(08:29):
be was a mechanic, but I had ended up, you know, as a dentist.
And, and so he'd be up at, you know, the midnight on Sunday night,
you know, with a, with a, with a brush of soap and bleach and getting the grease
out from under his nails so he could get in people's mouths the next morning.
But yeah, my dad was kind of a hard ass, came up through the,

(08:50):
his dad was a depression era Kansan. He was also, he was in the Army Air Corps.
So I had military in every direction in my family tree, but my stepdad had been
a Marine Corps platoon commander in Vietnam.
And he, you know, I always, I was always fascinated by his experience and what

(09:11):
he'd gone through were over there.
And so the two of them, my stepdad was the entrepreneur, although I guess my
dad was too, just in a classic small business sense.
But both of those guys were absolute grinders and worked like beasts.
And that is my recollection growing up was just that this is what you do. You work and you grind.

(09:33):
And at some point, maybe it pays off, but it's all all worth doing just for the grind, right?
That was kind of the ethic that I was sort of raised by my dads.
I love the simplicity and the fact that TRX obviously arose out of you fulfilling
a need to get in a workout in crazy situations.

(09:54):
Explain to people how the TRX was born. I was at the special missions unit and
I was deployed on a counter-piracy operation overseas.
And the challenge for all military, but especially special ops that go into places cases early.
Because eventually they build up. If you're going to go in and occupy some place,
you build up a base and you build up gyms.

(10:16):
But for special operators who go into places, either that you're not going to
occupy, you're just in and out, or they go in early, you leave your gym behind.
Right there is no so you're kind of pro athletes in
uniform but you have you suddenly have nothing more
than the romans had 2 000 years ago you know and and i
was on one of these ops stashed away in a little warehouse

(10:38):
thinking about how to climb a caving
ladder just basically wanting to do pull-ups with no no place to do pull-ups
and you know when you deploy on one of those like big white guys can't just
go you know diddy bopping out for a run you're sort of where you're gonna be
and i had I just had this spark of inspiration that I had accidentally,

(10:59):
TRX, a complete accident, deployed.
And as I was stuffing my bag with the stuff I needed for the op,
I grabbed a flight suit, stuffed it in the bag, not realizing that I had my
jujitsu belt on the ground of my cage just sitting there.
So I end up overseas with this thing sitting on the floor, me staring at it
thinking, oh, that's goofy.

(11:19):
And I had this moment where I just looked up and there was a bathroom door across the room.
I got up, tied a knot in the end of my belt, threw it over the top of the door.
And all I did was think about, well, if I were climbing a ladder and I'm going
hand over hand, what if I leaned back and then pulled myself up against gravity?

(11:42):
That would duplicate that movement.
Well, today we We call that functional training.
Back then, there wasn't a name for it, but I was just trying to do a pull-up like a ladder climb.
Then I realized, wait a minute, if I modified, put the knot in the middle,
I'd have two ends hanging out of the door and I could grab each one of them
and I could do rows and I could do curls.

(12:05):
Then I thought, wait, if I were a little further from the door,
I might be able to do flies. I went and we always travel with
boxes of extra gear. And in one of them was this spool of webbing that we'd
use to repair parachute harnesses.
And for every other kind of thing you could ever imagine. And I cut about six
feet of that off, tied it in the middle, put the knot over it.

(12:27):
And all of a sudden, I had this upside down Y that for those of your listeners
who have suffered on the black and yellow straps, looked kind of like the caveman
version of what we have today, minus the handles and the the adjustments and all that.
And it was funny because it just caught on.
Almost from the moment I hung it over the door, guys come over and they mock

(12:48):
you first. What are you doing, princess?
Trying to build a muscle? That would be the classic sort of seal.
You're trying to build a muscle, sir.
But then a minute later, they're like, all right, get out of the way. Let me see this thing.
I can do that better than you. I can do it better than you. And it just took,
but it kind of took off and I thought it was kind of fun.

(13:09):
I never thought of it as a business. It was just, I had a buddy who was a parachute
rigger who would make them for guys.
And it wasn't until I was at Stanford for business school, after I was promoting
out of the teams, I had a baby on the way and just decided to take a flyer on,
I mean, promoting out of the field, not out of the teams.
I would have become a Navy administrator and I just kind of wasn't my fantasy,

(13:34):
right? I wanted to be a dude on the ground, leading troops in the field.
And when I was promoting out of that role, I decided I'd take a shot at one
business school, right? I only applied...
One application thinking there was zero chance I would get in.
It was just kind of one of those things that you do to make your family happy.

(13:55):
And damn, if I didn't get in. And so honestly, there's no earthly justification
for me having been accepted to Stanford Business School.
But I got in and during my time there, I had a chance to be in front of coaches.
And out in the athlete training center.
And over and over and over, these coaches kept coming up and going, what is this thing?

(14:17):
Tell me about it. Because I would go out and I'd hook up my straps,
right? And there's some pretty good equipment out in the Stanford Athletic Training
Center, but I would hook up my straps and bust these workouts.
And I was still in pretty good shape, only a year out of the teams.
And so the coaches all would come up and 10 minutes later, they'd be asking me to make them for them.
And that was the turning point because you're at business school, right?

(14:39):
Thinking about business, you got all these smart strength conditioning conditioning
coaches that think your weird thing has some merit.
And so I used the second year as an incubator and then made the decision to
take a leap after I graduated and give it a try.
I figured it would probably fail in the first six months and then I'd go get a real job.
But again, despite all odds, we really caught traction with guys like you,

(15:07):
guys that were we're training others for, for a living, right.
And that, and that we're making their living in either sports or fitness training and we
That was the spark that, that unleashed what became from my garage became TRX.
And, you know, and we, we've done pretty well.
I made a lot of mistakes, right. Over, over the last 20 years,
but, but one of the ones that was kind of a, a, you know, a fortunate stroke

(15:32):
of genius was partnering with trainers.
And, and all we really did was, you know, bring this, I, I described the straps
as like a magic wand, but unless, unless you know how to make magic with it, it's not useful.
It just hangs there. And so one of the things that we struck on early on was,
Hey, we're going to have to build a course for trainers.

(15:54):
Right. And, and then we realized, well, wait a minute, all trainers are not monolithic.
There are certain that are, you know, general fitness. There are certain that
certain trainers that do endurance, you know, endurance athletics are their thing.
There are certain physical therapists. So we started making courses that took
this tool that loves humans, right?

(16:15):
And created the, because the straps don't care who you are, right?
It's what I can show you in the way of how to use them that makes you love them or not.
And so we started realizing that, all right, well, if we can partner with trainers
by equipping them, giving them this awesome new tool that makes them look like
geniuses in front of their clients, right?

(16:38):
And then we came up with some kind of crude ways to share, like give guys commission
or give them credit so they could take another course.
We were very flexible and worked with the trainers and listened to them.
And ultimately, I mean, heck, over the last 15, 16 years, TRX has put over 300,000

(17:00):
training pros through its courses. That's a pretty good number, Right.
And, and all of those guys and gals exposed our products to their clients.
And that was kind of the secret that we were able to unlock.
You brought value to that. You made them look cool. Like, hey, I got this new thing.
And we all know that there's so many clients. The higher level clients,

(17:21):
they want that thing. Then you can sell the certification.
Well, I mean, it's a terrible business model when you have a...
And here I have this MBA from Stanford and I completely missed this one.
Durable goods businesses are tough businesses.
Promises because I sell you, you know, if you make good, good products,
which TRX always has, because it was me that was, you know, standing in front

(17:44):
of them and I was not going to sell anything that didn't live up to its promise.
Right. And so you over-engineer this thing that then lasts forever.
Right. So I sell you one and you don't need me again for 20 years.
Right. Well, that's not much of a business model. So we realized,

(18:05):
oh, well, education is something that trainers need in order to be successful here.
We can charge something for that. Not a lot, but we can charge something for it.
And then we started making content because we realized that the end user,
well, the end user would consume some digital content.
And we started as, I mean, honestly, this will date stamp me,
the first content that came with the product, which was a pretty revolutionary

(18:28):
concept back then, wrapping a piece of gear in really good content came at a VHS.
You and I can remember what those things were, but probably half the listeners can't.
Then we did, God, I don't know, 30 or so DVDs. Nobody can remember what that is either now.
That's sort of how we did it. Then we added products and we met athletes through

(18:51):
the trainers, like world-class athletes.
Those athletes helped drive PR, right? So you get earned media rather than paid media.
And we just kind of stuck at it and ended up building a pretty good business
that really is one of only a couple of brands that truly wrap around the globe.

(19:12):
I mean, TRX is a global, very much a global brand.
I mean, TRX started as, as you know, my comment was, we want to be Switzerland.
We want to love everyone and hope that everyone loves us back.
And, and that's, and we managed to pull it off, right?
We, we partnered with pretty much everybody, but you know, violent opponents

(19:33):
or competitors to each other.
We partnered with both of them and, and, you know, they, they all show up at our parties.
And, uh, so that's just kind of, we wanted to, whatever you did,
we just wanted to be part of it, right?
That was kind of our approach. The beauty of the TRX is you manipulate the amount
of resistance and weight and difficulty by your angles and things like that.
So that, again, what makes it so amazing is the absolute beginner can use it.

(19:56):
And it's like a push-up and a plank squat.
We can make it as easy or as hard as we want to. But that's challenging when
it's your product. Yeah.
I mean, the biggest challenge of any startup is obscurity, right?
And explaining why you're worth somebody's time.
And so that was from the start when you got a product that has no predecessor.

(20:17):
And frankly, the more experienced a trainer is, sometimes the harder that it
would be for them to get their head around why they should care.
Care because they're so locked into their ways and they're busy and they've
already got kind of a full plate of options.
It's like, well, why should I pay attention to this thing that has no weights
and it don't stretch? I don't get it.

(20:38):
And so again, that went back to like, well, we better educate people or we're
going to suffer an early demise.
But the great thing about the straps as in hindsight is the point you just made.
It's something different to every single person You could have,
you know, I could have a 90 year old grandmother on the same tool that a 22

(21:02):
year old, you know, UFC fighter is training on and, and like everywhere in between.
And they're each getting kind of what's right for them because they're the one
that determines the load by how they position their bodies relative to the strap.
And normally when you say that to someone, yeah, it works for everybody.
You go, maybe, but it's up, right? It truly does.

(21:24):
Yeah. I mean, it really does. We've become as popular in physical therapy channels
as in fitness and performance.
And that's because therapists use it to mobilize or unload, right?
Like you're coming back from knee surgery, you load some of the weight in your
arms so that you can begin to do some mobilization and then strengthening with

(21:44):
your legs and whichever knee was repaired.
And so that was something that I honestly didn't see coming at the beginning, but I was happy.
That's a good market to be in. That's going to be around for a little while,
Rick. Let's back up a little bit again.
You were talking about the quality, how you make it quality product,
which is a good and bad thing.
You're going to sell one to people, but not surprisingly, you got knocked off.

(22:07):
If you look, there's a Harvard Business Review case study about the knockoff.
And I think it was after six years, you started to see these,
not just duplicate, but they said they were TRXs and you had issues.
Like it's, you know, the distinction is counterfeiting, right?
Is the, not only the copying of your product, but it's the copying of your trademark.
They're trying to say, we're you.

(22:29):
Yeah. And then knockoffs, the same thing minus the trademark,
right? That's kind of a distinction. And we have both.
We started with counterfeiting out of China.
And I remember the first time somebody brought me one and said.
Is this our product? And I looked at it and was like, what the?
And it had me on the cover, right? Because back then we were so poor, I had to be the model.

(22:51):
So it had me on the cover and I'm looking at this thing, but the quality of the printing was crap.
And I'm looking at it going, wait a minute, we would never do something that
looks like this. And then I'm feeling the weight of it.
I'm like, something doesn't feel right here. But I couldn't believe that we,
it was sort of like, we can barely sell these things.
You think you're going to do a better job than us? So, but damn,

(23:13):
if it wasn't the case and over the next, that was about, I don't know,
yeah, probably seven years into the company's growth.
And then man, between years seven and say 12, it just exploded.
And we became, believe it or not, I don't know if, I don't think we are,
I don't think we hold this honor anymore. more, but for a number of years,

(23:34):
we were the single most counterfeited and knocked off product on amazon.com on the platform.
We became partners with Amazon, right? Because we were such a target and they
were looking at us going, all right, well, this isn't right.
We've got to figure out how to protect the platform against this kind of stuff.
And so we became partners with Amazon, but yeah, it was horrible.

(23:57):
And it almost put us under because you spend so much money building a brand,
educating the customer.
You go deep underwater when you're launching a business and then you need the
sales for a while before you even dig out of the hole, right?
But the problem in these days with online commerce is that all these knockoff

(24:19):
guys, this is their business model.
They sit there and they look for things that seem to be selling and then they just copy them.
And they didn't have to spend any of the money that you did.
Right, to create the space so they can say, yeah, I can sell it for half price,
right? And then all of a sudden, the consumer doesn't know the difference.
So they just go, oh, it looks like the same thing. I guess I'll save myself.

(24:41):
You know 50 so yeah it was a big deal and it it wasn't until you know we had
a huge lawsuit that we filed that lasted you know three years and we spent about
two and a half million bucks to win you know an unanimous big jury verdict that
we were then able to start using to clean up,
you know the space because once you have a federal verdict now it's a sledgehammer

(25:05):
right and and And going forward, you kind of lead with that on your cease and desist letter.
It's like, you know, here's what happened to the last guy.
Here's the next complaint. Put your name here. Right.
And so that helped. But it's still every day. It's a challenge.
If you sell a product, man, you got to be ready for people to be knocking you off.
I did something called Supreme 90 Day. I was hired to do it,

(25:27):
which was basically a P90X type of workout.
And I ran into Tony Horton literally the day after it was released.
East and he's that P90X was the most knocked off fitness video. I think any video.
And just like you, he would get, you know, he got the box and looked at it and
was like, this is enough.
Well, it's, it's another one, you know, you get a lot wrong.
It's another one of those that I got right.

(25:48):
We, we put, yeah, we put unique serial numbers on each one.
And thank God, because when the, when the knockoffs, I mean, that's, you know,
for any listener that's thinking they'll save themselves a few bucks and buy one of the knockoffs,
like good luck because these guys make
the product very cheaply using
crappy materials and processes
and they break and when they break like if you're in a steep row right and it

(26:13):
breaks yeah the next sound you hear is your head cracking off the concrete right
yeah so yeah we started seeing these things and you know we would we would investigate
every one of them and we would very quickly find just no problem.
Just send us your serial number, right? Well, well, there isn't one.
Oh, well, every one of ours has one and here's where it is. Right.

(26:35):
And so that ended up being really important because we could authenticate,
you know, or, or deauthenticate, I should say these, all these claims.
And there were a lot of them for, for a few years. And that,
that was part of why we decided to file the suit too.
You know, you got to protect the customer. or if you've got some scoundrel that's
trying to make money, you know, on their safety.

(26:57):
And so we went after it and, you know, happily we won every one of our claims
and every count and we've done a pretty good job enforcing the space since then.
But every day it's a battle.
Talk about getting out and then getting back in.
So I brought in some private equity guys back in 2012 because I wanted to start

(27:19):
to expand into the consumer space.
We were making decent money, but not enough to go after the consumer space out of our cash.
And I made the fateful decision to take private equity, which was not a great
idea for a whole bunch of reasons.
But the first guys I had were okay. I described them as useless, but not sinister.

(27:41):
And I had them on board for about six years, and then we needed to get them out.
And in order to do that, really, it's kind of, once you take institutional capital,
especially private equity, you're short of stock.
It's hard to get rid of them, right? And so you kind of have to bring in new

(28:02):
ones to get rid of the old ones. And I did that.
And the second set, I just chose poorly. Yeah. So I brought in the second private
equity group and it was a small little kind of almost a family office profile.
And just the guys were not good guys and they weren't, certainly were not good business people.
And it quickly became clear to me that this was not going to be a match made in heaven.

(28:27):
And as we kind of battled through our first year and a half together, it was really just that.
Every day was some kind of disagreement about how to run the business.
And so I stuck around because the pandemic hit. That was in early 19 that I sold Control.
Never intended to leave the business, but after.
After a year and a half of working with these guys, it just wasn't working for me.

(28:52):
And we had a great year in 2020, had our best year ever on the winds of the
pandemic, ironically, and did over 21 million in EBITDA, which felt like a perfect
moment to sell the business.
I was really passionate about this concept that I'd been incubating for a long
time and really wanting to launch, but we just couldn't find the time and the resources to do it.

(29:16):
And so I made the decision at the end of 2020, all right, I'll go do that.
And my expectation was these guys were going to sell the business.
And instead they chose to run the business, minus it'd be like taking over a
yacht and deciding you're going to put on the captain's hat without ever having
had any reps as a bosun or first mate or captain.

(29:39):
And not surprisingly, in record time. They drove the business right into a reef.
And I had an opportunity to come back with a partner and buy it back for pennies on the dollar.
My partner, Jack Daly, brought the capital and a whole bunch of expertise.
And we ended up buying the company back. But in the meantime,

(30:00):
I had gone and launched a startup.
So suddenly, I found myself, which I don't recommend, end with two businesses.
One that was kind of like a misbehaving teenager, right? That was TRX.
We had to do a turnaround.
And then the other that was a toddler, and that's Outfit.
And so a startup and a turnaround boy made for one interesting year,

(30:23):
I can tell you that. So you're Dave Kortenhoff.
Sold Barstool, $500 million, bought it back for a buck. That doesn't happen very often.
It's not surprising to me that you were so essential potential to the success of that company.
I think companies that lose their founders, whether it's founder retires or...

(30:44):
Or gets pushed out as often happens, they bring in capital, right?
And external capital is a dangerous, dangerous game.
Now you may need it, right? And in some cases you do. I would argue that the
best kind of capital is from angel.
Well, the best capital is from sales, right?
But as you're building toward that, angel investors,

(31:06):
meaning individual investors that have been successful in their career and have
some money to invest, tend to be really good capital because they invest in
things they're passionate about and they know about.
They bring expertise that they're happy to contribute to the venture.
And they're patient. As long as the business is growing and getting publicity, they're excited.

(31:29):
Whereas institutional capital is very different.
And I think VCs are a little better because they're used to early stage businesses
and the risks and it's three steps forward and two steps back.
That's how it is when you start a business, right?
But they get it. Whereas private equity should be later stage.

(31:50):
Private equity should invest only in big, mature companies.
But they sometimes want to get down toward the VCs because they see these returns
that these guys sometimes get, but they don't have the risk tolerance.
And that's where the rub comes. And they don't have the time.
Most of the time they'll tell you five years, but they really mean three years.

(32:11):
That's a pretty tough turnaround window to get somebody back his money or her
money plus a return for an early stage business.
So I wish I hadn't done it because TRX would have just continued growing and
been healthy, but it's a very typical story, right?

(32:33):
Finance guys come in, they start slashing, they start trying to make you look
more profitable because if you are more profitable, or at least appear to be,
the business is worth more on paper.
And they tend to have very short-term horizons. And those all applied in this case.
And then on top of it, they start pushing out the operators.

(32:53):
And the operators are the not so sexy guys and gals that have been grinding
it out and know how to make the business go. So when you push them out.
Right? Who's left. And that, that tends to, to be what, what causes a lot of
great brands, uh, to, to crater.
Even Ironman, my goal when I first started with, was to do them and didn't survive,

(33:14):
but then it was to qualify and go race in Kona.
And you saw the writing on the wall that the, the money was starting to come
in and, and I knew that it was going to change and it, and it has right when
those private equity guys came in, just, they don't, they don't care about it.
I would argue again, unfortunately in fitness, we're doing it because we love
to do it. And because we truly want to help people.
It's so cliche, but we wouldn't put in the time and the effort because it's

(33:38):
a grind like you've been talking about.
And your partner seems like the perfect guy to be partnered with.
Yeah, he's an amazing cat. And he had made a lot of money in private equity,
but big time private equity, large capital, right?
He was a partner at Goldman Sachs for 20 years, at TPG for six, but then he retired.

(33:59):
And, you know, same age. And he was too, I mean, especially with his behavioral
disorders when it comes to work, way too young to be retired,
but he had a super passion for health and fitness, right?
He's a, I mean, he's an absolute addict to working out.
And, and so he was in a position where he had the capital, you know,
was really interested in the space.

(34:22):
And you know when i reached out to him and said hey i think we
may have an opportunity here what do you think came back
and said yeah let's do it and it's it's been a great partnership and and he's
learning some new tricks because i was already the ceo of outfit so i told him
like look the only way we can do this is if you're the ceo he initially said
no i don't want to do that i don't i don't do that and i said to him like you're

(34:44):
retired you don't do anything let's learn a new tricks.
And to his credit, now it took a little bit. One of our board members,
a guy named Mark Fields is the former CEO of Ford.
And I had to reach out to Mark and say like, hey, I think we need to convince Jack to take this job.
And so we did. And man, he's knocked the leather off the ball,
honestly. He's a very quick study.

(35:06):
It's a great position for me to be able to help ride on his shoulder as a guy
who, who, you know, built the company and was CEO for 16 years, 17 years,
you know, I have some, some experience that, that I think is helpful to him,
but, but he's killing it.
And TRX is, is like on fire again. And it's, it's really, really exciting.

(35:27):
And now I'm sort of, you know, I get to be the chairman of TRX,
which is a great job because it means you get to, you know, get involved in
the things that you're interested in.
And, and, and so I'm doing that out over there while I'm building outfit,
which ironically, you know, to your comment about.
About trainers and the kind of people they are. You know, I launched outfit

(35:47):
more than any other reason to try to create an opportunity for trainers to own
a business they can afford to get into in the space they love,
but that they could actually own.
So they're not just always a sharecropper on somebody else's farm,
right? They're not always just working for a gym.
They could actually own their own gym, but, but at a buy-in that most trainers

(36:10):
or coaches could afford.
And that, that was the, that was honestly the number one reason why I started the company.
I always said, Randy, that I would never own a gym.
And then a crazy opportunity arose in my hometown and I did it.
And it was horrible and great at the same time, because as I wrote one of my
books, the main goal of a gym, let's be honest, is sign up and go the heck away, right?

(36:31):
That's especially if it's a 10, $10 a month, it's simple numbers.
So for guys like you and I who you truly want to make a difference,
you know, that's an issue. And then trainers, that model doesn't even really work.
I was a trainer for many years, but I watched people steal, right?
Because the gym's charging $150 and they're giving the trainer $38.
And then the trainer goes, wait a minute. And he says to his client,

(36:52):
hey, give me $100 cash and you say $50 and I make $70 more or let's go work out at your house.
And so then the gym makes It's nothing. So that model doesn't work.
And as you said, you've combined not only, hey, trainers own your own business,
but we're going to talk about the outdoors and mobility, which is a huge part of it.

(37:12):
Again, you've done what most people can't do is bring value to trainers.
So let's talk about Outfit.
Yeah, well, I've been so grateful and successful at TRX because of trainers
that we certified to find over 300,000 of them in functional training.
And I'd watch these cats through their careers.

(37:35):
And the dirty little secret in fitness is that we have almost 100% attrition
in the trainer population by 10 years for the reasons you just mentioned.
And in fairness to the gyms, it's not that the gyms are trying to do that.
They've got a huge fixed overhead overhead.
That's like breathing down their neck on the first of every month.

(37:57):
Right. And they've got to, they got to cover the nut.
And so you end up having to, you know, split if best case, the revenues with the trainer.
Most times it's more like what you said, you know, they charge a hundred to
the client and they pay the trainer like 30 and, and that's, they have to.
Right. But as a trainer, the problem with that is you can quickly do the math.

(38:18):
You can only do like six sessions a day, right? And that's grinding.
And then you end up pretty quickly realizing that like, how the heck am I going
to make a living once I have a partner and a couple of kids and I want to own a house?
So what my thesis was, we had done this brand activation about,

(38:41):
12 years ago at TRX where we took a van. That one was a Mercedes.
Now we use Ford F350s. We tricked it out, loaded it with all the gear,
and we drove it around the country for a couple of years doing activations, not as a business.
But at every one of these activations, there were a couple of constants.
One, the experience was awesome.

(39:03):
Outdoors, under the blue sky or the the clouds, sometimes the rain.
It's just a cool experience to be out training with a bunch of other folks.
And I knew that from all my military years. That's what we did.
And energy, it's hard to duplicate indoors.
So I kept looking at that going, man, why has nobody done a business out there?

(39:29):
There were tons of mom and pop bootcamps, but they're all one off.
And the challenge with of those is if you have 20 or 30 clients,
anyone that leaves really hits your bottom line and you got no way to refill it.
And so there's successful bootcamps, but they tend to have one site only.

(39:51):
And I was looking at it going, well, why is there no brand where you can have
a consistent experience?
So I had that in my head. And then I was looking at trainers and the problem
they have with, you're going to go start your brick and mortar.
Your experience is not exceptional.
I will tell you, it's very normal. They decide, I'm going to go open my own.

(40:15):
Well, all right, but you're, you're in for half a million bucks in most cases,
right, right out the door.
Well, how you do that? Well, that means you have to sell your soul.
You, you know, you raise money from, from anybody you can get it from.
And then very quickly, that guy or gal who was an amazing trainer suddenly is doing less training.

(40:35):
Now you've got to manage people. You've got to figure out how to be a marketer
because you're a one-off. So you don't have anybody helping you.
You've got to figure out how to bring in new clients and you're an accountant.
And then you're trying to figure out your technology.
It's pretty soon that great trainer is not training.

(40:56):
They're being a fledgling business owner and at very high stakes.
And I've had a lot of trainers that I've been friends with who opened a place
and closed weeks after opening because they had used all their funds.
The members didn't come and the story was over.
So I looked at the opportunity of the outfit and with outfit,

(41:19):
you got a van, right? And it's a much lower, lower buy-in.
I mean, we tell people truly in 90 days and under 100K, you're in business.
Well, that's something that somebody can afford, right? They had a little bit
of savings. They got a client maybe that's going to stake them and boom, they're in business.
And then I did it as a franchise because two groups that I'm passionate about,

(41:42):
trainers being one, veterans being another, those are folks that are not steeped in business.
And so coming out and starting with a white sheet of paper, paper like I did
with TRX is almost certain to fail, right?
I mean, it's, it's, you know, they say 99 in a hundred businesses,
startup businesses don't make their third birthday because.

(42:06):
There's an opportunity to make so many mistakes and you're learning by Braille.
And if you get a couple of them wrong, it's game over.
So the great thing about franchise businesses is you are building on the experience
of the franchisor who's been out there for a few years or many,
who's already made those mistakes,

(42:26):
who has learned most of the processes that make a business work versus fail.
Sale and you're buying into a playbook and you're also buying into a partner, right?
Because in my case, as an early stage franchisor, our franchisee partners are
like the most important humans on the face of the earth, short of our family, right?

(42:50):
Like they have to be successful in order for us to succeed.
So, you know, you, I think it's an opportunity that we've created for the consumer
to have a whole new experience, right? Training outdoors, which is awesome.
And then for the coach or the owner, it's an opportunity to get into a business

(43:10):
at a very affordable level, has low overhead.
So the business breaks early or breaks even very early and that you can make a great living with.
And when you cap one out, because these will max out at about 400 members,
You know, that's just kind of what their capacity is.
Then you get to add a second and do it again. And then you add a third without

(43:31):
having to do what brick and mortar does, right?
Brick and mortar, you outgrow your walls. Well, now what?
Now, am I going to go really take another one or am I going to go double the
size of my building and move my business? That's all dicey, right?
Like there's a little formula that if you change a couple of the variables, suddenly it can fail.

(43:53):
Scale so so you know i think we got a pretty good
a pretty good model and we're just kind of
getting rolling with with selling franchises but we're
excited phenomenal model and i would say
i've been in this industry over 30 years and we have
trainers people in the industry who listen to this podcast as well
as people who are just trying to get in shape and learn i i
would buy into what you're doing in two seconds

(44:16):
so you know anyone who's a trainer who
wants to take it to the the next level better to have
behind you than you randy took
trx benefited trainers it was
a symbiotic relationship almost never happens and now for you to do what you
just described if you're a true fitness person is it like the the moment i was

(44:38):
behind the desk for too long in my gym i go i'm out this is not i'm not about
the money this i knew i didn't want to do this it's this you know Just reemphasize that.
But true fitness people not only want to be doing it, but being outside,
that is a huge component of what you're doing.
You're also not wedded to one location.
It sounds so simplistic, but it's like you're in a van.

(45:00):
If that location doesn't work.
Take it somewhere else. 100%. And you know what? Honestly, Tom, we've done it.
This is one of the things that we... It's the cool part of being a franchisor
is you learn first on your own dime.
And so we spent two years building up a corporately operated little territory

(45:21):
with three units in Fort Lauderdale.
And we've moved those multiple times exactly as you described.
Hey, we looked at a park, did the demographic analysis, because that's where
most of the classes happen is in the parking lots at beautiful parks or beachfront parking lots.
We've got locations at mall parking lots that have beautiful greenery out in the periphery.

(45:45):
There's all kinds of church parking lots, all kinds of places that have space,
and they're very happy for a little bit of money, a tiny amount of money,
or none. In a lot of cases, it's like, yeah, you can use that, right?
Can you give my members a break on your services?
But by being out there, you not only harness the inspiration of the great outdoors,

(46:09):
but if it's not working in that location, to your point, where we found out
in one of these parks, it was amazing,
except we were so deep into the park that there just wasn't enough drive by.
So, and we're not, you know, and our brand wasn't mature enough yet to drive on its own.
You know, we're not like Orange Theory that's been around for, you know, 20 years.

(46:31):
We need to be where you can see us. Well, all right, no big deal.
Put it in drive, you know, permit
to park a half mile away and take the members that you did get there.
And then all of a sudden you've got a better location with better visibility
and the business takes off.
So yeah, that mobility is really important. And it also allows you to do something

(46:52):
else that's pretty cool, which, you know, we've got kind of three categories
of service, a large group on a subscription membership.
And that's just imagine large boutique fitness classes in the outdoors.
Then obviously, if you can train many, you can roll up to somebody's house.
So we can always do personal training or small group private training.

(47:12):
But then the third category that's actually getting really exciting is we call
it custom services. It's really B2B.
When you have a gym on wheels, now you can roll onto the campus of a company
and deliver a noontime class for their staff three times a week.
You can go out to the athletic field and you think about club sports.

(47:35):
All the club sports that our kids play and adults play, the one thing they don't
have is strength conditioning.
They show up on the field and they do their skills and drills.
Well, you know, we can roll up, cut a deal with the sports team and two days
a week do strength conditioning for the kids, you know, and then even schools,
right? Not all schools have great gym facilities.

(47:56):
So there's all this, all these strange, we started doing birthday parties.
There's something I didn't expect, right? For guys like you,
guys like you who are like, yeah, I'm going to invite all my buddies and we're
going to get the snot kicked out of us. A great workout for my birthday.
And so we've started doing birthday parties. Like who knew?
But it's kind of fun, the different avenues that mobility opens up and you're

(48:22):
not having to do what a lot of home trainers do,
which is you're loading the back of your trunk with dumbbells
and you're schlepping them into to the you know this is all built
i mean these vans are pretty amazing the way we built them
and they're built to be able to set up a class of 25 in 10
minutes right and tear it down in 10 minutes and and you've got every tool that

(48:43):
a trainer you know you'd you'd walk into one of our vans and you know start
rubbing your hands together because i've watched you know i've watched some
of your stuff on instagram and you would love you'd love the stuff yeah quick
question Question though, do they,
does the trainer decide the cost or is that part of the franchise?
So like if they bid a team, are they setting the cost or are you?

(49:04):
Well, so the only, the only area where we kind of set the cost is on the group subscriptions, right?
Because that, that you kind of want, if you're walking in an orange theory,
you know, you expect that to pay roughly the same in one as,
as in another where, where it's bespoke is on the custom services.
That's where the trainer, you know, because you can't really,

(49:25):
the trainer has to talk to, let's say it's a club sports team.
Yeah. All right. Well, trainer's got to figure out how, how many kids are going to be involved.
What's, you know, what's the cadence that we're going to do it on.
And then the trainer can say, okay, well, this is either, you know,
here, here's how much I need to make it a minimum to make this worth my time.
Maybe I can get more, right. Because I'm in an area where the parents are affluent.

(49:46):
And so we leave that to the operator.
The, the only place that we have suggested pricing is on the,
the group subscriptions,
which is 99 bucks a month, all you can eat, which is, you know,
for, for, for coached, for coached group fitness classes, that's about as you
come every third day, you're paying nine bucks a class, right?
There's nothing like that out there.

(50:07):
And then we do 129 for a family unlimited, right?
Because we want, you know, we want participation, unlike the ones you were talking
about participation, participation.
So we have a structure that rewards the member. The more times you come, the cheaper it is.
You can make a lot of money with big group at a low rate to them and everyone wins.

(50:28):
So this is such a phenomenal model. How is it going so far?
It's going good. I mean, we, you know, we've learned a lot of lessons along
the way and we keep getting better.
And honestly, the things that, you know, the things that we had to kind of learn
the most, because we're, we do all the programming for the group classes centrally,
because we've been doing that forever.
And my, you know, my partner, Fraser Quelch, who I built TRX education with,

(50:52):
he was the to prime mover behind that, you know, I brought him over.
And, and so we do the central programming so that a trainer doesn't have to
be writing programs every night, which is awesome.
We leave that where, where the trainer and the coach then gets to spend their
time is in the large group.
They get to be a coach because we have a whole audio visual system that keeps

(51:15):
time where the, where you see what exercises come in next. Oh yeah.
So, so the coach just gets to coach people, right?
And then where the coach gets to exercise their own creativity is on kind of
the energy they bring, which progressions of a movement they choose to show.
And then they can really focus on, you know, if they're doing private training,

(51:37):
okay, they develop the programs for the individuals because you got to,
you know, kind of talk to somebody about what they want if you're doing one-on-one training.
And they get to build the programs, you know, if they're doing a
sports club and they want to build a program for soccer kids like
they get so there's there's it's great i think it's the best
of both worlds because i know that trainers and coaches like to

(51:58):
like to have to bring their craft to bear
but man like you talk to a to
a trainer that's seasoned who teaches group like
writing writing the group programs every night is
a grind and and that's we take
that off off the plate for them so i think we've got
the the nice balance right between enough structure

(52:20):
to make life easy for for the operator but
enough flexibility that they still get to you know express their craft and and
and it's a good balance yeah i mean most people don't people tell me what to
do right that's content that's what fitness companies good fitness companies
realize it's like yeah you have the equipment but now what and to be able to to personalize it,

(52:42):
but fall back on to not have to write out those workouts. That's incredible.
As you said, people don't realize, like, if you teach a spin class at Equinox
or something, you know, you get paid $75, $100 an hour. I don't know what it is now.
But you've got to come up with that workout. You've got to come up with the
playlist. You've got to get to the gym. So you're not making $75 an hour.

(53:02):
You're making, like, $28 or less, right, depending on how much work goes into it.
And people don't care. They don't know how much work you're doing.
They just want you to show up and give a great workout. So,
That's phenomenal on so many levels. Let me, you know, we'll start to wrap it
up. But like, yeah, I started a bootcamp class.
So back when I was a trainer making no money, I go to Nantucket since I was a kid.

(53:24):
And I'm like, in August, I'm making nothing.
Like, and you're freaking out. You go, my clients are gone. I'm gone. I'm making nothing.
And how am I going to make money? So I said, let me try to bootcamp on Nantucket. I put an ad in a paper.
I got a call. I remember where I was when my beeper went off,
Randy. That's how old I was.
I remember those. I remember those.

(53:48):
We were the same age, I believe. Close. My dude went off in Grand Central.
I called it back. It was Nantucket Town Parks and Rec. Who do you think you are?
You're going to run a beach camp class on Nantucket. I just invested money I
didn't have into an ad in the paper.
And all this kind of stuff and guerrilla marketing. Long story short, it's a lot of work.

(54:10):
You got permits. You got to kick back money. 20 years later,
I'm still doing it. But it's amazing.
It's such a great group of people. And what we're not even talking about is
the camaraderie. And I know that's a big part of what you're doing.
Similar type things. And so what you're talking about, what I'm talking about
with Outfit is outside camaraderie, accountability.

(54:33):
Tell me what to do. Let me do it with other people. Make it fun.
Don't hurt me. And I'm going to come back. And that's a great thing.
Yeah. I mean, it's being outdoors, man.
There's something anthropological about it, right? Oh, yeah.
And even if it's raining, we're training.
And what's funny is people ask me, do you have gym people who do it? The answer is yes.

(54:55):
But what we're really excited about are the non-gym people, right?
80% of the population that doesn't belong to the gym and folks that identify
as outdoor outdoor people, because, you know, you're a runner,
you're a cyclist, you're a climber.
Everybody knows you should be doing some strength training, right.
To compliment what you're doing as a runner or cyclist, but you know,

(55:18):
it's kind of hard to find people.
Those people oftentimes don't love gym, you know, going into gyms.
And so I think we have a really nice solution.
And when you're outdoors, a lot of our members, we draw from a hyper local area
around the parks that we serve.
So a lot of our, of our members run in or roll up on their bike,

(55:39):
right. right as class is starting.
And, and because we're in parking lots, you know, the rest will come screeching
in and it's kind of comical.
Like I'm flying in like 30 seconds before the class starts, jump out and start
doing jumping jacks for the warmup.
And so we always get a lot of commentary when we do surveys on the convenience

(55:59):
too. It's like, man, it's outdoors.
I'm with an awesome group of people and it's so convenient, right?
Like in 60 minutes, you've gone from your house to a great workout, back to your house.
And that's hard to do if you're driving across town, you get to a gym,
you got to park, you got to go in, check the front desk, put your stuff in the
locker, and then you show up at whatever you're going to do and there's somebody on the machine.

(56:24):
So I think, look, I like gyms and I think that we're actually getting a lot
of interest from gym operators who are saying, hey, crazy idea.
Could I have an outfit van as an extension of my business.
And at first I thought, well, that is a crazy idea.
But now I actually, I think we've actually got a pretty good offering for a

(56:47):
lot of studio owners who want to expand their business.
And, you know, I think that's one of the problems with social media is,
and just articles in general, it's all or nothing, right? Is it cardio?
Is it strength? I call it excessive moderation.
Randy, that's a term I came up with. I like that. I like that.
Right excessive moderation right you're a navy seal so it's
a little different for you but you know most people do

(57:09):
a lot of exercise a little bit and the secret is
to do a little bit of everything a lot and that is
way harder than extremes it's pretty easy you know doing something crazy one
off but doing it day after day and mixing it up is part of the secret to that
so i go to the gym i've got the home gym i go and work outside you want to do

(57:29):
a mix of everything right and that's that's
the secret to the success. And I don't even like the term secret. Amazing.
You are one of these guys, Randy, who is benefiting everyone.
So you're benefiting the trainer.
You're benefiting the people. The value you bring is incredible.
And I know this is someone who's seen it all in this industry.
So amazing. I want to end with two things.

(57:51):
I know that your grandmother said to you what right before she passed away at
103, something about taking it easy, maybe in your second phase of life slowing down a little bit?
Uh, well, yeah, she was always worried about, you know, she was always worried
about me grinding myself to bits, but you know, she,
yeah, her, her advice to me right before she, right before she passed away was,

(58:15):
you know, we were sitting there, we'd missed our ferry in Seattle and we were
sitting right, staring out at the sound waiting for the next ferry.
And, you know, she said, you know, just remember you're only going to die one
day. And so any day I asked her, hey, was there anything you wish you'd done different?
And she said, well, yeah, if I wish I could have back everything.

(58:41):
Every day that I ever spent in angst over something that didn't matter a bit
in the grand scheme of life.
And so she was always kind of encouraging me to minimize the angst in my life
by trying to simplify and work less, which I probably have not done very well.

(59:02):
She would not be proud of the way that I took her advice in that respect.
But it always stuck with me that Like, you know, you are only going to die one day.
And so, so anytime that we spend in angst is, is time not well spent.
And let me just leave. There was one quote I read from you that, that I absolutely love.
I think you were asked about social media and the influencers and the jacked

(59:23):
guys and women we see all the time.
And you said, I'm going to read it verbatim. The reality is that the vast majority
of freakishly fit, super fitness influencers in Instagram are one single,
two marginally employed and three hungry. I love that.
And he said, in my humble opinion, being fit means moving one's body on a regular

(59:43):
basis, eating as healthily as one life accommodates, and feeling good about
the investments in time that one dedicates to exercise.
At the end of the day, the only thing we really own is our body and our ability
to move through the world, doing what makes us happy for as long as possible.
Shredded abs and bodybuilder muscle definition are ephemeral for all humans,

(01:00:04):
fluid, confident, pain-free movement, and full body's functionality well into
old age is the long game that's really worth playing.
I couldn't agree more with that. I'm most proud of the fact that I'm injury-free,
doing what I love, collecting experiences.
Thank you so much. Such a pleasure. I've known about you, as I said,
at the start for a long time.
So to speak with you and hear about your not one, but two amazing companies now is awesome.

(01:00:28):
Thank you, man. I really appreciate being on with you.
I enjoyed it. And for sure, let's keep in touch.
And hey, we're both going through this journey of trying to stay fit,
functional, healthy, healthy, happy, and you know, life has seasons,
right? Your time to be totally shredded.
Oh, all right. That's probably a little earlier than 58.

(01:00:50):
How do people find out about? So if they want to learn about outfit on the consumer
side, outfit training.com, follow us on Instagram at outfit training, underscore HQ.
Cause we basically just film the stuff that goes on out there and put it up.
So if they want to learn about, about outfit, check out outfit training.com

(01:01:11):
or follow us on Instagram at OutfitTraining underscore HQ.
And if they're interested in the business side and taking a look at it, OutfitFranchise.com.
So, and don't forget, you know, my first love, TRX. We got some pretty awesome
stuff at TRXTraining.com too.
So if you don't have a TRX, you need at every house, need to TRX without question.

(01:01:33):
And let me just say one final time, if you are a fitness person,
especially starting out trainer, group exercise instructor, who truly wants
to not only have your own business, but have someone like Randy who has done
it and to support Recipe for Success.
So I couldn't recommend it more highly. Randy, have an awesome day and I hope
to speak with you again soon. All right, thanks, Tom.