 Good afternoon, everyone. Welcome to yet another session of Entrepreneur India's Resilience series. The month's long lockdown has not failed to remind us of our daily weight gains. And that is more of my guilt statement to be very honest. Negligible movement and easy access to the kitchen only led to sin eating even during the unlock phase when the economy is opening up people are still hesitant to step in inside a gym to break us away. Due to the highly contagious virus outbreak. This is where several players have stepped in to offer a fitness regime to lead a much healthier life while being at home. And this is what we are going to focus on today. I'm sort of Kumar editor special projects entrepreneur India the moderator for the session to update our Facebook viewers the discussion will go on for 30 minutes and followed by taking up questions from the audience. Post your questions through the comment section and do mention if you want a specific panelists to answer it. Let me now introduce our panelists for the day. We have with us today Mr. Amarish Oja, founder and CEO Jim pick and Mr. Manan Chandan, founder, healthy fight studio, and will soon be joined by Mr. Don't see you and founder better capital. Thank you for joining us today I'm rich Manan. So, you know, while we are still struggling with the virus with the possible second wave. While we are still debating work from home culture fitness at home is another buzz. So in brief, you know if you can tell our viewers, what are you offering and you know how does it help. If I if I can start with Amarish. Cool. So, Jim pick is a fitness discovery platform which helps people to find different gyms or the fitness studios, which are around them and do that. We also have a backend software which is being used by the gyms to manage their end to end offering and also make the engage the engagement going with the customers right so so we have close to 1000 plus clubs are using our software to manage their backend, and also engage with the customers so during the pandemic we launched a lot of facilities which really enable people to work out at home. We integrated with the virtual. We integrated with the virtual to providers where any gym can enable their their members to attend the virtual classes where one train one trainer at the gym is basically doing the classes and the different members can attend those classes. And if we saw a good response for that we also enabled one one classes where somebody who has taken personal training can can can can offer those services and and people are using that. So they are the two articles that we have launched during the pandemic post pandemic we also lost the slot loop slot booking with which basically enables people to visit, visit to the gym and make sure the gyms are not crowded. Hey, so we're so basically within so I've been a part of helipad me for a couple of years right now and within helipad me we kind of realized that there was definitely some value in having some sort of a digital workout solution since helipad me is always stood for nutrition and diet as well so I mean this is something that we thought that we wanted to add as value to our users as well and helipad studio is kind of the brainchild at that point of time we've kind of worked as a startup within a startup over here right now and we've been working very almost tirelessly since the past few months where we've been trying to innovate on product and also on different types of workout formats as well where we've kind of built a platform where users can access live live workouts with trainers and fitness and with trainers and other coaches who've been who are proficient at their art from across the globe so I mean like you can be in India and learn yoga perhaps from some yoga trainer who is maybe in Bali or something and this all works internationally as well so we've kind of built this thing out as a system and tried to innovate a little bit more on formats of workouts as well where we've had formats for kids for senior citizens and this is something that we've built out and given access to our entire user base on helipad me as well and also it's available as a public website as well so during the quarantine and during the pandemic we kind of realized by surveying our user base that here this is something that was a need and it's something that has always been in our mind but you've just never prioritized the execution of it but considering the situation that we were during the pandemic this is something that we kind of built out really really rapidly and got into the hands of our users really soon. Thank you, whoever is there, hi whoever, good to see you again. Hi. So, you know, you've heard Amrish, you've heard Manan. So, you know my question to you would be when you look at someone like Ajampek or Heldify Studio maybe or any other in that space, you know, so we already had YouTube tutorials, you know, and guides online which were there. So what is it that you look, you know, you think is different from, you know, these kind of solutions that are being offered like customized which are packaged and you need to pay for it. Why would someone pay for these packages rather than, you know, just looking at celebrity doing yoga or, you know, yoga instructors available online through YouTube, you know, free of cost movie. Yeah, no great question. So I think, you know, the first of all, I think very fundamental thing has happened all over the world in the last nine months, right, which is that people realize that they could actually work out from home. Right. Around the world, more and more people have experienced that they have picked up a resolution to be healthy multiple times of their lives paid subscriptions never maintained going to that gym and get it over again in the years right. And just because of the lockdown, you are people who are regular in their workouts, as well as people who are trying to get fit and were not being consistent. All of them adopted this, and suddenly found out that it works. Okay, I don't need fancy machinery, a set of dumbbells is actually good enough if I can use videos and some coaching to get my form right and whatnot. Right. I think that that is kind of foundation of what we are seeing across the world today. Right. And now, on top of it, then, you know, the other ingredient that we are seeing across companies right which is where your question comes in which is because if I have the dumbbells at home, there is somebody in YouTube who's doing the live class, then do I really need something more. And do I really need to pay somebody right. And that's what I think what we've seen is there is this whole aspect of motivation that comes in. And, and, and who are investments in the company like fitter, we've seen that play out at scale, where people are working out from home, but paying for that personal coach, because they need that motivation number one, and they need some level of personalization that says that he you know what is your goal. And what are you looking to achieve. How much have you tried before, where have you paid. And now let me tell you how to get this right let's try this. Let's see what happens in two weeks okay you know we're still behind let me give you another example of how we can try to fix this right. So I think it's that motivation and personalization which is what we are paying. And I think that is there to stay and essentially for that motivation and personalization that can just increase 10x because you don't have to go to the gym or see anybody anymore right you can do it from home, which is I think a very big inflection point for everyone today. Okay, okay. When coming to you, you know, where you said that you know that personalization is something, you know, rather than me watching a generic video someone, you know, telling me steps, but someone watching you meet, you know, online and telling me is that is that really the is that really the differentiation or would you want would you say that there is more to it. So when it came to remote workouts and while we were conceptualizing this I think there were two broad methods in which you could kind of do it. These are either it's on demand or it's live. And when we're doing it in a live format there may be again two ways to do it as well whether it's like in a classroom style setup or whether it's like a webinar like something like we're doing right now where it's live and like there are thousands of people can join over here. But at Hellify Studio we kind of focused on the live side and the classroom side as well because Hellify has always been a platform which is stood for coaching and what personalized help that we can get very very similar to what I've ever mentioned right now I mean how do we help users kind of break those platforms give them guidance and advice and how it can be more personalized for them and give them advice based on their goals. So when we broke it down we kind of realized that the value that a coach adds is maybe on three things that is whilst doing a workout it's demonstration that is motivation and there's correction that kind of helps you out and helps you understand that okay how do I do something am I doing it correctly and kind of pushes me to do it more often or like do those extra reps and sets over here. That's the way we kind of look to break it down and build out the platform keeping these pillars in mind so we took a contrarian approach where we kind of tried to aggregate different types of trainers different people who are practicing this particular practicing their workouts over there across the globe and kind of tried to get them all onto one platform have a unified schedule and allow users to kind of book classes based on whatever their personal goals are and during the class we concentrate on having a more smaller group session vibe where there are lesser number of people and you kind of get personalized help and correction during the session where a coach will come and tell you that hey it looks like what you're doing is correct. Can you maybe just put in can you just like correct your angle over here or like you're going your ankle placement is not correct while you're doing your squats over there. So this is the kind of personalized help that we've been trying to add over here. Thank you Manan. So you know I'll go to Amrish. I'm just speaking about what exactly you know Manan was saying that you know the posture as I was mentioning that you know if done wrong you know an exercise can harm a person rather than help him. So now we're talking about posture so how much technology can really help you know like if I have a trainer when I'm when I'm at your gym wherever you know he will just hold me and give me a support and you know kind of tell me that okay this is wrong but can't really technology do that? True. So if you see the broader spectrum of technology companies which not only in India but even abroad actually. So we have Palaton and Mirror which are like almost more than billion dollar companies right and these companies are completely focused on that where there's an interface which is more like a TV or a big mirror. Where you are working out and there's a coach who is watching your life and help you do that. Now two things which I always say we have two kind of people. People who understand fitness and people who are wise who haven't done anything. So people who have done fitness in their journey some time I mean have exercised in a gym or have gone to any of the group classes they know the importance of these things and they have a little confidence that they can do that. But somebody who is starting for the first time trying to do it online for them is a challenge right because even if the technology that you have you really can't see that person in a 360 degree view right so because it depends on the kind of camera and the capabilities you have on top of that. So the current setup that we have and all the tools that I have I have seen through they are very limited right so even if you are doing support squads I can see you from the front view but I really don't know how how is your back movement the kind of posture that you have for the back right so this is not going to help the people who are starting for the first time their fitness journey and that's where you would have seen the trend and which is like when the lockdown started for the first time many people opted for these group classes or all the virtual classes but the people who start for the for the first time they slowly dropped out I mean you were you were mentioning your thing like it's as good as if you have not studied anything on a subject. And I put you in a place where there are 1000 books on that and now it's up to you you pick up something and do. But if you have understanding of that subject you know what to pick up and which to start with right and so that's the difference for the people who understand fitness is good to go they can interact with the trainer they know what to do. They can ask him okay put few more depths for me but for somebody who is the wise who has no clue what to do for them is a bigger challenge. Okay, so does that actually shrink the the pie actually that you know you know of people who want to do something about fitness staying at home, or otherwise also so does that decrease the you know shrink the pie for people like you or anyone who's offering you know solutions from home. It does. It does. Definitely does for the people who are who have not really worked out so and this is what we have seen with our thing when when a lot of James they launched their virtual classes for their memberships. We didn't have much buyers were looking for those kind of solutions I mean a few people they bought it but they could not continue. But what we have seen people who have been exercising regularly, they are very regular for this group classes, I mean, they enjoy that they find a way to do that. So, I always say that and this is something which I talk in different forums I think fitness is more about how how you make it a habit. So once it has become a habit for you, you will find ways to exercise, right. If not this one probably will find something else to do that. But for the people who haven't crossed that journey was who are still in that phase where they have to make it as a habit. They struggle, and for them, only virtually is not going to be solution, either you look for a hybrid model, or you need a physical interaction where somebody is watching them personally, he's motivating them personally. So that that helps. Yeah, so I think it works for people who actually, at least cross that threshold of exactly motivation or something so a very well come to you now, you know, you've just heard them days you heard man and that you know how. So, do you think it is sustainable or it's just a quick fix that has you know more, most of these a lot of these solutions came during the pandemic. So is it like okay we are riding the wave right now till the time and then you know you go back to maybe completely normal scenario of hitting a gym or going to a pool or a park or a stadium. Or is it going to be once you know you get into this habit that okay I may go to the gym one day but maybe I can do it at home maybe the other day because it obviously saves me the time to go to the gym wait for my turn for the time to get free or something like that. What do you how do you see it. Yeah, no great question right and I think the three and post pandemic discussion is happening in every segment around the world today. I think, like Amrish mentioned, Peloton and mirror have been around for a while, right, and the reason for their success is that there was a fairly decent demand for working from home for the reasons around saving time schedules and whatnot right so I already knew that was there but again like Amrish mentioned I think people who adopted that were also people who are working out and were seeking that okay I'm not getting enough time so let me try this right. This is the first time like I mentioned that the larger percentage of fitness seeking population, the ones who will be working out once we're just started and once who are like okay now that I have free time maybe I should pick up on that fitness. One of them suddenly got exposed to the possibility of fitness at home. Right, so I think net net we will be positive number one. Number two, I think we will end up being seen kind of a blended approach because I think the fun of working out with your friends in a physical space is never going to go away. So I think that's going to stay. But if I were making to my gym three days a week, I will continue to make it three days a week there but I'll do the rest two days or three days from home, right, because now I know that's possible. That's what that will happen to people who are already working out. And then there is a new segment of people who just discovered that okay within my schedule now actually I can start to remain fit by doing the online classes. Right, so from that perspective I think it's going to be a net net positive for fitness from home. It's not going to be kind of a temporary thing that just vanishes once everything opens up because I think our time constraint remains the same pre and post Yeah, and I also think the thing that you mentioned about, you know, socializing with some ratios telling me that it you know going to a gym is not only about, you know, you working out but it's about the camaraderie there that you find it right I'm rich that that's what that's Absolutely. So a lot of time what happens, even if there's a goal that we we tell like okay I'm joining this gym, because I have a goal to low suppose five cages or two cages right, but but a lot of time you also have this intrinsic goals for what we call. So so what happens to that, I'll tell you so I go to gym because I get to talk to people apart from my work and home. So this is more like a socializing place for me where I meet new people. There are a lot of people they go there, because they get to try different kind of workouts or different exercises right. Some people go because that gym has a restaurant which serves healthy food right so so you have different motivations and we really can't go away with that right and as Wabba said correctly, it is not going to be only virtual or only gyms. See now what happens initially people will be reluctant to try the virtual classes because they're like I don't know how it's going to happen but after this pandemic they're forced to try that. And when and when they try it they're like okay it's okay I can do that it's working for me. It's going to be a hybrid model very few days you go to the gym but few days where you are running out of time or you are not in a mode to go to the gym. Then you're like okay I'll log in from home and I'll do my workout. Manan I'll come to you know we just heard the vibration you know hi being a hybrid model. Your solution came during the pandemic so was it what was your idea so was it a top up on you know people doing exercise, gymming and everything or was it like let's make it a habit for everyone to be at home and do the workout. So Helifax was always a digital first platform and to be honest like building something like Helifax studio was always on our backlog at any point of time we've always wanted to kind of have this thing as a capability but we were just never able to prioritize it. But during the pandemic obviously the situation changed and we realized that this is something that users are demanding and this is something that we also wanted to give into their hands and exactly like how we have ever mentioned that yes I mean we also completely imagine it that after the pandemic this will be a hybrid approach where people will be using this I think what's happened is that more and more people have tried it out and more and more people have realized that it's not just convenient it's also effective. Like you also can lose weight you can achieve your fitness goals by doing workouts at home as well and a lot of the public or a lot of the audience of people who kind of dabble in fitness rather than pursue it very very actively. It kind of is a very effective way for them to just try out different things and most of the time you actually see that when people take a membership of like a gym or something they would want to try different formats and eventually they would realize hey this is a good trainer or this is a good format that works for me so we kind of try to give them that diversity and allow them to pick what works for them and eventually the hope is that they will do it more often and like you said we just want to build a habit over here so that's something that we're definitely driving towards and we definitely have a lot of faith and trust in the platform and we're hoping to integrate a lot more deeper going forward. So you know Manan staying with me to when bindling out such a platform you know if I have to do it today you know I think of doing so what were the lessons like what are the what are your learnings that you would want to tell me that these are the things have to be kept in mind while building such a product. Sure so I think one of the most I mean it's something that was very very valuable to us specifically this point was kind of being closely in touch with our users and understanding exactly what is it that they have in mind. And the reason I say this specifically is that when the pandemic was just about to begin and when the lockdown was announced and we have actually very anxious time for most people right many people didn't know that how their lives and livelihoods would be and this was maybe at some point of time they've taken some investment in their health and they don't know whether it's something that they'll be able to continue or what they want to do over here so having those conversations with them and we've always been advocates of the fact that you can do work out at home I mean a lot of time it's just about doing something rather than not doing anything over here so we've definitely pushed people a lot more and kind of understood that hey this is something that you are interested in trying out and how can we help you enable it so you could be maybe a 40 year old housewife who wants to juggle your housework along with a workout over there and how is it that how can we help you do that so if people go ahead and say that hey at the only time I get to do the workout is maybe early in the morning over here and I unfortunately have only 30 minutes of workout before I need to plug my kids into their Zoom classes over here as well so that's what we tried to build towards and how do we have enough workout formats and classes available for longer duration, shorter durations for beginners, for people who are advanced who are novices, people who just want to have fun so I mean we have like dance voice workouts as well so they actually enjoy themselves while they are doing it but that obviously is the content layer of building this entire product I mean like when we obviously did it we also realized that hey there is an opportunity right now and it makes sense to kind of execute on this really really fast so we deliberately took a decision at that point of time to build on top of readily available frameworks like Zoom and have video tech that was already scalable something that was already just off the shelf where we didn't want to invest in building something very very specifically and because at the end of the day people are going to come back for the fact that they had a good workout session they're not going to come back for the fact that we have good video quality so that is the reason why we decided that we kind of take more leaner more agile decisions in a way that we can get the product into the hands of our users faster and then I treat and understand better in terms of what is it that they want and how do we just keep the content fresh at all points of time. So what kind of content is getting consumed I mean what kind of workouts are people opting for Zumba aerobics or what are people most excited about? So dance has always been a very very popular format I mean like people love engaging in some sort of fun activity while they're doing it as well we've also tried so I mean like we obviously gave the team a full hand over here and people went ahead and tried all sorts of different formats so we tried Tai Chi, we tried indoor walking all sorts of stuff over here and there have been people who have been adopting all of these things over here and something that is also popular is typically like body weight workouts because most people did not have access to gyms and weight equipment so I mean like lots of times we saw people trying out fun things during their classes where they would figure out the most obscure things in their houses to act as weights right you would get people with suitcases trying to lift that up and like okay fine this is my weight today or like you know there's 20 litre water cans that they are trying to pick up over here you can find this is something that I'm trying out over here so in a way it's been fun and that's kind of helped build the community angle around things as well so usually at the end of the class people are really happy to kind of pose for like that sweaty selfie at the end of the day where you kind of have this thing of zoom screen shot that has been broadcasted and basically it's also been good that it's been amplified on social media as well because many people have started doing these workouts and they post about the fact that hey I'm doing this workout over here which peaks the curiosity of other people who want to try something out so it's kind of created a good virtual cycle I would say Okay Amrish what has been your observation? I think Maran said it correctly people were trying different forms different exercises because it was a forced adoption right people didn't have choices and they were like all locked into it right so people were trying different things we saw a lot of people opting for Zumba people were doing I mean strength and conditioning and a lot of other type of workouts so I think it has worked people it gave them a good flavor of different exercises I would say it was more about creating awareness of different kind of workouts and the forms which exist and many people have tried it so I think post lockdown if people like a particular form they might continue with that exercise right and this is what we have seen as somebody who has been experimenting for 2-3 weeks and now has become regular in some form of exercises You know before I go to the next question I'll request our audience to keep their questions coming in case they have we'll take them up shortly in another 5 minutes maybe so wherever I'll come to you know listening to Maran and Amrish and I was speaking to Maran earlier also he said that there are trainers from Indonesia Bali who can train you you know it seems like a mook moment for it what happened to education you know I could sit here and learn from a professor from MIT or you know I would sitting right at my home so is that a good sign for this sector you know the good opportunity which it brings in with it? Yeah I absolutely think so right because I think the digitalization of fitness is actually a massive thing right because it creates opportunities for tech for people for coaches for platforms for everything right I mean if you just look at awareness of fitness in 2020 versus so far I'm sure you'll kind of see a hockey stick kind of a curve because it suddenly became top of mind for because of what is not talked about enough which is just more time I think for all the bad that the pandemic stands for it actually has given us all more time than ever before right and I think fitness has been a beneficiary of that time and I think that's a net net good for the world because we all need to be far better than we are right so I think in general I think it is a net positive across the board and I think what it does to fitness entrepreneurs or fitness professionals all over the world is incredible I think right because they were not able to earn as much as I believe they will with the you know physical digital hybrid that we will see going forward right so I think just for fitness coaches just let me just say right I think globally it's just going to be far better of a future than it has been so far right because we've also proved like Maran said I think like we've also proved that it's not just about that it's the experience right and the experience will not happen without the personal personalization and the coaching so I think it's net net very very positive across the board and I'm sure across India as well we see number of different models being created that will that will kind of just increase the size of the pipe or everyone so so staying with you wherever you have invested in fitter and we have people like jumpy can help if I stood and we have others as well so if you have to get if you have to tell them that okay here's another cup two three things that if you do I think it will have more more return for not only the investor but for the people are using who are using it and now that we're talking about you know because we need unit economy economics has become very important now so you need to earn money you get to get the you need to get the customers to pay so if you have those if you can tell me two three things that in your experience you have seen that people have entrepreneurs have done but have lacked this and if I had had that been there it would have been better is there anything if I think all of them are far smarter than me and they're doing all the right things definitely but I think if I were to zoom out and say that what are we learning across companies right how do we continue to scale in fitness in general so I think the fundamental fitness has been very easy and has been known for the longest time which is outcomes. Right so every fitness company that delivers outcomes will continue to succeed and they have just been the beneficiary of the largest inflection point that fitness is ever seen. Correct so I think we continue to advise our companies and founders in the fitness segment that everything that you do, if that does not increase the outcomes that your customers are seeing then what you are doing is probably not going to dramatically improve your valuation or your value or the perceived value and value of the users right because once you have outcomes you have retention once you have retention you have better and even once you have better and maybe you just look like a you know. Phenomenal business and you know across a you know whichever way you slice and dice it right so I think outcomes is everything and the funny thing is it's actually. It's good that there is one simple thing that actually define what we need to build towards because not every industry you know has that right they always have to see you know what's going to be that one thing right but I think in fitness is just outcome right if if if I have. If I have 100,000 users and more of them every day feed that they are closing towards their outcomes then it just going to be a better business. Okay, alright. You know you talked about users so I'll come to Amrish and Manan now and after. You know we have seen this and we just talked about that you know people would take up gym subscriptions and hardly turn up so how has been the experience with this online thing how people actually paid money you know kind of subscribed and is the attendance better you know when it comes to you know actually going to a gym rather than doing. You know it online. See, this is what is typically a pattern for people who buys a membership either online or offline I mean we have more data on the offline side. So for the first couple of weeks they are very regular they will try to convert the three four days a week within a month it comes down to like twice a week and after that the drop off so 80% people have the similar. Life cycle and they come back once there's a naval pending or they'll renew in some other gym or fitness center. We see a similar pattern here also because what happens I think it's again on the habit side like what basically they are looking for or and see this is something that we all need to realize I mean the industry that we operate, especially in a country like India. People still don't see fitness as a need I mean it's more like something good to have and they want to fit it in the free time what they have rather than making time for the for it actually, and which is which is very unfortunate and and we hope that after this pandemic things will change and people start taking fitness more seriously because there were there were a lot of people they were calling me in the pandemic like how to increase my immunity what work out I can do quickly so that it boosts but there's no shortcut I mean you need to keep doing every day so that you have a healthy body. And I hope after this this fear of pandemic people will realize that they need to they need to work out regularly and you have to make time for it. Now you make a very valid point here, I think I'm raised that you know it goes like I can draw currently from you know financial planning perspective is I used to write earlier that you know you first need to save and then you need to you know spend and that is how you build a corpus for yourself so I believe you're correct that you know you need to find time for your work out every day and then rather you know plan your day accordingly and not say that if I'll have time I'll go and work out that's a very valid point I believe. Yeah man and so what has been your experience in terms of you know dropouts or people being regular with the sessions and all or is it same like you know I have a subscription with gold. Actually so in our case we've actually seen really good participation so I mean it's really been so fortunately we can explain it to maybe two is one is that we always had our premium users who are always in touch with the coach in a digital fashion so they always had that thought in their head that LFME is a digital platform and now this is an added on service that we have and you always have that coach who's kind of telling you that hey make sure you join this work out today. And the other benefit of kind of building on top of a tech layer is that we actually get to remind users that it's time to work out over here and we have access to their entire social graph as well so I mean you actually know that if a user likes this particular workout and other people also tend to like this workout and there are lots of interesting things that you can do around recommending different types of workouts and letting them know what is it that keeps it fresh for them so having access to kind of the full stack where users log their meals on LFME as well. They can understand how many calories they've consumed and we can also recommend how much of what workout you can do to burn this calories as well so it helps us kind of build an entire integrated approach so that is what we're kind of going towards. Obviously I mean like when people go to I mean this is not going to stop people going into physical spaces I mean we don't even imagine that that's ever going to stop over here but then we just feel that the entire experience is something that we can build to be a lot more integrated tighter coupled especially with people eventually moving, buying more and more variables and all those differences as well so all that the entire quantified self actually comes out into the fore and we will definitely be watching this space a lot more closely. So are you going to use the technology leverage and your reach to pester everyone to take up the cliched new year resolution of hitting the gym every morning is that something you're going to do? So fortunately I mean like this magically happens every January by itself only so I mean like whenever we don't need to notify users I mean that's usually this whole entire I mean across users they usually kind of wake up on first of January with this in mind so I mean we obviously want to enable them as much as possible but definitely a good time to be in health and fitness in January for sure. Okay so gentlemen we have five, four, five minutes more to go so I will take some questions that we have gotten on Facebook so Ankita wants to know and I think I think I'm going to ask this one to you that what's the difference between a functional gym and a fixed press gym. I have no idea what is this. I even I don't know that, never heard of it. Functional gyms obviously I know where you have a lot of work out that you do without the equipment is more on the body weight I mean what you see at the Zumba studios or mixed martial arts and those kind of things. But the other one I'm not really aware of, never heard of it. So there's another question that I used to go to gym but now I don't have enough place at my home to work out how do you think fitness startups will address this problem given that a lot of Indians stay in smaller house one BHK or something so Manan I think you were explaining something around this to me so if you can again. Yeah, I mean like that that is usually has been a bit of a challenge where people have been, I mean obviously the intent to work out is there but usually they are constricted by how much space that they have and usually during workouts you also require a little I mean most people actually like some privacy you don't want people constantly like keeping it to your screen and kind of seeing what all is happening over there so how we can look to solve it is again something that we are also don't correctly have the answer on it yet and how we can kind of make it a lot more easier but what we've tried to and what we've thought of doing at least is kind of have overlaid layers on top of the screen to kind of guide users and help them understand what is the best sort of positioning that they can have during a workout so that their coach is actually able to see them correctly and help correct them and understand what is it that they are doing correctly or incorrectly. Okay. So there's another question which I think it will be more of a clarification for you to give is that she says most online workout sessions offered by fitness startups are pre recorded don't you think live interactive classes would be more engaging for users so I believe that there are already, you know, live classes if you can just enlighten the audience please. Okay, so two things actually I think it also depends on the limitations that we have now a lot of centers are launching the live classes but depending on the internet speed or the connectivity available. People are not able to see that I mean so even if there's a class which is happening live. Not everybody can stream at the same rate right so so that's the challenge that you have with the live classes and what and for that sometime it becomes very painful for them because the time you get the connection back. The trainer has moved to some other sequence which you could not finish. The good thing with the prerecorded workouts and that's where many of the startups have this class pre recorded and they literally cast it at a fixed time is you avoid this thing because this these videos are loaded locally on the on the laptop or the browser that you have and it's obviously this is being played. So I think that that's the thing, and there are a lot of offerings where people can go for the live classes if you have good connectivity and internet. So, you know, wherever I'll come to you know for the previous question on having limited space in our houses. I think that's a truth for most of the households, especially in the metros, you know, where we apartment dwelling people, rather than you know tier three, tier four where you have big houses usually. So, do you think there is there needs to be some, there needs to be some other kind of solutions for, you know, maybe people who are living in smaller houses or people who have their own, you know, I won't call it bungalows but you know their own houses where they're basically in a small town that we see, do you think there needs to be a change in the offering from the players. I'm not so sure honestly because I think like Manan mentioned I'm not sure how a provider could potentially solve the space and screen tissue right. I think what we will see is users kind of working around their constraints whether you know apartment has a has a community hall that they can end up using. There are a lot of people who actually do yoga classes in the open in a garden and things like that as well. It's very hard for a provider to design around that I mean there's nothing I can think of right now, but I think users will figure out solutions, just because you know again if we go back to why why are they doing that they're doing that because look they don't have time or the intent is there. So once that is there I think they will end up figuring out solutions around it there's only there's very little that a provider could potentially solve that problem. Okay, yeah, I think that would be that would really differ I mean from from space to space so I you know we have another question from Siddharth Dharma Siddharth are you there online so you can ask your question. You can ask the question on his behalf I think to an extent we have kind of answered this but still so that if you can unmute yourself and ask the question. Okay, yeah, no problem so I think what he wants to for newbies into exercise with stuff to understand the coaches who shared the pre recorded video how can we change that. Obviously with pre recorded videos I mean something was recorded obviously you cannot question them, but anything I'm going to want to add. So I think as I told you earlier, the virtual classes that definitely not going to replace the the one on experience that you have been the kind of confidence you get when somebody is watching a person is very high, when a technology or a tool you are following right. That's that's definitely not going to go away. And for the newbies that's that's a challenge and and what Manan told earlier like a lot of time the offerings they try to personalize where there's something which is being pre defined for you which you can follow in a sequence rather than a broadcasted video. Okay, so we have run out of time but we have one question which resonates with me as well so I will definitely ask this question. Before I let you gentlemen go and I will ask this question to my work maybe we have a how do I drive myself out to make myself, you know, do work out, you know, I've thought about it. Amarish was telling me if nothing else you just climb up the stairs of your building. That would be enough Manan has, Manan has promised that he'll get me, you know, you know, he will get me in touch with someone from Bali who does a 5am morning yoga class or something that I'll get. But to your to your question how do you drag out if I'm sure that you've been in this habit but for a newbie what do they do. Amarish if I can talk this question to you you know how do how do we get people to you know how can I drag myself out what is that mentality what do I need to think what do I need to tell myself. I think Viva is online. Yeah Viva is online yeah Viva, if you heard my question. There's some problem so Amarish we can answer that. Sure. So, and this is something with which I talk in different forums and which we and which is very relevant to all of us I think we need to realize the importance of a healthy body. If you don't have that. Another problem I mean the healthy mind is obviously part of it but you can have only when you have a healthy body and for that you need to exercise. There's no other way. So I think we need to keep reminding ourselves that a physical workout is needed for us. And this is something CC is as good as when you wake up in the morning, and you plan your breakfast you need to plan your workout. And the moment we realize this, this need, the need of your physical health. I think things should be fine. The only problem is we never take it seriously so this mindset has to change. And that will happen only when you keep reminding yourself the importance of this. I mean we look up to a lot of people like okay these people have this kind of body structure, but we are not ready to put up. We are not offered to achieve that. It's like okay I'm okay with whatever I have. I talked to a lot of people they're like I'm fine with my body, even if you are not healthy. It's not about fat or sleep or whatever but do you feel healthy. I mean, and there's something when you talk to people who have been working out. There's only one thing like a big fit is very addictive. Right, if you are fit, you feel that the kind of feeling you get is very different. I mean, nothing can buy that. Right, and people have to get used to that I mean they should have that craving, and then only probably you will not have to drag out probably you will go you will run to the gym and do your workout. There's a lot of time but there's one question that I would still want to know from you, especially, is that you don't like insurance what I feel from all this is that still selling a product like fitter or a gym pack or a healthy studio is still is a push product it's not a full product seems like so. So is there anything that could be done to change this. No, I think you're you're absolutely right because it is still in that category where there is some amount of full but for the rest of it, I think it's the Japanese and that is deeply lackluster. I think Amrish probably articulated this, unless we imagine our fitness as we have it, it's going to not change. Now, having said that, I think world over, we are seeing an upswing in that education. Right, so whether it's fitter or gym pick or healthy for me, all of them are going to only get better, all of them are only going to get more people seeking them out and building that habit and things like that so. So I think it's, it's, it's, it's a hard problem, but it is a problem that is starting to solve itself slowly. And I think if you just look at the marathons that happened in India today, 10 years ago nobody would have imagined that people will pay to run in India. People would have never imagined that people will take a flight ticket from Delhi to Mumbai to run the Mumbai man. Okay, so I think we are all the trends are positive. I think the pandemic and has accelerated some of it. So I think it's only good days ahead for all of us. So, thank you everyone. You know, we've run out of time so we'll have to close it here but it was really enlightening for me and for our viewers as well to understand that what exactly are the offerings. We hear about, you know, fitness online fitness solutions but to hear first time that how it can help and what are the offerings was really good for me and I hope that I myself feel motivated to do things that I've been trying to do for a long long time but have not been able to do that. That's again my statement. So thank you gentlemen for being here today. And thank you to our audience also will see you again next week same time and hope to see you guys again. Thank you. Thank you, sir. Thank you. Thanks everyone. Bye. Have a nice day.