When Solidcore founder and fitness enthusiast Anne Mahlum entered her first Pilates class in 2013, she experienced a workout unlike anything she had tried and immediately sensed its commercial potential. "No one was building a brand around this way of working out," Mahlum recalls.
Over a decade, 100 studios, and an $88.4 million acquisition deal later, here's what Mahlum learned about setting a business apart.
Tighten the product
Differentiation is key. Although Mahlum was inspired by German physical trainer Joseph Pilates exercises, which date back nearly a century, she insists that Solidcore is more of a resistance and strength-training workout. As she built up her first eight studios in the Washington, D.C. area, Mahlum tweaked her method to be "more intense and athletic" than generic Pilates.
She also noticed that most Pilates classes didn't have great music and the instructors' voices weren't amplified. Adding up-tempo songs and incorporating microphones made Solidcore stand out early on.
Cut the fat
Mahlum initially licensed her Pilates machines from Lagree Fitness, but she was dissatisfied with how their agreement limited brand growth within specific geographic regions. After a legal battle with Lagree, Mahlum was free to handle manufacturing her own machines and scale Solidcore at a faster pace.
Strengthen your community
Mahlum found it unnerving that no one seemed to converse during normal Pilates classes. "There was this cooler-than-school vibe," she says.
With her own studio, Mahlum was determined to change that, encouraging coaches to get to know everyone who came in. Clients would bring their friends — and eventually, everyone started hanging out after classes. (In 2020, employees accused Mahlum of creating a toxic work environment. Last year, she told CNBC that she's better at respecting boundaries now.)
This community aspect became Mahlum's main marketing strategy for the first 25 Solidcore locations. "Everyone wants the social cred of introducing someone to something they know they are going to like but haven't tried before," she says.
In other words: Brands that generate word-of-mouth buzz will be in the best shape.
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