Having maintained profitability and positive cash flow for over three years, the company is now venturing into product-based wellness solutions in addition to its foundational fitness services.
“We are introducing two brands—one focusing on smart fitness equipment and the other on nutrition unique to India,” stated Akshay Verma, Co-Founder of FITPASS, in an interview with CNBC-TV18. “With 8,100 fitness centers and over 4 million new members last year, we aim to leverage these locations as sales points. We foresee these brands potentially reaching ₹100 crore in D2C revenue within the next two years.”
Earlier this year, FITPASS launched FITPASS 360, a comprehensive subscription service that combines access to both physical and virtual workouts, AI-driven fitness coaching, nutritional advice, unlimited doctor consultations, and discounts on pharmacy purchases. “Movement and nutrition are essential for today’s youth,” Verma mentioned. “We ran this initiative with just 30% of our user base and generated over ₹3 crore in sales, demonstrating the genuine demand in India.”
Collaborations with brands like Wexer and Noise have enabled the company to expand its presence to 573 cities across India, addressing fitness needs even in smaller towns without the necessity of physical gyms. “We’re not constructing gyms in these areas, but we recognized an unmet aspiration for fitness. We’re helping fulfill that aspiration,” Verma noted.
To ensure quality service across more than 8,000 partner gyms, FITPASS employs a stringent 134-point checklist that addresses everything from trainer qualifications to air conditioning and parking. A specialized “network growth and monetisation team” oversees this extensive network operating across 130 cities.
The company’s shared economy model has been pivotal in enabling cost-effective scaling, allowing FITPASS to function without owning real estate or incurring substantial capital expenses. “This approach makes solid business sense,” Verma commented. “We serve as a layer above the gym network with zero attrition.”
FITPASS has successfully reversed traditional industry churn rates—78% of its members renew their subscriptions, contrasting sharply with the 75% dropout rates typically found in conventional gyms. Verma credits this success to an unwavering commitment to customer satisfaction. “It’s all about prioritizing the consumer, making them paramount. When they stay with you, everything appears favorable,” he explained.
Established in 2015, FITPASS has focused on strong unit economics from its inception, enabling scalable growth without aggressive expenditures. “Everything we’ve developed has been built from the ground up,” Verma asserted. “At its core, it’s customer satisfaction and positive unit economics that have led us to this point.”
Watch the accompanying video for the full show.
