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The Passport Model - Is It a Good Idea?
Ray: People were buying this product with multiple emale addresses. We saw less than ten to fifteen per cent of people go back to studios. These studio owners were giving us these classes for free, but we're not getting people to come back and be loyalists. This is a thirty day product, and it's a one time purchase. That's also not a great business bcause you need repeat customers. So then we started thinking about what if this is something that needs to be recurring every month? And ninety five per cent of them said, yes, i would. Well, that was sort of the information and an insight we needed to say, hey, let's try a subscription...