The company, which has remained profitable and cash flow positive for over three years, is now tapping into product-based wellness solutions alongside its core fitness services.
“We’re launching two brands—one in smart fitness equipment and the other in uniquely Indian nutrition,” said Akshay Verma, Co-Founder of FITPASS, in an interview to CNBC-TV18. “With 8,100 fitness centers and over 4 million new members last year, we plan to activate these locations as points of sale. We believe these could become ₹100 crore D2C brands in the next two years.”
Earlier this year, FITPASS rolled out FITPASS 360, a comprehensive subscription package that bundles access to physical and virtual workouts, AI-led fitness coaching, nutritional guidance, unlimited doctor consultations, and pharmacy discounts. “Movement and nutrition are the medicine for today’s youth,” Verma said. “We piloted this with just 30% of our user base and generated over ₹3 crore in sales, which showed us that this is what India really needs.”
Partnerships with brands like Wexer and Noise have helped the company expand its footprint to 573 cities across India, allowing it to cater to fitness demand even in smaller towns without setting up physical infrastructure. “We’re not going in and building gyms in these places, but the aspiration to get fit was unmet. We’re helping meet that aspiration,” Verma added.
To maintain service quality across more than 8,000 partner gyms, FITPASS uses a rigorous 134-point checklist covering everything from trainer certifications to air conditioning and parking. A dedicated “network growth and monetisation team” manages this vast network, which spans 130 cities.
The company’s shared economy model has been a major enabler of cost-efficient scaling, allowing FITPASS to operate without owning real estate or incurring heavy capital expenditure. “It just makes pure business sense,” Verma said. “We exist as a layer on top of the gym network and have zero attrition there.”
FITPASS has also flipped industry churn rates on their head—78% of its members renew their subscriptions, compared to 75% dropout rates typically seen in traditional gyms. Verma attributes this to the company’s obsessive focus on customer satisfaction. “It’s simply about putting the consumer first, making them the king. When they stick with you, everything looks great,” he said.
Founded in 2015, FITPASS has built its business on strong unit economics from day one, enabling it to scale without aggressive spending. “Everything we’ve built has been from the bottom up,” Verma said. “At the base level, it’s customer satisfaction and positive unit economics that have brought us here.”
Watch accompanying video for full show.
