Posted: May 1st, 2022

As you read the case study, be attentive to Peloton’s successful strategy,

Case Examine – Peloton
As you read the case examine, be attentive to Peloton’s successful technique, the market potential and
the strategic route of Peloton. Reply the questions beneath based mostly on the case examine. Your
solutions ought to slot in the traces beneath every Question Assignment. Make certain to embrace all the components talked about
in the article in addition to your individual information about the health trade.
1. At its present valuation of $eight billion, what do you suppose contributed to Peloton’s success?
2. The case focuses on pricing issues. Are Peloton costs justifiable? Ought to Peloton change its pricing
technique? Take into account how the inventory crashed in 2022 and the issues that surfaced at the moment.
How Peloton train bikes turned a $four billion health start-up with a cult following
Peloton is a bonafide health phenomenon — it has one million impassioned customers to whom its bikes and authentic
streaming exercises are a lifestyle, making it way more than an organization that sells train gear, although it
does that too. The truth is, Peloton has offered over 400,000 bikes up to now and began delivering its first treadmills in late 2018,
the firm tells CNBC Make It. Peloton is altering the manner America works out.
“Individuals are fairly obsessive about Peloton — myself included,” Robin Arzon, Peloton’s head teacher and vice
president of health programming, tells CNBC Make It. Arzon joined in 2014 after studying an article about Peloton
that made her really feel like she was seeing the way forward for health.
“From the starting, I drank the Kool-Support,” she says.
She’s not alone. The comfort of having the ability to take a top-notch studio biking class on a excessive tech bike at house
any time you need, mixed with motivational instructors and a supportive however aggressive group of customers has
created a faithful following keen to pay $1,995 for an train bike, not together with the $250 supply price or the $39-
per-month subscription to stream the firm’s reside and on-demand courses.
Over 440,000 individuals observe Peloton’s official Fb web page, the place customers join, posting photographs of themselves and
their bikes together with updates on their exercise regimens, and superfans have even gotten tattoos of the firm’s
brand. You may even depend quite a lot of well-known faces amongst the Peloton group, together with actor Hugh
Jackman, Olympic champion sprinter Usain Bolt and even billionaire Virgin Group founder Richard Branson.
Traders are enamored too, pouring $994 million into Peloton. The truth is, the firm was valued at a whopping $four.15
billion after its newest funding spherical of $550 million in August 2018, Peloton confirmed to CNBC Make It.
Peloton’s spectacular development — the firm says it’s on monitor to attain $700 million in income for the fiscal 12 months
ending in February after tallying $370 million in gross sales the earlier 12 months — and valuation even has public traders
salivating at the thought of a possible Peloton IPO, which may come as quickly as this 12 months, although the firm declined
to touch upon that matter to CNBC Make It.
Secret sauce
If you ask Peloton’s founders, it’s really a media-technology-retail-logistics firm. The truth is it’s been dubbed the
“Apple of health,” however it may additionally be in contrast to Amazon, for the manner it goals to management each facet of your
exercise, from designing and constructing the bike or treadmill you’re utilizing to coaching the instructors encouraging you
to choose up the tempo and even the music taking part in in the background. Not to point out creating its personal content material and
designing and constructing the and software program that lets you stream these health courses on a pill affixed to a
machine that was delivered to your house by Peloton’s personal “devoted staff of execs.”
“We did discuss quite a bit about Apple early on, and we speak about Netflix and Amazon,” Tom Cortese, considered one of Peloton’s 5
co-founders and COO, tells CNBC Make It. “When you take into consideration these game-changer corporations who’ve this
give attention to consumer expertise, that’s the place we appeared for inspiration.”
He says the co-founders realized “we simply had to contact so many alternative areas.”
“All of that’s a part of this, type of, holistic member expertise that our individuals have come to love, and that’s such a
core a part of what we do and what makes Peloton particular.”
Particularly, Peloton’s instructors are a part of the secret sauce.
“The best way that Peloton has constructed their instructors into their model, with a lot of their instructors reaching a type of
cult standing amongst the Peloton following, I’d say is certainly considered one of their greatest benefits over different at-home
health gear and fitness center and biking courses,” Marisa Lifschutz, lead trade analyst at analysis agency IBISWorld,
tells CNBC Make It.
Certainly, in style instructors like Arzon are considered one of the important attracts, as evidenced by her the almost 200,000 individuals who
observe her on Instagram. Arzon is thought for her excessive vitality, motivational type and her catch phrase, “sweat with
swagger,” which can be the title of the tribe of Peloton customers who particularly observe her courses. She calls Peloton’s
group of instructors “a staff of superheroes” whose job it’s to encourage and lead the group.
“We’ve additionally constructed a socially participating platform in the exercises themselves,” Arzon says. “So whether or not you’re getting
a high-five from a fellow rider or you’re getting a shout-out in your first run … there’s an intimacy there that doesn’t
exist most locations, actually not in an area the place you’re interacting digitally, and instructors are sort of breaking that
fourth wall and in individuals’s houses. That’s actually highly effective stuff.”
The sensation appears to be mutual. Sara Richards, 44, a medical author and mom of 4 who lives in Los Angeles, tells
CNBC Make It that she’d tried SoulCycle a number of instances, however “was not very impressed with any of the instructors.” After
she tried Peloton final 12 months, Richards says, she felt extra of a “private connection” with the instructors, particularly
Arzon. “When she is speaking to that display screen, she is speaking to me,” Richards says.
(A SoulCycle spokesperson tells CNBC Make It, “Our development in customers and in income reveals nothing can
replicate our immersive and category-defining expertise.”)
The concept of feeling related to the Peloton group can be an enormous draw for Richards, she says, as it’s for Crystal
O’Keefe, a 40-year-old undertaking supervisor at a healthcare group in St. Louis who hosts a Peloton-themed podcast,
known as “The Clip Out,” together with her husband, Tom.
After shopping for her Peloton bike in 2016, O’Keefe instantly cherished the competitors facet of Peloton, together with
watching herself stand up the leaderboard in real-time on her bike’s touchscreen. And as soon as she began posting in the
Peloton Fb group, she felt embraced by the group to the level that she’s shaped friendships with riders in
different cities. O’Keefe, who says she’s struggled with weight reduction her complete grownup life, has misplaced about 30 kilos since
she began utilizing Peloton.
“I by no means discovered time to work out constantly earlier than, and between the group and the whole availability of the
courses — I imply, it’s nothing for me to work out seven hours per week,” O’Keefe tells CNBC Make It.
In fact, Peloton isn’t with out its critics. Essentially the most frequent knock appears to be its worth level, as not everybody can
pay 1000’s of together with a month-to-month membership price and the value of apparatus (like Peloton biking sneakers
that value $125 a pair).
On Amazon, normal train bikes and treadmills can begin promoting for only a few hundred . In the meantime, there
are additionally different at-home health apps obtainable on the market, comparable to private coach Kayla Itsines’ Sweat app, which
affords streaming exercises and a strong social media group at a value of lower than $120 for a full-year membership.
However there are additionally loads of different high-end gear choices that value 1000’s (like the $2,000 NordicTrack bike or
an almost $5,000 treadmill from Matrix), even with out the possibility to livestream courses. Studio biking courses also can
be costly, even with out shopping for your individual bike, with SoulCycle charging wherever from $28 to $36 per biking
class at varied areas round the nation.
Nonetheless, 1000’s of Twitter customers lately swarmed to a thread of posts mocking each Peloton’s price ticket and a sequence
of ads that function Peloton merchandise getting used solely excellent individuals of their luxurious houses and
residences. The viral Twitter thread suggests the advertisements paint Peloton as little greater than a bougie train bike for wealthy
individuals staring out of their penthouse home windows at the poor wretches making an attempt to do yoga in a public park.
“That thread demonstrated that Peloton has formally develop into a part of the cultural dialog,” a Peloton
spokesperson informed CNBC Make It.
Nonetheless, Cortese factors out “We’ve strived to discover totally different entry factors into the Peloton system for various people,”
noting that you can join the month-to-month Peloton subscription and stream it on a cellphone or pill with out shopping for the
Peloton bike or treadmill and, if you reside in New York, you can take courses at the Peloton studios for $26 every.
Peloton additionally affords a 39-month financing possibility to purchase its bike that prices $58 monthly, which can be the common
month-to-month value of a fitness center membership in the US.
How it began
It’s been over seven years since present CEO and co-founder John Foley invited his former colleague Cortese over for
dinner in 2011 to pitch him on the concept that expertise may make it potential for time-strapped individuals to get the full
expertise of understanding in a high-end studio biking class of their houses.
At the time, Foley was in his early 40s and married with two younger youngsters and a demanding job as an govt at
Barnes & Noble in New York, the place he’d grown fed up with making an attempt to match studio biking courses into his busy schedule.
Foley additionally seen that what appeared to draw individuals to these costly biking courses was normally a favourite teacher
or music playlist greater than the model itself. He questioned if he may make the entire expertise extra accessible.
“John stored speaking about this concept that it was tough to discover time to match [fitness] in, it was tough to discover time with a
nice teacher at an awesome class, and it was extremely costly to pay this per-class price,” Cortese says.
Foley and Cortese agreed that an at-home train bike outfitted with some type of display screen may enable prospects to
stream their favourite biking courses anytime, wherever.
At the time, Cortese, who’s now 39, was actually moving into health himself, coaching for triathlons and biking races,
and he’d additionally lately develop into engaged and began to take into consideration how health would match proceed to into his way of life.
“it simply clicked,” Cortese says.
Peloton co-founder and COO Tom Cortese.
“We have been going to shift this health trade from these business fitness center environments into the most handy place
on earth,” he says.
Foley secured $400,000 in seed funding from a bunch of angel traders and the firm was formally based at
the starting of 2012, with Foley taking a French time period for a pack of bicycle racers, “peloton,” to title their new
creation. From there, it took Foley, Cortese and their three fellow co-founders — Graham Stanton, Hisao
Kushi and Yony Feng — almost a 12 months to construct a take a look at bike utilizing off-the-shelf , together with an Android pill
for the bike’s touchscreen.
By the finish of 2012, that take a look at bike proved to be sufficient to present traders that a high-tech, related stationary bike
that tracks the riders’ metrics whereas live-streaming video may work, permitting Peloton to increase one other $three.5 million.
They constructed an actual prototype Peloton bike and launched a Kickstarter marketing campaign in the summer time of 2013 to create buzz
round the bike.
It solely took a few month for Peloton to prime its Kickstarter funding objective of $250,000, however at $1,500 apiece, Peloton
had nonetheless pre-sold fewer than 200 bike, so wanting to attraction to suburban customers who wouldn’t have as a lot entry
to manufacturers like SoulCycle and FlyWheel, Peloton arrange a pop-up retailer in the Mall at Brief Hills in Millburn, New
Jersey, a luxurious shopping center roughly a 40-minute drive from Manhattan.
Cortese remembers “high-fiving that we had offered, possibly, 5 models in a single day,” he jokes. “Nevertheless it … allowed us
to be in there offering our message to each buyer who walked by.”
Slowly, buzz for the model began to construct. Over the subsequent 12 months, Peloton opened seven shops in California, New York,
Massachusetts and Virginia, whereas gross sales continued to tick upward. Peloton’s gross sales in the first two months of 2015
greater than doubled the firm’s expectations, and that spring Foley mentioned that he anticipated to have offered a complete of
10,000 bikes by the finish of the 12 months.
As the firm continued to develop, extra traders took discover. Two separate funding rounds in 2015 raised a complete of
$105 million, which was roughly seven instances the firm’s whole prior fundraising.
By 2016, Peloton had booked $60 million in annual income, and Cortese now tells CNBC Make It that Peloton’s
gross sales “basically double or triple each single 12 months” going again to 2014.
“What’s superb about our development is simply this previous 12 months, 2018, we had at the least sooner or later the place we offered as many models
in that single day as we did in that first 12 months of 2014,” Cortese says.
Altering the trade
Peloton now has 70 brick-and-mortar Peloton areas throughout the US, Canada and UK and three Manhattan studios
for live-streamed and on-demand courses, and the firm has plans to open a brand new, 35,000-square-foot flagship
location in Manhattan this coming fall to home a number of health studios.
A Peloton teacher leads a biking class at the firm’s studio.
Supply: Peloton
The corporate already employs 26 whole instructors, streams over 20 reside courses per day and affords over 10,000 courses
on-demand (various in size from 15 minute exercises to hour-long periods) — with plans to proceed increasing
into new health areas after lately including operating, yoga and energy coaching courses.
The operating courses began in Could 2018 to complement the newly-released Peloton Tread, a $three,995 treadmill that the
firm began transport to prospects in the fall. The corporate has not launched gross sales numbers for the Tread but, however
Cortese says the product has had an “overwhelming early reception” from prospects.
Nonetheless, very like Peloton’s bikes, the Tread has been criticized for its price ticket, with one evaluate calling it “prohibitively
costly.” Peloton stands by the worth of its product, although. “We consider our product is comparable, if not a a lot
higher worth, than different high-end treadmills on the market,” mentioned the Peloton spokesperson.
Analyst Lifschutz notes that Peloton’s market share in the fitness center and train gear manufacturing trade has
grown from basically nothing when it launched in 2014 to 7.three % by 2019. IBISWorld forecasts for Peloton to
develop its annual income to greater than $999 million in 2019. And Lifschutz provides that “Peloton simply represents the
route the trade’s heading in direction of.”
Peloton’s affect on its rivals is already clear. Rivals like NordicTrack and Flywheel have launched their very own
subscription companies to stream biking courses at house. In the case of Flywheel’s FLY Wherever service, its 2017
arrival spurred a 2018 lawsuit from Peloton that claims the firm copied its proprietary design, which Flywheel
has denied.
(Peloton declined to touch upon ongoing litigation. A Flywheel spokesperson mentioned, “Flywheel firmly denies the
claims raised by Peloton and strongly believes that its Wherever product doesn’t infringe any legitimate declare of Peloton’s
patents” and it intends to “vigorously arise for ourselves in opposition to Peloton’s claims.”)
In the meantime, a number of different at-home health manufacturers have sprung up in recent times, providing an analogous message of
handy exercises via expertise, together with Mirror, Tonal and related rowing machine startups Hydrow
and CityRow.
Wanting forward, Peloton has no plans to cease rising. As well as to increasing the variety of sorts of health courses
it streams to customers, Peloton has additionally been making an attempt to attain its customers in new locations. Peloton launched in the UK and
Canada for the first time in the fall, and the firm has even dipped its toes into the hospitality trade via a
2017 partnership with Marriott’s Westin Motels & Resorts that places Peloton bikes into dozens of resorts all through the
US.
Say Cortese, “We expect we’re simply at the starting of this enterprise.”
Disclosure: CNBC mum or dad Comcast-NBCUniversal is an investor in Peloton.

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Peloton Case Examine
As you read the case examine, hold an eye fixed out for Peloton’s successful technique, market potential, and different related info.

Peloton’s strategic route Primarily based on the case examine, reply the questions beneath. Your

Solutions ought to be typed in the traces supplied beneath every Question Assignment. Make sure to incorporate all of the issues talked about.

all through the essay, in addition to your individual health trade information

1. What elements do you consider contributed to Peloton’s success, given its present valuation of $eight billion?

2. The case is anxious with pricing points. Are Peloton’s costs affordable? Ought to Peloton’s pricing change?

technique? Take into account how the inventory collapsed in 2022, in addition to the issues that arose at the time.

How Peloton train cycles grew right into a $four billion health start-up with a cult following

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