Episode 166 - How One Trend Transformed a Business with Tom Mehan

We discuss what it really means to spot a trend early and decide whether to reshape a business around it. Using the rise of HYROX as a case study, we explore how a small, established fitness business can evolve by leaning into a fast-growing movement, balancing instinct, analysis, and calculated risk. The conversation centres on the decision to go “all in” versus treating a trend as an add-on, and what that means commercially, operationally, and personally.

Alongside this, we reflect on the practical realities behind the decision: understanding break-even points, accepting short-term losses, and building a proposition that genuinely resonates with a specific audience. We also touch on the power of community, the role of personal conviction, and how narrowing your focus can actually strengthen customer retention and long-term positioning.

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Key Topics Discussed:

• Spotting and validating emerging trends in your industry
• The difference between “bolting on” a trend vs building your business around it
• Backing instinct with financial planning (break-even, risk tolerance)
• The importance of genuine passion versus opportunism
• Niche positioning vs broad appeal in small business growth
• Community as a driver of retention and word-of-mouth growth
• Leveraging external brand momentum (e.g. HYROX) to reduce marketing effort
• Pricing models: pay-as-you-go vs memberships and perceived value
• Managing risk while maintaining flexibility for future pivots
• Transitioning from operator (coach) to business owner and leader
  
  
  

Who Is This Episode For:

This episode is aimed at business owners and leaders, particularly those running SMEs, who are navigating growth decisions, considering new opportunities, or reassessing their market positioning. It’s especially relevant for those in service-based industries such as fitness, coaching, or professional services, but the principles apply broadly to anyone weighing up whether to evolve, specialise, or stay the course.

Quotes to Remember:

“Breaking down the numbers… what is the break-even point? Can you afford to be at a loss for the first year or second? You’ve got to expect it.”

“This wasn’t in any way artificial. You were absolutely passionate about this trend that came along.”

“This is something I need to jump on… I need to be pioneering this in my town.”

Actionable Takeaways:

1. Assess trends through both instinct and evidence, experience them first-hand where possible
2. Map out your financial thresholds clearly (costs, break-even, acceptable losses) before committing
3. Decide early whether you are testing a trend or fully committing to it, your strategy should reflect that
4. Differentiate clearly if competitors are already in the space
5. Start with a minimum viable version of your offer, then scale what works
6. Focus on building a defined audience rather than appealing to everyone
7. Leverage existing momentum (industry trends, platforms, communities) to reduce marketing spend
8. Prioritise retention, strong communities outperform constant customer acquisition
9. Keep flexibility in your brand and model so you can pivot if the trend fades
10. Begin shifting from “doing the work” to leading and scaling the business as it grows

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