Kyle Matthews interviews Tony Zaccario, president and CEO of Stretch Zone, the largest practitioner-assisted stretching franchise. Zaccario shares his leadership principle “never confuse effort with results,” emphasizing data-driven decisions, franchisee profitability, and removing emotion from business. He recounts joining Stretch Zone in 2016 when it had four locations, becoming CEO at 26 in 2019, navigating COVID across differing state and local rules, and growing the system to about 430 studios in 41 states and Canada with zero closures. They discuss the franchise model’s simple unit economics, a franchisee-first culture, the importance of engaged ownership, work-life tradeoffs, and challenges of scaling teams. Zaccario also describes a 2023 private equity partnership with Princeton and a first-of-its-kind assisted-stretching research study supporting national accounts and marketing claims.

00:00 Effort Versus Results

00:58 Meet Tony Zaccario

02:11 What Is Stretch Zone

02:59 From Startup To Franchise

04:47 Becoming CEO Pre COVID

05:32 COVID Lessons On Brand

07:48 Nationwide Growth Story

09:18 Systems And Scaling Ops

10:05 Career Path To CEO

13:10 Why A 26 Year Old CEO

18:46 Work Life Balance Reality

22:40 Data Driven Leadership

25:03 Zero Closures Explained

28:02 Great Franchisee Traits

29:43 Vetting New Franchisees

31:29 Private Equity Deal

34:09 PE Backed Growth Changes

35:35 Research Study Teaser

35:39 Why Research Matters

36:51 Study Results And Media Blitz

37:44 Turning Data Into Sales

39:34 Hardest CEO Decisions

42:50 Ambition And Work Ethic

46:59 Time Optimization And Dad Life

48:40 Recovery Industry Boom

50:13 Core Customer And Benefits

53:54 CEO Lessons And Loneliness

57:27 Culture Speed And Conviction

01:00:35 Startup Chaos And Covid

01:02:24 Future Success And Legacy

01:09:46 Franchise Info And Wrap Up

Liz Nugent - “I only ever had bad dreams – I’d wake up thinking I’d murdered someone”

Brendan O'Connor

Outro

The AI-powered Podcast Player