Born with an ectomorph body type and determined to gain weight and be healthy, Norbert D’Souza went on to set up the state’s first fitness chain that is changing the way people look at themselves. He spoke to Ajit John about his plans for his business during the course of the interview.
Herald: You are in a rather uncommon business, why did you start fitness centres?
Norbert D’Souza: I was born an ectomorph meaning someone who is very thin and I wanted to gain weight. People used to laugh at me. I started working out and I fell in love with it. While in college, I started by becoming a training instructor at a gym. I was hooked into the “be healthy culture”. After completing my college graduation, I joined the Bank of India. It was a good secure job one in which I spent 15 years. However in the interim period I gained much knowledge in fitness management and worked very hard at gaining knowledge. I joined the Leena Mogre school in Mumbai and gained a certificate over a period of six months in Fitness Management and Exercise Techniques. I would leave Goa on Friday and return on Tuesday, it was tough but I managed.
You have to also understand that it was then not considered a decent or respectable profession. Even today such attitudes prevail. I had reached a certain fork in my life when I had to decide my priorities. My colleagues were studying banking books to study and move up the ladder and I was reading books on fitness. Pressure was also being exerted to take the exams and I was aware that If I did and did well I would be promoted and transferred out of Goa. In 2008, I resigned from a job which gave me a salary of Rs 50,000 and moved into physical fitness full time.
Herald: What was the general reaction to your decision to start a business?
ND: The people were shocked and surprised and people laughed. I was giving away something that was assured and moving into the unknown even though I was very confident given that I had the knowledge and a large number of very happy people who I had trained were continuing to train. I used my savings, PF and invested in equipment and rented a place in Caranzalem. No one purchases property to set up gyms. The equipment is very expensive. We spent approximately Rs 1.5 crore on the equipment itself.
Herald: Did you approach financial institutions to fund your growth or was it from revenues generated during the course of the growth of the business?
ND: I had to take loans from the bank to fund my expansions and I should be debt free by 2017 that is if I don’t expand any further than my 8 centres right now. Presently 10% of my earnings go towards servicing my loans. Today with the brand very famous I have investors coming over with proposals. Earlier I would go over to large prospective investors with proposals so in a way the shoe is on the other foot now.
I want to grow. I am an entrepreneur and I am not happy with what I have. I want more, I want to be present in more areas and yes, I would like to be in areas like Kolhapur, Belgaum, Nagpur etc.
Herald: What are the peculiarities of your business in Goa?
ND: Margoa is my biggest market followed by Panjim and then the rest. Barring Ponda I am present everywhere. 55% of my customers are women presently though the number of men who are signing in now is increasing and soon we will be 50:50.
The women, I suppose are keen on maintaining their figure. In addition there are a larger number of people who have made Goa their home who use my facilities. The Goan is happy taking life easy. However, given the preponderance of lifestyle problems, that is changing and there is a slight increase in the number of Goans who are signing in.
Herald: Where do you see this business going in the years to come?
ND: This is the best time to get into this business. There is a growing awareness of the importance of physical fitness and health management. One should never forget that it is not possible to be a multi-millionaire by being in this business. One many not be able to buy a Ferrari but one can buy a very comfortable car and live a decent life.
