Subsequent-gen well being and wellness is an apt description of MNLY. Luke Hartelust launched the platform in 2021, saying it “manly,” after which pivoted twice whereas remaining targeted on trendy take care of males.
The present model combines AI with home-based testing, diagnoses, and vitamin. Prospects pay an upfront payment and a month-to-month subscription afterward.
In our current dialog, Luke shared the corporate’s origins, development, errors, and extra. The complete audio of that dialogue is embedded beneath. The transcript is condensed and edited for readability.
Eric Bandholz: Inform us about your work.
Luke Hartelust: I’m the founder and CEO of MNLY, a males’s well being and wellness platform. We use at-home diagnostics, AI, and superior tech to create customized complement, way of life, and vitamin options.
My background is in health franchising. I led a number of places throughout Southern California and labored intently with male entrepreneurs and executives. That have revealed gaps in males’s healthcare, notably within the lack of proactive, preventative approaches.
Telehealth has improved entry to care, however the mannequin has flaws. Most suppliers have lengthy waitlists — typically as much as 90 days for lab outcomes and therapy plans because of backlogged consultations.
At MNLY, we streamlined the method. We eliminated the practitioner bottleneck and constructed a scientific advisory board to coach a fancy AI mannequin. The result’s an automatic evaluation and fast, customized well being suggestions, going from signup to actionable outcomes a lot sooner than conventional telehealth suppliers.
Bandholz: Stroll me via the shopper journey.
Hartelust: Prospects begin by buying our at-home blood pattern package — a easy finger prick utilizing dried blood spot sampling, eliminating the friction of in-person visits. As soon as obtained, our accomplice lab processes samples inside hours.
Whereas awaiting outcomes, customers full an 86-question well being evaluation. It focuses on seven areas: focus, confidence, stamina, temper, sleep, libido, and restoration.
We mix lab and evaluation information — roughly 100 information factors per consumer — to generate a clear, easy-to-understand well being dashboard. It explains outcomes and offers reference ranges, visuals, and comparability metrics. An total well being rating benchmarks the info.
Subsequent, our AI builds a personalised well being plan, together with vitamin solutions primarily based on biomarkers and way of life hacks resembling breathwork and even testicular cooling for hormone assist.
Lastly, we formulate a customized dietary complement. Primarily based on the consumer’s information, our AI prescribes particular vitamins and doses. We then manufacture the complement and ship each 30 days. It’s totally automated.
Bandholz: What does it value clients?
Hartelust: The preliminary lab package is $199. Dietary supplements are $249 monthly.
We suggest retesting with new blood samples each three to 5 months. Every time new bloodwork is submitted, our system updates all biomarkers, adjusts complement dosages, and revises the well being plan. Customers expertise clear visible progress, together with modifications to their total well being rating.
We’ve simply accomplished our first 12 months in enterprise. It’s our third iteration beneath the MNLY model. We launched in 2021 as a dietary subscription field supplier, with two makes an attempt.
A 12 months in the past, with this model, we didn’t prioritize retention. Our small workforce targeted on product growth, and we lacked an automatic buyer journey to information and remind customers about retesting. We began these reminders 90 days in the past.
From an ecommerce perspective, not constructing that journey sooner was one in all our largest missteps. Many shoppers skilled robust leads to the primary six weeks — improved libido, temper, sleep, restoration, and focus — however when these results plateaued, some dropped off across the five- or six-month mark. Regardless that organic enhancements continued, customers weren’t at all times conscious with out up to date information. That’s why constant testing and communication at the moment are central to our retention technique.
Bandholz: What’s your development technique?
Hartelust: As a startup elevating capital in a tricky market, I wanted a strategic accomplice to broaden our attain. I secured a deal final 12 months with Hyrox, an indoor health competitors, as its unique U.S. males’s well being accomplice. I landed the take care of only a minimal viable product and a pitch deck, proper earlier than Hydrox’s U.S. enlargement took off.
The corporate’s occasions grew in a 12 months from 2,000 athletes to 14,000, and its viewers — 50,000 social followers, 30,000 e mail subscribers, and 200 health club companions — aligned completely with our model. We paid for the sponsorship, but it surely gave us large publicity, credibility, and direct entry to our core demographic.
We might have taken out, say, $100,000 in Meta Advertisements. That very same $100,000 in a strategic Hyrox sponsorship will get us model fairness, athletes, traders, and a a lot decrease acquisition value — round $200 per buyer, much better than we might obtain with adverts alone.
Bandholz: How do you exchange Hyrox athletes?
Hartelust: A presence on-site on the competitions is our only technique. We not too long ago wrapped an eight-month nationwide tour the place we arrange our model set up inside every venue. Our core management workforce was there to deliver deep product information, ardour, and actual connection.
The sponsorship supplied us with entry to e mail lists and social media audiences. Earlier than the competitors, we emailed attendees with gives, a reduction code, and sales space particulars. We reminded them of the promotion throughout the occasion and shared recaps after. We inspired the contributors to indicate the code on the sales space for a decrease charge.
Bandholz: How did you elevate the capital to fund such a fancy launch?
Hartelust: I spent the primary six years of my profession constructing wellness and health studios and nurturing strategic relationships. Once we offered the corporate in 2021 for a number of million {dollars}, I reinvested some capital to start out MNLY. However, once more, earlier than our present mannequin, MNLY failed twice as a subscription field idea. I misplaced quite a bit on these early variations earlier than pivoting to what we now have now.
Launching this mannequin required extra than simply private funds, so I started elevating a real pre-seed spherical about 18 months in the past. I had raised capital earlier than, however by no means for a startup. I tapped each attainable connection — associates, household, purchasers — and employed a digital assistant for chilly outreach. One in all our enterprise capital companions shared a helpful investor database. I ended up doing roughly 250 pitches and raised slightly below $800,000.
This spherical targeted on micro angels reasonably than conventional VCs. Many manufacturers rely closely on Meta adverts and lack an actual connection. We leveraged our Hyrox neighborhood and supplied fairness to athlete ambassadors, which supplied us with further operational capital. That mix of name, relationships, and neighborhood has fueled our development.
Bandholz: The place can folks assist you?
Hartelust: Our web site is getMNLY.com. We’re @getMNLY on Instagram and Fb. I’m on LinkedIn.
