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I grew up in Australia, and I’m probably one of the few former high school football players you’ll meet who drop-kicked an extra point in a game. It took me three tries. Finding a different way to do things, failing plenty along the way, and pushing through until I get it right has been a habit of mine ever since.
I’ve spent the last 10 years in the strength and fitness industry, first as a sales rep and now as the founder of Blue Sky Fitness Supply, helping people bring their dream gyms and training facilities to life.
What I enjoy most is the creative process. No two facilities are the same, and there are a million different ways to design and outfit a gym. Finding the right solution for each customer is what drew me into this industry in the first place, and it’s what keeps me excited about it today.
Here’s a little about me, why I started the business, and what we’re trying to do differently.
A Different Perspective
Growing up on the other side of the world gave me a pretty different upbringing than most of my classmates here in the US.
I’ve always enjoyed trying new things and pushing outside my comfort zone. In high school, I was involved in theater, played rugby for a men’s club side on Saturdays, captained my local U19 rugby club on Sundays, and kicked for the football team.
About that extra point. It was 2007, a year after Doug Flutie famously drop-kicked one for the Patriots. My first attempt was a great kick, sweet off the boot, plenty of height to clear the bar, but it sailed left by a mete... err, a yard and a half. As we ran off the field, my coach greeted me by snapping his clipboard over his knee and throwing the two pieces on the ground. Apparently, Coach Graber was a little mad.
Later in the game, after another touchdown, he let us go out for a second attempt (much to my surprise). The LinkedIn-friendly version of his parting words as we ran onto the field was something like, “You better not mess this up.” So what’d I do? I missed again. My heart sank. I knew he had no other clipboards to break, and I was not looking forward to running off the field to see what he’d do instead. Then, a whistle! One of my teammates had jumped offside, so we were pushed back 5 yards, and to my delight, I got a third attempt. The ball was snapped, our quarterback, who was normally our holder, moved up into the line as an extra blocker, I dropped the ball, it bounced up straight, and with one smooth swing of my admittedly nervous, trembling leg, I nailed the kick straight through the uprights.
I’ve also had my fair share of awkward moments along the way. Being the Australian kid trying to fit in wasn’t always easy, but those experiences helped shape the way I approach life and business. I still remember a teacher in my first week of high school in the US putting me on the spot: “We’re going to start today’s class by having Ryan stand up here and talk to everyone.” My response: “About what? The upcoming exams?” To which he replied, “No! Anything! Just come up here and speak, we want to hear you talk.”
I wasn’t a shy kid, but I wasn’t prepared for that, just days into a new school in a foreign country. Despite blacking out and remembering nothing of what I said, I made friends that day and had no shortage of kids asking me to sit at their table at lunch. Moments like that taught me that despite the discomfort, stepping out of your comfort zone is almost always worth it. That’s probably why starting a business felt less like a leap than it otherwise might have.
I’ve always been someone who questions the status quo. I enjoy finding better ways to do things, and I carry that mindset into everything we do at Blue Sky.
Why I Started Blue Sky Fitness Supply
The fitness equipment industry is full of great products and knowledgeable people, but the buying experience hasn’t always kept up with the times.
Buying equipment for an entire facility can be complicated. You’re dealing with different manufacturers, countless products, quotes, shipping timelines, installation questions, renderings and layouts, and multiple sales conversations just to get everything you need.
When I was a sales rep, I got cussed out over the phone by a guy trying to buy a kettlebell. He couldn’t believe he had to wait for a quote, and honestly, he had a point. It was a Thursday afternoon, our logistics department (one guy, who handled all the shipping quotes) had taken an extra-long weekend, and Monday was a public holiday. So the earliest I could tell him what it would cost to get one kettlebell to his door was five days away.
A kettlebell is about as simple as gym equipment gets. The price of getting it delivered shouldn’t depend on whether one person is in the office or not. That call stuck with me, and it’s a big part of why Blue Sky exists.
I saw an opportunity to make that process easier, and not just for someone buying a kettlebell, but for the people outfitting entire facilities.
At Blue Sky Fitness Supply, we’re building a one-stop shop for people looking to outfit their entire facility, from the flooring on up. That includes strength equipment, cardio, weights, accessories, recovery equipment, and everything in between.
We’ve also made the buying itself simpler. Customers can browse products, compare options, get the information they need, and make purchases without having to go through endless back-and-forth just to get a price.
Tools like our free gym layout designer and our 3D weight designer are another way we’re making it easier to plan a facility and bring an idea to life.
What Should Buying Gym Equipment Feel Like?
My philosophy is pretty simple. Buying gym equipment should feel straightforward, enjoyable, and stress-free.
Customers should feel confident and in control of their decisions. They should be able to find what they’re looking for, understand their options, and get expert help when they need it.
That doesn’t mean removing the personal side of the business. Quite the opposite.
When someone needs guidance, I want them to have access to people who understand the products, understand their goals, and can help them find the right solution without making them feel pressured into buying something.
The goal is to make the experience feel more like shopping at a well-organized online store, with the added benefit of having industry expertise available whenever you need it.
Fast, Affordable, and High Quality. Can You Have All Three?
There’s a classic business Venn diagram meme featuring three overlapping circles: Fast, Cheap, and Good.
The idea is that you can only pick two. The overlap of all three is labeled “Does Not Exist.”
I think there’s some truth to that, especially in the fitness equipment industry.
Good equipment takes time to manufacture, ship, deliver, and install. Quality products also come at a cost. Pretending otherwise only creates unrealistic expectations and frustrated customers.
Instead of promising everything to everyone, we focus on balancing three things:
- Fast communication. Good equipment sometimes takes time to arrive, but our communication is something we control. We believe customers deserve quick responses, clear expectations, and updates throughout the buying process. Equipment may take time; getting answers shouldn’t.
- Real value. We work to keep overhead low so we can offer competitive pricing without sacrificing the experience or the products we sell.
- Quality products. We partner with established brands that have been vetted for their reputation and product quality. When customers shop with us, they should feel confident that they’re looking at equipment worth investing in.
Combine those three things with professional expertise and modern tools, and I believe there’s a much better way to buy gym equipment.
What’s Next for Blue Sky?
Right now, we’re building the tools to make buying commercial gym equipment online as quick and competitive as buying anything else online. A lot of that comes down to freight. It’s the part of this industry that slows everything down (remember the kettlebell), and it’s where we’ve invested the most. I won’t give away how it works, but I’m confident it will set us apart.
There are plenty of challenges that come with trying to modernize an old-school industry, but that’s also what makes it exciting.
I started in this industry because I enjoy helping people turn an idea into a real facility. That hasn’t changed.
What has changed is the opportunity to make that process better for everyone involved.
If you’re planning a new gym or upgrading a facility, start with our free gym layout designer, or send me a message on LinkedIn. I’d love to hear what you’re building.
You can learn more about us at Blue Sky Fitness Supply.
