For FITCO
Sales the stand misses
Balls, grips and overgrips at the court, including when reception is closed or busy. Added sales, not a replacement for the stand.
FITCO
A proposal for discussion · November 2026
A padel pilot,
shaped with FITCO.
One machine at the padel court, David Lloyd Milton Keynes. FITCO brings the HEAD range. Bright.Blue brings the machine. Three months to learn what members buy on court, and whether it adds to the stand.
The range
Agreed together
Point-of-need products first. Rackets are part of the conversation with FITCO, not a range we set in advance.
The terms
65% of net, plus VAT
A starting proposal, open to FITCO’s input. No capital outlay. Either side can stop on 30 days’ notice.
Bright.Blue and FITCO. David Lloyd Milton Keynes is the host club for the pilot.01
Why do this
What FITCO gets
A new channel, with the risk on us.
01
Sales the stand cannot take
On court, at the moment of need. Balls, grips and overgrips, including out of hours when reception is closed or busy.
02
Low risk, real upside
No capital outlay. Bright.Blue carries the machine, vandalism and mis-vends. No penalty. Either side can exit on 30 days’ notice.
03
A clearer view of demand
SKU-level sales and stock on a channel FITCO does not have today. How members actually buy, on court.
04
The machine works for the stand
The screen promotes the FITCO stand and the wider HEAD range at reception, so the machine sends people to the stand.
05
Shaped from the start
FITCO helps design how the machine and the stand sit together. Built on what sells, not on an assumption.
06
A joint review
At the end of the three months we share the results and the learnings, openly, and decide together what is worth doing next.
The aim is sales the stand does not already take.02
The pilot
David Lloyd Milton Keynes
One machine. Three months.
Go-live in December.
1Machine, at the padel court. FITCO buys and fills the HEAD products we agree.
3Months from go-live. Target go-live is December 2026.
30Days’ notice, either side. The pilot ends when the three months end, unless we both choose to extend it.
£0Capital from FITCO. Bright.Blue owns the machine and carries the machine risk.
FITCO participates in the physical sales of the HEAD products it supplies. Drinks and snacks on the machine remain with Bright.Blue. Retail media stays with Bright.Blue. The screen is there to point members to the FITCO stand and the wider HEAD range at reception.
A pilot between Bright.Blue and FITCO, at this club, for this period.03
How we would work
FITCO as product partner
The stand and the machine,
priced so they don’t compete.
Range and price
- Lead with the point of need. Balls, grips and overgrips. The things a member needs on court.
- Rackets are agreed with FITCO. That is where the overlap with the stand is greatest, so we set that part of the range together.
- Joint approval. The HEAD range goes on the machine only once FITCO and Bright.Blue have both agreed it.
- Same prices as the stand. So a member is not choosing between the court and reception on price.
Running it, and reading it
- Restock on visits FITCO already makes to Milton Keynes, so the pilot does not create a separate trip.
- No out-of-stock penalty. The visit rhythm is part of what we agree.
- Measure it together. Success measures agreed jointly, including stand sales of the same HEAD lines at Milton Keynes before and during the pilot.
- A joint review at the end, with the numbers in the open.
FITCO’s knowledge of what sells at the stand is the starting point for the range.04
Proposal for discussion
What Bright.Blue pays FITCO
65% of net. The VAT is accounted for, not kept.
Illustrative £12 sale
Price paid, including VAT£12.00
VAT, received by FITCO and payable to HMRC£2.00
Card fee, carried by Bright.Blue£0.30
Net£9.70
FITCO’s 65% of net£6.30
Cash FITCO receives£8.30
How to read it
The commercial amount is £6.30.
That is 65% of the £9.70 net, before FITCO’s cost of goods. The other £2.00 in the £8.30 is VAT. FITCO receives it because FITCO buys the stock and accounts for the VAT on the sale. It is payable to HMRC. It is not margin.
The £0.30 card fee is illustrative. A live sale uses interchange plus 2.5%, and Bright.Blue pays the acquirer. This split is a proposal. We want FITCO’s view on it.
Pennies rounded. Paid monthly by Bright.Blue. Physical HEAD sales only.05
Next step
An invitation
A working session,
not a sign-off.
What we would use the hour for
1
The range. Balls, grips and overgrips first. Where rackets fit, if they fit.
2
Pricing alongside the stand, and a restock rhythm that uses the Milton Keynes visits FITCO already makes.
3
How we measure success together, including stand sales of the same HEAD lines before and during the pilot.
The commercial terms on the previous slide are a starting point. Bring the changes you want. We would rather shape this with you than hand you a finished deal.
Bright.Blue
Adam Smith
adam.smith@bright.blue
+44 7714 492134
Propose a time. We will bring the machine plan. You bring what the stand already sells.
Bright.Blue and FITCO. A three-month pilot at the padel court, David Lloyd Milton Keynes.06