By Marlon C. Ransom
Sales Training Primer
With practice, turning objections into sales becomes second nature.
ven after 12 years in the industry, it still gives me a rush to consummate a sale. Trainers who understand that sales are a significant part of the business continually practice their skills, improve their techniques and propel themselves toward the goal line of financ...
All in the Family
Build healthy families--and increase company profits--with classes that appeal to both kids and their parents.
Sneak a peak at life with the Hamiltons. A baby-sitter picks up Joey, aged nine, and Tracy, aged seven, after school. Although their mom, Jane, encourages the baby-sitter to take them outside to play, the kids prefer mastering the latest Nintendo...
Imagine that one morning you walk into a new bagel shop in your neighborhood and are
surprised and delighted by the welcome you receive from the high-
energy and engaging staff. Whether they’re boiling bagels or smearing cream cheese on a dozen, they all seem to love what they’re doing; the positive energy is almost palpable. Contrary to the forced, “have-a-nice-day” service scenario that you
1Marketing Script for Staff
Here is one example of a practice script and pertinent marketing points you may distribute to staff. Ask staff to practice with each other before they actually begin marketing to members.
Who?: Group Exercise Department, Contact Person
What?: Specialty Yoga Classes for Older Adults
Where?: Group Exercise Studio B
When?: Mondays and Wednesdays, 9:30 am to 10:30 am, beginning November. Preregistration begins August 15.
industry watch: program trends
PROGRAMMING FOR MEN
Getting men into group fitness classes has always posed challenges for program managers. "The biggest challenge is that old-fashioned image of the gym where men are in the weight room and women are in the dance studio," says Yordi Arteaga, a fitness business consultant in Buenos Aires, Argentina. Fortunately, that image is slowly disappearing. Dan...
Revenues and Expenses
How you budget and monitor results greatly impacts net revenue.
riting the operating budget is an annual chore. Chore? Your accurate budget is a blueprint for an effective operation. Monitoring expenses and revenues allows you to immediately make corrections to ensure that at the end of the year you have a profitable
department or business. The revenues and expenses repor...
Weathering an Economic Slowdown in the Fitness Industry
What facilities and staff can do to succeed in today's cloudy economic climate.
Nobody likes to talk about an economic slowdown.
People at all levels of the health and fitness business worry enough about their companies in good times; hardly anyone wants to think about potential bad times. It is scary to think of consumers pulling back on sp...
B Y H E L E N VA N D E R B U R G
How to Obtain and Retain Group Fitness Instructors
Instructors are the key when it comes to delivering successful group exercise programs. What are you doing to hire and retain the best instructors?
Quality group fitness programming fulfills members' motivational needs and has proven itself time and again in clubs through high memberretention rates. What's the se...
How to Obtain and Retain Personal Professional Fitness Trainers
What's the secret to hiring and keeping great personal trainers? Create an environment in which personal trainers can be treated as professionals.
BY EVERETT AABERG During the past 15 years, I have worked as a private contractor, served as an employee, been an entrepreneur, taken on management duties, directed a personal training sta...
Communicate with instructors one-on-one.
Provide a clean, effi-
cient, cheerful working environment.
Fearlessly make the
Treat all your instructors equally. idea fitness manager/july-august 2001
idea fitness manager/july-August 2001 sales