Club Insider

The Club Insider Archives: September 2016

Todd Magazine and Blink Fitness
Striving to Make "Every Body Happy"

By: Justin Cates

Justin CatesJustin CatesThe landscape of the health and fitness club industry today is vastly different than it was only ten years ago. At that time, the rise of the high-volume, low-price (HV/LP) segment was in its relative infancy but growing steadily on the merits of what the model proposed to its consumers. Enter the Great Recession, and the pace increased as many consumers in higher-end segments made personal budget adjustments to reflect their new economic realities. Today, well into economic recovery, there seems to be a new HV/LP option every other week, and as would be expected, segmentation within the segment has begun. Led by Todd Magazine, Blink Fitness strives to be the leader in the higher-end of the HV/LP segment. Read More

The Science of Club Marketing
With Advice From Club Marketing Pros - Part II

By: Justin Cates

Justin CatesJustin CatesIn Part I of this cover story on club marketing, we heard from some long-time marketing pros: Derek Barton, Owner of Barton Productions; Rich Boggs, CEO; and Terry Browning, President, of MOSSA; Nancy Terry, Senior Vice President of Marketing of Sport&Health. This month, in Part II, we complete the cover story with additional insights from: Jon Butts, President of Muscle Up Marketing; Tracey Bourdon, Marketing Coach at Susan K. Bailey Marketing & Design; Daniela Spaid, Director of Marketing and Public Relations of Fitness Formula Clubs. Within this cover story, we hope you find some excellent information and techniques to implement in your club business. Read More

Constructing Your Plan for Sales Success
Two Critical Components

By: Karen Woodard-Chavez

Karen Woodard-ChavezKaren Woodard-ChavezWhen you are constructing a plan for your sales success, there are two critical components that must be considered but are often left out. They include: 1. Assessing your current level of mastery with persuasive conversation; and, 2. Calculating the number of leads you have or need to create. Does this sound like a blinding flash of the obvious? It should. However, I find myself having this conversation repeatedly with sales people who have not determined these two components. Read More

Guide to Preparing for the FLSA Exempt Pay Changes
Month Two, Analyze Your Pay Plans

By: Melissa Knowles

Melissa KnowlesMelissa KnowlesLast month, we began the process of preparing for the FLSA Exempt Pay changes, announced by the DOL in May, by looking at your workforce and their duties. You can find that article and additional articles on the change on Club Insider's website or our website ( This month, we continue our preparation for the upcoming December 1st due date for compliance with a look at employee compensation. Read More

Profit Designing
Designing the New Club Model for Maximizing Profits

By: Bruce Carter

Bruce CarterBruce CarterThere are substantial changes evolving with clubs, and this is affecting design significantly. The old standard model was primarily dues-based, where clubs offered everything for one price, and the goal was to get as many members as possible. This model usually involved some variation of cardio, free weights, machines, group exercise, and possibly, spinning. The new model is to get as many members as possible, but equally importantly, is to maximize revenue per member through results-based, tiered memberships and fee-based personal training programs, thereby maximizing the average amount of dues per member. To achieve this goal, a new design model is necessary where a club has the optimal space and programs enabling it to charge extra for a variety of different offerings. Read More

Things to Consider When Selling Your Club Business
By: Dr. Art Curtis

Dr. Art CurtisDr. Art CurtisYou have spent many years, perhaps a couple of decades, building your club business. Now, you are facing one of the most difficult and emotional set of decisions you will ever have to make. Do I sell my business, and if so, how and when do I go about selling? There is no advice that I can give you that will make selling your club(s) easy. But, there are some things that you should consider doing that will help you prepare, making the process go more smoothly and achieve the outcome you have worked so hard for. While the specifics of every sale are unique, there are some common elements you might want to contemplate before selling that will help you to prepare yourself personally to sell your business, understand who your potential buyer might be, and finally, to make certain that your business is ready to undergo the scrutiny of a due diligence process. Read More

The Four Critical Roles of Management
By: Dr. Gerry Faust

Dr. Gerry FaustDr. Gerry FaustThis is the first in a series of articles that will present an integrated set of conceptual models that have proven, over the years, to be extremely robust and powerful in helping business leaders better understand, manage and lead their organizations. They are based on research and application with hundreds, if not thousands, of organizations around the world. We will start with a discussion of the four critical roles of management. Read More

The FLSA's "Final Rule" and How to Prepare for It
By: Paul R. Bedard, Esquire

Paul R. Bedard, EsquirePaul R. Bedard, EsquireThe fact that many employers struggle with wage and hour compliance, combined with employees having a greater awareness of their employment rights, has contributed to an already healthy boost in wage and hour disputes. A new law will almost certainly increase the volume of these disputes. The Fair Labor Standards Act's "Final Rule" takes effect on December 1, 2016. This new law dramatically raises the standard salary level for exempt employees and will further accelerate the increasing trend of wage and hour litigation. Read More

Programming For The "Fun of It!"
7 Steps to Becoming a Programming Professional - Series Wrap Up

By: Laurie Cingle

Laurie CingleLaurie CingleA programming professional is an expert at the skills required to implement and fill programs. There are seven steps or skills to becoming a programming professional that have been discussed in detail in a series of articles published monthly between January 2016 and August 2016. They are archived and accessible on the Club Insider website. For your reference, the list of articles below provides the article title in quotes, the month and year it was published and a description of the content. I hope the information provides you with ideas for filling your programs. Read More

Crunch Franchise Announces Its Newest Location In Athens, Georgia
NEW YORK, N.Y. - Crunch, the health club chain best known for making serious fitness fun through unique programming and cutting-edge training, announces the opening of its newest franchise in Athens, Georgia. Anticipated to open in the fall of 2016, Crunch Athens will bring its 'No Judgments' philosophy and fusion of fitness meets entertainment to the diverse and spirited community. Read More

Norm's Notes for September 2016
By: Norm Cates

Norm CatesNorm CatesHello Everybody! This is your Club Insider Publisher and Tribal Leader Since 1993 checking in with our 273rd monthly edition. Read More

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