Over the last 10 years the health club industry has changed drastically and it will continue to change. Some club owners have not kept up with the pace of change, and have found themselves struggling with little to no profits to show. However, during this most recent recession, the downturn in membership revenue has very little to do with the down economy. For many club owners 2009 was the most successful year ever! Further their profit line is continuously moving upward in 2010. The secret is that these health club owners have been willing to change.
Blaming the economy is a lot easier than taking action. People do have money to spend – it’s just a matter of priority.
It is up to you to show them that you have what they need!
Everything is constantly changing — the economy, your competitors, consumers and more. If you don’t continue readjusting your unique selling proposition (USP) or continue operating the same as you did last year, you will slowly kill your business. Change is key!
Analyze and identify your unique USP:
1) Cost (be the low cost competitor) – Analyze your business by running helpful reports with your management software
2) Convenience (offer 24-hour access ) – Welcome your members anytime with a 24-hour door access system such as the iGo Door Access
3) Service (focus intensely on the results of your members) – It’s all about results. Your unique fitness training program combined with a software to track and encourage your members, is a slam dunk.
You must differentiate yourself in at least one of these areas to become a more unique, or superior to your competitors.
It is crucial to consistently reevaluate your marketing and business operations to run a successful business.
Change today!
Cheers,
Kyle Z.
Source: http://www.clubsolutionsmagazine.com/?p=5087
Go Figure travels the world to attend many trade shows and conferences. Come see us to learn on how you can maximize your facilities potential by adding the iGo Figure Software to your business. Would you like to come see us? Check our Facebook for our latest events by clicking here.
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Cheers,
Kyle Z
Why do members really quit? Is it because of standing on the same old treadmill watching the same old television? What can we do to avoid boring our members?
The study Why People Quit, published by IHRSA in 1998, cites reasons people quit their clubs that we’ve all heard before: can’t afford it, it’s overcrowded, new demands on one’s time, inconvenient location and lost interest or motivation. If someone wants out, these excuses are as good as any. One great way to help keep members longer is to develop a personal relationship with the member to help motivate them to make it their priority to find time to exercise at YOUR club!
Key is ‘creating constant opportunities for contact and interaction between the club and members on a daily basis.
Here are some tips:
- Member Appreciation Month – Each day during this month, put out large bowls of complimentary fruit, hand out free bottled water, and create fun events that grab members’ attention. Hold special activities at the sports/juice bar, such as a Happy Hour every Thursday from 6-7pm with free drinks and snacks. Barter with a local disc jockey for in-club music during this time. Consider offering free one-on-one or semi-private group training for every member who wants to try it (this results in more training business during the following month).
- Announce Adding or Replacing old Equipment – It’s all a matter of presentation. New pieces can be presented as a gift to members for their loyal support. But don’t just buy the equipment – announce it to your members through your iGo Figure Software Welcome Screen, a large sign, ribbon or anything else you can think of. Everyone will notice that you care for your members and share the appreciation.
- Group Exercise, Weigh Management Programs, Personal Training – Motivation can work wonders and it is a lot easier to create this in a group. Seeing others doing the same exercise and looking great shows your members that your club is right for them. Don’t forget to mix it up and offer different or even additional classes like a boot camp for the summer. It’s easy to track them with the iGo Figure Member Management Software as well as providing their results and achievements.
- Open 24/7 – Anyone can be available 24/7 with a Door Access System. Systems like the iGo Figure Door Access do not require any additional staffing, because members simply scan their card and your doors open automatically. Your members will appreciate the extra hours you are there for them and no longer use time as an excuse to quit.
Start creating an environment in which every member is touched every day. Do this, and a higher retention rate is practically guaranteed.
Cheers,
Kyle Z
Source: http://cms.ihrsa.org/index.cfm?fuseaction=Page.viewPage&pageId=18576
In times of recession “Service Means Survival”, but keep in mind the difference between customer satisfaction and loyalty is significant:
Member Satisfaction means meeting a member’s expectations and the member does not feel valued. There is no memorable “WOW” experience. As a result the member will be more price sensitive and consider competitors’ offerings. Member Loyalty means exceeding member expectations and he/ she does feel valued. Delivering a memorable experience that WOW’s the member. As a result the member will be a long-term customer, less concerned with price.
How do you drive a Member Loyalty-Centric Corporate Culture?
- It must start with an unwavering commitment by club ownership and senior management.
- Hire people who have an ingrained passion for serving people exceptionally well.
- Develop and train all staff who interact with members on “best practices” based on members’ wants, not the club’s convenience. Everything that impacts a member experience. Ask “What would WOW me?” When did you receive exceptional customer service – How did it make you feel? How did it affect your shopping habits at that store? How many people did you share it with?
- Don’t allow staff to use the word “policy,” as 99% of the time upon hearing that word, a member knows he/ she is about to be given an excuse as to why his/ her need will not be met. Train employees on how to innovatively problem-solve to say yes vs. giving excuses for saying no.
- Coach staff to view angry members as an opportunity to convert them to members for life: teach them how to use “mirroring” to diffuse anger, then go the extra mile to exceed their expectations.
- Ask for examples of “memorable experiences” and “exceeding member expectations” at every staff meeting. Hold employees accountable for achieving them, and give rewards to those who do.
- Don’t cut expenses that negatively impact quality service delivery for short-term financial gain. That will cost the company much more in lost revenues and profits over the long term.
Reasons to implement a Member Loyalty-Centric Corporate Culture?
- It’s far less expensive to keep a member than acquire a new one.
- Positive word of mouth by loyal members generate far more new members than cold calling and other lead generation efforts – and it’s free.
- A negative member experience will be told to at least 10 people (oftentimes many more), resulting in potential lost new members; and
- The lifetime $ sales value (“LSV”) of a loyal member can be as much as 20 years and in addition the cumulative LSV of all new members he/ she refers.
You can start by writing a short “Congrats” or “Great hair cut” message to individual members. Simply utilize the Member Welcome Screen in the iGo Figure Software.
It will put a smile on your member’s face, when they see that you remembered. Never forget, member retention is key!
It’s all about the way people feel when they walk into your club – happy, comfortable, special.
Get started today!
Cheers,
Matt Z.
Source: http://cms.ihrsa.org/index.cfm?fuseaction=page.viewPage&pageID=21029
Save time, money and run your business most efficiently with the iGo Figure Membership & Business Management Software.
- Save $199 on payment processing (no obligation)
- Enjoy 2 months no license fee.
- FREE Retention Management for 60 days
Lock in your discount at (866) 532-9588 or sales@igofigure.com.
Undecided? No worries use a full version of the iGo Figure Software FREE.
Simply click here to request the free trial.
Still not sure? Schedule a web demo today and let us show you how iGo Figure will save you even more money.
Click here to email us now.
Cheers,
Matt Z
Booth #125 at Club Industry East 2010 in New York, NY from May 5 – 7, 2010
Receive your FREE admission to the Club Industry East trade show by clicking here
and experience the iGo Figure Member & Business Management Software on site.
Find out why more than 8,000 facility owners like you trust the iGo Figure Software to run their facility:
• Incredibly easy-to-use software that does it all.
• Integrated, low-cost payment processing, including $.10 EFT transactions.
• Efficiently manage all of your memberships.
• Handle all your scheduling needs.
• Control facility access.
• Track employee compensation.
• Advanced POS and inventory system.
• Local install or web-based/hosted available.
• Available in multiple languages.
• World-class free support and training included.
Visit our booth #125 during the trade show!
See you there!
Kyle Z
According to the 2009 released statistics by the International Health, Racquet and Sportsclub Association (IHRSA), revenue and membership numbers in the U.S. health club industry remained steady. The recession caused consolidation of club locations and the closure of weaker performing clubs while new club locations emerged in underserved markets. In addition about 23% (10.5 million) of the 45.3 million health club members were new.
The rise of niche and theme-oriented facilities impacted the 2009 survey results significantly. Many owners are getting creative on how to manage their business and tools such as a membership management software or retention management system make it even easier to accommodate their needs.
According to IHRSA the increase in revenues was due to increases in health club usage and non-dues spending. “Increased usage is typically associated with increased spending in non-dues related items, such as personal training, lessons, juice bars and other services,” says Jay Ablondi, IHRSA’s executive vice president of global products. Special offers and discounts can be easily managed with a membership management software.
Attract new consumers and boost your non-dues sales with the all-in-one iGo Figure Software.
It’s time to get creative and say “bye, bye recession”!
Cheers,
Matt Z
Source: http://clubindustry.com/forprofits/ihrsa-revenues-membership-results-20100331/index.html
Usually we think it is lack of time or money for not joining a health club, but there are more prevalent factors.
Identifying and monitoring these will help you retain more members:
1. Fear of pain
2. Fear of embarrassment
3. Fear of not being able to achieve their goals
Here are some suggestions for successfully addressing these potential roadblocks to membership:
1. Pain. Negative emotions have a greater impact on us. Therefore, we are more likely to run from pain than confront it. A good sales person recognizes this fear factor at membership sign up and he can skillfully educate the prospect that exercise doesn’t need to be a painful experience. Help your members to overcome their reservations by tracking their results. This will not only boost a member’s self esteem, but also establish trust in your club. The iGo Figure Software allows you to easily monitor a member’s progress and gives you tools to demonstrate their results.
2. Embarrassment. As a new member you always feel like everyone is in better shape around you. Remember that especially new members take little steps! Make a member feel special and encourage them to continue by sharing tips, tricks and emotional support. Greet your members with a daily personalized message when they sign in through the iGo Figure Welcome Screen. It really motivates and shows that you care.
3. Goals. The sales and personal training departments must maintain a close relationship and effective communication to assist members in achieving their goals. At the point of sale, the salesperson should have already clearly identified the new member’s goals and explained to her why the club is the ideal choice in helping her achieve the results she desires.
Let us help you achieve your and your members goals!
Cheers,
Kyle Z
Source: http://clubindustry.com/stepbystep/retention/0201-inside-new-member/
It was great seeing you at IHRSA! Purchase the software by March 31, 2010 to get $100 off your initial software order*. Don’t forget to mention this Promo Code: IHRSA10.
Lock in your discount at (866) 532-9588 or sales@igofigure.com.
Undecided? No worries use a full version of the iGo Figure Software FREE.
Simply click here to request the free trial.
Still not sure? Schedule a web demo today and let us show you how iGo Figure will save you even more money. Click here to email us now.
Cheers,
Matt Z
*Order by March 31, 2010 and you will receive a $100 discount on any purchase that contains the iGo Figure Software.
Come Meet Us – Booth #731 at IHRSA 2010 in San Diego, CA from March 10 – 13, 2010
Have you registered for your FREE VIP Pass, yet?
Follow these steps below and experience the iGo Figure Member & Business Management Software on site:
- Visit ihrsa.org/go2010 and look up your name, or register for the first time.
- At the line asking “Were you referred to the Convention & Trade Show by an Exhibitor?”,
click ‘yes‘ and select “Go Figure, Inc.” from the drop down.
- Enter the promotional code VIPPASS.
- Complete the profile, review the registrant information.
- You will then receive a confirmation (with barcode) via email.
See you there!
Kyle Z.
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