January 2010 Club Business International (CBI)

> January 2010

‘The Future Is You!’

37 10 on IHrSa 2010

46 rx for ‘Boomeritis’

58 IHrSa: 21, GOV: 0

69 Management Software

103 ask the Entrepreneurs ®

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Red Admiral butterflies, of all things, may provide the perfect metaphor to study and consider as we close the books on one of the industry’s most trying years and embark on one that, everything suggests, will be just as challenging.

That bit of unexpected and valuable insight comes to us courtesy of David “Patch” Patchell-Evans, the founder and CEO of GoodLife Fitness and current chairperson of IHRSA’s board of directors.

Patchell-Evans explains the idea in detail in his “International” column on pg. 99, but, without diluting his thunder, let me tell you that what it boils down to is this: when scientists subjected Red Admiral butterflies to the erratic buffeting of a wind tunnel, the insects proved remarkably adept at innovating—modifying their normal flight pattern to continue moving quickly, efficiently, from flower to flower.

When the world has changed, and the landscape has been ren-dered unfamiliar, the ability to be sensitive to the shifts, infinitely flexible, and willing to adapt is literally critical.

The Red Admiral butterfly, it’s worth noting, is found in the Americas from Canada to Guatemala, and in Europe, Northern Africa, and Asia. It is on no government’s or environmental group’s “threatened” or “endangered” list.

Our industry has long taken well-deserved credit for its creative brilliance and entrepreneurial skills, and the pages of this issue of CBI are filled with both personal and corporate examples. For exam-ple: Michael Motta, the founder, president, and CEO of Plus One Health Management, Inc. (see pg. 30). In the late ’80s, Motta refocused his company’s efforts on corporate fitness, and, since then, has remained acutely aware of that market’s evolving

needs and desires, and has responded promptly, professionally… and successfully.

In 2003, when we last checked in at length with Plus One, it had 550 full- and part-time employees who were managing 35 corporate facilities; now, seven years later, it has a staff of 1,500 who oversee 117 sites.

What seems required today, however, is innovation of a new nature, a different sort, a greater magnitude. We need less to revise than to re-envision and reinvent our business.

To do so, we’ll turn to the sources of information and inspira-tion that we’ve utilized to good effect in the past, as well as to brand-new ones. I’d like to think that CBI serves well in that capacity, and have no doubts that IHRSA’s annual convention and trade show will remain the industry’s dominant and most dynamic catalyst for change.

Motta’s people will be at the 29th installment in San Diego, March 10-13, and so, too, will the individuals and teams who share their enthusiasm for this landmark event in “10 on IHRSA 2010” (pg. 37).

They all understand that, in turbulent times, you must fly “like a butterfly”…in order to “sting like a bee.” —|

| Editor’s Welcome |The mission of IHRSA is to grow, protect, and promote the industry, and to provide its members with benefits that will help them be more successful.

PublishingEditor-In-Chief: Craig R. WatersPublisher: Jay M. AblondiManaging Editor: Rebecca K. MaverickEditor: Jennifer H. McInerneyAssociate Editor: Patricia Glynn Editorial Assistant: Mia CoenContributing Editors: Dawn Allcot, Patricia Amend, Phoebe Anderson, Jon Feld, Julie M. King, Catherine Larner, Lesley Mahoney, Jean Suffin, Stephen Wallenfels, Kristen A. Walsh

Advertising, www.cbimediakit.com

Vice President of Advertising & Membership Sales: Michele EynonSenior Account Manager: Jessica GutsteinAdvertising & Associate Membership Manager: Christine PatersonAdvertising Sales Executive: Donna GarrityBusiness Development Publications: Will FinnPublications & Associate Coordinator: Meghan Burnham

Art Direction, Design, Production: HM Studios, Boston, MA

internAtiOnAl heAlth, rACQuet & sPOrtsClub AssOCiAtiOnPresident & CEO: Joe MooreChief Operating Officer: Anita LawlorExecutive Vice President of Public Policy: Helen DurkinExecutive Vice President of Global Products: Jay Ablondi

Club business internAtiOnAl editOriAl & Advertising OffiCes:c/o ihrsA seaport Center 70 fargo street, boston, MA 02210 usA800-228-4772 usA & Canada 617-951-0055 | 617-951-0056 fAXe-mail: [email protected] www.ihrsa.org

to order reprints of articles, call 800-228-4772 ext. 192 or visit www.ihrsa.org/cbi

Club business international (issn 1043-9692, usPs 766-570) is published monthly ©2010 by the international health, racquet & sportsclub Association, seaport Center 70 fargo street, boston, MA 02210. All rights reserved. Periodicals postage paid at boston, Massachusetts, and additional mailing offices. Canadian sales Agreement #40767601.subscription rate for members is $48 per year, which is included in the dues. Additional subscrip-tions $24.95 per year (usA) and $75 (international). POstMAster: Please send change of address to Club business international, c/o ihrsA, seaport Center 70 fargo street, boston, Massachusetts 02210

Volume 30, Issue 1

Kerry b

rett

4 C l u b B u s i n e s s I n t e r n a t i o n a l | J A n u A R y 2 0 1 0 | w w w . i h r s a . o r g

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30 ‘The Future Is You!’Michael Motta, the founder, president, and CEO of Plus One Health Management, Inc., has repeatedly demonstrated the truth of the motto of IHRSA’s 29th Annual International Convention and Trade Show. His professionalism, persistence, flexibility, responsiveness, and strong sense of self-reliance have made Plus One, with 117 programs in 17 states, one of the nation’s most successful corporate-fitness providers.

37 10 on IHRSA 2010Industry leaders reflect on the value of the IHRSA convention and share their special ‘WOW!’ moments

46 Rx for ‘Boomeritis’How IHRSA clubs are helping baby boomers walk the fine line between fitness and injury

53 Flooring SolutionsWhen it comes to flooring, clubs are demanding, and suppliers are providing, more value for less money

58 IHRSA: 21, GOV: 0Last year, IHRSA and the industry prevailed on the legislative battlefield, with 21 wins and no losses

Plus One operates 104 upscale corporate facilities

COnTEnTS | JAnuARy 2010

CluB BuSInESSInTERnATIOnAL

30


Features

Cover: david rodgers

LTB

CAMPBELL MITHUN • DIGITAL RESOURCES • PREPRESS STUDIOPUBLICATION CONFIRMATION

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Fitness Color Mode: 4C Ad Number/Code: FISHFTD9038P Ad Caption/Title: Cardio/Health Club 1st Issue/Run Date: November 2009 Usage Rights: 1 year End Date: 6/30/2010 Publication: Various

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Colors Used: Cyan, Magenta, Yellow, BlackFonts Used: Univers (67 Bold Condensed, 55 Roman, 45 Light, 65 Bold, 57 Condensed, 47 Light Condensed; Type 1), ITC Zapf Dingbats (Medium; Type 1)Linked Images: F_TM_HR_r4.tif (CMYK; 165.4MB; 719 ppi), fisv_prf_fo_cmyk.eps (282KB)

Notes: INDD-CS4Ver. 1; Pg. 1:

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DOCUMENT OUTPUT REVIEW Initials Date Time

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OK to Ship _______________________________ Initials/Date

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66

18

First Lady wins at Healthy Kids Fair

CYBEX goes mobile for golf fitness

News & Know How 15 news Augie warms up for BASH; third-quarter

metrics mirror pressure; First Lady a fitness role model; fitness equipment sweats; and more

23 First Person John Aglialoro, the head of CyBEX

International, Inc., considers his company’s challenges and prospects

25 On the Move Stars toast Total Woman; Club Fit hosts

Safe Kids; Sport & Health acquires World; X-Fit exercises innovation in Russia; Tri-City harnesses teen power

28 IHRSA 2010 IHRSA 2010 ‘Welcomes the World’

Innovations 65 What’s new neat new products from CyBEX, Zumba

Fitness, Matrix Fitness, Polar Electro, Petra Hygienic, and others!

69 F.I.T. Extra Suppliers are eying the future, but focusing

on current needs, as they create new club-management systems

IHRSA Report 95 First Set Club operators shouldn’t let a good

recession “go to waste,” says IHRSA Chairperson David “Patch” Patchell-Evans

96 In Brief The dawn of a new year demands that the

club industry renew its vigilance against harmful legislation

99 International

100 Success by Association For 25 years, Phil Wendel has relied on

IHRSA to help him grow his two ACAC Fitness & Wellness Centers

103 Ask the Entrepreneurs Three operators share their plans for

increasing their company’s profits in this brand-new CBI column

105 Member news What’s going on at nASM, Les Mills,

Star Trac, Life Fitness, HealthGuard, Fitness Master, Happy Systems, Motus uSA, and RHB Solutions

114 Calendar

Reps 4 Editor’s

Welcome

10 Ihrsa.org

12 letters

117 Marketplace

119 Ad Index

120 last Rep A nighttime photo

of Korea espouses economic freedom, suggests IHRSA President and CEO Joe Moore


COnTEnTS | JAnuARy 2010

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A PREvIEW OF WHAT’S nEW THIS MOnTH On WWW.IHRSA.ORG

Hiring? Get Help on new Website> www.healthclubs.com/jobs

ActiveCareers.com is now healthclubs.com/jobs. Powered by JobTarget, healthclubs.com/jobs makes filling—or finding—a job in the health club industry easier than ever. Job-seeking services are still free, job-posting prices are lower than ever ($99 for members, $149 for non-members), and cost-effective Featured Employer packages are still available for purchase. Current Featured Employers include Wellbridge, Sport & Health, Club One, Plus One, JLR Associates, and many more of the industry’s key players. The site also includes all of the valuable content that employers and job-seekers have come to expect from IHRSA, including current compensation data, job descriptions, and guest articles on hot HR topics. —|

Log on today at www.healthclubs.com/jobs! Contact [email protected] with any questions.

New Year Means Improved IHRSA Passport Program> www.ihrsa.org/passport

The IHRSA Passport Program, a free benefit of IHRSA membership, provides members of participating clubs with discounted guest privileges when traveling worldwide. The program is a great enhancement to clubs’ sales efforts, as well as a valuable member-retention tool.

With the new year come some exciting changes to the IHRSA Passport Program. now, as a

condition of participation, clubs must commit to discounting their regular guest fee by at least 50% for Passport guests. Member feedback has indicated that such a move would increase the value of the program not only for club members, but also for

clubs’ sales staff.In addition, program materials are

now offered exclusively online. Staff training tips, an expanded offering of posters and other

promotional materials, as well as valid Passport IDs can be accessed and printed right from the club.

Over 3,400 IHRSA member health clubs in more than 50 countries currently participate in the IHRSA Passport Program, making it the industry’s largest and most esteemed reciprocal guest access program. —|

Log on to www.ihrsa.org/passport today, and contact [email protected] with questions.

Enroll Now in I Lost It at the Club! > www.ihrsa.org/ilostitattheclub

This month, IHRSA will launch its 6th annual I Lost It at the Club! campaign, which will run from January 11 through March 5. This fun program is designed to help clubs energize and retain current members, and attract new ones who are ready to change their lives for the better. —| This free program is available exclusively to IHRSA member clubs. Sign up today and help your members shed those unwanted pounds!


ihrsa.org

| letters |

Irish Smiles of Gratitude

Many thanks to IHRSA for the recent European Congress in Dublin. We really enjoyed the event, especially the First Timers Reception. It was well worth doing and we’ve had some great feedback. In addition to talking about the wonderful opportu-nities for networking, sharing experiences, meeting new and old colleagues, and learning from experts, we shared the craic. Craic is an Irish term, which means having a great time, and epitomizes the spirit of IHRSA.

I look forward to sharing the craic with IHRSA members in San Diego, during the 2010 International Convention and Trade Show! —|

Lexie Griffiths | Executive Manager and Team Coach | Teamwork | Dorset, UK

Double Duty in Dublin> A huge thank you to Hans Muench for his assistance with my two sessions at the European Congress in Dublin, in October. He really went to a lot of trouble to help select the CEO panelists, and it all worked out well. Then, he went to a variety of club leaders to get them to focus on the cost-cutting survey. Their answers made a real difference in my talk. —|

Rick Caro | President | Vision Management, Inc. | New York, NY

Bright Spots in Brazil> Thanks to all of the people who attended my speech at the 10th Anniversary IHRSA/Fitness Brasil Latin American Conference & Trade Show, held in São Paulo, in October. I had so much fun speaking on service design and moderating the Branding Workshop with Patricia Totaro, my dear friend and renowned architect.

At the event, we had the opportunity to discuss some key themes that form the basis of an innovative strategy. I am twice satisfied—first, for having the opportunity to coordinate the conference program along with the IHRSA/Fitness Brasil team, and second, because of the success that the Microsoft project “MyGym” had at its launch during the same event.

The fitness sector occupies a bright spot in the wellness industry and definitely needs to take over this position, reinventing itself to move from being an attachment to being part of people’s lives. —|

Tennyson Pinheiro | CEO | Design Loyalty | São Paulo, Brazil

IHRSA Success in India> I just wanted to report what a huge success the IHRSA Management Conference in India, part of the IHRSA Road Show, was in September. The immediate verbal feedback we received was very pleasing and my e-mail has been running hot with requests for more information. I think it was a hugely successful event, and I would highly recommend developing a strong Indian arm to IHRSA, as this market is expanding quickly.

I would also like to personally remind you of what a wonderful IHRSA Ambassador John Holsinger is on these trips. He walks the talk and has a thorough understanding of what’s involved to make these events successful. Additionally, he did a great presentation and handled the three biggest players in the Indian market with aplomb on a panel. He was excellent.

All in all, a very successful trip. Thank you for having faith to go to India and for allowing me to be part of this landmark conference! —|

Justin Tamsett | President | Active Management | New South Wales, Australia

Healthcare Solutions> As the Senate debates how to bring health insurance to all Americans, let’s focus on keeping people healthy in the first place. Research shows that exercise helps prevent chronic diseases, from diabetes and depression to osteoporosis and cancer. The action steps are clear: Congress must support programs to help Americans follow healthy lifestyles; each of us should eat a balanced diet, avoid tobacco, and stay physically active. It’s a simple prescription with a big payoff.—|

James Pivarnik | President | American College of Sports Medicine | Indianapolis, IN


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w w w . i h r s a . o r g | J A n u A R y 2 0 1 0 | C l u b B u s i n e s s I n t e r n a t i o n a l 15

News & Know Hownews 15 | First Person 23 | On the Move 25

Slam Dunk: If you saw CNN’s coverage of the presidential election, you’re already familiar with this remarkable technology. GestureTek produces a computer-driven system that projects interactive images onto virtually any surface, including glass, walls, ceilings, and floors, allowing users to interact simply by moving their bodies. They can call up electoral results… or enjoy games, sports, exercise, etc. Already in use in hospitals, rehab clinics, seniors’ and childcare centers, GestureTek is about to debut in health clubs. —|

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> Two of the nation’s three major publicly held fitness providers reported revenue increases for the third quarter of 2009, but, for the third company, business was down a bit.

Life Time Fitness, Inc. (nySE: LTM), the Chanhas-sen, Minnesota-based chain that currently operates 84 clubs in 19 states, had sales of $214.3 million for the quarter, which ended on September 30, up 7.8% over the same period in 2008. Earnings before interest, taxes, depreciation, and amortiza-tion (EBITDA) were also higher, reaching $63.7 million, a 4% improvement. net income, however, dropped slightly, from $21.6 million in ’08 to $20.6 million in ’09, a 4.4% decline.

Based on the results, the company revised its revenue expectations for the full year from $830-$860 million to $835-$845 million, and its net-income expectations from $67-$71 million to $71-72.5 million.

The company’s stock, with a 52-week low of $7.07 and 52-week high of $32.05, was trading at $24.06 in mid-november.

The Health Fitness Corporation (nySE Amex: FIT), the Minneapolis, Minnesota-based provider of employee health-improvement services, saw its sales for 3Q ’09 climb by 6.9% over the same period in ’08, hitting $19.8 million. A gross profit of $6.4 million represented a 7.6% increase. net earnings of $0.91 million, though 8% higher, were flat at $0.09 per diluted share.

During the quarter, the company finalized two new fitness-management and four new health-management commitments, one involving a large auto company; and it’s currently a finalist in a total of 13 proposals.

“Going into the fourth quarter and 2010, we’re optimistic about the potential for continued revenue growth,” says Gregg Lehman, the firm’s president and CEO.

| News & Know How | news

A triumph of Hope!Augie’s Quest event a warm-up for B*A*S*H at IHRSA convention

T he fourth annual Tradition of Hope Gala, held in Beverly Hills, California, in mid-October, raised an additional $740,000 for research to find a cure for amyotrophic lateral sclerosis (ALS),

also known as Lou Gehrig’s disease. The event is part of Augie’s Quest, a fund-raising initiative launched by Augie Nieto, the cofounder and former president of Life Fitness, who is battling ALS, and his wife, Lynne.

Both were on hand for the gala, which attracted a host of business leaders and entertainment industry celebrities. During the evening, Nancy O’Dell, the co-anchor of NBC’s Access Hollywood, was presented with the first-ever Augie’s Quest Champion for ALS Award for her work to raise funds and awareness about the disease, which took her own mother’s life in 2008. Phil Smith, an executive with Unified Grocers, Inc., a retailer-owned wholesale grocery cooperative, received the Augie’s Quest Humani-tarian Award for his awareness-raising efforts.

“Words can’t describe the warmth that Lynne and I felt at the gala,” Nieto told attendees. “The Tradition of Hope continues to be a magical and heartfelt event. We’re grateful to Nancy O’Dell, Phil Smith, and the ALS community for supporting our quest.”

The flagship Augie’s Quest initiative is Augie’s B*A*S*H, an annual charitable event held during the IHRSA convention on behalf of the Muscular Dystrophy Association (MDA), which is searching for a cure for ALS. This year’s edition of the B*A*S*H will be held on Friday, March 12, during IHRSA’s 29th Annual International Convention and Trade Show in San Diego, California, March 10-13.

Thus far, Augie’s Quest has raised more than $20.8 million. —|

.comFor more information or to register for the B*A*S*H, log on to www.augiesquest.com or www.ihrsa.org/convention.

Gala Hopefuls, from l., Michael Johns, nancy O’Dell, Dmitry Chaplin, Karina Smirnoff, Augie and lynne nieto

third-Quarter Metrics Mirror Economic PressuresUp-and-down stats reflect challenges facing major fitness providers


>



Town Sports International Holdings, Inc. (nASDAQ: CLuB), the Manhattan-based chain that operates 165 clubs in the u.S. and three in Switzerland, reported income of $120.4 million for 3Q ’09, a 6% drop from the same quarter in ’08. The company had operating income of $1.4 million for the period, down 88% from 3Q ’08, and posted a net loss of $1.5 million, vs. net income of $3.8 million in 3Q ’08.

“Our third-quarter results were in line with our expectations,” observes CEO Alex Alimanestianu. “We look forward to benefiting from stronger operations and an improving economy.” —|

>The Golden Door, in San Marcos, California, which, in many ways, laid the foundation for, and has continued to contribute to the development of, the modern spa industry, has celebrated its 50th anniversary in business. Today, according to the International Spa Association (ISPA), there are more than 18,100 spas in the u.S., serving some 32 million active spa-goers. —|

economy raises Fitness Equipment ConcernsBusiness down, according to SGMA and major manufacturers

> The 2008-2009 economic recession has taken its toll on fitness equipment manufacturers, according to the 2009 edition of Tracking the Fitness Movement, a report published by the Sporting Goods Manufacturers Association (SGMA), an industry trade organization based in Silver Spring, Maryland. For the first time in 20 years, wholesale equipment sales have declined, from $4.7 billion in 2007 to $4.2 billion in 2008, a 10.6% drop.

At the same time, the report notes, fitness-participation rates actually increased in a number of categories.

“The fitness industry wasn’t immune to the side effects of the tough economy,” observes Tom Cove, the president of the SGMA. “But because people are aware of the importance of a regular fitness regimen, we expect the fitness industry to regain strength as the economy heals and home-starts improve.”

Among the report’s other findings:

• Treadmills and elliptical crosstrainers are the two most popular pieces of equipment, with 2008 sales of $870 million and $687 million, respectively.

• The top five fitness activities are walking for fitness, treadmills, hand weights, running/ jogging, and weight-resistance machines.

• The fitness activity with the largest one-year jump in ’08 was step aerobics, which posted a 21% increase.

Financial results for the third quarter of 2009 for several of the industry’s major manufacturers echoed the sentiments of the SGMA study. The Brunswick Corporation (nySE: BC), which owns Life Fitness, reported that its fitness division had sales of $126.8 million for the quarter, down 22% from the same period in ’08. The Amer Sports Corporation, the publicly held Finnish company that owns Precor, said its fitness-segment rev-enues were $66.2 million, down 19% from 3Q ’08. And CyBEX International, Inc. (nASDAQ: CyBI), had income of $29 million for 3Q ’09, a 19% decline from the same period in ’08. —|

think Pink for Breast Cancer Research

CYBEX International, Inc. (NASDAQ: CYBI), the Medway, Massachu-setts-based equipment manufacturer, raised more than $35,000 for breast cancer research during its Pink Ribbon Run in October,

which featured its unique, special-edition pink 750T treadmill. The company offered to donate 10 cents for every mile logged on the machines during the month, and club members dutifully racked up over 250,000.

The company also contributed an additional $10,000 to a breast cancer research effort in Mexico.

Thus far, CYBEX has sold some 300 of its pink treadmills to more than 150 health clubs, YMCAs, and other fitness centers, nationwide.

One of them, BodyScapes Fitness in Brookline, Massachusetts, kicked off Breast Cancer Awareness Month in October by inviting celebrity guests—New England Patriots cheerleaders, Ms. America Bridget Cleary, and Boston-TV meteorolo-gist J.C. Monahan and reporter Shiba Mussell—to try out its new 750T. BodyScapes donated $1 for each mile run during the month to The Ellie Fund, which provides services for breast cancer patients and their families, and 5 cents per mile for the remainder of 2009. BodyScapes also has a pink treadmill at its Southborough, Massachusetts, facility.

In all, clubs raised an additional $20,000-plus with their own fundraising initiatives. —|

<third-Quarter Metrics Mirror Economic Pressures

Short Takes Celebrating a Golden Moment

ABCFinancial_0110CBI.indd 1 11/18/09 6:57 PM

Short Takes Celebrating a Golden Moment



-2%

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Club Dues (NSA)

Fees for Lessons (NSA)

All items (NSA)

Unemployment Rate (SA;%)

Real Total Disposable Personal Income (SA)

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Consumer Prices & National Economic Trends(% change same month previous year, unless otherwise noted)

8/08 9/08 12/08 1/09 2/09 3/09

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Unemployment Rate (SA;%)

Real Total Disposable Personal Income (SA)

Total Real Personal Consumption (SA)

Consumer Prices & National Economic Trends(% change same month previous year, unless otherwise noted)

| CBI’s Eye On The Economy |

Fall Findings: nondues Prices up, dues Prices up & downThat consumers continue to place a significant value on their health was reflected by the fact that club operators were able to increase the price of nondues services by 3.65% in September (vs. September 2008) and 2.85% in October (vs. October ’08). The October results represented the 12th consecutive month in which the price of nondues club services performed better than the price of “all items.”

This represented a clear opportunity, as the industry headed into the holiday season, for operators who bundled services and/

or sold gift certificates for personal training, guest passes, etc.Club dues, on the other hand, conveyed a mixed message. In

September, the price of dues stood 0.58% higher than it had in September ’08, whereas the price for “all items” had fallen by 0.28% year-to-year. In October, however, the price of dues was 0.55% lower than it had been in October ’08, twice the decline for “all items.” This up-and-down fluctuation may have reflected consumers’ continued price sensitivity to club dues, particularly as they contemplated anticipated holiday-related expenses. —|

Note: For more detailed monthly information and additional Producer Price Indexes, please log on to www.ihrsa.org/research. *nSA: not Seasonally Adjusted; **SA: Seasonally Adjusted

First Lady a healthy role Model

F irst Lady Michelle Obama recently did her part to promote healthy eating and regular exercise, both in the pages of Prevention magazine and on the South

Lawn of the White House. Hosting some 100 children during a Healthy Kids Fair held in late October, she lectured them about the importance of smart food choices and a physically active lifestyle. “Turn off the TV on your own,” she told them. “Get up and throw a ball. Run around the house. Don’t break anything, but move.”

The First Lady practiced what she was preaching by doing some credible hula-hooping, quickly completing an obstacle course, and trying her hand, less successfully, at double-dutch rope jumping. Speaking to Prevention, Obama explained that she varies her workout routine, which starts at 4:30 a.m., with stretching, cardio, weights, and Pilates. —|

Michelle Obama sprints to finish line

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CBI Spends 10 Minutes on the Line with

.comTo learn more about John Aglialoro’s business interests, log on to www.umholdings.com.

How has the economy affected equipment manufacturers? What sort of changes has CYBEX been forced to make? How important is relationship-building in times

like these? Have there been any unexpected upsides? What have you done to prepare for the eventual turnaround in the market? What signs of improvement have you seen?

In 1972, John Aglialoro, then a Wall Street stockbroker, established uM Holdings, Ltd., a privately held investment firm based in Haddon-field, new Jersey. One of its first acquisitions was Trotter, Inc., which, in 1997, merged with CyBEX. uM Holdings also holds EHE International, which provides physical examinations for corpo-rations and individuals. Today, Aglialoro, 65, serves as the chairman and CEO of CyBEX Inter-national, Inc. (nASDAQ: CyBI), based in Medway, Massachusetts. uM Holdings retains a 50% stake in CyBEX.

“Clearly, manufacturing has been hit hard by the economy, and our industry has been no excep-tion. We’ve had to downsize and put some opportunities on hold. But it’s also given us a chance to be introspective about our mission and goals, reconsider our value proposition, and get closer to customers. We’re putting even more emphasis on the CyBEX Institute for Exercise Science, and looking into how we can help teach club members about lifestyle behav-iors, nutrition, how to shop, etc. We’re focusing on educating potential buyers and users about exercise as a key component of health improve-ment—convincing them that prevention is a virtue, a money-saver, and a source of longev-ity and better quality of life.

The climate has provided some bright spots, as well. We’re seeing a reemergence of some peo-ple that we’ve been speaking to for several years. It appears as though club CEOs are taking more time to find out what clients want and how they can provide it, so we’re hearing from them. It’s meant that we’ve had the opportunity to develop deeper relationships with clients, such as Bally’s, Gold’s Gym, and 24 Hour Fitness.

The relationships that CyBEX has developed in the financial sector have also served us well. We’ve spent a good part of the past decade working to educate lenders about the viability of the club industry, and that’s panning out in this economy. Our lenders are seeing that, even in tough times, people aren’t dropping their club memberships, so, in that regard, club own-ers pose a low threat of delinquency. Having reliable lending sources in this economy has been critical.

Having said that, the past two years have been undeniably tough. We’ve had to cut back on peo-ple and some planned initiatives. now we’re concentrating more on the balance sheet—not the income statement. Here’s what I mean: although we’ve cut 5% of our workforce, our capacity remains intact. We haven’t shut down any plants. We’ve continued to purchase capital equipment, such as robotic welders, and recently acquired an extra laser cutter. When things turn around, we’ll be ready because we’ve become stronger and swifter as a manufacturer. We know that people want more than low-priced metal, and the investments we’re making are about value. Today, customers are looking for value—that’s good timing for CyBEX.

As far as the economy goes, our initiatives are clearly beginning to take root. We continue to have active meetings with our traditional cus-tomers, but we’re also broadening our focus and seeing more penetration in new markets, such as golf and country clubs. We’ve spoken with GMs and they’re looking for more revenue streams. This is an area of growth that’s been underserved, and, now, it’s working for us.

All of the time we’ve spent building relationships and serving our customers is making a notice-able difference. At the last IHRSA convention, people told us they had a sense that CyBEX had reemerged as a company of promise and dependability. We’d attained a higher stature in the average attendee’s mind. And it’ll be even better this year. I can’t be an open book about what we’ll be sharing at this year’s show, but, believe me, it’ll be worth the wait.” —| – Jon Feld, [email protected]

John Aglialoro


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| News & Know How | On The Move

Chris Finch, Paul Summers Join Gold’s Gym> Gold’s Gym International has promoted Chris Finch to senior director of interna-tional franchising and Paul Summers to senior director of u.S. franchising. Finch will oversee the day-to-day operations of the company’s international franchise business, while Summers will work closely with u.S. franchisees. “Their leadership will create more opportunity for the Gold’s Gym family,” said Joel Tallman, senior vice president of franchising and global operations. —|

J. Russell Findlay named TSI’s vP, Sales and Marketing> Town Sports International Holdings, Inc., (nASDAQ: CLuB) has appointed J. Russell Findlay to its new position of vice president, sales and marketing. In this role, Findlay will be responsi-ble for delivering top-line revenue and reorganizing go-to-market strategy, as well as all marketing, branding, corporate communications, and public relations activities. Findlay previously served as PepsiCo’s director of marketing, and launched Diet Pepsi Max. —|

Movers and Shakers

Special Events


Total Woman Hosts Star-Studded CelebrationThe Total Woman Gym & Day Spa recently celebrated its 44th anniversary with a celebrity-packed red carpet event at its Woodland Hills, California, location. Attend-ees had the opportunity to pose for photos with their favorite celebrities, receive mini spa treatments, take part in fitness demon-strations, take facility tours, and win prizes.

Celebrity guests included: Heather McDonald of the E! late-night show Chelsea Lately; celebrity fitness expert Kathy Kaehler; Tania Gunadi, of Disney’s Aaron Stone adven-ture series; Shari Headley, of the ABC series Castle; McKenzie Westmore, of the nBC soap opera Passions; Kate Linder, of the CBS soap opera The Young & The Restless; Giselle Samson, of the CW reality show America’s Next Top Model; Trina Dolenz and

Morgan Weirich, of MTv’s House of Jazmin; Kristin Kruz, cohost of The Mark and Kristin Show on KOST-FM; Florence LaRue, of the Grammy-winning 5th Dimension; Alicia Arden, of the nBC reality show America’s Got Talent; Carrie Simmons, cover girl for Grand Theft Auto; and Tom Schanely, of the ABC series The Forgotten.

“Our unique concept offers all of the amenities that a woman could want in a fitness center, with an added twist: our full-service day spa,” notes Karen Wischmann, CEO.

Founded by Adrienne and Art Stone, Total Woman Gym & Day Spa has 10 locations across Southern California: Laguna Hills, Brea, Mission viejo, Irvine, Placentia, Glendale, Westlake village, Woodland Hills, northridge, and Encinitas. —|

Club Fit Supports Alliance for Safe Kids

Club Fit Jefferson valley was the site of a recent middle school dance organized by the Town of yorkshire Recreation Depart-ment, which benefited the Alliance for Safe Kids (ASK). More than 180 sixth-, seventh-, and eighth-graders turned out for the event, which offered kids an opportunity to enjoy themselves in a safe environment. The club offered activities, such as basketball and table games, in its Energy Center, and dancing in its gymnasium. The event was chaperoned by 34 volunteers.

Founded in 1973, Club Fit operates a second location in Briarcliff. The two clubs collectively serve more than 10,00 members. —|

Celebrants: from l., CEO Karen Wischmann, publicist Silvie Bordeaux, Kathy Kaehler, Adrienne and Art Stone, McKenzie Westmore, GM Gina licali

Chris Finch J. Russell Findlay

Kids meet and greet at Club Fit

| News & Know How | On The Move

Acquisitions

Public Service

Strategic Partnerships

Sport & Health Acquires World Gym in GainesvilleThe Sport & Health Clubs continue to expand throughout the Washington, D.C., metropolitan area with the recent acquisition of a 15,000-square-foot Gold’s Gym in Gainesville, virginia. “With clubs in Woodbridge, Dale City, Stafford, and Fredericksburg, operating in the Gainesville area makes perfect sense in terms of filling in our service area,” observes Mark Fisher, the president of the chain. The new club, which already features a variety of high-quality equipment and amenities, will undergo a modest makeover to reflect the Sport & Health look, and will introduce a new personal-train-ing service and extend its hours of operation. While renovations are under way, existing club members will be able to use any of the other 23 Sport & Health locations. —|

Tri-City Court Club Harnesses Teen PowerTri-City Court Club (TCCC), a 150,000-square-foot multipurpose health club in Kennewick, Washington, recently made a good idea even better.

Joe Reardon, the TCCC’s service desk manager, heard about the IHRSA Teen Fitness Connection while attending the 2009 IHRSA convention. The program was initiated in 2007 by Geoff Dyer, founder and CEO of Lifestyle Family Fitness Centers, one of the 20 fastest-growing health club companies in the world. It offers young people, ages 12-17, a one-time free matinee

membership throughout the summer months. The goal is to help teens develop an appreciation for—and hopefully adopt—an active lifestyle.

“We liked the con-cept,” says Reardon, “but decided to take it a step further. With President Obama call-ing for volunteers to help with community projects, it seemed like the perfect opportunity

to merge the two objectives.” TCCC partnered with the Benton-Franklin County volunteer Center to offer teens a 12-week summer membership in exchange for volunteering to perform community service.

Roberta Dickin, kids’ program director at TCCC, worked with the volunteer Center to pull it all together. “Our goal,” she recalls, “was to limit the program to 100 participants for the first year, and log over 400 hours of community service.” Dickin reports that the 98 enrollees completed a total of 454 volunteer hours.

Organizations that benefited from the program include: The Humane Society, Habitat for Humanity, Chamber of Commerce, and the Edith Bishchell Center for the Blind. “We’re very pleased with the results,” notes Dickin. “We’re looking forward to improving and expanding the program next year.” —|

X-Fit Celebrates Healthy Lifestyles

The X-Fit network of clubs, headquartered in Moscow, have been busy promoting active life-styles with a series of exciting events.

In September, the clubs celebrated neptune’s Day, a 300-year-old holiday, with three generations of members taking part in the festivities. In the clubs’ pools, X-Fit trainers dressed up as mermaids, sea devils, and other mystical ocean inhabitants. During a special ceremony, neptune’s youngest daughter tore her fairy necklace and all of its pearls scattered along the bottom of the ocean/pool floor. neptune promised a grand reward to the child who could find the most pearls. Then followed other adventures: obstacle courses in the pool, raft races, a ball toss, and even the storming of a pirate ship. The celebration culminated in the dance of the mermaids, which was brilliantly performed by the clubs’ fitness trainers.

Also in September, the X-Fit located in Sevastopol, ukraine, played host to another type of adventure: fencing. Fencing is a special kind of fitness, both physical and intellectual, the company reports, and one that the membership eagerly embraced. It challenges one’s form, coordination of move-ments, and responsiveness. The activity has been so well-received that the club has decided to continue to provide lessons to accommodate a variety of fitness levels.

And yet another adventure: For 10 days, yoga enthusiasts joined X-Fit trainers Oksana Budkina and Alexandra Zueva for a yoga retreat in Tunisia. Men and women, ages 15 to 55, took part in three yoga sessions per day, as well as water aerobics and meditation. After 10 days, many of the participants had lost weight and increased their strength. Said member Maya Duduchava: “I stood on my head and saw the world with new eyes! I am amazed by the results I have gained in only 10 days. What a wonderful holiday!” —|


Two-for-teens: Dickin, l., and Reardon

X-Fit takes yoga to Tunisia

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Learn new ways to grow your business from top industry speakers fromall over the world, all designed to make your club more profitable, moreefficient, and better able to attract and retain membership.

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Tours to the 29th Annual IHRSA Convention & Trade Show are currently being organized fromcountries around the world. For information on invitation letters to attend the IHRSA Convention,or tours from your country, please contact Blakely Sullivan at [email protected] or call+1 617-951-0055 (international) or 800-228-4772 (US & Canada).

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From the four corners of the world, fitness professionals will gather in sunny San Diego for the eventthat will help define the future of the industry — IHRSA 2010!

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2010 2p spread-0110CBI:2010 2p spread-0110CBI 12/1/09 10:32 AM Page 1


March 10-13, 2010 | San Diego, California USASan Diego Convention Center

The World Will Gather atIHRSA 2010!

Benefits for International Attendees

Learn new ways to grow your business from top industry speakers fromall over the world, all designed to make your club more profitable, moreefficient, and better able to attract and retain membership.

Where else can you hear world-class keynote speakers like MalcolmGladwell (sponsored by Precor International) and Chip Heath (sponsored by

Technogym®? Be inspired and return to your club with a new perspectiveon the fitness industry.

Develop a network of industry colleagues from around the globe. Enjoydifferent perspectives on the industry. Learn how health clubs operate incities and towns worldwide. Come away with new, unique ways ofmanaging your club, selling memberships, marketing, membershipretention and more.

See and try the newest and widest variety of products at the industry'slargest Trade Show in the world. Evaluate the products here before theyappear in your competitor’s club.

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Exchange rates are currently VERY FAVORABLE for travel to the UnitedStates. Get more for less!

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The Planet IHRSA International Reception—Mingle with your colleagues from across the globe, orfrom right next door, at one of the Convention’s mostfestive events.

Attend the Canadian, Latin American, European,and Asia-Pacific Forums for focused discussionsaddressing the challenges that face clubs in your region.

Simultaneous translation of select sessions into Spanish and Russian and special program-ming for Japanese-speaking delegates.

The International Club – check your email, plan your IHRSA 2010 program, or have coffeewith your colleagues in a relaxed and quiet environment.

Tours to the 29th Annual IHRSA Convention & Trade Show are currently being organized fromcountries around the world. For information on invitation letters to attend the IHRSA Convention,or tours from your country, please contact Blakely Sullivan at [email protected] or call+1 617-951-0055 (international) or 800-228-4772 (US & Canada).

FOR MORE INFORMATION AND TO DOWNLOAD THE DIGITALBROCHURE, visit ihrsa.org/convention.

Reserve your space today for the best rate at ihrsa.org/go2010.

International Health, Racquet & Sportsclub Association Seaport Center, 70 Fargo Street, Boston, Massachusetts 02210 USA

From the four corners of the world, fitness professionals will gather in sunny San Diego for the eventthat will help define the future of the industry — IHRSA 2010!

Over 90 countries have been represented at the annual IHRSA event, so look forward to seeing yourfriends and colleagues from Argentina to Yugoslavia and dozens of countries in between.

2010 2p spread-0110CBI:2010 2p spread-0110CBI 12/1/09 10:32 AM Page 1

Corporate clout: Mike Motta

| CBI Interview |

By Patricia Amend

CBI: In 1986, you founded Plus One as a personal training clinic for the public, but, in 1991, you shifted your focus to fitness center management. Today, you manage 117 programs in 17 states. Looking back, why has the change worked so well for you?

MIke Motta: It’s worked, in large part, because of two critical factors: because we don’t need to buy land or buildings, our growth isn’t necessarily dependent on access to capital; and, because our business isn’t predicated on volume, we can focus more on quality. The pond we fish in is the corporation; we serve a smaller, very specific population.

CBI: Do you have any advice for club companies that, as you did, might want to ‘reinvent themselves’ in some way?

MM: Revise your business model—not your core competency. Do the same thing, but in a different way. We identified what we loved to do, decided to do it, and figured out how to do it without having to raise capital.

CBI: We know that Plus One is going to have a significant contingent at IHRSA’s 29th Annual International Convention and Trade Show in San Diego in March. Why do you feel it’s important to have so many of your people there?

MM: In these tough economic times, it’s as important as ever to network; to obtain a competitive advantage by studying best practices; and to advance the industry’s efforts to promote legislation that stresses the critical role of exercise in healthcare reform. We also have new clients out there, so the show gives us the opportunity to visit with our team in the San Diego area.

CBI: In what ways has Plus One benefited from its convention attendance?

MM: It gives us the chance to expose our emerging leaders to new information, best practices, and to their industry peers, seasoned veterans, and industry legends. Our team always comes back excited and more enlightened. Our people are our most important asset, and, whenever they attend the IHRSA convention and trade show, they have an opportunity to get better. Attending these events is one of our core values.

CBI: Alright, let’s cut to the bottom line. How do your margins compare with those of a traditional club? What do operators who are interested in this market need to know?

MM: The margins are probably 25% to 30% less than you’d find with a commercial club, where the owner and manager are often the same person. In our case, we’re the middleman between the owner of the facility and the members.

Has employed a winning ‘motta operandi’ to satisfy corporate clients as the president and CEO of Plus One Health Management, Inc.

Mike Motta, a 30-year fit-ness industry veteran, is the founder, president, and CEO of Plus One Health Management, Inc., based in New York City, which he launched in 1986. He earned an M.S. in exercise physiology from Ithaca College, did post-graduate work in applied physiology at Columbia University, and was a professor of physical education and a football and lacrosse coach at SUNY-Albany, all in New York. Today, he works with Health Promotion Advocates, a nonprofit group that strives to incorporate wellness and prevention initiatives into healthcare reform; serves on the advisory board of the University of Massachusetts/Amherst School of Public Health; and is a volunteer firefighter. He was an American Red Cross Disaster Relief Volunteer at Ground Zero after September 11, 2001. From 2004 to 2008, he was a member of IHRSA’s board of directors. Motta resides in Briarcliff Manor, New York, with his wife and son, and works out at Plus One’s cor-porate headquarters gym. —|

w w w . i h r s a . o r g | J A N U A R Y 2 0 1 0 | C l u b B u s i n e s s I n t e r n a t i o n a l 31

Highlights» Client satisfaction

» Competitive edge

» National expansion

» Healthcare reform

>

Mike Motta

David R

odgers

| CBI Interview |

To be successful in this niche, you have to understand several things. For one, it involves a different sales model. With corporations, you don’t sell hard; you sell with your expertise and credi-bility. For another, it doesn’t rely on standard member sales and retention practices, though those play into it in a different way. You have to work through the business cycle. Sometimes, for instance, your contract may go back out to bid, and, then, you have to refine it. Membership sales, general managers, how you compensate employees—all of those things are different.

In essence, you have to be able to successfully master and integrate ele-ments of two different business models.

CBI: What type of sales cycle is involved? And what have you been seeing recently with respect to the pace of business?

MM: It can take as long as four years for a new building and, therefore, its fitness component to come online. Up until now, our business has been very robust: last year, we had 18 openings. This year,

we expect a slowdown—perhaps four to six openings. The pipeline for new business that we’d normally expect to hit this year or next has dropped off by about 40%. Some of the bids we’ve submitted have been put on hold for anywhere from six to 12 months.

CBI: Today, companies are scruti-nizing their expenses more closely than ever. Given that, how do you continue to convince them of the value of your services?

MM: They are cutting expenses; that’s true. However, whereas 15 years ago, many people regarded fitness programs as an executive perk, now most consider it a “must-have” offering. Firms may look for discounts, or trim their programs a bit, or, even, take them inside, but they aren’t eliminating them. Some clients want the same service for 10% less; or decide to offer 15 classes instead of 20; or are interested in having their staff teach classes. We have to be nimble—that’s what the market demands.

As a service provider, we’re graded on penetration, utilization, program-ming, customer complaints, and whether or not we stay on budget. In terms of penetration, anything above 30%-35% is regarded as quite good.

In terms of demonstrating value, we also offer Flex, a new member-management system that captures results and makes them available to both the member and our clients. With Flex, users can view the facility, check out its features, integrate with our strategic partners, and enroll. They can pay, if the program costs anything, fill out their PAR-Q, and track participation, results, and progress toward goals.

CBI: For a management company such as Plus One, what’s the biggest challenge?

MM: Client satisfaction! You can do well in two out of three categories, but your client will focus on the third. You can have 2,000 members who are very happy, but, if a top manager has a bad experience, then you’ll be on the defense for months. You can hire people carefully and train them thoroughly, but they’ll still make occasional mistakes. We sign their paychecks, but our employees have to adapt to the culture of the client company, which may have tight secu-rity requirements. These big compa-nies are used to getting what they want!

CBI: Who are the other principal players, your competitors, in this segment of the market?

MM: There are three or four national players. The biggest in our market is the Health Fitness Corporation, of Minneapolis, Minnesota. MediFit Corporate Services, Inc., based in Florham Park, New Jersey, is second in terms of facilities managed. Club One, Inc., in San Francisco, is big on the West Coast. Proactive Partners, part of TCA Holdings, LLC, manages facilities in Chicago and in the South and on the East Coast.

32 C l u b B u s i n e s s I n t e r n a t i o n a l | J A N U A R Y 2 0 1 0 | w w w . i h r s a . o r g

“As a service provider, we’re graded on penetration, utilization, programming, customer complaints, and whether or not we stay on budget.”

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• Locations: 117 programs in 17 states; 104 corporate, 5 hotel/resort, 8 other (commercial, multi-tenant, private club). Some facilities are clustered in New York City, Boston, Chicago, Houston, metropolitan New York, and Northern and South-ern California.

• Clients: A wide range of Fortune 100 companies and hotels, including five of the top 10 U.S. investment banks, two of the largest technology companies in the world, and luxury hotels in New York, Chicago, and California.

• Number of employees: Approximately 1,500 full- and part-time

• Growth: Plus One was named one of Inc. magazine’s fastest-growing private companies (Inc. 5000 List) in 2007, 2008, and 2009. —|

| CBI Interview |

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CBI: What do you regard as your principal selling strengths?

MM: Our experience in customer service, and our ability to deliver what high-profile companies want. We have well-trained people who understand our mission and our values, and can serve our clients in a wide variety of corporate environments. In addition, we have more than 20 years of experi-ence in the design and development of facilities, and are able to save clients an average of 30% on their fitness equipment purchases.

CBI: In 2006, you acquired 17 cor-porate clients from Fitcorp, the Boston-based company that serves some 175 firms, and last year, you acquired TimeOut Services, Inc., a Cupertino, California, firm that provides a similar range of fitness services. Tell us a bit about the thinking behind those moves.

MM: The Fitcorp business has turned out to be a great acquisition because the cultures of the two companies are very similar. Dave Shelby, the regional vice president who handled all of those accounts, came with the acqui-sition, and he’s doing a great job. Since the purchase, we’ve opened two more locations for one of our biggest Boston-area clients. TimeOut Services, which serves Northern California, reflects our strategy to establish a national presence. We were already operating in Southern California, but this acquisition took us into Silicon Valley. Big clients look for geographic reach.

CBI: You now manage 117 programs in 17 states. Are they clustered in particular parts of the country? What about overseas? Do you manage any facilities there or intend to do so in the near future?

MM: We have a lot of locations in New York City, Boston, Chicago, Hous-ton, and metropolitan New York, and Northern and Southern California. We have no plans to go overseas.

CBI: Do you have any plans to take Plus One public? And what’s your personal exit strategy?

MM: No. We’d have to be in the $250-$500-million revenue range to make a public offering feasible. Our private-equity investors, Crystal Ridge Partners, of Princeton, New Jersey, with whom we signed three years ago, just expanded our available working capital to facilitate acquisitions, as well as the buy-back of shares from existing shareholders to consolidate ownership, so we’re comfortable with respect to funding. Personally, I’m still having fun doing what I do, so retirement isn’t in the cards for me anytime soon. I’m focused on


building a company that, at some point, will be very valuable.

CBI: What are your thoughts about the healthcare-reform legislation that’s currently being considered by Congress? Are you involved in any way?

MM: I have to say it just seems too complicated and hard to understand.

I am involved with Health Promotion Advocates, an organization that’s working hard to have wellness and prevention programs incorporated into healthcare reform. Just as IHRSA does, we call on senators and congressmen to encourage them to think about wellness in terms of physical activity, nutrition, stress management—in short, a healthy lifestyle.

CBI: What, in your opinion, should clubs be doing today to prepare for the changing healthcare environment?

MM: The accreditation standards that IHRSA has been working on are very important. Clubs should focus on these objectives and make sure that their business model supports them. If they want the medical community to regard them as a legitimate part of a prescription for better health, health clubs are going to have to meet standards, be subject to audits, etc., just as hospitals are. Clubs have to be more than a place with exercise equipment; they also have to be a place where clinical professionals can provide services.

CBI: Elsewhere in this issue, other industry leaders describe one of the “Wow!” moments they’ve had at IHRSA conventions. What would yours be?

MM: Although I’ve heard many memo-rable keynote speakers, and had the chance to meet many industry icons, such as Bill Pearl, Jack LaLanne, John McCarthy, Augie Nieto, and Dean Ornish, my most memorable “Wow!” moment was very personal. It was March of 2002, our company had just survived the horrors of 9/11, and I was being introduced as a new member of IHRSA’s board of directors to conven-tion attendees. Julie Main, the late owner of the West Coast Athletic Clubs and president of IHRSA, had encour-aged me to join the board, and, after I failed to be elected on my first attempt, she guided and inspired me to keep applying until I succeeded. Thinking about that moment now, especially in light of Julie’s death last year, and remembering the emotion of her intro-duction—that’s a moment I’ll never forget and will always cherish. —|

– Patricia Amend, [email protected].

| CBI Interview |

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Why is it that, each year, thousands of people froM throughout the World converge on ihrsa’s international convention and trade shoW? there are, of course, the obvious, practical reasons: the inspiring keynote speeches; scores of educational sessions; valuable networking opportunities; the health and fitness club industry’s most comprehensive trade show… the list goes on and on, but the primal importance of the ihrsa convention is greater than the sum of its parts. its central, pivotal place in the industry’s grand spectrum of activities has to do with the fact that, for nearly three decades now, it has not simply been showcasing the industry’s accomplish-ments. it has also, more importantly, been defining, and constantly refining, the business itself. it is a unique and powerful catalyst for change. that comes through so clearly in the following 10 reports, by 11 industry leaders, who explain how critical the event has been to their own professional growth and success and why they couldn’t imagine missing ihrsa’s 29th annual international convention and trade show, March 10-13, in san diego, california. the convention, their experiences suggest, is not for those who are content to witness history. it is for those who want to make it.

InDuSTRY LEADERS REFLECT On THE vALuE OF THE IHRSA COnvEnTIOn AnD SHARE THEIR OWn SPECIAL ‘WOW!’ MOMEnTS

By Jon Feld

>

10 ON IHRSA

10 oN IHRSa 2010


randall Bergstedt, vice president of marketing, star trac, irvine, california“The IHRSA convention has always been a key brand-building and positioning show for Star Trac,” reports Bergstedt. “We’ve grown and changed so much over the past five years, and the convention provides us with an opportunity to educate the industry about all of our new products and partnerships. For example, we’re using the upcoming show to introduce our full Inspiration Strength line and our eFitness System, an online wellness-enabling system. Beyond showcasing products, this event offers a one-of-a-kind chance to expand our relationship with existing customers and meet new customers.”

“The IHRSA show matters more than ever, given the current economy,” suggests Coffman. “It gives our clubs a real opportunity to shine. Today, many people are scaling back on vacations, big purchases, expen-sive restaurants, etc., and are focusing more on their lifestyles at home. Health, fitness, and longevity are

increasingly important to the average person and so, too, is finding joy and happiness in achieving them. We have to acknowledge that the overall mood of the world is low. One of our principal goals should be to provide a place that com-bats anxiety and depression; clubs can be a respite, a sanc-tuary, a rewarding ‘third place’ in people’s lives.

“The good news is that we have the ability to give all of

this to anyone and everyone. The bad news is that, as far as I can tell, most of our clubs haven’t accepted the challenge of kicking up the delivery of these services a notch. Growing our industry depends, in part, on equipment, but it also relies on the programming of that equipment. The IHRSA convention helps provide the leadership skills required to successfully deliver professional programs.”

My ‘WOW!’Moment:“I can’t point to just one. Star Trac has made many connections at IHRSA events that have led to significant developments—either meeting a new key customer, identifying a partner-ship or acquisition opportunity, or running into a prospective employee who, subsequently, has wound up joining the Star Trac team.”

sandy coffman, president, programming for profit, Bradenton, florida

My ‘WOW!’Moment:“It’s my ongoing annual recognition of how many energetic and talented new people—potential lead-ers—are entering our industry and really want to learn how to be effective. In every one of my sessions, I ask, ‘How many people are attending their first convention?’ Almost consistently, I get 50% or more raised hands—that’s exciting! The convention also allows me to see how our market and culture have changed over the years. I’m proud to be part of that process, and feel IHRSA plays a major role in helping that transformation take place. One other “wow” moment I’ve had recently was achieving certification to become a Zumba Gold instructor. Here’s an exam-ple of a new program that delivers the experience, along with the benefits. I plan on sharing my thoughts about it with others at the convention. What a great place to share this sort of information and get profes-sional feedback, as well!”


casey conrad, president, communication consultants, inc., Wakefield, rhode island

Conrad has been attending IHRSA conferences for 16 years, and she notes, “I wouldn’t miss one! Aside from speaking at them, there are several reasons that I attend: First, to stay on top of the latest trends in prod-ucts and services. Second, to learn about anything new and/or different club operators are doing that’s helping them to perform better. Finally, to con-nect with colleagues whom I see only at the show.”

This year, Conrad cites the economy as a special, particularly compelling reason to attend. “In a challeng-ing economy, the convention is more important than ever, even if it’s just for psychological reasons,” she says. “Going to an IHRSA show is inspiring and uplift-ing. As operators, we live in the ‘cave’ of our club and our towns. When we interact with a lot of other opera-tors, we frequently hear fabulous stories about how they’re remaining competitive. If you discover just one or two ideas that can help you perform better and, in the process, are also inspired and have some fun, the conference is more than worth the investment.

“If you came to my office, you’d see an entire wall of audio tapes, CDs, and MP3 files of past seminars,” Con-rad continues. “I’m an information junkie, and attribute many of the ideas I’ve brought to fruition to some speaker I saw at an IHRSA convention. In any consumer business, you’d better stay on top of the trends and the changes, and now, more than ever, the consumer is changing. The way we need to do business is changing. Operators simply cannot afford to not come to the conventions.”

My ‘WOW!’Moment:“In 2008, when I heard business author Seth Godin speak, I was further convinced that technology and the Internet were things that our industry had to begin to embrace and use. But, generally speaking, I can say that the connections I’ve made at IHRSA over the past 16 years have given me an incredible Rolodex of contacts; when I’m looking for information, I don’t have any trouble finding it—that alone, in and of itself, is invaluable.”

geoff dyer, founder and ceo, lifestyle family fitness, st. petersburg, florida“The IHRSA convention is a ‘must-see’ for every club operator every year,” insists Dyer. “It’s the place where new programs are introduced and the latest, most excit-ing lines of equipment are unveiled. For me, it’s also the place where I can connect, and share best practices, with my peers. Every year, I walk away with new information and fresh ideas about the emerging trends that will provide Lifestyle Family Fitness with an ongo-ing competitive advantage.”

Dyer observes that the con-vention also serves as a unique lens that allows one to see how the industry’s history informs and interacts with recent shifts in technology, providing a per-spective on where things are heading. “The industry has experienced quantum leaps in the past 10-20 years,” he explains, “with the introduction of new cardio and strength lines, personal training, month-to-month options, EFT-dues-only memberships, etc. The IHRSA show permits us to consider these changes within the context of the next wave, so we can stay on top of the trends that will drive traffic into our clubs in the future.”

My ‘WOW!’Moment:“My good friend Tony de Leede, the former head of Fitness First Australia, introduced me to some of his friends who were members of a roundtable group that I joined nearly 20 years ago. That simple step led, eventually, to my becoming a member of IHRSA’s board of directors. Taken together, those two events helped me to ‘leapfrog’ my company to a much higher level.’


sean Kirby, national sales director, asf international, highlands ranch, colorado

“IHRSA is the biggest show of the year for ASF International and for our entire industry,” posits Kirby. “If you’re going to attend any show—this one has to be at the top of your list. It’s important for us to brand our corporate identity industry-wide and to bring new advancements to market effec-tively, and the convention allows us to do so. We’re an exhibiting company, a sponsor, and a for-mer IHRSA Associate Member of the Year. I’m always amazed by

the people I find myself speaking with and learning from. I’ve met more influential individuals at IHRSA shows than I have at any other event, and, each year, hear about new business practices, workout routines, advancements in equipment, etc. I never miss the key-note speakers or luncheons. The IHRSA trade show is a perfect venue.”

My ‘WOW!’Moment:“About four years ago, I was at one of the early-morning workouts, trying out new equipment—like a kid playing with new toys. Bill Pearl, a former Mr. Olympia and Life Fit-ness spokesperson, walked up and started chatting with me. During the course of our conversation, I mentioned that I’d just turned 40, had been diagnosed with blood-clotting issues, and, as a result, was revamping my workouts—trying to keep up with the kids in this business. Pearl was incredibly nice and sincere with his support and encouragement. It was a 10-minute segment in my profes-sional life that I’ll never forget.”

gale landers, ceo, fitness formula, ltd., chicago, illinois“The IHRSA convention presents a great opportunity to learn, to share, to network with other industry veterans, and to take advantage of the industry’s finest fitness-equipment trade show,” reflects Landers. “Attending the convention allows you to view your business more broadly. It gives you the dedicated time required to seri-ously consider a wide range of options and weigh them in a more expansive, open-minded way. Club opera-tors need to seek out the opin-ions of others. They tend to get trapped by their context. When they get into trouble, it’s often because they didn’t see, didn’t recognize, what was happening; other people, with a different perspective, can offer constructive input.

“Several of our staff,” Land-ers continues, “have grown up in this industry by virtue of participating in convention forums and activities that stretched and challenged them professionally. As a past president and former board member of IHRSA, I can attest that it’s certainly done the same for me.”

My ‘WOW!’Moment:“There have been a few. One the most memo-rable was my first IHRSA convention, in the mid-1980s. At the time, the fitness industry was, relatively speaking, in its infancy, and I’d just launched Fitness Formula. Attending that convention immediately confirmed for me that this was an industry that, as it grew, was going to make a positive difference in the lives of millions of Americans. The hotel, meeting rooms, and trade-show floor were full of passionate entrepreneurs who were eager to learn from, and to share best prac-tices with, one another—for the greater good of all. It was equally clear that IHRSA was going to be the gatekeeper when it came to educating and serving the industry. That con-vention was a huge eye-opener! I knew I was in the right industry at the right time.”

10 oN IHRSa 2010


Mark Mastrov, founder of 24 hour fitness Worldwide, inc.; current chairman, new evolution fitness company llcMastrov takes pride in the fact that he’s never missed an IHRSA convention. “I always look forward to them,” he says. “Seeing old friends, listening to great speak-ers, attending the inspiring Augie’s Quest event, walking the trade-show floor— it’s usually one of the highlights of my year! The convention has always been one of the key annual training programs for the members of our senior team, and the network-ing opportunities alone are worth the price of admission. There’s never been a more exciting time for our industry than right now, so the upcoming meeting rates as a ‘must-see, must-do, must-be-there’ event. Anyone in the industry would be foolish not to attend to learn how to take better advantage of current market conditions.”

“Regarding attendance at the IHRSA 2010 convention, I have three specific goals this year: first, to support Augie’s Quest; second, to touch base with many old friends; and third, to get a clearer sense of how the industry as a whole is faring, and who’s doing well, and why,” says McCarthy. “For all of us, the IHRSA con-vention has always been an opportunity to reflect, review, and reprioritize. Certainly, in

these tough times, those three activities are more important than ever. Needless to say, from my for-mer IHRSA perspective, not only is the convention important—it’s all-important!”

My ‘WOW!’Moment:“The ‘WOW’ event for me, for the past few years, has been Augie’s Quest. The way the industry came together to support Augie’s commitment to raise funds to help find a cure for ALS has been nothing less than magical. I give all of the credit to IHRSA for having had the foresight to help create and support this amazing annual event.”

John Mccarthy, executive director emeritus, ihrsa

My ‘WOW!’Moment:“The one IHRSA presentation that’s had the greatest long-term effect on me was the talk that football coach and commen-tator Lou Holtz gave many years ago. He said that he begins every day with the acronym W-I-N, which stands for ‘What’s Important Now.’ I now try to ask myself that question every morning.”

AUGIE’S 5TH ANNUAL B*A*S*H

Augie’s B*A*S*H is an annual charitable event that benefits the Muscular Dystrophy Associa-tion (MDA), which is working to find for a cure for amyotrophic lateral sclerosis (ALS), also known as Lou Gehrig’s disease. The B*A*S*H is one of the principal activities of Augie’s Quest, a fund-raising initiative launched by Augie Nieto, the cofounder and former president of Life Fitness, who is battling ALS, and his wife, Lynne. This year’s edition of the B*A*S*H will feature the First Annual Zumbathon for MDA’s Augie’s Quest, with Zumba cofounder Beto Perez, on March 12. Thus far, Augie’s Quest has raised more than $20.8 million. For more information or to register for the B*A*S*H, log on to www.augiesquest.com or www.ihrsa.org/meetings. —|


royce pulliam, founder and ceo, urban active fitness clubs, lexington, Kentucky

“One of our primary reasons for attending the convention is to conduct annual meetings with all of our vendors to review the previous year’s budget and talk about the year ahead,” reports Pulliam. “This year, we plan to discuss our ongoing relation-ships with them and make sure that pricing, as well as warran-ties and product delivery, are acceptable. We also intend to spend more time sharing best practices with other operators,

and learning how our markets and stores compare with those in other parts of the country. In addition, we generally meet with a lot of potential new hires at these shows—people who call us and request meet-ings to discuss our company’s future.”

My ‘WOW!’Moment:“Last year, I ran into Charlie Lindsey, the president of American Club Systems, an industry consulting company, and we recon-nected after many years. Since then, between his business and ours, we’ve shared many best practices. We’ve maintained the rela-tionship, and I believe it’s healthy for all club operators to have a group, such as Charlie’s, that they can work closely with. After all, as Microsoft founder Bill Gates says, ‘They may be right.’ In general, we’ve formed many strong, long-lasting relationships, both pro-fessional and personal, at IHRSA confer-ences. We’ll continue to make use of them to perfect and grow our business and meet other industry leaders.”

Mark and Kristie stevens, owners, nine anytime fitness locations, alabama and Mississippi “The IHRSA convention is a great source of new ideas and motivation, both of which are desperately needed to help overcome the challenges posed by the current econ-omy. We’ve been involved in the industry for just six years, and the conventions have been critical in provid-ing us with perspective and helping us to think outside the box,” observes Mark Stevens. “This year, we’re going to be looking for ideas about how to create a more compel-ling value proposition for our prospects and customers; we want them to think of a mem-bership at one of our clubs as a ‘need,’ rather than as a ‘want.’ Part of accomplishing that involves helping our employees overcome their own fears about marketing and sales, and the convention is very useful in that respect; it gives them something to be excited about, and engages their minds and imaginations so they can connect with potential members in new and more creative ways.”

My ‘WOW!’Moment:Mark Stevens: “In our case, several smaller ‘wow’ moments have added up. For instance, in 2008, one of the sales seminars yielded some specific ideas that really clicked with us; they dovetailed perfectly with develop-ments that we’d observed unfolding in our particular markets. We also had a chance to try out some new products that helped dif-ferentiate our facilities, making them seem modern and more engaging than our com-petitors’ clubs.”

Kristie Stevens: “I walked away from one seminar with an entirely new outlook about how to engage people who call into one of our clubs to do some price shopping. The speaker, industry consultant Casey Conrad, also gave us a handout that I still use at all of our sites.” —|

– Jon Feld, [email protected]

10 oN IHRSa 2010

Copyright © 2009 Zumba Fitness, LLC | Zumba®, Zumba Fitness® and the Zumba Fitness logos are registered trademarks of Zumba Fitness, LLC

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Imagine saving an average of up to 25% on cleaning

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to manage this tough economy.

Ah-ha!

This is the moment when it makes real sense. With

IHRSA’s Group Purchasing Program, we find the

savings for you. You just need to take advantage of

them. It’s that simple.

IHRSA GROUP PURCHASING 101:We have arranged for substantial discounts with more than 20 key companies and are adding newvendors all the time. Save on items you use on a daily basis like payroll companies, office supplies,printing, and retail items. The benefits?

• It’s free!

• Free newsletters announce new vendors, feature products and “hot deals” of the month.

• Some vendors extend their discounts to your employees, which you can use in your employee

benefit package.

• It will significantly reduce your purchasing costs on items that are essential to your club’s

operations.

• It can impact your bottom line, and that’s more important than ever.

CURRENT GROUP PURCHASING VENDORS

START SAVING NOW— IT’S EASY!Visit www.ihrsa.org/grouppurchasing and take a look at the vendors IHRSA has engaged on your behalf.Contact those vendors, let them know you’re an IHRSA member and place your order. Reap the rewardsof instant savings (or perhaps found income)!

You’ve known for years that IHRSA’s Group Purchasing Program can offer you a wealth of savings. Ah-ha. . . now you know how to make it work for you!

To learn more, visit us online at www.ihrsa.org/grouppurchasing,call 800.228.4772 or email [email protected].

“

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Our initial proposal from

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of over $200 per month! The

transition was smooth and

the support staff at PrimePay

was extremely helpful. We

have been very pleased with

all the support and full range

of services that PrimePay

offers. I am more than happy

to recommend PrimePay as I

now feel I have a payroll

company that shows interest

in us. Again, IHRSA has

provided a great benefit.

Lorinda Drake CrowThe Belmont Athletic ClubLong Beach, California

TO LEARN MOREVisit us online at www.ihrsa.org/grouppurchasing,call 800.228.4772 or email, [email protected].

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SALES & MARKETING

LICENSING

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GP spread-0110CBI:GP spread-0110CBI 12/1/09 1:17 PM Page 1

Ah-ha!This is the moment you discover thevalue of IHRSA Group Purchasing.

Save hundreds, even thousands, just by changing the

way you think about purchasing . . . to IHRSA Group

Purchasing. That’s all it takes and you’ll start saving

immediately on a variety of products and services that

you use every day in your club.

That’s the power of IHRSA Group Purchasing!

Imagine saving an average of up to 25% on cleaning

products, payroll, office supplies and more. Now more

than ever, powerful savings on locker room amenities,

cleaning supplies and insurance can actually help you

to manage this tough economy.

Ah-ha!

This is the moment when it makes real sense. With

IHRSA’s Group Purchasing Program, we find the

savings for you. You just need to take advantage of

them. It’s that simple.

IHRSA GROUP PURCHASING 101:We have arranged for substantial discounts with more than 20 key companies and are adding newvendors all the time. Save on items you use on a daily basis like payroll companies, office supplies,printing, and retail items. The benefits?

• It’s free!

• Free newsletters announce new vendors, feature products and “hot deals” of the month.

• Some vendors extend their discounts to your employees, which you can use in your employee

benefit package.

• It will significantly reduce your purchasing costs on items that are essential to your club’s

operations.

• It can impact your bottom line, and that’s more important than ever.

CURRENT GROUP PURCHASING VENDORS

START SAVING NOW— IT’S EASY!Visit www.ihrsa.org/grouppurchasing and take a look at the vendors IHRSA has engaged on your behalf.Contact those vendors, let them know you’re an IHRSA member and place your order. Reap the rewardsof instant savings (or perhaps found income)!

You’ve known for years that IHRSA’s Group Purchasing Program can offer you a wealth of savings. Ah-ha. . . now you know how to make it work for you!

To learn more, visit us online at www.ihrsa.org/grouppurchasing,call 800.228.4772 or email [email protected].

“

”

Our initial proposal from

PrimePay offered a savings

of over $200 per month! The

transition was smooth and

the support staff at PrimePay

was extremely helpful. We

have been very pleased with

all the support and full range

of services that PrimePay

offers. I am more than happy

to recommend PrimePay as I

now feel I have a payroll

company that shows interest

in us. Again, IHRSA has

provided a great benefit.

Lorinda Drake CrowThe Belmont Athletic ClubLong Beach, California

TO LEARN MOREVisit us online at www.ihrsa.org/grouppurchasing,call 800.228.4772 or email, [email protected].

UTILITIES

ADMINISTRATIVESUPPLIES & SERVICES

SALES & MARKETING

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Conquering ‘Boomeritis’Helping exercisers stay one step ahead

of injuries as they age

Scaling the heights: anne tremel


Believe it or not, all three of these individuals are baby boomers—very active baby boomers. Tremel, 57, has been teaching aerobics classes for 21 years and is the director of personal train-ing at Elite Sports Clubs, Highlander, in Milwau-kee, Wisconsin. Hutchison, 61, recently stepped down from her 18-year post as fitness director of the Columbia Athletic Club, in Silver Lake, Maryland, but certainly hasn’t slowed down; she’s currently the club’s senior-program direc-tor, retention-program manager, Pilates lead trainer, a group exercise instructor, and a per-sonal trainer. Weir, 58, who’s worked in the fitness business for 25 years, has been at The Atlantic Club in Manasquan, New Jersey, for 14 years, where she’s the senior programming coordinator and a personal trainer.

In certain ways, these women epitomize the quintessential baby boomer: they’re deter-mined, driven, and accomplished. But, according to Dr. Nicholas DiNubile, a Haver-town, Pennsylvania-based orthopedic surgeon who specializes in sports medicine, Tremel, Hutchison, and Weir have repeatedly done what most baby boomers don’t: they listen to the messages that their aging bodies send them and modify their workouts accordingly to maintain a healthy lifestyle.

“We baby boomers don’t want to hear that we can’t do the same activities we did when we were 20, 30, or 40,” he observes. “As we get

older, we have more weak links, more vulner-abilities, and our frames begin failing us.”

DiNubile, 57, is the author of the ground-breaking text, FrameWork: Your 7-Step Pro-gram for Healthy Muscles, Bones, and Joints. He coined the term “boomeritis” a decade ago in response to the steady stream of boomers coming to him with the same types of musculo-skeletal wear-and-tear issues. In that age group, overuse and repetitive-strain injuries to the knees, lower back, shoulder/rotator cuff, and tendons are becoming increasingly, alarmingly common, he reports.

At the first sign of a nagging pain, exercisers should seek medical attention before the prob-lem becomes worse, DiNubile emphasizes.

So how can fitness professionals help mem-bers walk the fine line between healthy exercise and injury? “You have to help clients find their limitations and accommodate them with prop-erly designed exercise,” he advises.

Accommodating limitations“I believe in making wise choices as you age, and working around an injury,” says Tremel.

Even after breaking her arm, she refused to sit on the couch all day. “People are under the misconception that they’re supposed to be deteriorating as they age, so, if they get injured, they just stop exercising,” she points out. Prior to the broken arm, she’d been working out

Conquering ‘Boomeritis’By Jennifer H. McInerney

Anne Tremel takes extended hiking trips during her spare time. Dode Hutchison runs marathons and participates in Iron Man competitions. Pat Weir has logged countless miles as a competitive race-walker.

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Conquering ‘Boomeritis’


three to four times a week, with an emphasis on weight training. Frustrated that she could no lon-ger lift weights, Tremel focused on what she was able to do: walk. She walked every day, and even lost 10 pounds.

Similarly, a few years later, a personal-training client tripped on the tennis court and broke her arm. Tremel reorganized her client’s workout regimen around the injury: cardio on a recumbent bike, strength-training for the legs, and core work.

“For baby boomers in general, cross-training is the key,” she counsels. “You can’t just do everything you’ve always done at the same intensity level.”

Hutchison has made some adjustments to continue her pursuit of an active lifestyle. Over the years, she’s suffered an ACL tear, from a skiing accident, and a partial tear of her rotator cuff, from falling while hik-ing, but opted not to have surgery on either. Instead, she rehabbed the injuries with exercise, especially aquatics, strengthening the associated muscles and maintaining her fitness level as she healed. “Both are fine now,” she reports. In fact, Hutchison celebrated her 60th birthday by running the Portland Marathon and continues to be an avid triathlete.

“At age 61, I have slower race times, but I’ve improved in other areas: strength, flexibility, and

balance.” Along with training for these events, she incorporates water aerobics, Pilates, and yoga classes into her weekly routine.

“I encourage members to explore the various fitness formats that we offer so that they can feel good and ‘age gracefully,’” Hutchison says. “Each workout should have a purpose, whether it’s stress relief, endurance, or form improvement. And there should be days of rest to allow the muscles to rebuild and to help prevent injury.”

That’s just the type of approach that Weir has always favored—and she’s reaped the benefits first-hand. About a year ago, she sustained a cervi-cal spine injury and bulging discs as a result of a car accident, but amazed her doctor with her swift recovery. “I was in physical therapy for 12 weeks, three times a week, and, after four weeks, I added walking, lower-body strength training, water exer-cise, and work with bands. The doctor said that, because of my great fitness level, I recovered from my injuries quicker than most individuals with the same problems.”

Every day, Weir works with “Junior Seniors” (ages 55-65) and “Senior Seniors” (65-95 years old)—including two women who are in their mid-90s!

“It’s important to take the time to listen to baby boomers and seniors. Have conversations about their health issues, past injuries, and what types of activities they enjoy,” she suggests. “Every individual is different, and the most important thing is that they enjoy the activity so that they’ll continue doing it.”

A boomer boon“Most of us will have to alter what we’re doing as we age,” explains DiNubile. “The musculoskeletal system goes through changes, many of which are predictable. Usually around age 40 or so, things start to change, and you really need to shift your mindset.”

For most people, however, the mindset isn’t even questioned until the age of 50.

“Research shows that when people turn 50, they realize, ‘I’m going to die!’ and they want it to be later, rather than sooner,” says Colin Milner, 49, the founder and CEO of the International Council on Active Aging (ICAA), based in Vancouver, Brit-ish Columbia, Canada. “Then people start to take better care of themselves, which represents an enormous opportunity for the fitness industry.”

He cautions, however, against labeling the 50-plus or baby boomer cohort as seniors and suggests, instead, defining the market according to five levels of functional ability: elite athletes, fit individuals, independent individuals, the frail, and the dependent. In general, Milner explains, people who fall into the elite and fit categories are already

Pat Weir, r., at the atlantic Club


members of a club, while the frail and dependent ones are typically rehab and hospital patients.

“The greatest opportunity, I feel, lies with the independent group,” he continues. “This category represents the largest segment of the population who’s going to experience a lot of health issues and will be looking for solutions. They’re already spend-ing $79 billion on anti-aging products—and we know that being fit can help fight the aging process significantly.”

Milner cites some sobering statistics: between the ages of 35 and 70, one loses about 50% of one’s

strength; and by age 80, 46% of the population can’t lift 10 pounds and 66% can’t kneel on the ground with ease.

“There are over 2,000 drugs in the FDA system right now, awaiting approval, to address chronic conditions in older adults. How many new fitness programs geared to this market are being developed? Not nearly that many. We’re a little bit off-kilter here.”

Offering the right equipment—such as low-weight dumbbells and machines with minimal step-up heights—is a good start. Also critical: Trainers should be able to communicate with older adults and help them progress at their own pace.

“You ask, and then you adapt. The goal is to have that person get healthier and remain with you as a member longer, instead of overdoing it,” Milner concludes.

Still going strongTremel has been teaching her favorite class, a toning session called Sculpt, for 21 years now. “Every two weeks, I structure a new workout, so I never get tired of it.” Her 80-year-old role model, Carol, is a regular participant in the class. During a birthday celebration at the club, a member came up to Tremel and said, “I can take Sculpt until I’m 65 if you teach until you’re 80.” And that’s exactly what she plans to do.

Hutchison scaled Mount Adams, Washington’s second-highest peak, two years ago, and dreams of someday climbing Mount Rainier, the highest. She also has plans to hike the entire Washington State Pacific Coast Trail. “I hope to still be hiking in my 90s,” she adds. “I have many goals and dreams, so I need to stay fit to achieve them!”

Weir, who competed nationally in USA Track & Field events and completed her first marathon at the age of 45, isn’t planning to slow down as she ages. In years to come, you’ll find her keeping pace with her two walking groups through The Atlantic Club’s 44 acres and along the nearby 13-mile boardwalk overlooking the Atlantic Ocean. And she’ll continue to organize the club’s all-important social events for boomers and seniors: bridge, ten-nis trips, park and garden excursions, and visits to New York City.

“We’re always open to new and exciting things!” she proclaims. —|

– Jennifer McInerney, [email protected]

an elite Sports Club hiking trip

Dode Hutchison, l., at Columbia athletic Club

Dr. DiNubile

Milner

Conquering ‘Boomeritis’


Age Is Just a numberAs the words “active” and “aging” become increasingly intertwined, the club industry is responding, offering a range of programs, products, and services to meet the needs of a population that won’t simply watch life pass by. As the following examples from IHRSA associate members illustrate, the workouts seniors seek can take place in safe, stable environments.

Fitness-certification association AFAA is working in collaboration with the renowned Swezey Institute of Santa Monica, California, a leading bone-health institution, on a unique initiative. As part of the program, AFAA will reach out to select locations, including clubs and health institutions, to promote bone and joint health. Osteoporosis affects nearly 44 million Americans, of whom more than half are at least 50 years of age, according to national statistics. The AFAA has developed the “OsteoBall Training for Bone Health” home training program, which includes an instructional DVD and OsteoBall. This year, AFAA will offer two new OsteoBall DVDs: Healthy Back and Osteo-Pilates.

“The OsteoBall program is a first step in reaching out to the growing ground-swell of senior adults who are being advised by their physicians and healthcare providers to get more exercise,” explains Kathy Stevens, AFAA’s educational director. “The problem is that many older adults are tentative about exercising due to existing bone and joint limitations. Intimidation may be keeping them out of the gyms, so having programming that can be easily done in the comfort of their own homes is a must.”

Contact: www.afaa.com/osteoball, 800-446-2322. See our ad on page 21 —|

AerOBICS & FItNeSS ASSOCIAtION OF AMerICA (AFAA)

CONCePt2 CtS

The Concept2 Indoor Rower provides total-body cardiovascular con-ditioning via a seated, impact-free exercise. The manufacturer notes that the rower is suitable for all ages and levels of conditioning, and that rowing is a great choice for anyone with impaired vision, poor balance, or lower leg issues. The machine features an integrated performance monitor and a variety of programs.

“Recent research has shown that, because the human body is so adaptable, we can start exercising later in life and still reap remark-able health benefits,” states Judy Geer, Concept2’s cofounder and a former Olympic rower. “Rowing isn’t just exercise; it’s a sport and a community for anyone of any age. Whether you row for fun, fitness, or competition, you can do it for the rest of your life. We offer free online challenges and motivational programs that can introduce a club’s members to a worldwide community of fellow rowers.”

Contact: www.concept2cts.com, 877-887-8014. See our ad on page 77 —|


eFI SPOrtS MedICINe

efi Sports Medicine’s Total Gym, the anchor of its GRAVITY Program, offers dynamic bodyweight resistance training. The Total Gym is appropriate for rehabilitation after injury, changing body composition, improving fitness levels, and boosting athletic performance for all age levels. Both the GTS and PowerTower feature Lateral Adjustable Training (LAT) bars that allow for six arm pulley locations to accommodate individuals of any height or weight. This specific pulley placement improves line of pull, and the effectiveness and specificity of force angles for upper-body movements. The LAT bars can also be adjusted to become pull-up bars. “The best thing about Total Gym and our GRAVITY Program is its versatility,” says Fiona Tanous, an efi senior account manager in its Rehab and Wellness division. “Clinicians report greater client commitment and success because of familiarity with the equipment and confidence in their ability to achieve results with it.”

Contact: www.efisportsmedicine.com/commercial, 800-541-4900. See our ad on page 36 —|

FIrSt degree FItNeSS, NOrtH AMerICA

First Degree Fitness offers the Fluid Cycle X-Trainer E-720. The dual-function, upper-body exerciser and recumbent bike operates in both forward and reverse directions and allows for maximum muscle engagement and isolation of core muscle groups. Fluid Resistance provides

the user with a smooth, nonjarring cardiovascular workout. The machine features a swivel seat that allows for easy entrance and egress.

“Seniors, as well as those in rehab, appreciate the non-intimidating simplicity of the product, in addition to the cross-training options, either in the upper-body exercise—standing or seated—or recumbent mode,” points out Paul Trodd, the vice president of sales for First Degree Fitness of North America.

Contact: www.firstdegreefitness.com, 877-455-3029. See our ad on page 102 —|

KeISer StreNgtH

Keiser’s Strength Series consists of multiple easy-to-use strength stations that are designed to isolate and train targeted muscle groups. The equipment provides a safe and effective workout with virtually no shock to muscles, connective tissues, or joints. The company’s

AIR300 strength line features unilateral movement, ensur-ing that each limb can be trained symmetrically; while its AIR250 strength line employs traditional bilateral move-ment, working both limbs together throughout the range of motion.

“Keiser has been dedicated for more than 10 years to improving the quality of life for adults over the age of 40,” says company founder and president Dennis Keiser. “We’ve seen first-hand the improvements we can make in the lives of older adults.”

Contact: www.keiser.com, 800-888-7009. See our ad on page 22 —|

MOtuS uSA

Motus USA’s Cardio line offers simple, smart solutions for active-aging communities. Its units incorporate patented triple-shock absorption to min-imize impact on joints; bright, interactive consoles with large readout windows; antimicrobial handlebars; simple exercise

programs; low step-up heights; an easy walk-through design; gas pneumatic seat adjustments; ergonomic support cushioning; and retractable armrests.

“For more than 14 years, Motus USA has been enhancing the fitness experience through innovative exercise equipment solutions,” explains Tania Cobb, VP and CFO.

Contact: www.motususa.com, 866-668-8766. See our ad on page 92 —|

OPtP

Particularly helpful for seniors and post-op/post-injury rehab, the OPTP Rotational Platform pro-vides a smooth, gliding, nonskid surface for upper- and lower-body, closed-chain, extremity

rotational exercises. For use in either seated or standing positions, the machine is ideal for hip range-of-motion exercises, tibial rotation, and foot/ankle exercises. As the user progresses, the OPTP Slant can be incorporated for additional positioning.

“The OPTP Rotational Platform is great for seniors and for rehabilitation of both the upper and lower extremities,” attests Kelly May, an OPTP spokesperson.

Contact: www.optp.com, 800-367-7393. See our ad on page 81 —|

8 0 0 3 6 1 3 7 4 7 m o n d o @ m o n d o u s a . c o m w w w . m o n d o u s a . c o m

Where the Games come to play

ALL RUBBER INLAID PLATFORMS

SURFACES: SPORT IMPACT • RAMFLEX

INNOVATION BY DESIGN

SURFACES

MONDOS P O R T R U B B E R S U R F A C E S

OFFICIAL SPONSOR

I N L A I D

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CertifiedISO 14001

Ann. CBI-April09 26/03/2009 13:40 Page 1


YYou might think that now is probably not the right time to be thinking about significant capital expenditures. But you might be wrong.

Fitness industry suppliers have taken notice of the recession, acknowledged that its effects still linger, and, in many cases, modified their products, price points, and/or terms to accord to the new reality.

If you have any doubt, just check out the deals that you’ll discover when you tour the floor during IHRSA’s 29th Annual International Convention and Trade Show, March 10-13, in San Diego. Manufacturers’ attempts to align their offerings with the times have had a noticeable impact on products both small (e.g., hand weights) and large (e.g., elliptical trainers).

The shift has even altered the landscape with respect to major investments, such as flooring.

For clubs that are still in the planning stages or ones that have been operating for years, flooring is a critical factor when it comes to aesthetics, performance, safety, maintenance, and, even, corporate branding. And now, sensitive to changing market conditions, some manufacturers have responded with discounts, financing programs, value-added products, and alternative flooring options.

By Jean Suffin

Designing FlooRINg SolutIoNSClubs are demanding, and suppliers providing, more value for less money

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Latitude Sports Club

Designing Flooring Solutions


Today, the bottom line is: more for less.“We recognize the pressure our customers are under,”

notes John Donati, the president of Centaur Floor Systems, of Santa Barbara, California. “They want to upgrade, to keep their facilities fresh and exciting, but, at the same time, they may find it more difficult to obtain loans. The timeframe, from initial contact to closing the deal, used to be 30-60 days, but now it’s more like 90-120 days.”

That delay poses another complication: by the time the club has budgeted for the initial estimate on new flooring, the price may have risen because of the constantly changing costs of materials and manufacturing.

“We understand what’s going on,” says Donati, “and, when we can, we try to make the deal more attractive by trimming our margins and offering better pricing.”

One relatively new company, PLAE Performance Sports Flooring, of Canton, Georgia, was launched with the economy firmly in mind. “PLAE was founded last year to offer more cost-effective flooring options for clubs,” explains the company’s Brett Waits. It does so, in part, by offering products it can manufacture by sourcing directly and buying in bulk; selling directly to the end-user; employing a countrywide network of installers; and prenegotiating installation rates for customers.

value-added actionNew materials and improved manufacturing processes have also worked to restrain price increases, while, at the same time, conferring extra value.

Color is a compelling selling point, observes Donati, and, in the past, the more color a client wanted, the higher the price. Now, however, suppliers are attempting to make color an integral part of the sale.

Attractive tints and tones have also become more affordable, thanks to new technology and surfaces that don’t require the traditional EPDM chips that are frequently employed to add color to recycled rubber and can raise cost. “We can take any flooring surface that exists—con-crete, rubber, vinyl, wood, you name it—and completely change its color, seal and secure it, add logos, and fill in micro scratches,” Randy Swartz, the president of Aeson Flooring Sys-tems, of Philadelphia, enthuses about the company’s new Slip NoMor finishing system. Slip NoMor, he explains, is an ADA-standard-compliant sealant that can be used to add color and reduce mainte-nance requirements for substantially less than the cost of replacing an existing floor.

The trend toward eco-friendly solutions has also helped, in some cases, to make flooring more affordable. “There’s no question that the ‘green’ movement has helped to reduce costs,” reports Steve Chase, the general manager of Fitness Flooring, an Indianapolis, Indiana-based supplier. “While the cost of oil used to produce new rubber has increased substantially over the last five years, the cost of reground rubber hasn’t. Recently, bamboo sports flooring has become quite popular in the market; it’s a reasonably priced alterna-tive that communicates a great green story and is as attrac-tive and functional as a number of hardwoods.”

cost-constraining tipsThere’s a surprisingly large number of other ways that club operators can keep their facilities “fresh and exciting” via new flooring without breaking the bank. Aeson, for instance, is now offering discounts on remnants. “Design is shaped by what’s going on in society philosophically and economically,” points out Cynthia Maxion, a principal of Maxion Design, in San Diego, California, “and in this economy, people are looking for short-term options, like remnants.” Another promising possibility: carpet squares. “They’re simple to install and, if there’s a spill or stain, easy to replace.”

Nonpermanent flooring, which, if necessary, can be moved from one room—or facility—to another, addresses a number of issues. Because club operators are less inclined to buy buildings today, transportable flooring is an appealing proposition. “We’ve essentially transformed

Instant makeover: aeson Flooring Systems’ Slip NoMor solution


the flooring into a piece of equipment that you can move or sell to somebody else,” explains Swartz. And removable floors, notes Chase, are often eligible to be leased through commercial leasing companies—not generally the case with permanent or glued flooring.

Even as they’re developing new cost-effective products, manufacturers are counseling clubs to buy only what their needs require. One way to cut costs on rubber flooring with-out sacrificing performance, recommends Scott MacRury, the director of sales for Mondo America, Inc., of Laval, Mon-treal, Canada, is to simply trim its thickness—from 10-mm rubber, the traditional thickness for a weight room, to 6 mm. “The cost varies substantially, but durability isn’t affected at all,” he says. “The shock absorption layer has been reduced, but unless weights are being dropped all the time, clubs don’t need a 10-mm floor.”

Mondo has also recently introduced a new item, FORZA (“strength” in Italian), which has a virgin-rubber wear layer and offers a more economical alternative to some of its other flooring products.

Rubber mats can serve as a low-cost flooring fix on either a short- or long-term basis, points out Ronald Erkes, a spokesperson for Linear Rubber Products, Inc., of Kenosha, Wisconsin. “They’re a lot less expensive than carpeting or wood floors, whether you’re talking about a new installation

or a replacement situation, and you can’t protect a floor bet-ter,” he attests. Mats are particularly useful when dealing with problem areas. “If you’ve got carpeting or wood that’s starting to wear, put in area matting—that works well. It’s not only functional, but also looks good,” he suggests.

As the cost of rubber increases, larger clubs may enjoy savings that reflect the size of their purchases. “There’s discount in quantity,” says Chris Poirier, the general man-ager of Perform Better, an equipment, programming, and consulting firm based in Cranston, Rhode Island.

Finally, the experts suggest, one of the best ways for a club to hold down costs is to take great care of the flooring it already has. Poirier, for instance, advises clubs to move their equipment into different positions periodically. “Pivot or rotate it so that a particular piece of equipment isn’t always wearing away at the same spot. Change the flow to the area.”

“Refinishing your wood floors or making cosmetic repairs is certainly less expensive than renovating or expanding. That sort of conscientious attention also conveys, both to prospects and members, that you care about the experience they have in your club.”

With flooring, as with most other things in life, necessity clearly remains the mother of invention. —|

– Jean Suffin, [email protected]

the floors of the latitude Sports Club in Peabody, Massachusetts, reflect its concern with aesthetics and functionality

“We understand what’s going on, and, when we can, we try to make the deal more attractive by trimming our margins and offering better pricing.”

Designing Flooring Solutions


Do More with Your Floor…The impression your facility conveys to members is created everywhere—even underfoot. The materials and colors chosen support your brand and positioning. Whether it has to do with environmental sustainability or sport-specific training, what your members walk on, and work out on, suggests where you stand. The following sampling of products offered by IHRSA associate members demon-strates the wide breadth of flooring options available to clubs today.

Fitness FlooringFitness Flooring has extended its Zenterra line of bamboo fitness floors with the introduction of its new vertical carbonized bamboo flooring. Vertical refers to the long, bolder grain of the bamboo that runs the length of the board; carbonized refers to a process that heats the bamboo, causing the natural sugars in the cane to turn a rich mahogany color. The Zenterra bamboo surface is designed exclusively for use in group-exercise and mind/body studios.

“We originally started using horizontal natural bamboo when we first introduced this product,” explains Steve Chase, the general manager of Fitness Flooring. “The grain of that product clearly illustrates that it’s bamboo with its telltale ‘knuckled’ appearance, and the coloration is similar to the maple floors that people are used to seeing in these rooms. However, we’ve seen an increasing demand for a floor that’s distinctly darker, which the vertical carbonized provides.”

Contact: www.exerflex.com, 800-428-5306. See our ad on page 82 —|

everlASt SPOrtS SurFACINg

ECORE International, the manufacturer of Everlast Sports Surfacing with Nike

Grind, announces the introduction of Everlast Performance, its new laminated sports flooring product. Everlast Performance features a proprietary, factory-bonded composition with a wear layer of EPDM rubber and an underlayment of nearly 100% recycled SBR rubber. The combination of these resilient layers delivers high performance and superior durability at an attractive price, notes ECORE. The company recommends Everlast Performance for indoor jogging tracks, tennis courts, gymnasium surfaces, aerobic center floors, and more. All components are manufactured in the U.S.

“We’re excited about the opportunities this new lamination technology has opened up for us, and we’re proud to be a propelling force in architectural and fitness product development,” states Troy Kelley, Everlast’s business unit manager at ECORE International. “Everlast Performance, with its high recy-cled content and extreme durability, is a product that will distinguish fitness facilities as leaders in supporting both personal and environmental health.”

Contact: www.everlastsportssurfacing.com, 888-383-7655. See our ad on page 62 —|

lINeAr ruBBer PrOduCtS

The impact from free weights and exercise equipment can damage floors. Linear Rubber floor mats protect them, securing equipment and providing positive acoustical qualities. The company offers long-lasting, genuine rubber floor mats that are easily installed over any surface, and cleaned with soap and water. The nonporous rubber

MONdO

Mondo’s range of sport surfaces is engi-neered to meet the specific needs of gymnasiums, weight rooms, cardio areas, and indoor and outdoor running tracks. According to the manufacturer, Mondo flooring is designed to withstand

punishment from free weights and barbells, while combining exceptional shock-absorption and energy-return to ensure safety and comfort.

“Mondo’s Sport Impact and Ramflex vulcanized rubber surfaces are ideal for fitness and recreational facilities,” notes Scott MacRury, the director of sales at Mondo. “These products are in line with industry standards across the board for performance, durability, safety, and aesthetics, and they’re compliant with California Indoor Air Quality require-ments. They’re low-maintenance, with no waxing or coatings needed to maintain the surface, and they don’t require the use of harsh cleaners or chemicals.”

Contact: www.mondoworldwide.com, 800-361-3747. See our ad on page 52 —|

PlAe

PLAE is a new, standalone brand of performance sports flooring products, featuring premium, highly durable surfaces that require minimal maintenance and are

meticulously designed for long-lasting, superior perfor-mance. According to PLAE, its collections—Power, Speed, Turf, Multi-Purpose, and Commercial—meet a variety of needs and budgets. PLAE provides flooring options for cardio and weight areas, group-exercise/yoga/Pilates studios, gym-nasiums, tracks, athletic fields and courts, offices, corridors, lobbies, offices, and multipurpose areas.

“PLAE offers an exclusive assortment of high-quality flooring products to outfit virtually any area in health clubs and athletic facilities, and we’re passionately committed to changing the game, as it relates to product selection and performance, customer service, and exceeding expectations,” says PLAE president Brett Waits.

Contact: www.plaeusa.com, 866-599-8274. See our ad on page 97 —|

won’t absorb or retain moisture. Linear offers a selection of mats, at various price points, in cut sizes, tiles, squares, and rolls. Several colors are also available to add appealing aesthetics to a club environment.

“Since 1975, Linear Rubber Products has been manufac-turing rubber mats for use in the recreational industry,” notes Beth Lane, Linear’s national sales manager. “We take great pride in offering the largest size mats in the industry to simplify installation and minimize seams. We can also add optional interlocking tabs for oversized areas.”

Contact: www.rubbermats.com, 800-558-4040. See our ad on page 80 —|

…Then Head to the Showers

Flooring that’s attractive, functional, and long-lasting is important to both club owners and members. So, too, are design and aesthetics. But, let’s face it, for members, “feeling good” is the true bottom line. There’s where ThermaSol, a Simi Valley, California-based supplier, comes in.

After a strenuous workout, what feels better than some time spent in the shower, steam room, or sauna? And ThermaSol, founded in 1958, is an industry pioneer when it comes to steam baths.

Today, the company boasts hundreds of thousands of installations worldwide under its own name, plus other private-label-branded installations. “Today, we’re providing steam bath and sauna equipment for health clubs, hotels, day spas, homes, apartment buildings, and golf courses,” points out Jari Ristola, ThermaSol’s president. “Along with steam and sauna equipment, we offer state-of-the-art control systems, and light and music packages to enhance the user’s experience.”

Over the course of half a cen-tury, ThermaSol has stayed at the top of its game by making the most of industry advances. For example, notes Ristola, its steam generators use 100% networked, digital technology; its control and light and music systems are constructed from aircraft-grade aluminum, rather than plated plastic; and the company has patented a number of innovations, including FastStart, PowerFlush, and SmartSteam functions.

The latter feature, found on the company’s new SuperDuty generator—a professional-grade, open-to-the-atmosphere (no pressure), digital, networked system—has proven particularly popular with club operators. “The generator provides steam without them having to worry about the steam room ever being down,” she explains. “As far as members are concerned, it’s always functional. With the SmartSteam feature, the SuperDuty uses only the energy required to maintain the room temperature, unlike other units, which are either ‘full on’ or ‘full off.’

“Think of SmartSteam,” she suggests, “as a ‘cruise-control’ system that reduces water usage and energy costs.”

Contact: www.thermasol.com, 909-581-0080 See our ad on page 109 —|



Winning Year!Cheer for a


Last year, despite the fact that it was laboring in a legislative setting that was far from business-friendly, IHRSA helped protect the fitness industry from harmful regulation that

would directly affect health clubs’ bottom lines on 21 separate occasions.

Remarkably, in the process of monitoring and tracking more than 200 industry-related bills, IHRSA prevented the enactment of a single piece of legislation that would adversely impact health club operations. In addition, it helped to “grow and promote” the industry by working for the passage of legislation that would increase the number of Americans who exercise.

IHRSA’s legislative record for 2009: 21 wins, 0 losses.

The economic woes of the past year created challenging conditions for businesses across the country, and, of course, clubs weren’t immune to the downturn. The trying situation was made even more challenging as a result of the fiscal turmoil endured by state governments, which, in many cases, were significantly worse off than their constituent businesses.

Though the states’ debts have been well publi-cized, they remain difficult to comprehend because of the sheer size of the numbers involved. The estimated fiscal shortfall confronted by California was $40 billion; in New York, $20 billion; in Illinois, $13 billion; in Florida, Massachusetts, and New Jersey, at least $5 billion, each; and in another 22 states, at least $1 billion, each.

In response, state lawmakers once more embarked on that well-worn path to raising cash—they proposed tax increases on individual taxpayers and companies in order to help fill depleted state coffers. In a number of cases, the club industry was asked to help foot the bill. California, Mississippi, New York, Pennsylvania, and Rhode Island all considered imposing a sales tax on club dues and services.

In addition to raising the specter of new taxes, problematic economic conditions often prompt state legislatures to introduce more consumer-pro-tection bills, possibly fearing that a few financially distressed clubs might resort to unethical solutions.

Winning Year!Cheer for a

By tim Sullivan

In 2009, IHRSa and the industry prevailed on the nation’s legislative battlegrounds

>

This happened again last year: there were numerous proposals to limit clubs’ use of automatic-renewal clauses in service contracts and a rash of attempts to require the licensing of personal trainers.

The 2009 Scoreboard: 21 – 0Thanks to the strong advocacy efforts of IHRSA-member club operators, and the financial support of the Industry Defense Fund (IDF), which financed professional lobbying efforts in state capital battlegrounds, the association was successful in protecting the industry from stifling taxation and excessive consumer-protection regulation. By mid-September, when most state legislatures had adjourned for the year, IHRSA had racked up a perfect record in its legislative battles.

Victories were achieved that involved a wide variety of issues and in every region of the country. The association derailed attempts by four states to levy a sales tax on club dues (currently, only a Pennsylvania proposal remains unresolved); defeated an Oregon initiative to give local governments the right to license clubs; advanced legislation in Colorado and Michigan that would promote wellness programs; and ensured that a club’s responsibility to maintain an automated external defibrillator (AED) doesn’t compromise its operations or increase its legal liability.

Furthermore, with respect to proposed constraints on automatic-renewal clauses in membership contracts, IHRSA prevailed over the efforts of lawmakers in Florida, Mississippi, Missouri, North Carolina, Oregon, South Carolina, Texas, and Wisconsin.

The association’s performance in 2009 was noteworthy in that it also focused on the relatively new issue of personal-trainer licensure. Though these accomplishments aren’t reflected in its 21-0 stats, IHRSA was successful, during the past legislative session, in protecting the industry from oppressive licensing requirements in California, Maryland, Massa-chusetts, and New Jersey.

The risk of unnecessary licensing requirements emerged as an issue early in this decade, and the threat materialized when Georgia passed such legislation in 2006. IHRSA responded by formulating a recommen-dation that clubs ensure the professionalism of their trainers by hiring ones holding either: a current certification from a certifying body that had obtained or begun third-party accreditation of its certification procedures from the National Commission for Certifying Agencies (NCCA); or earned a personal-training certificate/degree from an educational institution approved by an accreditation body recognized by the Council for Higher Education Accreditation and/or the U.S. Department of Education.

A Case Study in victoryOne of IHRSA’s major triumphs with respect to new taxes occurred in New York. At the end of 2008, with the state facing a multi-billion-dollar deficit, Governor David Paterson (D) proposed his 2009-2010 executive budget. Among the laundry list of measures he recommended to raise revenue was an expansion of the sales tax to include health club fees and other “recreational services.”

During the winter and spring, the association battled the proposal in every possible venue and on every possible level. It launched an effective grassroots campaign that resulted in more than 2,400 fitness professionals and club members dispatching nearly 8,000 messages to legislators in the

Cheer for a Winning Year!


this is an incredible victory… a testament to the power of working together.

“”

IHRSa President and Ceo Joe Moore


state capital to protest the move. It con-ducted a “lobby day” in Albany on March 4, which involved face-to-face meetings with state senators and representatives that were bolstered by follow-up phone calls and messages.

The industry’s efforts bore fruit on March 11, when Paterson announced that he’d reached an agreement with legisla-tive leaders to not extend the sales tax to club membership dues and services.

Once the deal had been finalized, IHRSA savored the achievement: “This is an incredible victory, especially considering the massive deficit facing New York,” observed Joe Moore, the association’s president and CEO. “It’s a testament to the power of working together. With IHRSA collaborating with concerned fitness professionals, our lobbyist, and the people of New York, we were able to highlight the inconsistent messaging of an ‘obesity’ tax on sodas and a ‘healthy lifestyle tax’ on preventative exercise, and stop this unfair and ill-conceived proposal in its tracks.”

Game Plan for Success in 2010Even though state governments have confronted the fiscal dilemma facing them, and have finalized budgets for 2010 that address unpleasant realities, the pressure to cut costs and increase revenues remains intense. It seems unlikely that gradual and modest improvements in the economy this year—the consensus of most of the experts—will remedy the problem. Revenue streams will have to increase significantly before lawmakers completely abandon the idea of taxing healthy lifestyles.

It also seems unlikely that the tendency to impose licensing requirements on personal trainers will disappear. Georgia may have pioneered the concept, but, last year, four other states attempted to make use of it. IHRSA anticipates a growing number of legislative battles revolving around this issue.

IHRSA, sensitive to the ongoing risks, can’t depend on an economic turnaround to eliminate them, but, as it always has, will continue to rely on its own efforts and those of its member clubs and the industry at large to deal with them effectively. Much of its past, and future, success is due to its ability to employ a team of state lobbyists to represent the industry’s interests, day to day, in state legislatures. That, in turn, owes a great deal to the members of the Public Policy Council (PPC) who, over the past 10 years, have collectively contributed millions of dollars to the IDF.

The IDF directly supports the association’s lobbying efforts nationwide, supplying lobbyists in important front-line states so that they can wage war against dangerous and misguided legislation, such as the imposition of a sales tax, prohibitions on the use of automatic renewal in membership contracts, and the burdensome licensure of personal trainers. As the IDF grows in strength, so, too, do the industry’s prospects. To find out how you can play a part in opposing dangerous legislation, contact Meredith Poppler, IHRSA’s vice president of industry growth, today at 800-228-4772, Ext.129, or [email protected]. —|

– Tim Sullivan, [email protected], and Amy Bantham, [email protected]

We were able to… stop this unfair and ill-conceived pro-posal in its tracks.

“”

Twin Oaks, Club management desktop and online software. —|

Photo sponsored by Twin Oaks Software


InnovationsWhat’s New 65 | FIT Extra 69 | BuyersMart 87

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| Innovations | What’s New

Matrix Fitness Systems» All 7-Series cardiovascular products from Matrix Fitness Systems are now equipped with Nike+ workout tracking software, which allows users to track their running workouts with an iPod. When exercisers connect the Nike+ compatible iPod to the Matrix 7x or 7xe treadmill consoles, they’re prompted to track their workout, and all information from their exercise session is stored on their iPod. Upon later connecting their iPod to iTunes, users can have their workout data uploaded automatically to the Nike+ Website. For more information, contact the company at 866-693-4863; www.matrixfitness.com. —|

Polar Electro, Inc. » Polar has launched its wrist-based training computers and Web services platform to the corporate wellness and insurance industries. Employee participants can measure the effects of their exercise via heart-rate data, and track their improving levels of fitness through a Polar-developed Web portal. They can view their exercise results in a per-sonal diary, download training programs, set goals, challenge friends and coworkers, and analyze their progress. “This provides the essential tools to make significant, lasting, and immediate strides in improving health,” notes Jeff Padovan, the president of Polar USA. For more information, contact the company at 800-290-6330; www.polarusa.com. —|

ProSun International, LLC » The new Water-Wave Pro from ProSun International, LLC, uses powerful jets of warm water to deliver a relaxing, therapeutic massage —while members remain fully clothed. DRYWAVE technology elimi-nates contact with chemicals, and the penetrating heat can be adjusted through a user-friendly, handheld control. In addition, the skin rejuvenation phototherapy option, also known as LED red light therapy, can be offered simultaneously to stimulate production of collagen and elastin to help accelerate the repair of damaged skin cells, and reduce the signs of aging, fine lines, wrinkles, scarring, and acne. The WaterWave Pro comes in a 220-volt unit, and utilizes 21 square feet. For more information, contact the company at 800-874-2776; 727-825-0400; www.prosun.com. —|

»Zumba Fitness, LLC» Zumba Fitness recently held its second annual convention, in Orlando, Florida, with a record-breaking 2,200 attendees from around the world. More than 1,000 instructors experienced the launch of two brand-new programs: Zumbatomic, a fun fitness program for children ages 4-12 to motivate kids to embrace fitness, and develop coordination, discipline, confidence, and teamwork; and Aqua Zumba, a fresh, energetic water workout. The event also showcased Zumba’s growing family of partners, including 24 Hour Fitness, AEA, AFAA, IDEA, LOA Fitness for Women, and Gold’s Gym, among many others. For more information, contact the company at 954-925-3755; www.zumba.com. —|

Zumba founder Beto Perez teaches Aqua Zumba


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Matrix’s 7-Series struts its stuff

| Innovations | What’s New

National Academy of Sports Medicine (NASM) » NASM has released a new version of its Performance Enhancement Specialist (NASM PES) course, the “NASM Essentials of Sports Performance Training.” It’s backed by studies conducted at the NASM Research Institute at the University of North Carolina-Chapel Hill and provides expert instruction in the key principles of sports perfor-mance training. As the physical demands and skill levels of athletes continue to become more competitive, training and conditioning techniques need to evolve and adapt to give athletes a competitive edge. NASM’s new course provides health and fitness professionals with the advanced knowledge and skills needed to work successfully with athletes of all sports and at all levels to enhance performance and decrease the risk of injury. For more information, contact the company at 800-460-6276; www.nasm.org. —|

Petra Hygienic Systems International, Ltd.» The new BluStorm touchless hand dryer by Petra Hygienic Systems International, Ltd., combines quality construction with environmentally friendly design. With its reliable motion sensor, this high-powered device maximizes efficiency, and elim-inates the need for paper towels and excess waste in bathrooms and locker rooms. For more information, contact the company at 800-463-2516; 775-356-9501; www.petrasoap.com. —|

MembersFirst, Inc.» MembersFirst, Inc., a Website development and design firm, has launched a new corporate Website. It incorporates new branding; a new design; and several free promotional offers for search-engine optimization, search-engine marketing, and Website-design analysis. Also, the site combines many emerging trends in information architecture and navigation, such as embossing, introduction blocks, big typography, and interactive carousels. “The promotions, in particular, deliver tremendous value to private club managers who want to better understand and quantify the marketing effectiveness of their current Websites,” explains John Caron, the vice president of sales and market development at MembersFirst. For more information, contact the company at 508-653-3399; www.membersfirst.com. —|

»CYBEX International, Inc. » CYBEX International, Inc., has named Scott Riehl its golf performance advisor to help develop content for “Sweet Spot,” a new CYBEX Golf Fitness program that’s based on the equipment and exercises used by the world’s best golfers. Riehl crafts monthly fitness-themed columns posted to www.cybexgolf.com, and serves as an expert source for educational materials that are designed to enhance the wellness of country club members. Currently, Riehl is the strength and conditioning coordinator for The DePuy Mitek Mobile Fitness Trainer, which is on tour weekly. For more information, contact the company at 888-462-9239; www.cybexintl.com. —|

All aboard the DePuy Mitek Mobile Fitness Trainer


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2009SS_fullpg_TMB-v1 12/2/09 2:19 PM Page 1

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Soft ‘Cutting-Edge’These upgrades are designed to improve communication, security, and profits

Technology suppliers are working hard to develop new

“cutting-edge” solutions, but, at the same time, they’re also

focusing intensely on practicality.

Take, for example, the issue of mobile technology.“Most health and fitness facilities are still struggling to provide

online portals for their customers and employees,” reports Andy Wigderson, the vice president of sales and marketing for CSI Software.

“It’s a service that the industry wants, but really hasn’t made up its mind about in terms of function,” explains Hossein Noshirvani, the executive vice president of Motionsoft, Inc. “The industry is embracing this particular technology slowly.”

Rachelle Dodge, the marketing manager for ASF International, notes that, while there’s real interest in the possibilities, obstacles remain. “Mobile apps tend to provide limited functionality, and club owners want access to all of their information, not just a few bits of data,” she says. ASF’s response: “We offer our clients access to their member and financial information, at no additional cost, through an online portal that’s accessible and functional whether they’re using a desktop computer, a laptop, or a smartphone, such as an iPhone or BlackBerry.”

Among the clearly practical applications that club operators are demanding today: more control/security, reporting, analysis, and daily feedback, rattles off Glen Bendixen, the CEO of Paramount Acceptance. “Club-management software has to be flexible and robust and able to provide real-time information. Personal-training tracking, digital contract writing, and other program-management functions are becoming standard within the industry. Clubs need to manage these services, eliminate excesses, and maximize profits.”

Dodge concurs: “It’s become even more important to track and manage individual profit centers now that they’ve become a much bigger part of a club’s revenues,” she points out.

Acknowledging the desire for greater controls, the Affiliated Acceptance Corp. has responded in a variety of ways, says Scott Morice, the firm’s technical support supervisor. Its club-management software now offers greater depth in meshing billing company and club Websites; tighter security to meet Payment Card Industry Data Security Standard (PCI DSS) and Payment Application Data Security Standard (PA-DSS) protocols; personalized communication with customers; and integration with accounting software packages.

For operators, getting everything they need is actually becoming easier, contends Noshirvani. “There’s been something of a shift toward ‘best-of-breed’ solutions. Club owners now realize that they don’t necessarily have to buy all their technology from just one company. Rather, they can obtain specialized products from different software vendors, who will work together to integrate the pieces.” —|

– Jon Feld, [email protected].

COMPUTER APPLICATIONSA&A COMPANy

A&A Club

The comprehensive A&A Club software supports a variety of functions, including short- or long-term contracts; member database; CRM; KPI support; check-in and check-out, barcodes, smartcards, and magnetic strips; booking systems; employee time-tracking; integrated SMS; electronic locker systems; warehouse, retention-management; and payroll. It also includes advanced security systems capabilities; price lists for several club areas; cash-free technology; a club parking module; and several reporting options. It operates on Microsoft Windows XP, Vista, and Windows 7.

ABC FINANCIAL SERvICES, INC.See Our ad On Page 19

24-Hour Security Access Systems

The customer interface from ABC Financial controls member admittance to facilities. The 24-hour club access and security features are adaptable to individual club needs, integrating Datatrak Club Man-agement Software from the entry door to the front desk. Datatrak software also supports current technologies, such as proximity cards and Ethernet access control. An outdoor, weatherproof barcode reader enables members to scan cards or key tags for automatic entrance approval or rejection, based on their account status.



ABC Financial - Software, Billing and Onsite Support

All ABC Financial Services—billing and collections, club-management software, merchant services, marketing and retention tools, and on-site training and support— are designed to help health clubs succeed. ABC industry veterans understand the daily challenges that operators face, and the company’s software, billing, and ser-vices provide owners with more control to maximize profits with the highest level of data security and PCI compliance. ABC Financial currently serves more than 3,000 customers.

Datatrak Club Management Software

ABC’s Datatrak is an easy-to-use, Web-based club-management software with advanced, secure Internet-based tech-nology for immediate access to member data. Designed to streamline daily club operations and create ways to systemize business efficiencies while maximizing billing and collections, Datatrak includes check-in, point-of-sale, credit-card pro-cessing, fingerprint recognition technology, electronic agreement entry, inventory control, on-account charging, session tracking and scheduling, prospect and member management, time clock and commission tracking, customized reporting, and 24-hour access door interface.

Datatrak Franchise Edition

The Datatrak Franchise Edition combines club-management software with a customizable corporate platform and

franchise-specific software branding. Franchisors can oversee sales and daily operations by specific clubs or region; track key performance indicators; project growth; identify and manage franchise trends; and support franchisees with on-site configuration, software training, and live, 24/7 technical assistance. Clients can customize their operations with check-in, POS credit card processing, fingerprint-recognition technology, elec-tronic agreement entry, inventory control, on-account charging, and much more.

Electronic Agreement Entry

Electronic Agreement Entry allows health clubs to eliminate paper agree-ments, filing cabinets, and extra data entry—while streamlining and expediting the sales process. Customized member-ship agreement templates and payment plans are formatted to a club’s individual specifications, with pre-populated fields and/or specific field requirements for smoother, faster membership sales. Electronic Agreement Entry also captures and validates billing information at the time of the sale, helping to eliminate subsequent data-entry errors.

Online Business Center

At the ABC Financial Online Business Center, members are a click away from 24/7 account access. Once they securely log in, members can make payments, view future invoices and renewal infor-mation, update billing and personal information, view club policies and procedures, and review scanned docu-mentation—all in real time. The Online

Business Center also provides immediate access to key performance indicators, including daily account activity reporting, club trend patterns, revenue projections, and customized reporting.

ACTIvTRAx, LLC

Online Workouts

ActivTrax is an online tool designed to help both health club members and owners and managers achieve their goals. Customized workouts help members achieve results while enabling facilities to increase new member sales, drive ancillary revenues, and improve retention. The technology behind ActivTrax is cutting-edge and proven.

AFFILIATED ACCEPTANCE CORPORATIONSee Our ad On Page 64

FrontDesk Software

FrontDesk Software from AAC makes it easy to manage critical day-to-day operations from a single interface. Check-in, employee time clock, scheduling, contract wizard, member manager, and point of sale are just a few of the vast capabilities of this program. The software also includes features designed to support member retention and new prospect efforts. With mail merges and LabelMaker, it’s easy to produce promotional material, newsletters, and even birthday and greeting cards.



APTUSSOFT

neWCMS 2.4

AptusSoft CMS 2.4 is priced and packaged to suit small to large multi-location facil-ities with single and/or multi-activities. It offers instant access to critical business information. AptusSoft CMS 2.4 focuses on improving retention and profits at every step, through an integrated package that includes comprehensive member man-agement, communications, and profiling; multi-mode check-in; touch-POS; in-house and online scheduling; tracking of member performance; results; end-user designable reports; setup rewards for members; and low-cost AR/member services.

CMS-Online Member Access

AptusSoft’s CMS-Online is a member-retention and revenue-generation tool that allows club members to review and modify their profiles online; update and manage a buddy list; review and accept contracts; view, check availability, and schedule classes in real time online; communicate with the facility; and pur-chase pro-shop or retail items online. Available 365 days, 24/7, this software is securely accessible to users from anywhere, and can help increase revenues for all facilities, franchises, and chains.

Enterprise Online Activity Management Module

AptusSoft’s Enterprise Online Activity Management Module is available to health club members 365 days, 24/7, and is securely accessible from anywhere. It seamlessly manages multiple programs and services, such as tennis, basketball, and childcare, both in-house and online; it can also transform a club’s Website into a retail environment where members can view merchandise and make purchases. The AptusSoft program is designed to boost retention and drive additional profits for all facilities, franchises, and chains.

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neWHealth and Performance Tracker

AptusSoft’s Health and Performance Tracker is designed to help increase retention quickly. Using this module, members may log, track, chart, and analyze their workouts; be encouraged to maintain exercise adherence; securely share personal details with their instructors and physicians; review results; and access and plan daily and weekly nutri-tional intake. This innovative module is securely accessible 365 days, 24/7, and is suitable for all facilities, as well as franchises and chains.

ASF INTERNATIONALSee Our ad On PageS 2 & 3

Appointment & Class Scheduler

Personal training can be a huge revenue- generator for clubs, but the logistics of tracking programs can become compli-cated. The Appointment & Class Scheduler helps staff and managers schedule and change appointments, track training sessions, and prepare trainer payroll. It can also send trainers automated text messages to notify them of new, changed, and canceled appointments. The Scheduler is integrated with ASF’s Point of Sale program and is always available online.

PASS A FRIEND Member Referral Program

To encourage health club members to refer their friends and family, it’s important to give them an incentive to do so. The Pass A Friend program from ASF International does just that, and it helps clubs track their prospects, attendance, and sales-conversion ratios to help create the ultimate referral-management system. This intuitive program is a powerful referral source that produces maximum results.

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Service & Support

ASF International’s knowledgeable staff is easily accessible by phone, e-mail, or instant messaging for quick, friendly service and support. The company pledges to do everything to help its customers and their members feel comfortable with its services. Customers receive free training, tech support, client support, and file-transfer services. Plus, members have access to a team of customer service representatives for assistance, or they can check their accounts online through ASF’s Online Member Center.

Software & Internet

ASF’s desktop and online software package helps clubs manage their receivables and streamline operations. It simplifies numerous tasks, including: point-of-sale and inventory control; member-atten-dance tracking; employee time clock; prospect tracking; appointment and class scheduling; financial reporting; and more. This all-inclusive package is available to ASF clients at no additional charge, and is suitable for single and multi-club operations. It can be integrated with 24/7 key-card access systems for controlled entry, based on account status.

ASPEN INFORMATION SySTEMS, INC.

Visual Clubmate

Visual Clubmate offers member man-agement, a prospect database, paperless contracts, fitness assessments, exercise prescriptions, activity logging, check-in,

club rewards, video imaging, DecisionMate, credit book, scheduling, touch-screen POS, fingerprint ID, inventory, EFT, and receivables management. A modular approach allows managers to choose from a variety of powerful, easy-to-use, and unique software tools. These modules focus on three vital points of a club’s business success: managing cash, acquiring new members, and retaining existing members.

BETADATA SySTEMS, INC.

BetaSPORT

This Windows-based club-management program seamlessly integrates easy-to-use accounting functions with flexible membership billing. These include: e-mail statements and newsletters; photo check-in; touch screen point-of-sale with inventory; court and trainer sched-uling; inclusive in-club touch-tone (IVR); Internet-based program registration; sales tracking; accounts payable, with time clocks and timekeeping; and payroll, with direct deposit and benefits tracking. Electronic funds transfer (EFT) and credit-card processing are direct to clubs’ financial institution of choice, without fees to BetaData.

CLUB SENTRy SOFTWARE

neWClub Sentry Software

Club Sentry has installations in health clubs around the world. With basic functionality, the Base Module includes member check-in and employee tracking. Optional functionality includes photo ID, point of sale, billing and invoicing, mer-chant services, and scheduling. Customers can choose check-in options, such as photo ID, bar-coded ID cards, RFID key fobs and sensors, fingerprint ID, and

access control for electronically locked doors or turnstiles.Manufacturer’s list price: $375.00

CORAL SPRINgS SOFTWARE

QuikCheK

Suited for health clubs, personal training studios, and wellness centers, the dynamic and easy-to-use QuikCheK software modules include check-in, point-of-sale, scheduling, EFT billing, sales and marketing, retention, and personal training. Reports are provided on usage, memberships, and POS income. The company also offers QuikStudio, a complete package for training studios that includes a scheduler, member data-base, check-in, session countdown and tracking, and trainer payroll calculator. QuikCheK’s affordable products come with updates and customer service.Manufacturer’s list price: $5,000.00

CSI SOFTWARE

Spectrum NG

CSI Software is a leading provider of Club Management Software and Mem-bership Management Software and services. CSI Software’s product, Spectrum NG, is designed to allow information workers to drive greater business success. Leveraging Microsoft.NET and SQL Server, Spectrum NG expands on the benefits of its previous products and remains an integrated set of programs designed to empower people to get better results more quickly.


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| Innovations | FIT ExtraEFIT FINANCIALSee Our ad On Page 113

24-Hour Security Access System

Now, 24-hour access clubs can utilize a custom interface that allows a front door access-reader to communicate directly to efit Financial’s Web-based application. Members are automatically granted or denied entrance to the club based on their account status in the company’s database, and the system tracks atten-dance data. With no manual updates or dual entry required, this system is completely automated, and members can use the same card to check in at the front desk.

Club Advantage

This Web-based club-management software application can be accessed from any computer via the Internet. Club personnel can enter new member accounts, print membership agreements, update the member database, and access management reports. Also included are a member check-in system with photo display, employee timekeeper, body-measurement tracking, session tracking, and a guest- and prospect-tracking program. Plus, eFit provides low-cost EFT and credit-card processing, along with other customized billing and collection services.



ELECTRONIC BILLINg & COLLECTINg SERvICES

Express Check-In

Since 1986, Electronic Billing & Collecting Services has been a payment-processing, delinquent collections, and database-management firm for the fitness industry. The company offers return-free EFT, along with delinquent collections up to 120 days with no fee increase. Express check-in software includes signature-capture e-document paperless data-entry, POS, scheduling/online booking, and mass e-mail marketing modules. Operators can also monitor attendance and perform management functions that can reduce expenses, increase revenue, and expedite operations.

ExERP

ClubLead

Chains that make use of eXerp’s Club-Lead software benefit from reduced administrative costs, improved customer retention, and protection against fraud and profit leakage. ClubLead’s integrated functions include: a financial system, reporting, funds transfer, debt collection, membership management, point of sale, prospecting, retention management (CRM), class booking, staff scheduling, and corporate-agreement management. eXerp is among Europe’s leading providers of enterprise information systems for the leisure industry, serving more than 500,000 club members in seven countries.

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EZFacility Trainer Management System

EZFacility provides complete scheduling, membership management, recurring billing, and financial reporting for any size health club or fitness center. The product is delivered via an Internet soft-ware service, so there’s no software to buy, install, or maintain. A user-friendly interface enables staff with even the most basic computer experience to utilize it easily. TMS is completely modular, and can be rolled out for as little as $49 per month to start.

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Face2Face Retention

This comprehensive retention, sales, and marketing module software helps maximize member relations and boost profit centers and programming. Among its features: fully intuitive scheduling, sales and prospect management, attri-tion-risk client alerts, automated e-mail and SMS systems, PT sales, bookings and client management, and staff man-agement. This system runs parallel to existing front desk financial, POS, or billing systems, and on multi-user local or Web-accessed platforms.Manufacturer’s list price: $295.00


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Compete

Compete from Fiserv offers clubs of all sizes easy-to-use functionality and improved employee productivity. It includes: check-in, point of sale, configuration, data-entry, billing, standard reports, and integrated point-of-sale credit-card processing. To increase membership and improve member satisfaction, additional modules can be added, such as: member self-service, scheduling, locker management, nursery monitoring, and gift card purchase/redemption. Finally, to manage the club’s business more efficiently, advanced reports and electronic agreements/ contract-management can be added.

Member Management Services

Fiserv offers outsourced billing, collec-tions, and member call-center services with a professional staff that manages customers’ data under a club’s direction. New contracts, additional services, visits, club charges, and member changes hit the system immediately, without requir-ing clubs to update them. Fiserv also performs due-diligence billing research, providing notification of important data trends or issues. The Fiserv team is an economical alternative to health clubs hiring their own back office staff.



Payment Processing Services

Reduce billing costs and get paid faster by using payment-processing services from Fiserv. With fully integrated soft-ware and electronic funds transfer (EFT) processing, customers automatically collect membership dues in full, on the due date, for direct deposit into their accounts. Because EFT reduces invoicing costs, postage, and late payments, over-all billing costs are reduced, and recon-ciliation is quick and easy. In addition, credit cards can be processed using the Credit Card Gateway from Fiserv.

gANTNER ELECTRONIC gMBH

Check-in/-out terminal GAT Access 6100/6200

The GAT check-in/-out terminals identify health club members when a chip is presented in front of the reader field; access credentials are instantly verified via the contract stored in the system. The GAT Access 6100/6200 is the “small” terminal with surface-mounted housing for controlling turnstiles and doors. Other features include: return message inputs; an illuminated, circular reader field; LED signaling; and secure data transmission between the reader and data carrier.

Check-in/-out terminal GAT Access 6350/6500

The check-in/-out terminal GAT Access 6350/6500 offers user-friendly control of turnstiles using a chip card or bracelet. It features a fully graphic display; resis-tant chrome steel housing with safety glass; and a large, integrated traffic light display. Communications are handled via Ethernet or an RS 485 interface, with emergency operation provided in the event of a server failure. The terminal can be integrated into pillars and turn-stiles, and thereby suits virtually any architectural requirement.



Information Terminal GAT Info 6800 / Time Control Terminal GAT Time 6800

GANTNER Electronics has expanded its product line for access and payment systems in health clubs, spas, and leisure resorts. The Information Terminal GAT Info 6800 is extremely user-friendly, with its color touch-screen and active user guidance. The display shows all user information, including locker number, contract details, remaining balance, credits, and more. The line also includes check-in/ check-out terminals in various configu-rations, which are compatible with all existing GANTNER system components.

gO FIgURE, INC.See Our ad On Page 68

iGo Figure Membership and Business Management Software

iGo Figure Membership and Business Management Software is designed to save health clubs time and money. Pay-ment processing is easy with integrated credit-card processing and 10-cent EFTs. Scheduling, employee compensation, POS sales, and inventory management are also managed through iGo Figure, and more than 100 reports and a custom- report generator provide details. It also offers mass e-mail capabilities, mailing labels, and an integrated retention- management e-mail service. Free upgrades, technical support, and training are unlimited.

HUMAN KINETICS

FITNESSGRAM/ACTIVITYGRAM

FITNESSGRAM/ACTIVITYGRAM is an activity- and fitness-assessment, reporting, and tracking software tool that can demonstrate the value of fitness programs. Users can analyze children’s fitness activities and provide meaningful reports to participants and their parents. FITNESSGRAM assesses the three areas of health-related fitness—aerobic capacity; body composition; and muscular strength, endurance, and flexibility. It uses criterion- referenced fitness standards, rather than norms, to assess children’s fitness based on what’s optimal for good health.


Many business needs. Just one tool. Health Club Management Softwarefor just $155 a month!

Client & Staff Management | Online Booking | Key Tag Entry Credit Card Processing & Auto Renewals | Sales & Performance Reports

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IRON gRIP BARBELL COMPANySee Our ad On Page 11

Iron Grip eWeight Planner

Iron Grip’s online eWeight Planner (www.eweightplanner.com) is a fast and simple way to calculate the appropriate number of free weights for a fitness facility. The Planner generates suggested weight-plate breakdowns, depending on the type and amount of plate-loaded strength and free-weight equipment selected. It also suggests quantities of dumbbells and Olympic bars, and recommends racks when necessary. The eWeight Planner includes equipment from 13 of the top strength-equipment providers.

JOINONLINE247.COM

joinonline247.com

joinonline247.com is a virtual member-ship sales application that can give an interactive tour of a club, deliver a guest pass, arrange an appointment, and even enroll a member online, seven days a week, 24 hours a day. Created especially for clubs, this Web-based software appli-cation is a powerful tool that can generate additional membership sales. Costs start at $500 per month.

LES MILLS INTERNATIONALSee Our ad On Page 27

CLUBCOUNT

Les Mills’ CLUBCOUNT is a Web-based software program that helps clubs build profitability by managing their group fitness programs more effectively. The software provides essential tools to eval-uate and report on group fitness atten-dance and performance. All users need to do is take a quick headcount for each class, grab a few moments to enter the class attendance into the software, and CLUBCOUNT will take care of the rest.


Trusted for over 20 years by doctors, athletes and trainers.

Profit Center Made Simple.Profit Center Made Simple.

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“We’ve made an additional $6,300 in annual revenue… in the first 24 hours!” - Dave Yaldo, Powerhouse Corporate Gym

“It provides a true ‘wow’ factor for us... It has also been an e�ective closing tool for selling memberships.”

- Jay Bryan, Anytime Fitness

HydroMassage® is an unattended profit center that offers your members a powerful massage that is convenient and affordable enough to enjoy every day.

Most importantly, your members will pay an extra $10-20 per month for a HydroMassage® package.

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MEMBERSFIRST

MembersFirst, Inc.

MembersFirst powers a large online community of member-based, lifestyle clubs that serve active members. The company helps thousands of club leaders and hundreds of club clients attract, engage, and retain millions of satisfied members throughout the world. Building a vibrant, highly engaged membership is MembersFirst’s singular passion. The company offers a best-selling Website-management application, Gen M, which is complemented by unique competency

and deep industry experience in member- centric Website design and results-oriented online member communications.

MICROFIT

MicroFit Fitness Assessment System

Designed as an FDA medical device, the MicroFit FAS-2 fitness assessment system offers fast, accurate measurement of weight, body fat, blood pressure, heart rate, flexibility, strength, and cardiovascular fitness. For clubs on a budget, the HealthWizard software can operate independently of the FAS-2 equipment

for fitness assessments, health-risk appraisals, health history, and program management. The system’s high-tech images and ease of use make it helpful in closing memberships, selling personal training, and generating traffic.

MILLENNIUM By HARMS SOFTWARE, INC.

Millennium HealthFitness Edition

Harms Software has created Millennium HealthFitness management and billing software designed to refresh one’s busi-ness. It offers health club operators more control with advanced features, such as online booking; automatic suspension/un-suspension of members; e-mail notifications of suspensions; advanced booking for personal and group training; Quickbooks interface; and in-house data control. Also included are advanced fea-tures, such as daily billing, package billing, and immediate credit card and ACH payments, with no additional billing fees.Manufacturer’s list price: $6,995.00

MINDBODy, INC.See Our ad On Page 78

MINDBODY Business Management Software

MINDBODY Business Management Software offers online classes, event and appointment scheduling, total client management, strategic marketing, and e-commerce solutions for health clubs. Trusted by thousands of clients in more than 40 countries, MINDBODY can help single-location businesses or large franchises manage their business, boost revenues, and focus on clients. A robust and affordable option, MINDBODY prices begin at just $65 per month.

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MOTIONSOFT, INC.See Our ad On Page 13

Club Management Solutions

Motionsoft’s Club Management Solutions software is a set of best-of-breed modules to help club operators manage their facility and member relationships. This Web-based, professionally managed, hosted application is the lynchpin of the company’s set of end-to-end club solutions. Club Management Solutions is PCI-compliant and provides comprehensive management for one or multiple locations. This software is one part of a larger enterprise solution, which includes billing and Motionsoft’s online member portal, myClub.

Financial Services

Motionsoft offers three managed billing programs: Full Service, QuickStar (EFT), and Managed QuickStar (EFT). All of them interface seamlessly with the firm’s award-winning club-management soft-ware, helping owners to manage their cash flow and improve their bottom lines. Motionsoft’s managed billing solutions allow operators to do what they do best—operate a great facility. Motionsoft manages their membership and related receivables so they can focus their efforts and time on serving club members.

Online Member Portal

MyClub is a self-service Website for club members, designed to enhance mem-bership retention. It allows them to view their monthly billing statements, pay balances online, run their own facility usage report, purchase personal-training and package services, or update contact information. MyClub easily integrates into any existing club Website. Club man-agement can grant or block access to any functionality; choose which items can be added to the “shopping cart” feature; and select log-in IDs for members.



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NATIONAL FITNESS FINANCIALSee Our ad On Page 94

National Fitness Financial

National Fitness Financial has a variety of resources for billing, collections, POS/inventory tracking, membership service, and retention that can help make running a health club easier. Utilizing the company’s exclusive eClub Success software pack-age and extensive menu of billing and collection services, club operators can focus more of their efforts on enhancing the overall member experience and creating a stronger, more profitable business.

PARAMOUNT ACCEPTANCESee Our ad On Page 83

Financing and Software Solutions

Paramount Acceptance provides health clubs with financing and software solutions through club-management software and delinquent-account collections. The software suite includes an electronic contract writer; a maintenance log and task manager; corporate sales Website; POS with on-account and club credit purchasing capabilities; employee time clock; childcare check-in and tracking; guest registry; session tracking; and real-time reporting features. Additional services include automated payment processing, billing and invoicing, complete return resolution, and marketing programs.

QUANCOMM, INC.

QClub Enterprise Club Management System

Comprehensive configuration options and business rule definitions in QClub Enterprise Club Management enable employees to process member enroll-ments, changes, freezes, cancellations, and renewals while adhering to health club policies. PCI-compliant billing and payment processing, including POS credit cards, are automated and fully integrated. Also included are automated revenue deferral and recognition, front desk, POS, scheduling and session


package management, and Web portals. Advanced sales prospecting, marketing, and customer care capabilities are available by integrating with QCRM.

QComp

QComp is a companion application to the QClub Enterprise Club Management system. It provides extended reporting capabilities, as well as variable compen-sation management, which enables customers to monitor and maintain sales quotas, commissions, and bonuses for sales and fitness teams. QComp can also be interfaced with existing payroll and time clock systems.

QCRM

QCRM is based on Sage CRM, an award-winning, browser-based application. QuanComm extended its native capabilities to design this CRM application specifically for health and fitness clubs. QCRM provides workflow automation for sales, marketing, and customer care, enabling the capture of every touch-point with prospects and members. QCRM is integrated seamlessly with the company’s QClub Enterprise Club Management system, providing a complete, 360-degree view of the membership base.

RETENTION MANAgEMENT

Retention Management

Harness the power of e-mail with Retention Management’s fully automated attendance-based service. It connects health clubs with their members to keep them engaged, improve awareness of club services, and increase net member growth. This all-inclusive program provides identification and analysis of individual member usage patterns; personalized, attendance-based e-mails that encourage visits; automatic, intuitive attrition defense systems that target low and non-users; and marketing broadcast e-mails to promote member services and drive nondues revenue.

35 Years!

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SHAPE.NET SOFTWARE

Club-management Software

Shape.Net has been providing Web-based management technology to the health and fitness industry since 2002. One system can effectively manage the entire business, including personal training management, membership management, EFT, scheduler, fitness assessments, digital contracts, check-in (fingerprint and key tag), point of sale, gift cards, member and trainer log-in access, videos (instructional exercises), prospect- and retention-management, expense tracking, collections, and financial reports. Shape.Net also offers free software training.

SPECTRUM FITNESS SERvICES

24/7 Access System

Spectrum Fitness Services is the leader in key club conversions and has provided technical products and services to the commercial fitness industry for over a decade. Spectrum offers all of the technical products required to run a successful key club, including access systems, digital surveillance equipment, panic-button systems, and tailgate detection systems. Spectrum’s systems are designed to be easily installed by do-it-yourselfers, and toll-free installation assistance is included with every product purchased.Manufacturer’s list price: $995.00

Tailgate Detection Systems

Tailgate detection systems help operators of 24/7 access health clubs ensure that only valid members enter their facility. The system monitors the entry door and signals an alarm if more than one member enters the club on a single card swipe. The alarm event will be listed separately in the club’s surveillance records. Addi-tionally, most surveillance systems can also be configured to automatically e-mail a photo of the tailgating occurrence to the club owner.Manufacturer’s list price: $1,495.00

Catch the New Wave in sports training with Indo Board Group Fitness Classes which were designed by several accredited fitness professionals to target the core, posture, balance and strength action sports demand. Indo Board classes promote a fun and interesting approach to functional fitness that has caught the intethat has caught the interest of both traditionalathletes and fun seeking club members.



TECHNOgyMSee Our ad On The back cOver

Wellness System

The Wellness System is a customer-relationship-management (CRM) platform that combines Technogym equipment with training management, easy-to-use applications software, cutting-edge electronics, and facility staff. The Wellness System provides customized and/or pre-programmed workouts that use accountability and feedback to maintain motivation. A wireless Smartkey hosts the user’s program and connects with Wellness System components, including cardio-vascular machines, strength equipment, and feedback stations. Personal trainers can monitor member compliance, atten-dance, and interests to increase utilization and retention.

Wellness System Contact Manager

The Wellness System Contact Manager application helps fitness facilities keep in close touch with their members. Among its capabilities: identifying members who have recently joined; ones due to renew; and ones requiring assistance. Contact Manager also suggests tasks based on membership types, which the facility can prioritize and personalize via a color-coded alert system. The software also provides extensive information about each member, and can communicate with them via e-mail or text messages.

TWIN OAKS SOFTWARE DEvELOPMENT, INC.See Our ad On Page 24

Integrated Billing and Club-Management Software

Twin Oaks’ club-management software provides comprehensive tools to manage health clubs, including: PCI-DSS-compli-ant EFT billing; receivables management; and full-featured, easy-to-use software with integrated member e-mail commu-nication, touch-screen point-of-sale with personal training and gift certificate tracking, booking and scheduling, paper-less contracts, reciprocal club check-in with data-sharing capabilities, and management reports. Enhanced Internet- enabled features integrate with the desktop software and provide club management functionality, all accessible from the Internet. Upgrades, training, and technical support are included.

vISUAL FITNESS PLANNER

Visual Fitness Planner

The Visual Fitness Planner (VFP) turnkey system allows health clubs to market to and capture new members by introducing them to healthy behaviors. The dynamic, visually powerful software automates existing sales, marketing, and orientation systems. It also calculates individuals’ health risk for diseases; predicts their true “health age;” creates a 3-D image of their body’s appearance once they achieve their goals; and calculates how long it will take them to accomplish them.

vOLO INNOvATIONS

Volo Innovations

Volo’s online scheduling and automated billing management software allows users to organize all of their vital infor-mation in one integrated place. This includes: staff information, member profiles, services, classes, appointment schedules, invoices, and payroll. It’s easy to use, safe, and secure, and eliminates the possibility for error, lost revenue, and missed opportunities. Designed by experienced industry experts, Volo is ideal for professionals at every level, from independent trainers to managers of multi-location club companies.Manufacturer’s list price: $30.00

xPIRON, INC.

BookNow

Xpiron provides online booking and communication services to more than 200 health clubs in North America. Xpiron BookNow helps clubs increase non-dues revenue and boost utilization by providing self-booking access to club members. In addition, XpironMedia delivers marketing campaigns within BookNow, which enables club owners and operators to cross-promote prod-ucts, services, and events to members during the booking process. By combin-ing BookNow and XpironMedia, facilities can maximize each member’s club usage.


| Innovations | BuyersMart

Special Advertising Section

The BuyersMart is an effective shopping tool—one that allows you to find out about a wide range of products and services without leaving the comfort of your club. The following companies are also listed on www.ihrsa.org/buyersmart, where an advanced search function enables you to find the companies and products you are looking for easily. For detailed contact information, please refer to the advertiser index at the end of this section.

Product Profiles

»

SPOTLIghT


Sports & Fitness Insurance CorporationSince 1985, Sports & Fitness Insurance (SFIC) has been in the business of insuring health clubs and fitness centers. For the past eight years SFIC has been IHRSA’s only business partner providing General Liability Insurance for our industry. As a member of IHRSA’s Group Purchasing Program, SFIC offers General Liability Insurance, Property Insurance, Professional Liability Insurance, Umbrellas, Worker’s Compensation Insurance and Surety Bonds for facilities in all 50 states.

» at Sports & Fitness Insurance our service and commitment ensure you a perfect fit. contact us at Post Office box 1967, Madision, MS 39130–1967 800-844-0536, ext 2222 or 2252; 601-898-8464; 601-707-1037 (FaX) [email protected]

®

245cbi

505245_Buyersmart_July_09_FINAL.indd 1 5/19/09 2:35:07 PM




Aeromat Fitness

ASF International CI Solutions

CYBEX International

A-1 Textiles

HEX Tanning

cYbeX bravo functional trainerNo other product offers such game-changing training possibilities and versatility! The Bravo’s unique patent-pending design adds two key features to revolutionize training applications—the Progressive Stabilization Pad, which allows the user to incrementally modify

their stability, and the Cable Width Adjustment, which results in innumerable height and width configurations, giving the most creative trainers unlimited exercise possibilities.

» http://www.cybexintl.com

aeromat/ecoWise 2070 Zanker road San Jose, ca 95131 Toll-Free: 877-278-6158 Fax: 707-221-4040 [email protected] www.aeromats.com www.ecowisefitness.com

Aeromat/EcoWise Fitness Products specializes in supplying high quality mats and related fitness products to the fitness, sporting and rehabilitation industries, and offers the market both product innovations and brand name recognition.

» For a dealer near you, call today! call toll-free: 877-278-6158 or visit www.aeromats.com or www.ecowisefitness.com.

For free samples & pricingcall: 1-800-860-1175

visit: www.tunebelt.com

cardio entertainment accessories & Instructor Supplies

• iPod Armbands• Microphone Belts & Batteries• Ten Quality Headphones

Iron grip competition Series needle bearing barIron Grip’s Competition Series Olympic Bar is suitable for International Weightlifting Federation

(IWF) Olympic-style competition, and is built exactly to IWF specifications. It features a 28 mm premium steel shaft that provides just the right amount of flex and whip for Olympic-style lifting, and the durable Hard Chrome finish prevents chipping and flaking. Made in the USA.

» For more information, visit www.irongrip.com, or call 800-664-4766.

WWW.SPORTSMITH.NET/CYBEXPADS

SPORTSMITH UPHOLSTERED PADSMake Your CYBEX Equipment Look &Feel Like New!

Extend the life of your Cybex Classic and VR2 strength equipment and save money with our SPORTSMITH replacement upholstered pads. We use the same quality materials as leadingequipment manufacturers:

> Durable, stain-resistant covers> Top quality dense polyurethane foam> Sturdy 3/4-inch plywood bases> SPORTSMITH savings and value

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Motionsoft, Inc.

SPORTSMITH, LLC Star Trac

Supreme Audio, Inc.

Iron Grip Barbell

Tune Belt, Inc.

We are a leading provider of gym membership manage-ment software, specializing in customer relationship

management, facility management, and financial services for the health club industry. Conexion Club Management Solutions is our membership and facility management flagship product. This web-based, professionally managed hosted application integrates with any of our financial services and online member portal.

» http://www.motionsoft.net/membership-management (800) 829-4321

Fitness Sound Systems Dedicated exclusively to Fitness Sound Systems since 1975! Free “Professional Fitness Audio Buyer’s Guide” featuring SupremeProAudio, Samson, Shure, Telex, Audio-Technica and Special Projects wireless microphones, variable speed tape decks and CD players, speakers and amplifiers. SupremeFM wireless

entertainment systems.Free Lifetime Technical Support. 24-hour shipping...99% same day! Largest selection of components with 100% secure online shopping. Competitive prices!

» For more information, please call Jane Plaugher at 800-445-7398 or visit www.Supremeaudio.com

The eSpinner® is a breakthrough Spinning® bike manufactured by Star Trac. Now users of all levels and abilities can experience the fun, energy and excitement of a Spinning® class whenever they want, and on their terms.

With an embedded touch screen, it’s more than an intuitive dash board—it’s

a virtual Spinning® Master Instructor.

» call 800-228-6635 or visit www.startrac.com/espinner




Page Advertiser

88 » a-1 Textiles www.a1athletictowels.com | 800-351-1819

88 » aeromat/ecoWise Fitness Products www.aeromats.com | 877-278-6158

88 » aSF International www.asfinternational.com | 800-227-3859

88 » cI Solutions www.cisolutions.biz | 800-599-7385

88 » cYbeX International, Inc. www.cybexinternational.com | 508-533-4300

88 » heX Tanning www.hextanning.com | 800-556-3201

89 » Iron grip barbell company www.irongrip.com | 800-664-4766

Page Advertiser

89 » MotionSoft, Inc. www.motionsoft.net | 800-829-4321

87 » Sports & Fitness Insurance corporation www.sportsfitness.com | 800-844-0536

89 » SPOrTSMITh, LLc www.sportsmith.net | 800-713-2880

89 » Star Trac www.startrac.com | 800-228-6635

89 » Supreme audio, Inc. www.supremeaudio.com | 800-445-7398

89 » Tune belt, Inc. www.tunebelt.com | 800-860-1175

Need equipment? Needsupplies? Need support?You need www.ihrsabuyersguide.com

Whatever you’re looking for, there’s only one place to look online—

the new IHRSA Buyers’ Guide. Located at ihrsabuyersguide.com, it

is the industry’s most comprehensive resource for the products and

services your club needs every day.

With hundreds of participating companies, a ‘request for

information’ form, and a unique desktop search application, the

IHRSA Buyers’ Guide will quickly become your ‘go to’ resource for

your club’s purchasing needs.

Need to buy? Let the IHRSABuyers’ Guide be your guide!Visit today at ihrsabuyersguide.com or link through the IHRSA.org homepage.

DOWNLOAD THEDESKTOP SEARCHAPPLICATION!

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The results of a new study conducted by Temple University, in Philadelphia, confirm that regular exercise can help women manage many of the uncomfortable symptoms of menopause. The research, which tracked 380 women for eight years, found that “the level of anxiety, stress, and depression were significantly lower among physically active” subjects. —|


IHRSA Report

First Set 95 | In Brief 96 | International 99 | Success by Association 100 Ask the Entrepreneurs 103 | Member News 105 | Calendar 114 | Coming Soon 114

The curtain has been lowered; and the curtain has been raised. Last year, one of the most chal-lenging in our industry’s recent history, has ended. And this year, still full of promise, has just begun. It’s time for a bit of retrospection. And time for some serious strategic planning.

You and every other club operator reading this issue of CBI are determined to make 2010 an unqualified success, and, if I can, I’d like to help. Let’s begin by reviewing ’09. If you would, give some thought to the following questions and, then, write down your answers.

• How was business?

• What was your most unexpected challenge?

• What was your most unexpected success?

• What were your customers saying?

• What did your customers want that they hadn’t asked for before?

• What was the most unexpected recession-related development?

• How did the recession change your strategy for better or worse?

• What lessons did you learn?

Great! Now, using the very same questions, write down answers based on what you want to be able to say about your business this time next year. Congratulations, you’ve just created your list of New Year’s resolutions for your business: i.e., a forward projection or visualization of success. After deciding what you want to be saying about your club next December, then simply work backward, month by month, and day by day, establishing priorities for yourself and your business. This approach will guide you in ascertaining and attaining your day-to-day objectives.

Track your accomplishments. See if what you hoped for actually happened. If it didn’t, then adjust!

This management process is similar to something that you’re already quite familiar with—developing a training program for an athlete that utilizes periodization. This concept is based on the fact that, to achieve maximum performance, a regimen has to be varied, be modified, over a period of time, waxing and waning in cycles to enhance every factor involved in competition. If, for instance, a club member wants to run a three-hour marathon in 12 months, you’d develop a month-by-month, 12-month program for them.

To help your club reach its fullest potential, make use of periodization for planning, training, operating, improving, and growing your business. What you think about, you can, in fact, become. Happy New Year! —|

– David “Patch” Patchell-Evans, [email protected]

| IHRSA Report | First Set

The International Health, Racquet & Sportsclub Association is a not-for-profit trade association open to investor-owned and member-owned fitness, racquet and athletic facilities. Associate memberships are available to manufacturers or suppliers of products and services of use to IHRSA members.

800-228-4772 USA & Canada 617-951-0055 International 617-951-0056 FAXwww.ihrsa.org www.healthclubs.com E-mail: [email protected]

IHRSA Board of Directors

David Patchell-Evans: Chairperson GoodLife Fitness Clubs 519-661-0190 ext. 238

Lynne Brick: Brick Bodies Fitness 410-252-8058

Rick Beusman: Saw Mill Club 914-241-0797

Bob Shoulders: Fayetteville Athletic Club 479-587-0500

Mike Raymond: Curves International 254-399-9285

Susan Cooper: BodyBusiness Health Club & Spa 512-459-9424

Art Curtis: Millennium Partners Sports Club Management, LLC 617-476-8910

Sandy Hoeffer: Western Athletic Clubs 415-901-9243

David Hardy: Franvest Capital Partners 780-953-4273

Kilian Fisher: ILAM + 353 (0) 45 902235

Jeff Klinger: Anytime Fitness 651-438-5050

Kay Yuspeh: Elite Fitness & Racquet Clubs 262-786-0880

Bill McBride: Club One 415-477-3000

Gene LaMott: Ex-officio TW Holdings 360-877-3915

SPECIAL ADVISOR LATIN AMERICA

Richard Bilton: Companhia Athletica (55) 11-5181-2000

® Don’t Wastea Good Recession

w w w . i h r s a . o r g | J A N U A R Y 2 0 1 0 | C l u b B u s i n e s s I n t e r n a t i o n a l 9 5

David Patchell-Evans IHRSA Chairperson

| IHRSA Report | In Brief

New Year Brings Renewed Vigilance Against Harmful Legislation

The month of January is a busy time for every club, as consumers set out to make good on their New Year’s resolutions to get healthy. With each new member comes a signed contract. Contracts are a critical component to the everyday operations of a fitness facility. One of the key provisions in a club contract is the length of the

membership agreement and any continuation-of-services stipulations, also known as automatic renewal.

During these tough economic times, state lawmakers have focused more attention on consumer protection legislation to protect citizens from unscrupulous businesses. In some states, this has meant increased scrutiny of health club membership contracts, in particular continuation-of-services provisions. In 2009, IHRSA successfully fought the passage of legislation seeking to restrict, or outright ban, automatic renewal in nine states.

“If a state passes a restriction or an outright prohibition of automatic member-ship renewals, it would dramatically affect the bottom-line of every health club in that state,” says Amy Bantham, IHRSA’s deputy vice president of government relations. “There would be significant financial, administrative, and operations implications for clubs, if such legislation is not stopped.”

In 2010, one of the most immediate implications for clubs in states considering passage of continuation-of-services legislation would be the creation of new con-tracts and the laborious process of having all current members sign new agreements with the facility. As any club operator can imagine, this would be a costly, time-consuming burden. Often, legislation proposing restrictions would require that written notices be sent to members notifying them of contract renewals within 30-90 days. For some facilities, this could necessitate the hiring of a new staff person to constantly monitor renewal dates and organize the required mailings.

Clearly, this administrative burden would have an impact on profits, especially when margins are thin.

What often becomes apparent is that legislators are generally not ill-intentioned when drafting the legislation. “We frequently find that lawmakers have not fully considered the unintentional effects of their bills,” says Tim Sullivan, IHRSA’s legislative analyst. “They’re not aware of the impact it will have on business operators or on consumers who will be inconvenienced and often end up paying higher prices to cover the increased administrative costs.”

According to research, 70-80% of IHRSA member clubs offer month-to-month agreements, and clubs report that this is the most popular membership agreement option they offer, being utilized by 40-45% of members. Legislation that restricts or prohibits month-to-month memberships would thus severely limit this popular consumer choice.

“As IHRSA reaches out to legislators to educate them about the impact on businesses and consumers, we’ve continually seen the dramatic impact that grassroots advocacy can have on issues such as automatic renewal,” says Bantham. In Mississippi, North Carolina, and Texas, fitness professionals took part in IHRSA Grassroots Initiative campaigns by writing letters to their state legislators oppos-ing bills in their state. In Texas, nearly 200 letters were sent to legislators on a bill that would have placed restrictions on the use of automatic renewal clauses in contracts. Thanks, in part, to industry advocates, the bill failed to move forward.

In 2010, IHRSA will continue to actively monitor legislation in all 50 states. Fit-ness professionals will be notified promptly of any legislative issues of importance to the fitness industry, including continuation-of-services legislation, that are introduced in their state legislature during the upcoming legislative session. —|

.org For information or to make a contribution to the Industry Defense Fund, log on to http://ihrsa.org/pledge.

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| IHRSA Report | International

w w w . i h r s a . o r g | J A N U A R Y 2 0 1 0 | C l u b B u s i n e s s I n t e r n a t i o n a l 9 9

| IHRSA Report | International

There’s no end to the inspiration, ideas, and innovations that nature gives rise to, and, recently, I was reminded of that once more. An experiment conducted by zoologists in the U.K. showed what butterflies can teach us about how to be successful in business.

The researchers turned Red Admiral butterflies loose in a wind tunnel and studied them as they flew between flowers. High-speed digital photography revealed how, to deal with the extremely strong and problematic wind, the butterflies modified their usual flight mechanisms and experimented with a variety of aerodynamic methods.

We can take a cue from these small insects: they overcame a seemingly insurmountable force by relying on the strength of their own bodies and their ability to solve a new problem in a novel way.

As our businesses were buffeted by the winds of change in 2009, IHRSA helped its member clubs to remain strong and continue moving forward. It brought operators together throughout the world who, in part, by sharing best practices, were able to improvise and improve on their business aerodynamics. For example: eight road-show events were organized with the assistance of FHRSA, our partner in France, which produced rewarding experiences in Austria, Scandinavia, India, the Middle East, and, just last month, on Martinique, in the Caribbean.

The plan for the future is to expand this initiative to Eastern Europe, with a trial event at the Munich Oktoberfest (September 17-October 3); and, if successful, that would be followed by a ski-oriented program for IHRSA operators in Arlberg, Austria, April 3-6, 2011.

The deft ability of clubs, suppliers, and even national segments of the global industry to successfully adapt to dangerous breezes is attested to by the impressive surge of innovation that I’ve either seen or heard about recently.

Hans Muench, the Director of IHRSA Europe, reports several outstanding examples. Mas Fitness, a chain based in

Spain, and Club VII, one of its Portu-guese facil it ies, staged a public fit-ness extravaganza that attracted more than 700 people in Lisbon. Jas-mine Kirsten, the owner of My Sportlady Fitness in Munich—who, over the past 18 months, has attended the IHRSA convention, IHRSA University, European Congress, and Asia Pacific Forum—introduced a cooking school based on Aruyveda yoga principles; and, in a very PR-savvy move, arranged to offer the members of her women-only club a training program based on Germany’s Next Top Model, the popular German version of the U.S. TV show.

Unique and intriguing programs are cropping up all over the place. Last April, Greinwalder and Partner, a Munich-based marketing and advertising agency, introduced Slim Belly, which is already in use in more than 550 facilities in seven countries. The Milon electronic strength/endurance circuit, built by Milon Industries GmbH in Bavaria, Germany, has over 1,600 installations in a dozen countries and is grow-ing in popularity. Metabolic Balance, a personal nutritional program based on blood analysis that was created by Dr. Wolf Funfack, has produced meal plans for some 350,000 individuals in over 10 countries, and is now being introduced in North America.

On a national scale, the Brazilian industry, like the butterflies in my analogy, has adapted brilliantly, executing a dramatic turnaround. It’s done so by becoming managerially strong and more independent of the government, and by embracing a promising new business model. Today, there are many clubs with 70 pieces of equipment, but only one employee overseeing the entire room. If a member wants more personalized attention, they’re able to purchase personal-training services.

So, after having weathered the storms of ’09, what should our game plan be for 2010?

My suggestion would be that, both individually and collectively, we perform like a Red Admiral butterfly. —|

– David “Patch” Patchell-Evans, [email protected]

The Butterfly EffectSensitivity, flexibility, and adaptation for turbulent times

By David Patchell-Evans

“We can take a cue from these small insects: they overcame a seemingly insurmountable force by relying on the strength of their own bodies and their ability to solve a new problem in a novel way.”

| IHRSA Report | Success by Association

So much in life is about connections. As Phil Wendel tells it, the connections he has made through IHRSA over the past 25 years have helped him forge his career and his company, Legacy Management Group, just the way he wanted.

“In the late 1960s, I played baseball in college,” he recalls. “Afterward, I stayed fit with baseball and by joining a racquetball club. When a friend introduced me to strength training, I was hooked. I opened my first club—which was just 6,000 square feet—in Charlottesville, Virginia, in 1984.”

Still, starting a club company isn’t easy, and Wendel doubted his career choice—that is, until he joined IHRSA and traveled to his first conven-tion in Reno, Nevada, in 1989, which made all the difference.

“Without access to IHRSA publications, the breakout sessions, and trade show, I would have thrown my hands up and said, ‘This isn’t a busi-ness I want to be in.’ ”

He has been a devotee ever since, and now gives back in whatever ways he can.

Building his company When Wendel attends IHRSA conventions, he takes along eight to 16 staff members—with the stipula-tion that they must each bring home one imple-mentable idea or program to enhance business.

Through the years, he’s met many industry lead-ers and hired key industry consultants who’ve been instrumental to his success. For example, he tapped Rick Caro, president of Management Vision, Inc., a New York City-based fitness industry consulting firm, for assistance with market research and finan-cials, and Laurie Cingle, president of Laurie Cingle Consulting and Coaching, Inc., in Grants Pass, Oregon, to help beef up his programming.

Today, Legacy Management owns and operates two ACAC Fitness & Wellness Centers in Charlottes-ville, Virginia, and one each in Richmond, Virginia, and West Chester, Pennsylvania. The clubs range in size from 47,000 to 120,000 square feet, and feature fitness facilities, aquatics, personal training, summer camps, senior fitness and wellness, kids’ facilities, and corporate fitness programs.

“We have 300 full-time employees and 700 part-timers serving about 35,000 members. We’re on pace to grow both sales and revenues at our four clubs—to about $34 million, up 7% from 2008. All of our locations will show net gains in membership in 2009. And we’ll open a 7,000-square-foot express club in a housing development west of Charlottesville.”

Wendel is also a partner, with Tim and Liz Rhode, at the two Maryland Athletic Clubs in Baltimore, a venture that grew from yet another IHRSA relationship. “In 1995, Tim consulted with us on organizational behavior and job descriptions. He was a referral from Rick Caro.”

Broadening the marketWendel’s philosophy—that clubs should work hard to attract “uninitiated believers,” the 63% of Americans who want to be more active—was inspired, in part, by IHRSA.

“Since the mid-1990s, I’ve been motivated by IHRSA-sponsored research by Harvey Lauer and American Sports Data, Inc., which defines our market as four times larger than what we tradi-tionally serve.”Phil Wendel

1 0 0 C l u b B u s i n e s s I n t e r n a t i o n a l | J A N U A R Y 2 0 1 0 | w w w . i h r s a . o r g

A Legacy of ConnectionsA quarter-century later, Wendel is still finding success by association

By Patricia Amend

| IHRSA Report | Success by Association

Wendel has been pursuing that market through corporations and medically based exercise.

“The way to break new ground—beyond giving a member discount, or having the company pro-vide a subsidy—is to explain to a CEO that you can help the company with health issues and weight loss. That gives you something specific to sell.”

Wendel first heard the term “physician refer-rals” at an IHRSA convention years ago, which “lit the lamp.”

“Five years later, we had a program, 60/60, now rebranded as PREP, for Physician Referred Exercise Program, which offers exercise super-vised by a registered nurse.”

PREP has yielded 5,000 physician referrals since its inception in 2005, and 2009 will be its best year yet. The first six months saw nearly 900 referrals in Charlottesville alone. Some 40% of PREP participants ultimately join ACAC.

Giving BackIn gratitude for his successful career, Wendel has been returning the favor to the industry for quite some time.

Wendel often sends new hires to the IHRSA Institute for Professional Club Management. He also helped bring the Institute to Charlottesville in 2001.

He supports IHRSA’s public policy efforts. “I’ve watched Helen Durkin and her staff do great work defending our industry against sales taxes. On the Federal front, we’ve worked hard to build relationships with legislators to get two important initiatives before Congress, Personal Health Invest-ment Today (PHIT) and the Workplace Health Improvement Program (WHIP).”

Wendel and Christine O’Neal-Thalwitz, writer/researcher at ACAC, collaborated with IHRSA staff to produce a revised Economic Benefits of Regular Exercise brochure, published this year.

In March, at the 29th Annual IHRSA Convention & Trade Show in San Diego, Wendel will speak about PREP; he will share the podium with Edward Phillips, M.D., founder of Harvard Medical School’s Institute of Lifestyle Medicine.

Wendel also served as the vice chairperson of the IHRSA board of directors for 2008-2009. —|

– Patricia Amend, [email protected]

“We’re on pace to grow both sales and revenues at our four clubs, to about $34 million, up 7%. All of our locations will show net gains in membership in 2009.”

Nurse supervises Physician Referred Exercise Program (PREP) at ACAC Fitness & Wellness Center

w w w . i h r s a . o r g | J A N U A R Y 2 0 1 0 | C l u b B u s i n e s s I n t e r n a t i o n a l 1 0 1

| IHRSA Report | Ask the Entrepreneurs


Make the cash flow more freely with these helpful tips

u BriAn HorscHEL, Owner Body Renew Alaska, Anchorage, AK

“in the past, we’ve offered the first month (or part of the month) free as a closing tool. However, most people expect to pay for the use of a club, and it was costing us too much money—an average of $3,750 per month—so now we charge members right away. We’ve also implemented a membership-processing fee, which covers the cost of our third-party billing company; the key tag issued to each member for 24-hour club access; and the commission paid on the sale. Finally, we’ll conduct monthly personal-training audits, which will reduce attrition in two ways: by keeping our trainers feeling challenged and proud of their work, and by ensuring that our cus-tomers receive a quality product that’s constantly being revised, renewed, and improved upon.” —|

u MAriAH PrussiA, Owner Xtreme Measures Women’s Fitness Facility, Fargo, ND

“strengthening the foundation of our one-and-a-half-year-old business is a crucial element to our success, now that most consumers have cut back on spending. Since it’s easier to satisfy current members than to get new ones through the door, we’re designing a customized member-retention program. We’re also enhancing staff communication, protocols, and training. In addition, we’ll integrate specialized group programs and support groups—ranging from nutrition to stress-management—at little or no cost to the club. Finally, the missing piece of the puzzle for us in 2009 was the implementation of worksite wellness into local businesses. A main focus in 2010 will be to develop strong working relationships within our community.” —|

u DAViD BrEMEr, Spa Director Williams Island Club, Aventura, FL

“ ‘Pay as you go’ is a growing trend that we cannot ignore in 2010. Uncertain of the future, members who have traditionally purchased a series of 10 massages, for example, are now requesting a series of three to five services. We’ll accommodate this demand. Also, while our club generally operates on an annual membership basis, we’re now offering short-term “Discovery Pass” memberships that range from two weeks to three months. We’re already converting approxi-mately 33% of these “Discovery Pass” clients into regular members. Finally, we negotiated with our service providers. Those that provide our equipment maintenance, cleaning, pool service, and pest control have all agreed to keep our rates the same as in 2009.” —|

What do you plan to change in 2010 in order to improve your club’s profitability?

Editor’s note: If you’d like to be profiled in this column, please contact Kristen Walsh, IHRSA’s senior editor, at [email protected].

There’s so much to do at IHRSA 2010, no wonder we give you four days to do it. Look forward tokeynote addresses from world-renowned authors Malcolm Gladwell (sponsored by Precor Incorporated)and Chip Heath (sponsored by Technogym®). Inspiring feature presentations from Silken Laumann(sponsored by SPRI Products, Inc.) and Kristina Ripatti (sponsored by NuStep). Over 100 exceptional educationalsessions. Leading edge exercise classes and supplier seminars. And the world’s largestindustry trade show.

But be sure to make the time to enjoy these exciting events and features:

Bash for MDA’s Augie’s Quest

Boat Cruise in San Diego Harbor

Certification Workshops and Exams

Early Morning Workouts

Exercise Classes

“First Timer’s” Welcome Reception

IHRSA 2010: Technology Solutions

Networking Groups Continental Breakfasts

Opening Reception — The Future is You!

Supplier Seminars

Women’s Leadership Summit

Zumbathon for MDA’s Augie’s Quest

Dance, sweat, cruise, think, meet, greet,give, walk, talk, and shop your way in

TO THE FUTURE!

International Health, Racquet & Sportsclub Association • Seaport Center, 70 Fargo Street, Boston, MA 02210 USA

RESERVE YOUR SPACE FOR ONE TERRIFIC PRICE BY JANUARY 15, 2010!Visit ihrsa.org/go2010 or call +1 617-951-0055 (international) or 800-228-4772 (US & Canada).

For more information and to view the digital brochure, visit ihrsa.org/convention.


March 10-13, 2010 | San Diego, California USA

2010CV ad-0110CBI:2010CV ad-0110CBI 12/1/09 11:33 AM Page 1


| IHRSA Report | Member News

Hampton Fitness, based in Ventura, California, was founded in 1996 by Craig Landfair, who came out of the iron and steel manufacturing industry. Landfair left the company in 2005. Hampton

Fitness, says vice president Robert Hornbuckle, was created “on the idea that free weights aren’t a ‘neces-sary evil’ for fitness facilities; they’re an essential part of the foundation of any gym.”

Over the years, Hampton has earned a range of pat-ents for its innovative equipment, such as a fixed-head dumbbell, an exercise bar with attachment points for weighted plates, weightlifting plates, and more. “Innovation continues in such product lines as our new Gel-Grip Urethane Series, Jelly Bells, Satellite Series dumbbells, Hybrid Barbells, Eclipse, Fusion, Dura-Bell, and Chrome Beauty Grip,” notes Hornbuckle. “If a change doesn’t advance the art of fitness cosmetically or functionally, then we won’t add it to our line.”

But, he adds, Hampton isn’t just about the iron. The company believes that attractive, space-efficient storage displays are as important to club owners as the weights themselves, “so we spend almost as much time on the racking design as we do on what’s going on the rack.”

Hampton free-weight products are sold both directly and through a large network of independent dealers nationwide.

strengths“As I said, our principal strengths lie in product innovations, such as our Gel-Grip Series dumbbells, which also include Jelly Bells, Gel-Bars, and the Gel Pump System. We were the first company to introduce urethane-coated aerobic dumbbells and weighted bars, and we differentiate ourselves with unique designs and colors. Beyond the iron, our efforts have been geared toward the comfort of users. The more user-friendly we can make our equip-ment, the more people are going to want to go to the gym and get healthy.

“We’ve also worked hard to build and service a range of national accounts, including 24 Hour Fitness, LA Fitness, Spectrum Health Clubs, and others.”

Weaknesses“We’re a young company and we haven’t yet been able to develop the type of strong relationships we’d like with other major strength manufacturers, such as Life Fitness and Matrix. We’re the preferred vendor for Technogym USA, but we’d like to extend our network.

“We’d also like to see Hampton do a better job making inroads in the medical and wellness industries. There are tremendous opportunities in those markets and we’re missing out right now.”

challenges“The biggest threat right now is the lack of stability in today’s commercial and retail markets. With the stock market rebounding, all we need is the unemployment rate to start shrinking to regain some consumer confidence. We’re fortunate that the club industry hasn’t been hit as hard as some others. Members clearly view their memberships as a ‘need to have,’ not a ‘nice to have.’” —|

Full Disclosure: Hampton Fitness

Hampton Fitness Pro Forma

Year Founded: 1996

2008 Revenues: $11.4 million

Four-Year Growth Rate, 2005-’08: $6.6 million to $11.4 million

innovation in ActionHampton Fitness Products has built a reputation on innovation, beginning with a variety of patents and evi-denced in the recent range of new products it’s introduced. The short list includes:

• Gel-Pump System—Designed for group exercise, the line features seven poly-urethane grips and polyure-thane plates in three colors.

• Gel-Bars—This weighted aerobic bar features strategi-cally placed grips and comes in eight colors.

• VH-5—This space-efficient rack system is designed to be user-friendly, while it prevents chipping of dumbbells. Nylon sleeves make it pinch-resistant and it includes a sleek chrome shroud.

• HV-3T—This rack system holds dumbbells both verti-cally and horizontally. The three-tiered HV-3T is an efficiently taller rack with more space between the trays, holding up to 13 pairs of dumbbells. Its rubber lining is designed to resist paint chipping and peeling.

• Machine Attachment Bars Specialty Club Pack—This nine-piece set offers a palm grip handle, straight handle, dual triceps hammer curl, multi-purpose lat bar, and more. —|

Hornbuckle



AssociATE ProFiLEs AssociATE nEWs

>

Fitness Master, Inc.u Fitness Master, Inc., (FMI) makes a variety of cardiovascular fitness equipment for use in homes, full commercial health clubs, and athletic

training facilities. Among the company’s offerings are treadmills, ellipticals, upright and recumbent bikes, group exercise bikes, hydraulic circuit stations, athletic training equipment, and whole-body vibration machines. For more information, contact the company at 866-434-8639; www.fitnexonline.com. —|

Happy Systems GmbHu Hector IT from Happy Systems, GmbH, specializes in supplying software and hardware solu-tions for the health and fitness industry.

The company prides itself on going the extra mile to find systems that help cli-ents reach their goals, as demonstrated by one of its most innovative products, the HEC-X-LOCK. This electronic lock features a simple, intuitive operation—just turn and close. A German company, Hector IT produces products that are high-quality, backed by a three-year warranty, and offered at a value price. For more information, contact the company at 49-07261-94-88-22; www.hectors-welt.de. —|

HealthGuard UVCu For hygiene-conscious health club operators, CleanLight Technologies has created a first-of-its-kind, UVC-powered disinfecting and sanitizing enclosure, using ultraviolet germicidal light to quickly disinfect and sanitize sporting gear and athletic bags. The HealthGuard UVC, a portable UVC sanitizing station, contains a low-watt, 254-nanometer wavelength lamp, shown to eliminate up to 98% of exposed germs in seconds, including staph, viruses, mold spores,

Les Mills Internationalu Congratulations to Les Mills International for hitting the 13,000 mark—13,000 health clubs worldwide now deliver its group exercise pro-grams, including BODYPUMP, the company’s most popular routine. In the last five years, weekly attendance at Les Mills group fitness classes has more than doubled to approximately six million globally. “We give clubs comprehensive instructor recruitment and training strategies, our leading Group Fitness Management system, and extensive marketing support,” says Phillip Mills, the founder of Les Mills Interna-tional. “And we offer magical fitness experiences.” For more information, contact the company at 800-814-1207; www.lesmills.com. —|

Life Fitnessu Do your members have a story to tell? The annual “I Live It!” contest from Life Fitness rewards those who share how their commitment to working out has changed their life. Every participant receives a free T-shirt, and the first-place winner gets a choice of $6,000 worth of Life Fitness equipment, or a trip for two to the

JW Marriott Desert Springs Resort and Spa in Palm Springs, California. The second-place winner receives a $500 shopping spree, and those with the top 10 success stories earn company gear and have their stories shared on the Life Fitness Website. For more information, contact the company at 847-288-3300; www.lifefitness.com. —|

Motus USAu Congratulations to Roy Greenberg, the president and CEO of Motus USA, who recently received the Vendor of the Year award from Club Management and Marketing Systems (CMS), a fitness consulting company. CMS presented Greenberg with the award during a session that was conducted in conjunction with the National Fitness Trade show. An international, independent panel of judges annually recognizes one manufacturer for “outstanding innovation and service to the worldwide health club community.” Motus USA offers a premier line-up of cardiovascular, strength, Pilates, and indoor group-cycling equipment. For more information, contact the company at 310-525-1000; www.motususa.com. —|

CORRECTION: The phone number for Chirotractor that appeared in the September issue of CBI (See “Associate Profiles,” pg. 88) was incomplete. Full contact information for the company, which manufactures a unique back-exercise device, is Berliner Platz 6, Kronberg, Hessen, 61476, Germany; 49-173-68007-68; www.chirotractor.com.

National Academy of Sports Medicineu The National Academy of Sports Medicine (NASM) pre-sented an Honorary Certified Personal Training (NASM-CPT) certification to Jack LaLanne at his 95th birthday celebration in September, in Beverly Hills, California. “It was an honor to present the award on behalf of an organization founded on many of the same exercise and nutrition principles that Jack has promoted for so long,” notes Dr. Micheal Clark, the CEO of NASM. The event honoring the “godfather of fitness” attracted hundreds of guests, including Lou Ferrigno, Bruce Jenner, and California Governor Arnold Schwarzenegger. LaLanne continues to spend 90 minutes in the weight room and 30 minutes swimming every morning. For more information, contact the company at 800-460-6276; www.nasm.org. —|

RHB Solutions, Inc.u Training Camp Fitness Center, an exclusive health club in Orange County, California, retained RHB Solutions, Inc., to help position it as

a unique alternative to typical health clubs. “The facility incorporates indoor and outdoor exercise areas, and an environment that’s suited for relaxing, inspired workouts,” explains Rick Bouza, the founder and president of RHB Solutions. “We believe workouts can be more effective without the distractions found at high-volume clubs, and we’re going to go after this underserved niche aggressively.” RHB Solutions specializes in turnarounds and single-source management for fitness facilities. For more information, contact the company at 800-671-0343; www.rhbsolutions.com. —|

Star Tracu Star Trac is supplying cardiovascular equipment to 13 Holmes Place Iberia clubs across Spain and Portugal. Two clubs received a range of E-Series cardiovascular equipment, to replace existing equipment; others are upgrading older Star Trac equip-ment. Star Trac Spinning® bikes in five clubs are being updated to the Spin-ner NXT model. Three clubs installed the newest Star Trac bike, the eSpinner model, with a personal HD-TV screen that allows users to simulate a Spinning class on the gym floor; eight more clubs will also receive these. For more information, contact the company at 800-228-6635; www.startrac.com. —|

LaLanne, l., and Clark


AssociATE ProFiLEs AssociATE nEWs


yeast, and protozoa. According to the company, UVC light has been used safely for more than 70 years in hospital operating rooms, pharmaceutical plants, and food processing facilities. For more information, contact the company at 601-250-1349; www.HealthGuardUVC.com. —|

Slip Solution, LLC

u Green Chem Direct is a division of Slip Solution, LLC, and a local distributor for Rochester Midland, a company active in the global green movement. The com-pany aims to provide safe cleaning prod-ucts, including exceptional cleaning and disinfecting solutions, for health clubs. Green Chem Direct strives to obtain the best solutions for customers and the environment, using fewer chemicals, to maximize the clients’ bottom line. The company offers free consultations to help customers reduce the number of cleaning products they use. For more information, contact the company at 610-274-3865; www.greenchemdirect.com. —|

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MarylandAnyTiME FiTnEss5715 Thapman Mill DriveUnit 310Rockville, MD 20852301-563-9824Mr. Ian Colton

snAP FiTnEss1311 S. Main St.Mt. Airy, MD 21771

MassachusettsAnyTiME FiTnEss 99 Chelmsford RoadN. Billerica, MA 01862978-667-0300Mr. Wade Winters

MinnesotaAnyTiME FiTnEss 110 Main St. WKasson, MN 55944507-634-8100Ms. Jill Augustin

snAP FiTnEss12715 Lake Blvd.Lindstrom, MN 55045

snAP FiTnEss404 Whiskey RoadSte. JIsanti, MN 55040

New Jersey24 Hour FiTnEss 459 State Rte. 17Hasbrouck, NJ 07604201-727-1179

snAP FiTnEss 30 Royal RoadFlemington, NJ 08822908-806-0007Mr. Jay Hanigan

snAP FiTnEss20 Marshall Hill RoadWest Milford, NJ 07480

New York24 Hour FiTnEss 400 E. Fordham RoadBronx, NY 10458718-924-2994

IHRSA Membership Eligibility StandardsMembers of the association must comply with IHRSA’s baseline health, safety, and ethical standards. To learn more, visit www.ihrsa.org/standards or contact IHRSA at 617-951-0055.



>

IHRSA’s Newest Supplier Members!

Activities Communities, part ofof Active Network10182 Telesis Court; Ste #100San Diego, CA 92121888-543-7223www.activecommunities.com

Decade Transmitters, Inc.3232 Richard Street; Ste 4Sherbrooke, QuebecCANADA J1L 1Y2819-563-4323

Escape FitnessEastwood HousePeterborough PE7 8FDENGLAND(44) (0) 1733 313535www.escapefitness.com

Fitness Audio303 Potrero Street; Ste #45-105Santa Cruz, CA 95060831-458-1800www.fitaud.com

GlobalGym.comP.O. Box 16900Amsterdam 1001RKNETHERLANDS31651270809

H.U.M.A.N. Healthy Vending333 South Wilton Place, Ste #9Los Angeles, CA 90020323-272-4309www.healthyvending.com

Indo Board Balance Trainers131 Tomahawk Dr. #15AIndian Harbour, FL 32937321-777-6021www.indoboard.com

Intel Corporation5000 West Chandler BlvdCA16-301Chandler, AZ 85226480-552-2245www.intel.com-gc-medical

Ironman Investments, Inc.74-405 Highway 111Ste 9-414La Quinta, CA 92253760-485-8940

Jade Distribution245 Vine Street; Ste JReno, NV 89503775-786-4103www.jadedistribution.com

Leisure Green223 Rocky Hill RoadPlymouth, MA 02360508-747-0062www.leisuregreenllc.com

MobileFit Intelligent Fitness8213 highview CourtCrestwood, KY 40014502-618-1949www.mobilefit.com

On It Beamwork, Inc.4310 Glencoe Avenue #2Marina Del Ray, CA 90292310-306-7104

Orbiter LLC1423 East 29th StreetSte 206Tacoma, WA 98404866-938-3587www.orbitorLLC.com

PLAE – Performance SportsFlooring3670 Sixes RoadCanton, GA 30114866-599-8274www.plaeusa.com

PHYSIX LLC2586 Saddlegate CourtCape Girardeau, MO 63701573-225-5305www.physixfitness.com

Reebok International, Ltd1895 J.W. Foster BlvdCanton, MA 02021781-401-5000www.reebok.com

RMG Networks100 Sansome StreetSan Francisco, CA 94111415-433-5700www.rmgnetworks.com

Robot Coupe U.S.A.264 S. Perkins StreetRidgeland, MS 39157800-824-1646

Steamist Company, Inc.25 East Union AvenueE. Rutherford, NJ 07073800-577-6478www.steamist.com

Triggerpoint Performance5321 Industrial Oaks BlvdSte 110Austin, TX 78735888-312-2557www.tptherapy.com

For information on up-to-date products and services in the health club industry, go to ihrsa.org/products.

International Health, Racquet & Sportsclub Association | Seaport Center, 70 Fargo Street, Boston, Massachusetts 02210 USA

suppliers ad full page-0110CBI:suppliers full page-0110CBI 12/3/09 8:05 AM Page 1

North DakotasnAP FiTnEss1375 21st Ave. NSte. BFargo, ND 58102

OhiosnAP FiTnEss909 E. Wayne St.Celina, OH 45822

OklahomasnAP FiTnEss3800 N. MacArthur Blvd.Warr Acres, OK 73122

PennsylvaniaAnyTiME FiTnEss 3117 Cape Horn RoadRed Lion, PA 17356717-246-2420Mr. John Terpak

snAP FiTnEss550 Butler St.Etna Towne CenterEtna, PA 15223

South CarolinasnAP FiTnEss 843 Polo RoadColumbia, SC 29223

Texas24 Hour FiTnEss 5901 Golden TriangleKeller, TX 76248817-697-3207

24 Hour FiTnEss 229 E. FM 544Murphy, TX 75094972-244-6995

AnyTiME FiTnEss 1212 N. Hwy. 377 Ste. 115Roanoke, TX 76262682-237-7878Mr. Rodrigo Chavez

sAn AnTonio counTry cLuB4100 N. New Braunfels Ave.San Antonio, TX 78209210-804-4263Mr. Gary Flores

snAP FiTnEss3108 Dixie Farm Road Ste. 110 BPearland, TX 77581

VirginiasnAP FiTnEss203 S. Main St.Amherst, VA 24521

snAP FiTnEss611 W. Jubal Early DriveSte. CWinchester, VA 22601

WashingtonsnAP FiTnEss1307 Lewis River RoadWoodland, WA 98674

WisconsinAnyTiME FiTnEss 210 E. MainArcadia, WI 54612608-323-3655Mr. Dan Reit

AnyTiME FiTnEss 114 Spring St.River Falls, WI 54022715-338-4159Ms. Judy Long

snAP FiTnEss200 W. Summit Ave.Wales, WI 53183

snAP FiTnEss1806 State Road 16La Crosse, WI 54601

AustraliaFiTnEss n MoTion HEALTH cEnTrE5-85 Michael Ave.Morayfield, Queensland 4506(61-7) 5-428-2088Mr. Richard Cessferd

rE-crEATion cArnEGiECarnegie Central Level 22 Koornong RoadCarnegie, Victoria 3163(61) 39-569-0054Ms. Tanya Ferguson

ViBE HEALTH & FiTnEss366 Belgrave-Gembrook RoadEmerald, Victoria 3782(61) 5-968-2398Mrs. Tiffany Smith

CanadasnAP FiTnEss201 101 Granada Blvd.Sherwood Park, AB T8A 4W2

snAP FiTnEss2 23315 Dewdney Trunk RoadMaple Ridge, BC V2X 3L6

snAP FiTnEss4100 Strandherd DriveOttawa, ON K2J 0V2

snAP FiTnEss625 Bank St.Ottawa ON K1S 3T5

snAP FiTnEss2901 Laurier St.Rockland, ON K4K 1R3

ChinaJoy cLuB *3 Fl., #85 Qing Nian Dong RoadNantong, Jiangsu 226001(86) 513-835-7555Mr. Qian Lin

FranceForMriDErCentre d’affaire Robinson,2 rue PelletierBiarritz, 64200(33) 96-037-2334Mr. Philippe Ducos

IndiasnAP FiTnEssRamakrishna Ashram Circle, #15 Bull Temple Road, Basavanagudi Bangalore, KA 560004

KazakstansPorT cLuB “KAsPiy”*Pr. Turan, 5-1Astana, 010000(8) 717-224-3998Ms. Julia Levartovskaya

RussiaWorLD cLAss ATLAnTic ciTy*ul. Savushkina d. 126,Lit ASaint Petersburg, 197374(7) 812-313-0000

WorLD cLAss KrEsToVsKiy*Krestovskiy ostrov,nab. Martynova 38ASaint Petersburg, 197110(7) 812-313-0000

WorLD cLAss VLADiMir*ul. Baturina 30Vladimir, 600017(7) 492-244-9944

WorLD cLAss VLADiVosToK*ul. Batareinaya 8Vladivostok, 690091(7) 423-274-0602 —|

* Indicates participation in IHRSA Passport program



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Flexibility, power and control. eFit Club Advantage gives you thechoice on how to grow your business. We’re the only company offeringthree exclusive service options and each is backed by the industry-leading eFit Internet infrastructure, live support, incomparable securityand processing speed – all in a real-time 24/7 online application.

Put your trust in eFit Financial experience, advanced technologyand friendly support. The Advantage is yours.

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FULL-SERVICE – eFit automatically processes and collectsmember payments, follows up on rejects or declines and pursuespast due accounts through the eFit collections department.

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To obtain complete details about, or to register for, all IHRSA events, log on to www.ihrsa.org/meetings..org

| IHRSA Report | Calendar

JAnuAry 23-24Los Angeles Fitness Expo Los Angeles, Californiawww.thefitexpo.com

FEBruAry 18-21 Feria Fitness 2010 Madrid, Spainwww.ifema.es

FEBruAry 25-27 ForumClub—11th International Congress and Trade Show for Fitness, Wellness and Aquatic Clubs Bologna, Italywww.ncforum.com

FEBruAry 25-28 SPATEC Spring Key Biscayne, Floridawww.mcleanevents international.com

MArcH 4-7 Arnold Fitness Expo Columbus, Ohiowww.arnoldsports festival.com

APriL 14-17 SPATEC Europe Split, Croatiawww.mcleanevents international.com

APriL 22-25 FIBO 2010 Essen, Germanywww.fibo.de

APriL 30-MAy 2 Australian Fitness Expo Sydney, Australiawww.fitnessexpo.com.au

MAy 5-7 Club Industry East New York, New Yorkwww.clubindustry show.com

AuGusT 19-2129th Annual National Fitness Trade ShowGrand Sierra Resort, Reno, Nevadawww.nationalfitness tradeshow.com

ocToBEr 6-9 Club Industry 2010 McCormick Place, Chicago, Illinoiswww.clubindustry show.com —|

Save the date | 2010 IHRSA Events coMinG soon in

u Tipping Points: Keynote speaker Malcolm Gladwell shares his savvy at IHRSA’s upcoming convention

u Face Lift: Clubs are upgrading their brand presence and keeping their members updated via Facebook, Twitter

u Free Memberships: A unique pricing approach has positioned Denmark’s Equinox Fitness as a leader

u recession remedies: Trying times call for tried-and-true human resources strategies

u Welcome Mat: Pilates and group exercise programs are sure to attract and retain new members

CLuB BuSINESS INTERNATIONAL

MArcH 10-13IHRSA 2010 – The 29th Annual International Convention & Trade ShowSan Diego, California www.ihrsa.org/convention

MAy 5-68th Annual IHRSA Summit for a Healthier AmericaHyatt Regency Washington on Capitol HillWashington, D.C.www.ihrsa.org/summit

AuGusT 22nd Annual IHRSA Institute for Professional Club Managementwww.ihrsa.org/institute

sEPTEMBEr 2-4 11th Annual IHRSA Fitness Brazil Latin American Conference & Trade ShowTransamerica Expo Center, São Paolo, Brazil www.ihrsa.org/meetings

ocToBEr 10th Annual European Congresswww.ihrsa.org/meetings

MonTHLyIHRSA Online EducationMonthly Webinar Series For details and topics, visit: www.ihrsa.org/webinars —|

2010 Industry Events


Out of Shape by Stan Tran

International Health, Racquet & Sportsclub Association | Seaport Center, 70 Fargo Street, Boston, Massachusetts 02210 USA

Since 2005, ActiveCareers.com has been thehealth club industry’s premier online careercenter. Now, IHRSA has harnessed the powerof healthclubs.com and is pleased to presenthealthclubs.com/jobs.

If you’re hiring, or looking for a job in the industry, healthclubs.com/jobs is for you.

Log on today!

I�troducing . . .

healthclubs.com/jobs .5 page-1009CBI:healthclubs.com/jobs .5pg ad 9/8/09 11:02 AM Page 1


January 11-March 5, 2010

“Everybody had a blast! We sent out weeklymotivational e-mails, along with the newslettersIHRSA provided. Last year was definitely our bestyear yet.”Shana Martin, Fitness DirectorSupreme Health and Fitness, Madison, WI

“'I Lost It at the Club!' was a fantastic program forour small club! The members that participatedLOVED the motivation and accountability!”Jill Davis-Haussler, OwnerAnytime Fitness, Lexington, NE

“The amount of energy this program brought to ourclub was priceless.”Dee Whalen, Assistant General ManagerHealthQuest of Hunterdon, Hunterdon, NJ

‘I Lost It at the Club!’ is IHRSA’s motivational, turnkey weight lossprogram that will help you educate, recruit and retain members duringthe year’s peak selling season.

To enroll, visit ihrsa.org/ilostitattheclub or call +1 617-951-0055.

International Health, Racquet & Sportsclub AssociationSeaport Center, 70 Fargo Street, Boston, MA 02210 USA800-228-4772 • +1 617-951-0055 • www.ihrsa.org • [email protected]

LAST CHANCE TO ENROLL! Don't miss this great member retention

opportunity.

Get ready for the 6th annual

‘I Lost It at the Club!’.Your members lose, andyour club wins!

Get ready for the 6th annual

‘I Lost It at the Club!’.Your members lose, andyour club wins!

ILI full page-0110CBI:ILI full page-1209CBI 12/1/09 9:46 AM Page 1

| Marketplace |


Employment

NEW CLUBS IN 2009!Visit us at wellbridge.comor send your resume [email protected].

Fitness | Wellness | Sports | Fun

EXERCISE YOURPOTENTIAL!

Continue your career path inthe fitness industry with ourteam of highly motivated &well compensated industryprofessionals at one of ourstate-of-the-art athletic clubsand spas located in CO, FL,GA, MA, MD, MN, MO, & NM.

Lifestyle Family Fitness is one of the fastest-growing premier fitness clubs in the industry. Investing in our employees, creating a culture of teamwork, and building lasting relationships with our members is what gives Lifestyle Family Fitness the competitive edge to achieve great things!

The Company is in an aggressive growth state with locations in Florida, Indiana, Ohio and North Carolina. Our target markets include the Southeast, Mid-West, and Mid-Atlantic.

Give your career more strength and join the Lifestyle Family Fitness team!

Lifestyle Family Fitness has immediate career opportunities for qualified candidates in the following areas:

SALES / OPERATIONS MANAGEMENT• Regional Sales/Operations Managers • District Sales/Operations Managers • Club Sales/Operations Managers

TRAINERS / INSTRUCTORS• District and Area Personal Training Managers• Personal Trainers• Group Fitness Instructors

Experience the benefits of working with some of the most talented people in the fitness industry. Exercise your ability to have a fulfilling career with Lifestyle Family Fitness today!

Lifestyle Family Fitness offers a Competitive Salary, Bonus, & Commission Programs; Robust Benefits Package; State-of-the-Art Fitness Facilities, Certification Reimbursement & Continuing Education, An Energetic, Enthusiastic, Team Oriented Work Environment.

APPLY NOW at www.lff.com. EOE

see your ad here!

Rates start at just $245 per issue for IHRSA members.

Visit www.ihrsa.org/classifieds or e-mail [email protected]

for details.

Consulting

Sport & Health Clubs, Washington DC’s premier provider of over 20 multi-purpose health clubs, is looking

for talented industry professionals to join our team!

We want DYNAMIC individuals who will build and develop teams, drive sales, implement and improve business tactics,

foster member relationships and want to make $$$!

&general managersLead & drive all club activities. 5-10 years of health club sales & management experience, financial management is a must.

&sales directorsDrive sales, build & train sales teams. Implement marketing plans. 3-5 years of industry sales & management experience.

&fitness directorsTrain & develop personal training teams. Create a fitness culture that continues to define Sport&Health. 3-5 years of personal training & industry management experience.

&benefitsCompetitive salaries, aggressive bonus & commission plans, great benefits package, 401(k) plan, relocation assistance, ongoing training & long term career opportunities.

Visit us online at sportandhealth.comSend resume and compensation requirements to Director of Recruiting,

Chris Ann Strahan at [email protected]

| Marketplace |


Consulting Business OpportunitiesEffective

marketingdoesn’t have to

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Get your club noticedand drive in new leadswith a package customdesigned for your club’smarket situation.

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The iHrsA Buyers’ Guidebrings an industry trade show

right to your computer!

www.ihrsabuyersguide.com

In 2009, IHRSA webinars provided education on criticalclub and business topics to nearly 1,000 attendees. Planto attend our new live 2010 webinars, plus, access anyof our past webinars on demand via IHRSAStore.com.Quality education you can count on. Delivered whenyou want it.

� January 14, 2010Retain and Gain: Member Retention — the Key to ClubSuccessSpeaker: Jarod Cogswell

� February 11, 2010Consumer Industry Trends & ResearchSpeakers: Katie Rollauer & Melissa Rodriguez

Visit ihrsa.org/webinars for more informationor to reserve your spot today.

IHRSA Webinars

Industry-leading education, delivered right to your club!

International Health, Racquet & Sportsclub Association | Seaport Center, 70 Fargo Street, Boston, MA 02210 USA

Sponsored by

“No matter how much you think

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John YoungbloodSanta Barbara Athletic ClubSanta Barbara, California

webinars ad-0110CBI:webinars .5pg ad-0110CBI 12/8/09 10:45 AM Page 1

ATHLETIC CLUb – MEMPHIS AREA

business + Real Estate

For sale: 34,000 +/- sq. ft. fitness center. Built in ’96. Recent remodel. 3,000+ members Cardio, weight training, group fitness, basketball, spinning, nursery, and running track. Outside pool, tennis.

contact:

Debbie Beall Equity Partners, Inc.

866-969-1115 x6 [email protected]

In cooperation with Tranzon Asset Advisors,

Edward D. Durnil Auctioneer/Broker, TN

Firm #4425

| Ad Index |

Page Advertiser 19 » ABc Financial services, inc.

www.abcfinancial.com | 800-622-6290

21 » Aerobics & Fitness Association of America (AFAA) www.afaa.com | 877-968-7263

64 » Affiliated Acceptance corporation www.affiliated.org | 800-233-8483

33 » American council on Exercise www.acefitness.org | 800-825-3636

72 » American specialty Health www.ashcompanies.com/applications | 877-329-2746

2 & 3 » AsF international www.asfinternational.com | 800-227-3859

34 » Balanced Body Pilates www.pilates.com | 800-745-2837

77 » concept2 cTs www.concept2cts.com | 877-887-8014

inside Front » cyBEX international, inc. cover and 1 www.cybexinternational.com | 508-533-4300

113 » efit Financial www.efitfinancial.com | 877-772-3348

62 » EVErLAsT sports surfacing (made by EcorE international) www.ecoreintl.com | 866-883-7780

86 » EZ Facility.com, inc. www.ezfacility.com | 866-498-3279

102 » First Degree Fitness, north America www.firstdegreefitness.com | 877-455-3029

7 » Fiserv www.compete.fiserv.com | 800-242-9522

82 » Fitness Flooring www.fitnessfloors.com | 800-428-5306

75 » Fitness on request www.fitnessonrequest.com | 800-497-3908

98 » Global Fitness, inc. www.globalfitness.com | 888-991-9991

68 » Go Figure, inc. www.igofigure.com | 877-GOFIGURE

35 » GoJo industries, inc. www.gojo.com | 800-321-9647 or 330-255-6000

36 » GrAViTy by efi sports Medicine www.efisportsmedicine.com | 800-541-4900

74 » Gym Wipes-2XL corporation www.gymwipes.com | 888-977-3726

76 » H2oMassage systems www.h2omassage.com | 866-783-0668

16 » Hampton Fitness www.hamptonfit.com | 805-339-9733

76 » HEX Tanning www.hextanning.com | 800-556-3201

79 » Hydromassage www.hydromassage.com | 727-536-5566

84 » inDo BoArD Balance Trainer www.indoboard.com | 321-777-6021

Page Advertiser inside Back » THE inDoorcycLinG GrouP GmbH cover www.indoorcycling.com | +49 911-54450

11 » iron Grip Barbell company www.irongrip.com | 800-664-4766

115 » Jade Distribution www.jadedistribution.com | 800-785-5233

22 » Keiser www.keiser.com | 800-336-8133

27 » Les Mills international www.lesmillsusa.com | 888-669-8876

9 » Life Fitness www.lifefitness.com | 800-634-8637

80 » Linear rubber Products, inc. www.rubbermats.com | 800-558-4040

French » Matrix Fitness systems cover www.matrix-fitness.com | 866-693-4863

78 » MinDBoDy, inc. www.mindbodyonline.com | 877-755-4279

52 » Mondo usA www.mondousa.com | 800-441-6645

13 » Motionsoft, inc. www.motionsoft.net | 800-829-4321

92 » MoTus usA www.motususa.com | 866-668-8766

109 » national Exercise Trainers Association (nETA) www.netafit.org | 800-237-6242

71 » national Federation of Professional Trainers (nFPT) www.nfpt.com | 888-729-6378

94 » national Fitness www.nationalfitness.com | 888-878-1152

14 » octane Fitness www.octanefitness.com | 763-757-2662

81 » oPTP www.optp.com | 800-367-7393

83 » Paramount Acceptance www.paramountacceptance.com | 800-316-4444

97 » PLAE Performance sports Flooring www.plaeusa.com | 866-599-8274

74 » salsbury industries www.lockers.com | 800-562-5377

67 » sPorTsMiTH, LLc www.sportsmith.net | 800-713-2880

5 » star Trac www.startrac.com | 800-228-6635

Back cover » TEcHnoGyM www.technogymusa.com | 303-875-0306

106 » Thermasol www.thermasol.com | 800-776-0711

24 » Twin oaks software www.tosd.com | 866-278-6750

43 » Zumba Fitness, LLc www.zumba.com | 954-925-3755


R

| Last Rep |

You may remember Dr. Frank I. Luntz from one of his presentations at IHRSA events, his books, or his television appearances. A pollster, polit-ical consultant, and communication professional, Luntz is constantly testing language to find the ideal way to express a given thought.

Bring Light to a Dark World!

ecently, in one poll, he discovered that the word “capitalism” now carries a slightly negative connotation. However, the option that Luntz offers to express the concept, “economic freedom,” engenders a very positive reaction on the part of the American public.

I sincerely hope that capitalism, a system that’s created so much wealth throughout the world,

hasn’t become a dirty word; but, taking Luntz’s observation to heart, I’ve added “economic freedom” to my lexicon.

When I talk about why I believe our industry’s future is so bright, I often make the point that, in so many ways, American-style economic freedom does a wonderful job—by, for instance, sepa-rating the effective from the ineffective, the productive from the unproductive, the good from the bad. Well-run companies thrive, and poorly run companies fail—it’s

survival of the fittest, and, as in nature, that’s the way it should be.

Of course, a major monkey wrench disrupts the workings of the economic-freedom machine whenever the government begins picking winners and losers… but “fair competition” is a topic for another day. The future is promising because our industry is one full of entrepreneurs, individuals who are adept at identifying and filling needs. They meet all challenges, overcome all obstacles, and succeed despite all barriers—including govern-ment interference.

To illustrate the stark difference between political systems that encourage economic freedom and

those that don’t, I frequently make use of a nighttime satellite photo-graph of the Korean Peninsula. I first encountered this image when political consultant Mary Matalin made use of it during a presenta-tion at IHRSA’s Summit for a Healthier America in Washington, D.C. (Are you beginning to see a theme developing here?)

The photo clearly shows South Korea bathed in the brilliant light that bespeaks its economic prowess, contrasting dramatically with the complete darkness of dicta-tor Kim John Il’s economically-lackluster North Korea. It’s a stunning, graphic depiction of the vast differences between economic freedom and eco-nomic government-control.

The image is a powerful, unambiguous one that I’ve been employing for years, but, recently, I happened upon an even better one. One of the featured speakers at the IHRSA European Congress in Dublin was Dr. Pedro Videla, a professor of economics at the IESE Business School in Spain. Videla used nighttime photographs of the entire world to once more demonstrate the power of economic freedom and the wealth it produces.

Videla’s presentation about the current state of the global economy was one of the best I’ve ever heard. He provided some wonderful insights about what the future might hold, and if you missed him, you missed out on some important information that, I’m convinced, might well help your business.

…All of which brings me to my two principal points: (1) Cherish your economic freedom; and (2) You can learn an awful lot at IHRSA events! —|

– Joe Moore, [email protected]

Joe Moore IHRSA President & CEO

One Hundred Twenty MillionMembers by 2010

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KINESIS ONE FOR MOVEMENT TRAINING.Kinesis™ One expands your training options so users can perform nearly any movement relevant to their training goals.

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