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Ride for Life ® Ride for Life KEYNOTER KRISTINA RIPATTI RECOUNTS HER REMARKABLE JOURNEY AT IHRSA 2010 KEYNOTER KRISTINA RIPATTI RECOUNTS HER REMARKABLE JOURNEY AT IHRSA 2010
Ride for Life
®
Ride for LifeKEYNOTER KRISTINA RIPATTI RECOUNTS HER REMARKABLE JOURNEY AT IHRSA 2010
KEYNOTER KRISTINA RIPATTI RECOUNTS HER REMARKABLE JOURNEY AT IHRSA 2010
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EVERYTHING ELSE IS OBSOLETE. AND RESEARCH PROVES IT.
INTRODUCING THE CYBEX ARC TRAINER.
TEST DRIVE THE ARC TRAINER. GET A FREE PAIR OF BOSE® IN-EAR HEADPHONES.We’re so confident you’ll experience what the research proves, we’re offering you a FREE pair of Bose® in-ear headphones—a $100 value—just for trying the Arc Trainer.
Visit http://arctrainer.cybexintl.com or call +1.774.324.8000 to arrange for your free trial. Feel the difference!
When you compare the CYBEXs Arc Trainer to a typical elliptical, there’s no comparison. That’s because the Arc Trainer is designed to eliminate wasted motion and burn up to 16% more calories than conventional ellipticals or cross-trainers. In-depth research conducted by the University of Wisconsin- La Crosse proves it. And that’s just for starters.
Further independent research studies show that high-intensity Arc Trainer workouts improve muscular endurance by 35% and work capacity by 28%. It’s also the first cardiovascular machine ever to demonstrate gains of 17% in force production and 14% in force absorption—two key indicators of athletic performance.
The bottom line? The CYBEX Arc Trainer delivers a significantly superior overall workout, making conventional cross-trainers and ellipticals literally obsolete. Better yet, it produces these measurable results with lower perceived effort and less discomfort.
So your members can reach their loftiest strength, endurance, cardio and weight loss goals, while they enjoy the smooth, fluid feeling of this research-proven performer.
THE CYBEX ARC TRAINER. NOTHING BURNS FASTER. NOTHING.
* Arc Trainer test drive must be completed by March 31, 2010 to receive Bose® In-Ear Headset. Contact your certified CYBEX representative for eligibility.
© 2010, CYBEX International. All rights reserved
The Typical Elliptical vs. The Arc Tra iner
We’re so confident you’ll experience what the research proves, we’re offering you a in-ear headphones—a $100 value—just for trying the Arc Trainer.
isit http://arctrainer.cybexintl.com or call +1.774.324.8000 to arrange for your
Good
Bad Idea
Patented
Visit us at the IHRSA 2010 Show, Booth #2500!
we’re not saying
we made our clientsthe best brands in fitness.
we’re just sayingwe had something
to do with it.
IHRSA Booth 1531|800 • 829 • 4321 motionsoft.net|
Motionsoft enhances your member experience with the same
software created for the best brands in fitness. Our right-sized
solutions help increase your club’s value with surprising cost
efficiency, easy data conversion, smart set-up options, and
staff-friendly member management and payment processing.
You’ll be surprised how much better everything can be.
C L U B M A N A G E M E N T S O F T W A R E
®Motionsoft
we’re not saying
we made our clientsthe best brands in fitness.
we’re just sayingwe had something
to do with it.
IHRSA Booth 1531|800 • 829 • 4321 motionsoft.net|
Motionsoft enhances your member experience with the same
software created for the best brands in fitness. Our right-sized
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efficiency, easy data conversion, smart set-up options, and
staff-friendly member management and payment processing.
You’ll be surprised how much better everything can be.
C L U B M A N A G E M E N T S O F T W A R E
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Let me present you with a question that actor Dennis Haysbert poses in a new television ad for Allstate Insurance. “Will you remember this as the Great Recession,” Haysbert intones in his deep baritone, “or as the recession that made you great?”
Before you answer, stop for a moment, take a little look around, and give the notion some thought.
If you’re one of the lucky ones—an attendee, this month, at IHRSA’s 29th Annual International Convention and Trade Show—take a look at the people around you, savor their excitement, sense their energy. If you’re one of the less lucky ones, flip through the pages of this issue of CBI.
At the convention, you’ll find ESPN sportscaster Chris Berman, Olympic gold medalist Silken Laumann, and former Los Angeles Police Department (LAPD) officer Kristina Ripatti among the featured speakers. You’ll also find them represented here.
Berman has spent more than three decades cov-ering the winners and losers in football, baseball, tennis, and hockey, most recently for the 44th Super Bowl, and has learned a fair amount about what it takes to succeed in any undertaking. Laumann won her first Olympic medal for rowing in the ’84 Games, and, despite a tragic accident in 1992 that necessi-tated five surgeries, continued to compete, and win, through the ’96 Games.
Ripatti, a 10-year veteran of the LAPD, has managed an even more dramatic resurrection. Paralyzed from the chest down when she was shot, in 2006, while attempting to arrest a suspect, she’s achieved the seemingly impossible—rebuilding her
body to surf, compete in marathons and triathlons, participate in a Race Across America fundraiser, become a mother for a second time, and prepare to attend law school.
Then, both here, in CBI, and there, in San Diego, you’ll find the winning results of the first annual IHRSA-CBI Club Photo Competi-tion. A total of 57 companies, representing 72 individual facilities in eight countries, competed.
Take a look at the vital and vivacious women pictured on page 48, participants in a Greenwood Athletic and Tennis Club boot camp; or the breathtakingly beautiful Ethiopian child on page 54, one of the beneficiaries of the Fifth Avenue Club’s largesse; or the yoga students suspended mid-air on page 56 at Crunch; or the expanse of brightly colored exercise equipment on page 59, a hallmark of Retro Fitness.
These photos—and the people, places, and activities they depict—do more than describe a single club. They convey a clear sense of the health, vitality, and promise of our industry, as it exists today, more accurately and completely than any statistics can.
“Will you remember this as the Great Recession, or as the recession that made you great?”
So what do you think?
Editor-In-Chief:Publisher:Managing Editor:Editor: Associate Editor: Editorial Assistant: Contributing Editors:
Vice President of Advertising & Membership Sales:
Senior Account Manager:
Advertising & Associate Membership Manager:
Advertising Sales Executive:
Business Development Publications:
Publications & Associate Coordinator:
Art Direction, Design, Production:
President & CEO:Chief Operating Officer:Executive Vice President of Public Policy:
Executive Vice President of Global Products:
@
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To electrify your club visit www.startrac.com or call 800 228 6635.
©2009 Star Trac. All rights reserved. Star Trac and the Star Trac logo are registered trademarks of Unisen, Inc. Expect Different is a trademark of Unisen, Inc. SPIN®, Spinning®, Spinner®, the Spinning® logo and eSpinner® are registered trademarks of Mad Dogg Athletics, Inc. iPod is a registered trademark of Apple, Inc. SDP is a registered trademark of Shimano, Inc. Smart Release is a trademark of Nautilus, Inc.
09-cor-464-eSpinner-CBI.indd 1 11/30/09 5:11:37 PM
Check out the winners of CBI’s Club Photo Competition!
Industry veteran Howard Wasserteil offers the keys to surviving the recession
The 2009 edition of IHRSA’s Profiles of Success confirms clubs’ ongoing strength
Your guide to the 29th Annual International Convention and Trade Show
Features
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News & Know How
Innovations
IHRSA Report
Reps
Departments
800.634.8637 / www.lifefitness.com
©2009 Life Fitness, a division of Brunswick Corporation. All rights reserved. Life Fitness and Lifecycle are registered trademarks of Brunswick Corporation. Elevation is a trademark of Brunswick Corporation. iPod is a registered trademark of Apple Inc. USC-082-09 (11.08)
ELEVATION™ SERIES
Get Active America!
Join thousands of health clubs across America this spring by taking part in Get Active America! 2010. This exciting, annual grow-the-industry campaign positions health clubs as leaders in the battle against obesity, inactivity, and related illnesses. During the week of May 3-9, participating IHRSA member health clubs will open their doors free of charge to the public. Each year, tens of thousands of consumers across the country visit IHRSA clubs during this week, and many get started on the path to fitness and wellness.
Best Buy: IHRSA’s Guide to Membership Retention
IHRSA’s Guide to Membership Retention: Industry Lessons on What—and What Not—to Do
IHRSA’s Guide to Membership Retention
IHRSA’s Guide to Membership Retention
Career Center Now Accepts Foreign Currency
Industry lessons on what—and
what not—to do
MEMBERSHIP RETENTION IHRSA’S GUIDE TO
Sponsored by
Second edition
By John McCarthy
ihrsa.org
Tour de Force
IHRSA’s Health Club Consumer Report is a truly outstanding resource. It provides invaluable practical counsel to every club operator worldwide. The statistics on club members include demographics, income, membership history, attendance, exercise preferences, and equipment usage. Combining the health club member data with the general population indices, and then with the PRIZM categories, is breakthrough material. A tour de force! Congratulations to all involved.
IHRSA’s Executive Director Emeritus Weston, MA
Ditto! The Answer’s ClearIHRSA Health Club Consumer Report
Chief Strategic Officer Fitmarc Covington, LA
Free ThinkingCBI
Owner ViA Performance Systems and Lemonade Neighborhood Fitness Columbus, OH
‘Super’ Webinar
Director of Marketing Almaden Valley Athletic ClubSan Jose, CA
Wellness and Marketing Director Super FitnessNew Philadelphia, OH
All in Favor
Regional Manager Healthco Holding GmbHCologne, German
The
Evolution
of Power BrandingWho wouldn’t want to be known as the best place in town?
But making a name for yourself is a long careful process. At every
step, you must be sure the quality you represent supports the image you
seek. Try this rule of thumb. To be seen as the best place in town,
associate your name with the best products on Earth.
Email: [email protected] Address: www.ivankobarbell.com
Untitled-3 1 5/28/09 11:06:13 AM
© Copyright 2010. All rights reserved by Octane Fitness.
THE REVOLUTION CONTINUESYour members will love our new Pro4700 with Electronically Adjustable Stride length. This best-in-class feature offers exercisers of any level the ultimate in customization, making their workouts even more comfortable and effective.
Add to that our innovative xRide seated elliptical, and membershave the choice to sit or stand for the best-feeling elliptical experience ever!
Visit us at the 2010 IHRSA show in San Diego, Booth 1631.
Electronically Adjustable Stride
News & Know How
BECAUSE YOU WANT THEM TO BE THEIR BEST
Let’s talk about the best program for your health club.
Visit health-!tness.GOJO.com
5582_ClubIndstry_Ad.indd 1 2/1/10 10:08:10 AM
News & Know How
A l Corniche Club Resort & Spa recently hosted the well attended second-annual Middle East IHRSA Confer-ence in the heart of Kuwait City. Health and fitness
professionals from throughout the region gathered for the day-long event, which featured four keynote speakers sharing their expertise on a range of topics.
Doug Miller, cofounder of Sales Makers International, a marketing firm based in Hitcham, Suffolk, U.K., discussed strategies for boosting sales, while Lexie Griffiths, a motiva-tional speaker from Entertainment with Know-How, in Germany, presented ideas for delivering superior customer service. Arthur McColl, operations director for Britain’s LA Fitness chain, shared thoughts on running a successful oper-ation, and Steve Jack, owner of London’s exclusive wellness
destination, The 25 Club, spoke on the topics of personal training and exercise physiology.
The conference’s sponsors included: Diet Care, Low Carb No Sugar, The Athlete’s Foot, and Prince. At the event, Diet Care, a Kuwait-based provider of health and weight-man-agement programming, publicized results from a research project conducted in cooperation with Taiba Hospital, a pri-vate medical facility in Bayan, Kuwait. The six-month ven-ture involved 2,278 complimentary screenings. Among those tested, 28% demonstrated high blood sugar levels and 33% exhibited elevated cholesterol. Al Bader, operations manager for Diet Care, noted, “It’s important to understand what is going on” so that the industry can “take the necessary steps to tackle it.”
For Obamas, the Christmas Presents Can Wait…
Club Dues (NSA*)
Fees for Lessons (NSA)
All items (NSA)
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)
-2%
-2.5%
0%
2%
4%
6%
8%
10%
10/08 11/08 2/09 3/09 4/09
5/09 6/09 7/09 8/09 9/09 10/09 11/09 12/09
12/08 1/09
CBI’s
Note: *
News & Know How
A s if there weren’t already plenty of instructive, enlightening ses-sions scheduled for this month’s
29th Annual International Convention and Trade Show, IHRSA has added several new workshops and seminars:
-shops,” presented by the Medical Wellness Association, bring together leading experts on the most relevant health-related topics and trends. Moderated by Dr. Christopher Breuleux, the four workshops taking place on Wednesday, March 10, 8 a.m.-4:30 p.m. are: “Nutrition and Obesity
Management,” presented by Amy Blansit, MA; “Bariatrics: Increase Revenue with Medical Wellness,” presented by Dr. Brian Sekula; “Exercise and Wellness is Medicine,” presented by Dr. Jason Conviser; and “Medical Nutrition for Wellness Pro-grams,” presented by Erik Durack, MS.
risk-management and loss control can help to decrease costs, and increase membership. Learn more at “Risk Management: Why a Safe Club Means More Members,” on Thursday, March 11, 11 a.m.-12:30 p.m.
“Technology and the Future of Fitness” will be discussed by representatives of four of the foremost companies in the field—the Intel Corporation, Adidas AG, Athletes’ Performance/Core Performance; and the Netpulse Media Network—on March 11, 11 a.m.-12:30 p.m.
MDA’s Augie’s Quest on Thursday, March 11, 6:30-8 p.m. Proceeds from this fitness-centric event will benefit Augie’s Quest.
Up-to-the-minute information about these and additional offerings is available on IHRSA’s Website (www.ihrsa.org).
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News & Know How
Curves International recently announced the creation of the Southern Cone Cluster to integrate its operations in Argentina, Chile, Uruguay, Paraguay, and Bolivia.
“We will operate from Buenos Aires, addressing the needs of all franchisees in these five countries,” notes Augustine Arola Nowell, president of Curves Argentina.
By taking this important step, the company aims to double the number of sites in South America and to achieve the scale needed to introduce technological advances to the region’s current 22 Curves locations—16 in Argentina, five in Chile, and one in Uruguay.
Among the innovations it plans to incorporate: Curves Smart, Curves Information System, and Curves Weight Management Program.
According to Nowell, “Curves Smart is the most important technological development in the industry since Gary and Diane Heavin created Curves in 1992.” This technology, he explains, uses a light signal device in each machine to measure, in real time, the degree of intensity of each exercise. It also induces users to increase or decrease their effort according to a custom-ized training program.
In addition, the Curves Information System is an Internet-based system that allows every member to access all of their
training information online at any time from anywhere. And the Curves Weight Management Program enables users to maintain weight loss without perpetual dieting.
News & Know How
New York City, home to such innovative club chains as Crunch, Equinox, New York Sports Clubs, and Chelsea Piers, is in need of additional fitness assistance, according to Mayor Michael
Bloomberg. He recently launched “Shape Up New York” and issued a plea to local fitness professionals, asking them to volunteer to lead exercise classes for thousands of lower-income city-dwellers.
This joint venture among the Depart-ment of Parks and Recreation, the Department of Health and Mental Hygiene, and NYC Service aims to recruit at least 100 exercise instructors to provide no-cost classes to families who are currently unable to afford conventional health club memberships. Classes will be available in neighbor-hoods where residents traditionally have high levels of obesity and diabetes.
Within hours of the mayor’s request, more than a dozen fitness professionals had stepped forward to donate their time, with many more expected to fol-low. One willing participant, Taj Harris, a trainer at Crunch Fitness, thinks the idea is “great. Asking someone to
donate an hour a week is not going to break the bank,” she told the New York Post.
The “Shape Up New York” initiative is part of a broader public-service campaign called “Give Your Blank,” which encourages residents to share their expertise free of charge, for the betterment of the community at large.
outdoor
Colorado Club Sold to Staff and Members
Give your facility the strength to competeAMT®
Experience Strength™
Experience the strength to compete, contact your Precor Sales Representative today or call 800.786.8404
www.precor.com
Visit us at IHRSA 2010Booth #2526
The Globe and Mail
Refurbished… Remanufactured… Refreshed!
I
not
not
– Jon Feld, [email protected]
News & Know How
News & Know How
CBI
.org
“ always
fun
has
joie de vivrewith
that
SundayMonday Countdown really
”– Jon Feld, [email protected]
Chris “Boomer” Berman
You’ve been with ESPN for more than 30 years and have just covered your 28th Super Bowl. How do you maintain your enthusiasm and passion after so many years? How
does ESPN manage to consistently field such cohesive reporting teams? And what lessons are there in this for the rest of us?
BEPOWERFUL.
TRAIN FOR POWER,TRAIN KEISER.
KEISER CORPORATION / 2470 SOUTH CHERRY AVENUE / FRESNO, CA 93706 USA / T 800.888.7009 / E [email protected]
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The In!nity Series by Keiser can be used for an in!nite number of exercises. From rehabilitation to sport speci!c applications, simplicity and versatility combine in one of the most unique cable machines available.
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News & Know How
CBI
.com
“
is
”@
Silken Laumann
What influence has your Olympic career had on shaping your personal philosophy? What topics will you be discussing at the IHRSA International Convention
and Trade Show this month? What suggestions would you offer to help people release their inner excellence? What guiding principles are the keys to success in business?
!
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News & Know How
Movers and Shakers
Programming
News & Know How
Award-Winning
Special Events
Acquisitions
The Biggest Loser
Want a LastingImpression?
© 2009 Hampton Fitness Products Inc.
Free weights shouldn’t be taken lightly.
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News & Know How
Club Openings
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the BestBestProducts, Price, Selection & Education
Call 800-556-7464 www.performbetter.com
Request our
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Request our
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GRAY COOK MS, PT, OSC, CSCS Noted Physical Therapist, Author & Presenter
“ Bands make you think. Use them for patterning, correction and movement prep. If you’re just using them as a form of resistance you’re missing the most important part.”
IHRSA CLUB BUSINESS INT’L: 8.125 x 10.875 March530-22538 PB FullPgIHRSA_AD.indd 3 12/8/09 11:04 AM
Four years ago, when you were an officer with the Los Angeles Police Department, your life changed rather dramatically in a matter of seconds. Can you tell us what happened?
At the time, you were just 33, and, in addition to being an officer, were also a wife and the mother of a young daughter, correct?
Since then, despite the devastating injuries you suffered, you’ve managed a remarkable comeback and have become an accomplished athlete. You work out at a club, swim, surf, cycle, have competed in triathlons and the Boston and Los Angeles Marathons, and are about to embark on a four-person, 3,000-mile fundraising race from Oceanside, California, to Annapolis, Maryland. How’s that possible?
for life
It’s apparently also played a major role in your recovery.
What was it like—the transition from being a vital young woman working out in a gym to someone attempting to recuperate from a serious injury?
This convention speaker’s personal Extreme Makeover has inspired millions to prepare, today, for the challenges that will come tomorrow
Extreme Makeover: Home Edition
Life-changing instant
A physical ‘Makeover’
‘Inclusive’ role model
A to-do list for clubs
What’s your workout regimen like at this point?
Your experience and impres-sive achievements have brought you to the entire country’s atten-tion. You and your husband were featured on an episode of Extreme Makeover: Home Edition, which was seen by more than 13 million
viewers. The producers demol-ished and then rebuilt your home to make it handicap-friendly in just five days. What was that like?
You’ve also become a spokes-person for NuStep, Inc., which, in concert with Extreme Makeover, provided you with one of its recum-bent steppers, and have become a prominent speaker on behalf of inclusive fitness. What basic message will you be sharing with attendees at the IHRSA convention?
every
every
ideal
Looking at it from the club’s perspective, do you think that the population you’re talking about is a viable market?
You’ve provided a little preview of what you’re going to be discussing at the IHRSA convention, “Transforming Lives: An ‘Extreme Home Makeover,’ ” but, beyond that, what’s next for Kristina Ripatti?
– Patricia Glynn, [email protected]
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THE GOAL OF THE FIRST ANNUAL IHRSA-CBI CLUB PHOTO COMPETITION was simple.
It was, as explained in the December issue of the mag-azine, “to spotlight, acknowledge, and give well-deserved credit to what you’ve accomplished with your business and to the valuable services you provide every day.”
The response, the results, and the unexpected insights, however, were anything but simple. They were, in many respects, astounding.
Though club operators are a notoriously overworked and time-short breed of businessperson, a total of 57 club companies, representing 72 individual facilities, invested the time, energy, and effort required to enter the contest. Submissions came from eight different countries—the U.S., Australia, Canada, Denmark, India, Norway, Russia, Sweden, and Taiwan—reflect-ing both the truly international nature of the fitness industry and IHRSA’s global reach.
Six judges—drawn from CBI’s editorial and design departments—reviewed a total of 198 images,
assessing them on the basis of two principal criteria: general photographic excellence and on how well the photos, considered either separately or collec-tively, conveyed a vivid sense of what a club was really like.
The winners are: Third Runner-up, Retro Fitness, a fitness-franchise company based in Colts Neck, New Jersey; Second Runner-up, Crunch Fitness, a club chain headquartered in New York City; First Runner-up, the Fifth Avenue Club, an independent club in Calgary, Alberta, Canada; and the Grand Prize Winner, the Greenwood Athletic and Tennis Club, an independent club in Greenwood Village, Colorado!
Their winning entries, along with a few supplemental shots, appear in this special section.
All of the entries can be viewed on IHRSA’s Website, www.ihrsa.org, and will be displayed this month, March 10-13, during IHRSA’s 29th Annual International Convention and Trade Show in San Diego, California.
Winning Personality
THE REMARKABLE THING about these particular photographs is how well, taken together, they provide a clear, comprehensive, and compelling sense of what the Greenwood Athletic and Tennis Club (GATC) is like.
That’s exactly what was intended: “There are three things that give our club its personality—members, staff, and the facility itself,” explains Paula Neubert, GATC’s president and general manager. “We believe these photos show each of those at their best.”
Winning Personality
“I’ve never been to a club that conveys such a sense of community.”
The club, which opened in 1987 in Greenwood Village, a suburb of Denver, has two principal build-ings, a 50,000-square-foot fitness center and a 52,000-square-foot tennis club. It has 216 employees, 3,700 memberships, and generates $11 million in annual revenues. Predictably, it offers the extensive range of upscale amenities and services that the public has come to expect of a large, modern multi-purpose facility.
“Our grand vision has always been to create a full-service, country-club-style fitness, swim, and tennis club that would serve a broad spectrum of membership categories,” notes Neubert, “with an emphasis on being a family club.”
The one overhead photo, taken from the roof of the club, offers a panoramic view of the complex, and shows two of its three outdoor pools, two of its five outdoor tennis courts, and the surrounding area, including the Westlands Park and, in the distance, Colorado’s beautiful Rocky Mountains.
The other exterior photo was taken at one of GATC’s two annual Boot Camps, one of its most popular offerings. “Scheduled at the crack of dawn, you and your team crawl through the brush in a hazy maze of tires, logs, and a fence, all pushing
toward the same goal,” she describes. “It’s rough, it’s tough, and you get dirty, but in the end, you’ve covered countless miles, lifted hundreds of pounds, and accomplished more than you thought possible.”
The program, now in its ninth year, generates $45,000 in revenues a year.
The third photo is of GATC’s newly expanded 9,600-square-foot weight room, two members, and Joe Talbert, one of the club’s 23 personal trainers. Their smiles and vibrant physical condition say it all. “This photo shows how fit our members are,” suggests Neubert, “and also reflects the fun and rewarding relationships that our staff and mem-bers enjoy with one another.”
GATC’s personal-training and Pilates programs produce $2.5 million in revenues a year.
GATC is clearly a club that any member would love to belong to, and that any club operator would be proud to call their own. “A fellow GM visited us, and told me, ‘I’ve never been to a club that conveys such a sense of community,’” recalls Neu-bert. “I think that’s the finest compliment we could possibly receive.”
All of the GATC photos were taken by Tiffany Levine, the club’s director of sales and marketing.
Untitled-1 1 29/01/2010 14:01:36
THE FIFTH AVENUE CLUB, a 15,000-square-foot fitness and squash facility situated in an office building in modern downtown Calgary, submitted three entries in the CBI photo competition, none of which showed a single piece of workout equipment, group-exercise class, club member, or staffer. And, no, it wasn’t a mistake. In fact, the club had perfectly met the contest’s criteria.
Judges were looking for images that reflected general photographic excel-lence and that provided a clear sense of what the club was all about, and Fifth Avenue’s photos did just that—in a unique and dramatic way.
What, you might wonder, as you look at these photos shot in Belo, a farming, cattle-raising, and subsistence-living community in Southwestern Ethiopia, is Fifth Avenue all about?
“We’re in the business of helping others,” explains Darren Kanwis-cher, the club’s owner and general manager, “and that extends beyond our members.”
The business, which Kanwischer acquired in 1996, has a staff of 16, some 1,000 members, primarily office workers, annual revenues of $1.3 million, and a well-defined moral philosophy. “Fifth Avenue Club is operated with the highest of standards and guided by biblical values,” Kanwischer notes
The first annual IHRSA-CBI Club Photo Competition attracted entries from 57 club companies, representing 72 individual facilities. Many of the contestants submitted photographs that, in a variety of ways, did an excellent job of meeting the competition’s two principal criteria: demonstrating photographic excellence and reflecting the soul of the club—what it’s all about.
Beyond the grand prize winner, the Greenwood Athletic and Tennis Club, the following club companies did the best job, in the judges’ opinion, of communicating their unique story in a clear and compelling way. They are: First Runner-up, the Fifth Avenue Club; Second Runner-up, Crunch Fitness; and Third Runner-up, Retro Fitness. CBI congratulates them all on their achievements.
International Outreach
“We’re in the business of helping others, and that extends beyond our members.”
on the club’s Website. “You’ll see integrity in all that we do—honesty, fair-ness, and ethical, principle-centered behavior that’s beyond reproach.”
That policy is reflected in its relationship with its members, but, a few years ago, its focus on “helping others” also led the club to “adopt” the village of Belo.
In 2007, it initiated the first in a series of efforts to benefit the hard-pressed region, conducting an auction, with all of the proceeds going to Belo. At the same time, it launched an ongoing fund-raising program, contributing $3 of each member’s dues, per month, to Food for the Hungry, Canada, which provides extensive humanitarian services in Ethiopia.
“We’ve committed ourselves to supporting this project until 2011, when the community-development program is scheduled to be completed,” says Kanwischer.
In May of 2008, the club held a 5/10 km charity run for Belo, an event that was reenacted when five members of the staff, visiting the village six months later to assess its progress, witnessed a local 3 km race. The photos submitted were taken by Fifth Avenue and Food for the Hungry personnel during that trip.
“Fifth Avenue is helping to create sustainable development to improve the areas of infrastructure, food supply, health/sanitation, education, organiza-tion, and leadership within the village,” Kanwischer reports. “As a result, the families of Belo will no longer struggle each day to meet their most basic economic, social, and spiritual needs.”
His reason for entering the contest, he explains, was “to encourage other clubs to participate in charity and community work.”
Show Biz Fitness
IN 1989, Doug Levine, a successful stockbroker, but failed actor and standup comedian, who’d fallen in love with aerobics, founded Crunch Fitness. From the outset, Levine’s personality, interest in entertainment, and unorthodox approach to business informed Crunch’s operation. Members and the media were soon using words like imaginative, original, and quirky to describe his growing chain of clubs.
Though the company has changed hands several times since then—it is now owned by two private-
equity firms, Angelo Gordon & Co., and the New Evolution Fitness Company—Levine’s legacy remains intact… and unfailingly fresh.
“We are nurturers. We seek only to encourage, empower, and entertain,” the company’s Website proclaims. “There is no one type. There is no one rea-son. There is no one way. What we are is a diverse community, and what we have is a culture of fun.”
Nowhere, perhaps, is the Crunch philosophy more apparent—and striking—than in its programming.
One of Levine’s first classes was led by a colorful, flam-boyant, and irresistibly inspiring transvestite, and the startling variations haven’t stopped since.
“Every company needs a cornerstone, and, for Crunch, it’s our innovative group fitness,” acknowledges Kelsey Kyro, the public-relations manager for the company, which now numbers 19 facilities in New York City, Miami, Los Angeles, and San Francisco. “We offer numerous forms of cardio, strength-training, indoor-cycling, dance, martial-arts, action-sports, and wellness-based programs, including yoga, Pilates, and meditation…Our most unique offerings include Pole Dancing, AntiGravity Yoga, BodyWeb with TRX, and Boing with Kangoo—just to name a few.”
Two of the latter—AntiGravity Yoga and BodyWeb—are depicted in the dramatic images that Crunch submitted for CBI’s photo contest. The AntiGravity “Wings” class, shot by a Crunch staffer, allows members to “fly” with the help of a flowing fabric hammock. BodyWeb, photographed by Steven Meierding, employs TRX Suspension Trainers to let members push, pull, lift, and lower their bodies, via Spiderman-like moves, to achieve a full-body workout.
Crunch’s third entry, also by Meierding, shows a DJ injecting a bit of “live” musical variety and excitement into the exercise routines unfolding below.
“Crunch is always looking for new ways to help our members get their sweat on,” says Kyro, “whether it’s by introducing new group-exercise classes, partnering with the hottest new Broadway show, or leveraging the latest fitness trends.”
The visually arresting images that its efforts invariably produce also provide the company with distinct marketing and PR benefits. “The CBI contest was a perfect fit for Crunch,” observes Kyro. “We take pride in our unique offerings, and promote them, in large part, through photo-graphs…We’re thrilled to be one of the winners, honored by CBI’s recognition, and excited to be able to share what Crunch has to offer with the industry.”
Show Biz Fitness
“Every company needs a corner-stone, and, for Crunch, it’s our innovative group fitness.”
Fitness: Back in Style
SOME OF US HERE at CBI are, admittedly, children of the 1980s. We remember vividly sitting in a movie theater that rocked with laughter from the beginning to the end of Ferris Bueller’s Day Off.
Now, the ’80s may not be everybody’s favorite decade, but Retro Fitness, an expanding ’80s-themed franchise chain, brings back only the best parts. For example, fitness enthusiasts at its 54 locations can relive the glory of hit movies from that era while burn-ing calories in the clubs’ featured RetroTheatres— big-screen exercise rooms filled with cardio equipment. In addition, its monthly membership fee is a throw-back to 30 years ago—it’s fixed at $19.99 and “guaranteed to never increase.”
As one might imagine, Retro Fitness’ submission to CBI’s club photo competition captures the facilities’ unique and dazzling dynamism, along with the unmistakable spirit of the decade they celebrate. Check out the black-and-white checkered floors; the red-and-yellow color scheme that extends to its custom-designed cardio and strength equipment; and the larger-than-life screen displaying Cameron Frye and Sloane Peterson, Ferris Bueller’s unwitting sidekicks, while enrapt members exercise in the RetroTheatre.
“We really wanted to illustrate what Retro Fitness is all about: a fun, unintimidating experience with a unique ’80s twist,” explains Eric Casaburi, the company’s founder and CEO.
For Casaburi, 35, Retro Fitness is the fulfillment of a lifelong vision and passion. He opened his first two locations, in Manahawkin and Lumberton, New Jersey, in May 2005. The concept caught on quickly in the state, which is also the birthplace of two ’80s music icons—Bruce Springsteen and Bon Jovi. In 2008, the company partnered with Lake Capital, a Chicago-based private-equity firm, to facilitate the brand’s nationwide expansion.
Today, there are 54 Retro Fitness franchised loca-tions, with more than 130,000 members, in nine states along the East Coast, plus 80 more in development.
“The entertainment value, the fun atmosphere, the modern-day technology, and state-of-the-art
equipment—the entire experience—keep people coming back,” attests Casaburi.
The company expects to have 150-180 units in operation by the end of the year, and plans to open 300 clubs, nationwide, over the next three years. System-wide revenues for 2009 are projected at $40 million, an 82% increase over 2008.
Retro Fitness’ photographs were taken by John Christenson, a professional photographer.
“We’re delighted to be one of the winners,” says Casaburi. “CBI is such a fantastic industry resource, and it’s an honor to have our efforts acknowledged within its pages.”
“We really wanted to illustrate what Retro Fitness is all about—a fun, unintimidating experience with a unique ’80s twist.”
60 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 | M A R C H 2 0 1 0 | w w w . i h r s a . o r g
ABS Fitness & Wellness ClubPune, IndiaThe Atlantic Coast Athletic Clubs (ACAC) Charlottesville, VirginiaA.C.T. by DeeseGreensboro, North CarolinaAdelaide Club, Cambridge Group of ClubsToronto, Ontario, CanadaAerobicgarrdenFrederikssund, DenmarkAquafit Fitness & LeisureCampbelltown, AustraliaArena Treningssenter Stavanger, NorwayThe Atlantic ClubManasquan, New JerseyBeacon Hill Athletic ClubBoston, MassachusettsBody Zone-Sports & WellnessWyomissing, Pennsylvania Bosse SportsSudbury, MassachusettsCambridge Club, Cambridge Group of ClubsToronto, Ontario, CanadaCedar Springs Health, Racquet & SportsBurlington, Ontario, CanadaCedardale Health & FitnessHaverhill, MassachusettsCentral Penn Health & FitnessHarrisburg, PennsylvaniaCentrex Sports ClubRedbank, New JerseyCincinnati Sports ClubCincinnati, OhioClub NorthwestGrants Pass, OregonClub Sportif MAA, Cambridge Group of ClubsMontreal, Quebec, Canada
ClubSportSan Ramon, CaliforniaCore FitnessIowa City, IowaCrunch FitnessNew York City, New York (2 locations)Elevations Health ClubScotrun, PennsylvaniaFifth Avenue ClubCalgary, Alberta, CanadaFitness FactoryZuoying, TaiwanSanmin, TaiwanQiazhen, TaiwanFitness Formula, LTD.Chicago, Illinois (8 locations)Frisksis & SvettisStockholm, SwedenGainesville Health & FitnessGainesville, FloridaGold’s Gym International, Inc.Mumbai, India (5 locations)Rohini, West Delhi, IndiaGoodLife Fitness ClubsToronto, Ontario, Canada (2 locations)London, Ontario, CanadaGreenwood Athletic ClubGreenwood Village, ColoradoHockessin Athletic ClubHockessin, DelawareHoustonian Hotel, Club & SpaHouston, TexasIn-Shape Health Clubs, Inc.Stockton, CaliforniaTracy, CaliforniaCeres, CaliforniaInternational Monetary Fund Fitness CenterFalls Church, VirginiaLifeCenter PlusHudson, OhioLifeWorks FitnessMiddleburg Heights, Ohio
Medifit Corporate Services, Inc.West Valley City, UtahMidtown SanctuaireChicago, IllinoisO2 MAX FitnessSanta Monica, CaliforniaOne2One BodyScapesBoston, MassachusettsPacific Athletic ClubRedwood City, CaliforniaSan Diego, CaliforniaPura Vida Fitness & SpaDenver, ColoradoRenaissance ClubSportAliso Viejo, CaliforniaResults FitnessNewhall, CaliforniaRetro FitnessNeptune City, New JerseySanta Barbara Athletic ClubSanta Barbara, CaliforniaSNAP FitnessCatskill, New YorkSound Mind & Body GymSeattle, WashingtonSynergy Health & FitnessExeter, New HampshireTELOS Fitness CenterDallas, TexasToronto Athletic Club, Cambridge Group of ClubsToronto, Ontario, CanadaWavehouse Athletic ClubSan Diego, CaliforniaWest Wood Health & Fitness CenterPewaukee, WisconsinWestern Athletic ClubsLos Gatos, CaliforniaSan Francisco, CaliforniaWorld Class Fitness ClubsMoscow, Russia (2 locations)World Gym International, Inc.Taichung, TaiwanXanadu Health Club, Inc. Lakeshore, Ontario, Canada —|
CBI would like to personally thank the 57 club companies, representing eight different countries, that participated in the first annual IHRSA-CBI Club Photo Competition. The initiative, time, and effort that they invested by entering is very much appreciated. All of the contestants are duly acknowledged below. In addition to the top four winners featured in this issue of the magazine, other winners—of Awards of Merit and Awards of Distinction—will be announced and spotlighted in future issues of CBI.
IHRSA-CBI CLUB Photo
Competition:The Contestants
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Winning In Any Economy
Business Week
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Winning In Any EconomyGood service, of course, is not an optional, occa-sional, or cyclical requirement for business success. It’s essential, fundamental, ever in demand, and always in season. Academics, corporate leaders, and industry observers—such as McGregor and author Malcolm Gladwell, a featured presenter, this month, at IHRSA’s 29th Annual International Convention and Trade Show in San Diego—agree that service is always indispensable for survival.
The problem, as McGregor suggests, has to do with the disconnect between theory and professed commitment… and the actual practice.
What constantly amazes me is how few companies, including many in the health and fitness industry, really “get it.”
Get what?Striving to “knock people’s socks off”
each and every time they walk through the front door is not only, intuitively, the right thing to do to succeed in any busi-ness. It’s also the critical characteristic that creates the wide gap, in both top- and bottom-line performance, between clubs that are willing to settle for cus-tomer satisfaction and those that strive diligently to reach a higher goal—that of member loyalty.
What’s the difference between satisfaction and loyalty? It’s dramatic! Business guru Jeffrey Gitomer answered the question succinctly with the title of his 2001 book: Customer Satisfaction is Worthless; Customer Loyalty is Priceless.
In the case of a health club, attaining member satisfaction means meeting member expectations—minimally. There’s no memorable “WOW” experi-ence. The member doesn’t feel special or valued.
And there’s no assurance that they’ll remain a member if a competitor offers a more attractive price or more appealing product.
Achieving member loyalty, on the other hand, requires that a club exceed member expecta-tions. It must deliver a memorable experience that, on a regular basis, thrills the member. If it does so, the member will feel truly valued— like the most important person in the world; will
be less sensitive to competitors’ tempting entreat-ies; will be a long-term customer; and will proac-tively refer friends, relatives, and coworkers to the club.
Gitomer’s book reaffirms everything that I’ve seen, heard, and learned about exceptional service during my years in the fitness industry. But, as I observed at the outset, a lot of clubs still haven’t gotten, or heeded, the message. The question they
have yet to answer is: How do you foster a corporate culture that focuses intently, nearly single-mindedly, on cultivating member loyalty? To my way of thinking, there are seven basic requirements that a club has to meet:
1. The process must start with an unwavering commitment by the club’s owners and senior management.
2. The club must hire people who have a passion for serving members exceptionally well that’s ingrained “in their DNA.”
3. It must train and develop staff to work with members to develop “best practices” based on the members’ wants—not on the club’s convenience or priorities. Everything that informs the member experience—whether it’s something written, spoken, or acted upon—must reflect and address their needs. Ask your-self: “If I were a member, what would WOW me?” Ask your members what would WOW! them… And keep on asking them.
4. Don’t allow staff to use the word “policy.” In virtually every case, 99% of the time, when a member hears that word, they know they’re about to receive an excuse—a reason why they can’t have what they’ve requested. Train employees to solve problems in innovative ways, making it possible, in most cases, to say “yes,” instead of “no.” And, when the club simply can’t comply, have staff use sensitive, diplomatic language to explain why.
5. Coach staff to help them view a situation involving angry members as an oppor-tunity to convert them into members-for-life. Train them how to use “mirroring”—acknowledging, accepting, and respecting the member’s position—to defuse their anger and, then, go the extra mile to surpass their expectations.
6. Ask for examples of memorable experiences and surpassed expectations at every staff meeting and make them part of the club’s culture. Develop metrics that hold employees accountable for orchestrating such magic moments, and give credit to those who do with “purposeful recognition” and rewards.
7. Don’t trim expenses for a short-term financial gain if it will have a negative impact on the delivery of quality service. In the long run, the savings will be more than offset by lost revenues and reduced profits.
@
The very significant revenue and bottom-line benefits produced by a loyalty-centric business are the result of a number of factors:
1. It’s far less expensive to keep a current member than to acquire a new one.
2. Positive word-of-mouth by loyal members generates more customers than cold-calling or other lead-generation efforts… and it’s free.
3. A negative member experience will be communicated to at least 10 people and, sometimes, many more, resulting in the loss of viable prospects.
4. The lifetime (financial) sales value (LSV) of a loyal member can last for as long as 20 years, and be compounded by the cumulative LSV of all of the new members they refer.
And, today, given the incredible, not yet fully realized, potential of the digital envi-ronment, the ramifications involved in creating loyal customers become even more important. In this new social-networking environment, individuals who find a loyalty-oriented club that consistently exceeds their expectations will spread the word virally to hundreds, if not thousands, of potential new members via e-mail, YouTube, Facebook, and Twitter.
In his multimillion-copy best-seller, The Tipping Point: How Little Things Make a Big Difference, Gladwell makes a strong case that there’s “… a magic moment…(when an) idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire… So, too,” he writes, “can a small, but precisely targeted push cause… the popularity of a new product…” to explode.
For clubs, that “magic moment” occurs when a satisfied client becomes a loyal customer. But only you can target the effort.
– Howard Wasserteil can be contacted at 952-288-5567 or [email protected].
satisfied
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Credit bureau reporting
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Dedicated outbound call center
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Up to the minute web reports
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If you consider the findings of the 2009 IHRSA Profiles of Success, published in December, lead-ing club operators entered 2009 in decent shape, compared to the previous year.
“Overall, in 2008, club revenues totaled $21.2 billion, a 4% increase over 2007, and membership increased by more than 10%,” points out Melissa Rodriguez, IHRSA’s research manager. “In addition, the survey sample reported 2.6% overall growth in median revenue. Non-dues revenue, as a percentage of total revenue, weighed in at a healthy median of 30.4%.”
John McCarthy, IHRSA’s executive director emeritus, agrees. “Comparing 2008 with 2007, many of the fig-ures—for membership revenues, nondues revenues, membership, and earnings before interest, taxes, depre-ciation, amortization, and rent (EBITDAR)—all increased, and those increases were quite good.”
Dave Remick, a senior vice president at Imperial Capital LLC, a full-service banking firm based in Los Angeles that follows the industry, observes that there have also been some promising bright spots in an oth-erwise dismal economy.
“From November ’08 through summer ’09, mem-bership revenue faced downward pressure from higher attrition rates and declining new-member fig-ures. Nondues revenues declined as people scrutinized their discretionary spending more carefully,” says Remick. “However, while members who weren’t using their club departed, usage rates were up among the remaining members, many of whom turned to exercise as a stress reliever. It’s also worth noting that every operator has cut expenses wherever possible, which has led to better-than-expected results with respect to earnings before interest, taxes, deprecia-tion, and amortization (EBITDA).”
Analysis and reporting aside, as McCarthy posits, “The question now is, what can clubs learn from this to help them in 2010?”
Really?CBI’s experts reflect on the results in this year’s Profiles of Success… and suggest what to expect in 2010
“For starters, club operators need to understand how they stack up against their successful peers in the industry,” suggests Rodriguez. “Profiles of Success allows them to benchmark their club’s performance on many key operational metrics. It’s clear from the results that the stronger operators have used the recession as an opportunity to improve their business practices.”
The Workbook section of Profiles of Success makes it easy for owners and operators to compare their club’s perfor-mance with that of leading organizations. After doing so, they can then revisit and review the factors that are critical to run-ning a successful fitness business—e.g., increased club usage, sound cost con-trols, solid member retention—that remain applicable regardless of the state of the economy.
Industry experts confirm and endorse the insights that a reading of Profiles of Success provides.
“Stay focused on core operations,” advises Pete Moore, a principal and head of the active lifestyle and wellness practice at Sagent Advisors, Inc., an investment-banking firm based in New York City. “Use e-mail marketing and digital media to attract and keep your members. Grow at a pace you’re comfortable with. Don’t over-leverage your company to the point that you can’t sleep at night.”
“Manage better, quickly cutting expenses and programs that aren’t needed, rather than waiting until next month,” suggests Rick Caro, the president of Management Vision, Inc., a prominent industry consult-ing group based in New York City. “Don’t wait for things to get worse. When you think you’ve cut to the bone, there’s prob-ably still another 5% or 10%, or more, in expenses that you can eliminate. Work hard to maintain or improve your EBITDA or EBITDAR number.”
– Patricia Amend, [email protected]
PROFILES OF SUCCESS
2009 Profiles of Success
Profiles of Success
Really?
“Manage better, quickly cutting expenses and programs that aren’t needed… When you think you’ve cut to the bone, there’s probably still another 5% or 10%, or more, in expenses that you can eliminate.”
2009 IHRSA Profiles of Success
The 2009 IHRSA Profiles of Success, from which the following excerpt is drawn, paints a distinctly positive
picture of the industry’s performance in 2008. Integrating information from IHRSA surveys on club operations and consumer behavior, this report demonstrates that clubs—a lingering recession notwithstanding—are con-tinuing to “hang tough.”
Long thought to be a recession-resilient industry, North American fitness clubs held solid ground in 2008. In the U.S. and Canada, health club revenues totaled $21.2 billion for more than 33,000 commercial and nonprofit facil-ities serving over 50 million members. In the U.S. alone, members attended their clubs an average of 101.2 days per year, reflecting the industry’s utility in helping consumers “sweat away” concerns and worries about the cur-rent economic recession.
In spite of the industry’s success in 2008, the club sector, like any other industry, is not entirely recession-proof. However, solid club-companies led by savvy operators found success by occupying specific niches and employing sound management strate-gies. Business models ranging from national fitness-only multi-chains to niche-specific franchises have achieved and maintained a healthy bottom line regardless of the economy. Although cash-strapped, consumers
continue to attend clubs, participate in club activities, and invest in nondues programs, indicating the important role of exercise for the North Ameri-can public.
IHRSA’s Quarterly Index survey of 14 leading U.S. health and sports club companies, representing 183 club locations, indicated overall improved
performance in 2008. Total revenue for clubs increased by an average of 12.3%, with membership and non-dues revenues improving by 12.2% and 12.7%, respectively. Participating clubs also reported an average increase of 9.3% in earnings before interest, taxes, depreciation, amorti-zation, and rent (EBITDAR) for 2008.
Nonetheless, the first quarter of 2009 posed challenges for Index participants. Eighteen leading club companies, representing a total of 530 facilities, reported struggling performance in the first quarter of 2009 relative to the first quarter of 2008. Total sales decreased by 3.6%, and membership and nondues rev-enue dropped by 1.0% and 8.1%, respectively.
In spite of overall wavering perfor-mance, select clubs reported improve-ments. Most respondents (56%) reported increases of over 1.0% in total membership accounts, while 33% reported similar increases in total
membership dues revenue. In com-parison with the fourth quarter of 2008, participants reported growth in total sales, membership dues, and nondues revenue, with nondues sales up by 16.6%. Consecutive quarterly growth points to the industry’s resil-ience in maintaining performance in the midst of an economic downturn.
Overall, IHRSA’s Quarterly Index reported steadily improving perfor-mance over the first six months of 2009. When compared to the first quarter of 2009, IHRSA Index clubs reported increases in select club per-formance metrics for the second quar-ter of 2009. Total revenue increased by 0.2%, nondues revenues improved by 2.8%, and EBITDAR soared by 7.0%. Additionally, EBITDAR as a percent of total revenue improved. In the second quarter of 2009, EBITDAR was 30.7% of total revenue, while first-quarter 2009 EBITDAR was 26.0% of total revenue.
The year 2008 also proved to be a successful year for publicly trade companies within the industry. The three publicly traded health club firms also occupy distinctive niches. Ranking high on IHRSA’s Global 25 list, Life Time Fitness (NYSE: LTM) reported revenue of $770 million in 2008, an increase of 12% from the previous year, 147% from 2004. This multipurpose, resort-like club com-pany services more than 500,000 memberships through its 81 clubs. Revenue in 2009, combined for the first and second quarters, amounted to $419 million, on pace to exceed revenue from last year.
Town Sports International Holdings, Inc. (NASDAQ: CLUB), a multi-club chain concentrated in urban and sub-
Total revenue for clubs increased by an average of 12.3%, with membership and nondues revenues improving by 12.2% and 12.7%, respectively.
Really?
urban markets, reported $507 mil-lion in revenues for 2008, a growth of 7% from 2007. Town Sports Inter-national (TSI) had 164 club locations and over 500,000 members in 2008. First and second quarter earnings for 2009 exceed $250 million.
Health Fitness (AMEX: FIT), a pub-licly traded club company offering corporate fitness programs and man-agement, generated $78 million in 2008, representing 11% growth from 2007. With over 300 corporate clients, this club company served 225,000 members in 2007. For the first and sec-ond quarters of 2009, Health Fitness reported revenues of $38 million.
The year 2008 proved to be a challeng-ing one for the business marketplace,
considering the surrounding economy. Business owners and entrepreneurs contended with limited credit for cap-ital expenditures and a consumer populace reluctant to spend their lim-ited discretionary income. Rising unemployment rates and decreased employee salaries and wages posed a challenge for a lucrative health club industry that has historically engaged affluent consumers. Legislative discus-sion on healthcare reform provided the industry with a unique opportunity and challenge to attract consumers in need of physical activity.
Despite these challenges, IHRSA’s 2009 Industry Data Survey respon-dents, overall, posted solid growth and club performance. From 2007 to 2008, participating clubs reported revenue growth of 2.6%, with median total
revenues having increased from $4.17 million to $4.32 million per club. Non-dues revenue also improved by 0.5%, as revenue per individual member increased by roughly 5%, from $761.84 to $801.76. Having proactively employed cost-management initia-tives, respondents, overall, reported a median EBITDA of 18.2%, up 0.9% from 2007. The ability of strong clubs to increase revenue and control costs attests to the resilience of the industry in a downtrodden economy.
Member retention is one of the pri-mary goals of a health club, especially when new-member acquisition may be particularly challenging. This year’s sample of responding clubs managed to attain solid retention rates, at 72.4% for all clubs, and attract new mem-bers, indicated by a net membership growth of 4.2% for 2008. This year’s sample outperformed respondents, overall, to the 2008 Industry Data Sur-vey in this regard, as all clubs reported a median 1.9% membership growth from 2006 to 2007. Furthermore, the annual account-replacement ration for this year’s respondents ranked higher than last year’s sample, at 1.61 versus 1.29. Hence, this year’s sample added 161 accounts for every 100 cancelled accounts.
In the U.S. and Canada, revenues totaled $21.2 billion for more than 33,000 commercial and nonprofit facilities.
Advisors and investors in health y,
active and sustainable living
SOFTWARE • BILLING • MEMBER SERVICES
C L U B M A N A G E M E N T S O F T W A R E
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Convention and Trade Show
Exercise ClassesTrade Show
Early Morning Workouts & Exercise ClassesTrade Show
Early Morning Workouts & Exercise ClassesTrade Show
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The GymWipes/CareWipes product lines provide full-spectrum sanitation, premium cleansing, and protection for all equipment surfaces with no alcohol or phenol. The wipes come in 700-1,200 counts and are available in buckets and refills with dispensers and stands.
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These 3-D drawings and fly-throughs have helped launch leading club companies, such as Gold’s Gyms, Hockessin Athletic Club, Anytime Fitness, and many more. Contact the company about how its 3-D virtual gym can help launch a successful club.
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3M will be exhibiting durable and reliable touch technologies for fitness machines and touch-screen displays for fitness club systems.
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A-1, in business for 30 years, provides Golden Mills Towels for every level of property, with seven quality levels to choose from, and six distribution points nationwide. Contact A-1, an IHRSA associate member company, to obtain free samples.
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AB COASTER, LLC, markets the award-winning Ab Coaster line of abdominal exercise equipment. The Ab Coaster features a patented, curved-track design to provide a fun and effective abdominal workout.
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ABC Financial is a business-solutions provider that specializes in software and billing systems for the fitness industry. Companies that are ready to increase their draft and improve their financial health should visit its booth at the IHRSA trade show.
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Strengthen member acquisition and retention through ActiveRewards sampling and sponsorship opportunities. ActiveRewards has provided free samples to its network of 6,000 health and fitness facilities since 1990.
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Admiral Furniture is a manufacturer of commercial outdoor furniture. Its products are manufactured to the highest specifications, using American-made raw materials, in the company’s plant in Apopka, Florida. See what Admiral Furniture has to offer at the trade show.
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This industry leader has introduced its ground-breaking Personal Trainer Certification Online course—it’s credible, convenient, third-party monitored, authenticated-written, and practically tested. Live instructor sessions are included.
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AAC is one of the industry’s premium full-service billing, collections, and management software companies. It serves facilities of all sizes and business models, offering a variety of options to help improve retention and knowledge of a club’s members.
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Airex exercise mats and balance products are the No.1 choice of many health clubs around the world. Visit the company’s booth to learn about the next generation of its BeBalanced exercise program.
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Alexandave is a 30-year-old qualified manufacturer of weight-training and fitness accessories, with its own factory in Taiwan, China. It produces high-end PU/rubber/casting plates, dumbbells, barbells, etc., as well as new products.
Philadelphia Insurance Companies (PHLY) subscribe to the belief that fitness is a key ingredient to wellness. Because we practice physical fitness in our lifestyle and have specialized in this growing industry, we understand how to provide broad-form insurance coverage for health clubs and fitness centers across the United States. For all your health and fitness insurance needs, visit our website www.phly.com.
General Liability | Professional Liability | Property | Auto | Crime & Fidelity | Umbrella/Excess Crisis Management | Loss Control Services
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800.873.4552 PHLY.com
Philadelphia Insurance Companies is the marketing name for the insurance company subsidiaries of the Philadelphia Consolidated Holding Corp., a Member of the Tokio Marine Group. Coverage(s) described may not be available in all states and are subject to Underwriting and certain coverage(s) may be provided by a surplus lines insurer. Surplus lines insurers do not generally participate in state guaranty funds and insureds are therefore not protected by such funds. | © 2010 Philadelphia Insurance Companies
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All Brands Vending is the largest and oldest manu-facturer of vending equipment. It offers new and refurbished equipment, with 100% leasing available. Its offerings will enable clubs to collect the profits from members’ vending-machine purchases.
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Since 1962, Am-Finn has provided design-build and renovation services to health clubs and recreation facilities across the country. The company specializes in saunas and advanced hybrid steam rooms.
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ACSM offers core and specialty fitness certifica-tions that cover the entire continuum of care. The ACSM Club Connection Program makes educating and certifying a club’s fitness professionals easy and affordable by providing valuable discounts on certification, study materials, and workshops.
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Discover ACE’s unique online Fitness Service Specialist Course, which helps each person on a club’s team to deliver the highest level of customer service and be adept at assisting members with basic health- and fitness-related questions.
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American Specialty Health is a personal health-improvement company that offers fitness facilities the opportunity to participate in discount and insurance-reimbursement programs, such as Silver&Fit, Active&Fit, and ChooseHealthy, for free.
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Clubs can optimize training by linking ANT+ digital watches to cardio consoles to collect, track, and transfer vital data. Information flows to and from equipment—simply, seamlessly. It’s proven, practical, and in gyms right now.
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With 1,300 clubs, Anytime Fitness is the No. 1 coed fitness club chain in the world. The reasons: tremendous franchisee support, low labor costs, state-of-the-art technology, and a recession- resilient business model. Hundreds of new clubs will be opening in 2010 and 2011.
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Since 1994, Apex has provided the industry with high-quality nutritional products and bodybugg, a state-of-the-art calorie-management system that revolutionizes weight control. Using Apex’s Busi-ness Solutions, clubs can enhance their service offerings and, at the same time, transform their business-revenue-generating machine.
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ASF offers a billing solution that increases a club’s cash flow and adds the flexibility needed to run a business successfully. Its processing and collections, software, and marketing programs can be tailored to meet any club’s requirements.
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Aspen’s Visual Clubmate software suite provides powerful member-management, check-in, A/R, POS, inventory, EFT, club rewards, credit book, DecisionMate, scheduling, logging, fitness testing, and exercise prescription, designed for managing the needs of today’s member-based facilities.
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The Association Insurance Group has been a leading provider of insurance products for the health club industry since 1995. With over 4,000 clubs insured, the Association Insurance Group offers extremely competitive rates, complementing its reputation for legendary customer service.
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offers a monthly magazine for owners and operators of athletic, recreation, and fitness facilities and the Athletic Business Conference & Expo, to be held December 1-4, 2010, in San Diego.
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Athletix Disinfectant Wipes kill common bacteria and viruses, such as STAPH, MRSA, and VRE, and are safe for surfaces, such as metals, plastics, Formica, vinyl, glass, wood, porcelain, and paint. EPA-registered in all 50 states, the wipes are ortho-phenylphenol-free, bleach-free, ammonia-free, and alcohol-free.
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The E-mic Fitness microphone headset is a noise-canceling microphone that can be used in the most acoustically challenging rooms. Available in multiple colors, E-mics are compatible with Shure, Telex, A-T, Samson, AKG, Nady, Sony, Sennheiser, Fitness Audio, and other brands of transmitter packs.
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The CG6000 provides a total-body cardio and strength workout, simultaneously. It features an animated personal trainer who demonstrates workout moves and monitors repetitions and elapsed time. The unit includes a reversible recumbent bike and built-in pulley system.
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AVID Fitness is a leader in disposable and reus-able headsets. Manufacturing since 1962, AVID cur-rently supplies many luxury-hotel fitness centers, spas, independently owned gyms, and corporate health club chains, specializing in custom designs.
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Balanced Body, provider of Pilates equipment, education, and more, will be exhibiting its latest Pilates products, plus the new CoreAlign system. Part mind-body, part cardio, and totally unique, CoreAlign is changing the face of functional training—try it at the company’s booth.
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Having celebrated its 100th year in 2009, BH con-tinues to expand in North America. Visit its booth to check out the T11 treadmill and other award-winning cardio and strength-training equipment. All are built with simplicity, beauty, and durability.
Register byApril 12, 2010
at www.medicalfitness.org
REGISTER YOUR FACILITY, ORGANIZATION OR COMMUNITY TODAY!
National Walking ChallengeWays to Participate:
Health fairs Educational seminarsDemonstrations Open HouseLocal school activities Fun runs/walks
PAC
E
6th Annual Medical Fitness Week:
MFA merging healthcare with the fitness industry.A community of professionals making a difference...setting the PACE
romote physical activity and healthy lifestyle habits in all ages
ffirm your commitment to impact the health status of those you serve
hallenge your community or organization to join the National Walking Challenge and walk 70,000 steps in 7 days
ncourage participants to raise funds forlocal health-related programs and services
Negative Training Made Easy
Negative training made easy
Featuring the Concept 3-1-5
For further information: [email protected]
The search for strength-training equipment that adds smooth resistance on the negative – productively and safely – has now ended. X-Force provides a precise, patented solution for improved results.
X-Force machines feature a radically different design with tilting weight stacks that add 40-percent more resistance to thenegative phase of each repetition. Adding 40 percent to the negative makes a significantly deeper inroad, as compared to a traditional-style repetition, and allows a trainee to achieve momentary-muscular failure in less time. For best results, each repetition should be performed with a count of 3 seconds on the positive, 1 second static, and 5 seconds on the negative. Think 3-1-5 on each repetition for maximum benefits.X-Force machines apply to advanced conditioning and for all types of general health and fitness purposes. They provide an excellent way to get fit and stay in shape. Once you exercise with X-Force, you will be forever changed. See the new series of 14 X-Force machines, try 3-1-5, and experience the future of strength training . . . at IHRSA stand # 1231.
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Biometrics will feature two new products, Fit4Kidz and My Diet & Exercise Coach, during the trade show. Fit4Kidz is an online community for children that emphasizes nutrition and exercise. My Diet Coach, integrated with My Exercise Plan, is a weight-management solution.
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Biospace is a pioneer in the field of body-composi-tion analysis. Its InBody line of analyzers is being used by many of the nation’s top fitness franchises, universities, doctors, and professional sports teams.
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BiPro unflavored whey protein isolate is 100% natural, fat-free, sugar-free, and lactose-free with zero grams of carbs. BiPro provides 20 grams of protein per serving, is gluten-free, and is NSF Certified for Sport—a great addition to chocolate milk or a smoothie.
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Come see the new Endurance by Body Solid E5000 commercial, self-generating elliptical trainer. The E5000 offers a comfortable 21” stride, advanced programming, and is designed with patented, center-drive technology.
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BOSU—Balanced On Simple Utility. Its products aren’t complex; they invite innovation from the professionals who use them. Discover the versatility that lies in simplicity. Coming soon: visit www.bosu.com for free educational content and video.
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Broadcastvision HD500 Superbright Digital TV is a personal viewing screen engineered for the fitness industry with a 17" widescreen, optional iPod con-nectivity, energy-efficient auto shut-off, and multi-ple future-proof input options, such as HDMI. It’s inexpensive and designed with a protective shield.
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CalU offers online master’s and bachelor’s degrees in exercise science and health promotion. Four distinct master’s tracks are available: fitness and wellness; sport performance enhancement; rehabilitation science; and sport psychology. CalU has been accredited for more than 50 years.
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THE ONLY FITNESS + NUTRITION PLATFORM
FUELED BY DIESEL.
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Celsius’ Original Calorie Burner Drinks and Packets are healthy everyday refreshments that taste great. Celsius has been shown to burn 100 calories, on average, by raising metabolism, and by helping increase loss of fat mass and gain of muscle mass.
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Centaur Floor Systems has been selling recreational, fitness, and athletic flooring systems for over 20 years. Our goal is to provide the best products, best service, best warranty, and greatest variety in the industry.
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Clean Holdings offers The Cleaning Station: a sleek, freestanding station from which members and staff sanitize equipment, stopping the spread of germs. It features wet and dry wipes, shelves for disinfectant, wastebasket, and hand sanitizer —all in one!
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is a local and national direct-mail advertising and marketing publication. Offering coupon deals and savings, is unlike any other advertising medium. It can provide clubs with anything they need to reach their customers effectively.
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is a monthly print and digital magazine, with two trade shows, a Website, and e-newsletters covering the news and trends related to for-profit, nonprofit, corporate, university, government/military, and hospital-based fitness facilities.
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is now celebrating its 17th year of publication. Publisher Norm Cates was IHRSA’s first president and cofounded the association in 1981. Cates “tells it like it is” and pulls no punches when providing coverage and commentary to club owners and operators.
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Clubs can increase their teams’ sales skills with Casey Conrad’s new Internet video sales training program. With both new-employee and advanced materials, a club's entire team will remain chal-lenged and motivated. Stop by its trade show booth for a free trial card.
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The new Concept2 SkiErg offers total-body exercise, employing motions from the sport of Nordic skiing. Stop by Concept2’s booth for a demo or to attend the early-morning workout on Friday, March 12, at 8:35 a.m.
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Courtclean is an incredibly effective, easy-to-use system for cleaning sports floors. The 6' model is ideal for health and fitness facilities. Courtclean improves performance, reduces maintenance costs, helps prevent slips and falls, and kills germs and bacteria.
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C + P will be exhibiting a number of new locker innovations, including Prefino, which offers smooth interior walls and a wealth of adaption possibilities, and Resisto, which features assem-bled box lockers with tamper-proof doors and three different depths/compartment dimensions.
Stuck between a rock and a hard place?
Call a specialist.
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Searching for promotional products can be time-consuming, overwhelming and heavy on the budget. ActiveXL Promotions has the
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“We’ve truly enjoyed working with ActiveXL Promotions. From the moment we request samples to the moment the final product is delivered, the ActiveXL staff is always very professional and eager to help. Their dedication to value, attention to detail and reliably quick turnaround have become invaluable to us.”
— Liz Bianchi, Marketing Director, Iron Grip Barbell Company
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Creative Fitness Marketing generates new mem-bers for health and fitness clubs via professional, powerful, and internationally proven advertising campaigns. CFM invests all of the time, money, and resources required to enroll 200-700 new mem-bers, and works on a commission-only basis.
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Creative Health Products has a history of 33 years of excellence, supplying brand-name fitness testing and assessment products at discount pricing. The company’s experienced staff offers knowledgeable advice and outstanding service.
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Creative Agency Group offers National Club InsurPak Business Owner’s Policy and National Workers’ Compensation Dividend Safety Group Program, both underwritten by Liberty Mutual, available at very competitive premiums, and offering coverage specifically for the health, fitness, and racquet sports industry.
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CSI Software is a leading provider of club management software, membership management software, and services designed for health and fitness clubs; campus recreation centers; wellness centers; JCC, YMCA, and YWCA organizations; parks-and-recreation departments; and hotel and fitness resorts.
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The new CYBEX 750 series of products includes the category-creating Arc Trainer, a world-class treadmill, and an equally impressive new bike line, which includes a recumbent and upright cycle.
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Decade Transmitters, Inc., is a Canadian manufac-turer of professional-grade, low-power FM trans-mitters that broadcast in the commercial FM band (88.1 MHz to 107.5MHz)
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Since 1996, DietMaster Pro software has been pro-viding fitness, medical, and wellness professionals with registered-dietitian-designed menu plans and grocery lists for clients in minutes. Nearly 100 plan categories are available, including fitness and per-formance, heart healthy, disease prevention, and weight loss.
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Digilock electronic locks offer both day-use and assigned-use locks for lockers and cabinets. Users access their belongings with a user-selected, four-digit code or an ADA-compliant user key, while management has access with electronic, manager bypass keys.
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DINOFLEX is pleased to present its STRIDE Fitness Tile. Made from recycled tire rubber, it pro-vides even more durability so club operators can meet the heavy demands made on their facilities. DINOFLEX puts a little pride in every STRIDE.
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dotFIT’s world-class supplements, meal replacements, and online nutrition and fitness program help operators connect the dots between their club and their customers, resulting in increased member retention, longer commitments, higher margins, and enhanced customer loyalty.
6801 LAKE PLAZA, SUITE 105-A, INDIANAPOLIS, IN 46220TEL: (317) 849-6181 FAX: (317) 842-5384 ©2008 FITNESS FLOORING, INC.
THE FIRST BAMBOO FLOORING DESIGNEDFOR GROUP FITNESS AND YOGA STUDIOS.
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New high-performance Zenterra bamboofitness flooring is great for your business,
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is extraordinarily easy to install and maintain.
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THEBRING DOWN!"#$%&
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GET THE PARTYCOMMUNITY GROW
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IT BRINGS PEOPLE TOGETHER.
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building a deeply rooted community in your gym.
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The company delivers rock-climbing wall systems to the club industry. With its experience and expertise, Eldorado works with clubs to create a turnkey climbing wall that’s visually stunning, offers exceptional climbing, and complements a facility’s architecture and traffic flow.
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Entre Prises, established in 1983, is a world leader in artificial climbing structures. It’s built more than 5,000 walls worldwide. With eight different wall types to choose from, Entre Prises has a solution to meet any club’s needs and budget.
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ERC supplies a wide range of athletic towels. Popular choices include hand and bath towels with a green, gold, or blue center stripe. White and solid colors are also available. ERC also supplies pre-saturated equipment wipes and dispensers.
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Everlast Sports Nutrition offers a complete line of supplements, bars, and beverages that have been scientifically developed for serious athletes and fitness-minded consumers. Its new products include: E-DRENALINE Energy Shots; Energy Bars; Women’s Multi and Men’s Multi; and post-workout recovery supplements.
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Everlast Sports Surfacing with Nike Grind is made in the USA from recycled rubber and can contribute toward earning eight LEED points. Everlast is ideal for weight rooms, cardio areas, and Spinning rooms, and even offices, corridors, and multipurpose rooms.
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EZFacility’s management software allows clubs to manage memberships, schedule personal trainers and instructors, generate payroll, and provide members with online scheduling, registrations, bill payment, and more. Clubs can attract new mem-bers and increase their profits with EZFacility.
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With 36 years of industry experience, First Service offers superior-quality flooring (for weight rooms, aerobics, locker rooms, and gymnasiums); athletic equipment (for basketball, volleyball, tennis, wall padding, divider curtains, and scoreboards); and club furnishings (lockers, benches, stools, and bleachers).
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Fiserv is a trusted club-management software pro-vider with 30 years of industry experience, serving more than 7,500 clubs, worldwide. Providing a total approach to growth, Fiserv also offers EFT/POS processing and outsourced billing. With Fiserv, clubs have unrivaled power to perform.
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Fit Rewards offers a rewards program that provides member motivation, develops member loyalty, increases referrals, boosts profits, and enhances brand image. Points earned are easily redeemed online for brand-name merchandise, club embroi-dered apparel, and in-club services.
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Get members in shape with TRX R4, a fully supported, pre- and post-launch solution for TRX group training. This solution includes the individualized TRX Sus-pension Training Zone, customized programming, on-site staff training, and dedicated, ongoing staff, trainers, and marketing support.
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“Fit for Use for Fitness” is Fitness Audio’s new CD/USB player with pitch control and continuous-play features. The company will also be exhibiting its new wireless entertainment systems, sweat-resis-tant microphones, aquatic systems, easy-to-use mixers, portable sound systems, and more.
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Fitness Flooring offers a total solution for quality sports surfaces for virtually every room in a club. The company has been serving the industry for more than 25 years, and its products have been installed in thousands of clubs throughout North America.
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Fitness Insurance has specialized in health club coverage for 25 years, insuring 1,500 gyms across the country. It offers coverage for property, general liability, workers’ compensation, employment prac-tices liability, umbrellas, bonds, directors and offi-cers liability, and errors and omissions liability.
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Fitness Pak is a specialized division of InterWest Insurance Services, Inc., that serves the unique insurance and risk-management needs of the health and fitness club industry. 2010 marks its 24th year of exhibiting at IHRSA’s convention and trade show.
Discover Power Plate® for yourself at: IHRSA booth #921
Arm Yourself.Owning a health club is a challenge. To excel, you need an arsenal of tools that keep members engaged and coming back for more. Power Plate® Acceleration Training™, with new pro-MOTION™ cable technology, delivers a complete workout – including stretch, strength and massage – in under 30 minutes. Contact us today to arrange a private demonstration at your facility or an upcoming show.
30 min
powerplate.com877-87-PLATE
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Fitness Wholesale is a super resource for fitness professionals. It offers competitive pricing on a wide array of exercise, strength-training, and rehab products; dedicated and knowledgeable customer service; and nationwide one- or two-day delivery on most orders.
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Flexco is a resilient flooring partner with over 60 years of experience, along with the determina-tion and the dedication needed to help flooring visions become realities.
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Having succeeded with its FLEXI-BAR and XCO-Trainer products in many European fitness facilities, Germany’s FLEXI SPORTS is now ready for the U.S. market. Its intelligent training tools provide exciting opportunities for clubs of all formats.
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FreeMotion Fitness, the commercial division of ICON Health & Fitness, affords all of the benefits of a globally connected company, yet stands indepen-dent. Building on ICON’s heritage of innovative products, FreeMotion Fitness offers a customized, personal approach to working with customers.
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Garmin is revolutionizing the way people exercise. In addition to providing speed and distance information via its Forerunner models, it also integrates with heart-rate, fitness-equipment, and body-composition platforms.
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iGo Figure Membership & Business Management Software is used by clubs worldwide. This easy-to-use software manages everything clubs need for easy operations and an improved member experience, resulting in greater profitability. Free training, sup-port, and upgrades are available.
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Gold’s Gym opened in Venice Beach in 1965. Today, the company franchises over 650 gyms, in 43 countries, serving nearly 4 million members. It also licenses its name for products, such as fitness equipment, accessories, and sportswear.
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The Gopher Performance catalog contains all of the high-quality products and solutions clubs and trainers need to help members and clients achieve new levels of physical conditioning and athletic performance.
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GP Industries is proud to be the only American company to have a full line of free weights in kilo-grams. Dumbbells feature a solid head urethane design from sizes 2-60 kg. Urethane Olympic Plates available in 20, 15, 10, and 5 kg sizes.
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efi Sports Medicine introduces its newly redesigned dual-ring PlyoRebounder, which permits heavy-weighted, upper-body plyometric training at variable angles, and also supports jumping and jogging in the flat position. The new PlyoRebounder returns the ball perpendicularly to the mat.
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GymValet is an ideal way to hold sanitizing spray bottles and towels. It attaches directly to all cardio and strength-training equipment. With the GymValet, all equipment-sanitizing supplies are precisely where they need to be—right at every exerciser’s fingertips.
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h/p/cosmos, which has become a world-renowned brand as a German manufacturer of high-quality systems, produces running-machine solutions and systems for sports, medicine, science, and therapy. The company’s running equipment inspires users, patients, and athletes throughout the world.
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With the addition of SAFE-O-MAT products in 2007, Häfele became a go-to source for all locker hard-ware needs. This year, Häfele and SAG have intro-duced a dynamic, new push-button and/or digital solution design for U.S.-framed wood doors.
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Hampton Fitness Products is now offering Hampton Urethane-Coated Kettlebells, premium-quality, classic Russian-design kettlebells, ranging from 5 to 50 pounds, to meet the needs of the rapidly growing army of kettlebell enthusiasts— for use at home or in health clubs.
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DE IN
GERM
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visit us at our booth at
IHRSA 2010 (# 3834)
visit us at our booth at IHRSA 2010
(FLEXI-SPORTS® # 3834)
www.flexi-sports.com
www.flexi-sports.com
It´s not a Blade . . .
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Visit Harbinger’s booth at the IHRSA trade show to see its newest Training Grip Gloves, which are now more lightweight and breathable. Harbinger Products are available at most major independent, specialty, and general sporting-goods retailers, nationwide.
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The Health Club Media Network is a provider of third-party advertising in health clubs. The company pays clubs to allow placements of these advertise-ments, which come in both static and digital formats. HCMN also provides in-club sampling opportunities for clubs and their members.
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Healthways offers best-in-class solutions in the areas of physical activity, nutrition, weight management, and smoking cessation. It provides these solutions through its provider network of more than 10,000 fitness centers and through programs, such as SilverSneakers Fitness.
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The revolutionary Helix Lateral trainer is unlike any equipment in the gym. Its horizontal “figure-8” motion trains aerobically, while targeting hard-to-tone adductors, abductors, and glutes, delivering sculpting results that are normally achieved only through weight training.
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HEX tanning concepts are a productive nondues-revenue source for health and fitness centers. HEX offers a unique, patented lamp design and unlimited style choices to facilitate equipment branding. HEX consultants provide marketing assistance and have been doing so since 1979.
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Strength precision equipment combined with natural body motion produces the maximum results—this is the essential concept that has inspired the evolution of the HOIST product line for more than 30 years.
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A leading manufacturer of wood and plastic laminate lockers, Hollman, Inc., is known for innovation. It has a 175,000-square-foot, state-of-the-art manufacturing facility, and owns its own locker-door company, which allows it to custom-design locker doors to meet architects’ specifications.
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HydroMassage is an unattended massage system that combines water, heat, and massage in a single modality. Club members remain clothed and comfortably dry and many are willing to pay $10-$20 more per month—on top of their monthly membership dues.
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Come experience live demos of Prepared Exercise Programs (PEP) at the IHRSA Convention and Trade show. Clubs can license the software and offer their members over 600 exercises and 200 routines ready for download to iPods, iPhones, BlackBerrys and more!
Clubs can enhance their bottom line by offering members the opportunity to work out while they’re away. ICA allows clubs to generate extra revenue on an ongoing basis, while, at the same time, pro-viding a valuable amenity for traveling members.
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IHRSA has negotiated on behalf of all club and supplier members to provide pricing that simply can’t be obtained elsewhere. This exciting and free service benefits IHRSA members by significantly reducing purchasing costs.
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Indo Board worked with some of the country’s top group-exercise instructors to create classes inspired by the balance skills, core strength, postural awareness, and functional movements required to master such sports as surfing and snowboarding.
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Inflight Fitness is introducing its new functional trainer, the FT1000. Pieces from the company’s Platinum line of benches and machines will also be displayed.
VISIT BOOTH # 821fitnessanywhere.com or call 888-878-5348
GET WITH THE MOVEMENT
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Infotrade Media specializes in Taiwanese trade advertising. Its publication,
, provides buyers with up-to-date product information and helps to create endless business opportunities.
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Discover how the BodyMetrix Ultrasound Body Composition System goes beyond numbers and percentages and can help clubs with the big picture. With BodyMetrix, seeing is believing.
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International Play Company designs, manufac-tures, and installs children’s play structures. Its product line encompasses indoor soft modular play, toddler play, climbing walls, ropes courses, outdoor play, interactive games, sport courts, and more. It meets all safety guidelines and ships worldwide.
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ISSA recognizes all IHRSA-recommended personal training certifications toward its nationally accredited master trainer and elite trainer curriculum. Dis-cover the Fitness Industry Transfer Discount today.
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As the largest provider of commercial free weight equipment worldwide and the only manufacturer with a line of exclusively American-made free weight equipment, Iron Grip Barbell Company is dedicated to designing innovative products and building reliable, heavy-duty equipment.
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The Blaster is a versatile piece of equipment that safely, securely, and comfortably holds weight plates in position for weighted bench dips, weighted push-ups, lying butt bridges, wall squats, and various other exercises.
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Since 1967, the Ivanko Barbell Company has been earning a worldwide reputation as an innova-tor in the design of high-quality free-weight equip-ment for the club industry. Visit its booth to see its “MADE IN USA” bars, urethane plates, barbells, and dumbbells.
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Jacobs Ladder is a patented piece of commercial cardio equipment that’s designed specifically for the training use of professionals and fitness enthusiasts. The unit is self-powered and self-paced, and its unique design offers a low-impact, high-intensity workout.
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K&K Insurance offers a wide variety of coverage options from one convenient source. From complex coverage for a multiuse facility to quick online coverage for an instructor, K&K is able to provide specialty products at a competitive price.
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Kangoo Jump Boots are an innovative addition to any group fitness program. They increase fitness level, while reducing impact by up to 80%, and burn twice the calories in half the time. They’re appropriate for users of all ages and fitness levels.
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The new Keiser M5 Strider continues the M Series’ award-winning tradition of modern style and innovative design. The M5 Strider offers a dramatically smaller footprint, while retaining the “large elliptical feel.”
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CardioCoach products by Korr provide simple, accurate VO2 exercise testing. Measurements—including aerobic threshold, anaerobic threshold, peak VO2, RMR, RER, and CO2 analysis—help a person reach their fitness goals more efficiently, and with less pain, fatigue, or injuries.
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Since 1967, Landice has dedicated itself to producing the highest-quality products, and stands behind them with an unprecedented five-year warranty. All Landice treadmills and ellipticals are engineered, assembled, and tested in the U.S., and withstand harsh club environments.
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Legacy Lockers is a leading manufacturer of wood, laminate, and waterproof lockers for health and fitness facilities. Its standard products include lockers, vanity stations, towel stations, and benches. Custom lockers, benches, and amenities are also available.
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Find out how Les Mills turns group exercise into a profit center for health clubs. Members get a world-class fitness experience that’s simple to manage, thanks to the Les Mills prechoreographed group fitness programs and the Group Fitness Management system.
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The Life Fitness Virtual Trainer Website is a new, state-of-the-art, online service that’s designed to help members set goals, create workouts, and track progress. Data is transmitted by USB device via the integrated USB port on Elevation Series products.
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Lincoln Equipment, Inc., has been a national distributor of commercial swimming pool equipment, chemicals, and supplies since 1954. Its product line is widely diversified and focuses on meeting each client’s specific needs. Customer satisfaction is the company’s top priority.
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Superior Lockers by List Industries, Inc., “Ameri-ca’s Most Complete Locker Line,” now offers all-wood club lockers and metal/wood hybrid lockers. Superior Lockers has been manufacturing some of the world’s finest lockers for more than 70 years, and its product line includes metal, wood, and plastic lockers that are ideal for any health, rac-quet, or sports club.
Loos & Co., Inc., pioneered the design and manufacture of aircraft cable specifically for use in exercise equipment. EXERFLEX PRO Fitness Cable, an acknowledged industry leader, provides the safety, power, and performance required by today’s top-quality exercise equipment.
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M-Core F.T.S. is a revolutionary functional-training equipment company. Its flagship product, the patented M-Core Training Station, engages the user’s core during exercise and adjusts to their height and size. M-Core F.T.S. represents “The Future of Core Fitness.”
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Mad Dogg Athletics is the world’s largest equip-ment-based education company and home to the Spinning, Peak Pilates, Resist-A-Ball, Bodyblade, freeFORM, and SPIN Fitness brands. Visit MDA’s trade-show booth to demo its products and receive show specials on education and equipment.
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Permanon provides surface protection for the fitness and aquatic industries. Nanocoating fills in microscopic variations that would normally allow dirt and grime to adhere. Its water-repellent quali-ties shield surfaces, help reduce bacteria, and make surfaces easier to maintain.
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Studies confirm that training with Marpo Kinetics machines can burn calories up to four times faster than traditional workouts. The units’ low-impact, free-motion style provides strength and cardio training, without the sometimes harmful, inefficient effects introduced by weights and treadmills.
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Matrix Fitness Systems has dedicated itself to delivering durable products, on time, at the lowest total cost of ownership. Look for at least seven new products, including the new LIVESTRONG cardio line, to be introduced during the IHRSA trade show.
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McArthur has introduced a new member to the family. The Junior Gym utilizes the same construction and boasts the same durability as the 24" x 42" Super Gym, but is smaller in size and has a lower price point.
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MINDBODY Business Management Software offers online scheduling, client-management, strategic-marketing, and e-commerce solutions for clubs. Thousands of clients in more than 50 countries trust MINDBODY to help manage their business.
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For the most demanding areas of the club, Mondo USA offers two options: Sport Impact and Ramflex. The leading choices for weight/cardio applications, these two products represent the industry standard for performance, durability, safety, and aesthetics.
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Motionsoft has been a leading provider of complete club management software solutions for more than 25 years. It specializes in providing customer-rela-tionship management, facility management, finan-cial services, and real-time, business-intelligence reporting for the health club industry.
1/3 Page Square
45/8” x 43/4 COLORIHRSA4c (quark doc.)
Runs in:
Jan, Mar, May, July, Sept, Nov
IHRSA - Club International
Salsbury Industries
Contact us for a Free Quote or Catalog!
Products Include:
Order Factory Direct!
1010 East 62nd Street, Los Angeles, CA 90001-1598
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In 1998, Mystic Tan introduced the world’s first UV-free spray-on tanning system. Quality and patented technology remain fundamental to Mystic Tan’s products, which are designed to provide customers with the smoothest, most even, and natural-looking tan possible.
NASM is pleased to attend the 2010 IHRSA convention with its strategic partner, dotFIT. Powered by NASM, the innovative Fitness Intelligence Technology of the doFIT platform offers a wealth of customized online digital assets; real-time monitoring and progress capabilities; exercise and nutrition programs; and more.
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NETA, a fitness-education provider, has been training industry professionals for more than 32 years. It offers NCCA-accredited group-exercise and personal-trainer certifications, as well as certificate programs in yoga, Pilates, reformer, indoor cycling, and more.
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Want to know more about NFPT Personal Fitness Trainer Certification and other courses? Visit NFPT’s booth for details and to receive an exclusive show discount and free workout towel.
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When it partners with club companies, National Fit-ness Financial takes care of the billing, collections, customer service, advertising, and club manage-ment, and then assists the club owner with the rest.
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New Leaf—more value for members and greater revenue for clubs! Assess clients' fitness and nutrition levels with New Leaf’s Active Metabolic Training, and provide them with personalized plans to help them achieve their goals efficiently, based on their actual metabolism.
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Nicros is proud to be the first climbing handhold manufacturer to introduce the use of an environ-mentally conscious, corn/soy-based resin into its Super-Mix recipe. This resin, made from renewable resources, is now used in the production of all Nicros and PM Climbing Systems handholds.
Noritsu Technical Services has more than 30 years of experience, and one call to its hotline lets clubs, worldwide, obtain service for their cardio equipment by one of the company’s professional, highly-skilled, and directly employed technicians.
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Sportfloor is one tough performer. This recycled, solid-rubber flooring is manufactured to withstand heavy activity in weight rooms and recreational areas! Color, surface, and installation choices are the club’s to make.
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With more than 40 new features and design improve-ments, the T5xr delivers a great total-body workout. Whatever the exerciser’s level of function, the NuStep product line offers safe, effective, and adaptive exercise.
Tiger should’ve gotten his
“happy endings” with HydroMassage.
1.800.786.1930www.hydromassage.com/tiger
With HydroMassage® you can offer your members a pleasurable massage experience every day.
Most importantly, your members will pay an extra $10-20 per month for a HydroMassage package.
Get your “happy ending”, visit HydroMassage at IHRSA Exhibit #2546
HydroMassage_0210_CBI_Tiger.indd 1 12/29/2009 5:29:56 PM
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The Octane Fitness Pro4700 elliptical cross trainer is packed with breakthrough features, including elec-tronically adjustable stride length, the patented Smart-Stride, Converging Path, and multigrip handlebars. New workouts, such as the challenging 30:30 Interval program from Athletes’ Performance, maximize results.
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The Ohlson Lavoie Collaborative is a full-service architectural firm that specializes in new and remodeled athletic clubs, fitness centers, spas, and aquatic facilities. OLC believes that great design enhances business success and profitabili-ty. The firm’s motto is “client-centered creativity.”
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For over 35 years, Paramount Acceptance has been providing an impressive array of software, billing, and collection solutions for health club owners. Its Web-based club management software suite offers clubs the tools to help measure and manage business more effectively.
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Experience first-hand why the Paramount fitness equipment brand has been recognized worldwide for more than 50 years.
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With more than 50 licensed locations, the Parisi System increases revenue and adult membership sales by leveraging the youth sport and fitness market. To learn more, attend the IHRSA Parisi workshop at 1 p.m. on Wednesday, March 10.
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PAVIFLEX is the technical flooring trademark of the Plaginsa Group, a Spanish company that’s produced rubber and eva sheets for more than 30 years. PAVIFLEX offers specific solutions for sport-activities flooring and kids’ areas.
Many business needs. Just one tool. Health Club Management Software for just $155 a month!
www.mindbodyonline.com/hc | 888.205.3977
Client & Staff Management ! Online Booking ! Key Tag Entry
Credit Card Processing & Auto Renewals ! Sales & Performance Reports
Club Managers— Health Clubs using MINDBODY averaged a 48% increase in business the last two years. Clubs using our merchant account and ecommerce features increased 54%. How does your business compare?
!
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More than just flooring, PaviGym is a form of understanding and defining space, improving sporting performance, and offering better safety and comfort. It aids in transforming human energy and helping people enjoy a healthier lifestyle.
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Peak Pilates provides innovative, turnkey solutions that are designed to be effective and easy to implement in the mainstream commercial health and fitness environment. Its offerings include a combination of equipment, predesigned group-class programs, instructor training, and marketing support.
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Perform Better serves as clubs’ and fitness professionals’ guide to functional training, conditioning, and rehabilitation. Its product catalog includes tools to improve strength, speed, agility, and total-body performance.
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PFC’s team of juice bar experts specializes in whole food supplies, design, development, consulting, marketing, management, and training to ensure that a club’s juice bar functions as a value-added service for members, and as a profit center for the club.
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®
®
IHRSA 2010 Show Special15% Off Everything!*
5% Off Steps!
*15% off excludes steps. Cannot be combined with other offers. Promo Code: IHRSAOffer expires March 31, 2010
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Todd Durkin “can’t imagine life at Fitness Quest 10 without Total Gym”. His GTS® and PowerTower® allow “Pros to train with regular Joes” in an integrative winning culture.
Todd gets ROI with well over 100 exercises and multi-functional versatility at Fitness Quest 10 in San Diego, California.
For more information call 800-541-4900 : :
®
our results.”
View Todd Durkin’s interview at www.efisportsmedicine.com/todddurkin
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As always, PTontheNET will continue to deliver the latest and most diversified content in the world and now, it’s getting better. Visit the booth for purchase incentives on memberships, Certificate in Health and Fitness Management, Outbox, and more.
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Petra is a leading eco-friendly formulator, manufacturer, and distributor of premium locker-room amenities in North America. It’s now offering discounted towels, and has the only microchipped anti-theft towel system in existence. Petra is a club’s one and only amenity choice.
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The Philadelphia Insurance Companies recognize that fitness is critical to a health and wellness lifestyle. The company understands how to provide broad-form insurance coverage for health clubs, fitness centers, gyms, Pilates and dance studios, and day spas throughout the U.S.
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Polar provides a total fitness solution for clubs and their personal training staffs. Business-building tools, including a wide range of training computers and the Polar BodyAge System, motivate members and help boost a club’s bottom line.
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The Power Plate system provides one of the most efficient and dynamic total-body workouts in less than 30 minutes, utilizing scientifically-proven Advanced Vibration Technology, which works up to 95% of muscle fibers during exercise.
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The kôr Kettleball is designed for group exercise or personal training. These kettleballs are uniformly sized for consistent technique develop-ment and feature a 1 1/4" color-coded, durable, molded polypropylene handle for a solid grip and smooth rotation.
800-222-7774 WWW.SPRI.COM
G O I N G F A R T H E R RUBBER RESISTANCE
STABILITY BALLS
WEIGHTED RESISTANCE
BODY WEIGHT TRAINING
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BALANCE & STABILITY
EXERCISE MATS
BODY-MIND FITNESS
AQUATICS
KICK BOXING
TRAINING RESOURCES
FITNESS ASSESSMENT
CORRECTIVE EXERCISE
Providing clubs with
professional quality
products for over 25 years
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Stop by PowerBlock’s booth to see its new space-saving urethane dumbbells and kettlebells. Up to 34 pairs of urethane dumbbells fit in the space of one traditional pair, and up to eight urethane kettlebells take the place of just one.
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Precor gives any club the strength to compete, with superior cardio, quality strength, engaging entertainment, and comprehensive service. Experience the Precor difference at its booth at the IHRSA trade show.
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ProMaxima, with a 300,000-square-foot fitness equipment manufacturing facility, is one of the industry’s largest factory-direct wholesale firms. Its products include power racks, free weights, leverage, multi-gyms, pin-select, cardiovascular, accessories, and much more. The company delivers quality products, attractive prices, and great warranties.
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ProTeam is the original innovator of the lightweight backpack vacuum cleaner. A full line of backpack, hip-style, upright, and canister vacuums deliver proven productivity and cost savings.
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Ready Care Industries has thousands of locker-room amenities, all in stock and ready to ship with one convenient order. Top health clubs rely on Ready Care to meet all of their personal-care needs for showers, vanities, and spa treatment areas.
Movement for LifeTM
Denise adds 10 mph to her serve.
Your facility adds $101,145 to its bottom line.
Balanced Body® PilatesInnovative group programming »
Training and workshops at »your facility
Unlimited potential for »non-dues revenue
For functional training at its best, call 1-800-PILATES(800-745-2837) or visit www.pilates.com.
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The RealRyder ABF8 represents an evolutionary leap in indoor bike technology. Its unique articulat-ing frame allows it to steer, lean, and feel like a real bike. The resulting workout stresses cardio, balance, legs, upper body, and core muscle groups.
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Regupol is an American subsidiary of German-based BSW, a third-generation company founded in 1954. Headquartered in Pennsylvania, this inventor of recycled rubber flooring manufactures multipurpose surfaces, running track surfaces, synthetic turf shock pads, and sound-absorption underlayments.
Visit Twin Oaks’ booths (No. 4416 or 1244) to receive a voucher, or to have the Twin Oaks brochure from your registration packet validated to receive a free 10-minute seated back and shoulder massage at the Relaxation Stations.
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Retention Management is a technology solution that generates custom e-mails to members and prospects on a club’s behalf. Its automated communication system focuses on new-member orientation, member attendance, health/fitness education, new-member sales, intuitive attrition defense, and increasing revenues.
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The Robot Coupe J80 Ultra Centrifugal Juicer makes fresh, delicious juice quickly, quietly, and easily. No cutting is necessary—simply drop fruit and vegetables into the feed lead and turn on.
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Salsbury Industries has been committed to quality since 1936. Its high-quality line of club and gym lockers includes metal lockers, vented lockers, plastic lockers, wood lockers, and extra-wide lockers. Visit the company at its IHRSA booth for show discounts.
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Shape.Net has been providing the fitness industry with Web-based management technology since 2002, and provides 10 ways to generate revenue. Functions include PT management, membership management, EFT, scheduler, fitness assess-ments, digital contracts, check-in, POS, member Web access, and financial reports.
ACSM certification means your staff will be uniquely qualified to work with a variety of people toimprove health, fitness and wellness, even those with health risks. We’ll help by providing yourstaff with everything they need, from self-study materials to hands-on workshops worldwide.
Go to www.acsm.org/cbi for everything you need to know about ACSM’s health, fitness andclinical certifications.
“With ACSM-certified staff, my clubcan help more people. That’s good forthe individuals who come here. Andit’s good for business, too.”
ONE CERTIFICATION OPENS THE DOOR TOMORE MEMBERS.
Join us at the 2010IHRSA Show: Booth 4009
ACSM CLUB CONNECTION PROGRAMThe ACSM Club Connection Program makes educating and certifying your club’s fitnessprofessionals easier and less expensive by providing study materials and valuable discountson certification. To learn more, please call 1-800-486-5643.
LEADING THE WAY ACSM. The organization that’sleading the way in makingexercise good medicine.
10 CERT ad_006 1/13/10 2:01 PM Page 1
HEX consultants are with you every step
of the way. We design your center’s
unique, branded tanning equipment.
We guide you through tried and tested
marketing programs that get the most
out of your tanning profit center. We’ve
been helping fitness centers boost their
profits with tanning since 1979.
HEX tanning systems require virtually no
maintenance and almost no time from your
staff. Not only is HEX tanning the most
profitable ancillary service a fitness center
can have, it’s the only ancillary service that
will bring in non-members.
Call or e-mail us today about the
fittest ancillary service you can have.
We’ll design your branded tanning systems and get our tanning marketing concepts humming along, increasing your non-dues revenue and growing your membership numbers.
© 2010 HEX Tanning and Marketing Concepts 281-cbi
Premium tanning concepts from a stand up kind of company™
1-800-556-3201 www.hextanning.com
HEX consultants personally create systems just for you,
with limitless design options.
505281_CBI_FINAL.indd 1 1/28/10 3:46 PM
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DuraFLEX is a premium, interlocking, dual-durometer fitness flooring system. At 1.25 inches thick, it’s engineered to maximize the absorption of shock and sound, and its locking system secures the flooring firmly in place without the use of adhe-sive. DuraFLEX’s highly durable wear layer is avail-able in a virtually unlimited number of custom color blends.
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With 60 pounds of capacity and a 140 G-force final spin, Speed Queen’s SC60, with the Quantum Gold Control System, is a proven club industry performer. This high-quality, made-in-America product provides businesses with years of worry-free performance.
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Sports & Fitness Insurance (SFIC) has been insuring health clubs and fitness centers since 1985. 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 more.
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Sports Solutions patented the industry’s first magnetic locking dispensers. Ultra-strong mag-nets lock lids tightly, and a magnetic tool opens keyless locks. Sports Solutions offers one-stop shopping for amenities and presentation solutions
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SportsArt Fitness provides a new generation of high-end cardio and strength equipment designed to deliver an exceptional workout. Unique product innovations, such as ECO-POWR treadmills and the all-new S770 Pinnacle Trainer, have positioned SportsArt Fitness as a premier fitness brand.
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SPRI Products, Inc., is the leading manufacturer and distributor of rubberized resistance exercise products for the health and fitness industry. The company has been providing innovative, affordable fitness tools for over 26 years.
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Visit the company’s booth at the IHRSA trade show in San Diego to meet the team behind the new StairMaster and view the lineup of legendary StairMaster cardio machines, as well as the new Schwinn A.C. bikes.
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Inspiration Strength, Star Trac’s new line of strength equipment, offers the ultimate user experience. With appealing aesthetics and visible instructions, each piece is incredibly approachable. Several machines offer unilateral function and feature the revolutionary Lock N Load weight-selection system.
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Steamist offers a full commercial line of Steam-bath steam generators and saunas, digital controls, and maintenance products for health clubs and day spas. All are designed to deliver a complete, customized steam experience with aromatherapy, chromatherapy, and music.
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The Stick is a multiple award-winning, unmatched self-massage tool that finds trigger points quickly and easily. It requires no battery and is very durable. It’s used and endorsed by the U.S. Olympic Training Centers.
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Introducing the STOTT PILATES Cardio-Tramp! Increase intensity and challenge coordination and aerobic fitness with this innovative accessory board that easily transforms any STOTT PILATES Reformer into an extreme cardiovascular machine. The trampoline-like plyometric tool provides low-impact workouts for everyone.
WE’RE ALLISSA truly believes that when it comes to changing lives through fitness,
That’s why ISSA recognizes all IHRSA-recommendedpersonal training certifications toward its Master Trainer™ and Elite Trainer™ programs.
Discover what the Fitness Industry Transfer Discountcan do for your club.
ISSAonline.edu/clubs1.877.633.9644 Mention cbi0310
IHRSA 2010, booth #4005Let’s chat
Learn more
ON THE SAME SIDE.
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Sun Ergoline is one of the world’s leading manufac-turers of professional tanning equipment. In the U.S., it markets several universally recognized brands, including Sun Angel, a tanning bed that incorporates a true skin sensor—virtually eliminating the risk of overexposure.
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Available in 2010, the mPulse Infrared Sauna Series from Sunlighten (formerly Sunlight Saunas) is a biofeedback sauna that has been clinically proven to reduce blood pressure. The mPulse offers a fresh design, Blaupunkt stereo, LCD touch-screen interface, and energy efficiency.
Sunny Distributor, Inc., based in Los Angeles, is a professional importer and distributor of health and fitness products. Its goods are imported directly from China and Taiwan. The company provides products that, while low-priced, are of the highest quality.
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Suunto enhances club members’ workouts by providing them with a personalized exercise experience. The system allows operators to introduce new services, producing better results for members, and improving the bottom line. Clubs can generate additional revenue by selling Suunto heart-rate monitors.
We can give your members
a place to swingtheir racquets,
as well as a placeto store them.
To learn more about HollmanDistinguished Lockers and Panelized Courts,
call 1.800.433.3630 orvisit www.hollman.com today.
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Distributors:Balanced Body ® Inc., 1-800-PILATESFitter International, Inc. 1-800-Fitter-1Muscle Up Canada 1-800-496-2468
Perform Better 1-800-556-7464 PHI Pilates 1-877-716-4879Power Systems, Inc. 1-800-321-6975SPRI Products, Inc. 1-800-222-7774
Master Distributor: Magister Corporation 1-800-396-3130
Please visit
us at IHRSA,
San Diego,
Booth #3838
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Taft Consulting is a revolutionary new company that’s owned and operated by industry leaders with 75 years of combined experience in health club development, operation, leasing, and construction. Taft is able to provide a complete service package from conception to completion.
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Tanita Corporation announces the new SC-331S Body Composition Analyzer. The SC-331S expands on Tanita’s successful line of professional body analyzers with the addition of new calculations for body water mass, muscle mass, bone mass, metabolic age, and visceral fat level.
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Visit Tailored Flexibility’s booth at the IHRSA trade show to find out why business speaker Harvey Mackay calls the company’s flexibility therapy program the best-kept secret in health and fitness. The free demonstrations provided will make you feel great.
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Visio, Technogym’s newest cardiovascular interface, delivers an innovative, entertaining training experience with iPod compatibility, games, instructional videos, hundreds of TV channels, and a customizable user interface. Visio’s optional Communicator software also pro-vides clubs with powerful marketing opportunities.
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The Tennis and Track Company designs and builds concrete tennis courts. Among its offerings are a 3/8" resilient surface that provides cushioned play, and clay tennis courts, in green and red, with self-watering systems.
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 traditional
athletes and fun seeking club members.
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TMI is an aquatic company with a unique emphasis on partnering and sustainability. It pursues excel-lence by partnering directly with client facilities to provide sustainable solutions and a healthier aquatic environment. TMI is a CPO instructor company.
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Treeforms manufactures wood and plastic laminate lockers, benches, vanities, and towel units in a wide selection of designs and finishes. Lockers are available in a variety of sizes and configurations to meet the specific needs of the end user.
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Trigger Point Performance has established itself as a life-enhancing brand, concentrating on empowering people with its revolutionary methodologies and patented products, which replicate the feeling of a human hand.
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TRUE Fitness is one of the most respected fitness companies in the world, delivering unsurpassed quality, durability, and performance since 1981. TRUE markets premium cardio fitness machines in more than 70 countries through a worldwide net-work of over 500 dealers.
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TruMotion designs and manufactures products that enhance workout movements. Featured products are indoor cycling/spinning, rowing, and core motion enhancements. TruMotion increases fluidity and rhythm, engaging one’s total body with synchronized moves to prepare for a variety of activities or events.
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Tune Belt’s new products to increase members’ entertainment enjoyment include Coosh Active Listening earphones, armbands for iPods and Smartphones, a Vertical Mic Belt, and more. See all of the new products and learn about show specials at Tune Belt’s booth.
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DK City commercial cardio provides a full range of fitness equipment, including treadmills; upright, recumbent, and group-cycling bikes; and elliptical crosstrainers. All of its machines are tailored to a club’s requirements, and are affordable, attractive, user-friendly, reliable, and of uncompromising quality.
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Twin Oaks offers robust, all-inclusive, club-manage-ment software and EFT; booking, scheduling, paper-less contracts, and 24/7 access; Internet capability with online joining, member tracking, and full reports. All components are PCI-DSS compliant. Receivables management and retention marketing are available.
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The Survivor Brand Rolled SportFloor, by U.S. Rubber, has set an industry standard for more than a decade. It’s built to last, easy to maintain, and as “green” as a prod-uct can be because it’s made with SBR tire rubber.
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Ultrasun, an industry leader since 1974, will intro-duce its new Dr. Muller professional tanning line at the IHRSA trade show. The company will offer trade-show attendees the opportunity to try out the benefits of responsible tanning with Ultrasun.
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UMAX provides high-quality urethane free weights and strives to provide the best price, service, and warranty, and the shortest lead time. Laser-engraved custom logos are available on its urethane dumbbells, barbells, and plates.
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UniMac has forged a reputation for building the highest-quality commercial laundry equipment in the world. Its washer-extractors and commercial dryers deliver fast, efficient results and have some of the industry’s strongest warrantees.
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United Leasing, Inc., provides fitness-financing solutions to club owners to meet all of their gym equipment needs, including fitness, tanning, com-puters, phones, lockers, audiovisual, removable flooring, and more. Visit the company’s booth to learn about its special financing programs.
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Since 1987, Vectra has designed, engineered, and manufactured premium strength equipment in the U.S.A. Vectra’s history of innovation continues with the introduction of the VX-DC, and Body ResiStability (body resistance functional training). Visit its booth to experience patented, unprecedented functionality.
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VersaClimber, which has been manufacturing products in the U.S. for more than 28 years, is a proven leader in total-body fitness. Its innovative product line includes the VersaClimber functional strength trainer; the VersaPulley; heart-rate moni-tors; and the ExerVibe total-body vibration unit.
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Vibram FiveFingers is a revolutionary footwear design that stimulates lower leg muscles, improves balance, and allows the body to move naturally and achieve fitness in an almost-barefoot state.
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Visual Fitness Planner technology sets the health club industry standard for sales and marketing with its unique turnkey system. The company automates existing sales, marketing, and orientation systems by harnessing the power of its visually impactful technology.
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Vitabot is an online nutrition program that’s private-labeled by health clubs to provide a nutrition component that can be offered to their members and nonmembers. Vitabot also provides marketing materials, ongoing marketing support, and unlimited staff training, delivering a complete nutrition solution.
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Volo offers automated billing, integrated scheduling, member tracking, staff management, and inventory and business reporting—all in one easy-to-use system. It’s ideal for clubs, studios, and independent trainers.
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The WaterRower indoor rowing machine is designed to meet the needs of all customers, from elite athletes to individuals seeking a healthy lifestyle. The unit is designed to complement every environment, including commercial gyms, and to withstand heavy use.
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Woodway offers the ultimate in treadmill experi-ence. Its treadmills have been sought after by clubs, universities, performance-training facilities, top athletes, and medical professionals, across the world. Woodway treadmills look different, feel different, and are more reliable to operate.
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MET-Rx offers innovative products, such as Amplified energy shot, Big100 Colossal bars, and new and improved Original Meal Replacement powder. Pure Protein offers delicious, high-quality protein bars and shakes, while Worldwide Sport Nutrition provides ready-to-drink beverages.
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X-Force is patented strength-training equipment that adds smooth resistance on the negative— productively and safely. Once individuals begin exercising and using the 3-1-5 concept with X-Force, they will be forever changed.
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Trainers can use yoga postures as their primary training method, or just incorporate yoga into the beginning and/or end of their weight-training sessions. Trainers can also incorporate YogaFit’s Transformational Language into their work with their clients.
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The Zumba Fitness Party combines hypnotic Latin rhythms with easy-to-follow moves to produce an exciting, turnkey dance-fitness program. With over 6 million weekly participants at 50,000 locations in some 75 countries, Zumba has proven to be effective and contagious.
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mySpaShop-Virtual Spa Products Boutique
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Ball Dynamics International, LLC
Human KineticsGreat Games for Big Activity Balls
Transforming Play: Teaching Tactics and Game Sense
Indo Board Balance Trainer
Alkazone Water with Antioxidant
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Global Fitness
OPTP
Petra Hygienic Systems, International, Ltd.
Robot Coupe U.S.A., Inc.
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American Council on Exercise
Remote
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IHRSA Report
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Welcome to IHRSA’s 29th Annual International Convention and Trade Show in San Diego! I opened my first club in 1979, attended my first IHRSA convention in 1980, and have been here every year since. I consider it a personal impera-tive and a prerequisite for professional success.
The IHRSA convention experience is always new, and, each time, I come away with at least one outstanding idea that has a positive impact on my business. This year, I’m bringing along 40 of my Canadian employees, some of whom will have traveled more than 3,000 miles, and I consider it a wise and worthwhile investment.
I expect to head home with 40 great ideas—at the very least!Some attendees will cover twice that distance and won’t
ever have cause to regret it. IHRSA intends to roll out the red carpet like never before, and will be devoting a great deal of attention to its long-distance international delegates. The lineup of trade-show exhibitors, for example, attests to the truly global nature of this event. From China, we have the Zhejiang Hope Sports Equipment Co., Ltd.; from Germany, C+P
Mobelsysteme Gmbh & Co.; from Italy, Technogym; from Israel, GymTek; from New Zealand, Les Mills International; from Singapore, 3D Art Pte, Ltd., Dynaforce; and from Taiwan, Tung Keng Enterprise Co., Ltd.
I suspect the deals you’ll enjoy on the trade-show floor will more than offset all of your travel and other convention-related expenses.
For club operators, this unique, one-of-a-kind gathering offers a rich, well-rounded experience: a perfect marriage of educational sessions, business networking, social activities, and serious shopping. Attend as many keynote addresses, seminars, and workshops as you possibly can, and evaluate best practices that have been developed throughout the world. Learn about the latest ideas and most promising innovations with respect to technology, revenue growth, emerging markets, competitive strategies, performance motivation, workplace health programs, new “green” initiatives, etc.
Come armed with a stack of business cards and be prepared to explore intriguing opportunities. Connect and do business!
But don’t miss out on the fun. Be sure to participate in the early-morning workouts; the 90-minute Zumbathon gala to benefit Augie’s Quest on March 11; the 5th Annual Augie’s BASH, a cocktail reception, dinner, and show to raise funds for the Muscular Dystrophy Association (MDA), on March 12; and the scenic San Diego Harbor cruise on March 13.
Every day at IHRSA’s convention and trade show is filled, from daybreak to sunset, with appealing and promising possibilities.
Clearly, it’s about what you get while you’re there; but, even more impor-tantly, it’s about what you get to take home.
– David “Patch” Patchell-Evans, [email protected]
IHRSA Report
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LATIN AMERICA
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IHRSA Report
Imagine for a moment what your bottom line would look like if you could no longer offer group exercise or personal training. While this scenario may sound farfetched, it almost came to pass last year in New Jersey, where a powerful member of the Senate introduced a bill that would have essentially shut down these profitable practices in for-profit facilities.
Fortunately, the bill was stopped and the jobs of an estimated 10,000 fitness professionals in the Garden State were saved.
IHRSA is constantly monitoring pending state legislation and regulations that could have either a positive or negative effect on the health club industry. In 2009, the association tracked more than 250 pieces of legislation. IHRSA lobbies legislators directly to educate them about the potential impact that a proposed bill could have, or to offer support for positive legislation. In 13 key battleground states, IHRSA’s lobbyists work actively with legislators on a daily basis to protect and promote the industry.
Sometimes, a legislative issue becomes a full-scale battle that requires a mobi-lized grassroots network of club operators, fitness professionals, and, frequently, health club consumers. In New Jersey, IHRSA worked with clubs across the state and the New Jersey Coalition of Fitness Professionals to lobby legislators. The grassroots campaign generated more than 11,500 e-mails to legislators and was a major factor in preventing the bill from moving forward.
Legislation related to personal training and group exercise is just one of the many areas that IHRSA focuses on. Two other topics that are critical to daily club operations include the imposition of sales tax on club dues and fees, and the prohibition of automatic renewal clauses. IHRSA’s work at the state level provides tremendous value to member clubs not only via government relations and lobbying, but also with respect to informational services. All IHRSA members have access
to state-specific areas on ihrsa.org. The pages encompass such content as: laws and regulations, including defibrillator requirements,
consumer protection statutes, and sales tax info; summary of state liability waivers; links to such useful sites as the state government page, “do not call” information, childcare licensing information; state-specific fitness fact sheets; and recent news.
IHRSA also provides value to members through its work at the national level, including its two annual health-promotion campaigns. In January, clubs participate in I Lost It at the Club!, an eight-week weight-loss program designed to integrate new
members into the club, increase retention of existing members, and enhance community outreach. Every May brings Get Active
America! to clubs. This national open house helps to educate people about the importance of regular exercise to their health and to increase
foot traffic, and ultimately memberships, at clubs. These national health-promotion programs complement IHRSA’s efforts
in Washington, D.C., to raise the profile of the industry. In both cases, it’s conveying the impact that clubs can have on Americans’ health as well as the
related cost-savings benefits that result from decreasing chronic disease. In the nation’s capital, IHRSA lobbies Congress and the executive branch while building strong relationships with strategic organizations and government agencies. So, while the association is helping you to market your club in your community, it’s also working at the highest levels to increase government support of exercise as an integral part of healthy lifestyles.
All of these activities add up to just a portion of the work that IHRSA’s Public Policy Department carries out on behalf of its member clubs. Though other benefits of membership may feel more tangible, knowing that IHRSA is working every day to protect your business provides invaluable peace of mind.
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IHRSA Report
How you view your resources determines their value
As the title of this column suggests, words can often have more than one meaning. In this example, for instance, is the point that your assets are appreciating… or that you appre-ciate your assets? And what does this suggest about your club’s most valuable asset—
your employees?As far as I’m concerned, the most important asset that
you have is your people, a conclusion that many companies throughout the world have already reached. To me, as a club owner, this is an indisputable fact of business life.
Recently, though, I’ve been disturbed to learn, via my travels and reading, that, given the current economy, many firms have been laying off workers in an effort to trim costs. It’s happening in the U.S. It’s happening in the U.K. It’s happening, indeed, virtually everywhere.
But when it’s happening at clubs, it is, I think, a mistake. Clubs that do so to obtain a short-term financial advantage are, I believe, compromising their ability to be competitive and successful in the long run.
You’ve invested money in hiring, training, and building rapport with personnel who’ve established a relationship with your product. If you let them go, you sacrifice all of that intelligence, expertise, and productivity. When I read, in the newspapers, about companies that are laying off massive numbers of employees, it seems to me that what they’re really giving away is massive amounts of money.
While the outlay may not show up on your balance sheet now, it will be reflected in poor future earnings. The accountants may argue that the results look good: “Aren’t these numbers great?” they’ll say. “We cut all of those staff costs!” But the owner/shareholder should respond by saying, “Yes, but what about three years out?”
If you study the companies that are successful year after year, both within and outside of our industry, you find that, invariably, they’re the ones that put people first.
Don’t look at your employees as a cost; regard them as an asset.
In the ’50s, here in Canada, there were two new workers (age 15-24) entering the workforce for every retiree (55-64). In 2006, however, the ratio between new workers and
retirees began to approach one-to-one. Now let’s turn our attention to the U.S. for a moment. In the ’50s, there were 16 active workers for every retiree; today, there are a bit more than three per retiree. By the time the baby boomers retire, there will be just two workers to generate all of the taxes it takes, in part, to support every individual retiree.
Ages of retirement vary in different parts of the world, but, in each case, the outlook remains the same: What will we be faced with, over the next 10 years, when a significant percentage of the general workforce retires in our respective countries? Talk about treading water!
So here’s the opportunity:Two of the great things about investing in people are that
it really doesn’t cost that much, and the benefits accrue almost immediately. Even better, people appreciate in value with years of experience, knowledge of your brand, and their problem-solving capabilities and corporate loyalty. What other resource can you think of that does that? The outcome is improved sales and retention. Isn’t that the kind of ROI you’d like to see? Moreover, people talk. When they talk about what a great company they’re working for, that translates into buzz—on the street, Twitter, Facebook, and in your club. That helps in recruiting both great staff and, ultimately, more members.
Appreciate your assets, and, trust me, your assets will appreciate.
–David “Patch” Patchell-Evans, [email protected]
“Clubs that let go of employees to obtain a short-term financial advantage are, I believe, compromising their ability to be competitive and successful in the long run.”
IHRSA Report
“While our club has been doing well, we understand that employees may be under stress, and, at the same time, members may be more demanding,” notes Rich Synnott, the executive director of the 200,000-square-foot Weymouth Club, in Weymouth, Massachusetts. “As a result, we’ve rescripted our responses to many potential situations with members, and reminded staff not to take things personally. We’re also more flexible with any employee whose spouse may have lost a job. We want every staff member to feel passionate and excited about coming to the club.”
Tom Fiorini, the general manager of the 110,000-square-foot Cincinnati Sports Club, in Cincinnati, Ohio, reports that his sales are even with last year, and he hasn’t had to cut jobs. To maintain strong performance, he’s begun sharing some “dash-board” metrics—including performance-driven numbers, such as usage of the deli and the spa—so that his staff can spot emerging trends. “When needed, we can adjust the business to bring the best service and value to our members. These days, usage can change quickly, as people reevaluate their purchasing decisions fre-quently—sometimes on a daily basis.”
Fiorini has also been reminding his employees to consider member needs, suggesting additional products and services whenever they might seem helpful. “I ask my staff, ‘Are you offering the pedicure with the manicure in the salon, or more of someone’s favorite shampoo?’ Cross-selling lets members know that you care, and helps employees feel more engaged in their jobs.”
The key to keeping employee morale high is letting staff know that their every contribution—no matter how small—has value, says Greg Lappin, part owner and general manager of the 260,000-square-foot Rochester Athletic Club (RAC) in Rochester, Minnesota. “My responsibility, as a leader, is to create a motivating climate by com-municating our mission, vision, and values, and doing what I can to make employees feel that they’re aligned with those things. Our mission, for example, is to change our members’ lives for the better. Therefore, we try to tie every job—from front-desk work, to personal training, to picking up towels in the locker room—to that mission, to make each job important. I emphasize that a well-maintained locker room creates a sense of safety and comfort, which improves the quality of life for our members. If employees feel a sense of purpose, they’re motivated to excel, and that goes a long way toward creating good employee morale.”
Fiorini agrees that communication with employees is vital to morale, and it also prevents vicious rumors from spreading. Every month, he sends each department head a P & L report, and then posts it. Each quarter, he holds “state of the union” Power-Point presentations for employees and their spouses, with food and beverages provided. “I reiterate the processes and the systems that have worked well to give people some sense of control over their own suc-cess. I also acknowledge employees who have set records. Accurate information quells gossip and fear—which can run rampant in this uncertain economy.”
–Patricia Amend, [email protected]
Unfortunately, layoffs are often an inevitable part of the business cycle. Whether your club has had to cut jobs or not, remember that your staff may be experiencing layoffs vicariously through spouses or friends. Keeping staff focused and hopeful can help improve employee morale, member service, and your profit and loss (P & L) statement. Follow these suggestions to keep your club as positive, productive, and profitable as possible.
IHRSA Report
Imagine this: You’re a successful businessman and lifelong health club member in search of a busi-ness to buy. You like the current club that you belong to, noting that it seems to be well run… so, after some due diligence, you approach the owner about purchasing the facility. You see that the financials are in good order, and, eventually, you come to a deal.
However, you’re the first to admit that you know very little about running a club. What do you do?
You take the former owner’s advice, and you continue the club’s IHRSA membership. You attend the annual international convention and trade show; you purchase all of the relevant publications; and you call upon the IHRSA staff for guidance on issues, as they arise.
That’s exactly what Kent Jordan, the owner- operator of the East Shore Athletic Club (ESAC), in Charleston, South Carolina, has done. And his efforts have paid handsome dividends.
In 2002, when Jordan purchased the business, ESAC had one 20,000-square-foot multipurpose location. Since then, he’s expanded that club to
26,000 square feet by adding two racquetball courts and space for Fun Fit, a program for kids ages three to 12. He’s also opened three more multipurpose clubs of roughly the same size, and added seven more 24-hour facilities that range from 4,500 to 7,000 square feet. He’s now building the 12th ESAC location, a 14,000-square-foot multipurpose club that’s scheduled to open this year.
East Shore’s impressive growth has attracted attention from the Charleston business community. In 2007, The Charleston Regional Business Journal put ESAC in the No. 7 spot on its “Roaring 20” list, based on its year-over-year sales; in 2008, the com-pany rose to fifth place. Last year, The Charleston City Paper chose ESAC as the area’s top health and fitness center in its 2009 “Best Of” awards.
“It’s been great to be recognized in this way,” responds Jordan. “Our strategy has been to create a good mix of clubs—some are urban, while others are located in the suburbs. We offer reci-procity, so people can work out near their offices or their homes.”
He credits much of his success to his IHRSA mem-bership and the wide range of benefits it affords.
“I’m an accountant by training, and I was running a staffing firm and a computer company before I purchased the East Shore Athletic Club. It was the first time that I really had to deal with customers, and I had some challenges at the beginning. But ESAC was a long-time IHRSA member, and Sprague Silver, the previous owner, spoke very highly of everything that IHRSA had to offer. As a result, I’ve been to every convention, with the exception of one, since I bought the business.”
Now, Jordan is looking forward to attending IHRSA’s 29th Annual International Convention and Trade Show next month in San Diego—so much so that he booked his reservation last July. One issue he’s eager to discuss with other club owners is membership terminations.
“In the beginning, when I knew no one in the industry, I felt that I was out there on my own. Fortunately, at the IHRSA conventions, you meet other people with the same challenges. While the recession hasn’t affected our sales a great deal, it has increased our terminations; I want to hear how others are dealing with this situation.”
The IHRSA connection has helped make ESAC a regional powerhouse
IHRSA Report
Jordan selects four to six staff members to bring to each convention. “We attend the sessions, go out to dinner, and discuss ideas. We identify three or four goals, and we devise plans to implement them, which makes us feel very motivated.”
The trade show has always been a major draw for Jordan. “It’s an ideal way to see hundreds of products in one setting, up close, rather than in a catalog or online. I usually make purchases at the show based on what I’ve seen and the relationships I’ve developed with vendors.”
As often as required, Jordan also makes good use of three valuable IHRSA resources: IHRSA’s 2007 Guide to Retention; Building a Corporate Wellness Program, A Guide for Club Owners and Operators; and IHRSA’s Guide to the Health Club Industry for Lenders and Investors.
He’s called upon IHRSA staff for advice on com-pensation, government affairs, and music licensing.
“I contacted IHRSA to find out what to pay my fitness instructors, for example. I’ve found IHRSA to be the only source of reliable, unbiased data.”
Jordan and other South Carolina club owners recently turned to the association for assistance because automatic membership renewals were pro-hibited. IHRSA hired a lobbyist and worked for two years to help enact legislation that permits contracts to include month-to-month renewal clauses when the club provides written notification to customers who opt into the automatic-renewal provision upon signing the contract. Unfortunately, during the 2009 legislative session, automatic-renewal options came into question once more. “I know that IHRSA contin-ues to monitor the situation carefully, and we may, again, make use of a lobbyist,” he reports.
Jordan sought IHRSA’s expertise on another occasion after receiving a letter saying that he owed money because he offered music and televisions in his club. “I felt blind-sided about music licensing, as did my attorney. IHRSA helped me work out a solu-tion, and I was pleased to contribute to the IHRSA Global Fund on music licensing.
“Needless to say, my IHRSA membership has been truly worth it.”
– Patricia Amend; [email protected]
“In the beginning, when I knew no one in the industry, I felt that I was out there on my own. Fortunately, at the IHRSA conventions, you meet other people with the same challenges.”
IHRSA Report
! Co-owner and CEO Body & Soul Health & Fitness, Vancouver, British Columbia, Canada
All year long, we’re approached by schools, charities, and other organizations for donations to fund-raising events. The majority of our marketing dollars goes toward offsetting the cost of donating personal-training sessions. We’ve found that people who take the time to check an event’s auction list and then place one or more bids are likely interested in fitness anyway, and just need this extra little push. Five to 10 sessions usually give us enough time to interest them in coming back over the longer term. Under this scenario, everyone wins: the high bidders, the charitable organizations, and our company. An additional benefit is the involve-ment in the community and an increased awareness of our club’s many services.”
! Co-owner J’s BIG GYM, New York, NY
means of advertising is handing out 4" x 6" postcards in the neighborhood. These cards usually involve some type of discount on our regular membership rates, such as a low monthly rate, savings on the initiation fee, or a dollars-off coupon. We’re located on a street with many retail establishments, a bus stop, and a subway stop around the corner, so there’s always lots of pedestrian traffic. We work with a few local entrepreneurs who’ve developed a flier-distribution business. Their prices are based on both the number of cards they hand out, as well as how long it takes. In our urban Manhattan environment, this is the most efficient way to get our message out.”
! Co-owner Anytime Fitness, Lakewood, WA
of the largest companies in our area and met with their staff, watched how employees do their jobs, and explained how Anytime Fitness can make a positive difference in their lives. This has turned into a mutually beneficial partnership. Going out and being visible in the community is an effective way to spread our message that everyone needs wellness. Dropping off fliers and posters to local businesses, for them to display in their employee break rooms, provides a constant reminder to workers to get motivated and improve their health. This, in turn, helps their company maintain happier employees and increase employee retention. What’s most important: we’re making a difference in people’s lives and in the way they feel about themselves.”
Besides member referrals, what method of advertising have you found to be the most cost-effective in selling memberships and club programs?
Editor’s note: If you’d like to be profiled in this column, please contact Kristen Walsh, IHRSA’s senior editor, at [email protected].
Since its introduction in 2001, Motionsoft, Inc., developers of eClubLogic membership man-agement software for clubs, has grown at an average rate
of 40% annually. Originally called Karch International (KI), the company was acquired in 1999 by IT solutions provider AINS, Inc. Two years later, Motionsoft was established by a group of employees, including Motionsoft cofounder and CEO Al Noshirvani, who had been vice presi-dent of business development at AINS, and his brother, Hossein.
Motionsoft, headquartered in Silver Spring, Maryland, with a satellite sup-port and development office in Tucson, Arizona, has grown via what Noshirvani refers to as a combination of “organic growth and strategic acquisition.”
Motionsoft’s road map of acquisi-tions, including four transactions in the past five years, has progressed with a purpose. “Via our acquisitions, we end up with great customers using legacy applications with no upgrade path,” says Al Noshirvani. “We bring them a more easily updated and streamlined group of products. We also ensure minimal infor-
mation loss and a smooth transition. Taken together, those aspects help increase retention for us.”
Recently, Motionsoft announced its most significant acquisition to date, that of Conexion—which specializes in club-management software, accounts receiv-able, and financial services programs for the health and wellness industry—and Conexion Tan, which provides financial services programs for the tanning industry.
While the terms of the acquisition were not disclosed, the transaction represents the first time Motionsoft has acquired a competitor larger than itself. The deal more than doubled Motionsoft’s annual operating revenues, while expanding its client base to more than 1,850 health and
fitness clubs, hospital and corporate wellness centers, university-based facilities, and tanning salons.
“The combination of Motionsoft and Conexion provides us with greater access to industry know-how and capital funds which, in turn, solidifies our promise to deliver premium club-manage-ment solutions—from software to financial ser-vices, and beyond,” says
Noshirvani. “Part of our strategy has been to provide solutions to clubs regardless of their size. We want to offer solutions that grow with the smallest clubs and match the needs of the largest. The software and financial services that Conexion offered its customers—now our customers—are a big piece of that pie. Motionsoft had a nice footprint in
Organic growth and strategic acquisition define this company’s road map to steady, fast-paced growth
“We’ll always
view acquisition as
a way to supple-
ment our organic
growth,” asserts
Al Noshirvani,
Motionsoft’s CEO.
“We want to
become a one-stop
shop for organiza-
tions of all sizes—
from a single,
independent
facility to large,
multi-site
organizations.”
IHRSA Report
IHRSA Report
them work for organizations of every stripe. “We provide off-the-shelf applications that are supported by a professional services group, which allows customers to define the functions they want, and we can then build apps to suit.”
Noshirvani points to the recent example of work the company did for Equinox Fitness Clubs in New York City. The chain wanted its members to be able to spend money in the clubs, without having to carry a wallet around while working out. Certainly, Motionsoft had the capability to build a merchant system, but the company took the next step, developing an authorization/authentica-tion system called EasyPay, which ties member’s fingerprints to their credit card numbers.
Currently, the companies are working on a “gradual adaptation to the new structure, which will ensure a smooth transition for both parties, our clients, partners, and vendors,” says Noshirvani. “We’ll be launching our Web-based product line at IHRSA 2010 in San Diego this month. – Jon Feld, [email protected]
large, standalone facilities, but without providing financial services. That gap is now filled.”
“Our companies are synergistic,” adds Benson Fine, Conexion’s CEO, and now chairman of Motionsoft’s board of directors. “Our management teams, products, and service offerings align.” Fine also notes that the acquisition was “the first step in an exit plan. I formed the company in 1984 and I wanted to see both the client base and employees taken care of. When I spoke with Al, it made an awful lot of sense. Our respec-tive strengths and weaknesses didn’t overlap.” Since the acquisition, neither company has lost an employee.
Beyond organizational synergies and growth for the sake of growth, the acquisition has truly shifted Motionsoft’s paradigm with respect to the ways in which it can serve its customers. For example, Conexion’s array of accounts-receivable applications means that Motionsoft no longer has to refer clients seeking those services to a third-party processor. In addition, for the past five years, Conexion has offered the industry a hosted solution, which Motionsoft now has at its command.
For Noshirvani, the greatest benefit is the ability to serve a much larger portion of the club market and to do so in a much more customized fashion. “It’s meant greater diversification as it relates to our ability to provide all the solutions we want to the market,” he says. “We’re now among the only software vendors in the space that have appropriate, relevant products and services to meet the needs of every organization—from single-site franchises to hundred-million-dollar chains—in the market today.”
Not only is the company’s spectrum of club-management services complete, but, says Benson, the ability to tailor those solutions is part of what makes
Heart rate: 142 bpmCalories burned: 250 kcalTime elapsed: 23:40You have 20 seconds to get to Yellow!
IHRSA Report
FLEXI-SPORTS GmbH
!
GlobalGym.com
!
H.U.M.A.N. Healthy Vending!
American Council on Exercise!
CSI Software!
Cybex International, Inc.!
IHRSA Report
Iron Grip!
Matrix Fitness Systems!
Motorized Climbing Wall
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The new category of Club Cardio
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IHRSA Report
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And keep them happier, longer!
Jacobs Ladder is a patented commercial cardio machine specifically designed for fitness
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IHRSA Report
On It Beamwork, Inc.
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The One Fitness Co., Ltd.
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Power Plate North America!
Precor, Inc.!
Star Trac!
Sunlighten (formerly Sunlight Saunas)!
Making Great Trainers for Over 30 Years...Let NETA Make You Great!
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NCCA accredited and nationally recognized
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CONVENIENCEWorkshop locations
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IHRSA Report
PLAE Performance Sports Flooring
!
Decade Transmitters, Inc.
!
United States Professional Tennis Association, Inc.!
efi Sports Medicine, Inc. ! North American Journal of Sports Physical Therapy
Heart Rate, Inc.!
Les Mills International!
IHRSA Report
Kangoo Jumps
!
Life Fitness!
Oasis of the Seas,
Alabama
Arizona
California
Colorado
Connecticut
Delaware
District of Columbia
Florida
Georgia
Idaho
Illinois
IHRSA Membership Eligibility Standards
IHRSA Report
MARKETING WORLD POOL PRODUCTS INC. PO BOX 498 WINOOSKI VT 05404 TEL: 802.655.8941 FAX: 802.655.0439 WWW.PERMACOATINGS.COM
MARKETING
WORLD POOL PRODUCTS INC.AUTHORIZED DISTRIBUTOR OF PERMANON
INTRODUCING
FOR FITNESS AND AQUATIC FACILITY MAINTENANCE. SURFACE PROTECTION THAT IS AS SAFE AND EASY TO USE AS WATER.PERMANON is a new nano coating technology for the Fitness and Health Club Industry that will make pool, spa and facility maintenance quick and easy. Permanon fills microscopic surface variations which would normally hold dirt, grime and bacteria. This creates a water repellent layer of protection that will simplify the cleaning process.
Time savings with a durable shine. Visit us at IHRSA Booth #735 and find out how you can get a competitive edge using Permanon for clean, safe surfaces.
IHRSA Report
Indiana
Iowa Kansas
Kentucky
In the age of competition how much do you stand out?
!!!!!!"#$%&'()!*+,)'&-!+)!./$%'&0$!!!"#$%&'(')*+,-%.(/012%3',%./14*2%56%78$89%!1112('$3&4)$002+%5!"::;"8#;9<9<
Better trained staff means more satisfied members & an increased bottom line.
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IHRSA Report
Louisiana
Maryland
Massachusetts
800-88-IDEAL idealockers.com
Space Saving SolutionsIdeal Helps Clubs Accomodate More Members In Their Existing Space
"Custom Ordered Lockers Built Daily25 Models of Lockers to Choose From"Grow Memberships, Not Construction CostsEngineered Locker Room Floorplans High Quality Wood & Laminate Lockers25 Years of Manufacturing Excellence
Manufactured in the U.S.A. by:
Everlast sports surfacing is now being manufactured with Nike Grind to include sports footwear manufacturing by-products and unwanted athletic shoes from Nike’s Reuse-A-Shoe program. The Everlast line has expanded its collection to 55 standard colors, and now includes a new multi-layered product that is ideal for tracks, basketball, and tennis courts. Everlast can contribute toward earning up to 8 LEED points.
For more information on Everlast sports surfacing with Nike Grind, call 1-888-383-7655 or visit www.everlastsportssurfacing.com
IHRSA Report
Michigan
Minnesota
Leaders in Health & Fitness EducationLeaders in Health & Fitness EducationFiTOUR
®
FiTOUR®
IHRSA Report
Mississippi
Missouri
Nevada
New Jersey
New York
IHRSA Report
North Carolina
Ohio Oklahoma
Oregon
Pennsylvania
!"#$$$!"#$%&'(
!"# $%&!'( )* $%!+ ) ) , ) ) -.'/ )+.' $ ( $ 0 $'1 ) ) , ) ) .'/ )&23!
+-.&%22) ) , ) ) 42'/ $( $2'!3 ) ) , ) 52/6 )*.+-
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• Accurate V02 measurement - 21st century technology
• Our price is 1/10th the competition’s price
• Generate income and gain immediate ROI
• Greater client acceptance with no face masks to wear
• First 200 people get free USB flash drive
• Show special while supplies last, financing available
www.OrbiterLLC.com/products.htm
See the Automated Harvard
V02max Step Box
At booth 4114
cbi_spinning_02-2010.indd 1 2/1/10 1:23:5 PM
Rhode Island
South Carolina
South Dakota
Tennessee
Texas
IHRSA Report
800-815-6615 ! www.homscales.com
To find out more about Health o meter® Professional scales
for the health and wellness industry call or visit our web site:
Your members can be certain their fitness goals are
accurately displayed each time they step on a
Health o meter® Professional scale.
Visit us at the IHRSA Group
Purchasing Booth # 4305
Utah
Virginia
IHRSA Report
Thousands of Products, In-Stock and Ready to Ship
New for 2010:
Self-Generating Center Drive EllipticalEndurance Center Drive elliptical trainers are the perfect blend of research, engineering, performance and technology. Patented technologies have been applied to provide a stable, space-e! cient platform to perform rigorous low impact full body workouts. The combination of a natural 21"
stride, quality manufacturing and superior programming have created the latest evolu-tion in cardio training. The E5000 uses an internal generator eliminating any power requirement. Designed for extreme durability, the E5000 o" ers a commercial warranty.
Commercial Equipment for Every FacilityVisit our IHRSA booth (#3334) from March 11-13
www.bodysolid.com · e-mail: [email protected] · 1-800-833-1227Body-Solid, Inc. · 1900 South Des Plaines Avenue · Forest Park, IL 60130
Counter Balanced Smith MachineSCB1000
Body-Solid ToolsOlympic Rubber Bumper PlatesPower BarsWeighted VestsAnkle WeightsVinyl DumbbellsVinyl Dumbbell RacksMedicine BallsMedicine Ball RacksDual-Grip Medicine BallsFitness BarsFitness Bar RacksAnti-Burst Exercise BallsFoam RollersResistance TubesYoga Mats
Leverage Shoulder Press BenchLVSP
8 Leverage stations to choose from
Pro·Dual Lat Pull-down/MidrowDLAT
10 Pro·Dual stations to choose from
Best Fitness Spin-Style BikeBFSB10
Leverage Shoulder Press Bench
Leverage stations to choose from
Body-Solid Tools
IHRSA Report
Washington
Wisconsin
Wyoming
Australia
Belgium
Canada
Come visit us at IHRSA 2010 March 10-13, 2010Booth # 1847
Come visit us at IHRSA 2010 March 10-13, 2010Booth # 1847
Experience
STRENGTH TRAINING CHANGED FOREVERSTRENGTH TRAINING CHANGED FOREVER
www.exerbotics.comwww.exerbotics.com918.551.6868918.551.6868
If you do one thing this year, experience
The Exerbotics Strength Training System.The Exerbotics Strength Training System.
If you do one thing this year, experience
The Exerbotics Strength Training System.
StrengthStrength InnovationInnovation ResultsResults
.org
IHRSA Report
Save the date | 2010 IHRSA Events
!
!
!
!
!
2010 Industry Events
Employment
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
TRAINERS / 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
@
Business Opportunities
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.
Apply today at:
sportandhealth.com/careers
Selling part ownership investment in fitness center/gym. Modern building design, great health oriented community in Southwest, growth potential, and land appreciation for long-term investment value. Established business with relationships in the community, established equity, land and business ownership. Great opportunity for investment.
Contact owner at (928) 310-2388 for details.
Consulting
Effectivemarketing
doesn’t have tobe expensive
Get your club noticedand drive in new leadswith a package customdesigned for your club’smarket situation.
advertising that w
orks
ou
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w w w. c l u b a d s . c o m / p i c k 3
What’s your
Health Club
Really Worth?
Sales
Valuations
Acquisitions
CALL 303.316.0331
HEALTH CLUB BROKERS
www.buysellhealthclub.com
DO YOU WANT TO
SELL YOUR BUSINESS?
Let me help! As a Business Broker, I will perform a valuation of your business to determine the purchase price for only $497. I can also list & market your business to thousands of potential buyers for a low fee.
USBB Certified Business Broker (and previous
health club owner)
Shane Massey (469) 288-6249
www.MEDFITBIZBROKER.com
®
Image Is EverythingAmerica’s Most Complete Locker Line.
VISIT US AT
IHRSA 2010BOOTH #4400
March 11-13, 2010San Diego, CA
HEALTH CLUBS • SPORT CLUBS • SPAS • RACQUET CLUBS
FITNESS CENTERS • RECREATION CENTERS
Wood Club Lockers Metal/Wood Hybrid Lockers All-Metal lockers Solid Plastic Lockers
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800-825-3636
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866-783-0668
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800-88-IDEAL
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866-668-8766
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877-877-5283
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303-875-0306
866-278-6750
877-288-0285
I
It is a venue, an exciting, enlightening, and altogether remarkable experience that serves as a microcosm of the health and fitness industry. It’s the one place where you can literally see the dynamic synergy that links all of the principal players—the investors, devel-opers, club operators, and vendors.
’m talking, you realize, about that seminal annual event, IHRSA’s International Convention and Trade Show, and, more specifically, about the 29th installment, which will be staged this month, March 10-13, in San Diego, California.
As always, it’s the industry show of the year—the one that you can’t afford to miss!
There are, of course, all of the standard, but ever-exceptional attractions: the featured speakers, educational ses-sions, roundtable discussions, networking opportunities, and trade-show largesse. But what I’d like to point out about this gathering is something sub-tler—something you may not have thought about before.
The convention and trade show are, in a very real sense, an intense team-building exercise for the entire industry. They remind us, oblige us to acknowledge, and encourage
us to take advantage of the links, connections, rela-tionships, alliances, and shared interests that unite us so closely.
IHRSA’s membership—clubs and vendors—are, in reality, the owners of the association. IHRSA, for its part, develops and delivers information, products, services, and opportunities that benefit the industry. The commerce that its efforts yield then accrues to the benefit of IHRSA’s stake-holders. It is a circular, self-sustaining, and industry-enhancing process.
And nowhere is it more evident than on the convention’s trade-show floor. The amount of money that’s spent by IHRSA associate members on research and development is staggering, and
the wide array of wares that emerges from their R&D labs ranges from impressive to breathtaking. Today, we have fitness equipment that’s safe, fun, and effective and that interacts, seamlessly, with the user; computer systems that track every metric a club operator could conceivably want to know; exercise routines and classes that have been specifically designed to increase sales, utilization, and retention…The list goes on and on.
The trade show is a virtual wonderland of the latest-and-greatest when it comes to equipment, programming, services, and support. It’s the one spot where, more than anywhere else, club decision-makers can get together with the business’ most innovative and prolific consultants, manufacturers, and suppliers. The result is a connection, a critical interaction, that sparks ideas, efforts, and accom-plishments that will determine the industry’s direction, drive its growth, and shape its future for years to come.
Clubs, suppliers, and IHRSA are partners in a tacit, unspoken, but promising and productive pact. The health of one ensures the health of the others. The progress of one drives the others forward. The success of one is, nearly by definition, the success of the others, and, in turn, the success of all. During the years that I spent as a club owner, I instinctively purchased all of my business needs from companies that supported IHRSA, and, thereby, the entire industry. Many other operators do exactly the same—basing their purchasing decisions on the ads they see in CBI and on the offer-ings they try out, for themselves, at the trade show.
So, this year, as you walk the trade-show floor, say a little thank you to the exhibitors, sponsors, and other vendors who—like you—are a critical link in the industry’s cycle of achievement.
– Joe Moore, [email protected]
One Hundred Twenty MillionMembers by 2010
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