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© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
© 2006 Les Mills International Limited
Click to edit Master title style
Click to edit Master subtitle style
© Les Mills International 2004 1
© 2006 Les Mills International Limited
Click to edit Master text stylesSecond level
Third level
Fourth level
Fifth level
BUILDING A WORLD CLASS
GROUP FITNESS OPERATION
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
At the end of this session you will be much further along to path to:
Having consistently full classes
Developing massive social energy in your facility
Using your members as your best sales force
Retaining members longer
Having consistently motivated staff
Being able to charge more
Making a difference to the health and fitness of your community
OBJECTIVETo enhance your abilities as Group Fitness Managers (GFMs) to use Group Fitness to acquire and retain more members
© 2006 Les Mills International Limited
FITNESS FORMULASClick to edit Master text styles
Second level
Third level
Fourth level
Fifth level
© 2006 Les Mills International Limited
ENTER ALL KEY ACTIONS IN YOUR GFM PLANNER
TRANSFER THEM TO YOUR PERSONAL DIARY
TOMORROW
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Experience and transformation economies are booming (1)
Wellness spending in the US alone will surpass one trillion dollars by 2010 (2)
Health clubs are at the sharp end of the experience economy - gym attendance is becoming the biggest sport in the world (3)
(1) Pines and Gilmour, The Experience Economy 1999(2) Paul Zane Pilzner; The Wellness Revolution: How to make a fortune in the Next Trillion-Dollar Industry
2002(3) Phillip Mills; 2004
FUTURE MARKET FOR GROUP FITNESS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
(4) Phillip Mills; 2005(5) James J. Annesi; Effects of Minimal Group Promotion on Cohesion and Exercise Adherence 1999(6) IHRSA Retention Report 2004
Group fitness is the vanguard of the fitness industry and has huge potential as a form of entertainment (4)
“90% of all exercisers report that they would prefer to work-out in a group” (5)
“Increase in group fitness participation is a key indicator of club growth and profitability” (6)
FUTURE MARKET FOR GROUP FITNESS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Group Fitness is at the sharp end of the experience economy!
Example: Evolution of the exercycle
1980 Old-fashioned stationary bike
1985 Computerised bike
1990 Cardio theatre
1995 Spinning class
1999 RPM™
CREATING MORE ENTERTAININGEXERCISE ENVIRONMENTS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Licensed to over 11,000 clubs in 63 countries
Occupying 20% of world’s health clubs’ Group Fitness timetables
Servicing the world with a unique global agency network
60,000 Les Mills’ certified elite fitness instructors
In excess of 4 million consumers per week doing Les Mills’ classes
INTRODUCING LES MILLS INTERNATIONAL
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Les Mills World of Fitness, Auckland, New Zealand
11,000 members - Membership average US$80 per month
5,000m2 / 53,500 ft2 Fitness-only club
2,000m2 / 21,500 ft2 Group Fitness area
4 studios - largest is 700m2 / 7,500 ft2
Over 150 classes per week
50% of total attendances
65 part-time instructors
7,000+ Group Fitness visits per week
LES MILLS AUCKLAND – CLUB BASEDGROUP FITNESS MODEL FOR THE WORLD
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
THE SIZE OF THE PRIZE WORKBOOK
SHEET 1CALCULATE CURRENT OCCUPANCY
Calculate total square metres of your Group Fitness studio(s)? _______
Divide this number by 4 (if using metres) or 40 (if using feet) (1) _______
This number represents your Maximum Class Capacity (MCC) _______
How many classes are at:
75% MCC, or _______
Between 30% - 75% MCC, or _______
Less than 30% MCC _______
Ask yourself these questions:
How much of the prize am I giving up with my present programming?
How much of the prize could I gain with better programming?(1) Les Mills International recommends circa 4 square metres or 40 square feet per person
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
EXAMPLE OF SINGLE STUDIO WITH CAPACITY OF 30
Current weekly attendance = 500
Target weekly attendance = 1,000
500 extra attendances ÷ 1.75* = 285 new members
285 x (cost of membership= $142,500$500 annualised)
Achieve 75% of income = $106,875
Achieve 50% of income = $71,250
Achieve 35% of income = $49,875
* Average member attendance per week - IHRSA 2004
THE SIZE OF THE PRIZE
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
EXAMPLE OF SINGLE STUDIO WITH CAPACITY OF 30
How much would you spend to achieve $142,500 extra member revenue?
Increased GFM wages and incentives $ 6,000 Increased instructor wages and incentives $ 8,000 Studio improvements $ 7,500 Additional marketing costs $ 8,000 Licence fees $ 2,500 Increased training costs $ 2,500
TOTAL $34,750
Return on investment (on $142,500) 410%
Return on investment (on 50% of income - $71,250) 205%
THE SIZE OF THE PRIZE
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
ADDITIONAL FACTORS IF YOU HAVE VERY BUSY STUDIOS
Independent research confirms that members at Les Mills’ licensees visit their facilities on average 2.9 times per week*
At Les Mills Auckland, busy studios provided a number of profitable benefits:
improved retention
ability to increase membership prices significantly over time
new members due to the reputation of Group Fitness
Ultimately, Les Mills Auckland chose to invest in increased Group Fitness space to maximise attendance levels while accessing all the other benefits of group exercise as a competitive advantage
* AC Nielsen Survey, 2006
THE SIZE OF THE PRIZE
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Add up your weekly class attendances
TOTAL ____________
What could this be if your instructors were delivering world-class, life-changing experiences every time?
POTENTIAL TOTAL ____________
Take the difference between these two numbers, divide it by 1.75 (IHRSA average member weekly attendance) and multiply it by your annual membership rate
POTENTIAL INCOME GAIN $ ____________
Assume a 50% success rate of the income gain to be conservative
50% POTENTIAL INCOME GAIN $ ____________
CALCULATE REVENUE
WORKBOOK
SHEET 2
THE SIZE OF THE PRIZE FOR YOUR CLUB
WHAT IF YOU WERE THE BEST IN:
Your suburb?
Your city?
Your region?
Your country?
WHAT WOULD IT DO FOR:
Your break-even?
Your retention?
Your sales?
Your profit?
MANY CLUBS JUST WANT TOBREAK EVEN IN GROUP FITNESS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
DRIVER THREE
RECOGNIZE WHAT IS POSSIBLE WITH GROUP FITNESSLEVITE JCC, BIRMINGHAM, ALABAMA • Facility of 2,250 members
• Only 8% capacity usage in GF 18 months ago
• Quickly reduced Instructor team from 50–20 people
• Average attendance in class was 4-8 people
• Launched Les Mills programmes in March 2005
• Successful freestyle classes maintained
• Today 88% capacity usage in Les Mills classes
• 82% retention • 59% of total attendances are from GF
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
DRIVER THREE
• Only one studio available • GF Manager negotiated use of other
space for classes • Deliver 65 land classes per week • 45 classes in the studio, 20 in other
facility venues • Premium priced in the area • Very high quality in Instructor team • Instructor team to reach 40 people• Minimum of 20% male attendance in
Les Mills classes • Rank in the top 10 out of 250 JCCs in
USA
RECOGNIZE WHAT IS POSSIBLE WITH GROUP FITNESSLEVITE JCC, BIRMINGHAM, ALABAMA
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
1. Create a scorecard
2. Maximise your timetable
3. Recruit world-class instructors (and keep them!)
4. Organise great instructor training
5. Develop the best studio you can afford
6. Create a Group Fitness Marketing Plan
7. Plan for Success
8. Hire, or be, a world-class GF Manager
THE PLAN IS BUILTAROUND 8 KEY ELEMENTS
© 2006 Les Mills International Limited
FITNESS FORMULASClick to edit Master text styles
Second level
Third level
Fourth level
Fifth level
© 2006 Les Mills International Limited
BUILDING A WORLD CLASS GROUP FITNESS
OPERATION
KEY ELEMENT ONE:CREATE A
SCORECARD
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Set class-by-class and total weekly targets
Count numbers in every class
Create accurate comparative stats and publish them
If possible, use best digital-camera counting technologies available or independent/objective third-party manual counts
“IF YOU CAN’T MEASURE IT, YOU CAN’T MANAGE IT”
THE TEAM CAN’T PLAY TO WINIF IT DOES NOT KNOW THE SCORE
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
RANK ST TIME DAY PROGRAMME ACTUAL FACTOR REVISED INSTRUCTOR1 1 6.10pm Wednesday BODYJAM™ 194 1.0 194 Gandalf2 1 6.10pm Monday BODYATTACK™ 180 1.0 180 Mark S3 1 6.10pm Tuesday BODYPUMP 117 1.0 117 Steve R4 1 5.10pm Tuesday BODYCOMBAT 115 1.6 184 Joe5 1 10.10am Saturday BODYATTACK 97 2.0 194 Mark S6 1 6.15am Tuesday BODYPUMP 95 2.0 190 Donna7 1 4.10pm Sunday BODYPUMP 95 1.6 152 Lenny8 1 7.10pm Monday BODYPUMP 91 2.0 182 Joe9 1 9.10am Saturday BODYPUMP 90 1.6 144 Joe
10 1 6.10pm Friday BODYPUMP 88 1.0 88 Keri11 1 6.10pm Thursday BODYATTACK 87 1.0 87 Lisa O 12 1 5.10pm Thursday BODYPUMP 87 1.6 139 Donna13 1 12.10pm Wednesday BODYPUMP 86 2.0 172 Keri 14 1 5.10pm Wednesday BODYCOMBAT 86 1.6 138 Dan & Rach15 2 5.30pm Wednesday BODYATTACK 85 2.9 247 Glen O16 1 12.10pm Monday BODYPUMP 79 2.0 158 Prue
SORTED BY ACTUAL COUNT
PUBLISH COMPARATIVE STATS(SCORES RANKED BY ACTUAL COUNTS)
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
1.7
2.2three
FactorAverageTime zone
Studio 1
two
1.0one
1. Divide timetable into three or four time zones. Group similarly performing times together to minimise number of zones (which increases statistical validity)
2. Calculate average attendance for each time zone across the week
3. Divide average of biggest time zone by average of each time zone to find factor for that time zone
118
70
53
ADJUSTMENT FORMULA TO COMPARE DIFFERENT TIMES, DAYS AND STUDIOS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
RANK ST TIME DAY PROGRAMME ACTUAL FACTOR REVISED INSTRUCTOR1 1 11.10am Monday Stretch Yoga 58 4.6 267 Andre2 Cir St 6.15am Thursday BODYCIRCUIT® 55 4.6 253 Wiremu3 2 5.30pm Wednesday BODYATTACK 85 2.9 247 Glen O4 2 6.30am Tuesday BODYSTEP 50 4.6 230 Susan T5 Cir St 5.15pm Monday BODYCIRCUIT® 49 4.6 225 George6 2 5.30pm Thursday BODYJAM 75 2.9 218 Gandalf7 2 6.30pm Tuesday BODYCOMBAT 74 2.9 215 Olly8 2 4pm & 4.30pm Sunday BODYJAM 46 4.6 212 Chris9 1 4.10pm Monday BODYPUMP 70 2.9 203 Glen10 1 10.10am Saturday BODYATTACK 97 2.0 194 Mark S11 1 6.10pm Wednesday BODYJAM 194 1.0 194 Gandalf12 1 6.15am Tuesday BODYPUMP 95 2.0 190 Donna13 1 1.10pm Tuesday BODYPUMP 41 4.6 189 Amy14 1 1.10pm Friday BODYCOMBAT 41 4.6 189 Joe15 1 5.10pm Tuesday BODYCOMBAT 115 1.6 184 Joe16 1 11.10am Friday Stretch Yoga 40 4.6 184 Vincent
SORTED BY REVISED COUNT
REVISED SCORES BY TIME ADJUSTED COUNTS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
RANK ST TIME DAY PROGRAMME ACTUAL FACTOR REVISED INSTRUCTOR1 1 6.10pm Wednesday BODYJAM 194 1.0 194 Gandalf2 1 6.10pm Monday BODYATTACK 180 1.0 180 Mark S3 1 6.10pm Tuesday BODYPUMP 117 1.0 117 Steve R4 1 5.10pm Tuesday BODYCOMBAT 115 1.6 184 Joe5 1 10.10am Saturday BODYATTACK 97 2.0 194 Mark S
SORTED BY ACTUAL COUNT
RANK ST TIME DAY PROGRAMME ACTUAL FACTOR REVISED INSTRUCTOR1 1 11.10am Monday Stretch Yoga 58 4.6 267 Andre2 Cir St 6.15am Thursday BODYCIRCUIT® 55 4.6 253 Wiremu3 2 5.30pm Wednesday BODYATTACK 85 2.9 247 Glen O4 2 6.30am Tuesday BODYSTEP 50 4.6 230 Susan T5 Cir St 5.15pm Monday BODYCIRCUIT® 49 4.6 225 George
SORTED BY REVISED COUNT
RANK SCORES COMPARING ACTUAL AND
TIME ADJUSTED COUNTS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Ideally use a SCORECARD spreadsheet to calculate attendance KPIs
At a minimum record manual counts for all classes and collate weekly, monthly and quarterly
BEST PRACTICE
Use a spreadsheet which contains 12 months of data
Graph trends over 1-3 years
Graph Actuals against Targets
CREATE A SCORECARD REPORTING SYSTEM
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Minimum actions:
Start accurate manual / camera counts immediately
Monitor gross weekly attendances
Set class targets with instructors
Enter class counts and targets into your SCORECARD spreadsheet
Publish results monthly and recognise / reward success
SCORECARDACTIONS
© 2006 Les Mills International Limited
FITNESS FORMULASClick to edit Master text styles
Second level
Third level
Fourth level
Fifth level
© 2006 Les Mills International Limited
KEY ELEMENT TWO:MAXIMISE YOUR
TIMETABLE
BUILDING A WORLD CLASS
GROUP FITNESS OPERATION
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Programme development means identifying the most popular activities people want
Functional strength training
Mind / body
Martial fitness
Step training
Indoor cycling
Sports conditioning / HiLo
Dance
Create easy-to-follow, results-driven, enjoyable choreography
Use current Top 40 music with maximum appeal to the widest market
Base your programme development on commercial reality. Be cautious of short-term fads
WHAT DO PEOPLE WANT?MODEL FOR PROGRAMME DEVELOPMENT
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Identify the largest market categories
Using pre-choreography produced by world-leading instructors
Test and refine the programmes in live club situations
Listen to thousands of songs each quarter for music selection
Always base our programmes on a commercial programme formula
Programmes developed to meet consumer needs based on independent market research
EXAMPLE of Sustainable GF Formulas by Les Mills
THE LES MILLS APPROACH TO PROGRAMME DEVELOPMENT
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
The fastest, simplest way to increase weekly attendance is to give more classes to your
most popular teachers and programmes and less to the less popular .
Let the public vote with their feet.
CREATE THE ULTIMATE TIMETABLE
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Monthly Average Class Attendances by ProgrammeProgramme November
Classes Act # Avg
BODYPUMP™ 28 2120 76BODYCOMBAT™ 20 1054 53RPM™ 27 980 36BODYATTACK™ 10 669 67BODYJAM™ 7 476 68BODYBALANCE™ 13 471 36BODYCIRCUIT® 12 377 31BODYSTEP™ 11 368 33Stretch Yoga 7 313 45RUN/JOG/5KG 6 190 32RINGSIDE 5 94 19POWERWALKING 7 67 10Weekly Totals 153 7179 47
IDENTIFY YOUR TOP PROGRAMMES
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Global benchmark for timetable content
70% - 80% represented by Core programmes
10% - 20% represented by Specialty programmes
0% - 10% represented by Service programmes
Timetable mix can be impacted significantly by:
building classes which are new to your club’s culture
developing new instructor talent
club location, eg urban or suburban
local demographics, eg families or retired people
EXAMPLE PROGRAMME MIX TO DELIVER VARIETY AND CROSS TRAINING
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
LES MILLS™ TARGET MATRIX©
RANK CLASS PERFORMANCE TO IDENTIFY OPPORTUNITIES FOR GROWTH
Amber light classes
achieving 30%-75%of target
Green light classes
achieving > 75%
of target
INSTRUCTOR FACTORS
PR
OG
RA
MM
E F
AC
TO
RS
Red light classes
achieving < 30% of target
Amber light classes
achieving 30%-75%of target
Poor
OK
Excellent
OK Excellent
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Classes achieving more than 75% of target – “Green light”
Add more classes of the most popular programmes and/or
Free up peak time-slots by moving some top performers to shoulder slots
Classes achieving 30% - 75% of target – “Amber light”
Review if the instructor or the programme is holding back growth
Take action to train the instructor or alter programming to maximise attendances
Classes achieving < 30% of target – “Red light”
Set timelines for improvement via instructor training or programme changes
Delete if attendance does not meet minimum targets within timelines
USE CLASS RANKINGS TO FOCUS YOUR GROWTH ACTIVITIES
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
2. timetable
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
TIMETABLE CREATOR FOR PROFESSIONAL LAYOUTS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Minimum actions:
Identify top instructors and programmes
Take action on under-performing (red light) classes
Review timetable quarterly to maximise attendances
TIMETABLE ACTION
© 2006 Les Mills International Limited
FITNESS FORMULASClick to edit Master text styles
Second level
Third level
Fourth level
Fifth level
© 2006 Les Mills International Limited
KEY ELEMENT THREE:RECRUIT WORLD
CLASS INSTRUCTORS(AND KEEP THEM!)
BUILDING A WORLD CLASS
GROUP FITNESS OPERATION
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
A SINGLE GREAT INSTRUCTOR CAN BRING HUNDREDS OF MEMBERS TO YOUR CLUB
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Find and keep star teachers = attract and keep members
A TEAM OF GREAT INSTRUCTORS CAN BRING THOUSANDS OF MEMBERS TO YOUR CLUB!
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
"Never try to teach a pig how to sing.
It wastes your time and annoys the pig.”
CASTING IS EVERYTHING
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Ride the rhythm for the athlete within
The real weights workout where I feel strong and get challenged
The lively step workout where I get lifted
The dance workout where I get high on the feeling of dance
The cardio conditioning workout inspired by sports training
The martial arts workout where I am unleashed
The yoga, tai chi, pilates workout where I feel strong and centre, long and
strong
The low-impact workout that lets you choose just how hard you workDRIVER ONE
THE ESSENCE OF THE LES MILLS™ GROUP FIT FORMULAS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Triathletes or road-cycling specialists
Weight trainers and Personal Trainers
Athletic and dynamic fitness fanatics
Dance and acting schools
Super-fit amateur athletes
Martial arts or combat background, such as kick-boxers
Yoga and pilates experience
Specialising in 40+ fitness / expert in seniors programmes
RECRUIT TO FIT THE ESSENCE OF THE PROGRAM E.G:
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Performing arts schools
Theatre and dance companies
Phys Ed schools
College recruitment events
School teachers
Personal trainers / staff
Members
SPREAD YOUR NET WIDE TO IDENTIFY POTENTIAL RECRUITMENT POOLS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Golden Rule = See more people
If you need 8 World Class Instructors in the next 12 months
Always be on the look-out for talent in your recruitment pools
Match recruits with the essences of each programme
Hold a recruitment evening, say once a year and be aware that:
20 candidates in a recruitment evening become…
10 recruits to train and send to Module who become….
…8 certified Instructors
START WITH AN END IN MIND HOW MANY NEW RECRUITS DO YOU NEED?
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
RECRUIT WITH PROFESSIONAL TOOLS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Motivate recruits by allowing them to watch examples of the best instructors in the world
INSPIRE RECRUITS – SHOW THEMDVD KITS WITH ROLE MODEL INSTRUCTORS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Incentivise world-class performanceand retain top performing teachers
CREATE A SYSTEM THAT COMBINES FINANCIAL AND NON-FINANCIAL
REWARDS
COMPENSATION SYSTEMS - INSTRUCTORS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Cost Per Head:
Average Class #:
Instructor’s Fee:
Class:Instructor:
$2.00$1.00$0.50
103080
$20$30$40
BODYSTEP™Randy
BODYATTACK™
NigelBODYPUMP™
Sam
CBA
Calculate cost-per-head figures for each class
HIRE THE BEST- NOT THE CHEAPEST
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Minimum actions:
Always be on the look-out for recruits inside and outside your facility
Recruit to fit the essence of your programmes
Structure a retention plan – training, rewards, team building
WORLD CLASS INSTRUCTORSACTION
© 2006 Les Mills International Limited
FITNESS FORMULASClick to edit Master text styles
Second level
Third level
Fourth level
Fifth level
© 2006 Les Mills International Limited
KEY ELEMENT FOUR:ORGANISE GREAT
INSTRUCTOR TRAINING
BUILDING A WORLD CLASS
GROUP FITNESS OPERATION
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Choreography
Build on instructor strengths to create stars
Technique“Physical Execution”
Coaching“Teaching Skills”
Fitness magic“Theatre Skills”
Connecting“Communication”
FIVE KEY ELEMENTS OF TEACHING
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Module training
Certification
Quarterly workshops
Advanced instructor training
Technique intensives
Quality assessments
Team training for quarterly launch
Individual tuition
Distributor driven
Club driven
A QUALITY TRAINING PROCESS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
.
* Recruitment needs to reflect the essence of each programme
1. Group Fitness Manager selects instructors for Module*
2. Group Fitness Manager prepares instructors for Module
3. Instructors attend LES MILLS™ Module training for 2 or 3 days
4. Group Fitness Manager coaches instructors to be class-ready
5. Group Fitness Manager ensures instructors submit videos
6. Les Mills assesses instructor videos up to 12 weeks post-Module
7. CERTIFICATION
LES MILLS AND LICENSEES WORK TOGETHER TO CERTIFY INSTRUCTORS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Assess each instructor at least six-monthly:
Keeps instructors focused
Allows coaching opportunities
And be a coach, not a policeman
Buy a digital video camera - absolute best investment
Training tool only - class numbers must remain the ultimate measure of performance
Instructors can’t be all things to all people - build on their strengths
FINDING THE TALENT IS ONLY THE START
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Minimum actions:
Create an overall annual training plan for both programme teams and individual instructors
Monitor and promote attendance at quarterlies
Schedule quarterly team and person-to-person training times
Implement a six-monthly formal assessment plan
TRAINING AND ASSESSMENTACTION
© 2006 Les Mills International Limited
FITNESS FORMULASClick to edit Master text styles
Second level
Third level
Fourth level
Fifth level
© 2006 Les Mills International Limited
KEY ELEMENT FIVE:DEVELOP THE BESTSTUDIO YOU CAN
AFFORD
BUILDING A WORLD CLASS
GROUP FITNESS OPERATION
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Does it look 21st century?
Does it look like a world-class destination?
Does it create an incredible sensory experience?
Could changes create wider audience appeal?
YOUR STUDIO
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Size
Creative décor
Mirrors
Banners
Water
Flooring
Sound system
Stage
Entrance
Equipment
Waiting area
Lighting
Microphone
Cleaning
Maintenance
Heating/ ventilation
STUDIO DESIGNTHE PRIORITIES
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Minimum actions:
Best quality sound system you can afford
Stage
Décor – lighting and colour(s)
STUDIOACTION
© 2006 Les Mills International Limited
FITNESS FORMULASClick to edit Master text styles
Second level
Third level
Fourth level
Fifth level
© 2006 Les Mills International Limited
KEY ELEMENT SIX:CREATE A WORLD
CLASS MARKETING PLAN
BUILDING A WORLD CLASS
GROUP FITNESS OPERATION
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Pow
er
PerfectionRenewal
Sociability/Fun
Con
form
i ty
High EnergyTo have fun, be
attractive popular &
desirable to others
Fitting in – being
acceptable to others
To feel good about myself,
to work through my
problems
To be active, strong, energetic & independent
Being superior and dominant – socially or physically
To achieve theperfect body, maintain discipline & order
Source: Essence Research 2004
1. NOTE WHERE YOUR MEMBERS FIT
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Pow
er
PerfectionRenewal
Sociability/Fun
Con
form
i ty
High Energy•High-energy exercise options
•Wide variety• ‘Adrenaline
fixes’•Exclusive
•High profile membership base
•“Place to be seen”
•Best, latest equipment, facilities, technology, body science
•Efficiency & results
•Small, safe, comfortable
sanctuary•Personalised
guidance
•Value for money
•Open to all•Casual atmosphere •Local
•Fun, social atmosphere•Variety in group fitness
•Entertaining
Source: Essence Research 2004
2. IDENTIFY WHY YOUR MEMBERS COME TO YOUR CLUB
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Source: Essence Research 2004
3. MATCH WHICH GROUP FITNESS PROGRAMMESTALK TO DIFFERENT CUSTOMER SEGMENTS
Pow
er
PerfectionRenewal
Sociability/Fun
Con
form
i ty
High Energy
BODYPUMP™
BODYATTACK™
BODYVIVE™
BODYJAM™
BODYCOMBAT™
BODYBALANCE™
RPM™
BODYSTEP™
© 2006 Les Mills International Limited
Abs & Butt
OR
OR
REAP THE BENEFIT OF MARKETING BRANDSWHICH WOULD YOU RATHER PROMOTE?
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Programme Launch StepsWeek 1 Week 2 Week 3 Week 4 Week 5 Week 6 – Launch
Complete Module 2 Instructor Training
Allocate tracks to launch team
Increase internal promotions
Contact media
Complete Module 1 Instructor Training
Get instructors ready
Start low-key internal promotion
Get staff orientated and involved
Finalise timetable changes
Remember, always plan your launches with specific sales targets for the various target segments, i.e.New members (including ‘missed guest’) $_____Member renewals $_____Member referrals $_____Reactivate old members $_____
MAXIMISE THE LAUNCH OF NEW PROGRAMMES WITH AN EVENT
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
ECLUB: YOUR ONLINE MARKETING TEAM
© 2006 Les Mills International Limited
LES MILLS™ Group Fitness formulas
Quarterly event campaigns
Outdoor campaigns
Imagination campaign
Black-and-white series
Fantasy campaign
Life-changing campaign
What’s in it for me campaign
Shape your future campaign
Tree campaign
And dozens more…
ECLUB - SOME CAMPAIGNS AVAILABLE
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Every three months you canre-invent the wheel,
rebuild the excitement,
reactive inactive members
and increase sales revenue
The 2 most powerful words in advertising are
“FREE” AND “NEW”
ORGANISE QUARTERLY EVENTSTO RE-LAUNCH LES MILLS PROGRAMMES
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Programme Relaunch Steps
Week 1 Week 2 - 3 Week 3 - 4 – LAUNCHAttend Quarterly Workshop
Get instructors ready
Allocate tracks to team
Co-ordinate rehearsal timesGet staff involved in promotion
Meet with sales team
Organise internal marketing
Confirm external marketing
Contact mediaGet the club ready
Confirm media
Staff dress rehearsals Relaunch Masterclasses
Promote results
Evaluate results
Review goals
QUARTERLY EVENTSTHE RE-LAUNCH PROCESS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
MARKET EXPERIENCESNOT JUST PROGRAMMES
© 2007 Les Mills International Limited
GROUP FIT P.R.O.F.I.T. CASE STUDYRE-LAUNCH FOR MEMBER ACQUISITION
• Club of 1,470 members• Annual GF re-launch • 140 new members • USD 8,250 investment• USD 85,500 income • >10 times payback • 4 hour evening concert • Theatrical event • 400 attendees • 200 non-member
guests • 70% conversion rate • Cross-club teamwork
www.lesmills.com/groupfitprofit
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
January February March April
May June July August
September October November December
4 Quarterly GF Events4 Monthly GF
Promotions
DOCUMENT A GROUP FITNESSMARKETING PLAN
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
GROUP FITNESS MARKETINGACTION
Minimum action:
Commit to quarterly re-launches as the bedrock of your market plan
Build an annual Group Fitness marketing plan that incorporates quarterly re-launches, class building competitions, charity events, programme promotions etc.
Make yourself familiar with the resources available on Eclub
© 2006 Les Mills International Limited
FITNESS FORMULASClick to edit Master text styles
Second level
Third level
Fourth level
Fifth level
© 2006 Les Mills International Limited
KEY ELEMENT SEVEN:PLAN FOR SUCCESS
BUILDING A WORLD CLASS
GROUP FITNESS OPERATION
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Agree your Group Fitness Budget for the year with management
Set your attendance and other targets with your instructor team
Measure your success every month against Budget and targets
PLAN FOR THE YEAR
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
YOUR PLAN AT A GLANCE12 MONTH BUDGET EXAMPLENo. Key Element
Budget category Month Month Month Month Month Month Month Month Month Month Month Month Total
1 2 3 4 5 6 7 8 9 10 11 12
1Create A Scorecard
Class attendance numbers 4,000 4,400 4,500 4,750 4,800 4,850 4,950 5,000 5,250 5,250 5,300 5,400 58,450
2Maximise Your Timetable Licence fees 500 500 500 500 500 500 700 700 700 700 700 700 7,200
3Recruit World Class Instructors
Instructor wages and rewards 4,000 4,250 4,250 4,500 4,500 4,700 4,750 4,800 4,900 4,900 4,900 5,000 55,450
4Train World Class Instructors Training costs 600 600 600 600 600 600 600 600 600 600 600 600 7,200
5
Develop the Best Studio You can Afford
Studio costs: repairs and upgrades 150 150 150 15,000 150 150 150 150 150 150 150 150 16,650
6Create a Group Fit Marketing Plan
Promotional expenses 300 300 1,000 300 300 1,000 300 300 1,000 300 300 1,000 6,400
8Be or Hire Great GF Manager
GF Manager wages 1,000 1,000 1,000 1,250 1,250 1,250 1,250 1,250 1,250 1,500 1,500 1,500 15,000
TOTAL 6,550 6,800 7,500 22,150 7,300 8,200 7,750 7,800 8,600 8,150 8,150 8,950 107,900
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Example Headline Monthly Group Fitness Report
Reporting month July-07Name of facility XXXXXXXX
Overall goal: To grow GF attendances by 25% in 12 months
Actual attendance trends Last
month Current
month Increase/
(decrease) Comment
Actual attendances 4850 4900 50 Small increase month-to-month despite school holidays
Monthly Budget Actual Variance Comment
Total monthly costs 4,500 4,300 200Savings mainly due to gifts being supplied for free for monthly
promotion due to local company sponsorship
Attendances 5,000 4,900 (100) School holidays impacted attendances more than expected
GF visits / Total visits Actual
GF visits Total visits Percentage Comment
For July 4,900 12,000 41% Substantial proportion of members attend GF
MONTHLY HEADLINE REPORT FOR MANAGEMENT AND INSTRUCTORS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Document quarterly results and conclusions succinctly
Build awareness of Group Fitness’ contribution to your facility
Budget versus Actual spend
Attendances versus targets
Budgeted versus Actual cost per head
Top-performing programmes
Worst-performing classes and plan of action
Which instructors have left and why
Instructors certification rate
Instructor satisfaction survey
Number of instructors recruited
Instructor training update
Initiatives for studio improvements
Marketing promotion results
% of total attendance from GF
% of real estate dedicated to GF
Overall conclusion
QUARTERLY REPORTING TO MANAGEMENT AND INSTRUCTORS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Use monthly and quarterly report summaries
To celebrate successes, and
Work with management and instructor teams to plan innovations and solutions that will grow attendances
USE REPORTING TO ENCOURAGE PLANNING AND INNOVATIONS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Minimum actions:
Document your plan with a Budget
Agree your goals for the year with your team
Report on performance monthly and quarterly against targets
Share information to gain ideas from the team to grow attendances
PLAN FOR SUCCESSACTIONS
© 2006 Les Mills International Limited
FITNESS FORMULASClick to edit Master text styles
Second level
Third level
Fourth level
Fifth level
© 2006 Les Mills International Limited
KEY ELEMENT EIGHT:APPOINT, OR BE, A WORLD CLASS GFM
BUILDING A WORLD CLASS
GROUP FITNESS OPERATION
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
You lead a team which is responsible for bringing thousand of members
to your facility
Recognise that your impact on facility success can be huge
YOU ARE A MAJOR HIRE!
AS A GREAT GROUP FITNESS MANAGER YOU CAN CHANGE THE FUTURE OF YOUR CLUB
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
The goals for Group Fitness Managers are to:
Increase class numbers in line with targets
Meet or be below budgeted costs
The role of the GFM requires you to be effective with 3 different audiences:
Lead your instructor team to fulfil the potential of Group Fitness
Communicate effectively on the achievements of Group Fitness to management
Ensure your Group Fitness attendees have life-changing fitness experiences every time
BRIDGING THREE WORLDSMANAGEMENT, INSTRUCTORS & MEMBERS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Commit to:
Being a Coach, not an Ego
Leading your team to access the full potential of GF
Benchmarking every activity against achieving your Plan
Communicating with management to increase support for Group Fitness over time
Delivering extraordinary fitness experiences
Building a strong Vision and sense of purpose with your team to help formulate Group Fitness’ long-term goals
GROUP FITNESS MANAGERACTIONS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
Create aCAUSE, not a
BUSINESS Tom Peters, US Management Guru
ESTABLISH A POWERFUL TEAM MISSION AND GOALS
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
MAKING YOUR DREAMS BECOME A REALITY
Where do you see yourself?
Ready to sign up
Interested but need more information
Thanks but no thanks – would like to try classes first
© 2006 Les Mills International Limited
© 2007 Les Mills International Limited
© 2006 Les Mills International Limited
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Click to edit Master subtitle style
© Les Mills International 2004 96