Scaling Up for Long-Term Success

Proudly Sponsored by

Sydney

• Newtown

• Ashbury

• Peakhurst

• Padstow

• Bexley

• Wolli Creek

• Sydney CBD

• Sydney CBD

Sydney

• Carlingford

• West Pennant Hills

• Thornleigh

• Newington

• Campbelltown

• Oran Park

• Bankstown

• Kellyville

Regional

• Newcastle

• Gosford

• Shell Harbour

Canberra• Braddon

• Kingston

• Macquarie

• Dickson

Melbourne

• Ashburton

• Balwyn North

• Bentleigh East

• Brunswick

• Carlton

• Caulfield

• Clifton Hill

Melbourne

• Essendon

• Elwood

• Flemington

• Highett

• Kew East

• Murrumbeena

• Northcote

• Pascoe Vale

Melbourne

• Richmond

• Sandringham

• St Kilda

• Williamstown

• Yarraville

• Geelong

Brisbane

• Archerfield

• Carindale

• Coorparoo

• Fairfield

• Fortitude Valley

• Hawthorne

• Holland Park

• Jindalee

• Kangaroo Point

• Lutwyche

Gold Coast

• Runaway Bay• Robina• Mermaid Beach• Coolangatta

Brisbane

• Mt Gravatt

• Newmarket

• Paddington

• Redcliffe

• Springwood

• Strathpine

• Sunnybank

• Wellington Point

• Wynnum

North Coast• Cairns• Caloundra• Mackay• Maroochydore• Noosa• Buderim• Townsville

Scaling Up for Long-Term Success

Andrew SimmonsFounder of Vision Personal Training

Launched in 1971

20 years 100 locations

By year 25 = 1000 locations

Now more than 18,000 stores in 62 countries and

more than 150,000 employees

I’m always amazed how

overnight successes take a

helluva long time.

If you’ve been in business

less than 25 years, you still

have time to make it big; if it’s

been more than 25 years, and

you’ve not scaled up, it’s never

too late”

Steve Jobs

Complexity

Complexity

My Growth Cycle

New PT

Great PT

New Manager

Great Manager

New Business Owner

Great Business Owner

New Franchisor

Better Franchisor

PT Growth Cycle

New PT

Great PT

New GT

Great GT

New Mentor

Great Mentor

New Presenter

Great Presenter

Owner Growth Cycle

New Trainer

Great Trainer

New Mgr

Great Mgr

New Owner

Great Owner

New Multi Owner

Great Multi Owner

1. Leadership

Prediction

Delegation

Repetition

Inability to grow leaders

2. Scalable infrastructureLack of systems to handle the complexities of communication

The Growth Paradox

3. Marketing

Dedicated Team

Engage Influencers

The failure to scale up an effective marketing function

4 Keys to Scaling Up

1. People 2. Strategy

3.Execution 4. Cash

Are the stakeholders happy and

engaged in the business and

would you “rehire” all of them?

PEOPLE

Accountability, responsibility and authority

• If more than one person is accountable then no one is

accountable

• Who has the ability to respond

• Authority belongs to the final decision maker

People

Personal Goal Setting

PROCESSES

• Recruitment

• Product Development

• Sales

• Innovation

• People Development

• Customer Satisfaction

• Content Creation

The strength of your People

comes from the right leadership

doing the right things right and

the right systems supporting

these people.

• Thorough interview process

• Check for Culture Fit

• Test Drive Employees

• Will, Values, Results, Skills (in that order)

Attracting / Hiring

Worried about training people and

they leave?

What if you don’t train them and

they stay!

Guide: 2-3% of payroll on Training

• Hire fewer people but pay them more

• Give recognition and show appreciation

• Set clear expectations

• Don’t demotivate – dehassle them

• Help people play to their strengths

Retaining and Growing

Can you state your company strategy

simply and is it driving sustainable

growth in revenue and gross margins?

STRATEGY

1. Words you Own

2. Brand Promises

3. Brand Promise Guarantee

4. One-Phrase Strategy

5. Differentiating Activities

6. X – Factor

7. Profit goals and BHAG

Strategy Framework

Story Telling

Values

Are all processes running without

drama and driving industry leading

profitability?

Execution

Execution

Priorities

Data

Meetings

1. The executive team is healthy and aligned

2. Everyone is aligned with the #1 thing that needs to be

accomplished this quarter to move the company forward

3. Communication rhythm is established and information

moves through the organisation accurately and effectively

4. Every facet of the organisation has a person assigned with

accountability for ensuring the goals are met

5. Ongoing input from employees is collected to identify

opportunities and obstacles

Execution

6. Reporting and analysis of customer feedback is as frequent

and accurate as financial data

7. Core Values and purpose and alive in the organisation

8. Employees can articulate the key components of the strategy

effectively

9. All employees can answer quantifiably whether they had a

good day or week

10. The company’s plans and performance are visible to

everyone

Execution

Execution

Who What When

Do you have a consistent

source of cash to fuel the

growth of the business?

Cash

Set appropriate profit targets

• At 5% pre-tax profit, your business is on life support

• At 10% pre-tax profit, the business is doing well but

has some untapped potential

• At 15% pre-tax profit, the business is in great shape

• Anything above 15%, earn it while you can before the

market catches up!

Cash

7 Financial Levers

Accounts Receivable

Price

COGS

Accounts Payable

Inventory

Expenses

Volume

FRANCHISE OPPORTUNITIES

Go to visionpersonaltraining.com