Town Sports International (TSI) health club company is

the largest in the Northeastern United States.

New York, Boston, Washington, D.C. and Philadelphia –

with nearly a half million members

Meet the company

Our approach to BSC

Membership Consultant 1Receptionists & Trainers

They shown closeness and availability for communication.We interviewed them face-to-face

Membership Consultant 2Managers

They were not easy to approach .

“Employees must be motivated and inspired by

the company despite their personal passion and

interests”

Thesis

Key Findings

Trainers seem very motivated

Free to design personalized programs

They are passionate about fitness

No competitiveness

Sales team seem less motivated

Overwhelming pressure

High competitiveness

Do not exercise their passion

TSI: Mechanistic structure

• Ease of use, effectiveness and efficiency

VS

• Pressure, communication.

• Surprisingly: high creativity.

Structure

Communication

Personalbarriers

Internet and intranet

Pros & ConsE-mail

Passion

Fulfill last stepMaslow´s Theory

Fitness motivates employees

Passion can damage too

Conclusion

The Job Performance Model of Motivation

• Open door policy

• Shared commissions

• Job enrichment

Recommendations

Thank you!