E
ight years ago, while liv- ing and working in his home country of Tunisia, Salah Bousselmi met a professor
who convinced him to pack up his law degree and move to Canada. But upon arrival, Bousselmi discovered that his degree wasn’t valid here and that to practice as a lawyer he would need to return to school for a Canadian law degree. Luckily, Bousselmi had talent on his
side. When he realized he needed a new career, an impressive background in athletics – including 22 years play- ing professional soccer and many years of coaching – made him a natu- ral for the kinesiology program at the University of Sherbrooke. While still a student, he began offering personal training services and quickly found his perfect fit. A short while later he was snatched up by La Sporthèque de Hull, in Gatineau, Que., where he cur- rently works as a full-time personal trainer and coordinates a staff of six other trainers.
This past October, Bousselmi found himself booked solidly with clients until January 2009.
Breaking sales records
In his early days at La Sporthèque, Bousselmi admits he had to work hard to sign on clients. But today his track record speaks for itself: since join- ing the club in 2006 he has garnered enough clients to nearly quadruple La Sporthèque’s annual personal training revenues. In fact, this past October, Bousselmi found himself booked sol- idly with clients until January 2009. To meet the demand for his services, he sometimes logs 60 hours of personal training a week. Bousselmi alone took home over $12,000 in training fees in October and expects to earn $70,000- $80,000 this year. This is especially impressive considering that the club’s typical trainer doesn’t usually break the $50,000 per year barrier.
Capitalizing on the club’s selling features
The saying goes, “You need to spend money to make money.” Bousselmi and La Sporthèque’s owner/general manager Larry Greene both believe that advertising the club’s personal training program has made it easier for trainers to connect with potential clients. The club completed a major expansion last summer and, in con- junction with this, ran a large adver- tising campaign that highlighted the services offered by Bousselmi’s team of trainers. In addition, an inaugura- tion ceremony attended by the mayor and a direct mail campaign to 60,000 local residents were deemed resound- ing successes. The newfound attention to the club has paid off with increases in both new memberships and train- ing revenues. Giving potential clients a compli-
mentary test run of your offerings can also increase the visibility of your train- ers, says Greene. La Sporthèque, for example, recently introduced 24 new pieces of Star Trac fitness equipment. Bousselmi and his team took part in a Star Trac training course to familiarize themselves with the equipment, and the trainers in turn offered members 20- to 30-minute introductions to the equip- ment. These free sessions, Bousselmi says, often translate into personal train- ing dollars once the members experi- ence the guidance and support that a personal trainer provides.
Combining work and play
In addition to his hectic training schedule, Bousselmi coaches soccer in his spare time and heads up the Cardio Tae Box classes at the club. “I most en- joy working with people who share my athletic background,” he says. “We share a common bond and an under- standing of what needs to be accom- plished at each session.” Bousselmi also enjoys working with athletes who are looking to shape up after being sidelined by injuries. Physicians and his tennis and soccer colleagues both keep him busy with referrals. The ability to speak Arabic, French
and English also means that there are no language barriers when it comes to working with any of La Sporthèque’s 5,800 members. One secret to Bousselmi’s success
(“He’s well known as the best per- sonal trainer in the city,” says Greene)
B SalahOUSSELMI
La Sporthèque de Hull Gatineau, Quebec
www.sportheque.com
Qualifications: B.Sc.
kinesiology
Years in the industry: 17,
including coaching
is his sport leadership skills and his ability to adapt them to the gym floor. “It’s his method of accountability that really sets him apart from other train- ers,” says Greene. “The excitement and motivation he inspires in his clients encourages them to attend their ses- sions not because they have to but be- cause they want to. He lets every client know that he is committed to helping them reach their personal goals and goes out of his way to pursue long- term relationships with every person he trains.” Continues Greene: “When he puts a hand on his client’s shoulder and says, ‘I expect you to come in three times a week and only then will you see results,’ they listen. In some ways, it’s the lawyer in him that knows just how to get them to understand what they need to do for results.” FBC
January/February 2009 Fitness Business Canada 43
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