gistic. When you network with the staff of other clubs, the exchanges become a springboard for innovation. “In addition, networking can help develop
knowledge and skills by providing opportunities to participate in benchmarking,” suggests Parrella- Turco, who’s also a senior partner of New Paradigm Partners. “That, in turn, can help identify areas where business performance can be improved.”
Mix and mingle Conventions, trade shows, and a wide variety of other gatherings are one of the cornerstones of industry networking activities. IHRSA’s annual con- vention and trade show may be the highlight of the year, but there are endless variations on the theme. In many cases, attendees have a chance to learn
from world-class speakers. But, just as importantly, breakout sessions provide an opportunity for them to chat with industry experts and club colleagues in an intimate setting. The trade show floor is the perfect venue to meet and network with manufacturers and other industry suppliers. But, in many cases, it’s the informal conversations that take place in hallways that are the most fruitful. “Industry organizations are key to raising the
collective level of professionalism, education, and standards for fitness,” says Moos. “Networking with friends and other industry pro-
fessionals to support one other, and to brainstorm about ways to keep your business fresh and better meet your clients’ needs—that’s an absolute must,” insists Kathie Davis, the executive director of the IDEA Health and Fitness Association, which stages a number of conventions, conferences, and institutes. At the local level, networking tends to focus on regional issues, which can vary significantly on the
Dr. Lucky Bennett, l., and Florence Auld
basis of such things as demographics, the business climate, and the competitive environment. Among those providing on-the-ground assistance are IHRSA’s five affiliated regional organizations: the California Clubs of Distinction (CCD); New England Health, Racquet, and Sportsclub Association (NEHRSA); Texas Health, Racquet, and Sportsclub Association (THRSA); Mid-Atlantic Club Manage- ment Association (MACMA); and the Florida Health Club Association (FHCA). Each offers local work- shops and conventions similar to IHRSA’s national annual event, but on a more modest scale. “I began networking through MACMA when I
took over my club 23 years ago,” recalls Florence Auld, the owner of The Women’s Club Fitness Cen- ter and Day Spa, in Chantilly, Virginia. “MACMA has opened so many doors for me during my career.” Kerry Campbell, the executive director of
MACMA, notes that the communication spreads organically. “The networking takes place both
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Will Phillips, seated, president of REX Roundtables
www.
ihrsa.org | SEPTEMBER 2011 | Club Business Internat ional 45
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