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is IHRSA’s European Strategic Media Partner
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The lively Spanish city of Madrid was the host venue for IHRSA’s 13th Annual European Congress, which attracted a record number of attendees
to grow their clubs’ membership and improve their operations. He noted that, when British Airways wanted to improve its operation, it didn’t look at other airlines. It looked at Formula 1 race teams and how they were able to get a car back on the track in 20 seconds aſt er a pit stop. “Your job as the owner of a business is to be abreast of all the trends,” he said. Tamsett off ered the audience fi ve tactics
to get their teams working with them to achieve their vision: • Get your team thriving: Give them learning opportunities and give them the opportunity to make decisions. They will make mistakes, but help them learn from those mistakes so they won’t repeat them. “Minimise being horrible at work.” Think about what you say and how you say it. What you consider sarcasm may be taken as bullying by someone else.
January 2014 © Cybertrek 2014
“Stop reading news. Forget doom and gloom. Think about how you’ve already changed the world in
terms of health and fitness. Don’t just compete – create! Be brave, others will follow”
• Set priorities. • Tune up your communication: Make sure every staff member knows what’s happening in your business at all times.
• Know the score: Establish a scoreboard that’s updated on a daily basis.
• Surround yourself with the best people, both in terms of staff and outside advisors: Find people from outside the industry or from another country who are experts and learn from them.
Pricing & PT In his presentation, ‘Business Modelling and Performance in the Fitness Industry’, Antonio Scavem advised delegates not to discount or slash membership prices,
however tempting it might be to do so when a low-cost competitor comes to town. Scavem, who is president of the audit
committee for AGAP (the Portuguese health club association), urged middle market clubs in particular to fi nd a unique value proposition. He said you should be able to pitch your business model in 90 seconds. Meanwhile, in his presentation entitled
‘T e Business of Personal Training: Best Practices’, Brent Darden – chair of the IHRSA board of directors, who also owns the TELOS Fitness Center in Dallas, Texas, US – talked about growth opportunities, and off ered the following guidelines for developing a thriving personal training business in a club:
Read Health Club Management online at
healthclubmanagement.co.uk/digital 25
PHOTO:
WWW.SHUTTERSTOCK.COM/MATEJ KASTELIC
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