IHRSA EUROPE UPDATE
Fitness Hut CEO Nick Coutts (left) received his leadership award
from the chair of IHRSA’s board of directors, Brent Darden (right)
NEWS
• Price for production: Charge customers a higher price for experienced trainers. Increase the price for trainers who are booked up and not available to take on more clients. Trainers will push back for fear of losing clients, but Darden has found there’s little drop-off from clients.
• Develop tiered pricing: There are five levels of personal trainers at TELOS. Trainers earn more as they advance to higher levels. They also charge more per session, so the club nets more as well.
• Focus on net revenue: Think beyond commission and the flat rate you pay trainers when calculating programme expense. Be sure to allocate costs for benefits as well.
• Establish incentive plans: Get your trainers and supervisor to agree on budget goals. Let your trainers know they will earn a bonus or incentive if they hit their goals.
• Define advancement systems: Let trainers know how they can move up in the system (in the case of TELOS, through the five levels). Determine pay and commission rates for each level. To reach a higher level, the trainer has to be producing more revenue – it’s not merely a matter of seniority.
State of the industry On the second day of the Congress, Darden presented on the state of the European health club industry, with much of the information coming from T e IHRSA European Health Club Report 2013: Size & Scope of the Fitness Industry. He started off with good news: in the
report, the 48,000 fi tness clubs in Europe generated €25bn – about 40 per cent of total global industry revenue. However, it wasn’t all good news: more
than half (52 per cent) of the European population is overweight, with 17 per cent of Europeans considered obese.
COUTTS HONOURED FOR LEADERSHIP
Leadership Award to Nick Coutts, CEO of Fitness Hut in Portugal. In presenting the award, Brent Darden
A
– chair of the IHRSA board of directors – noted that Coutts had worked his way up in the industry, starting as a gym instructor to eventually oversee the operations of 30 clubs for Holmes Place Iberia. “Most recently, in the height of the
recession, he bet big on our industry by founding Fitness Hut with two business
Darden would have been remiss if he
hadn’t mentioned VAT: 23 nations currently levy 20 per cent or more on health club membership dues and fees. “In challenging economic times, most IHRSA members believe high taxes threaten the viability of health clubs and overall health of the people, who either will not be able to aff ord a health club membership or will no longer have a health club available to them,” Darden said. “Th is underscores the importance
“In challenging economic times, most IHRSA members
believe high taxes threaten the viability of health clubs and overall health of the people, who either won’t be able to afford a membership or will no longer have a club available“
26 Read Health Club Management online at
healthclubmanagement.co.uk/digital
mong the highlights of the event was the presentation of the 2013 IHRSA European Club
partners – a premium low-cost fitness option for a population that’s financially stretched by these trying economic times,” said Darden. After the event, Coutts said: “It was
a real thrill and a privilege for me and my two partners, Andre Groen and JP Carvalho, to have won the award as there were several other worthy candidates. I also greatly respect the previous winners of the award and am friends with some of them, so to have been recognised in the same way as these industry leaders is quite something.”
of getting involved with your local and national governments to make sure those in power understand the ramifi cations of their taxation and policy decisions on public health, as well as on business.”
About IHRSA
Founded in 1981, the International Health, Racquet & Sportsclub Association is the only global trade association, representing more than 10,000 health and fitness facilities and suppliers worldwide. To learn how IHRSA can help your
business thrive, visit
www.ihrsa.org Locate a quality IHRSA club at
www.healthclubs.com
January 2014 © Cybertrek 2014
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80 |
Page 81 |
Page 82 |
Page 83 |
Page 84 |
Page 85 |
Page 86