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Finding and coordinating quality staff training in rural areas can be challenging and expensive.


unexpectedly sells 25 one month and 75 another month, this variation cre- ates a range of $25,000 (50 x $500) in monthly sales. To compensate for this high level


of uncertainty with predicting your club’s revenues, you must have higher levels of readily available funds to en- sure your bills get paid. Naturally your club’s financial well-


being would be much healthier with a higher proportion of its revenues tied to stable recurring dues that would al- low you to operate with lower levels of cash on hand. Plus, you would have the opportunity to invest some of the extra funds in your facility, upgrade the member experience and sell more recurring-dues memberships.


While paid-in-full memberships have few benefits, it is only fair to highlight the occasions when selling them makes perfect sense:


• They are ideal memberships


for students who are home for the summer and for individuals working in town for a specific duration.


• They are also a good fit for


members with a track record of de- clined recurring payments.


But that’s it. So stop making paid-in-full mem-


berships an attractive option in your club. The next time you sell a paid- in-full membership, remember that its immediate benefit to your current cash flow could come at a devastating cost to your club’s long term profitabil- ity. FBC


Michael Raphael, MBA, CFA, is president of Antaris Technologies, a Toronto-based soſtware company that provides fitness club owners with comprehensive web-based club management soſtware solutions. Contact him at mikerapha- el@antaris.ca or 416-317-7152.


March/April 2014 Fitness Business Canada 37


Fitness Business Canada announces online training designed and presented by experienced industry professionals.


Marketing Customer Service Front Desk Retention Sales


Canadian Fitness Staff


TRAINING


To help fitness club owners with the complexity of staff education


INFORM INSPIRE First two sessions: May 2014 Watch our website and the April newsletter for details


For more information, to discuss your club`s customized training or to sign up for notifications


Email: stephen@fitnet.ca or Visit: www.fitnessbusinesscanada.com ENGAGE


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