april 2009 club business international

> April 2009 45 Tan Away $ Blues

51 Diabetes Dilemma

56 Spas Stress Stress

102 Healthcare Agenda

105 Time to Terminate ®

Club business InternatIonal

Ready to Rumble!Ready to Rumble!

Dana White, l., MaRk MastRov, c., anD JiM RoWley aRe betting on a feisty neW type of club

Dana White, l., MaRk MastRov, c., anD JiM RoWley aRe betting on a feisty neW type of club

April_Ad_090303_revised.pdf 1 3/3/09 10:57 AM

www.cybexintl.com

The one is generally regarded as the “father of medicine.” The other was, until his death last year, the president of the American Medical Association. They are separated by some 2,378 years, but share identical philosophies.

The first, of course, is Hippocrates, and I bring him up now because a great deal of this issue of CBI has to do with disease and, conversely, health. It does not come as news to anyone that, led again by the U.S., the world in general is slipping into an abyss of medical afflictions. A lot of food and a lack of physical activity have come together to wreak havoc upon us.

This fatal cocktail has affected very nearly everything: personal health; the cost of healthcare; demands on the medical industry; insurance premiums; corporate profits; and the nation’s financial well-being. Total healthcare costs for the U.S., now at $2.2 trillion a year, are expected to hit $4.2 trillion by 2017.

The current situation poses what seems a perpetual, unanswer-able question. But Hippocrates had the answer. He said, “If we could give every individual the right amount of nourishment and

exercise, not too little and not too much, we would have found the safest way to health.”

Millennia have passed, but the lesson is still unlearnt.

Take, for instance, the disease of diabetes. (See “The Diabetes ‘Opportunity,’” pg. 51.) Contributing Editor Stephen Wallenfels, whose father, Otto, is himself battling the devastating condition, reports that in the U.S., 7.8% of the population already has diabetes. “A corresponding tragedy,” Wallenfels observes, “is that regular exercise—which can clearly be helpful in preventing or controlling the disease—has not been brought to bear on the problem effectively.”

That simple prescription, regular exercise, has helped Otto Wallenfels control his diabetes. And it has helped Richard Beau-lieu, a member of the Leech Lake Diabetes Fitness Center, on the Leech Lake Indian Reservation, in Cass Lake, Minnesota, manage his as well. But having said that, today, there are only a handful of clubs across the country that have created and implemented diabetes-specific programs.

Diabetes is not, of course, the only medical ailment that exercise is effective in treating or, better yet, preventing. It also plays a positive role with respect to stroke, heart disease, high blood pressure, cognition, a variety of cancers, and psychological con-ditions such as stress, anxiety, and depression. In “Last Rep” (pg. 124), Joe Moore, IHRSA’s president and CEO, reminds us of the conclusion, harkening back to Hippocrates, that was reached by Dr. Ronald Davis, the late president of the AMA.

Said Davis: “Indeed, exercise is not an option, but a necessary, active, direct way that people can maintain good health, avoid illness, improve the quality of their lives, reduce their healthcare costs, and extend their life expectancy.” —|

– Craig R. Waters, [email protected]

| Editor’s Welcome |The mission of IHRSA is to grow, protect, and promote the industry, and to provide its members with benefits that will help them be more successful.

PUBLISHING

Editor-In-Chief: Craig R. Waters

Publisher: Jay M. Ablondi

Managing Editor: Rebecca K. Maverick

Editor: Jennifer H. McInerney

Associate Editor: Patricia Glynn

Editorial Intern: Mia Coen

Contributing Editors: Dawn Allcot, Patricia Amend, Phoebe Anderson, Jon Feld, Julie M. King, Catherine Larner, Lesley Mahoney, Jean Suffin, Stephen Wallenfels, Kristen A. Walsh

ADVERTISING, www.cbimediakit.com

Associate VP Advertising & Membership Sales: Michele Eynon

Senior Account Manager: Jessica Gutstein

Advertising & Associate Membership Manager: Christine Paterson

Advertising Sales Executive: Donna Garrity

Business Development Publications: Will Finn

Publications & Associate Coordinator: Meghan Burnham

Art Direction, Design, Production: HM Studios, Boston, MA

CLUB BUSINESS INTERNATIONALEDITORIAL & ADVERTISING OFFICES:

c/o IHRSA Seaport Center 70 Fargo Street, Boston, MA 02210 USA

800-228-4772 USA & Canada617-951-0055 | 617-951-0056 FAX

E-mail: [email protected]

To order reprints of articles, call 800-228-4772 ext. 192 or visit www.ihrsa.org/cbi

Club Business International (ISSN 1043-9692, USPS 766-570) is published monthly ©2009 by the International Health, Racquet & Sportsclub Association, Seaport Center 70 Fargo Street, Boston, MA 02210. All rights reserved. Periodicals postage paid at Boston, Massachusetts, and additional mailing offices. Canadian Sales Agreement #40767601.

Subscription rate for members is $48 per year, which is included in the dues. Additional subscrip-tions $24.95 per year (USA) and $75 (International).

POSTMASTER: Please send change of address to Club Business International, c/o IHRSA, Seaport Center 70 Fargo Street, Boston, Massachusetts 02210

VOLUME 29, ISSUE 4

Ke

rry Bre

tt

4 C l u b B u s i n e s s I n t e r n a t i o n a l | A P R I L 2 0 0 9 | w w w . i h r s a . o r g

®

6 machines. 12 intuitive stations. 250 square feet. Limitless opportunities.

Designed to reflect human body mechanics, HumanSport™ is so simple, so intuitive and so natural, it feels as if it

were custom built for each and every user. 6 dual-function, cable-based machines act as 12 workout stations by

utilizing dual weight stacks to provide a wide range of total body training options. Combined with our staff education

and marketing support programs, no other functional training system provides your business with more opportunities

to drive member programs. And it does it all with twice the function, in half the space and at a fraction of the price of

the competition. For more information, contact Star Trac at 800-228-6635 or visit www.startrac.com/strength.

© 2008 Star Trac. All rights reserved. Star Trac and the Star Trac logo are registered trademarks of Unisen, Inc. HumanSport is a trademark of Unisen, Inc.

FREEDOM TO MOVE.

expect different.

38 Ready to Rumble!Mark Mastrov, who lifted the industry to a

new level when he founded 24 Hour Fitness

Worldwide, Inc., is about to make history

again. Together with Jim Rowley, his partner

in the New Evolution Fitness Company (NEFC),

a private-equity firm, and Dana White, the

president of Ultimate Fighting Championship

(UFC), he’s launching a feisty new club brand:

UFC Gym.

45 Tan Away $ BluesThe recession is real, but so, too, is members’ desire to look and feel good. A healthy tan meets both their—and a club’s—needs

51 Diabetes DilemmaMore than 23.6 million Americans have diabetes, and regular exercise can help them, but most clubs aren’t doing their part—yet

56 Spas Stress StressBy attending to the public’s escalating anxieties, club-based spas are ensuring their own future financial success

Jim Rowley, l., and Mark Mastrov

champion UFC Gym

CONTENTS | APRIL 09

CLUB BUSINESSINTERNATIONAL

38


Features

Cover: Kevin Lynch | Above: Paula Walsh

Get ready to strengthen your financial performance. CheckFree is now Fiserv and

pumped to offer Fiserv Compete,™ the unparalleled membership performance management solution. Now

one insights-driven organization helps you make the most of your resources and simplify management

to improve your club’s overall financial fitness. Compete is the total approach to maximizing the value

and growth of your club. Let us tell you more. Visit www.clubs.fiserv.com or call 1-800-324-9800.

Payments Processing Services Risk & Compliance Customer & Channel Management Business Intelligence & Optimization

© 2009 Fiserv, Inc. Fiserv and its associated logo are registered in the U.S. Patent and Trademark Office.

33

17

Kidville expansion

off and running

News & Know How 15 News The astounding GYM car; Kidville takes

Tumbles; Oprah ‘resolves’ again; same-sex

couple not a family; Aussies fight music-fee

hike; Penelope on fitness Cruz control

31 First Person Chris Clawson, the president and CEO of

Johnson Health Tech North America, Inc.,

explains the Taiwanese tiger

33 On The Move Canyon Ranch sells spa lifestyle; Gold’s

Gym’s Resolution Bailout; Cardio Cinema

boosts club box office; Happy Birthday,

Urban Active; American Family Fitness

raises $50K for kids

Innovations 69 What’s New Brand new from CYBEX, Life Fitness,

Technogym, Vortex Fitness, Human

Kinetics, and Fitness Anywhere

75 FIT Extra Total-body cardiovascular machines

are evolving to better meet club

members’ needs

IHRSA Report 101 First Set IHRSA’s convention confirmed the arrival

and promise of spring, notes Chairperson

Gene LaMott

102 In Brief The new federal Pool and Spa Safety Act

augurs improvements, but also poses

challenges, for health clubs

105 Club Advisor If you’re thinking about trimming payroll

costs, you should first consider these

six sage suggestions

107 Full Disclosure The Keiser Corporation has carved

out a special place in the industry with

its unique pneumatic technology

109 Member News Check out what’s happening at Peaksware,

DMX, elements, Precor, Ab Coaster, DK

City, Life Fitness, Stick-e Brands, and more

119 Calendar

Reps 4 Editor’s

Welcome

10 Ihrsa.org

12 Letters

120 Marketplace

123 Ad Index

124 Last Rep Clubs should

know and extol

The Economic

Benefits of Regular

Exercise, says

IHRSA President

and CEO Joe Moore


CONTENTS | APRIL 09

CLUB BUSINESSINTERNATIONAL

Departments

Living a Canyon

Ranch lifestyle 110Exercise in

United Arab Emirates

»

A PREVIEW OF WHAT’S NEW THIS MONTH ON WWW.IHRSA.ORG

Brought to you by

The Economic Benefits of

REGULAR EXERCISE

Boost Corporate Sales with The Economic Benefits of Regular Exercise> www.ihrsastore.com

Are you eager to expand your corporate sales? Would you like to have a professional publication to hand out to potential corporate clients that explains how they can reduce absenteeism and overall costs, while increasing employee productivity, by partnering with your club? IHRSA’s new The Economic Benefits of Regular Exercise package is just the tool you need.

Order this package and you’ll receive a guide that showcases corporate-sales best practices, and 100 brochures that you can distribute to corporate prospects. This well-researched document details the importance of exercise to overall health, identifies the costs associated with inactivity, and includes case studies of firms that have enjoyed impressive returns on their invest-ment in wellness programs. —|

Visit www.ihrsastore.com to order.

Get Active America! Kicks Off Next Month> www.ihrsa.org/getactiveamerica

IHRSA will conduct its

6th annual Get Active

America! campaign next

month, May 11-17. This

nationwide health-pro-

motion initiative, which

addresses the problems

of inactivity and obesity,

provides an opportunity for health clubs to generate traffic and increase

membership. The program also promotes the benefits of physical activity

and a healthy lifestyle in the community. During Get Active America! Week,

participating IHRSA facilities across the U.S. will welcome guests, reach

out to towns and cities via open houses, and host fitness and lifestyle-

improvement events, such as health fairs.

Many clubs are quite creative—offering fitness challenges to recharge

member workouts; charity races to get people exercising while promoting

a good cause; and mayor’s challenges featuring radio or TV personalities

to attract press interest.

Last year, nearly 800 IHRSA clubs participated, and, as a result, tens

of thousands of consumers around the country visited IHRSA facilities

during Get Active America! Week. Many participating clubs reported that

they acquired new members as a direct result of the program. In addition,

the program routinely attracts a great deal of media attention. IHRSA

estimates that, in all, Get Active America! has generated more than

140 million media impressions. —|

This program is free for IHRSA clubs. Visit www.ihrsa.org/getactiveamerica to enroll.

Is Your Employee Compensation on Target?> www.ihrsa.org/jobs

Want to find out

how your club’s

compensation

compares to that

offered by the

competition? Now

you can review

select data from

The 2008 IHRSA

Employee Compen-

sation & Benefits Report at no cost. Log

on to www.ihrsa.org/jobs and click on

“Employer Resources.” There, you’ll find

links to the latest compensation data on

ActiveCareers.com, IHRSA’s online career

center. While you’re there, be sure to

sign up for ActiveCareers Digest, IHRSA’s

free, monthly e-newsletter offering

human-resources (HR) help for fitness

industry employers. —|


ihrsa.org

| Letters |

Dara Deserves Better

I was extremely disappointed in the photo of Dara Torres that appeared on the cover of the January issue of CBI. The airbrushing was so incredibly ridiculous. The photo of her on page 36 represented a truer look at a very beautiful and real Dara Torres. What a terrible disservice you’ve done to her, as well as to all of the older women that my club and, I assume, many other clubs are looking to inspire and encourage. Age equals beauty, and I’m in disbelief that this was the cover of one of the few health and fitness magazines that I respect.

I’ve been here at the Fairfax Racquet Club for 17 years. We’re a long-time member of IHRSA, and have always viewed our club, as well as IHRSA, as a beacon of light in a sea of misinformation and misrepresentation of truth in the health and fitness industry. —|

Katy Nordenbrook | Fitness Director | Fairfax Racquet Club & Fitness Center | Fairfax, VA

Editor’s Response: The photo in question was acquired from a professional photographer.

The photographer informed us that Torres’ complexion had been retouched to eliminate

some blemishes but that no alteration or retouching was done to any part of her body.

Medical Fitness Business> I joined IHRSA last fall during its 4th Annual Profitability

Conference in Las Vegas and am delighted that I did so. I love

the association and find the information that it provides to be

invaluable. I want to become more involved, as I’m convinced

that the marriage between fitness and medical wellness will

continue to grow in importance. —|

John R. Johnston, M.D. | Medical Director | ICON Wellness Center &

Medical Spa | Webster, TX

‘Lean’ Club Operator> I’m a very serious and thorough reader of your magazine

since I’m a newcomer to the fitness industry and want to learn

from the very best. Having spent most of my career in operations

on the “shop floor,” overseeing the manufacturing of everything

from cameras to elevators to jet engines, I’ve found that managing

fitness centers is a unique and very satisfying endeavor.

The main reason for my letter is to tell you about how I hope to

introduce the concept of “lean manufacturing” to this industry and,

particularly, my own facility, the W.O.W. (Work Out World) in Crom-

well, Connecticut. This concept’s label is, perhaps, a bit misleading

since the processes involved can be applied universally—not just to

manufacturing, but to any operation in any field, including fitness,

healthcare, retail sales, professional services, etc.

Trained in Japan by Toyota, one of the pioneers of lean manu-

facturing, I learned about kaizen (continuous improvement), root

cause analysis, Six Sigma quality (3.4 defects per million products

produced), EI (employee involvement), team-based “rifle-shot”

problem solving, etc. I later had the honor of introducing these

concepts to Pratt & Whitney (UTC) when I was the manager of

their Middletown, Connecticut, plant.

Today, at W.O.W., we’re training all of our associates in the

theory of “lean,” and explaining how we can utilize it to improve

our operations, customer service, and success as individuals.

The educational process involves every member of our team,

regardless of their function—e.g., sales, front desk, fitness

instruction, daycare, maintenance support, management, etc.

To begin with, we addressed our scheduling system, and

solicited everyone’s input on a number of issues, including hours

desired; day and shift availability; current skills; additional skills

required or desired; and distance and travel considerations. The

results of this first step have been dramatic. Our associates are

more satisfied, highly motivated, and interchanging responsibilities

when necessary; their team spirit is best described as “One for all,

and all for one!” More importantly, the feedback that we’re getting

from customers is that this is a great, fun-based, but professional

club with great equipment and a friendly, knowledgeable staff

that’s quick to respond and always ready to help.

Our next step will be to continue the training, tackling a topic

that was selected by our team: how to solicit customer input

effectively. In the future, we’ll select problems or other areas

needing improvement, prioritize them, brainstorm about them,

and attack them one at a time. —|

George S. Katsarakes | General Manager | W.O.W. (Work Out World) |

Cromwell, CT


| Letters |

®

The Champion Spirit The Champion Spirit

OLYMPIC GOLD MEDALIST DARA TORRES WILL COACH IHRSA ’09 CONVENTION ATTENDEES

OLYMPIC GOLD MEDALIST DARA TORRES WILL COACH IHRSA ’09 CONVENTION ATTENDEES


Fully scalableModular designWeb services & APIs

FLEXIBILITY

25 years of hands on expertiseIndustry leaders & innovatorsTechnology & business consulting

EXPERIENCE

East and west coast officesIn-house development

1,200 customers worldwide

RELIABILITY

.NET frameworkComprehensive products

Custom development

TECHNOLOGY

member management solutionsMotionsoft

East Coast: 8701 Georgia Avenue Suite 200 Silver Spring, Maryland 20910West Coast: 639 North Swan Road Tucson, Arizona 85711

www.motionsoft.net • 800.829.4321

As the leading provider of membership management and billing applications for the health and wellness industries,

Motionsoft enjoys relationships with over 1200 customers worldwide.

Our development methodology is focused on the premise that our applications should enhance the member experience.

eClubLogic™ ● eScheduler ● myClub ● SportLogic ● HealthLogic

A NEW ERA IN URETHANEA NEW ERA IN URETHANECall us at 877-339-9733 and ask our customer servicerepresentative for a local dealer; or visit our web site at

WWW.HAMPTONFIT.COM

© 2009 Hampton Fitness Products Inc.

Stop Wasting Your Money on Inferior Products.Does it seem that the vinyl and neoprene on your newly

purchased group exercise products are constantly falling off

within the first 6 months of class use? Why pay all of that

money just to have to replace the product a few months later?

You no longer have to. Hampton's Gel-Grip Series products

are coated in the most durable Poly Urethane coating on the

market and backed by a 5 YEAR commercial warranty.

Save money by not having to replace these items again and

again over the next 5 year period.

Buy once. Buy Hampton.

Power into the future!

Taking Group ExerciseOne Step Further

w w w . i h r s a . o r g | A P R I L 2 0 0 9 | C l u b B u s i n e s s I n t e r n a t i o n a l 15

The GYM car, a concept vehicle created by Da Feng,

an automotive design student at Coventry University in

England, sports a futuristic exterior inspired by World

War II fighter aircraft, but an interior that’s definitely

current. This “green” machine features a tensioned

arm rest for biceps curls; a sliding seat, foot pedals,

and steering wheel that combine to form both a rowing

machine and stepper; and a weighted roof bar for

bench presses and pull-ups. —|

News & Know HowNews 15 | First Person 31 | On the Move 33

>F U E L Y O U R L I F E

Pro3700

To keep your members happy and challenged in 2009, let them experience the all-new xRide & the new Pro3700. With a natural, smooth flow offering forward and reverse motion to challenge muscles differently and state-of the art features like MultiGrip handlebars for highly effective upper body work-outs and advanced electronics; you’ll soon realize why these Octane ellipticals are igniting a fitness revolution.

OCTANEFITNESS.COM • 888-OCTANE4 © Copyright 2008, All rights reserved by Octane Fitness.

| News & Know How | News

Kidville Acquires JW TumblesPurchase creates a 43-unit presence in U.S. and four foreign countries

A s its young membership grows, so too does Kidville, Inc., an upscale, Manhattan-based

recreation company that caters to the infant-to-kindergarten crowd and their parents. The four-year-old business, dubbed a “Tot Hot Spot” by New York Magazine, recently announced that it had acquired the assets of JW Tumbles, a California-based fitness franchise for children.

The purchase, for $500,000 in cash and 2.5 million shares of stock, gives Kidville, which had had seven sites in New York and Maryland, a total of 43 locations in the U.S. and four foreign countries, including Hong Kong and Singapore.

“It allows us to leapfrog from our current size,” Andy Stenzler, Kidville’s CEO and chairman, told crainsnewyork.com. “We’re very strong in New York City, and they’re strong in places we haven’t gotten to yet… We couldn’t be

more thrilled. The companies’ businesses complement each other perfectly and together provide an excellent platform for growth.”

Ash Robinson, JW Tumbles’ CEO, who will now serve as head of the Kidville Franchise Division, concurs. Her company, she claims, is “equally excited” about the transition, particu-larly because it provides “access to Kidville’s innovative programming, excellent business processes, and proprietary systems.”

Over time, all existing JW Tumbles locations will be rebranded and restructured to incorporate Kidville’s unique amenities, which include a state-of-the art gym area, retail boutique, salon, specialized classes, and a Sit n’ Snack area. —|

Kidville expansion off and running

After years of yo-yo dieting and a

40-pound weight gain over the past

four years, talk-show guru Oprah

Winfrey has resolved to get healthy

in 2009 by exercising regularly and

eating well.

Winfrey acknowledged, in a recent

issue of O magazine, that she’d

resorted to overeating because of

frustration—prompted, in part, by

her rigorous work schedule and a

thyroid imbalance that precipitated

heart palpitations when she exercised,

causing her to “fear” working out.

The result: for the first time in ages,

the 5‘ 6”, 54-year-old multimedia

star topped 200 pounds.

“When my engine runs down,

my drug of choice is food,” she

said on her talk show. Bob Greene,

Winfrey’s longtime friend and personal

trainer, observed that, because of the

situation, she seemed to be slipping

into depression.

Now, Winfrey has resolved to

strive for a more satisfying balance

between her professional and

personal lives. She hopes to get

to Chicago’s East Bank Club, where

she’s a member, more frequently,

and plans on

exercising for at

least one hour

five or six days

a week, combin-

ing resistance

training with a

cardio workout

on an elliptical

crosstrainer. —|

Short Takes | Docs Set Up Shop?

In the U.K., physicians are being encouraged to set up gyms to complement their medical practices. Several have already done

so, and the results reflect a variety of business approaches. The Stowhealth practice in Suffolk operates a large in-house gym

in partnership with a personal trainer, and Dr. Louise Skioldebrand thinks it’s a great way to promote healthy lifestyles. —|

>


Short Takes | Oprah’s New New Year’s Resolution

>N

ew

sco

m

Survey Results for the quarter ending December 31, 2008

Company Analysis

Mean MedianPercent

Change (mean)Company Percent Change (median)

Total Revenue$21.5

million$6.2

million7.5% -2.8%

Total Membership Dues

$15.4 million

$4.2 million

9.1% -0.7%

Total Non-dues revenue

$5.8 million

$1.5 million

4.3% -5.6%

Same-store total revenue

$6.9 million

$4.9 million

-4.0% -3.3%

Same-store membership dues revenue

$4.9 million

$3.4 million

-1.3% -1.0%

Same-store non-dues revenue

$2.0 million

$1.1 million

-9.8% -9.7%

EBITDAR$6.5

million$1.2

million-2.2% -1.6%


IHRSA’s Financial Index for the full year and fourth quarter of 2008 showed continued resilience in the face of the economic slowdown, but a coming-to-grips with the reality of the recession as the year

came to a close, as reflected in the two following charts.For the year, the 14 leading U.S. health club companies, representing

183 facilities, that participated in the Index survey reported the following year-to-year increases: Memberships were up by 1.7%; dues revenues, by 3.4%; nondues revenues, by 1.3%; and earnings before interest, taxes, depreciation, amortization, and rent (EBITDAR), by 3%. “Despite a less-than-stellar performance in the third and fourth quarters of 2008, clubs were able to improve their annual results for ’08 over ’07 due to a strong performance during the first and second quarters of the year,” notes Katie Rollauer, IHRSA’s senior manager of research. —|

IHRSA Index: Clubs Remain ResilientGrowing economic pressures continue to pose challenges Publicly Held

Chains Battle Economic StormsLife Time Fitness and Town Sports post up-and-down metrics

> Resisting, but not oblivious to, the effects of

the current recession, the industry’s two largest

publicly held club companies recently reported a

mixed bag of metrics for the full year and fourth

quarter of 2008. The CEOs of both, however,

remained optimistic about both their firms’

and the industry’s promise.

Life Time Fitness, Inc. (NYSE: LTM), the Chan-

hassen, Minnesota-based chain that operates

83 centers in 18 states, reported the following

results for the full year: Total revenues were

$769.6 million, up from $655.8 in ’07 (+17.4%);

net income was $71.8 million, up from $68 million

(+6%); basic earnings per common share were

$1.84, up from $1.81 (+2%); and earnings before

interest, taxes, depreciation, and amortization

(EBITDA) were $221.5 million, up from $197.7

million (+12%).

The results for Q4 weren’t as uniformly positive:

Revenues for the quarter were $194 million, up

from $171.1 million in Q4 ’07 (+13%); but income

of $13 million was down from $19.1 million (-32%);

basic earnings per common share, at $0.33,

were down from $0.49 (-33%); and EBITDA was

$50 million, down from $53.7 million (-7%).

“Our 2008 results didn’t meet our expectations.

However, we remain confident in our business

model and are pleased with the growth in member-

ships we saw last year,” notes Bahram Akradi, the

company’s chairman and CEO. “We had a great

January… I don’t think that the consumer has

walked away from exercise whatsoever.”

Town Sports International Holdings, Inc.

(NASDAQ: CLUB), the Manhattan-based chain


Survey Results for the Full Year 2008 Company Analysis

Mean MedianPercent

Change (mean)Company Percent Change (median)

Total Revenue$87.7

million$26.3

million12.3% 0.7%

Total Membership Dues

$54.2 million

$17.5 million

12.2% 3.4%

Total Non-dues revenue

$23 million

$7.5 million

12.7% 1.3%

Same-store total revenue

$29.4 million

$21.2 million

0.9% 0.3%

Same-store membership dues revenue

$20 million

$14.2 million

1.4% 2.9%

Same-store non-dues revenue

$9.3 million

$5.8 million

-0.2% -1.1%

EBITDAR$22.9

million$28.3

million9.3% 3.0%

Life Time fans

>

The Evolutionof Power BrandingWho wouldn’t want to be known as the best place in town?

But making a name for yourself is a long careful process. At every step,

you must be sure the quality you present supports the image you seek .

So, try this rule of thumb: To be seen as the best place in town, associate

your name with the best products on Earth.

P.O. Box 1470 • San Pedro, CA 90733 • USA Phone 310.514.1155 • Fax 310.514.1363 Email: [email protected] Web Address: www.ivankobarbell.com


| CBI’s Eye On the Economy |

Increased Prices Carried Clubs in 2008, but Contraction of Prices Likely in 2009Bureau of Labor Statistics Tracks Fitness Industry’s Performance

> The most recent Producer Price Index (PPI) and Consumer

Price Index (CPI) figures for the fitness industry convey a

clear and consistent message: Clubs are raising prices for the

nondues services that they provide, and, thus far, consumers

are paying those increases. That conclusion is confirmed

by an analysis of data provided by the U.S. Bureau of Labor

Statistics (BLS).

The increases reported for 2008 fell short of the gains recorded

in 2007, however, and the January 2009 figures reflect a contrac-

tion of prices for club dues. If the gross domestic product (GDP)

and consumers’ discretionary spending continue to decline, the

contraction of prices both for dues and nondues services might

well continue.

While clubs may feel compelled to reduce prices on their

ancillary services in order to drive greater demand, the data

suggests that they would do better to hold their pricing steady

and, instead, promote the value of those services more aggres-

sively. The pricing pressure that’s currently being brought to

bear is focused primarily on dues, rather than on lessons,

classes, or personal-training sessions. —|

This brief analysis of the current economic environment and its impact on the fitness industry appears monthly in CBI. For more detailed data and further analysis, log on to www.ihrsa.org/research.


Economic Indicators

2008

% Change vs.

previous year

Jan. ’09

% Change vs. same

month, previous year

Jan. ’09 vs. Dec. ’08

% Change vs.

previous month

3-Month Trend

% Total during

previous 3 months

Consumer Price Index (CPI)1

All items 3.84%* 0.03%* 0.32%** -2.10%**

Fitness center

membership dues & fees1.72%* 0.25%* -0.22%** -1.05%**

Fitness center fees

for lessons & instruction3.36%* 4.10%* 0.15%** 0.88%**

Producer Price Index (PPI)2*

Traditional service

industries0.79% 0.00% 0.40% -0.3%

Fitness center

membership dues & fees0.41% -1.13% 0.42% -0.62%

Fitness center fees

for lessons & instruction1.87% -0.44% 0.09% -0.09%

Disposable Personal

Income (DPI)3** 1.30% 3.30% 1.50% 2.70%

Real Gross Domestic

Product (GDP)4** -0.8% (Q4 ’08 vs. Q4 ’07) N/A N/A -6.2% (Q4 ’08 vs. Q3 ’08)

CPI, PPI, DPI, & GDP are tracked by the Bureau of Labor Statistics and the Bureau of Economic Analysis. For additional table background, please visit www.ihrsa.org/research

*Not seasonally adjusted data

**Seasonally adjusted data

that operates more than 160 clubs under

four major brand in the U.S., had a simi-

larly mixed story to share: For the full year

of ’08, it had: total revenues of $506.7 mil-

lion, up from $473 million in ’07 (+7.1%);

net income of $2.3 million, down from

$13.6 million (-83%); basic earnings per

share were $0.09, down from $0.52

(-82.7%); and EBITDA was $87.6 million,

down from $93.1 million (-5.9%).

For Q4 ’08, the corresponding results

were: total revenues, $122.9 million, up

from $118.9 million in Q4 ’07 (+3.4%); a

net loss of $13.1 million, versus a net

profit of $6 million (-318%); a basic loss

per share of $0.51, versus earnings of

$0.23 (-145%); and EDITDA of $5 million,

down from $27.8 million (-82%). —|

<Publicly Held Chains Battle Economic Storms

Introducing the NEW Schwinn® ACP Series IC Bikes, Consoles and Instructor Training

Measurement = Motivation

©2009 Nautilus, Inc. All Rights Reserved. Schwinn and the Schwinn Quality Seal are registered trademarks. Nautilus, Inc. World Headquarters, 16400 SE Nautilus Drive, Vancouver, WA 98683.

Authentic Cycling Performance

Learn more and contact a sales rep: www.Nautilus.com/SchwinnACP

THE WORLD’S LEADING GROUP FITNESS FORMULAS

LESMILLS.COM/PRO

Sure your members are fit, your instructors are in great shape but how’s

the business looking?

Is it ripped? Is it toned? Or is it a little looser than you’d like?

If you’re looking for an effective way to take your club to the next level,

Les Mills’ group fi tness solutions are being hailed as the best there is.

“I have built my entire club business around the Les Mills System. As a result,

my members are extremely loyal and we enjoy excellent retention. By making

Group Fitness a priority, we can command premium pricing in a competitive

local market.” Anthony Cali, Fitness Concepts Health Club, Inc, MA.

Think of it as an extreme makeover for every aspect of your club’s operation.

From the club fl oor with programs like BODYPUMP™ – which packs out classes

around the world, to ongoing support from a world-class team whose only

focus is watching you succeed.

Get in touch with us, and watch your club reach an all-time personal best.

Visit lesmills.com/prolesmills.com/pro

LES9744 Trade Ad RETENTION CBI.indd 1 12/17/08 3:43:54 PM

Short Takes | Fitness Role Model:>

“Amazing” was the term that film

director Isabel Coixet chose to

describe the body of Oscar award-

winning Cruz when interviewed

in W Magazine.

We here at CBI are equally

impressed by Cruz’ physique, but it

was her dedication to working out, a

passion that began in her youth, that

captured our attention and convinced

us she was perfect to play the role of

CBI’s fitness role model of the month.

Cruz, who was born in Madrid and

celebrates her 34th birthday on April

28, took up dancing not long after

taking her first steps. She spent

nine years studying classical ballet

at Spain’s National Conservatory,

but now, though she still enjoys the

occasional dance class, she spends

approximately five days a week at

the gym, typically working with trainer

Gunnar Peterson. Cruz focuses on a

different body part during each work-

out, which helps maintain a

balanced, proportioned figure.

Aside from weight lifting

and regular cardio

sessions, jogging

being her prefer-

ence, she also

includes regular

Pilates and yoga

classes in her

schedule.

At 5’5”, the

“amazing”

Cruz weighs

in at a trim

112 pounds. —|


Industry Fights Hike in Music RoyaltiesNegotiation fails to provide remedy for Australian facilities

Recently, a Minnesota appeals court judge, confirming a finding by a local court, ruled that a large multipurpose health club in Rochester, Minnesota, was within its rights when it declined to sell a family membership to a

lesbian couple. The club had refused, citing its policy to extend family-member-ship rates only to married couples.

The couple sued the club in 2007, alleging discrimination on the basis of sexual orientation in violation of the Minnesota Human Rights Act. A district judge dis-missed the lawsuit, noting that the plaintiffs couldn’t demonstrate that they’d been discriminated against because of their sexual orientation.

The couple, who share finances, own a business together, are raising a daughter together, and had a commitment ceremony in 2002, appealed the decision. They contended that the club’s policy was discriminatory because, under Minnesota law, only heterosexual couples can marry and, thereby, qualify for family memberships. The appeals court, though, upheld the original decision. It found that the club’s policy doesn’t discriminate on the basis of sexual orientation because it denies fam-ily memberships to all unmarried couples, whether heterosexual or homosexual. —|

No Family Membership for Same-Sex CoupleMinnesota court finds club can restrict category to married individuals

The cost of getting fit Down Under might be going a bit over the top, if one organization gets its way. At issue is the pricing of music played during fitness classes throughout Australia. While clubs now pay approximately

.80¢ (USD) per class, with an annual cap of $2,302, proposed increases could see those amounts multiply by a staggering 3,000%.

The Phonographic Performance Company of Australia (PPCA), a nonprofit organization that represents record labels and recording artists, has been recalcu-lating the value of music. They’ve suggested raising fees to either $26.89 per class with no cap, or $22.55 per member per month. A spokeswoman for the PPCA told The (Sydney) Daily Telegraph its intent is “to determine a new and fairer rate for artists… who deserve a fair day’s pay for a fair day’s work.”

In response, Fitness Australia, the nation’s fitness industry association, has developed an Operation M.U.S.I.C. campaign and, in February, attempted to reach a settlement with the PPCA via a mediated negotiation. That effort failed, however, and the issue was referred to the country’s Copyright Tribunal for a hearing that was scheduled to begin last month.

IHRSA, too, has stepped in, partnering with Fitness First Australia, a leading club company with over 85 locations. Both pledged $135,000 to oppose what many regard as a potentially devastating threat.

Joe Moore, IHRSA’s president and CEO, has expressed concern that the hike could cripple the Australian industry, and worries about the implications for clubs worldwide. “PPCA sister organizations around the world may well decide to restructure their fees in a similar way,” he warns. “For the sake of the global industry, we need to stop this issue.” —|

Penelope on Fitness Cruz Control

Ka

thy H

utc

hin

s/H

utc

hin

s P

ho

tog

rap

hy/N

ew

sco

m




Overweight? Well, you could blame your boss. “Your job certainly could be contributing to weight gain,” Cedric Bryant, the chief exercise

physiologist for the American Council on Exercise (ACE), told MSNBC.com.

But as one Philippines-based company has clearly demonstrated, your job could also help make you fit.

United Laboratories, Inc. (Unilab), the leading phar-maceutical company in the Philippines, prides itself on “striking a balance between the profit objective of business and… improving the health of as many people as possible.” Pursuing that policy, the company launched a lifestyle-modification competition last year that was designed to enhance its employees’ well-being.

With the support of the human-resources (HR) department and the encouragement of division heads, 63 workers signed up for the six-month-long initiative. The goals were simple—eat healthier and be more active —and the results were better than expected. “Aside from weight loss, I’ve seen how they (employees) increased their self-confidence and positive outlook. Participants attested that they became more energetic and moti-vated,” Ness Mendiola, an organizational development specialist and the program’s organizer, told the Philippine Daily Inquirer.

Taking the top honor—the title of Miss Fit and Fab 2008—was 30-year-old Zeny Mejias, a promotion and sales-report-ing analyst. While Unilab expected the average participant would lose about 10% of their starting weight, Mejias dropped an impressive 23 pounds, reaching 15%. Asked for tips on successful slimming, she suggested that people should try to be “happy while losing weight. It’s difficult at the start,” she acknowledged, “but nothing is impossible if you believe in yourself. Support… is very important. Do physical activities you enjoy most. Food deprivation will never work.” —|

All Hail Miss Fit and Fab 2008!Philippine company celebrates success of its corporate fitness initiative

> Using a treadmill in the gym, one’s

home, or even outside on a patio, seems

so—well, unimaginative, doesn’t it? I

mean, why doesn’t someone design a

treadmill that you could use on the road,

drive around town, or use to commute

to work, pick up some groceries at the

supermarket, or take a friend for a spin?

Oh? Someone has?

The Speedfit Treadmobile is a steerable

treadmill on wheels that can be deployed

on roads, streets, and other public byways.

It’s the avant-garde creation of Alex

Astilean, the president and CEO of Speed-

fit, an IHRSA associate-member company

based in East Hampton, New York, that

also offers a number of other innovative,

but more traditional, fitness products

and programs.

Astilean explains that he designed the

Treadmobile so people could get some

exercise outdoors, while, at the same

time, taking care of other tasks. “Why

spend hours in a gym to have a workout

when you can run your errands and

exercise at the same time?” he inquires,

rhetorically, on Speedfit’s Website.

The device, he points out, can be used

by one or two people, and is suitable,

for instance, for an individual and their

personal trainer. “If a client is weak, the

trainer can help the person, or even

make the person slow down,” notes

Astilean. “It’s also good for people,

such as those who are older, who don’t

have the balance to use a bike.” Among

the unit’s other benefits that he cites:

the SpeedFit is safer than a bike, doesn’t

burn gasoline, has enough space to carry

plenty of groceries, and operates at a

speed four times faster than walking

or running.

It also generates a fair amount of

stares and a huge amount of interest:

it’s been featured on the Discovery

Channel, NPR’s Wait, Wait, Don’t Tell

Me, and been viewed in action more

than 400,000 times on Youtube.

The Treadmobile is available for preor-

der from SpeedFit’s Website for $6,999. —|

.comFor more information on the Speedfit Treadmobile, log on to www.speedfit.com.

Exercise to Go!The Speedfit Treadmobile is designed to get people walking… and talking

Zeny Mejias: before Mejias: after

It’s About SOFTWARE.Who can you depend on to offer the most advanced

CLUB MANAGEMENT SOFTWARE in the industry?

More club owners choose ABC for the most

powerful revenue maximizing CLUB MANAGEMENT

SYSTEM to control every aspect of their club.

ABC Financial gives you the tools you need to succeed.

#1 in billing and collections

#1 in club management software

#1 in marketing and retention tools

#1 in onsite training and support

Short Takes | Obama Good for Fitness

A poll conducted recently by www.snewsnet.com asked readers

whether President Barack Obama would “be good” for the fitness and

sporting-goods industries. Seventy-six percent of the respondents

replied in the affirmative, while the remaining 24% said that they didn’t

feel he’d have a positive impact. —|

>



Boot-camp-inspired workouts, dance-based group exercise, fusion classes, Pilates and yoga, and exergaming will be among the top exercise trends during the coming year, according to industry experts. Fitness providers

will also see a greater emphasis on wallet-friendly workouts. Today, the public wants “more bang for the buck,” reports Cedric Bryant,

the chief exercise physiologist for the American Council on Exercise (ACE). “Consumers will engage in workouts that provide multiple benefits due to time and economic limitations.”

ACE’s annual survey of its membership predicts that boot-camp-style offerings will remain the most popular fitness trend for the second year in a row. People enjoy the workout’s varied, nontraditional format, and appreciate its cardio and strength-training benefits.

From ballroom dancing to salsa, dance-based classes are becoming an increasingly popular way to break a sweat. Speaking to the Seattle-Post Intelligencer, Hollywood trainer Jeanette Jenkins attributed the growing interest, in part, to the hit TV show Dancing with the Stars.

Thanks to the Nintendo Wii, Dance Dance Revolution, etc., exergaming will be strong in ’09, and more clubs will be introducing Expresso Bikes, which use interactive software to simulate outdoor biking. “You can have a lot of fun getting fit,” Carole Carson, the author of From Fit to Fat, told the Intelligencer.

In the interest of saving money, people will turn to small-group training as an alternative to one-on-one instruction, and exercisers are expected to get back to the basics with sports, recreational activities, and circuit and interval training. —|

Industry Experts Identify Top Trends for ’09Dance, boot-camp, mind-body, and technology-driven activities in ascendance

Sedentary

Lifestyle Shortchanges Elephants

> While they’re hardly known for

their trim figures, elephants, namely

those in zoos, have become a bit too

elephantine for their own well-being.

A new study reveals that, as the

world’s largest land mammals grow

ever larger, their life span is growing

ever shorter.

The research findings, published

in Science magazine, are the result

of a 45-year long comparison of

more than 4,500 elephants, including

ones in European zoos, Kenya’s

Ambosseli National Park, and

Southeast Asia’s Myanmar Timber

Enterprise. Led by Ros Clubb, an

animal expert at Britain’s Royal

Society for the Prevention of Cruelty

to Animals (RSPCA), scientists found

that zoo-bound elephants not only

outweighed their wild brethren, but

that they also died much younger.

Those in captivity, with significantly

less room to roam and, therefore,

to exercise, lived, on average, 16.9 to

18.9 years, as compared with 41.7 to

56 years for their free counterparts.

The portly proboscideans have,

predictably, created something

of a debate. “We often hear that

zoos play a vital role in conserving

elephants,” Rob Atkinson, the head

of wildlife science at

the RSPCA, told

Britain’s Guard-

ian newspaper.

“Patently, this

is not the case.

Elephants are

having a horrid

time… and action

must be taken to

alleviate their welfare

problems as a matter

of urgency.” —|

An explosion of exercise options



Going green sometimes requires thinking “outside” the box.

At least, that’s the case with one New Hampshire club that’s

paved the way to a newer, more environmentally conscious

operation—both inside and out.

Two years ago, The Works Family Health and Fitness Center,

in Somersworth, owned by the Wentworth-Douglass Hospital,

completed a $7.5-million expansion. The project facilitated a

significant increase in membership, from 4,863 to the current

9,130, but the facility’s parking lot was ill-prepared to handle

such an onslaught. That realization prompted a 14-month long

venture that not only added more than 200 new parking spaces,

but also significantly “greened up” the building’s exterior.

The club’s new porous-pavement parking area represents

“the greenest way to build a parking lot,” Executive Director

George Vierra tells CBI. “While traditional pavement is subject

to runoff and its negative effects—erosion, wash-down of pol-

lutants, etc.—porous pavement permits water to seep through.

Some people have described it as ‘the pavement that leaks.’”

The surface looks like its conventional counterpart, but the level

of tar is reduced during the manufacturing process, creating

spaces through which water can soak into the soil beneath.

The paving project did cost the club a bit more—about 15%

more than the figure for a standard lot. With new lighting,

plantings, and curbing, along with architectural and engineering

costs, the final amount came to $700,000. Vierra, however, is

convinced the benefits far outweigh the extra expense.

Inside the club, other earth-friendly measures have also

been introduced. There are, for instance, no more cups at the

water fountains, and recycling has become the norm. Now,

Vierra is reevaluating the heating systems for both the club

and its pools. “We’re always looking for more environmentally

efficient ways to do business.” —|

To share your green ideas, please contact [email protected].

| Green Scene |

Black Parking Lot ‘Goes Green’

‘Working’ In the Sandbox

It’s not exactly a day at the beach, but using sand bags as weights and cardio tools can help club members get the beach-ready bodies they desire.

At the Equinox facility in Chicago, participants in the club’s Sandblast classes make use of 10- and 15-pound bags of sand to obtain a full-body workout. The ses-sions, 30-45 minutes in length, are a mix of cardio and strength training. Students lift the bags as they would weights, and get their heart rates up by, for instance, dragging them across the room or jumping over them. The regimen is guaranteed to work up a sweat, burning between 300 and 400 calories; and the class can be tailored to an individual’s fitness level by making use of proper pacing and breaks. The only downside may be fresh manicures; the sand bags, which have no grips, have been reported to scratch fingernails and cuticles. —|

Windy City ‘grit’

The Works’ ‘green’ parking lot

Short Takes | Inhale, Exhale

The Breathing Gym, a system of

stretching and air-flow exercises to

promote maximum lung use that was

created by tubists Sam Pilafian and Patrick

Sheridan, is now generating

interest beyond the world of

professional music. Among

those exploring the system’s

possibilities: music educa-

tors, elite athletes, and

medical researchers study-

ing asthma, menopause,

and cancer. —|

>


Ponce de León,

Meet Dr. Life

> Is 50 the new 40? Or better yet,

the new 35?

With more products, procedures,

and practices than ever responding

to an increasingly common quest for

youthfulness, where does one draw

the line?

Dr. Jeffry Life is 70, but, arguably,

has the physique of someone no more

than half his age. The chief medical

officer at Cenegenics, a Las Vegas-based

clinic that specializes in age management,

Life prescribes special exercise and

eating regimens, as well as human growth

hormone injections, for his clients.

“Within the next 10 years, maybe less,

this is going to be thought of as mainstream

medicine—preventing disease, slowing

the aging process down, preventing people

from losing their ability to take care of

themselves when they get older and end up

in nursing homes,” Life told the Huffington

Post. “This is really the cutting edge

of medicine.”

Others, however, warn that many

approaches to maintaining youth, or

the appearance of it, go too far. From

fetal cell injections to inhaling radon

gas, scams abound, S. Jay Olshansky,

a public-health professor and longevity

researcher at the University of Illinois,

in Chicago, told the Huffington Post. —|

.comCheck out Dr. Life’s physique at www.cenegenics-drlife.com.

Public Policy

Including ‘Prevention’ in Healthcare Reform

By Breanne Q. McGahey

Healthcare reform is one of the biggest issues facing lawmakers in the

U.S. today. Since Hillary Clinton’s unsuccessful attempt to introduce sweep-

ing change in 1993, it’s widely been considered the third rail of American

politics. Times, however, have changed.

During last year’s presidential election, healthcare was one of the most widely

debated topics. Post-election, President Barack Obama’s transition team worked

quickly to maintain the dialogue with Americans on the issue. Despite the withdrawal

of former Senator Tom Daschle’s nomination to head the U.S. Department of Health

and Human Services (HHS), the Administration and congressional leaders continue

to signal that healthcare reform remains one of their top policy priorities.

“The healthcare debate represents a transformative moment for our industry

and the nation,” observes Helen Durkin, JD, the executive vice president of global

public policy for IHRSA. “This is an opportunity for everyone to work together to

transform our sick-care system into a true healthcare system.”

IHRSA first got involved in federal health promotion during the ’93 Clinton

initiative, and, since that time, has been working diligently to make health

promotion a part of the national agenda. Amy Bantham, the deputy vice president

of global public policy, explains, “We’ve been strategically focusing our resources

on three broad strategic objectives that would produce the greatest impact:

increasing visibility, building strategic alliances, and enacting legislation. These

efforts have positioned our industry to guarantee it a seat at the table during the

healthcare reform debate.”

Thomas Richards, IHRSA’s senior manager of public policy, has followed the

on-the-ground progress from his office in Washington, D.C. “I think policymakers

are starting to understand that health clubs are a perfect fit for a ‘health system’...

For example, IHRSA has been asked to join the advisory boards of the Partnership

to Fight Chronic Disease and the Campaign to End Obesity.” Both national organi-

zations, he points out, enjoy high profiles in the capital, and are working vigorously

to reform the healthcare system via preventive measures.

The Obama Administration has repeatedly signaled that it fully supports investing

in prevention. It’s yet another positive development as the nation’s leaders

begin the historic task of revisiting and, hopefully, revising the healthcare

system. Another promising sign, and a distinct change from the ’93 effort,

is the fact that the transition team has asked the public to get involved in

the process; in December, it suggested that citizens hold community

meetings, formulate new ideas about healthcare reform, and submit

them to Washington.

IHRSA, for its part, has organized the Campaign for a Healthier

America to make it possible for fitness professionals to voice their

support for making health promotion a part of healthcare

reform. Learn more about healthcare, the fitness industry, and

how to get involved in this important process by logging on to

ihrsa.org/campaign. —|

– Breanne Q. McGahey, [email protected]


| News & Know How | First Person

CBI Spends 10 Minutes on the Line with

.comTo learn more about the Johnson Health Tech Group, log on to www.johnsonfitness.com

Chris Clawson is the

president and CEO of

Johnson Health Tech

North America, Inc.,

based in Cottage Grove,

Wisconsin. He was

formerly with Stamina

Products, Inc., a fitness

equipment supplier

with headquarters in

Springfield, Missouri,

and, prior to that,

spent 11 years with

Life Fitness.

“The company was founded in 1975 by Peter and

Cindy Lo as an original equipment manufacturer

(OEM): Johnson Metal Industry. Its first customer,

the Ivanko Barbell Company, now based in

San Pedro, California, ordered 400 barbells for

$200. In 1980, Johnson got into fitness equipment

officially, producing treadmills, exercise bikes,

and other types of cardiovascular equipment.

Eventually, it became a supplier and launched its

Vision brand. Today, it has three main brands—

Vision, Horizon, and Matrix—and 18 subsidiaries

around the world.

At Johnson, we confront the same macroeco-

nomic challenges that every individual, in every

branch of this industry, currently faces. While I’m

not going to say the consolidation was driven by

the economy, it’s proven a good idea that accords

with the economy. It’s given us an opportunity to

save a tremendous amount of money. It’s also

allowed us to leverage a fundamental difference

between Johnson and many of its competitors—

the vertical integration that we offer.

Vertical integration is like the word love—it

means different things to different people. For

most companies, it means that they design and

assemble products and sell them… but not for

us. Johnson has a key-components factory in

Asia that manufactures our motors. The lift

actuators are ours. The printed circuit boards

are our own design, and we manufacture them.

We make our own rollers. We build and weld

our own frames. With us, vertical integration

means that consumers get a better product and

greater value.

We were the first manufacturer to offer a three-

year, bumper-to-bumper warranty for parts and

labor; that was a huge game-changer, and most

of our competitors have been forced to follow

suit. We also offer dramatically different indus-

trial designs; for example, we introduced round

and racetrack tubing with complex bends—that’s

bending “the hard way.” Vertical integration,

great warranties, and distinctive equipment—all

happening simultaneously—have worked very

well for our customers. If we provide high-quality

products, superior value, and spectacular

customer service, we’ll grow our business.

Hierarchically, our goals are: quality, customer

service, and success.

Our greatest achievement, I think, is that we’ve

hired great people, industry veterans. We’re able

to take advantage of their collective, accumu-

lated experience to move forward, rather than

play catch up. And we show our appreciation in a

variety of ways: We don’t have a typical office

setting; instead, we have a communal dining

area, and, outside, we have tables and grills. We

encourage all of our employees to exercise. We

have a fitness center, open seven days a week,

that’s available to them, their significant others,

and their children over the age of 12. For every

half-hour an employee exercises, they earn a

FitPoints dollar, which can be redeemed for

massages, iPod equipment and songs, discounts

at sporting-goods retailers, and other perks.

Some people outside of the company may know

that we’re based in Asia, but they may not know

that our design and engineering efforts are

conducted in concert—our Asian and U.S. engi-

neers work together, hand in hand. We have well

over 3 million square feet of manufacturing,

warehouse, and office space around the world,

which means that we’re literally working around

the clock.” —|

Chris Clawson


How was the Johnson Corporation launched? What factors have contributed to its success? What’s the company’s greatest achievement? Its current five-year goal? Last year, its subsid-

iary, Johnson Health Tech Co., Ltd., combined its U.S. subsidiaries—Horizon Fitness, Matrix Fitness Systems, Vision Fitness, and Johnson Health Tech Research and Development. Has that proven a good move? What else might people not know about Johnson?

| News & Know How | On The Move

Living a Canyon Ranch lifestyle

GGI’s ‘Resolution Bailout Plan’

To start the year off right, Gold’s Gym International, Inc. (GGI),

offered the country its own version of a bailout plan. Called

Resolution Bailout, the program was designed to help Americans

remain committed to their fitness resolutions during the coming

year. For the first four days of January, every Gold’s location

opened its doors to the public without charge, providing thousands

of consumers with a free day of health and fitness, and offering

them tips on setting realistic fitness goals.

“The new year is the time when people across the country

set out to be healthier and more fit in the year ahead,” explains

Mike Ryan, a Gold’s Gym Fitness Institute expert and celebrity

trainer. “Unfortunately nearly 75% of those resolutions won’t

be kept past Presidents’ Day, but, by setting realistic goals,

being healthy and fit in 2009 can, in fact, be achieved.”

GGI, headquartered in Irving, Texas, operates more than

620 locations in 43 states and 30 countries. —|

Programming

Canyon Ranch Opens in Miami

Canyon Ranch has opened Canyon Ranch

Living Miami Beach, its first location in

Florida. With six acres of beachfront as

a backdrop, the new wellness community

offers condominiums for sale or rent; the

Canyon Ranch Health & Healing Center,

which features medical services, private

consultations, and healthy-lifestyle

workshops; a Canyon Ranch Living

Essentials Boutique; a Canyon Ranch

Café; a 60,000-square-foot, rooftop spa

facility with 23 treatment rooms; and

a fitness facility with a weight-training

area, rock-climbing wall, and aerobics,

yoga, and Pilates studios. —|

Club Openings


Now Playing at Your Local Club!

Hollywood seems a natural spot to find this particular exertain-

ment option, but Cardio Cinema—which features an 18-and-a-half

foot movie screen and recent blockbuster films—is showing up in a

growing number of clubs worldwide. Fitness facilities in California,

Tennessee, and Europe are now offering their cardio-conscious

members the chance to watch full-length films while they work out.

These exercise “theaters” are outfitted with standard cardio

equipment, including stationary bikes, treadmills, and elliptical

crosstrainers, but forgo on-machine LCDs for the big silver screen.

One of the newest spots where members can work up a

sweat and check out a flick is a Gold’s Gym in Simi Valley, near

Los Angeles, that was recently renovated. A different film is

shown every day, running on a loop, so that a member can view

the entire selection. “For those who want to finish watching a

movie, but have worked up so much of a sweat that they can’t

continue any longer,” explains LAist.com, “a few comfy chairs are

set up along the walls of the theater for that exact purpose.” —|

Buoyant start to new year

Cardio Cinema in LA


Expansion Public Service

Evolve Fitness Evolves in Massachusetts

Evolve Fitness has opened its second Massachusetts location, a two-story,

21,000-square-foot facility in Cambridge. Its new club boasts “green”

systems, such as energy-saving lighting and recycled rubber and bamboo

flooring; a 600-square-foot group-cycling studio; a 2,500-square-foot

aerobics area; a 2,000-square-foot women-only exercise area; “touchless”

lockers; spa amenities; and personal-training services. The original Evolve

Fitness, a 23,000-square-foot facility, is located in Framingham. —|

AFF Raises Nearly $50K

for Children’s Hospital

American Family Fitness’ (AFF’s) sixth annual

5K/10K Run/Walk recently helped put $48,000

into the coffers of Children’s Hospital, located

in the club’s hometown of Richmond, Virginia.

During the event, some 800 participants made

their way through historic neighborhoods in the

city’s North Side section; a special feature of the

day’s activities was the Tuckaway Mascot Challenge,

a one-mile fun run for children ages 5-12.

Since 1977, AFF has raised more than $235,000

for the hospital. The chain, which operates seven

centers in Virginia, donates more than $300,000

in cash and in-kind donations to local nonprofit

organizations and schools each year.

In related AFF news: The company recently

introduced iTECH Fitness’ XRKade electronic

gaming/exercise system at its West End location.

The installation features 20 different stations,

including Gizmo Girls for girls aged 8-10; Techno

Chicks for girls 17 and older; Weekend Warriors

for boys 17 and older; Family Fusion for parents

with kids aged eight and older; and Techno Bridge

for adults over 50. —|

The Rewards of Healthy Living

The Sports Club/LA and the Reebok Sports

Club/NY recently rewarded their members for

embracing healthy lifestyles. The clubs, owned

by Millennium Partners, held an Essentials of

Healthy Living contest, soliciting letters from

members and staff regarding the ways in which

the facilities helped make fitness a crucial part

of their lives.


Urban Active Celebrates First Year

Urban Active is celebrating its first full year as

a new brand. During its inaugural year, the chain,

based in Lexington, Kentucky, opened nine new

facilities, ranging in size from 45,000 to 60,000 square

feet. Today, the company owns and operates a

total of 32 centers in Kentucky, Nebraska, Ohio,

Pennsylvania, and Tennessee. The firm was

formerly one of Gold’s Gyms’ largest franchisees.

The typical Urban Active club features an array of

amenities, including racquetball and basketball courts;

group-exercise classes, including cycling, yoga, and Pilates; an indoor

pool and track; a cardiovascular area with some 150 pieces of equipment;

Cardio Cinema; personal training; a smoothie bar; a pro shop; children’s

areas; a dry sauna; and tanning.

In related news: two Urban Active partners—brothers Stephen and

Laurence Paul, principals in Laurel Crown Partners, a private-equity firm

that has invested in the chain—recently acquired a financial interest in

the Pittsburgh Steelers NFL franchise. Details about the transaction and

ownership stake were not released.—|

Anniversaries

Room for two in CambridgeKid-friendly efforts


Based in New York City, Town Sports Interna-

tional (TSI) operates 151 facilities under the brand

names of Boston Sports Clubs, New York Sports

Clubs, Philadelphia Sports Clubs, and Washington

Sports Clubs. —|

LifeCenter Packs Its Pool… With Food

Recently, the LifeCenter Plus Health and Fitness

facility in Hudson, Ohio, temporarily replaced the

water in its spa pool with thousands of canned,

boxed, and durable food items. The substitution,

though strange, demonstrated the success of the

club’s first annual Pack the Pool charitable event,

which benefited the Open M, a nondenominational

outreach pantry.

In another fund-raising event, Train the Trainer,

LifeCenter members created the toughest 30-minute

routines they could think of for LifeCenter trainers

and associates, who could then “purchase” the

routines for the highest bid. The effort generated

more than $1,000 for the National Multiple

Sclerosis Society (NMSS). —|


“Being blind can be depressing, so I work out. I can’t run, or even walk, or

Spin without risk, but at the Sports Club/LA, I can participate in yoga, step

class, or Spinning without fear. Even my service dog is accepted with grace and

humor,” wrote one of the contestants, Janni Lehrer-Stein, a San Francisco

resident. “I’ve spent my life fighting exclusion, but at your club, the only

question is how to include me and ensure that I feel normal. So I may be blind,

but now I’m fit too and so valued here.”

Lehrer-Stein’s was one of the nearly 500 poignant entries that were received.

The chain offered a free membership for one year to one winner per

location, and $100 finalist prizes to four winners per location. Millennium

Partners, based in Boston, operates a total of six Sport Club facilities. —|

TSI Raises $8K for HealthCorps

Pack the Pool for charity

Check it out!

Last fall, Town Sports International Holdings, Inc. (NASDAQ: CLUB), held

its annual educational conference, the Summit and Trade Show, in New

York City, but the event’s beneficiaries weren’t restricted to attendees.

Pre-conference workshops led by the chain’s fitness professionals raised

$8,000 for HealthCorps; founded by Dr. Mehmet Oz, the organization is

attempting to improve Americans’ health through a national network of

high school peer-mentoring programs.

Sports Club offers Essentials of Healthy Living

Ah-ha!This is the moment you discover thevalue of IHRSA Group Purchasing.

Save hundreds, even thousands, just by changing the

way you think about purchasing . . . to IHRSA Group

Purchasing. That’s all it takes and you’ll start saving

immediately on a variety of products and services that

you use every day in your club.

That’s the power of IHRSA Group Purchasing!

Imagine saving an average of up to 25% off cleaning

products, payroll, office supplies and more. Now more

then ever, powerful savings on locker room amenities,

cleaning supplies and insurance can actually help you

to manage this tough economy.

Ah-ha!

This is the moment when it makes real sense. With

IHRSA’s Group Purchasing Program, we find the

savings for you. You just need to take advantage of

them. It’s that simple.

“

”

Our initial proposal from

PrimePay offered a savings

of over $200 per month! The

transition was smooth and

the support staff at PrimePay

was extremely helpful. We

have been very pleased with

all the support and full range

of services that PrimePay

offers. I am more than happy

to recommend PrimePay as I

now feel I have a payroll

company that shows interest

in us. Again, IHRSA has

provided a great benefit.

Lorinda Drake CrowThe Belmont Athletic ClubLong Beach, California

TO LEARN MOREVisit us online at www.ihrsa.org/grouppurchasing,call 800.228.4772 or email, [email protected].

IHRSA GROUP PURCHASING 101:We have arranged for substantial discounts with more than 20 key companies and are adding newvendors all the time. Save on items you use on a daily basis like payroll companies, office supplies,printing, and retail items. The benefits?

• It’s free!

• Free newsletters announce new vendors, feature products and “hot deals” of the month.

• Some vendors extend their discounts to your employees, which you can use in your employee

benefit package.

• It will significantly reduce your purchasing costs on items that are essential to your club’s

operations.

• It can impact your bottom line, and that’s more important than ever.

CURRENT GROUP PURCHASING VENDORS

START SAVING NOW— IT’S EASY!Visit www.ihrsa.org/grouppurchasing and take a look at the vendors IHRSA has engaged on your behalf.Contact those vendors, let them know you’re an IHRSA member and place your order. Reap the rewardsof instant savings (or perhaps found income)!

You’ve known for years that IHRSA’s Group Purchasing Program can offer you a wealth of savings. Ah-ha. . . now you know how to make it work for you!

To learn more, visit us online at www.ihrsa.org/grouppurchasing,call 800.228.4772 or email, [email protected].

UTILITIES

ADMINISTRATIVESUPPLIES & SERVICES

SALES & MARKETING

HOUSEKEEPING INSURANCE

Tag team: Mark Mastrov, l., Jim Rowley

| CBI Interview |

CBI: The big question—and one that really hasn’t been answered before—is why did the two of you leave 24 Hour Fitness Worldwide, Inc.? You’d founded and built the company, Mark, and you, Jim, had served as the president of its northern division.

MaRk MasTRov: Carl C. Liebert, the CEO of the company, and Ted Forstmann, a senior partner at Forstmann Little & Co., the private-equity firm that now owns 24 Hour, really wanted to take the business in a different direction—one that, in the end, was hard for me to support. So I felt it was best that I just move on.

JIM Rowley: It was the same for me. Things changed at 24 Hour—it wasn’t the place that I’d grown up in. It was simply time for me to go in a different direction.

CBI: People who don’t know you well might have assumed that you’d open a little club in Northern California and relax a bit, but, instead, you’ve moved into the private-equity arena, establishing the New Evolution Fitness Company (NEFC). Why?

MM: For more than a decade, I’ve had the good fortune to meet and speak with a lot of amazing people who came from the world of finance. I always made sure to ask as many questions and learn as much as I possibly could from them. This informal education, combined with the industry experience and knowledge I’ve accumulated over the years, suggested that it made perfect sense for me to set up my own fund. That would allow me to invest in a number of business opportunities worldwide. Added to that, my 24 Hour experiences taught me a ton of dos and don’ts.

JR: Investing isn’t new to Mark. He’s had businesses other than 24 Hour for years, including Planet Fitness in Russia and Energy Fitness in South America. I was a partner in the latter and really enjoyed the chance to work abroad.

CBI: Can you tell us a bit more about your investment activities?

MM: I’ve been investing in the health and wellness space, worldwide, for many years now. Some of the better-known platforms, internationally, are, as Jim just said, Planet Fitness-Russia, Energy Fitness in Chile, Mrs. Sporty in Germany, California WOW in Thailand, and the Steve Nash Sports Clubs in Canada… and, in the U.S., YogaWorks, bioDensity, iTECH Fitness, and now, UFC Gym.

CBI: In January, you surprised quite a few people when you announced that NEFC was getting involved with Ultimate Fighting Championship (UFC) to create a new club brand, UFC Gym. How did that come about?

left 24 Hour Fitness behind to form a private-equity firm and launch a brand new club brand, UFC Gym

Mark Mastrov, 50, founded what would eventually become 24 Hour Fitness Worldwide, Inc., in 1983, borrowing $15,000 from his grandmother to acquire a 10% stake in a 5,000-square-foot club in San Leandro, California. By 2005, when he sold the company to Forstmann Little & Co., a private-equity firm, for $1.68 billion, he’d grown 24 Hour into an international chain with more than 400 clubs, serving some 3 million members. Jim Rowley, 40, joined 24 Hour in 1992, starting as a sales counselor and eventu-ally becoming president of its northern division. Early last year, Mastrov and Rowley left 24 Hour and, subsequently, formed New Evolution Fitness Company (NEFC), a private-equity firm focusing on the health and fitness sector. Now, working with mixed-martial-arts events and Ultimate Fighting Championship (UFC), NEFC is developing a new club brand: UFC Gym. —|


Highlights» Parting with 24 Hour

» Partnering with UFC

» Upbeat idea for downturn

» Future prospects of NEFC

» Outlook for the industry

>

Mark Mastrov and Jim Rowley

Kevin Lynch

| CBI Interview |

MM: I was on a spring-break vacation with my family when I received a call asking if I’d be interested in meeting with Lorenzo Fertitta, who, along with Dana White, had founded the UFC. Several weeks later, we met in Loren-zo’s office in Las Vegas. After only two hours, we decided that UFC Gym was an idea that was worth pursuing. The rest, as they say, is history.

JR: Mark had been watching the mixed- martial-arts (MMA) space since the early 1990s and was sponsoring quite a few fighters, so he’s been involved in the sport for a long time. When he phoned me in late August to see if this idea was of interest to me, I jumped at the chance to meet the UFC team. Have you ever had one of those meetings where everything seems absolutely right? The energy and enthusiasm driving the idea were constantly being fueled by Mark, Lorenzo, Dana, and myself,

and, before you knew it, we had a unique and very cool concept.

CBI: What are your goals for the growth of the UFC Gym brand?

JR: The first hurdle is to open 5-10 clubs by the end of this year, either in presale or full workout.

CBI: At 24 Hour, you developed some interesting programs and strategic partnerships, with, for instance, sports celebrities such as Magic Johnson and Derek Jeter, to create signature clubs. Do you intend to do some-thing similar with UFC Gym?

MM: Yes. In fact, we’ve already signed two of the UFC’s top fighters, Georges St. Pierre, out of Montreal, and BJ Penn, from Hawaii, to do signature gyms. Those are two of the clubs that

Jim referred to, and they’ll open later this year in the fighters’ respective home markets.

CBI: According to recently released IHRSA numbers, club revenues increased an average of 1% year over year for the third quarter of 2008, primarily because of a 3.8% increase in membership dues. Do you think the UFC Gyms will be able to outperform the cur-rent economy?

JR: For us, it’s sort of a “right-time, right-place” scenario. We’re well capitalized, and we’ve been able to take advantage of a soft real estate


www.affiliated.org

1 (800) 233 - 8483

The best just keeps getting better.

In 2001, Lorenzo Fertitta, Dana White, and Zuffa, LLC, paid $2 million for the assets of the Ultimate Fighting Championship (UFC), a mixed-martial-arts entertainment group based in Las Vegas. Today, the UFC is the world’s largest pay-per-view content provider, offering programming in more than 100 countries and territories in 17 different languages. Among its core sponsors are such heavyweights as Anheuser-Busch, Inc., and the Harley-Davidson Motor Company. Forbes maga-zine estimates that UFC is a $1-billion enterprise.

UFC’s latest move?It’s developing branded gyms where members can train

like their favorite ultimate fighters. Mark Mastrov, the founder of 24 Hour Fitness Worldwide, Inc., and Jim Row-ley, a former executive with the company, have left 24 Hour, formed a private-equity firm, New Evolution Fitness Company (NEFC), and are now betting their expertise and funding on the success of UFC Gym. They say they’re putting their faith in both the concept and Dana White, the UFC’s point man.

White, the UFC’s vocal, colorful front man and president, directs all of the company’s operations, including event planning, marketing, public relations, broadcast production, fight-card selections, finances, and legal operations. His varied background—he’s been an amateur boxer, aerobics instructor for 24 Hour, mixed-martial-arts trainer, and head of his own company, Dana White Enterprises—has given him a breadth of experience that’s been instrumental in growing UFC’s popularity. AskMen.com, a leading men’s lifestyle site, has described him as “the public face and driving force behind the UFC’s incredible turnaround from unsanctioned blood-sport to billion-dollar global brand. He also benches more pounds (300)… than any other corporate exec we’re aware of.”

“White is the modern-day P.T. Barnum,” suggests Rowley, the CEO of NEFC. “He has a great sense about authentic train-ing—not just training for fighting. He understands finance and operations, and even has excellent opinions about club design and outfitting. But his talents for promotion and marketing are what we’re most excited about.”

For his part, White isn’t shy about the impact the new clubs will have. “UFC Gyms are going to shake up the fitness industry the way UFC shook up the sports industry,” he insists. “All of the energy and excitement that we’ve brought to the fight business, we’re now going to bring to the fitness business. There’s going to be something for everybody at every level—from first-timers to world-class athletes. We’re going to get people excited and motivated to work out and get in great shape.”

According to Mastrov and Rowley, White’s statements are more than just hyperbole.

So what’s different?First, responds Rowley: the target market. UFC Gyms

focus on 18-34-year-olds, a segment that, he notes, has been left behind by an industry that focuses largely on baby boomers. Second, and perhaps most important, is the UFC Gym experience. Fertitta has said the gyms will resemble the settings of UFC fights. That means an industrial feel; dynamic, flashy colors; some 40 plasma screens featuring UFC content; and the same pulsing music heard at a UFC fight. It’s about sensory input—a lot of it.

Each 30,000-40,000-square-foot club will have a large workout floor and multiple studios for heavy bag training, speed bag training, mat training, and group exercise. You won’t find a basketball court or an indoor pool, but you will find a 25-foot Octagon—a standard UFC ring—for private and semi-private training.

Even the programming is different. Based on a variety of MMA and related disciplines, the UFC-branded program-ming is designed to allow members to train the way their favorite fighters do. The lineup includes such familiar offerings as judo, karate, tae kwon do, Brazilian jiu-jitsu, box-ing, kickboxing, and wrestling, but might also involve flipping huge truck tires or pushing weighted wheelbarrows. All of the programming has been developed in concert with the NASM and will be taught by NASM-certified instructors.

“Right now, we’re seeing a lot of homogeneity in clubs—the same equipment and the same layout. The only difference is scale and price!” observes Rowley. “We’ll utilize dynamic, fun, and interesting training methods that are different from anything that anyone else is offering. To paraphrase what I told USA Today: ‘The days of turning on your iPod, putting it in your ears, tuning out the rest of the gym, and then doing the push-pull exercises on selectorized equipment are over. It’s not your dad’s gym anymore.’” —|

| CBI Interview |


‘NOT YOUR DAD’S’ KIND OF GYM

Fighting form: a UFC match

Josh Holm

berg/ICO

N SM

I/New

scom

market and lower construction costs. Now, we’re even able to gain entry into markets that weren’t open to us in the past. We also believe that, while people have cut back on spending, there’s still money for fitness. Every study that we’ve read over the past few months tells us that people who are spending money on fitness aren’t stopping.

MM: I’m also convinced that the industry will continue to perform well this year and in the years to come. As my good friend and industry pioneer Ray Wilson always said, “It’s never the club or the market. It’s always the team.” And we have a great team and a very powerful partner and brand.

CBI: How closely will you be working with Dana White, the president of UFC?

MM: Very closely. Dana is amazing and really has his finger on the pulse of the MMA world. He’ll play a key role as we develop our concept over time.

CBI: Last month, in CBI, Mark observed that “The fitness industry needs innovation. It needs some-thing to get excited about, and we all agree that UFC Gyms will deliver on that in every way.” How are you going to make good on that promise?

MM: I’ve always felt that what truly differentiates your club from the competition is the experience that your brand delivers to your members. At UFC Gym, we’ll offer an experience and team that are unlike anything else in the market. From innovative training methods and classes, to the interior design and layout—everything about it is going to be quite unique. As Jim has said, “It’s not going to be like your dad’s gym.”

CBI: Does NEFC have any specific revenue or growth goals for this venture? Is there a sunset on your agreement with UFC?

MM: We’ve committed to this concept and this relationship for the long term. We’re not in a hurry, and, over time, we’ll build a global platform that supports the UFC footprint.

CBI: As for NEFC—how do you see it growing? Where do you see the company five or 10 years from now? What types of investments are you seeking?

MM: NEFC is focused solely on the health and wellness space. We’re currently operating in more than 15 countries around the world, and I’d expect that number to double over the next 5-10 years. Our driving, defining goal is to invest and partner with great people, brands, and management teams, while adding value where it’s needed. —|

– Jon Feld, [email protected]

| CBI Interview |


Integrated touch-screen point-of-sale

Inventory and session tracking

Local and On-line booking

Comprehensive business reports

A/R management & QuickBooks® interface

Digital paperless contracts

u

u

u

u

u

u

With more to offer than any other club management software, Twin Oaks’ integrated software package does it ALL. Our 98% client retention rate proves we make our customers happy. As one of the few providers in our industry certifi ed as PCI-DSS compliant, we’re committed to quality, integrity and synergy.

SOFTWARE • BILLING • MEMBER SERVICESStrong. Healthy. Growing. Tomorrow’s Solutions Today.

Twin Oaks Software, 1463 Berlin Turnpike, Berlin, CT 06037Phone 860.829.6000, Toll-free 866.278.6750, www.tosd.com

Guest register and tracking

Time clock module, commission and personal training reports

Easy key tag or fi ngerprint recognition check-in

24/7/365 door access control

Integrated mail/e-mail to members/guests

u

u

u

u

u

Internet-enabled database replication

Manages all billing methods

Free software & upgrades for billing clients

…and MORE!

u

u

u

u


A healthy glow can make the recession seem less glum

EBy Jean Suffin

Even in these tough economic times, when people are inclined to sacrifice, vanity still plays a role in determining where people spend their money. Exercise, of course, does much for one’s appearance, toning muscles and enhancing vitality, but clubs can offer even more.

One way to complement, apply the final finishing touch to, what members work so hard to achieve is with a healthy-looking, and slightly self-indulgent, tan.

It may come as a surprise, but despite the economy and some negative press, there’s really no bad news to report about indoor tanning. Tanning-bed manufacturers report that their business was up last year, and a survey of clubs suggests that, managed effectively, a tanning center can attract prospects, please members, and generate significant revenue.

Indoor tanning originated in areas of Europe where they was little sun and spread to the U.S. about 25 years ago. Today, it’s a $5-billion industry in this country, according to the Indoor Tanning Association (ITA). Approximately 10% of the population visits an indoor tanning facility each year, notes the ITA, and about 65% of the users are women, most falling between the ages of 18 and 35.

A tanning bed, either horizontal or vertical, employs anywhere from 24 to 60 fluorescent lamps of 100 to 200 watts that emit a combination of UVA and UVB rays in a spectrum that’s similar to that of the sun. UVA rays tan, while UVB rays burn, and a combination of the two is required to achieve the desired color. The ratio of UVA to UVB rays determines the “level” of the bed. Higher-end beds allow in more UVA rays to create a darker tan more quickly. A typical tanning session lasts from 10 to 20 minutes, depending on the bed and the client’s skin type.

Tan AwAy Economic Blues

>

Tan away economic Blues


“Vitamin D is critical for good health,” posits John Overstreet, the executive director of the ITA, a Washington, D.C.-based group that supports the indoor tanning industry. “There’s no difference in light from the sun and light from a tanning bed.” Except, he suggests, that exposure to light from a bed is regulated by the Food and Drug Administration (FDA) and, there-fore, conceivably safer.

In fact, stricter FDA regulations and technological advancement now make it possible for clubs to recommend and monitor length of use, limiting each member to one session per day. Software pro-grams—often add-on modules to the club’s software—monitor usage, and timers on the beds restrict session duration.

a growing sectorJerry Deveney, the executive direc-tor of sales for JK North America/Sun Ergoline, based in Jonesboro, Arkansas, explains that, similar to

fitness equipment, tanning beds are offered in different levels—for everyone from beginners to vet-eran users—and price can vary drastically between the different tiers. And like the fitness industry, he reminds, the tanning industry seems recession-resilient.

“Tanning allows you to enhance your appearance by doing abso-lutely nothing,” he observes. “Last year was the best year in the his-tory of our company.” JK’s sales were up approximately 8%-12% in ’08, and Deveney attributes much of the success to clubs: more than 1,000 of its clients are fitness facilities.

“You can make more money per square foot with tanning than with any other amenity in the club,” he contends. It’s not unheard of for a single bed to generate $15,000-$25,000 per year, he says, and given a one-time cost, minimal maintenance, and a lifespan of 5-10 years, the unit more than pays its own way.

Approximately 10% of the population visits an indoor tanning facility each year, driving a $5-billion industry.

Tw w w . i h r s a . o r g | A P R I L 2 0 0 9 | C l u b B u s i n e s s I n t e r n a t i o n a l 47

The wave of the future, Deveney predicts, is a new technology that, in the case of JK, is known as Sun Angel. This sophisticated system is able to regulate the output of the bed on the basis of skin type. A sensor is pressed against the lightest and darkest part of the body. An on-board computer then analyzes the data and regulates light output in accordance with the skin type, virtually eliminating the risk of overexposure.

Like Deveney, Linda Bommarito, the president of HEx Tanning, a tanning-bed manufacturer based in Saginaw, Michigan, appreciates the potential of the fitness/tanning connection. Eight years ago, she began targeting her business primarily at clubs. “We’re really enthralled with the health club industry,” she tells CBI. “Fitness and tanning go hand in glove. Tan-ning is a very viable profit center for a club.”

Bommarito recommends that clubs put in at least two vertical tanning beds, so a single bed

isn’t regarded as simply another piece of equipment. Vertical units, she suggests, can fill dead space and are more hygienic and easier to maintain than horizontal beds.

Sun Capsule, a Wakefield, Mas-sachusetts-based manufacturer of vertical tanning booths, has also capitalized on its interest in fitness. It increased its club business tenfold between 2007 and 2008 after introducing the Sun Capsule 48-200, a booth that it customized specifically for clubs. “We took a level three, 200-watt system, reduced the price by 25%-30%, and offered customization to complement the décor and brand of the club,” Wayne Chevie, the president of Sun Capsule, tells CBI. “This was a slam dunk.

“Branding is a top priority for clubs,” he continues, “and, next to personal training, tanning is their most lucrative profit center.”

One tanning business in Erie, Pennsylvania, observing the logi-cal crossover between tanning and fitness, opened a high-end,

11,000-square-foot health club in one of its salons. “We reversed the hook,” says Grant Miller, the owner of Sun Your Buns Tanning and Build Your Bod Fitness.

Guide to successThe successful model for a club-based tanning center, the experts say, looks something like this:

The tanning booths are promi-nently displayed, ideally located to one side of the front desk. Free trials are offered with club mem-bership, and the cost of tanning is deducted along with EFT dues. The service must be affordable and must be marketed not as a luxury product, but, rather, as what Deveney calls an “instead of” product—that is, instead of a trip to the Bahamas.

Tanning booths were so popu-lar with the members of a Gold’s Gym franchise company in Boise, Idaho, that it turned tanning into a separate business, and added Tan du Soleil salons—each with

shared lobby of sun your Buns Tanning and Build your Bod Fitness

Tan away economic Blues


12-16 beds—to each of its three clubs. Clients enter the salon through the gym’s entrance or through an outside entrance provided for the public. Tanning packages are customized to their individual needs, and range in cost from $10 a month for entry-level tanners to $60 for VIP access. Installing the beds cost $200,000-$250,000 per location. Today, taken together, the three salons generate about $516,000 in revenue per year and boast a 20% profit margin.

“The majority of our clients pay monthly via EFT transac-tions,” reports Michelle Howell, the area manager for Tan du Soleil/Gold’s Gym. “Some sign up at the point of sale at the gym. Others come in and start with credits, paying per session, and then transfer over to the tanning membership.”

Tanning is cyclical, with spring being the most popular time, but the biggest advantage enjoyed by a club-based salon, attests How-ell, is that people tan year-round. On average, each of her three salons caters to about 200 regu-lars at any given time. Men and women both buy into tanning, but habits vary between the sexes. Men like a quick session in a vertical bed, whereas women often prefer spending time on a horizontal unit.

Marketing efforts are targeted to club members to make them aware that tanning is offered in the club, and to outside clients to turn them into club members. “We spend about 5%-7% of our budget on marketing,” explains Howell, “and we cross-promote tanning within our other pro-grams.” E-mail blasts publicize specials, and signage in the

locker rooms promotes the tan-ning service.

Tanning accessories generate revenue, too. Bottles of lotion that cost approximately $11 are sold for about $40 apiece. Tanners are required to wear FDA-approved goggles, and regular users gener-ally purchase them. For Tan du Soleil, accessory sales add up to about $70,000 a year.

People may be skimping on luxury items and exotic vacations, but, despite the current recession, they’ll continue to invest in health and beauty. And buying a tan is a quick, inexpensive perk that dovetails perfectly with fitness. “Given this economy, instead of buying cars and houses, the only thing you really need to do is take care of your body… and feel good,” concludes Mike Vincent, a distributor for JK North America/Sun Ergoline. —|

People may be skimping on luxury items and exotic vacations, but, despite the recession, they’ll continue to invest in health and beauty. Buying a tan is a quick, inexpensive perk that dovetails perfectly with fitness.

Tan du soleil/ Gold’s Gym

addinG ReveNueS the UVa Way


HEX TanningHEX Tanning offers a wide range of verticals, beds, lamps, lotions, parts and accessories, and can customize verticals and beds, based on the specific needs of a given facility. HEX verticals are available in more than 150 styles and can also be custom-designed.

“Since 1979, when we began as an upright tanning company, we’ve evolved into a comprehen-

sive marketing and conceptual resource for our fitness accounts,” notes Linda Bommarito, the president of HEX Tanning. “We’ve achieved that by transforming tanning from an ancillary service into a streamlined, ongoing profit center for fitness centers. We work closely with our accounts to implement programs that fit their business and will impact their membership numbers and bottom line. In addition, we offer tanning equipment that’s unique to our clients’ brands.”

Contact: www.hextanning.com, 800-556-3201 See our ad on page 50

Mystic TanMystic Tan offers automated spray-on tanning. The applica-tion design mimics airbrush motions to produce an even, natural-looking tan. By utilizing

individual tanning cartridges and a variety of additives, users can create a customized tanning formula. Developed specifically for the fitness industry, Mystic Tan’s latest booth design boasts a private changing room, making it versatile enough to meet any health club’s needs.

“Mystic Tan has more than 10 years of proven results with sunless tanning, so we’re excited about bringing this offering to fitness centers,” says Tim Hicks, the senior vice president of Mystic Tan. “Mystic Tan can be a great complement to club members’ workouts, giving them an instant result that they can feel great about. And we can also help fitness facilities generate additional revenue from their existing clients.”

Contact: www.mystictan.com, 972-447-3846 See our ad on page 66

KBL Sun CapsuleSun Capsule points out that its 48-lamp, 200-watt (48-200) verti-cal tanning system was specifically designed to meet the needs of the fitness industry. It can accommodate as many as six people per tanning hour. Sun Capsule ensures low maintenance, and offers an available attached dressing room, as well as a two-year, full-service, parts-and-labor warranty.

“The Sun Capsule 48-200 is a high-performance tanning system with 200 watts of pure power, providing a superior quality tan in just 8-10 minutes, which is comparable to a level-three bed in most tanning salons,” says KBL Sun Capsule President Wayne Chevie. “Add to that a club’s ability to fully customize and brand the unit, and you have a terrific option for increasing revenue and maximizing your brand image—at an affordable price.”

Contact: www.kblsuncapsule.com, 800-272-8267 See our ad on page 55

Sun ErgolineSun Ergoline’s SUN ANGEL machine is designed to virtually eliminate the risk of overexposure. The bed makes use of a precise, patented skin sensor that takes an exact measurement of each client’s skin tone, and then calculates a personalized tanning session to pro-duce natural-looking results.

“Ergoline has been a fitness industry partner for decades, and is here to consult on ways to make a club’s existing tanning business more profitable, or on how to introduce a successful tanning business to a club,” explains Jerry Deveney, the executive director of sales for JK North America, Ergoline’s parent company. “Ergoline achieves the highest standards set for the industry; monitors compliance through environmental-protection audits; uses recycled materials when appropriate; and, in our newest units, utilizes strict controls to minimize electricity usage.”

Contact: www.sunergoline.us/healthclubs, 888-771-0996 See our ad on page 82 —|

Searching for additional revenue streams? Perhaps no profit center is easier to implement than a tanning service. It takes very little time to monitor users, and many of the units and products are essentially self-service; as a result, the payback is fairly speedy, and the ongoing cash flow a true boon. IHRSA associate members offer a variety of solutions, a few of which we’re pleased to showcase below.

Premium tanning from a stand up kind of company

HEX is UL Listed (a requirement in many states).HEX is also CUL Listed, CSA Compliant and CE Approved.HEX is a registered trademark of International Tanning Equipment© 2009 International Tanning Equipment | immix

Or choose from our limitless possibilities.

SHOW YOUR COLORS.

Call 1-800-556-3201www.hextanning.com [email protected]

HEX offers you the most exciting options in tanning equipment. Our revolutionary branding capabilities allow you to expand the concept of your fitness center to your tanning equipment.

With HEX equipment branded for you, our tanning programs bring you brand new members, bring in more profits from existing members, AND extend your brand equity right down to your tanning equipment.

We’re already working wonders for many of the top fitness centers – so why not yours?

Let us provide with high-performance, high-profit verticals and beds that come in your favorite colors (yours) and carry your brand identity.

Since 1979 we’ve been helping the fitness industry with the most profitable tanning system the world has ever seen – and we want to do the same for you.

(We can brand your HEX with virtually any combination of our 150 laminates)

505184_CBI_Ad_03.09.indd 1 2/27/09 1:17:13 PM


By Stephen Wallenfels

We’re vacationing at a quaint resort hidden in a forest of ponderosa pines 30 minutes outside of Bend, Oregon. It’s 9:30 on a quiet Saturday night, and everyone is packing for a leisurely departure home the next morning. My father, Otto, 79 years old and a type 2 diabetic, walks into the living room and announces in a calm, but grave, tone that, despite a recent injection of insulin, his glucose level isn’t coming down. He’s concerned that an afternoon spent watching tennis in the hot sun has compromised the insulin supply he always carries with him in a small black pouch. The tranquil evening suddenly becomes a potential life-or-death situation. A flurry of frantic phone calls confirms our worst fears: The minor-emergency clinic is closed. The local pharmacy is closed. The nearest supply of insulin is 30 minutes away—maybe less if I ignore the speed limit…

So it is living with diabetes, a disease with no cure that touches, either directly or indirectly, nearly everyone. The statistics in the U.S. are staggering and pervasive. The Centers for Disease Control and Prevention (CDC) reports that 7.8% of the population (23.6 million men, women, and children) have diabetes; 5.7 million of them are undiagnosed, a population of diabetic time bombs.

If you’re over the age of 20, odds are 1-in-4 that you’re predia-betic and 1-in-10 that you have the full-blown disease. If you’ve hit 60 and are looking forward to retirement, chances are 1-in-4 that you’ll spend the balance of those years coping with the all-too-frequently fatal consequences of the disease.

A corresponding tragedy is that regular exercise—which can clearly be helpful in preventing or controlling the disease—has not been brought to bear on the problem effectively.

The Diabetes ‘Opp rtunity’

Clubs are equipped to play an important role in controlling this killer disease

>

News from the frontWhile diabetes is expanding at an alarming rate—the CDC reports that the incidence of diag-nosed diabetes has doubled since 1997—the news isn’t entirely bad. Blood-glucose-testing kits and medication-delivery tools, such as insulin pens, pumps, and syringes, have simpli-fied the daily grind of disease management. A number of high-tech treatments and drugs, like metformin and glitazone, along with new formu-lations of insulin, also offer rays of hope. But all these approaches are costly, time-consuming, and often inconvenient.

Matt Petersen, the director of information resources for the American Diabetes Association (ADA), reports that, in addition to the human toll, “The financial cost of diabetes increased from $132 billion in 2002 to $174 billion in 2007. This trajectory will continue unless something changes,” he posits. “And that change is: Ameri-cans need to lose weight and get more fit.”

An ounce of preventionLike smoking and lung cancer, obesity and diabetes are joined at the hip. In the Diabetes Prevention Program, a landmark study of 3,234 prediabetics by the National Diabetes Informa-tion Clearinghouse (NDIC), researchers found that lifestyle interventions, such as a modified diet and weight loss, sharply reduce the risk of developing type 2 diabetes—in some cases, by as much as 71%. This number is strikingly similar to the 70% odds of preventing lung cancer through smoking cessation.

While there’s a massive, ongoing campaign to discourage smoking—Microsoft’s Bill Gates and New York City Mayor Michael Bloomberg recently contributed $500 million to the effort—the links between obesity and diabetes are less obvious to the general public, but no less real. A host of serious health issues, includ-ing heart disease, stroke, kidney failure, and blindness, are associated with the disease. The good news here is that type 2 diabetes, which represents over 90% of the diabetic population, can be effectively managed through diet, weight loss, and exercise. Unfortunately, this promise of relief is one that most Americans remain oblivious to. But now, with individual clubs offering diabetes-specific programming, and one of the world’s biggest fitness fran-chises raising both awareness and funds, that may be about to change.

Leech Lake Diabetes Fitness CenterA number of IHRSA-member clubs have recently created and implemented special programs that address diabetes head-on. Among them are the Dedham Health and Athletic Complex, in Dedham, Massachusetts, and the Centre Club, in Libertyville, Illinois. (See “A Healthier Relationship,” March CBI, pg. 68.) But if there’s an exemplar, a best-practice, that demonstrates how much good such offerings can do, it may well be the Leech Lake Diabetes Fitness Center (LLDFC) on the Leech Lake Indian Reservation, in Cass Lake, Minnesota.

The Diabetes ‘opportunity’


leech lake team Richard Beaulieu, l., Brent Fuller

leech lake Diabetes Fitness Center’s gym


The center serves a community of 12,000 people, and “of that population,” explains Brent Fuller, its fitness program director, “close to 50% are diagnosed as at-risk or have diabetes.” It’s not an uncommon situation: the Indian Health Service (IHS) reports that Native Americans have the highest incidence of diabetes of any ethnic group. “And our com-munity is among the highest in the nation,” Fuller points out.

That puts Leech Lake squarely on the dia-betes front line. It also explains the LLDFC’s mission statement: its goal is to use individual and community-based exercise programming to “ultimately control and prevent diabetes.”

LLDFC provides an office on-site where every at-risk individual (one-third of its 900 members) is given a blood test both pre- and post-exercise. Some 100 are performed each week. The resulting information is logged into a computer program that tracks a range of health and fitness indicators, and members are prescribed an exercise plan based on their at-risk profile. A basic home testing kit, pro-vided at no cost by the Special Diabetes Clinic in Cass Lake, is used to measure blood sugar.

Members, as well as the community-at-large, are also invited to participate in ongoing diabetes-prevention programming, such as motivational fitness challenges and a bimonthly nutrition lecture at the fitness center.

Since the LLDFC is largely funded by grants, residents of the reservation pay no membership fees, and nonresidents pay monthly dues of just $30.

While the 3,000-square-foot center offers a modest assortment of cardiovascular and strength-training equipment, it’s more than enough to produce results. Richard Beaulieu, 73, has been a LLDFC member since he was diagnosed with type 2 diabetes in 1993. “My doctor said, if I didn’t start exercising, I’d have to go on meds,” explains Beaulieu, “so I joined right away.” A year later, Beaulieu developed a blood clot in his right leg, which resulted in an amputation below the knee (diabetes is the leading cause of amputation in the lower limbs), but that didn’t stop him.

He continues to exercise four to five times a week on an UBE (upper-body ergometer). “It’s the only thing I use, but it works,” he says with conviction. “And I still don’t use any meds, and I still don’t need insulin.”

Gold’s Gym connectionFor Mike Epstein, the co-owner of Gold’s Gym Paramus, in Paramus, New Jersey, diabetes is a personal matter—his mother is an insu-lin-dependent (type 1) diabetic. “She’s my motivation,” he tells CBI. “Because of her, I’ve been raising money for diabetes since I graduated from college.”

That makes nearly a quarter-century of diabetes runs, walks, and, even, hockey games. In 1994, his Gold’s Gym hockey team played the FBI in Madison Square Garden, raising $1,500 for the cause. That same year, Epstein, with the enthusiastic support of his business partner, Art Carril, entered a Gold’s Gym team in the ADA’s Tour de Cure national

Gold’s Gym rallies for Tour de Cure

The Diabetes ‘opportunity’

LIVING WITH RUST: MY JOURNEY WITH DIABETES

By Otto Wallenfels

Diabetes is a rude intruder that demands your undivided attention. It entered my life during a moment of confu-sion, when I couldn’t remember how to use my gas credit card to fill my car’s tank. I was so alarmed that I asked my wife to drive me to the nearest hospital, thinking that I must have suffered a stroke. The doctor ruled out the stroke, but, in the process, ordered a blood test. The diagnosis at age 59: type 2 diabetes.

I soon discovered that diabetes called for therapies much more complicated than simply eschewing desserts and pastries. My first prescription was a glucometer for tracking the ups and downs of my blood-glucose level. Since either extreme brings its own shop of horrors, this technology helped me log changes in glucose associated with food intake and physical activity.

The single most important aspect of diabetes is its per-sistence. Like rust, it never sleeps. When I shared this thought with my endocrinologist, he agreed that this is frequently the case. Even though his patients were well informed, they often became too exhausted or discour-aged to continue the struggle. Once a patient relaxes the discipline of testing, diet, and exercise, a rising A1C level signals damage throughout the body. For a diabetic, the secret to long-term survival is more likely a function of motivation than of treatment.

And motivation is where joining a health club helped me. Buying a piece of equipment for the home is an option, but after a while, that treadmill, like the disease itself, becomes a chore. The home treadmill never bothers to remember my name, share a joke, or ask about my children. But at the club, where you meet people who enjoy their work-outs as much as you do, remaining motivated is easier; and for someone living under the cloud of diabetes—that makes all the difference. —|

cycling event. “We had 10 riders and raised $2,000,” he recalls.

But that was just the start of something much bigger. Epstein’s efforts caught the attention of Gold’s Gym International, Inc. (GGI).

With 520 domestic and another 100 international locations, GGI has the ability to bring a wealth of energy and resources to bear on diabetes. That poten-tial first manifested itself in 2003 when it entered into a strategic partnership with the ADA. “We were looking for a cause to rally behind as a company,” says David Reiseman, the director of communications at GGI, “and, with diabetes, more than any other disease, weight loss via diet and exercise plays a crucial role in prevention and disease management.”

GGI hit the ground with both wheels spinning hard. In 2003, more than 860 riders, representing 75 Gold’s Gyms nationwide, took part in the Tour de Cure, raising $265,000. By 2007, the correspond-ing numbers were 2,000 riders, 150 teams, 350 gyms, and $750,000; the Paramus contingent con-tributed 50 riders and $15,000. An additional 5,000 staff and members participated in a special Gold’s Gym Spin-a-Thon.

But its support goes well beyond cycling events.“For us, this is bigger than the money,” says Reise-

man, pointing to programs and initiatives that expand the company’s reach in the diabetic and prediabetic populations. GGI has worked with the ADA to pro-duce a booklet that identifies the components of a safe and effective disease-specific exercise regimen, along with tips about how to get started. The booklet will be distributed to Gold’s Gyms nationwide.

Reiseman notes that the Paramus club is now pilot-ing a nutrition program with diabetic menus that count carbs, proteins, fats, and calories. And, at the national level, the Gold’s Gym Institute is working with the ADA to develop diabetes-specific programs for a possible launch later this year.

All of these efforts, combined with a desire to involve Gold’s Gyms worldwide, are making fitness a growing component of diabetes awareness. “But ultimately, we as an industry need to help people understand their choices and, hopefully, take action,” insists Reiseman. “We need to get out the simple message that changing your diet, losing weight, and adding exercise to your life, even if it’s just a little, can slow down and even prevent the spread of this killer disease.” —|


Today, in the U.S., some 23.6 million men, women,

and children have diabetes.

otto wallenfels, center, with sons, Mike, l., and stephen

MORE AND MORE FITNESS CLUBS ARE SWITCHING TO

Fitness club owners and franchisees are switching to custom KBL Sun Capsule tanning systems, because only we can deliver

Maximum Branding…Maximum Performance…Maximum Profit.

Isn’t it time you switched to KBL Sun Capsule!

Prices starting at $5,995

45003500

SPORT&HEALTH BODYPLEX LIFETIME FITNESS FITNESS EDGE SYMMETRY


As the economy worsens, so, too, does the stress level of most Americans. We’re in the midst of the worst economic crisis this country has experi-enced since the Great Depression, and with it have come failed banks, bankrupt businesses, home foreclosures, retirement savings lost to Ponzi

schemes, and exceptionally high unemployment.Is it any wonder that, today, nearly everyone seems stressed out?And is there any question that health clubs can help? Their ambience, caring

atmosphere, and many, in fact most, of the services that they offer—from straight-forward exercise, to group classes, to yoga sessions—have a positive impact on both the physical and psychological aspects of stress. And nowhere is that effect more pronounced than in a club’s spa area.

Just spend a few minutes considering some of the services that many club spas offer. The list at Chicago’s Fitness Formula Clubs (FFC) includes, among its many options, no less than six types of massage (including Swedish/relaxation, deep tissue and sports, hot stone, maternity, and aroma therapy), a variety of facials for both women and men, waxing, nail care, and tanning. Prominent on the menu of Club One’s Nob Hill facility in San Francisco is a Stress Relief Toning Facial.

Simply reading the descriptions of the services begins to sooth one’s nerves.

The sTaTe of spasThe fact that the current environment is unsettling hasn’t escaped the notice of the proprietors of spa properties—whether club-based, as with FFC and Club One, or full-fledged spa resorts, such as those operated by Miraval, Canyon Ranch, and the Golden Door. Neither has the fact that, while a recession poses real challenges, it

‘In Tough Times, SpasStress Stress’

>

Responding To MeMbeRs’ greater needs ensuRes spas’ fuTuRe successBy Craig R. Waters


also clarifies and enhances opportunities—ones that spas are particularly well prepared to explore.

And they’re doing so:“In Tough Times, Spas Stress Stress,” read the headline of an article that appeared

recently in The New York Times. “In late November,” the article noted, “a couple of months after the global financial crisis leaped to the top of news reports, spa lovers at Spafinder.com were showing new interest in a concept fit for jittery times. Along with the usual search terms, like ‘day spas’ and ‘massage,’ a newly prominent word was typed into the site’s search engine three times more often than it had been in the summer. That word was ‘stress.’”

The Times’ research, CBI’s own reporting, and a survey conducted by IHRSA all arrive at pretty much the same conclusions: Spas are under more pressure; the sale of some services is up slightly, while the sale of others has slipped; and in terms of total revenues, spas are pretty much holding their own despite the economic headwinds. A pervasive, widespread trend is that, as consumers attempt to squeeze greater value from every dollar, overall club usage has increased, particularly for activities that are included in membership. Members, however, are tending to avoid fee-based amenities, and, when they do buy, are opting for less expensive ones. Massage is up; the $185 Abhyanga Scrub and Soak is down.

The difference between clubs that are doing well with spa services, and those that aren’t, seems to be largely a matter of focus, commitment, creativity, and, of course, sound business practices. The solid performers have made excellent use of such tools as stress-focused adver-tising; stress-specific programs; cross-selling by staff; member education; corporate outreach; special spa pack-ages; a results-oriented emphasis; and discounts, though these are generally positioned to avoid the appearance of price cutting.

no spa is an islandThe Westmoor Club, on Nantucket Island in Massachu-setts, is an upscale, multidimensional facility with an 18,000-square-foot fitness center and a sophisticated spa operation. A seasonal business, as the island’s population fluctuates over the course of the year, Westmoor buzzes with outdoor activities—croquet, grass-court tennis, yachting—during the warm months, and busies itself with indoor ones when it gets cold.

“The only parts of the club that stay open during the winter are the fitness center and the spa,” explains Spa

Director Andrea Smith. “The club has 436 regular members, and offers a winter membership for local residents; right now, we have 294 winter members.”

During its high season, the spa employs four massage therapists, two facialists, and, one each, a physical therapist and nail technician. It has eight treatment rooms, women’s and men’s locker rooms, and a relaxation area, and offers massage, body therapies (wet treatments), facials, and nail care. Massage and facials are the most popular services.

Thus far, Westmoor seems to be bucking the economic tide. “We haven’t seen a decrease in utilization yet, and, this year, our winter membership more than doubled,” reports Smith. The volume of facials sold in July and August of 2008 was down by $10,000 over the same period in ’07, but massage held steady at $76,000.

‘In Tough Times, spas Stress stress’

Door to stress cure at westmoor


“We’re doing our best to come up with special promotions and very creative spa packages,” says Smith. “We’re offering bulk packages, combination treatments—that sort of thing. But providing packages,” she hastens to add, “doesn’t mean discounting. We don’t want to set a precedent that makes our prices rollercoaster with the economy.” The spa, she adds, is also planning to survey its clientele to pinpoint its preferences “as they start to prioritize.”

Smith’s key response to the current economic crisis: “Special packages for special times.”

MidwesT MeRchandisingHalfway across the county, in Chicago, FFC offers extensive spa services at a number of its seven multipurpose facilities. Approximately 20%-25% of the clubs’ members purchase treatments, and, echoing the general trend, some areas are up, others a bit down. “We have a very strong massage business—it’s holding its own,” says Jan Ryan, the spa and retail director for the chain. “We do see a little change with respect to facials and waxing. If, in the past, people came in every three weeks, now, maybe, they’ll come in every four weeks.”

Part of the operation’s financial solidity is due to the intrinsic appeal and benefits of spa services, but most is the result of FFC’s hard and thorough work. From the moment a member joins a FFC club, they’re familiarized with the spa possibilities. “We present our services at the point of sale,” explains Ryan. “When someone joins, we use our salespeople to educate them about what we do. We might offer them deals—massage at a discounted rate, for instance—because we know that, if we can get them into the spa, we’re going to retain them as a client.

“Having salespeople help us introduce members to the spa has been very effective.”But FFC’s support of its spa product doesn’t stop there. Eager to keep clients coming

back, staff reconnects regularly with core groups of members and attempts to reignite their interest. “You have to keep promoting,” emphasizes Ryan. “For instance, one of our clubs has a large contingent of members from one particular company, so we’re doing a special week just for that firm—a week when all of its people will get a little bit bigger discount on services, will be offered wine and cheese, etc. Targeting specific groups seems to work well.”

So, too, does a new cause-oriented initiative that FFC has utilized to good effect on two occasions. Partnering with outside organizations, and leveraging the power of the Internet, FFC offers people a chance to purchase spa services and, at the same time, contribute to a charity. “So what happens,” says Ryan, “is that people want

having sales-people help us inTRoduce MeMbeRs To The spa has been veRy effecTive.

“

”

Restful environment at Canyon Ranch Relaxing at Fitness Formula Club

the services, but they also want an excuse to purchase them. This gives them a chance to do something for a worthy cause—which makes them feel good.

“We did this in October to promote breast-cancer awareness, and in February to promote women’s heart-health awareness,” she says. “It’s been a very successful program for us.”

But if there’s a single practice that serves as a foundation, of sorts, for FCC’s sales-building efforts, it’s the spas’ focus on delivering real results. A strength in good times, it becomes a salvation in bad. “I think one of the reasons that our massage business is holding up so well,” reflects Ryan, “is because our therapists and clients work together as a team to produce a given outcome—relaxation, relieving knots, improved range of motion, etc. So clients wind up buying what’s essentially a series of sessions.

“What’s great about this,” she suggests, “is that, at the end of a session, the client feels as though they’ve accomplished something—that they’ve gotten something for their money.

“People are still willing to spend money on spa offerings,” concludes Ryan, “but the service has to provide good value and exceed their expectations.”

bay aRea innovaTionMeanwhile, on the West Coast, Club One, which has a number of sites and some 40,000 members in the Bay Area, is utilizing many of the approaches employed by Westmoor and FFC—e.g., the active involvement of club staff, cross-selling, member education, and regular needs surveys—but it’s also come up with some notions of its own to drive business.

“Every new member is offered a Getting Started Kit—three one-hour personal spa services for just $150—and about 15% purchase it,” notes Kari Bedgood, Club One’s public-relations and associate marketing manager. “And, periodically, we offer a complimentary 30-minute massage for all new joins or as a member-referral incentive.” Among the chain’s many other approaches, efforts, and tactics are preferred pricing and spa specials for members; customized spa programs; corporate spa parties for neighboring workforces; onsite chair massages in local office buildings; and promotions involving the clubs’ fitness and Pilates departments. “The high level of awareness that we’ve created about our spa offerings has led to steady sales,” attests Bedgood.

Club One’s newest program, now being tested at several of its San Francisco clubs, has been specifically designed to address the recession’s impact on stress levels and sleep deprivation. “We’ve created a Power Nap concept to offer members massage-treatment rooms where they’re able to recharge,” explains Bedgood. “The rooms come complete with a bed, pillow, blanket, and a CD with sounds to help them sleep. Members can book a 30-45-minute Power Nap, in a spa-like setting, and wake up ready to face their day.”

Understanding members’ needs, addressing them in creative ways, and responding to them with professional, precisely-tailored solutions is the best guarantee of continued prosperity. “You have to test the waters constantly, and adjust to members’ needs constantly,” concludes Bedgood. “That’s what it takes to remain successful.” —|

– Craig R. Waters, [email protected]

Customer care at Club one



you have To TesT The waTeRs consTanTly, and adjusT To MeMbeRs’ needs consTanTly.

“

”


Oasisa-1 Textiles

Towels are among the biggest monthly replacement items for all clubs. They often “walk” out the door or simply wear out. According to A-1 Textiles, they must be manufactured to withstand the constant washing, bleaching, and over-drying that they’re subjected to anywhere from 1-10 times a day. At the same time, members

want their towels to be white, soft, and absorbent. The Golden Mills towels that are carried by A-1 Textiles are manufactured for both durability and performance.

“One of the key concerns that owners, club mem-bers, and employees have relates to the germs and exposure that occur in the health club environment. Given that, the cleanliness of towels becomes even more important,” points out Carol Moran, A-1’s presi-dent. “A towel can be touched by 8-9 people during the cycle of washing/bleaching/drying/usage, so its exposure to germ containment is truly unbelievable. Our Golden BioCare towels are treated with a water-based, antimicrobial finish during our manufacturing, which remains effective even after 100 washings.”

Contact: www.a1athletictowels.com, 800-351-1819 See our ad on page 83

ace Styline

Ace Styline is a national manufacturer of custom millwork, cabinetry, and décor items for the club, fitness, and spa industries. Since 2007, it’s been using only environmentally friendly products, when available, in the manufacturing process. Its projects typically qualify for LEED credit and meet current CARB

standards. The company uses the most current components to build clients’ items and provide a custom look. Ace bills itself as a “family owned busi-ness, committed to working closely with a client’s staff or design team to become an integral part of the project team, whether building a new facility or remodelling an existing one.”

Ken Kruss, the president of Styline, says, “Since 1953, our success has been based on understanding the needs and desires of a project’s ownership, and combining those with the design team’s intent, while ensuring on-time delivery and a realistic budget. Whether a club is building a new facility or remodel-ing an existing one, we’re committed to making sure that it’s innovative, complete, and reflects the client’s objectives in the millwork and décor.”

Contact: www.acestyline.com, 312-942-0152 See our ad on page 103

HydroMassageHydroMassage is a satisfying club amenity that offers members a 10-minute, deep-tissue massage without requiring any staff supervision. Its interactive touchscreen allows users to control every aspect of the experience, including speed, pressure, and area of massage.

“Most Americans love massage therapy, but just can’t afford it on a regular basis. Instead of having to pay more money for a ‘hands-on’ massage, mem-bers can enjoy a HydroMassage after every workout at a really affordable price,” explains Kevin Conaway, the company’s marketing director. “In tough economic times, one of the most important things club owners can do is focus on creating new sources of nondues

Creating a Member

Addressing members’ emotional needs is as critical as meeting their physical needs. That’s why ensuring that their visit to your spa is as rewarding as possible is key to their overall club experience. The following IHRSA associate members offer a variety of spa products and services that can help make members’ spa moment a wonderful and memorable one.



revenue. The demand for new amenities such as HydroMassage is actually increasing despite the downturn in the economy.”

Contact: www.hydromassage.com, 800-699-1008 See our ad on page 42

HydroTherThe HydroTher Massage Bed is a self-contained, dry-hydrotherapy massage system that combines the benefits of floatation, heat, and massage. Users lie on top of a bed of warm water and are kept dry while nine high-pressure water jets deliver a full-body mas-

sage. The unit’s “cashless payment system” requires no staff, which allows even 24-hour facilities the opportunity to offer massage services.

“The HydroTher Massage Bed is an alternative massage treatment that provides all of the physical and emotional benefits of traditional massage,” says Dale Papke, the president of HydroTher. “It comple-ments a club’s personal training or tanning services, and is a great tool for increasing sales, retention, and member satisfaction.”

Contact: www.hydrother.com, 800-891-5811 See our ad on page 80

Jade distribution, inc.Jade Distribution specializes in bulk liquid solutions, and offers a wide range of environmentally friendly “green” products for clubs’ shower and sink areas. The company also carries an extensive assortment of specialty spa prod-ucts, including robes, slippers, spa wraps, razors, combs, and towels.

“Jade can also help clubs create custom-logo retail lines for their spas or pro shops,” indicates Dan Brown, the president of Jade. “We’ll send clubs complimentary samples of some of our special retail products printed with their full-color logo. There’s no setup fee or printing charge, and clients can get as few as 24 units at a time. If they want to offer their own line of bath salts, lotions, and shampoos, we can help with that, as well.”

Contact: www.jadedistribution.com, 800-785-5233 See our ad on page 79

Qi BodyWorksQi BodyWorks, by SPORTSMITH, is a line of “healthy body amenities.” Formulated specifically for athletes and fitness enthusiasts, the line, which includes shampoo, conditioner, body wash, and moisturizer, is ideal for health clubs.

“Qi is a perfect combination of nutri-ent-rich botanicals, essential oils, and natural herbs,” explains Brad Schupp, the president of SPORTSMITH. “In a recent survey, 74% of the respondents reported that they brought their own per-sonal-care items to the gym because they preferred products with quality ingredients. Many noted that, ‘My gym’s shower products contain cheap chemicals.’ However, 82% of them said that they’d purchase Qi if it were offered by their club.”

Contact: www.qibodyworks.com, 877-832-6143 See our ad on page 92

Ready Care industriesReady Care Industries offers premium locker-room amenities, including a variety of massage treatments, manicure supplies, and private-label retail products. The com-pany produces the Body Eclipse Professional Spa line, a collection that includes sham-poos, conditioners, bath gels, and body lotions in a number of different fragrances.

“We’re known for serving health clubs, and more and more of them are offering spa treatment services,” reports Gary Robie, the CEO of Ready Care. “We offer solutions for them in that area, too. We use only the best ingredients, including botanical extracts, vitamins, and minerals, to maintain our reputation for quality. Our spa amenities, like our locker-room amenities, are in-stock and ready to ship the same business day.”

Contact: www.readycare.com, 800-477-4283 See our ad on page 63

Sports SolutionsSports Solutions offers a wide range of locker-room, shower, and vanity-presenta-tion amenities. The company has no less than six different lines of aloe and vitamin-enriched spa and sports liquids; and its van-ity containers are available in a wide range of finishes. Sports Solutions is also able to provide some 600 other spa and locker-room essentials.

“Today, consumers gravitate toward personal-care products that are made from natural ingredients and are environmentally friendly and ecologically respon-sible,” says Laurie Schmidt, the president of Sports Solutions. “Our five new Nutri-Essence Naturals lines are derived from 95%-98% natural plant ingredients, including vitamins and hydroxyl lactylates. They’re free of parabens, gluten, petroleum, and animal byproducts. They’re not just environmentally friendly, but are also high-quality spa products.

Contact: www.sportssolutionsinc.com, 800-969-8008 See our ad on page 68 —|

9th ANNUAL IHRSA EUROPEAN CONGRESSOctober 22-25, 2009 | Dublin, IrelandThe European market remains one of the most vibrant, fluid markets in the world today. Jointogether with the movers and shakers in the European fitness community to strategize on howto grow, prosper, and influence the entire European community for the greater good.

8th ANNUAL IHRSA ASIA-PACIFIC FORUMNovember 10-13, 2009 | Tokyo, JapanThe Japanese health club industry boasts at least three companies in multiple categories in the2008 listing of the IHRSA Global Top 25, making Tokyo a perfect setting for the 2009 IHRSAAsia Pacific Forum. Included in the event will be a tour of some the country's finest clubs,which are run with a distinctive management and operational style that cannot be seen any-where else. Join us for an exciting and invigorating four days at this lively forum!

IHRSA 2010: 29th ANNUAL INTERNATIONAL CONVENTION& TRADE SHOWMarch 10-13, 2009 | San Diego, California | San Diego Convention CenterIHRSA 2010 returns to San Diego for another spectacular Convention and Trade Show. Witha positive theme, 'The Future is You!' we will focus on moving beyond the economic struggleswe have experienced and celebrating YOU, the individual who is truly at the core of whatmakes the fitness industry so successful.

IHRSA Meetings.Preparing you for great accomplishments!Plan to attend one or more upcoming IHRSA meetings and you will be preparedfor great accomplishments. Each IHRSA meeting is designed to address specificneeds and provide you with the tools to excel in discrete areas of expertise. For28 years, IHRSA meetings have been synonymous with success.

Register today by visiting ihrsa.org/meetings. Meeting...accomplished!

International Health, Racquet & Sportsclub Association Seaport Center, 70 Fargo Street, Boston, MA 02210 USA

SUMMIT FOR A HEALTHIER AMERICAMay 6-7, 2009 | Washington, DC | Library of CongressJoin IHRSA as we take the message of healthy lifestyles to CapitolHill. As part of the Campaign for a Healthier America, the Summit is an opportunity for fitnessprofessionals to meet with legislators and key staff to tell Congress how to make Americahealthier by passing legislation that encourages exercise. Now is the time to make a healthierAmerica a national issue. Learn more about the event and register today at ihrsa.org/summit.

4th ANNUAL IHRSA UNIVERSITYJune 1-5, 2009 | Barcelona, Spain | IESE Business SchoolOne of the key problems facing fitness operators worldwide is the quality of managementand the availability of appropriate, affordable top-quality executive leadership developmentprograms. This problem has been solved. IHRSA University at IESE Barcelona is a world-classexecutive leadership education program designed specifically for the health and fitness clubindustry.

21st ANNUAL IHRSA INSTITUTE FOR PROFESSIONALCLUB MANAGEMENTAugust 2-5, 2009 | The Resort at Squaw Creek | Lake Tahoe, California, USANow more than ever, leaders must be empowering and knowledgeable to successfullynavigate the road to success. Regardless of your level of management expertise, weencourage you to attend the IHRSA Institute and be submerged for four full days into aworld of graduate-level education where leaders learn to manage more effectively.

10th ANNUAL IHRSA / FITNESS BRASIL LATIN AMERICANCONFERENCE & TRADE SHOWOctober 22-24, 2009 | São Paulo, Brazil | Transamérica Expo CenterThe fitness industry is growing fast and setting precedents in Latin America . . . and the worldis taking notice. Join over 10,000 attendees and more than 130 trade show exhibitors inbeautiful São Paulo as we focus on ‘preparation’ that leads to resounding fitness success.

TO LEARN MORE OR TO REGISTER• Visit ihrsa.org/meetings• Call +1 617-951-0055.

meetings spread-0409CBI:meetings spread-0409CBI 3/2/09 7:23 AM Page 1

{ }THINK OF IT AS THEICING ON THE CAKE

- not that the people that go to your gym eat cake -

Increase your existing client revenue by giving them the sunless tan they demand.

Contact us to find out more: 972-447-3846 • [email protected]

MysticTan Fitness Ad.MECH2:Layout 2 2/26/09 11:10 AM Page 1


InnovationsWhat’s New 69 | FIT Extra 75 | BuyersMart 93

ExerVibe Vibration Climber product name.

Photo sponsored by VersaClimber

| Innovations | What’s New

OPTP» The soft, yet supportive, Pro-Roller Soft from OPTP is manufactured with the same closed-cell, cross-linked foam technology as the rest of the company’s Pro series for lasting durability, but offers a more comfortable surface. The stable support makes it perfect for Pilates and gentle massage rolling, and it is easy on tight or rigid areas, so it is ideal for lying supine. The soft compression also creates a more stable environment for high-risk users so that exercises are easier than on other rollers that are traditionally firmer. It comes in one size, 36" x 6", and in one color—pink marble. For more information, contact the company at 3800 Annapolis Lane, #165; Minneapolis, MN 55447; 800-367-7393; 763-553-0452; www.optp.com. —|

CYBEX International, Inc. » CYBEX is taking strength training to a new level with its FT-450 Functional Trainer, a revolutionary machine that bridges the gap between stabi-lized strength training and free-movement exercise. The unit’s patent-pending design boasts two features that enhance strength-training workouts: a Progressive Stabilization Pad that allows users to reduce stability incrementally to improve core muscle performance, and a Cable Width Adjustment that permits countless height and width configurations, providing unlimited exercise options. “The FT-450 is an amazing machine,” attests Tom Shaw, a performance-enhancement coach. “The stabilization pad is incredible— it sets this machine apart from any other cable pulley machine I’ve ever used before. Moving the pad just a few inches creates an entirely different effect on the muscles.” For more information, contact the company at 10 Trotter Drive, Medway, MA 02053; 888-462-9239; 508-533-4300; www.cybexintl.com. —|

Life Fitness » To enhance its entertainment offerings, Life Fitness has part-nered with Koss Stereophones to offer the new Life Fitness by Koss Earbuds. These premium earbuds enable exercisers to enjoy music and video on Life Fitness’ Elevation Series cardio-vascular equipment, and feature 60-20,000Hz frequency response and compatibility with standard 3.5mm plugs. The Elevation Series includes TV, seamless iPod integration, FM radio, and a Virtual Trainer. “This partnership with Koss lets our customers give their members and guests what they need for their workouts,” says John Stransky, the president of Life Fitness. The earbuds join the company’s Virtual Trainer Website and the Life Fitness USB wristband in accessorizing the Elevation Series. For more information, contact the company at 5100 River Road, Schiller Park, IL 60176; 847-288-3300; www.lifefitness.com. —|

»Vortex Fitness Equipment » The NIMBUS, by Vortex Fitness Equipment, is a one-of-a-kind training system for kids ages 6-18 that accommodates up to 16 children, and requires just 20' x 30'. Based on the company’s newest, patent-pending Super Cell line—which allows numerous machines to be configured from a single set of interchangeable, adjustable accessories—the NIMBUS offers virtually limitless training and programming opportunities. Designed for indoor and outdoor use, it doubles as a boot camp center due to its durability. Programming for the NIMBUS, along with certifications for youth training specialists, and a business system to run youth training centers, are offered through Vortex, the International Youth Conditioning Association (IYCA), and Developing Athletics. For more information, contact the company at 2130 N. Market St., Wilmington, DE 19802-4298; 877-676-4677; www.vortexfitness.com. —|

NIMBUS business, by Vortex


Life Fitness phones



Fitness Anywhere, Inc. » Fitness Anywhere, the makers of the TRX Suspension Trainer, has introduced four new instructional DVDs: TRX Essentials, Cardio Circuit; TRX Performance, Train Like the Pros; TRX Performance, Team Sports; and TRX Boot Camp, Ropes & Straps. All feature Buddy Lee, a former U.S. Olympic wrestler and world-class jump-roper. Lee demonstrates how, by simply adjusting exercise intensity, people at all fitness levels can benefit from the same workouts. “Lee is a fitness innovator who’s discovered entirely new avenues for training and conditioning with his unique techniques,” notes Randy Hetrick, the founder and president of Fitness Anywhere. For more information, contact the company at 1660 Pacific Ave., San Francisco, CA 94109; 888-878-5348; www.fitnessanywhere.com. —|

Human Kinetics» Released this month from Human Kinetics, The Athlete’s Guide to Making Weight outlines a four-step process to help athletes safely achieve weight loss or gain. Written by experi-enced registered dietitians Michele Macedonia and Marie Dunford, the book explains how to avoid quick fixes, crash diets, and shortcuts that can hinder performance. The authors analyzed today’s top athletes, competitive trends, and positional demands across 21 sports to help readers determine and achieve their optimal weight. Their recommended guidelines include an initial assessment, goal setting for performance, weight, and health; an action plan focusing on dietary intake; and evaluation and reassessment. The 272-page resource is priced at $17.95. For more information, contact the company at 1607 N. Market St., Champaign, IL 61820; 800-747-4457; www.humankinetics.com. —|

New TRX from Fitness Anywhere

Human Kinetics counsels


»Technogym » Technogym’s new Element+ strength line combines a reduced footprint, sleek design, and durability. Its user-friendly features include bright yellow levers, buttons, and pins to simplify adjustments; an anatomically shaped seat and backrest to comfortably accommodate all users; an integrated Smart Pin that adds one-half of the resistance of the plates in the weight stack; and BioMotion, which reproduces the body’s natural movement through a range of motion with steady resistance. The unique Physiocam allows variable resistance to accommodate the specific strength curve of muscles. Plus, a towel-locking device lets users hold their towel on the equipment to prevent direct contact with upholstery and keep it dry. For more infor-mation, contact the company at 830 Fourth Ave. South, Ste. 300, Seattle, WA 98134; 800-804-0952; www.technogym.com. —|

Element-al strength by Technogym


After 25 years of leading the industry some people say that we could rest on our reputation of being the best. We don’t consider that an option. At SPRI we will continue to develop and produce innovative professional quality fitness products, just like we have been doing for the last 25 years. If you’re looking for the newest products to hit the industry, make sure to check out SPRI’s Braided Tubing series and Slanted Risers— both brand new and both available only from SPRI!

Time to rest?

www.spriproducts.com800-222-7774

For over a decade, K&K Insurance has been a leading provider of quality commercial insurance coverage to the health and fitness industry. Find out what thousands of clients already know–that K&K Insurance is the right choice.

• Health & Wellness Clubs• Exercise & Sport Clubs• Racquet & Tennis Clubs• Fitness Centers• Sports Complexes• Personal Trainers• Circuit Trainng Studios• Gyms• Fitness Instructors• Aerobics

• Yoga• Pilates• Free Weights• Resistance Machines• Cardio Machines• Exercise Group Classes• Strength Training• Noncontact Martial Arts• Basketball/Volleyball

• Racquet Sports• Whirlpool/Hot Tubs• Saunas/Steam Rooms• Massage• Nursery• Baby-Sitting• Nutritional Weight Control• Pro Shops• Snack/Juice Bars

Quote and bind coverage online at www.fitnessinsurance.comSports | Leisure | Entertainmentwww.kandkinsurance.com

877-355-0315


»Everlast Performance Flooring » Everlast has significantly expanded its flooring options by adding 32 new patterns that feature new colors, higher color concentrations, and more recycled content, in the form of Nike Grind rubber—which includes raw materials made from recy-cled athletic shoes and Nike footwear manufacturing byprod-ucts. Everlast combines Nike Grind with its premium recycled tire rubber to produce this environmentally sensitive flooring, thereby rescuing 500,000 pounds of unused Nike byproducts from landfills each year. The company’s current 54 fitness flooring color options are grouped into three collections: Warm Up (neutrals), Burn (reds, oranges, yellows), and Cool Down (purples, blues, and greens). Color concentrations range from 20% to 100%. For more information, contact the company at 715 Fountain Ave., Lancaster, PA 17601; 888-383-7655; 717-295-3400; www.everlastflooring.com. —|

Everlast-ing flooring appeal


Petra Hygienic Systems International, Ltd. » To help maintain clean, hygienic environments at health clubs, Petra has developed Instant Foam Hand Sanitizer, which uses the active ingredient benzalkonium chloride, as opposed to alcohol, for a non-drying, moisturizing, patented formulation. In 15 seconds, it kills 99.9% of most common germs that may cause illness, including E.coli and MRSA, and also offers two to four hours of residual protection. The non-sticky foam does not contain polymer thickeners or silicones, and leaves the skin with a soft, refreshing feel. Compared to gelled alcohol sanitizers, Benzalkonium Chloride-based products are non-flammable, less drying to skin, and do not stain clothing. For more information, contact the company at P.O. Box 18217, Reno, NV 89511; 800-463-2516; www.petrasoap.com. —|

Keiser Corporation » Keiser has introduced the M5 Strider elliptical trainer as a new part of its M Series Cardio line. Designed to be used independently or in a group class setting, the M5 Strider features a small footprint, cutting-edge design, and value price. The total-body workout mimics natural movements and is fully adjustable to accommodate all users. Workout feedback includes RPM, watts, calories, heart rate, striding time, gear (1 to 24), and trip distance. With smooth, quiet operation, the durable M5 Strider boasts corrosion protection, and comes with complete marketing and education support programs. For more information, contact the company at 2470 S. Cherry Ave., Fresno, CA 93706-5004; 800-888-7009; 559-256-8000; www.keiser.com. —|

Petra’s handy cleaner

M5 Strider by Keiser

TRUE Fitness

» The new TRUE Fitness CS5.0 treadmill for commercial use features speeds up to 12 miles per hour and an incline range of 0 to 15%, along with fans, a seven-inch LCD screen, and the company’s patented Soft System that provides a biomechanically correct running surface. Equipped with a digital contact heart-rate monitoring system, the treadmill offers wireless telemetry for convenient, accurate feedback. Also included are aluminum straddle covers, and a full commercial warranty—lifetime on the frame, five years on the motor, three years on the parts, and one year on labor. The MSRP is $6,499. For more information, contact the company at 865 Hoff Road, O’Fallon, MO 63366-1923; 800-426-6570; 636-272-7100; www.truefitness.com. —|

TRUE treadmill view

| Innovations | FIT Extra Total-Body Cardio

An Exercise RenaissanceTotal-body cardiovascular equipment is evolving, and even reinventing itself, to meet the needs of today’s consumers

Total-body machines are experiencing a renaissance

of sorts.

Manufacturers such as Technogym, Precor, Inc., Life Fitness, Free- Motion Fitness, Matrix Fitness Systems, and Cybex International, Inc., all produce excellent examples of the genre. However, the new incarnations of total-body machines evidence real change. The current crop offers a quixotic mix of incremental improvements and innovative concepts that are definitely brand new.

The Total Body Trainer produced by Star Trac, Inc., demonstrates the ways in which more traditional machines are evolving to meet current market demands. “There’s a growing emphasis on the need to differentiate among total-body machines with alternate types of motion—not just an elliptical motion with movement of upper-body arms, but something else, something extra, that works out different muscle groups with alternating motions,” observes Joe Travers, Star Trac’s cardiovascular product manager. To achieve that effect, the Total Body Trainer utilizes Select Fit Technology. The approach exercises different muscle groups by adjusting the position of the upper-body arms, thus shifting the position and motion of the user’s body.

“Total body” as a concept is also moving beyond established modalities with some unique and exciting applications. For example, Octane Fitness has introduced a new recumbent elliptical machine; Avanti Fitness offers the CardioGym, which combines a series of upper-body exercises with a recumbent bike; and Solutii Urbane has developed total-body equip-ment that’s designed for outdoor use.

Dennis Lee, the founder of Octane Fitness, notes that the constant improvement in ellipticals has advanced them in the total-body envi-ronment, leading to recumbent units. “A variety of users would prefer to sit when they exercise, but, previously, the efficiency of the workout has been limited,” he explains. “With Octane’s xRide, users benefit from a full ‘elliptical’ range of motion involving the lower body that results in 343% more glute activity than with a recumbent bike.” That, combined with effective upper-body actions, burns 23% more calories than recumbent bikes, says Lee.

Looking forward, Carlos Aviles, the national sales manager for Avanti Fitness USA, predicts that we can expect to see more innovations created around fusion training—i.e., the combination of strength and cardio. “We’ve been seeing products that are more biomechanically correct, that involve more muscle groups, and that offer motivational feedback and progress tracking,” he says. “Now, the industry is devel-oping ones that are designed to deliver more efficient workouts and faster results by focusing, simultaneously, on more muscle groups—true total-body exercise.” —|

ToTAL-Body CARdIoAVANTI FITNESS, INC.

CardioGym CG-5000

Avanti Fitness’ new Cardio Gym CG-5000 combines cardio and total-body strength exercise at the same time. The Cardio Gym utilizes a smooth, magnetic resistance recumbent bike with a built-in high-low pulley system with two 150-pound weight stacks. This unique design enables indi-viduals to perform more than 30 pulley exercises while riding the bike, thereby simultaneously keeping their upper and lower body in motion. The bike has a one-touch reverse feature that allows users to unlock the bike’s position to pivot 180 degrees with ease.Manufacturer’s list price: $5,999.99

BH FITNESS

BH X8

The BH X8 light-commercial elliptical trainer features a smooth 21" stride and performance-grip upper-body arms for a total-body workout. This self-generating product requires no electrical outlet and comes standard with Adjustable Width Technology (AWT) pedals, which enable exercisers to adjust the spacing between the pedals to accommodate any body type or personal workout style. Dual Guide Rails provide maximum stability and ensure a safe, comfortable, enjoyable workout experience.Manufacturer’s list price: $2,599.99



BH X9-ME

The BH X9-ME light-commercial elliptical trainer features motivational entertainment, a smooth, 21" stride, and performance-grip upper-body handlebars for an engaging total-body workout. It boasts Adjustable Width Technology (AWT) pedals that allow exercisers to change the spacing between the pedals to accommodate any body type or personal preference. A 7" LCD screen with motivational entertainment offers users a variety of viewing options during their workouts. Dual guide rails provide maximum stability to help ensure a safe, comfortable exercise experience.Manufacturer’s list price: $2,999.00

SK9100, SK9100 TV

The SK9100 elliptical series combines automotive design with performance to deliver total-body motion for the ultimate in durability and functionality. Extensively developed biomechanics offer a precise, controlled, and extremely quiet exercise experience. This product is self-powered with Genesia III technology, and features Polar Heart Rate monitoring via hand-grip sensors or telemetry. Choose from 40 different workout programs, including Fitness Test and HRC Heart Rate Control. The SK9100 TV has an integrated 7" LCD TV to add motivation and personal entertainment; the SK9100 model is available without a TV.Manufacturer’s list price: $5,799.99

BRUddEN/MoVEMENT

Elliptic IT 610

Brudden’s Elliptic IT 610 is a space- efficient, versatile option for clubs. It offers 10 training programs; a green and red LED console; and cardio monitoring through either the handgrips or a thoracic belt. It weighs just 231 pounds. Each machine is silver with orange frieze, and comes with a three-year warranty for manufacturing defects.Manufacturer’s list price: $3,500.00

CoNCEPT2 CTS

Model E Indoor Rower

The Model E Indoor Rower boasts enhanced technological features and a 20-inch seat height. A rugged, double-coated frame, rechargeable battery, and nickel-plated chain minimize maintenance. The PM4 monitor makes rowing fun with games, wireless heart rate monitoring, and racing capabilities. The Concept2 Indoor Rower is a great value and offers health club members effective, low-impact, total-body cardio-vascular workouts that burn calories and help develop strength and flexibility.

Model D Indoor Rower

The Concept2 Model D Indoor Rower is lower to the ground and more compact than the Model E. It comes standard with the PM3 Performance Monitor (PM3), which displays workout data; stores workout results on a 32K LogCard; and includes the Fish Game, an onboard video game. The Model D can be upgraded to the powerful PM4. This virtually maintenance- free, low-cost machine comes with extensive Web-based programming and support for health clubs.

CyBEX INTERNATIoNAL, INC.sEE our Ad on thE insidE front CoVErAnd PAgE 1

425A Arc Trainer

The CYBEX 425A Arc Trainer has been designed to provide a solution for light-commercial applications. It meets and complements a fitness facility’s needs with its compact footprint, elegant design, and easy-to-use features. Combining elements of a skier, elliptical, stepper, and hiker, the 425A Arc Trainer makes it possible for users to focus on their specific fitness needs, and can facilitate a virtually unlimited number of workout combinations. The 425A’s remarkable versatility allows it to satisfy every club-member population.Manufacturer’s list price: $4,995.00



Total Body Arc Trainer

The CYBEX Total Body Arc Trainer combines elements of a climber, hiker, and skier to produce an unmatched number of workout combinations. By varying resistances and inclines, the same area can be targeted in different ways, to build muscle, burn calories ... or both. For users stepping onto a cross trainer for the first time, or professional athletes who demand a high intensity workout, the unparalleled versatility of the CYBEX Arc Trainer is a workout designed to achieve each user’s personalized fitness goals.Manufacturer’s list price: $6,595.00

FREEMoTIoN FITNESS

FreeMotion Elliptical Trainer

The FreeMotion Elliptical Trainer features a patented rear-access design to mini-mize its footprint, without compromising functionality or durability. The machine’s custom-designed electromagnetic resis-tance system consistently applies resis-tance to the flywheel to ensure a smooth, natural stride. Available with a self-powered Basic console or an optional Workout TV console, the elliptical features QuickTouch adjustments with 20 resistance levels, and eight preprogrammed workouts. The wheel track cover protects moving parts and guards against debris.

H/P/CoSMoS SPoRTS & MEdICAL gMBH

h/p/cosmos discovery

The h/p/cosmos discovery is an ergometer with a unique ladder configuration that permits a full-body climbing movement. Used to test and train firefighters for over 25 years, the unit targets the arms, upper back, legs, and glutes, and is designed to improve muscle tone, endurance, grip strength, and coordination. The discovery offers: a fixed 75-degree climbing gradient; a speed range of 0-130 feet per minute; four programmable memory locations; and heart-rate training via the POLAR Heart Rate Measurement System.Manufacturer’s list price: $15,000.00

HEALTHCARE INTERNATIoNAL

H2O Fitness RX-850 and RX-950 ProRowers

The RX-950 Club Series Rower is designed specifically to meet the heavy demands of a commercial health club, and the RX-850 delivers aesthetics and function-ality to light commercial settings. On both machines, users adjust the intensity of workouts with “natural adaptive resistance” by rowing faster or slower, without any mechanical adjustments. The oversized display panel shows exercise time, dis-tance, 500-meter split time, strokes per minute, calories, and heart rate, and features a built-in heart-rate receiver.Manufacturer’s list price: $899.00

PhysioStep RXT

The new PhysioStep RXT recumbent elliptical cross trainer provides an effective, low-impact, total-body workout. Accessible to users up to 350 pounds, the PhysioStep has a smooth motion, variable hand positions, an easy-to-read display panel, and 12 programs, including quick start and heart rate. It also can be used as an independent upper-body ergometer in which users enjoy the extra-wide lumbar support seat with a seat back angle adjustment and a quick-seat adjustment slide mechanism.Manufacturer’s list price: $2,495.00

HoggAN HEALTH INdUSTRIES, INC.

HOGGAN Sprint Elliptical Cross Trainer

The human-powered HOGGAN Sprint Elliptical has a smooth, long elliptical footpath that simulates natural move-ments with the friction-free Magnatech Resistance Technology. The front-drive design lets users enter and exit easily from the rear and minimizes space requirements. Large foot pedals are low to the ground for easy mounting and dismounting; the optional, independent upper-body moving handles provide total-body workouts; and the program-ming is user-friendly. Sealed, aircraft-quality bearing pivot points make this unit durable and quiet.




JACoBS LAddER, LLC

Jacobs Ladder Total Body Exerciser

Jacobs Ladder Total Body Exerciser optimizes low-impact cardiovascular training. Utilizing ladder-type rungs on a non-motorized treadmill, Jacobs Ladder places exercisers at a 40-degree angle to reduce lower-back stress and pressure on the knees and hips. It offers aerobic and anaerobic training; automatically adjusts to the user’s speed; and accommodates all exercisers. Readouts include rate (feet per minute), distance, calories, and time. The machine features a welded, steel frame, and a chain and sprocket drive train.Manufacturer’s list price: $3,495.00

KEISER

Keiser M5 Strider

The new Keiser M5 Strider elliptical trainer continues the M Series’ award-winning tradition of modern style and innovative design. Keiser has taken the elliptical to the next step by redesigning it to fit seam-lessly in the group-training environment and creating one of the hottest new workouts in the industry, M5 Striding. The M5 Strider offers several class-friendly features, including a dramatically decreased size while retaining the familiar comfortable and stable elliptical feel.

LANdICE TREAdMILLS

E9 ElliptiMill Elliptical Trainer

The Landice E9 ElliptiMill elliptical trainer features excellent accessibility. Exercisers simply grab the handrails, step in, and start exercising in comfort. A patented center-drive system replicates the body’s natural motion and offers a natural stride, which is adjustable as well. Orthopedic “gel” footpads deliver optimal comfort and eliminate foot fatigue, and an integrated rear step yields a low step-up height to better accommodate senior users or beginners. Side handrails also enhance safety.Manufacturer’s list price: $3,695.00

1010 East 62nd Street, Los Angeles, CA 90001-1598

1/3 Page Square45/8” x 43/4 COLOR

IHRSA4c (quark doc.)

Runs in:Feb, Apr, Jun, Aug, Oct, Dec, Buyers Guide

IHRSA - Club InternationalSalsbury Industries

Contact us for a Free Quote or Catalog!

Products Include:

Order Factory Direct!

| Innovations | FIT Extra


LIFE FITNESSsEE our Ad on PAgE 9

95X with Achieve Console

Life Fitness combines form and function with its sleek 95X Elliptical Cross-Trainer. Part of the Elevation Series, the 95X with the Achieve console features an intuitive display with LED technology, 25 resistance levels, and a 20" stride length. Also included are seven workouts, including two Zone Training+ programs, and heart-rate monitoring via the patented Lifepulse digital hand sensors and Polar telemetry. The 95X can be equipped for personal entertainment with Life Fitness’ 17" attachable TV.

95X with Engage Console

Life Fitness’ 95X Elliptical Cross-Trainer with the Engage console features an integrated 15" LCD with touch-screen technology, so users can watch up to 180 TV channels. Also included are iPod compatibility, USB connectivity to create and save workouts, Workout Landscape Perspectives, and a Virtual Trainer that provides encouragement and feedback. Designed with advanced Quiet Drive technology, the 95X offers 26 resistance levels, a 20" stride length, 40 workouts, Lifepulse digital hand sensors, and Polar telemetry.


95X with Inspire Console

Life Fitness’ 95X Elliptical Cross-Trainer with the Inspire console features an integrated 7" LCD with touch-screen technology to deliver entertainment and motivational features. These include iPod compatibility, USB connectivity for creating and saving workouts, Workout Landscape Perspectives, and a Virtual Trainer to provide feedback. Also included are 25 resistance levels, a 20" stride length, and 40 workouts, including five Zone Training+ programs. The 95X can also be equipped with Life Fitness’ 17" attachable TV.

Classic Series Elliptical Cross-Trainer

The Life Fitness Classic Series Elliptical Cross-Trainer offers a smooth, total-body cardiovascular workout with a variety of low-impact programs. Built for comfort and engineered to be ergonomically correct, with the durability that Life Fit-ness is known for, these machines take elliptical cross-training to a new level.

MAgNUM FITNESS SySTEMS

NexStep Recumbent Stepper

The inviting step-through design of Magnum’s NexStep makes this recumbent stepper easy to operate. Its natural feel, biomechanical integrity, smooth, patented drive system, and complete postural stabilization enhance safety and comfort. The self-powered unit has a simple con-sole that stays lit at just 12 rpm, making it suitable for seniors and the decondi-tioned, while the brake delivers 2,000 watts of resistance to also challenge elite athletes. Two hundred resistance levels and 17 programs are standard on the NexStep.Manufacturer’s list price: $3,549.00

TBC100 Total Body Cycle

Magnum’s Total Body Cycle can be used as a recumbent bike or an upper-body exerciser. It features the patent-pending swinging pedal, which enhances safety and facilitates the best position for each user. Pedals swing all the way toward the user for biking, or all the way away from the exerciser for upper-body workouts. Bidirectional resistance works reciprocal muscle groups, and the wide range of preset programs includes the one-button Quick Start and the Isokinetic program.Manufacturer’s list price: $4,395.00

MATRIX FITNESS SySTEMSsEE our Ad on thE frEnCh CoVEr

A5x Ascent Trainer

With an adjustable incline and variable stride length, the Matrix Ascent Trainer challenges individuals at every fitness level while targeting the glutes, hamstrings, and core. Engineered to precisely match the body’s natural movement, the Ascent combines comfortable pedal motion with smooth, dual-action upper-body arms for a dynamic total-body experience. The Ascent Trainer boasts 25 resistance levels and eight training programs, including manual, rolling, intervals, fat burn, random, fit test, target heart rate, and constant watts.Manufacturer’s list price: $6,995.00

E5xc

The Matrix E5xc Elliptical Cross Trainer is a self-powered, compact elliptical with a 21" stride length, and a brushless, maintenance-free JID generator system that offers smooth operation and an extra-low starting resistance. Included are 25 resistance levels and seven training programs: manual, interval, rolling, fat burn, random, heart rate, and constant watts. All Matrix cardiovascular products are designed to accommodate the com-pany’s FITCONNEXION technology, which utilizes individual flat-screen televisions.Manufacturer’s list price: $4,795.00


I5x Incline Elliptical

The versatile, compact Matrix Incline Elliptical provides challenging, effective workouts for beginners or advanced exercisers with a compact, adjustable incline that gives users variable workout intensity and range of motion, along with a variable stride length. With 25 resis-tance levels, the I5x has eight training programs, including manual, rolling, intervals, fat burn, random, fit test, target heart rate, and constant watts. All Matrix cardiovascular products accommodate the company’s FITCONNEXION technology that utilizes individual flat-screen televisions.Manufacturer’s list price: $5,995.00

MILoN INdUSTRIES gMBH

Cross-Walker

The milon Cross-Walker features excellent workmanship; ideal biomechanics to train the entire body; and 12 programs, including a heart-rate-controlled option. The milon Smart Card System saves training data, which provides post-exer-cise documentation using the accompa-nying software. milon industries GmbH, a German company, is a manufacturer and complete supplier of electronic fitness and medical training equipment.

MoTUS USASEE OUR AD ON PAGE 86

M770E Crosstrainer Elliptical

Motus USA’s M770E Crosstrainer Elliptical operates seamlessly with adaptive strides in sync with the natural movement of the body. Moving handlebars engage the upper body for a total-body workout. The unique SafetyStride utilizes articulating pedals that help exercisers keep their feet placed flat and prevent the heels from lifting up, thereby ensuring that the leg and glute muscles are properly engaged with minimal strain. Dual heart-rate monitors are located on both the stationary and moving handlebars. An integrated reading rack accommodates reading materials, and touch-sensitive buttons with blue LEDs facilitate easy scrolling through workout statistics on a user-friendly soft-touch display.

M770EL LCD TV Crosstrainer Elliptical

The M770EL Crosstrainer Elliptical features a fully integrated, crystal-clear Samsung LCD TV screen for viewing DVD, satellite TV, and 125 cable TV channel options. Motus USA Crosstrainer Ellipticals operate seamlessly with adaptive strides that glide in sync with the natural movement of the body. Moving handlebars engage the upper body for a total-body workout. The unique SafetyStride utilizes articu-lating pedals that help exercisers keep their feet placed flat and prevent the heels from lifting up, thereby ensuring


Everything you expect in an Automatic

External Defi brillator.Except bulk

and complexity.

Everything you expect

The best way to prepare for the worst is with HeartSine’s samaritan® PAD. This sophisticated Automatic External Defi brillator (AED) is:

User-friendly – visual and oral prompts guide every step Portable – lightest and smallest defi brillator Durable – carries the industry’s highest protection rating against dust and water Inexpensive to own – replaceable cartridge combines battery and electrode pads

Don’t settle for less. Visit www.heartsine.com, or call 215-860-8100, extension 107.

Lifesaving technology designed for the real world Since 1998

Hear

tSin

e JO

B: #

06.0

9.03

#09

021

SIZE

= 4

.625

” x

4.75

”

Ever

ythi

ng B

ut...

Ad

COLO

R: 4

/C P

roce

ss

Club

Bus

ines

s In

tern

atio

nal

Sour

ce fi

le in

Ado

be In

Desi

gn /

Adj

ust t

rapp

ing

as n

eces

sary

/ O

utpu

t fi le

at 1

00%

/ U

se fo

nts

prov

ided

| Innovations | FIT Extra


that the leg and glute muscles are prop-erly engaged with minimal strain. Dual heart-rate monitors are located on both the stationary and moving handlebars.

NAUTILUSsEE our Ad on PAgE 21

E916

The E916 puts workout controls at exercisers’ fingertips with the Remote Operation Control (ROC) bar. Users can start their workouts and control resistance using keys on the upper-body handles. Other convenient features include the C51 console with one-touch Quick-Start; the SyncLink articulating footplate, which follows the natural movement of the foot; and integrated, contact heart-rate monitoring on the upper-body and front handles (telemetry heart rate included).

NUSTEP, INC.

nEWNuStep Recumbent Cross Trainer

NuStep, Inc., offers three models of its award-winning, versatile Recumbent Cross Trainers, including the new T5xr and T5 models, which offer more than 40 new features and design improvements. The T4 delivers the classic NuStep design and features that have made it a leading exercise choice at home and among pro-fessionals. All levels of exercisers—from deconditioned or disabled users to workout warriors and elite athletes—can use the safe, effective, adaptive NuStep products.


Need equipment? Needsupplies? Need support?You need www.ihrsabuyersguide.com

Whatever you’re looking for, there’s only one place to look online—

the new IHRSA Buyers’ Guide. Located at ihrsabuyersguide.com, it

is the industry’s most comprehensive resource for the products and

services your club needs every day.

With hundreds of participating companies, a ‘request for

information’ form, and a unique desktop search application, the

IHRSA Buyers’ Guide will quickly become your ‘go to’ resource for

your club’s purchasing needs.

Need to buy? Let the IHRSABuyers’ Guide be your guide!Visit today at ihrsabuyersguide.com or link through the IHRSA.org homepage.

DOWNLOAD THEDESKTOP SEARCHAPPLICATION!

buyers guide .5 page-0109CBI:buyers guide .5 page-0109CBI 11/25/08 1:03 PM Page 1


oCTANE FITNESSsEE our Ad on PAgE 16

Pro370 Elliptical Cross Trainer

The compact Pro370 is designed to give vertical markets signature Octane features. Among them: Body-Mapping Ergonomics, for natural, smooth motion; the patent-pending Converging Path and patented MultiGrip handlebars, for superior upper-body motion; a comfortable 20" stride length; and the popular X-Mode, GluteKicker, and ArmBlaster boosters. With its 30 resistance levels and a variety of programs, the Pro370 is ideal for all exercisers. The self-powered machine

boasts heart-rate interactivity; quiet, virtually maintenance-free operation; and durable performance.Manufacturer’s list price: $4,199.00


The third-generation Pro3700 elliptical features Octane’s patent-pending Con-verging Path and patented MultiGrip handlebars and a choice of stride lengths (either 20.5" or 24"). For extra comfort, exercisers will appreciate Soft Grip pedals, controls for resistance and programming on the moving handlebars, and an inte-grated fan. Programs include custom

interval training and an exclusive regimen designed by Athletes’ Performance. Track covers help to seal out dust, dirt, and sweat, and bigger rollers yield better performance.Manufacturer’s list price: $4,899.00


With a small footprint, the Pro4500 electronically adjusts stride length from 18" to 23" at the touch of a button. It also features SmartStride, a patented, inter-active ergonomics system that monitors each user’s pace and automatically sets stride length accordingly. MultiGrip handlebars make it easy to change hand


positions to better facilitate pulling and pushing. Also included are Octane’s customizable X-Mode, GluteKicker, and ArmBlaster workout boosters, which enhance the benefits of cross-training.Manufacturer’s list price: $5,599.00

nEWxR6000 Seated Elliptical

The unmatched xRide by Octane Fitness delivers the cardiovascular, low-impact, total-body benefits of traditional ellipticals— all while comfortably sitting down. Plus, the ergonomically designed seat offers leverage for simultaneous strength training. Studies show that xRide exercisers use more glutes and burn more calories compared to a recumbent bike. With a wealth of programs, the xRide is ideal for every member—from athletes to begin-ning exercisers.Manufacturer’s list price: $4,899.00

PARAMoUNT FITNESS CoRPoRATIoN

6.85E Elliptical

The self-powered 6.85E Elliptical boasts a number of impressive features. They include: a space-efficient 33-1/2" x 71-1/2" footprint, 2" stride length with 2-3/4" pedal spacing, a sleek backlit Touch Sensor console, numeric keypad, user data tracking, heart-rate monitor, and a 5.6" full-color VGA LCD offering 15 motivational training programs with 25 levels of resistance, plus state-of-the-art entertainment options. A patented linkage system with forged crank design provides maximum

durability and structural stability, and maintenance-free sealed ball bearings on all pivot points for smooth operation and long life. The fully welded structural steel frame has rust-resistant electro-static-applied powder coating.

PRECoR, INC.

Adaptive Motion Trainer 100i

The Adaptive Motion Trainer 100i features an innovative Stride Dial that allows exercisers to control stride length from 0" to 27", and Precor’s EFX technology provides 20 levels of resistance. Also included are four programs—Fat Burner, Heart Rate, Interval, and Manual. Additional features include QuickStart, SmartRate, and touch heart rate monitor. A numeric keypad controls entertainment and exercise choices, and Tap Control buttons respond to input with a click. The self-powered machine offers comprehensive diagnostics, and the optional CardioTheater PVS screen.

EFX 556i Total Body Elliptical Fitness Crosstrainer

The EFX 556i provides a fixed ramp angle of 20 degrees to increase comfort and provide a natural gait. It features Tap Control “paddles” that facilitate ease of use; a six-phase generator to deliver smooth performance and reduce the risk of over-striding; QuickStart; eight programs; a 10-button keypad for entertainment and machine performance control; SmartRate monitoring, which establishes a user’s target training zones, based on age and body weight; and CSAFE-compatibility.Manufacturer’s list price: $5,695.00

EFX 576i Total Body Elliptical Fitness Crosstrainer

The EFX 576i features the patented CrossRamp, which inclines from 13 to 40 degrees, combined with total-body motion. It comes equipped with easy-to-use Tap Control “paddles,” which control resistance and the CrossRamp, while seamlessly integrating entertainment with an optional personal viewing screen. Also included are 14 programs; QuickStart; dome switches for added durability; a 10-button keypad that controls workout and entertainment selections; SmartRate monitoring, which establishes an individual’s optimum weight-loss and cardio-training zones; and CSAFE-compatibility.Manufacturer’s list price: $6,795.00

PRoMAXIMA FITNESS

STEX 8016E Series

The STEX Cardio line is a technological breakthrough with comfort and results in mind, allowing health club members to get more out of their workout. This heavy-duty, next generation of ellipticals withstands commercial use, and exercisers appreciate its easy operation, user-friendly display panel, sturdy design, and dependable engineering that all ensure a high level of performance.



STEX 8020E Series

The STEX Cardio line is a technological breakthrough with comfort and results in mind, so exercisers can maximize their workouts. These next generation, heavy-duty ellipticals withstand commercial use. Exercisers appreciate easy operation; sturdy design; and dependable engineering that ensure a high level of performance; with built-in iPod capability and pre-wired for an optional, 19" TFT-LCD personal TV monitor. The 8020EL model has a built-in TV, and the 8020EX model comes with an integrated TV.

SCHWINNSEE NAUTILUS ON PAGE 21

Airdyne

Incorporating a dual-action, air-resistance system, the Schwinn Airdyne is designed to recreate an outdoor cycling experience. The bike’s large fanwheel generates increased resistance as the exerciser’s pedaling rate increases, and also acts to cool the user. Its patented, synchronized arm and leg movements make it easy for all people to use. Stationary foot pegs allow users to concentrate exclusively on upper-body conditioning, and an on-board computer provides continuous feedback.Manufacturer’s list price: $649.00

SCIFIT

PRO2 Sport—Total Body Exerciser

The PRO2 Sport from SCIFIT is a versatile total-body exerciser that’s been designed specifically for fitness environments. It can be used as a total-body conditioner, an upper-body ergometer, or a recumbent bike, and features fixed crank lengths and seat height. Compact and versatile, the PRO2 Sport has an easy-to-read, high-density LED display, and comfortable, ergonomically angled handgrips. It’s also available as an upper-body-only unit, the PRO1000 Sport.Manufacturer’s list price: $3,895.00

PRO2 Total Body Exerciser

Suitable for users at all fitness levels, the SCIFIT PRO2 Total-Body Exerciser offers upper-body, lower-body, or total-body exercise. Entering and exiting the PRO2 is safe and easy with step-through access and an easily adjustable swivel seat. Upper and lower crank arms are adjustable for proper fit and position; bidirectional resistance provides variety and overall balance of muscle groups; and the ISO-Strength program provides cardio and resistance training. The unit is also available as an upper-body-only unit, the PRO1000.Manufacturer’s list price: $4,195.00

REX

REX, SCIFIT’s exclusive total-body recumbent elliptical, offers smooth, natural movement that allows comfortable, effective exercise. REX’s unique program options and bidirectional resistance provide an exceptional total-body exercise experience, blending upper- and lower-body cardio movements. Bidirectional resistance creates balance between reciprocal muscle groups, and the low-profile seat back delivers increased core recruitment. REX features dual-position handgrips and oversized rubber footbeds for added comfort and safety. It also fea-tures: the Iso-Strength training program; Fit-Key compatibility; an easy-to-read computer; 200 levels of resistance; and six programmed workouts. An optional swivel seat is available.Manufacturer’s list price: $4,395.00

RST7000 Total Body Recumbent Stepper

Versatile and easy to use, SCIFIT’s RST7000 Total Body Recumbent Stepper features step-through access that facilitates easy and safe entry for all users. The large, comfortable seat provides support, and the soft, oversized rubber footplates hold the foot securely through the dependent step motion. An optional swivel seat adds increased accessibility. Optional range limiters are available for therapy use. One-touch start and contact heart-rate monitoring make exercising and the monitoring of workouts easy, and SCIFIT’s unique isokinetic resistance program, ISO-Strength, provides an effective cardiovascular and strength routine.Manufacturer’s list price: $4,615.00



SX7000 Tele-Rail Elliptical, SXT7000 Total Body Elliptical

The SCIFIT SX7000 Elliptical offers a smooth, natural walking motion that can be performed in forward and reverse for variety. The comfortable, articulating foot beds pivot with the user’s natural gait motion, resulting in better circulation and reduced foot stress, ankle strain, and overall impact. The SX7000 is a full-sized elliptical that fits in the footprint of a recumbent bike, due to SCIFIT’s exclusive Tele-Rail system. The SX7000 provides a non-impact exercise, complete with 200 resistance levels (adjustable in 0.1 increments) and Iso-Strength for advanced workouts. The SCIFIT SXT7000 incorporates arm movement to facilitate total-body conditioning.Manufacturer’s list price: $4,095.00 (sX7000); $4,515.00 (sXt7000)

SXT7000e2 Total Body Elliptical with Easy Entry

The SXT7000e2 is a total-body elliptical trainer that features the Easy Entry system to make it simple for anyone, including individuals who experience balance or flexibility challenges, to enter and exit the machine. The unique system includes a sturdy step and full side hand-rails for safe and convenient access. The patented Bio-Flex pivoting foot beds recruit stabilizing muscles and accom-modate the user’s gait, minimizing foot stress and ankle strain.Manufacturer’s list price: $5,035.00

SPoRTSART FITNESS

E870 Elliptical

The SportsArt Fitness E870 elliptical features an adjustable stride length, from 17" to 29", with fingertip shift on-the-fly controls. Revolutionary MyFlex technology cushions the pedals for a comfortable workout platform that conforms to the user’s weight. The advanced programming package includes the new Vari-Stride program, which automatically adjusts stride length and direction to provide ultimate muscle recruitment. The oversized dot-matrix display features CardioAdvisor and MyGoal to help exercisers keep track of their goals throughout workouts.Manufacturer’s list price: $5,699.00

E880 Elliptical

The E880 Elliptical offers stride customi-zation from 17" to 29", and MyFlex tech-nology that automatically adjusts the pedal platform’s cushioning, based on the user’s weight, to facilitate a comfortable workout. State-of-the-art programming appears on the LCD screen, which delivers full- or split-screen entertainment and workout data. Exercisers can immediately start working out in their favorite program, thanks to the professionally designed Touch-N-Go programs, and CardioAdvisor provides advanced heart-rate monitoring with programming.Manufacturer’s list price: $6,499.00

XTrainer

The innovative, dual-action XTrainer combines independent lower- and upper-body resistance, and is powered by a proprietary drive system that creates smooth, consistent resistance. A step-through design and patented reclining seat offer a customized fit, and rotating handles include fingertip controls to manage resistance. A state-of-the-art display includes customized training options, advanced programmability, heart-rate control, and CardioAdvisor. University tests show that the XTrainer can provide superior muscle activation and better training results than other cardiovascular modalities.Manufacturer’s list price: $5,299.00

STAR TRACsEE our Ad on PAgE 5

E Series Total Body Trainer E-TBTi

Star Trac’s E Series Total Body Trainer offers SelectFit technology, giving exercisers a choice of a pushing, pulling, or no upper- body motion. It has eight programs, including total-body workout and Quick Start, for variety. With available iPod connectivity, it allows users to watch personal video content on a fully integrated 15" personal viewing screen. Plus, the USB port charges personal media devices, including iPods, BlackBerrys, MP3 players, and cell phones. The E-TBT model is available without the 15" personal viewing screen, iPod connectivity, and integrated entertainment controls. An E Series Entertainment Kit is available, and the E-TBT is easily upgradeable.Manufacturer’s list price: $7,895.00



P Series Total Body Trainers P-TBT and P-TBTx

Star Trac’s space-saving P Series Total Body Trainers offers smooth, total-body workouts. The groundbreaking SelectFit feature, found exclusively on the P-TBTx model, provides the unique advantage of integrating strength training into a cardiovascular workout; the exerciser simply chooses either a pushing or pulling motion for two distinct upper-body rou-tines. For a more focused lower-body workout, the upper-body motion can be disengaged with the touch of a button. Both machines offer user-focused features, including personal cooling fans, a moti-vational track, and an intuitive display. The Soft Trac pedals create a large, cushioned area for comfortable and safe foot placement.

S-TBTx Total Body Trainer

The S Series Total Body Trainer (S-TBTx) is a light-commercial, total-body cardio-vascular machine that boasts traditional Star Trac quality. Features include Soft Trac pedals, dynamic heart-rate control, personal adjustable fans, and a user-friendly console with a large message window, motivational track display, 10 user-specific programs, and multiple cup and accessory holders. It comes pre-wired for Star Trac entertainment solutions. Also available with a con-sumer warranty, the S-TBTx is ideally suited for light-commercial or on-site fitness facilities.

TECHNogyMsEE our Ad on thE bACk CoVEr

Excite Synchro 500 and 700 Series

The Excite Synchro elliptical trainer comes in two basic models and five configurations. The 700 model is available in three ver-sions: a standard plug-in unit; a self-powered one; and a unit equipped with an iPod-compatible Active Wellness TV. The 700 models feature Fast Track Controls on the handles, allowing users to change levels without compromising their workout position. The 500 model is available as either a plug-in or self-powered unit. Both make use of a sophisticated belt drive that delivers a smooth, silent movement. Programs include constant heart-rate monitoring, a submaximal fitness test, training zone, profiles, custom, and weight loss.

TRUE FITNESS

CSX Elliptical

The TRUE Fitness CSX Total-Body elliptical trainer allows users to isolate their upper bodies for a TRUE total-body workout. The CSX provides three positions that work the entire body: isolated upper body, isolated lower body, and combined upper and lower total-body. The small footprint allows for more CSX units in the same area as traditional ellipticals, which helps health clubs maximize their valuable space. Plus, the CSX is self-powered, which increases the flexibility of placement.Manufacturer’s list price: $5,999.00

PS900 Elliptical

The PS900 elliptical is designed for maximum performance and comfort. The smooth front drive motion provides an effective low-impact workout, while delivering optimal results. The PS900 easily adapts to any fitness environment and is self-generating, so placement is never a problem.Manufacturer’s list price: $2,499.00

PSX Elliptical

In keeping with TRUE’s reputation for cardio excellence, the PSX Total-Body elliptical delivers outstanding performance in a light-commercial setting. TRUE’s Core Drive system and proprietary side steps make it possible to isolate either the upper or lower body, or to work both simultaneously for invigorating, efficient workouts. The small footprint design allows every facility to maximize its space.Manufacturer’s list price: $3,699.00



VERSACLIMBER/VERSAPULLEysEE our Ad on PAgE 74

108 CM

The CM offers a shorter, 10" step height to provide a challenging, but comfortable workout; and an increased upper-body range of motion up to 27" for all users. A voice-response module provides coaching and instruction, and exercisers can customize their course with virtual landmarks, and select opponents to race. Also included are standard heart-rate monitoring; variable control resistance up to 500 pounds; padded side handrails; and optional arm extenders for individuals up to 7' tall.Manufacturer’s list price: $4,395.00

108 CMA

The 108 CMA offers fixed resistance for a more relaxed workout. Its shorter step height ranges from 1"-10" to suit all fitness levels. It also offers increased upper-body range of motion of up to 27" to accommodate users of every size; a voice-response module for coaching and instruction; opponents to race; and a variety of virtual landmarks. Included are heart-rate monitoring, padded side handrails, and optional arm extenders.Manufacturer’s list price: $3,995.00

108 SM

The SM is designed to deliver high-caloric expenditure. Among its many attractions: the smart module display, featuring voice response for coaching and instruction; virtual landmarks; opponents to race; a step stride from 1" to 20"; and up to 20" of vertical arm travel. The 108 SM comes standard with heart-rate monitoring; variable control resistance up to 500 pounds; padded side handrails; optional arm extenders for individuals up to 7' tall; and an optional seat.Manufacturer’s list price: $4,395.00

108 SMA

The SMA has no top-end limitations, making it ideal for sprinting and interval training. Among its refinements: the smart display, featuring voice response for coaching and instruction; virtual landmarks; opponents to race; a step stride from 1" to 20"; and up to 20" of vertical arm travel. Included are heart-rate monitoring; variable control resistance up to 500 pounds; padded side handrails; optional arm extenders for individuals up to 7' tall; and an optional seat.Manufacturer’s list price: $3,995.00

VISIoN FITNESS

X6700HRT

The self-powered X6700HRT elliptical trainer is designed to provide health club members with a smooth, comfortable, total-body workout. Advanced program-ming, including the innovative SPRINT 8 program and four heart-rate training options, helps equip exercisers with the necessary tools to reach their fitness goals. The unit’s EASY-8 console offers an uninterrupted display of nine types of exercise feedback, an alphanumeric message display, and a 10" x 14" dot-matrix profile screen. The heavy-gauge steel construction and powder-coat finish look great and are highly durable.Manufacturer’s list price: $3,299.00

X6750HRT

The Vision Fitness X6750HRT elliptical trainer features a unique ramp incline that allows the user to adjust the pedal motion for an enhanced full-body workout, while the dual-action arms and cushioned foot pedals provide a comfortable, natural stride motion. The EASY-8 console offers continual exercise feedback with an alphanumeric message display and a dot-matrix profile display, in addition to a variety of program options, including the motivational SPRINT 8 program and four heart-rate training programs. Built to last, its heavy-duty steel frame construction with durable powder-coated finish complements any facility.Manufacturer’s list price: $4,499.00




X6850HRT

The X6850HRT elliptical trainer comes equipped with many user-friendly features. Its unique ramp control adjusts the incline range from 4 to 21 degrees. To keep exercisers cool while working out, the console includes a fan that can be customized to the height of the individual. The new console design also features individual windows to display workout time, time of day, heartrate feedback, and an easy-to-read blue backlit LCD. Among the programs included are the SPRINT 8 and four heart-rate training workouts. Built for the commercial market, its aesthetically pleasing, heavy-duty steel construction has a durable, powder-coat finish.Manufacturer’s list price: $4,999.00

WATERRoWER

WaterRower

The WaterRower has been designed specifically to replicate the dynamics of rowing, using its patented WaterFlywheel. Engineered to the highest commercial specifications and hand-crafted with careful attention to detail, the WaterRower achieves an extraordinary blend of form, function, design, and durability. Styled to complement any environment, the machine’s 21" H x 85" L x 22" W frame and quality construction fit perfectly into all health clubs and facilities.Manufacturer’s list price: $895.00

WaterRower M1 Series

The WaterRower M1 Series is smooth and silent, comes in two height options, and can be stored conveniently in an upright position when not in use. It can interface with heart-rate monitors and personal computers, and is now available with the Series 4 Performance Monitor, which features new, improved functions, including split timings. With its fabricated steel frame for durability, strength, and style, the virtually maintenance-free M1 is backed by a three-year warranty.Manufacturer’s list price: $1,695.00

Special Advertising Section

S H O W E Rin

Turn your showers into green money saving machines!

S A V I N G S

Consider This Example Health Club With 10 Showers:

www.SportSmith.net/ShowerHeadTo Learn More About How You Can Start Saving Money Today Visit:

Oxygenics® showerheads are an eco-friendly product,which saves water, energy and money. Join health clubs nationwide in their green initiative by upgrading to theOxygenics® showerheads that help them save money and the environment. Health clubs are already making a substantial reduction, in both water and energy, without sacrificing performance by using our showerheads.

� Your One Time Investment: $299.50

(cost of 10 showerheads at $29.95 ea.)

� Gallons of Water Saved Per Year: 866,875

� Energy Saved Per Year: 4,515 Therms

� Your First Year Savings: $8,975.77

� Your First Year Net Profit: $8,676.27

� Your 5 Year Net Profit: $44,579.34

$0

$3,000

$6,000

$9,000

$12,000

Year 5Year 4Year 3Year 2Year 1

“The Washington Athletic Club in Seattle savesin excess of $75,000 per year in water and sewer

costs by using the Resort Spa showerhead. Adding in the reduced costs as a result of heating less water for showering and our savings reach six figures.”

Andy Voogd, Building Operations Manager,Washington Athletic Club

In Just 30 Days,Your Club CouldSave Hundreds or Thousands ofDollars in Water and Energy Costs.

Profit From Energy Savings

Profit From Water Savings

Initial Product Investment

Distributed by Sportsmith

800-713-2280

test copy 7 3/3/09 4:14 PM Page 3

| Innovations | BuyersMart


The BuyersMart is an effective shopping tool—one that allows you to find out about a wide range of products and services without leaving the comfort of your club. The following companies are also listed on www.ihrsa.org/buyersmart, where an advanced search function enables you to find the companies and products you are looking for easily. For detailed contact information, please refer to the advertiser index at the end of this section.

Product Profiles

®

Sports & Fitness Insurance CorporationSince 1985, Sports & Fitness Insurance (SFIC) has been in the business of insuring health clubs and fitness centers. For the past eight years SFIC has been IHRSA’s only business partner providing General Liability Insurance for our industry. As a member of IHRSA’s Group Purchasing Program, SFIC offers General Liability Insurance, Property Insurance, Professional Liability Insurance, Umbrellas, Worker’s Compensation Insurance and Surety Bonds for facilities in all 50 states.

» At sports & fitness insurance our service and commitment ensure you a perfect fit. Contact us at Post office box 1967, Madision, Ms 39130–1967 800-844-0536, Ext 2222 or 2252; 601-898-8464; 601-707-1037 (fAX) [email protected]

»

sPotLight


Make balance training accessible and beneficial to everyone with the new, BOSU 3D System, or a “docking station” for the BOSU Balance Trainer. The product features an adjustable balance bar and two resistance tubing attachments integrated into the unit. Ideal for first time users and special populations, the BOSU 3D System serves as a helping

hand or built in spotter. Participants are able to perform integrated balance exercises and progress at their own level to maximize success.

» Log onto www.bosu.com/3d for special offer!

Your complete fitness entertainment solution is here.Have you seen BVE lately? We’ve made some exciting changes we think you’ll like! Check out our new products online and discover why BVE is your ultimate fitness entertainment source.

nEW! 17" Widescreen Personal Viewing screen. Larger screen at an affordable price. Designed for the fitness industry with a protective shield and slim, sleek features. This high quality screen is HD ready with HDMI input. Easily mounts to existing stands or manufacturer mounts. Special introductory price: $495.00

» 1-888-330-4bVE – www.broadcastvision.com

Aeromat/EcoWise 2070 Zanker road san Jose, CA 95131 toll-free: 877-278-6158 fax: 707-221-4040 [email protected] www.aeromats.com www.ecowisefitness.com

Aeromat/EcoWise Fitness Products specializes in supplying high quality mats and related fitness products to the fitness, sporting and rehabilitation industries, and offers the market both product innovations and brand name recognition.

» for a dealer near you, call today! Call toll-free: 877-278-6158 or visit www.aeromats.com or www.ecowisefitness.com.




Aeromat Fitness

ASF International BOSU by Fitness Quest, Inc.

Broadcastvision Entertainment (BVE)

A-1 Textiles

CI Solutions

In this challenging economy, we are offering a discount on our Rain Forest products and Free Dispensers with a one year product agreement. We offer these products in Aloe Vera, Ocean Breeze, Sport Fresh and Spa Refresh

fragrances. The 32oz club is our newest dispenser, emphasizing a fresh cosmetic look. We also still offer our classic wide mouth oblong dispenser.

» for more information, please call 800-477-4283 or visit www.readycare.com.

rubber sports surfacesMondo's wide ranges of sport surfaces are engineered to meet the specific needs of every athletic facility; from gymnasiums, weight rooms and cardio areas to indoor and outdoor running tracks.

Mondo has combined quality, durability and performance in its various product

lines. Engineered to withstand punishment from free weights and barbells. It combines exceptional shock absorption and energy return for unparalleled safety and comfort.

» for more information please visit our website: www.mondousa.com

Market leader, Mass Movement is dedicated to providing manufacturers and purchasers with superior third party logistics services related to shipping and handling of commercial fitness equipment. An array of services include:

Inbound/Outbound Freight Solutions, Warehousing & Inventory Management, Product Assembly, Quality Control, Installation, Reverse Logistics including Extractions, and State of the Art IT, including customer ePortal access for inventory reporting and tracking.

Mass Movement welcomes the opportunity to provide an effective “turn key” solution for your specific requirements.

» [email protected]; 508.543.2073

iron grip Competition series needle bearing barIron Grip’s Competition Series Olympic Bar is suitable for International Weightlifting Federation

(IWF) Olympic-style competition, and is built exactly to IWF specifications. It features a 28 mm premium steel shaft that provides just the right amount of flex and whip for Olympic-style lifting, and the durable Hard Chrome finish prevents chipping and flaking. Made in the USA.

» for more information, visit www.irongrip.com, or call 800-664-4766.

505083_HEX Ad 2_FINAL 8/10/07 1:10 PM Page 1

CYBEX’s continuous pursuit of fitness innovation has lead to the creation of the new 750 series of products, which includes our category creating Arc Trainer, a world-class treadmill and equally impressive new bike line which includes a recumbent and upright cycle.

The CYBEX 750 Family of products not only provides the performance CYBEX stands for, but now has a completely redesigned, stylish and modern appearance to complement any facility.

» Call us today at +1.774.324.8000 or visit us on the web at www.cybexintl.com.




HEX Tanning

Iron Grip Barbell Mass Movement, Inc.

Mondo USA

CYBEX International, Inc.

Ready Care Industries


Cardio Entertainment Accessories & instructor supplies

• Ten Quality Headphone Styles• Wireless Microphone Belts

• iPod Armbands• Batteries

For free samples & pricingCall: 1-800-860-1175

visit: www.tunebelt.com

Dedicated exclusively to Fitness Sound Systems since 1975! Free “Professional

Fitness Audio Buyer’s Guide” featuring SupremeProAudio, Samson, Shure, Telex, Audio-Technica, Special Projects

and Sennheiser wireless microphones, variable speed tape decks and CD players,

speaker and amplifiers. SupremeFM wireless entertainment systems. Free

Lifetime Technical Support. 24-hour shipping…99% same day! Largest selection of components with 100% secure online shopping. Competitive prices!

» for more information, please call Jane Plaugher at 800-445-7398 or visit our website at www.supremeAudio.com

WWW.SPORTSMITH.NET/CYBEXPADS

SPORTSMITH UPHOLSTERED PADSMake Your CYBEX Equipment Look &Feel Like New!

Extend the life of your Cybex Classic and VR2 strength equipment and save money with our SPORTSMITH replacement upholstered pads. We use the same quality materials as leadingequipment manufacturers:

> Durable, stain-resistant covers> Top quality dense polyurethane foam> Sturdy 3/4-inch plywood bases> SPORTSMITH savings and value

Your Fitness Parts & Products Superstore

Cybex Classic &VR2 UpholsteredPads Available

SPORTSMITH UPHOLSTERED PADSMake Your CYBEX Equipment Look &Feel Like New!

The eSpinner™ is a breakthrough new Spinning® bike that brings the experience out of the group cycling room and onto the cardio floor. Now users of all levels and abilities can experience the fun, energy and excitement of a Spinning® class whenever they want, and on their terms.

With a state-of-the-art, embedded touch screen, it’s more than an intuitive

dash board – it’s a virtual Spinning® Master Instructor. Simply choose a goal and intensity level and you’re off to a guided, virtual Spinning® class experience.

» for more information on the espinner™ visit www.startrac.com/espinner or call 800-228-6635.




Star Trac

Supreme Audio, Inc. Tune Belt, Inc.

SPORTSMITH

Page Advertiser

94 » A-1 textiles www.a1athletictowels.com | 800-351-181994 » Aeromat/EcoWise fitness Products

www.aeromats.com | 877-278-615894 » Asf international

www.asfinternational.com | 800-227-385994 » bosu by fitness Quest, inc

www.bosu.com | 800-497-828194 » broadcastvision Entertainment (bVE)

www.broadcastvision.com | 888-330-4BVE94 » Ci solutions

www.cisolutions.biz | 800-599-738595 » CYbEX international, inc.

www.cybexinternational.com | 508-533-430095 » hEX tanning

www.hextanning.com | 800-556-320195 » iron grip barbell Company

www.irongrip.com | 800-664-4766

Page Advertiser

95 » Mass Movement, inc. www.massmovement.com | 508-543-2073

95 » Mondo usA www.mondousa.com | 800-441-6645

95 » ready Care industries www.readycare.com | 800-477-4283

93 » sports & fitness insurance Corporation www.sportsfitness.com | 800-844-0536

96 » sPortsMith www.sportsmith.net | 800-713-2880

96 » star trac www.startrac.com | 800-228-6635

96 » supreme Audio, inc. www.supremeaudio.com | 800-445-7398

96 » tune belt, inc. www.tunebelt.com | 800-860-1175

In 2000, President Bill Clinton proclaimed April National Cancer Control Month, but today, the goal of “control” remains elusive. Last year, 1.4 million new cases were diagnosed in the U.S., and more than 565,000 Americans died of the disease. Research shows that exercise is effective in both preventing and treating cancer. —|


IHRSA Report

First Set 101 | In Brief 102 | Club Advisor 105 Association News 107 | Calendar 119 | Coming Soon 119

We are now, already, a few weeks into spring, and a good portion of the U.S., having had to deal with record snowfalls, is relishing the return of the sun, its warmth, and the sense of renewal it brings. The change of seasons seeds new hopes and fresh efforts—for each of us as individuals and for our industry.

Having just returned from IHRSA’s 28th Annual International Convention and Trade Show in San Francisco, I can attest that, No. 1, our industry has, thus far, borne up rather well in the face of the wintry economic gales that have assailed it, and, No. 2, that there are plenty of signs that spring will be kind.

The convention itself was certainly serious, but also upbeat; definitely businesslike, but also exciting; determinedly prag-matic, but, at the same time, enthusiastic and forward-looking. The mood was hardly one of doom and gloom, but, rather, of industry enthusiasm in full bloom.

Reassured by the industry’s inherent, undisturbed strengths—the invaluable health and fitness benefits that our industry provides, and society’s increasingly desperate need for them—attendees spoke about many of the emerging options

touched upon in this issue of CBI. Including: the role of exercise as medicine (see “Diabetes Opportunity,” pg. 51); the economic benefits of exercise (“Last Rep,” pg. 124); and the growing importance of health promotion in the national agenda (“Including ‘Prevention’ in Healthcare Reform,” pg. 28).

The keynote presenters, including Augie Nieto and Olympic swimming champion Dara Torres, extolled, and also embodied, the industry’s positive attitude, eagerness to tackle new challenges, and determination to succeed. Torres described how, despite her age and a number of serious injuries, she managed, at 41, to inspire the world at the 2008 Summer Games in Beijing, where she captured three medals.

Nieto, the co-founder of Life Fitness who’s been heroically battling amyo-trophic lateral sclerosis (ALS) for the past three years, announced that he’d achieved yet another grand goal: raising $18 million for his ALS research initiative. “When we launched Augie’s Quest, I wasn’t willing to accept the prospect of not meeting our goal, even though it was a great deal of money,” he said. “Now that we’ve accomplished what we set out to do, it only makes me more determined than ever to continue forging ahead. The $18 million is only a steppingstone.”

That sort of strength, commitment, and remarkable resolve convinces me that, by working together, there’s little our industry can’t accomplish. It’s a healthy optimism that spring supports. —|

– Gene LaMott, [email protected]

| IHRSA Report | First Set

The International Health, Racquet & Sportsclub Association is a not-for-profit trade association open to investor-owned and member-owned fitness, racquet and athletic facilities. Associate memberships are available to manufacturers or suppliers of products and services of use to IHRSA members.

800-228-4772 USA & Canada 617-951-0055 International 617-951-0056 FAXwww.ihrsa.org www.healthclubs.com E-mail: [email protected]

IHRSA Board of Directors

Gene LaMott: Chairperson TW Holdings 360-877-3915

Laurie Smith: Leisure Sports 925-600-1966

Phil Wendel: ACAC Fitness & Wellness Centers 434-978-3800

Lynne Brick: Brick Bodies Fitness 410-252-8058

David Patchell-Evans: GoodLife Fitness Clubs 519-661-0190 ext. 238

Rick Beusman: Saw Mill Club 914-241-0797

Bob Shoulders: Fayetteville Athletic Club 479-587-0500

Frank Napolitano: GlobalFit 215-751-1992

Mike Raymond: Curves International 254-399-9285

Susan Cooper: BodyBusiness Health Club & Spa 512-459-9424

Art Curtis: Millennium Partners Sports Club Management, LLC 617-476-8910

Sandy Hoeffer: Western Athletic Clubs 415-901-9243

David Hardy: Club Fit Corporation 780-953-4273

Killian Fisher: ILAM + 353 (0) 45 902235

Jeff Klinger: Anytime Fitness 651-438-5050

Michael Levy: Ex-officio Casaral, Inc. 416-961-5556, ext. 242

SPECIAL ADVISOR LATIN AMERICA

Richard Bilton: Companhia Athletica (55) 11-5181-2000

® Industry SpringsForward

w w w . i h r s a . o r g | A P R I L 2 0 0 9 | C l u b B u s i n e s s I n t e r n a t i o n a l 1 0 1

The Photo G

roup

Gene LaMott IHRSA Chairperson

| IHRSA Report | In Brief

New Federal Pool and Spa Safety Act Means Changes for Clubs

There’s no question that water recreation can provide hours of fun and valuable exercise for adults and kids alike. However, pool and spa drains have been shown to pose some risks, especially to children. In response to the tragic death of one seven-year-old girl, the federal government has enacted the Virginia Graeme Baker Pool and Spa

Safety Act, a law that’s designed to protect spa- and pool-goers from the hazards of certain types of drains.

At first, being caught in the suction caused by a drain—i.e., drain entrapment—might seem like a rare occurrence. Unfortunately, the data indicates that it happens more frequently than one might think. And, sadly, drain entrapment can result in evisceration, disembowelment, or even death.

The U.S. Consumer Product Safety Commission (CPSC) reported an average of 283 drowning deaths per year between 2003 and 2005, plus 2,700 emergency-room-treated submersion injuries between 2005 and 2007 involving children younger than five. In addition, between 1997 and 2007, there were 74 reported incidents associated with suction entrapment, including nine deaths and 63 injuries.

Health clubs across the country have been making strides in complying with the new law, which required that, by December 19th of last year, all public pools and spas be equipped with drain covers that meet the 2007 standard (ASME/ANSI A112.19.8) of the American Society of Mechanical Engineers/American National Standards Institute. However, despite many good-faith efforts, the new law has created problems for some operators.

For most, the issue has been the difficulty of acquiring the necessary covers. Because supply failed to meet demand, many facilities weren’t able to obtain them in time to meet the government’s deadline. Covers for drains that are large or uniquely shaped remain especially hard to get.

Other operators had insufficient time to install the covers, found them to be prohibitively expensive, or were faced with conflicting engineering requirements—

particularly true in the case of pools with a single main drain. To assist operators in complying with the new law, CPSC offers

a list of manufacturers who make compliant drain covers at www.cpsc.gov/businfo/draincman.html.

The CPSC also requires that each pool and spa with a single main drain—other than an “unblockable” drain, or

one that a human body can’t block enough to create a suction-entrapment hazard—must be equipped with one or more of the following devices:

• An automatic shut-off system;

• A gravity drainage system;

• A safety vacuum-release system (SVRS);

• Or a suction-limiting vent system.

The CPSC’s requirements are described in detail at: http://www.cpsc.gov/businfo/vgpsa.pdf.

What if a club doesn’t have a cover installed, but its pool or spa is currently closed? Is it out of compliance? No. Any public pool or spa that was closed on December 19th of last year doesn’t need to meet the requirements until the owner or operator reopens it.

The penalties for being out of compliance include the possible closing of the facility. That step could be mandated by a state or

local department of health, or by an insurance company. There are no monetary fines. It’s important to note that clubs that fail to comply

with the law could also be subject to severe civil liability if noncompliance leads to an injury. IHRSA encourages its member facilities to meet the requirements of the Pool and Spa Act. —|

.gov For more information, log on to http://www.cpsc.gov/whatsnew.html#pool.

1 0 2 C l u b B u s i n e s s I n t e r n a t i o n a l | A P R I L 2 0 0 9 | w w w . i h r s a . o r g

| IHRSA Report | Club Advisor

Learning Layoff LessonsBy Patricia Amend

Cut elsewhere first. “Ask your leadership team to make reductions that won’t affect members,” advises Stephen Tharrett, a ClubCorp veteran and president of Club Industry Consulting, based in Dallas. “For example, can you reduce your capital expenditure budget, or offer 15 classes per day instead of 18? Look at every other expense first.”

Reducing staff should be the last thing you do, agrees Mitch Wald, the COO of The MAC, in Timonium, Mary-land. “We’re very dependent on our staff being upbeat. Layoffs, even in a tough economy, are never good for the business.”

Trim hours to save jobs. “We’ve considered everything—opening and closing hours; double coverage; duplicate tasks and position consolidation; and replacing staff who resign, absorbing their responsibilities into exist-ing positions,” says Faith Pulis, the CEO of The Thoreau Club, in Concord, Massachusetts.

Cutting all staff hours by 10%, so that everyone gives a little, can be better for morale than layoffs, Wald advises. “A ‘shared fight’ can be a motivator.”

Don’t make it a habit. If you must cut jobs, do it just once, if you can, urges Wald. “The worst part of layoffs for those who are left is the nagging question: ‘When will the next shoe drop?’

Pulis agrees: “Otherwise, staff are wondering if they’ll be next, which has a negative impact on morale, precluding a quick emotional recovery.”

Be sincere. When a layoff becomes inevitable, be sure to have the employee’s supervisor advise them in per-son, suggests Herb Lipsman, the CEO of The Health Club Company, a consulting and management firm based in Houston, Texas. “Counsel the supervisor to tell the employee with empathy, not sympathy, providing as much truthful information as possible. This will make them feel more dignified, more respected, than if their supervisor simply parrots ‘the company line.’”

Give advance notice. “Companies expect employees to give two or more weeks’ notice before they leave, and employers should do the same,” says Tharrett. “Tell the employee, ‘We’ll pay you for two weeks (or a month), with benefits, but you won’t come to work.’ Being fair with layoffs saves you money in the long term and safeguards your reputation.”

Help where you can. “We’ve given letters of recommen-dation, forwarded résumés to colleagues, and provided names of placement companies,” adds Pulis.

“That’s what good employers do,” Tharrett agrees. “When I was working with ClubCorp and had to close down clubs for them, I’d lined up jobs for managers and department heads before the fact.”

Pay the right amount. “On the last day, when you provide a laid-off employee with their last paycheck, be sure that the amount you pay them is correct,” Lipsman concludes, pointedly. —|

Have you been thinking about reducing your payroll costs? Other clubs are, too. The Q3 2008 IHRSA Quarterly Financial Index showed that total club revenues rose by just 1% (median) over Q3 2007. “At the same time, EBITDAR (earnings before interest, taxes, depreciation, amortization, and rent) dropped by 3.9% (median), meaning expenses increased,” notes Katie Rollauer, IHRSA’s senior manager of research. “Payroll is your biggest expense—some 40%-46% of total revenues.” Here’s the most humane way to trim it:


Order Get Active! Magazine— An Easy Way to Improve Retentionand Enhance Your Marketing

StandardMagazine

$35 for100 magazines

Color CustomizedGet Active! Magazine

$495 for 500 magazines

Anytime Fitness CustomizedGet Active! Magazine

– Anytime Fitnessclubs can have theirlogo on the coverfor only $0.45 perissue

$45 for 100 magazines

SAVE 10% WHEN ORDERINGAN ANNUAL SUBSCRIPTION

• Standard Subscription:$126 for 100 magazines sent quarterly

• Color Customized Subscription:$1,782 for 500 magazines sent quarterly

• Anytime Fitness Customized Subscription:$162 for 100 magazines sent quarterly

International Health, Racquet & Sportsclub Association

ORDER DEADLINES:

Summer issue......... March 31, 2009Fall Issue................ June 20, 2009

Magazines ship in October, January, May, and July. Otherquantities are available. Additional shipping charges apply. Get Active! is for IHRSA Members only.

To order, visit our online store at www.ihrsastore.comor call 800-228-4772 ext. 192.

GA Mag ad-0209CBI:Layout 1 1/6/09 12:56 PM Page 1


| IHRSA Report | Member News

In 1974, the Keiser Corporation (originally Commer-cial Design) was founded as a consulting engineering company by Dennis Keiser. Two years later, he was joined by his brother, Randy. As consultants, the Keiser team designed every piece of Universal Gym

Equipment introduced from 1973 through 1979. But, after five years of designing variable-resistance, weight-stack units, Dennis Keiser became convinced that, to take strength training to a higher level, a better method of generating resistance was required. In 1977, he applied for a patent to cover the use of pneumatics, or compressed air, to produce resistance.

It has since become Keiser’s signature technology. Based in Fresno, California, the company now produces more than 30 different

strength machines in two product groupings, as well as the M3 Indoor Cycling Bike and recently introduced M5 Indoor Strider.

We spoke with Keiser about the company’s innovation and technology legacy.

Strengths“It all begins with innovation, which, for us, started with pneumatics. In 1978, there was nothing like pneumatics, and training centered completely on strength. Today, the focus is on a combination of strength and speed, the approach that we pioneered with pneumatic technology. We’re not married to any one technology, but, rather, strive to apply or develop technology to obtain the best performance and greatest reliability.

“Take, for example, our group-cycling bikes. When we introduced the first version 12 years ago, we used a standard friction brake to provide resistance. We tried to improve on it with our second version, but we realized that we were trying to make ice cream out of, what, horse manure? If ice cream was what we wanted, then we had to start with the right ingredients. To achieve the ride and reliability we wanted, the first ingredient had to be a magnetic-resistance sys-tem—not friction. This gave us a non-contact system that wouldn’t wear out, was simple to adjust, consistent, extremely smooth, and quiet.”

Opportunities“The big opportunity for our pneumatic power products remains the health club market. We’re big in the elite-athlete markets—professional teams and collegiate programs—and we’re also very successful in the older-adult market, but those are both extremes of the fitness spectrum. Based on sheer numbers, the health club market is where the money is. Unfortunately, it’s also a market that lags behind others, because clubs cater to public demand, and the public isn’t well informed about the latest research on exercise.”

Challenges“The medical market isn’t penetrated easily. It employs a special language that isn’t used in fitness or professional sports. There are contraindications and other issues that average people generally don’t chat about, so bridging that gap has been diffi-cult. Every salesperson focuses on what works for them, so the challenge has been getting them to the point where they feel comfortable enough to be confident in that environment. We’ve partnered with people who specialize in that area, through deal-ers and factory reps, but we haven’t perfected things yet. We have the right equip-ment, but we haven’t focused well enough. When we do, we’ll own this market.” —|

Full Disclosure Keiser Corporation

Pro Forma: Keiser Corporation

Year Founded: 1974

Annual Growth Rates:

2004-2005: 10%

2005-2006: 11%

2006-2007: 42%

2007-2008: 59%

Employees: Approximately 100

Manufacturing space: 110,000 square feet

Domestic/international business ratio: 60%/40%

The Technological Touch

The Keiser Corporation was founded on a strong base of innovative technology, earning the first of many patents for its pneumatic application more than 30 years ago. Technology and its innovative use continue to define the company.

Founder Dennis Keiser points, for example, to the eddy-current resistance system employed by its M3 Indoor Cycling Bike and M5 Strider.

“We’ve worked hard to never take the easy road,” notes Keiser. “It took us a long time to perfect both the pneumatic and the eddy-current resis-tance systems. Done correctly, both are difficult to build and require a tremendous amount of precision. But when you work this way, it makes it hard for someone else to duplicate your efforts. We’re competing on a global playing field, so we need to challenge ourselves constantly.” —|

Randy, l., and Dennis Keiser



Medical Fitness Association

u The Medical Fitness Association (MFA) hosted Kristina Ripatti as keynote speaker at its annual conference last December in San Antonio, Texas. Ripatti is a 10-year veteran of the Los Angeles Police Department who was injured in the line of duty and subsequently paralyzed. A spokesperson for NuStep, Inc., Ripatti gave an inspiring speech about her journey and the importance of medical fitness. Conference attendees from throughout the U.S. and from all industry segments explored topics such as facility certification, disease management, pro-gram planning, and executive leadership. In conjunction with Healthy Learning, MFA also released an expanded 2009 edition of the Facility Standards and Guidelines for Medical Fitness Center Facilities. For more information, contact the company at P.O. Box 73103, Richmond, VA 23235; 804-327-0330; www.medicalfitness.org. —|

Peaksware, LLC

u A state-of-the-art training and nutrition log, TrainingPeaks.com provides a struc-tured approach to achieving individual fitness, health, and wellness goals. Boasting compatibility with the fitness industry’s most popular training devices,

ASSOCIATe PrOFILeS

The Ab Coaster Companyu The Ab Coaster Company has filed a lawsuit against NetNetStore.com, Inc., and Rakatak.com, seeking to protect the intel-lectual property of its Ab Coaster product. Filed recently in the U.S. District Court of the Central District of California, the suit alleges that the companies have committed patent and trademark infringement, as well as unfair competition, by selling illicit direct copies of the Ab Coaster product, and by using the federally registered Ab Coaster trademark. The Ab Coaster Company said that it seeks to protect its authorized dealers and customers from counterfeit and infringing products. —|

DMX, Inc.u Fitness Formula Clubs (FFC) and DMX Inc., have part-nered to provide health club members with a new way to stay motivated and connected. Through mobile messag-ing provided by DMX, FFC provides a text-in code that allows potential and existing customers a way to opt in to receive fitness tips and enter a promotion to win a free membership. DMX plans to expand its mobile messaging capabilities to include sign-up for classes, and downloads of ring tones and tunes from the club’s DMX-designed workout music. This service lets FFC gather demographic information while maintaining a personal touch with the consumer. “The design and execution of FFC’s mobile campaign is a great success story,” says Erin O’Brien, the senior director of new media for DMX. “The value to consumers has driven high volume response and zero opt-outs of the program.” —|

elementsu elements for women has hired the development firm Feher & Feher in Mexico to launch its upscale brand in several Latin American markets. Guided by a balanced approach to a healthy lifestyle—which includes the body, beauty, and the mind—the elements brand features fitness centers; an online magazine and media channel called elements living; a full-service, interactive diet program, and a retail line of products. “We believe that Latin America is the next great growth area for the fitness industry and are working closely

with global partners to ensure that the brand can develop quickly in strategic loca-tions,” notes Christopher Palumbo, the brand director of elements. The company’s international franchise division also is in talks to announce signature clubs in Kuwait, Dubai, Australia, and throughout Canada. —|

ASSOCIATe NewS

>

Erin O’Brien

from heart-rate monitors to GPS and power meters, TrainingPeaks answers everyone’s wellness needs—from those training for an Ironman triathlon, to those trying to lose weight—and is now available online for free. Club owners, personal trainers, and nutritionists also find TrainingPeaks a valuable business tool. For one monthly fee, customers can add an unlimited number of clients to a Pro-fessional Edition TrainingPeaks account, to provide customized plans online and drive revenues. For more information, contact the company at 2770 Dagny Way, Ste. 212, Lafayette, CO 80026; 720-406-1839; www.peaksware.com. —|

Stick-e Brands

u Stick-e Brands’ line of yoga accessories addresses the challenges associated with performing yoga. Yoga Stick-e Socks are the only patented sock with a smooth, non-slip, sticky bottom, and a hole for every toe to retain a barefoot feeling; they provide a secure grip, and protection from shared mats and equipment. And Yoga Stick-e Gloves provide the same benefits for the hands. Measuring 18"x24," the Yoga Stick-e Towel protects the hands and face from shared mats and equipment; and has two smooth, non-slip, sticky pan-els as well. And, the original Yoga Stick-e mat has a detachable shoulder strap that attaches directly to the mat for easy carrying and hanging. For more information, contact the company at 5 Butterfield Circle, Flossmoor, IL 60422; 708-369-5775; www.Yogastickysocks.com. —|

< ASSOCIATe PrOFILeS

International Court Soccer, Inc.u Last year proved a record one for Interna-tional Court Soccer (ICS), a form of soccer that’s played indoors on a racquetball or squash court with a specially designed ball. In just seven years, the game has established itself at more than 100 clubs and 30 universities in the U.S., many of which now host tourna-ments, and is now being played in 13 countries worldwide. Last year, ICS hosted two major tournaments, the Autumn Classic, in Salem,

Oregon, and the ICS Championship at the Washington Athletic Club, in Seattle, Washington; and the sport was introduced to Portugal, Brazil, Venezuela, and the Dominican Republic. This year, Portugal will host a tournament involving six universities from that country and Spain; and the 2009 ICS Championship will again take place at the Washington Athletic Club. —|

Life Fitnessu Tim McCarthy has been pro-moted to vice president of the international business unit of Life Fitness, and Mike Zinda will replace McCarthy as vice president of sales for national accounts and Latin America. A 17-year veteran of Life Fitness, McCarthy joined the company as a military sales representative and has held various positions in sales in the athletic, consumer, education, government, hospitality, and commercial dealer markets. Zinda, who most recently was vice president of sales for U.S. national accounts, has 23 years of sales experience in the industry, and is recognized for his commitment to customers. “Tim and Mike are strong leaders, and I am confident that they both will continue to grow the business,” notes John Stransky, the president of Life Fitness. —|

Precor Incorporatedu Several health clubs in the United Arab Emirates (UAE) have purchased Precor’s innovative Adaptive Motion Trainer (AMT) after receiving out-standing reviews in customer trials. At one club, 100% of users said they enjoyed the AMT, 92% said the AMT would be a welcome addition to the gym, and 89% said that they would recommend it to a friend, describing it as “very gentle on the joints.” Among clubs purchasing the AMT are: The Dubai World Trade Centre, Le Royal Meridien Resort and Spa, The Hiltonia Beach Club at The Hilton Hotel Abu Dhabi, and the Abu Dhabi Ladies Club. “Our mem-bers enjoyed the variety of workouts, and the machines were constantly in use,” said Louise Dennis, the manager of the Abu Dhabi Ladies Club. —|

< ASSOCIATe NewS

Tim McCarthy Mike Zinda



DK City Corporationu Founded in 1987, DK City Corporation manufactures products that help individuals lead healthy, long lives. DK City currently makes high-quality, commercial cardiovascular equipment that meets the needs of all exercisers with stylish, con-temporary industrial designs; abundant workouts that simulate a variety of terrains and speeds; natural movements; and cutting-edge consoles with light-touch technology that provides an innovative interface. For more information, contact Tung Keng Enterprise Co., Ltd., at No. 1, Lane 16; Section 2 Tan-Fu Road Tan-Tzu; Taichung, 427 Taiwan; 886-4-2532-1000; www.dkcity.com. —|

SPRI Products, Inc.u SPRI Products has proudly congratulated Michelle Aguilar, the season six winner of NBC-TV’s hit series, “The Biggest Loser.” During the show, incredibly, the 26-year-old Aguilar shed 110 pounds—45% of her

starting weight of 242 pounds—thanks, in part, to a variety of SPRI products. Every season, SPRI Products provides contestants with numerous exercise tools, including rubberized tubing and bands, medicine balls, dumbbells and weighted bars, stability balls, plyometric boxes, aquatic tools, and more. Upon leaving the show, individuals take home a variety of SPRI accessories to help continue their progress. “It is inspiring to be the preferred fitness accessory on such a motivational program where people experience tremendous life change,” says Herb Flentye, the CEO of SPRI. —|

Star Tracu Fitness 21, in Sunrise, Florida, is helping to keep its members fit and their New Year’s resolutions intact with its recently upgraded 25,000-square-foot facility and $200,000 investment in new Star Trac cardio equipment with personal-entertain-ment options. The equipment includes 20 E-TRi treadmills and four E-TBTi total body trainers with integrated 15" HD personal viewing screens, and a Made For iPod dock with music, video, and USB charging station capabilities. Fitness 21 has also acquired 20 new Star Trac Spinner Pro bikes. —|

The 21st Annual

IHRSA InstituteAugust 2-5, 2009 | The Resort at Squaw Creek

Lake Tahoe, California, USA

The professional education you expect.In an entirely unexpected location!

Now entering its third decade of providing the fitness industry the finestprofessional education programs, the IHRSA Institute moves to an excitingnew location.

In addition to the world-class educational program you expect, you will bedelighted with the new adventure-sport team-building activities. They willaugment your experience and empower you and your team to bring backand apply what you have learned for immediate results!

Visit ihrsa.org/institute for more information.

for Professional Club Managementfor Professional Club Management

The 21st Annual

IHRSA Institute

09IN ad.5 page-0309CBI:09IN ad .5p ad-0309CBI 1/30/09 8:07 AM Page 1





New MeMBerS

AlabamaSNAP FITNeSS7402 Hwy. 69 SSte. ETaylorville, AL 35475

ArkansasANyTIMe FITNeSS 140 John Harden DriveJacksonville, AR 72076318-769-1844Mr. Jared Augello

ANyTIMe FITNeSS 417 S. Main St.Searcy, AR 72143501-268-2300Mr. Colin Reiley

CaliforniaANyTIMe FITNeSS 1124-H Oro Dam Blvd. EOroville, CA 95965530-533-7770Mr. Mike Hataway

ANyTIMe FITNeSS 634 S. China Lake Blvd.Ridgecrest, CA 93555760-375-5555Mr. Johnny Torgeson

ANyTIMe FITNeSS 9140 Alcosta Blvd.Ste. BSan Ramon, CA 94583925-556-6700Ms. Debra Casados

POwerHOuSe GyM25389 Madison Ave. Ste. 101Murrieta, CA 92562951-461 9106Mr. Joel Grant

reNAISSANCe CLuBSPOrT50 EnterpriseAliso Viejo, CA 92656949-643-6700Mr. Marcos Prolo

SNAP FITNeSS2141 E. Shaw Ave.Ste. 108Clovis, CA 93612

SNAP FITNeSS 1248 BroadwayHangtown Village SquarePlacerville, CA 95667

ConnecticutSnap Fitness 123 S. Main St. Newtown, CT 6470

FloridaANyTIMe FITNeSS 260 Cypress Edge DrivePalm Coast, FL 32164386-445-4945Mr. Jeff Hall

ANyTIMe FITNeSS Pasadena Ave. S& Gulfport Blvd. SSt Petersburg, FL 33707727-388-9010Mr. Bart De Bruijn

LA FITNeSS OrANGe CITy2629 Enterprise RoadOrange City, FL 32763368-878-4582

POrKy’S GyM10201 Hammocks Blvd.Miami, FL 33196305-387-3770Ms. Donna Cabrera

POrKy’S GyM II10000 S.W. 56th St.Miami, FL 33165305-279-0610Ms. Donna Cabrera

POrKy’S GyM III5348 W. 16th Ave.Hialeah, FL 33012Ms. Donna Cabrera

POrKy’S GyM IV118 S.W. 26th St.Miami, FL 33176Ms. Donna Cabrera

SNAP FITNeSS16317 Fishhawk Blvd.Lithia, FL 33547

THe wILLIAMS ISLAND CLuB *5300 Island Blvd.Eventura, FL 33160305-937-7860Mr. David Bremer

GeorgiaANyTIMe FITNeSS 3617 Salem RoadConvington, GA 30016770-784-5858Mr. Jawahar Cugh

ANyTIMe FITNeSS 4920 Flat Shoals Pkwy.Decatur, GA 30034770-674-4185Ms. Carla Carson

LA FITNeSS TOwNe LAKe *2460 Eagle DriveWoodstock, GA 30189678-202-5612

SNAP FITNeSS1290 W. Spring St. SESmyrna, GA 30080

IdahoFITNeSS SeVeN115 S. Andrews St.Salmon, ID 83467208-756-8448Mr. Craig Cooper

IllinoisSNAP FITNeSS111 W. Oak Knoll DriveHampshire, IL 60140

SNAP FITNeSS 435 S. Route 45Lindenhurst, IL 60046

SNAP FITNeSS 6228 BroadwayPrairie Trail Shopping CenterQuincy, IL 62305

IndianaSNAP FITNeSS801 W. Tipton St.Seymour, IN 47274

IowaANyTIMe FITNeSS 852 Quincy Ave.Ottumwa, IA 52501641-684-6606

ANyTIMe FITNeSS 1380 Lake St.Spirit Lake, IA 51360712-336-0247Mr. Jason White

KentuckySNAP FITNeSS6003 Pleasant Colony CourtSte. 10Crestwood, KY 40014

SNAP FITNeSS479 Lexington RoadVersailles, KY 40383

urBAN ACTIVe*1056 Wellington Way Ste. 200Lexington, KY 40513519-482-7740

LouisianaANyTIMe FITNeSS 6350 Coliseum Blvd.Alexandria, LA 71303318-769-1844Mr. Paul Costello

ANyTIMe FITNeSS 70325 SR 1077Covington, LA 70433985-845-1926Mr. David Davidge

ANyTIMe FITNeSS 8649 Hwy. 165 N.Monroe, LA 71203318-387-7233Mr. Rod Millman

BODy N SPIrIT ATHLeTIC CLuB2209 Lapalco Blvd.Ste. HHarvey, LA 70058504-364-1881Ms. Tracey Fletes

SNAP FITNeSS27397 Hwy. 190Lacombe, LA 70445

SNAP FITNeSS722 E Admiral Doyle DriveNew Iberia, LA 70560

MichiganANyTIMe FITNeSS 65929-41 Van Dyke RoadWashington, MI 48095586-336-7700Ms. Debbie Henderson

SNAP FITNeSS 52396 Gratiot Ave.Chesterfield, MI 48051

SNAP FITNeSS6429 W. Pierson RoadFlushing, MI 48433

MinnesotaSNAP FITNeSS136 S. Walnut St.La Crescent, MN 55947

IHRSA Membership Eligibility StandardsMembers of the association must comply with IHRSA’s baseline health, safety, and ethical standards. To learn more, visit www.ihrsa.org/standards or contact IHRSA at 617-951-0055.

>

MississippiANyTIMe FITNeSS 4924 I-55 NSte. 107Jackson, MS 39211601-608-8043Mr. Matthew Lord

SNAP FITNeSS 404 Riverwind Drive Pearl, MS 39208 Minnesota

MontanaSNAP FITNeSS 125 N.W. Bypass Great Falls, MT 59404

NebraskaTHe AMBASSADOr weLLNeSS CeNTer1240 N. 19th St.Nebraska City, NE 68410402-873-3337Mr. Mike Kearney

NevadaANyTIMe FITNeSS 5105 E. Sahara Ave.Las Vegas, NV 89142702-207-0024Mr. Steven Benson

ANyTIMe FITNeSS 5870 Losee RoadNorth Las Vegas, NV 89081702-399-6400Mr. Randy Williams

SNAP FITNeSS 3776 W. Ann Road Ste. 155 North Las Vegas, NV 89031

New JerseySNAP FITNeSS 7 Wilkins Station Road Medford, NJ 08055

New YorkHArBOr FITNeSS 191 15th St.Brooklyn, NY 11215718-695-6200Mr. Michael Ganim

HBO FITNeSS CeNTer1100 Avenue of the AmericasNew York, NY 10036-6737212-512-5026Mr. Myke Murray

SNAP FITNeSS 82 W. Market St. Corning, NY 14830

North CarolinaSNAP FITNeSS 4705 S NC Hwy. 150 Lexington, NC 27295

OhioSNAP FITNeSS 5174 Pleasant Ave. Fairfield, OH 45014

SNAP FITNeSS 531 S. Eastern Ave. St. Henry, OH 45883

OregonANyTIMe FITNeSS 312 Oak St.Central Point, OR 97502541-665-5200Mr. David Douglas

ANyTIMe FITNeSS 600 E. Columbia River Hwy.Clastkanie, OR 97016503-397-0027Ms. Janet Conkey

LA FITNeSS THe PeArL DISTrICT *1414 N.W. Northrup St.Portland, OR 97209503-928-8892

PennsylvaniaSNAP FITNeSS #168 Hillcrest Shopping Center Lower Burrell, PA 15068

South CarolinaANyTIMe FITNeSS 1133 SC 9 Bypass WLancaster, SC 29720803-313-2447Mr. Eddie Haughey

ANyTIMe FITNeSS 4500 Ladson RoadLadson, SC 29456843-906-4412Ms. Christina Yates

ANyTIMe FITNeSS 131 Evergreen RoadLake Wylie, SC 29170803-627-6473

South DakotaANyTIMe FITNeSS 2735 1st Ave.Spearfish, SD 57783605-559-1234Mr. Tim Restle

TennesseeANyTIMe FITNeSS 900 Conference DriveGoodlettsville, TN 37072615-420-6364Mr. Bill Billingsley

DAC FITNeSS426 S. Grove Park RoadMemphis, TN 38117901-767-8437

TexasANyTIMe FITNeSS 4762 S. 14th St.Abilene, TX 79605325-437-2244Mr. Ryan Duncan

ANyTIMe FITNeSS 1140 W. Bardin RoadArlington, TX 76017817-472-6402Mr. Brad Melnick

ANyTIMe FITNeSS 1411 Wellborn RoadCollege Station, TX 77840979-820-1023Mr. Dennis Rudnik

ANyTIMe FITNeSS 2230 N. Zaragosa RoadEl Paso, TX 79938915-855-0900Mr. Raul Bencomo

ANyTIMe FITNeSS 1500 Jackson St.Ste. 100Richmond, TX 77469281-232-2800Mr. Jason Suchecki

ANyTIMe FITNeSS 3701 Outlet Center DriveSte. 20Sealy, TX 77474979-885-7500Mr. Christopher Carlile

SNAP FITNeSS 717 N. Holland Road Mansfield, TX 76063

SPeCTruM FITNeSS eVANS rOAD21044 U.S. Hwy. 281San Antonio, TX 78258210-490-8777Mr. Jaime Luna

UtahANyTIMe FITNeSS 12600 S. 2722 WRiverton, UT 84065801-878-3388Mr. Curtis Peterson

VirginiaANyTIMe FITNeSS 8636 Richmond Hwy.Alexandria, VA 22309703-780-1436Mr. Carl Hahn



< New MeMBerS

>


ANyTIMe FITNeSS 3960 Valley Gateway Blvd.Roanoke, VA 24012540-977-0830Mr. Dwight Ward

WashingtonMuCKLeSHOOT weLLNeSS CeNTer17500 S.E. 392 St.Auburn, WA 98092253-333-3616Mr. Patrick Raney

ArgentinaDePOrTe TOTAL SAMontevideo 1536Capital FederalBuenos Aires, 1018(54) 114-815-1231Ms. Marta Bellucci

AustraliaFeNIx FITNeSS MOOrOOLBArK14 Manchester RoadMooroolbark, Victoria 3138(61) 3-972-76888Mr. Ryan Koski

AustriaMrS. SPOrTy PurKerSDOrFHauptplatz 4Purkersdorf, 3002(43) 22-316-6541Ms. Juliane Klasz

BrazilA! BODy TeCH SCES Trecho 2, conj. 36Parte 4-101Brasilia, 60200-002(55) 613-224-4149Mr. Alfredo Leite

ACADeMIA GuSTAVO BOrGeS Av. Pedro Viriato Parigot, 85BariguiCuritiba, Parana 80740-050(55) 413-339-9600Mr. Gustavo Borges

CanadaANyTIMe FITNeSS 301 Queen St. SUnit 110Bolton, Ontario L7E 2B1905-857-8857Mr. Tony Caparotta

NAuTILuS PLuS AyLMer203, chemin d’Aylmersecteur AylmerGatineau, Quebec J9H 6H4819-332-2000

P.H.A.T. TrAINING INC.8632-53 Ave.Edmonton, Alberta T6E 5G2780-761-1860Mr. Jessee Lipscombe

SNAP FITNeSS190 Pelican PlaceSylvan Lake, AB T4S 1K2

SNAP FITNeSS17235 Leslie St.Newmarket, ON L3Y 8E4

GermanyHArDy’S FreIzeIT SPOrT & eVeNT GMBH *Schondorferstr. 6Greifenberg, Bayern 86926(49) 81-929-3330Ms. Anne Klinke

MerIDIANSPA GMBH *Wandsbeker Zollstrasse 87-89Hamburg, 22041(49) 406-589-1055Ms. Valerie Huck

MrS. SPOrTy GMBH DeuTSCHLANDReichsstr. 105Berlin, 14052(49) 30-308-3055Mr. Niclas Boenstroem

ItalyMrS. SPOrTy BOzeNVintlerstrasse 3Bozen, 39100(39) 47-198-3498Ms. Elisabeth Moser Bonamico

PortugalweLLNeSS SPOrT CITyR. Luis de Camoes, Lote 1222SesimbraSetubalQuinta do Conde, 2975-287(351) 21-085-6635Ms. Patricia Veiga Simao

RussiaFIT FASHION FITNeSS CLuBPloshad Lenina, 5Voskresensk,(7) 496-449-5335Ms. Julia Prokazova

ONeGIN FITNeSS CLuBMalaya Polyanka, 2Moscow, 119180(7) 495-221-4122Ms. Irina Ermakova

Saudi ArabiaFITNeSS TIMe *Wacker Int’l, c-o K. AlhaqbaniOff.# 117, 1st Fl, Alomam BldgSixteen St., Almalaz AreaRiyadh, 113511(966) 2-622-6369Mr. Khalid Al-Haqbani

FITNeSS TIMe *P.O. Box 295254Riyadh, 113511(966) 1-210-8363Mr. Khalid Al-Haqbani






SpaineVeryBODy FITNeSSCC La SaleraCastellon, 20006Mr. Garaen Flake —|

* Indicates participation in IHRSA Passport Program

< New MeMBerS


APrIL 23-26IDEA Fitness Fusion Conference Rosemont, Illinois www.ideafit.com

MAy 20-24International Festival for Physical Culture and Sports Moscow, Russiawww.fitness-convention.ru

MAy 27-30Club Industry East Boston, Massachusettswww.clubindustryshow.com

AuGuST 6-7Health & Fitness Business Expo & ConferenceDenver, Coloradowww.healthandfitnessbiz.com

AuGuST 12-16 IDEA World Fitness ConventionAnaheim, Californiawww.ideafit.com

AuGuST 18-2028th Annual National Fitness Trade ShowReno/Tahoe, Nevadawww.nationalfitness tradeshow.com

AuGuST 19-23Can-Fit-ProToronto, Canadawww.canfitpro.com

SePTeMBer 10-13SIBEC North AmericaPasadena, Californiawww.mcleanevents international.com

SePTeMBer 22-24Leisure Industry WeekBirmingham, Englandwww.liw.co.uk

OCTOBer 9-10FitnessvakdagenUltrechtThe Netherlandswww.fitnessvakdagen.nl

OCTOBer 14-17Club IndustryChicago, Illinoiswww.clubindustryshow.com

NOVeMBer 4-7American Council on Exercise’s Fitness Symposium 2009San Diego, Californiawww.acefitness.org/ symposium

NOVeMBer 4-7SIBEC EuropeSplitCroatiawww.sibec.co.uk

DeCeMBer 3-5Athletic Business Conference & ExpoOrlando, Floridawww.athleticbusiness conference.com —|

To obtain complete details about, or to register for, all IHRSA events, log on to www.ihrsa.org/meetings..org

| IHRSA Report | Calendar


Save the date | 2009 IHRSA Events COMING SOON IN

u Heavin Sent: Diane Heavin, the cofounder of Curves, discusses the economy, cancer, and Olivia Newton-John

u Super Staff: A new IHRSA report tells you what you need to know to spot and keep great employees

u Budget Bonus: In tough economic times, “budget” fitness franchises may enjoy a distinct advantage

u extra Benefits: A special educational excerpt from IHRSA’s new Economic Benefits of Exercise publication

u what’s Shakin’: A comprehensive guide to the wide, and wild, new world of whole-body-vibration training

u Multitasking Muscle: Multistation strength-training machines pack lots of possibilities into a little space

CLuB BuSINESS INTERNATIONAL

MAy 6-77th Annual IHRSA Legislative SummitWashington, DCwww.ihrsa.org/summit

JuNe 1-54th Annual IHRSA UniversityBarcelona, Spain | IESE Business Schoolwww.ihrsa.org/university

AuGuST 2-521st Annual Institute for Professional Club ManagementLake Tahoe, Californiawww.ihrsa.org/institute

OCTOBer 22-259th Annual IHRSA European CongressDublin, IrelandThe Burlington Hotelwww.ihrsa.org/congress

OCTOBer 22-2410th Anniversary IHRSA/Fitness Brasil Latin American Conference & Trade Show,Transamerica Expo Center, São Paulo, Brazil www.ihrsa.org/fitnessbrasil

NOVeMBer 10-138th Annual IHRSA Asia-Pacific ForumTokyo, Japanwww.ihrsa.org/meetings

MArCH 10-13, 2010IHRSA 2010 – The 29th Annual International Convention & Trade ShowSan Diego, California —|

2009 Industry Events

Out of Shape by Stan Tran

| Marketplace |


JLr ASSOCIATeS

Executive Search, Recruitment and Placement –

Helping You Find the Right People

Call Jeff Randall at 781-251-0094

[email protected]

Or Dennie Noecker at 609-430-8455

[email protected]

WE HAVE IMMEDIATE OPENINGS!

www.jlrassoc.com

See your ad here!

Rates start at just $245 per issue for IHRSA members.

Visit www.ihrsa.org/classifieds or e-mail [email protected]

for details.

Products & Services Employment

• Sell

• Buy

• Recondition

• Broker

• Lease

• Trade In

Like–New Fitness Equipment at Wholesale Prices

800-922-3488

www.firstfitnessequipment.com

Lifestyle Family Fitness is one of the fastest-growing premier fitness clubs in the industry. Investing in our employees, creating a culture of teamwork, and building lasting relationships with our members is what gives Lifestyle Family Fitness the competitive edge to achieve great things!

The Company is in an aggressive growth state with locations in Florida, Indiana, Ohio and North Carolina. Our target markets include the Southeast, Mid-West, and Mid-Atlantic.

Give your career more strength and join the Lifestyle Family Fitness team!

Lifestyle Family Fitness has immediate career opportunities for qualified candidates in the following areas:

SALES• Regional Sales Managers• DistrictandAreaSalesManager

• ClubSalesManagers

OPERATIONS• RegionalOperationsManagers• DistrictandAreaOperationsManager

• ClubOperationsManagers

TRAINERS / INSTRUCTORS• DistrictandAreaPersonalTrainingManagers• PersonalTrainers

• GroupFitnessInstructors

Experience the benefits of working with some of the most talented people in the fitness industry. Exercise your ability to have a fulfilling career with Lifestyle Family Fitness today!

Lifestyle Family Fitness offers a Competitive Salary, Bonus, & Commission Programs; Robust Benefits Package; State-of-the-Art Fitness Facilities, Certification Reimbursement & Continuing Education, An Energetic, Enthusiastic, Team Oriented Work Environment.

APPLY NOW at www.lff.com. EOE

“The experts in fitness electronic repairs”

• The most economical, reliable electronics repair service in the fitness industry for over 25 years

• Same day repair available

• IHRSA member

Recognized as the premier electronics service center for most manufacturers such as Precor,Cybex,Stairmaster, Nautilus, Lifefitness, Star trac, Keys, Landice, Quinton, True, Sportsart and more.

TEL: 954 578 0900 www.jandrtechnicalservices.com

Do You Own Treadmills?Then You’ve Gotta See This.

www.GlideFitness.comClick the Puppy to Watch the Video

NO DOWNLOAD REQUIRED

www.ihrsastore.com

| Marketplace |


visit

www.ihrsa.org

WE BUY CLUBS!

Lifestyle Family Fitness owns and operates clubs in Florida (Tampa Bay, West Coast, Orlando, Jacksonville); Columbus, Ohio; Charlotte and Raleigh, North Carolina; and Indianapolis, Indiana. If your fitness facility is in one of our markets, we want to discussacquiringyourclub.Pleaseseewww.lff.comforgeneralinformation about us.

Call Wayne Hanewicz, Sr. VP 727-456-3100 ext. 4002. [email protected]

All inquiries kept in strictest confidence.

Business Opportunities

Consulting

visit www.ihrsastore.com

Effectivemarketing

doesn’t have tobe expensive

Get your club noticedand drive in new leadswith a package customdesigned for your club’smarket situation.

advertising that w

orks

ou

t

888•349•4594w w w. c l u b a d s . c o m / p i c k 3

The IHrSA Buyers’ Guide brings an

industry trade show right to your computer!

www.ihrsabuyersguide.com

SPOrT&yOu

Sport&HealthClubs,WashingtonDC’spremiereproviderofover20 multi-purpose health clubs, is looking for talented industry professionalstojoinourteam!WewantDYNAMICindividualswhowill build & develop teams, drive sales, implement & improve business tactics, foster member relationships & want to make $$$!

SPOrT&GeNerAL MANAGerSLeading & driving all club activities including sales, operations, financial management, retail, programming & staff develop-ment. 5-10 years of health club sales & management experience, including financial management is a must.

SPOrT&SALeS DIreCTOrSDrivingsales.Building&trainingsalesteams.Implementingmarketing plans. Fostering member relationships. 3-5 years of industry sales & management experience, a proven successful sales record & a desire to make $$$ are all required!

SPOrT&BeNeFITSCompetitive salaries, aggressive bonus & commission plans, great benefits package, 401(k) plan, relocation assistance, ongoing training & long term career opportunities.

To check us out, visit us at www.sportandhealth.com!

Send resume and total compensation requirements to Director of Recruiting, Chris Ann Becki, [email protected].

Real Estate Advisors to the Fitness Industry

Development, Site Selection & Brokerage, Lease Negotiation

PH 760 419-8263 FAX 760 [email protected] foundationpartnersllc.com

MORENEWMEMBERS.COM

Get an Additional 23-50 New Members Every Month: DiscoverHowtoGet&RetainMoreNewMembersInTheNext30DaysThanYouNowGetIn6Months…100%Guaranteed.FreeDemoVideoRevealsAll.

Go to www.MoreNewMembers.com

What is Get Active America!?Get Active America! is IHRSA’s national health promotion program that attracts Americans to health clubs in May and helps clubsincrease their visibility in the community and membership base. The heart of Get Active America! is a week-long series of in-clubactivities geared towards reaching out to the community and encouraging people to become more active. Every year, tens of thousandsof consumers visit participating IHRSA clubs during Get Active America! week.

Why Participate?Over 40% of Americans do not get enough physical activity in their daily lives and it is estimated that obesity costs society over $92billion in medical expenses annually. Get Active America! represents a first-step solution that our industry can offer to address theproblems of inactivity and obesity. As an industry, we have a uniqueopportunity to help people discover the vast benefits of exercise.

How Get Active America! Benefits Your ClubThis program is designed to help people realize how joining a healthclub can make a serious impact on their lives. It is an opportunity foryou to increase foot traffic in your club, increase your club’s recognitionin your community and increase membership sales. Get Active America!will also help set you apart from your competition!

How Do I Enroll My Club?Email us at [email protected] or enroll online atwww.ihrsa.org/getactiveamerica. Enrollment is FREE to IHRSAmember clubs!

For general questions about Get Active America! please call(800) 228-4772, or email [email protected]. To join IHRSAor for membership information call (800) 228-4772. Information canbe found on www.ihrsa.org/getactiveamerica.

International Health, Racquet & Sportsclub AssociationSeaport Center, 70 Fargo Street, Boston, MA 02210 USA • 800-228-4772 • 617-951-0055 • www.ihrsa.org • [email protected]

It’s the Week That Can Change Lives.

May 11-17, 2009

IHRSA's Get Active

America! program has

helped our 10 Brick Bodies

locations become part of

a bigger, national effort.

Get Active America! is the

theme that we will use —

both internally and

externally — to motivate

the masses to move!

Lynne Brick, President and Co-Founder,Brick Bodies and Lynne Brick's Women's Health& Fitness, Cockeysville, MD

09GAA full page-0409CBI:Layout 1 2/27/09 6:27 AM Page 1

| Ad Index |

Page Advertiser 83 » A-1 Textiles

www.a1athletictowels.com | 800-351-1819

25 » ABC Financial Services, Inc. www.abcfinancial.com | 800-622-6290

100 » Abcore Fitness, Inc. www.abcoreinc.com | 800-748-8525

103 » Ace Styline www.acestyline.com | 312-942-0152

68 » Active xL, LLC www.activexl.com | 866-952-2848

44 » Aerobics and Fitness Association of America www.afaa.com | 800-446-2322

40 » Affiliated Acceptance Corporation www.affiliated.org | 800-233-8483

91 » American Quality Mfg., Inc. www.customtanningbed.com | 800-667-9189

2 & 3 » ASF International www.asfinternational.com | 800-227-3859

112 » Club Industry www.clubindustry.com | 610-238-9306

Inside Front » CyBex International, Inc. Cover & 1 www.cybexinternational.com | 508-533-4300

82 » ergoline www.sunergoline.com | 888-771-0996

32 » expresso Fitness Corporation www.expressofitness.com | 888-528-8589

7 » Fiserv www.compete.fiserv.com | 800-242-9522

70 » Fitness equipment Source, Inc. www.fitnessequipmentsource.com | 800-748-5125

97 » Global Fitness, Inc. www.globalfitness.com | 888-991-9991

108 » GrAVITy by efi Sports Medicine www.efisportsmedicine.com | 800-541-4900

14 » Hampton Fitness www.hamptonfit.com | 805-339-9733

83 » Heartsine Technologies www.heartsine.com | 215-860-8100, 107

50 » Hex Tanning www.hextanning.com | 800-556-3201

42 » Hydromassage www.hydromassage.com | 727-536-5566

80 » HydroTher Commercial Spa & wellness equipment www.hydrother.com | 800-891-5811

77 » Intelametrix, Inc. www.intelametrix.com | 877-838-9918

11 » Iron Grip Barbell Company www.irongrip.com | 800-664-4766

19 » Ivanko Barbell Company www.ivankobarbell.com | 310-514-1155

79 » Jade Distribution www.jadedistribution.com | 800-785-5233

Page Advertiser 55 » KBL SunCapsule

www.kblsuncapsule.com | 800 272 8267 941-915-6434

72 » K & K Insurance www.kandkinsurance.com | 800-637-4757

22 » Les Mills International, Ltd. www.lesmillsusa.com | 888-669-8876

9 » Life Fitness www.lifefitness.com | 800-634-8637

French » Matrix Fitness Systems Cover www.matrix-fitness.com | 866-693-4863

104 » Maytronics uS, Inc., Dolphin, AquaSensor & Poseidon www.maytronicsus.com | 888-365-7446 or 770-613-5050

13 » MotionSoft, Inc. www.motionsoft.net | 800-829-4321

86 » MOTuS uSA www.motususa.com | 866-668-8766

66 » Mystic Tan www.mystictan.com | 877-668-8826 ext. 2046 972-447-3846

21 » Nautilus, Inc. www.nautilus.com | 800-NAUTILUS

16 » Octane Fitness www.octanefitness.com | 763-757-2662

118 » PumpedupMedia.com www.PumpedUpMedia.com | 603-247-5776

63 » ready Care Industries www.readycare.com | 800-477-4283

80 » Salsbury Industries www.lockers.com | 800-562-5377

68 » Sports Solutions, Inc. www.sportssolutionsinc.com | 800-969-8008

92 » SPOrTSMITH www.sportsmith.net | 800-713-2880

71 » SPrI Products, Inc. www.spriproducts.com | 800-222-7774

5 » Star Trac www.startrac.com | 800-228-6635

Back Cover » TeCHNOGyM www.technogymusa.com | 303-875-0306

Inside Back » THe INDOOr CyCLING GrOuP, Cytech GmbH Cover www.indoorcycling.com | 49-0-911-54450

30 » Troy Barbell www.troybarbell.com | 800-872-7767

43 » Twin Oaks www.tosd.com | 866-278-6750

74 » VersaClimber www.versaclimber.com | 800-237-2271

29 » x-FOrCe AB www.x-force.se | +46 8-753-02-29

117 » yogaFit www.yogafit.com | 310-320-0110

98 » zumba Fitness, LLC www.zumba.com | 954-925-3755


D

| Last rep |

“Indeed, exercise is not an option, but a necessary, active, direct way that people can maintain good health, avoid illness, improve the quality of their lives, reduce their healthcare costs, and extend their life expectancy.”

Leveraging Fitness Benefits

r. Ronald Davis, the late president of the American Medical Association (AMA), made that comment last year, and it seemed a fitting concluding obser-vation from someone whose life had been spent, in large part, investigating and promoting the benefits of healthy-lifestyle behaviors.

We sincerely wish that corporate America accepted and fully understood the implications of

Davis’ words of wisdom.Companies that offer health,

fitness, and wellness benefits demonstrate that they care about their employees, but do they recognize how much value—other than improving workers’ well-being—such programs bring to bear? Do they have a clear understand-ing of the significant financial and productivity advantages that also accrue?

In most cases, the answer is, No.

To correct that situation, IHRSA has recently released an updated edition of The Economic Benefits of Regular Exercise, a comprehensive and authoritative publication that identifies and quantifies some of the less-obvious rewards of structured workouts. The exhaustively researched brochure catalogs the results of studies into healthcare savings produced by corporate investments in disease-prevention initiatives, and profiles many of the firms that have achieved them.

Club owners and operators can share this attrac-tive, professional, and compelling document with their own members; employ it in community-awareness campaigns; and use it to telling effect in corporate sales presentations. IHRSA’s primary goal is to put it in the hands of business leaders and human-resources (HR) directors to inspire them to develop and offer professional and productive wellness options.

As physicians, fitness professionals, and the public, at large, increasingly recognize: exercise is medicine—it’s strikingly effective both in preventing and treating a wide range of diseases and psycho-logical conditions. Obesity, diabetes, heart disease, high blood pressure, and cancer are all associated with long-term lifestyle behaviors, such as physical inactivity, poor diet, smoking, and excessive alcohol consumption.

The personal damage inflicted has long been recognized, but it’s only been recently that statisti-cians have begun to quantify the financial impact of such behaviors on individuals, companies, and the country. People are paying more for prescrip-tions and out-of-pocket medical treatment than ever before. Employers are reeling from the effects of rising healthcare costs and falling productivity due to illness. The U.S. now spends a larger percentage of its gross domestic product (GDP) on healthcare than any other country in the world!

There’s no simple solution to the nation’s cur-rent health crisis, but it’s clear that if everyone were to become more physically active, there would be dramatic savings, both human and financial, all around.

The Economic Benefits of Regular Exercise is designed to help our industry achieve that objective. Available in bundles of 100, the publication comes with a complementary guide that includes information on best practices, tips on how to use the brochure, and advice on developing corporate partnerships. To order copies, log on to www.ihrsastore.com or call 888-229-5745.

IHRSA would like to extend a special thanks to Christine O’Neal-Thalwitz and Phil Wendel, of the ACAC Fitness and Wellness Centers, in Charlottes-ville, Virginia, for their assistance in culling research results, and to CYBEX International for its support and generous sponsorship of this valuable publication. —|

– Joe Moore, [email protected]

Joe Moore IHRSA President & CEO

One Hundred Twenty MillionMembers by 2010

Tracy Pow

ell


TUVRheinland

Product SafetyGeprüftes MedizinproduktApproved medical device

Frei

will

ige

Pro

dukt

prüf

ung

Kinesis One for all.

Learn more about the Kinesis family and discover the benefi ts awaiting you if you choose ONE for business at www.technogym.com/kinesisone

KINESIS ONE FOR MOVEMENT TRAINING.Kinesis™ One expands your training options so users can perform nearly any movement relevant to their training goals.

KINESIS ONE FOR PERSONAL TRAINERS.Kinesis™ One offers trainers a unique framework to create personalized and engaging training programs for clients.

KINESIS ONE FOR YOUR BUSINESS.Kinesis™ One will support your personal training staff, attract members and generate secondary spending opportunities.

KINESIS ONE FOR 3D MOVEMENT.Kinesis™ One offers 360 degrees of movement in a freestanding unit thanks to our FullGravity™ Patent Pending Technology.

NORTH AMERICA - TECHNOGYM USA Corp. Ph. +1 206 623 1488 Toll free: 800 804 0952 Fax +1 206 623 1898 E-mail: [email protected]

OTHER COUNTRIES - TECHNOGYM SpA Ph. +39 0547 650500 Fax +39 0547 650591 E-mail: [email protected]

Exclusive 3D Movement powered by FullGravity™ Technology (Patent Pending) and 3D Pulley System (Patent Pending).

S_K-one_UK INT (cbi 20081120).indd 1 20-11-2008 16:25:50

april 2009 club business international

Documents