january 2009 club business international

> January 2009 40 Perspectives on ’09

47 Flooring Formula

52 Baby-Boom Bonus

67 Cost-Cutting apps

100 I Lost It at the Club ®

Club business InternatIonal

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

www.cybexintl.com

Yesterday, a friend, perusing the front page of The New York Times, was prompted to observe, “It seems that good things happen when they’re supposed to, but bad things happen all the time.”

It seemed, to me, an interesting and insightful comment, and, certainly, the day’s news tended to support it. The National Bureau of Economic Research had confirmed that the U.S. was in recession—and, in fact, had been so since December 2007. The Dow Jones industrial average had dropped another 680 points. JPMorgan Chase & Co. had announced that it was downsizing a recent acquisition by 9,200 jobs. Governor Arnold Schwarzenegger had declared a fiscal emergency in California. Federal Reserve Chairman Ben Bernanke had acknowledged that the economic weakness would continue….

In the meantime, of course, hidden behind the headlines, largely unnoticed by the TV news anchors, a lot of good things were happening— right on time and, often, richly rewarding. You need look no further than your own family, or your club’s members, or this issue of CBI, to realize that.

Let me direct you, this time, not to our cover story about Olympic champion Dara Torres, as tempting as that is; or to our feature about nine industry leaders’ plans for 2009, as appropriate as that might be. Let me point you, instead, to two shorter, but every-bit-as compelling, pieces: IHRSA Chairperson Gene LaMott’s “First Set” column, which, this month, he lends to Augie Nieto; and a “News & Know How” item on a Gold’s Gym in Frederick, Maryland.

Nieto, as you know, is a legendary figure who, despite the fact that he’s now battling amyotrophic lateral sclerosis (ALS), continues to add to his impressive legacy, enhancing and polishing his

already-iconic stature. The man who, arguably, made Life Fitness all that it is, Nieto has, recently, become best known for Augie’s Quest, the charitable program he created to raise funds to find a cure for ALS. The same beliefs, qualities, and skills that he brought to bear in business have made his Quest a comparable success.

The Quest has raised nearly $18 million in just three short years.Chris Maddox, the co-owner of the Gold’s Gym in question,

has tapped a similar portfolio of attributes not only for his club, community, and clientele, in general, but also, most notably, on behalf of one special member. Maddox has encouraged, coached, championed, and, not infrequently, challenged Tom Watkins, 60, a Vietnam veteran who lost his leg—and way—to a gunshot wound.

The unique bond between the two men has resurrected Watkins’ life, revived his will to live.

Nieto’s and Maddox’s shared qualities—a sense of self, desire to help, personal morality, good instincts, love of hard work, persis-tence, patience, and thorough understanding of, and commitment to, business basics—is the stuff of which success is made, in times both propitious and perilous. It is because of that precious mix that good things eventually, inevitably, happen. —|

– 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

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 Vice President of Advertising: Michele Eynon

Senior Account Manager: Jessica Gutstein

Advertising Account Executives: Donna Garrity, Christine Paterson

Advertising Business Development: William Finn

Marketing Coordinator: Katie Noonan

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

Club business internAtionAl editoriAl & Advertising offiCes:c/o ihrsA seaport Center 70 fargo street, boston, MA 02210 usA800-228-4772 usA & Canada 617-951-0055 | 617-951-0056 fAXe-mail: [email protected] www.ihrsa.org

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 ©2008 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 1

Kerry b

rett

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 | J A N u A R y 2 0 0 9 | w w w . i h r s a . o r g

®

36 The Champion SpiritSwimmer Dara Torres revised the world’s perception of aging at the 2008 Olympics in Beijing when, at the age of 41, she finished the 50-meter freestyle 2.47 seconds faster than she had at the age of 20. The winner of a total of 12 Olympic medals, Torres, a keynote speaker at IHRSA’s 28th Annual International Convention, confirms that Age is Just a Number—the title of her newest book.

40 Perspectives on ’09Despite the economic challenges, these nine industry leaders foresee a new year full of possibilities, both personal and professional

47 Flooring FormulaBecoming an educated buyer is the best way to ensure attractive, practical, and cost-effective results when shopping for club flooring

52 Baby-Boom BonusThese five club operators appreciate that the largest, richest, and fastest-growing segment of the population is changing the face of fitness

Dara Torres shares her winning ways

Edward Drangle champions Ageless Health & Fitness

36 52


CONTENTS | JAnuARy 2009

CluB BuSinESSINTERNATIONAL

Features

Cover: Jim Wright/icon international | Above (left): Courtesy speedo

953222

Switch2Well offers ‘fitness leaves’

Fair play scores at Rochester Athletic

January is Family Fit Lifestyle Month

News & Know How 15 news New kids concept SHOKKs the u.S.; “F as

in Fat” discloses alarming facts; the Canton Club’s AED save; Go London prompts girls to exercise; and more

29 First Person Author, speaker, consultant, and club

operator Casey Conrad is exploring the wide new world of e-marketing

31 On The Move Special bond changes bodies, lives;

Rochester Athletic honored for integrity; MACMA names top clubs; and more

Innovations 63 What’s new Innovative new items from Life Fitness,

Human Kinetics, Power Systems, Precor, Technogym, and more

67 FiT Extra Sophisticated software applications can help

clubs cut costs and increase their profits

88 iHRSA 2009 Preview your “to-do” list for IHRSA’s 28th Annual

International Convention and Trade Show

IHRSA Report 97 First Set Chairperson Gene LaMott on Augie’s and the

industry’s Quest for IHRSA’s 2009 convention

98 in Brief The government is promoting prevention

with SilverSneakers and its new Physical Activity Guidelines

102 Success by Association Geof Eng and his wife, Cassy, have utilized

IHRSA to empower their Grand Health & Racquet Club

100 Club Advisor Five ways to make your I Lost It at the Club

weight-loss/public-outreach program a rip-roaring success

106 Member news What’s up with ACE, CSI, uSPTA, Star

Trac, Body Bar Systems, and Expresso, Matrix, and Octane Fitness? We’ve got the answers!

111 Calendar

Reps 4 Editor’s

Welcome

10 ihrsa.org

12 letters

112 Marketplace

115 Ad index

116 last Rep IHRSA’s informational

resources are even more valuable in trying times, notes IHRSA President and CEO Joe Moore


CONTENTS | JAnuARy 2009

CluB BuSinESSINTERNATIONAL

Departments

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

I Lost It at the Club! Kicks Off January 5> www.ihrsa.org/ilostitattheclub

Each year, losing weight is one of the top New Year’s resolutions made by Americans. For this reason, IHRSA created I Lost It at the Club!, a turnkey, two-month weight-loss program that will help club operators educate, recruit, motivate, and retain current and prospective members during the year’s peak selling season.

Participants will set weight-loss goals for the eight-week period, and will be weighed regularly. Many clubs will offer personal training, nutritional counseling, weekly motivational meetings, and other health-related classes. Perhaps most importantly, participants will experience a sense of community and support to help them make permanent lifestyle changes for healthier living. —|

At Home with Thomas Plummer> www.ihrsa.org/ontheroad

What could be better than experiencing an exceptional IHRSA educational event plus an outstanding trade show? How about experiencing both in your own backyard? IHRSA hits the road with the legendary Thomas Plummer behind the wheel for a series of two-day seminars and trade shows. The best of IHRSA comes to you… don’t miss it!

2009 event locations and dates include: Charlotte, North Carolina, January 28-29; Philadelphia, Pennsylvania, February 25-26; Orlando, Florida, March 25-26; Portland, Oregon, April 29-30; Dallas, Texas, May 20-21; Newport Beach, California, June 24-25; Hartford, Connecticut, July 22-23; Chicago, Illinois, August 19-20; Nashville, Tennessee,

September 23-24; Kansas City, Missouri, October 21-22; Atlanta, Georgia, November 18-19; and Phoenix, Arizona, December 9-10.

The following seminar topics will be covered: Competing in Tough Markets; Getting the Most Out of Sales Now; Marketing that Works; Retention is your Financial Future; Get More Money from your Members with Profit Centers; and Why the Next Five years Will Be your Best Five.

The IHRSA Traveling Seminars and Showcases are presented by the National Fitness Business Alliance. —|

Reserve Your Ad in CBI’s Show Issue> www.ihrsa.org/classifieds

Are you looking to sell or buy a fitness business or equipment? Do you have employment opportunities, consulting services, or products to advertise? If so, a classified ad in CBI’s Marketplace is a cost-effective opportunity.

January 20 is the deadline to reserve your Marketplace ad in the March “show” issue of CBI, to be distributed at IHRSA’s 28th Annual International Convention & Trade Show in San Francisco!—|

Call 617-951-0055, Ext. 117, or e-mail [email protected] to reserve your ad.


ihrsa.org

| letters |

First-Class Experience

I just want to extend a quick thank-you to the IHRSA team for the exceptional job they did to provide us with an enjoyable experience at the IHRSA Institute for Professional Club Management, in August, at Babson College in Wellesley, Massachusetts. It’s one of the best-run conferences I’ve ever attended, and I go to quite a few. I know what it takes to put one of these events together, and the IHRSA team makes it look effortless, day in and day out. I’d like to commend all of your hard work to make our learning your No. 1 priority so that we can go back to our communities and make a difference. —|

Eric Schadler | Member Connections Manager | Elmwood Fitness Center | Harahan, LA

Special Delivery> Every quarter, when we receive the latest issue of IHRSA’s Get Active magazine, we immediately put it to excellent use as a PR vehicle. We staple our club’s business card to the cover and stuff a guest pass inside each copy. Then, we distribute the magazines to local doctors’ offices, dental clinics, and any other businesses with a lounge or waiting area. It’s a great opportunity to promote our facility to a captive audience. —|

Mike Langley | Franchisee | Anytime Fitness | Manitowoc, WI

Eye-Opening Article> I read Todd Miller’s article (see “Catering to the Overweight,” pg. 59) in the October issue of CBI, which discussed how clubs have failed to cater to the people who really need their services. I totally agree.

Three years ago, I weighed 451 pounds. If it weren’t for a small corporate gym close to my work, I’d never have lost the weight that I’ve managed to lose. I currently weigh 257 pounds, and I’ve had to have a lower-body-lift procedure performed to remove excess skin. Looking back now, I doubt that I’d have been as successful at losing weight at a commercial gym. At the corporate facility, I didn’t have to worry about stigma and negative attitudes. No one was trying to sell me supplements or training sessions.

Since losing the weight and changing my outlook on life, I’ve become a certified personal trainer, and I currently work at the gym where I got my own start. I’m planning to open a fitness facility that will make larger people comfortable and eager to return. I’m hoping to open by 2010.

I want people to know that they can succeed—all it takes is the right attitude and support.

It’s people like Todd Miller who are going to help awaken this industry. I hope the people who’ve read his article will change their approach toward the larger member. I hope it opens some eyes and changes some lives.

We all know there’s a problem in this country. The question is: what are we willing to do about it?

Thank you for the article. —|

Clarence Sanford, Jr. | Engineering Technician II | Butler Manufacturing Company | Kansas City, MO

Merci Beaucoup!> I just wanted to send a quick note to everyone at IHRSA to say congratulations on another successful European Congress! I thoroughly enjoyed the event, which was held this past October in Lisbon, Portugal, and it appeared that all of the attendees did as well. It’s not easy to satisfy so many different people from so many different countries and cultures—kudos to you all! I look forward to attending IHRSA’s 28th Annual International Convention and Trade Show in San Francisco this March. —|

Fred Hoffman, M.Ed. | Director of International Services | The Club & Spa Synergy Group | Fitness Consultant Women’s Marketing, Reebok France | Paris, France

Editor’s Note: Letters may have been edited for reasons of space or clarity.

How to Write: If you would like to submit a letter for publication, please address it to CBI c/o IHRSA, Seaport Center, 70 Fargo St., Boston, MA 02210, or e-mail [email protected].


institute tribute: from l., Schandler, Jill Grant, Eddie Schott

w w w . i h r s a . o r g | J A N u A R y 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

After having built a strong base abroad, SHOKK, a popular and fast-growing youth-fitness brand based in the u.K., has made its debut in the u.S. The company, which has more than 175 facilities in 15 countries, including 150 in its home market, recently opened its first facility in the u.S., in Anaheim, California. It’s currently planning to open six additional facilities in America, including another in California and one in Nashville, Tennessee. —|

News & Know Hownews 15 | First Person 29 | On the Move 31

| News & Know How | news

let’s go, London! National program brings fitness to teen girls

Working with some of the U.K.’s leading club chains—e.g., Fitness First, Virgin Active,

and David Lloyd Leisure—the Fitness Industry Association (FIA) has imple-mented a program that’s designed to encourage teenage girls 15-16 to exercise regularly. Since the Go London initiative was launched last year, more than 1,000 girls have been able to make use of the participating clubs’ facilities.

“Research shows that girls don’t really like doing competitive sports; once they start getting into the competi-tive side of it, girls tend to drop out,” Zerritha Brown, a spokesperson for the FIA, told the BBC. “They’re much more comfortable in an environment where they’re exercising in a group—where there’s no competitiveness at all, but there’s a social element, as well as them getting fit.”

The notion underlying Go London is that, by eliminating the rivalry involved in most sports, the program will allow girls to enjoy exercise and, as a result, help them to stick with it. The young women participate in classes, such as dancing, group cycling, and tai chi, taught by the clubs’ instructors.

At Fitness First Kingsbury, 180 students from a local school have taken part in a 12-week session. “The girls have really enjoyed the classes,” attests Dave Thompson, the club’s health and fitness manager. “It’s fantastic to see that some of them have actually visited the club to exercise on their own time. The program has helped them gain confidence and has put them on the road to a healthy lifestyle.” —|

Go london dream team

> Serving as the news anchor for a major television network is always a difficult job, and, when presidential elections and global recessions are in progress, it becomes a daunting one. How does Katie Couric, of the CBS Evening News, manage to do it so well, while also filling the role as the single mother of two teenage girls and active supporter of a number of charities?

Well, a few of her recent on-air appearances provide a clue. During the 2008 Democratic National Convention, Couric, at one point, managed a credible headstand, and, on one late-night talk show, she showed off her impressive biceps.

That’s right, Couric, who will turn 52 on the 7th of this month, is committed to a consciously healthy lifestyle. She enjoys tennis, yoga, and, for the past 10 years, has been working out with Kathie Dolgin, a trainer and celebrity

in her own right, who goes by the name of High voltage.

Couric logs 60-minute cardio sessions and weight-training workouts four times a week.

When you and more than 6 million other

Americans tune into the CBS Evening News with Katie Cou-ric, you’re also watching CBI’s fitness role model of

the month for January. —|


Short Takes | Fitness Role Model

Katie Couric counts on exercise to keep covering all the news

>

Short Takes | Fitting Reason:

It would probably come as a surprise to club operators to find out that, in many cases, they may have their local clothing stores to thank for new members. A recent Fitness magazine poll revealed that 41% of the 1,001 women surveyed were motivated to join a health club and start working out after trying on clothes in a dressing room during a shopping trip. —|

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new

scom

In November, President-elect Barack Obama announced that he’d selected former U.S. Senate Democratic leader Tom Daschle to serve as his secretary of the department of Health and Human

Services (HHS). In that role, Daschle will have a major responsibility for implementing Obama’s plans to extend healthcare coverage to the nearly 50 million Americans who currently lack medical insurance.

Daschle, who hails from South Dakota, was elected to the U.S. House of Repre-sentatives in 1978, where he served for eight years, and to the Senate in 1986, where he served until 2004, when he lost his bid for reelection. Since then, he’s worked as a public-policy advisor for the law firm of Alston & Bird LLP, providing strategic advice on such issues as trade, energy, healthcare, climate change, financial services, and tele-communications. He’s also the author of a book, Like No Other Time, an account of the 2000-2002 election cycle. An early Obama supporter, Daschle was among the first to encourage the one-term senator from Illinois to run for the White House.

Last month, speaking at a healthcare summit in Denver organized by Senator Ken Salazar (D-CO), Daschle said the economy wouldn’t postpone Obama’s healthcare initiative, which, he explained, was very important to the incoming president. Daschle also solicited the public’s input, suggesting that Americans hold house parties and community meetings to discuss their healthcare concerns. “President-elect Obama has made health reform one of his top priorities,” he said. “I’m here to tell you that his commitment to changing the healthcare system remains strong and focused.” —|

daschle to head obama’s Health Reform ProgramVeteran Democratic congressman named new secretary of HHS

Point man Tom Daschle

> Several major fitness-industry companies have recently reported changes in their upper management. Among them are the following:

• David Schnabel, who became the CEO of Gold’s Gym International, Inc. (GGI), in 2006, announced his resignation in November. He has been replaced by James Weaver, an executive with more than 40 years of entrepre-neurial and management experience, who most recently headed up the sales and marketing efforts, for nine years, at Johnson & Johnson Services, Inc.

• Todd Bright has stepped down from his post as CEO of Lifestyle Family Fitness, Inc., the 56-unit St. Petersburg, Florida-based chain, after about 18 months on the job. Geoff Dyer, the company’s founder and vice chairman, explains that Bright resigned to conduct missionary work on behalf of his church. John Simmons, a member of Lifestyle’s board of directors, has taken over as CEO.

• Graziano verdi, who, until this month, had served as the chairman and CEO of Granitifiandre S.p.A., a multinational ceram-ics manufacturer based in Italy, has assumed the post of CEO of Technogym, a major fitness equipment company, which is headquartered in Gambettola, Italy.

• Last month, Gary Findley, the former presi-dent of Curves International, Inc., was named the new vice president of franchise sales for Snap Fitness, the fast-growing fitness-franchise company based in Chanhassen, Minnesota. In the new role, Findley will focus on developing franchises in the u.S. and assisting the company’s global expansion. —|

The current recession is the most challenging economic environment health clubs have ever experienced, which has prompted IHRSA to compile an Economic Survival Kit. This complimentary Kit is a three-part e-newsletter that’s dedicated solely to keeping sales and profitability secure in tough times. It includes information and tips on sales, marketing, programming, consumer initiatives, member retention, and other important industry issues. To subscribe to this valuable resource, contact [email protected]. —|

Short Takes | IHRSA Creates Economic Survival Kit>

Executive Shuffle at gold’s, lifestyle, technogym, and snap



uP

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Virgin Active Moves into MilanBuyout of historic Club Conti launches a new brand

Virgin Active embarked, this month, on a nine-month, $12-million renovation

of Club Francesco Conti, the historic property in Milan, Italy, that it acquired last October. The 100,000-square-foot facility, a landmark in downtown Milan for more than 50 years, is the chain’s first site in the city. It will serve as the foundation for a new brand, Virgin Active Classic, that will feature a luxurious ambience, equipment, and amenities.

Club Conti has long been known for its holistic approach to fitness, which accords closely with Virgin Active’s philosophy.

“After 53 years of total commit-ment to the mission of ‘a better body, to live better,’ we’re pleased

to assure our members the continuation of our activity with Virgin Active,” notes former owner Francesco Conti, an industry pioneer in Italy, who operated the club with his daughter, Fiorenza.

“Club Conti has always been considered an institution in fitness, and this acquisition was one that I strongly desired,” explains Luca Valotta, the president and CEO of Virgin Active Italy. “We couldn’t let such an amazing opportunity slip by!”

Virgin Active, the fitness division of Sir Richard Branson’s Virgin Group, operates 179 fitness centers worldwide, including 15 in Italy. It plans to expand its Italian holdings to 70 units by 2014. —|



IHRSA ‘Mini’ Conference Convenes in Kuwait

> For the first time in its 28-year history, IHRSA has conducted a one-day mini-conference in the sovereign Arab emirate state of Kuwait. The groundbreaking event, which took place in November at the luxurious Al Corniche Club Resort and Spa, attracted more than 50 representatives from leading Kuwait-based fitness facilities. Among them were: Platinum, Crowne Plaza, Fit4Fun, Holiday Inn, and Pilates and More, in addition to Al Corniche.

The conference focused on four keynote presentations: Penny Hunking, a u.K.-based nutritionist, discussed nutrition’s critical link to fitness; Greg Boucher, the CEO of Middle East Fitness Professionals (MEFITPRO), shared insights about the personal-training market; Lexie Griffiths, of Teamwork, detailed the

growing importance of children’s programming; and Doug Miller, the founder of Sales Makers International, explored the secrets of sales success.

“In the health and fitness industry, keeping up to date with developments, research, and new techniques is vital,” noted Gerard Oliver, the general manager of the Al Corniche Club. “We were extremely happy to see so many professionals and companies in Kuwait taking the opportunity to further educate and inform themselves by contributing to the conference.”

The historic gathering was sponsored by CyBEX, Diet Care, Life Fitness, Technogym, Organic n More, and Abhar Catering Co. —|

Wall-to-wall turnout for first Kuwaiti event

luca Valotta, Virgin Active italy

>


the Club truly becomes a Second Home

At nearly every club, there are some members who spend so much time working out that it

seems as though they practically live there. Now, at The Marsh, a fitness center in Minnetonka, Minnesota, members can make themselves right at home with an overnight stay!

The 67,000-square-foot mind/body facility offers six rooms at its Inn at the Marsh. Guests have access to the entire club’s offerings, including workout facilities and pool, wellness programs, personal training, pro shop, restaurant, spa, meditation spaces, and walking trails. They can also visit its lounge/

library, private deck, meditation tower, and mental gym. Rates range from $95 per night for members to $150 per night for nonmembers.

“The idea (behind the Inn) is that it’s a very human scale,” Ruth Stricker, the founder and executive director of The Marsh, told the Minneapolis Star Tribune. “There are only six rooms, not 600, so it’s really like a retreat atmosphere and more like home.”

Guests range from business travel-ers, to people recovering from an injury, to world-class athletes; their stays have lasted from as brief as one night to as long as four months. —|

The inn at the Marsh offers cozy sleepovers

AED saves Member’s lifeClub staff responds quickly to cardiac emergency

> As those in the industry know well, a club membership can enhance a life. And when a facility has well-trained personnel familiar with the use of an automated external defibrillator (AED)—as Canton Club, in Canton, Massachusetts, does—a life might, in fact, be saved.

With a Life Support Systems AED in hand, Herb Fox, a trainer at the 22,000-square-foot facility, was able to respond immediately when a 61-year-old man collapsed recently during his morning workout. “I got there, and he

was down and blue,” Fox told The Patriot Ledger newspaper. Fox, with assistance from his fellow employees, utilized the AED to stabilize the member until he could be transported to a nearby hospital. The man was later reported to be in stable condition.

Canton Fire Lieutenant John Hutchinson praised the club’s swift response, noting, “Early defibrillation is the key to survival in cases of cardiac arrest.” —|

Short Takes | Fighting Form:

The VersaClimber full-body cardio machine has become an increasingly popular training tool with the stars of the ultimate Fighting Championship (uFC), a hardly-no-holds-barred battle featured on SPIKE Tv. As uFC fighter Kenny Florian explains: “To be successful in uFC, you have to be strong, versatile, athletic, and flexible… More fighters are turning to [the versaClimber] to achieve these targets.” —|

Herb Fox


Walking challenges SCH workers


| Exercise Benefits |

Physical Activity May inhibit obesity-related gene> In 2007, British scientists discovered a causal connection between a variant of something known as the FTO gene and obesity. More recently, researchers at the university of Maryland School of Medicine, in Baltimore, have ascertained that exercise actually thwarts the gene’s weight-adding effects.

using accelerometers, a device attached to the hip that monitors movement, they studied the daily activities of 704 members of the Pennsylvania Amish community, all of whom were carriers of the gene. The researchers found that the subjects’ high level of physical activity—the equivalent of an hour of very brisk running every day—kept their expected weight gain at bay.

According to senior author Soren Snitker, M.D., Ph.D., the study, which appeared in the Archives of Internal Medicine, establishes that “physical activity can level the playing field, equalizing the risk of obesity between those who have copies of the FTO gene variant and those who don’t.”The continued study of the complex nature of genomics and the environment may “one day…

provide a…prescription to prevent or treat obesity in people based on their individual genetic makeup,” Snitker observes. —|

Soren Snitker, M.D.


A new Work Perk: ‘Wellness Leave’ Initiative pays off for New Zealand employer and employees

While most companies offer their employees paid sick leave, an innovative not-for-profit insurance provider in New Zealand has introduced a contradictory, and wildly successful, concept:

a paid “wellness leave.” Three years ago, Southern Cross Healthcare (SCH) invested $160,000

in its Switch2Well wellness initiative to help its 550 employees raise their fitness levels and enhance their well-being. Since then, the company has netted an impressive $700,000 in savings—or more than four times its initial investment.

The program, which was carefully developed through the use of employee surveys and focus groups, addresses three key areas: weight management/nutrition; sports/fitness; and personal well-being. Participants are rewarded with points that can be redeemed for perks, such as a wellness leave or cash that’s deposited into health-management accounts.

To date, 94% of SCH’s staff have taken part in a variety of positive activities, such as walking challenges; smoking-cessation classes; healthy cooking lessons; on-site Weight Watchers meetings; nutritional consultations or sessions with a personal trainer; and monthly worksite physician visits.

Since its inception, Switch2Well has helped 27 SCH employees stop smoking and 71 others to shed more than 700 pounds. The company also reports that employees’ job satisfaction has increased by 7%, while staff absences have dropped by 15%. —|

Short Takes | The Cost of Being Overweight… is Rising!

Alabama, ranked as the second-most-obese state in the u.S. by the Centers for Disease Control and Prevention (CDC), is taking drastic measures to protect the health of its citizens. It’s instituting a new policy that gives state workers one year to whip themselves into shape; if they fail to do so, they’ll pay an extra $25 per month for their health insurance policy…which, until now, was free.

Beginning this month, state employ-ees will be required to receive medical screenings for several health-related metrics, including body mass index (BMI), cholesterol, blood pressure, and glucose levels.

The state already charges workers who smoke.

Alabama officials believe the new strategy will produce fitter, healthier, and happier employees, and will help reduce mounting healthcare costs. —|

>

By Jennifer H. McInerney

Whether yours is a well-established or a yet-to-be-constructed club, it’s never too late—or too early—to begin thinking “green.”

Months before the founders of the Xanadu Health Club broke ground on their 30,000-square-foot facility in Ontario, Canada, they were already hard at work getting the word out about their busi-ness and, simultaneously, promoting environmental awareness.

Instead of giving away T-shirts or tote bags to publicize the club’s impending opening, Xanadu disseminated Blue Spruce tree seedlings, along with planting instructions and a link to the club’s Website (www.xanaduhealthclub.com). The whole package was branded with the message, “Grow With us.”

Over the summer, staff members attended three local parades and handed out more than 2,000 seedlings, at a cost of $1.11 each. “People were actually chasing us down at the parades!” recalls Simone Shepley, the club’s co-owner.

To further promote the club’s opening, Xanadu created a daily blog, on its Website, about caring for and nurturing the seedlings; the blog also provided updates on the status of the facility, which is set to open this spring.

“The idea behind the ‘Grow With us’ campaign was that, as these trees continue to grow, so would the club’s construction,” she explains. “We’re also planting numerous Blue Spruce trees around the facility as part of the landscaping. Each one is a gift that literally gives back, year after year, to both the individual recipient and the environment.”

The addition of 2,000 new trees in the area also dramatically reduces its carbon footprint.

Inside the club, which is situated on 4.5 acres, the Xanadu team continues to look for ways to incorporate green practices. It intends to use a variety of natural materials; install energy-efficient plumbing and lighting fixtures; minimize the use of paper and harsh chemicals in the club; and adopt automation technologies that will conserve energy when equipment isn’t in use.

“Our advice to other club operators is to be creative and open to new ideas,” says Shepley. “If that’s your point of departure, the end results will always be a success.” —|

Please contact [email protected] with your ‘green’ initiatives.

| Green Scene |

Greening the Club and the Community



Three States top 30% obesity ratePrevalence of obesity, diabetes has increased nationwide

Despite earlier suggestions that the rise in U.S. obesity might finally be leveling off, that, unfor-

tunately, doesn’t seem to be the case: According to the most recent “F as in Fat” report, produced annually by the Trust for America’s Health, the level of obesity increased in 37 states last year, with three states—Mississippi, Alabama, and West Virginia—topping the charts with rates exceeding 30%.

Last year, only Mississippi scored that high.

This marked the second consecutive year in which 24 states recorded an increase in their obesity rates, and a third consecutive year for 19 states. Every state, with the exception of Colorado, now has a rate exceeding 20% (in 1991, none had a level that high). And even Colorado, the slimmest of the 50, saw its fat index climb, from 17.6% in ’07 to 18.4% in ’08.

The incidence of type 2 diabetes, which is closely linked to obesity, is also on the rise. The rate increased in

26 states, and, in four states—Mississippi, Alabama, West Virginia, and Tennes-see—more than 10% of adults now have type 2 diabetes.

Policies for promoting sound nutrition and regular physical activity aren’t being implemented adequately, the report concludes. The Trust for America’s Health calls for the federal government to take the lead in getting state and local governments, businesses, communities, and schools to develop a National Strategy to Combat Obesity. —|

Seeding a greener future


new Administration = new StrategiesTiming is ideal for development of voluntary certification standards

> As Barack Obama assumes the post of President of the united States later this month, the nation—and the health and fitness club industry, especially—eagerly awaits his plans for addressing the critical issue of healthcare reform.

Barry Schumacher, an IHRSA lobbyist in Washington, D.C., recently provided an insightful assessment of the issues involved, encompassing both coverage and cost:

“In terms of coverage, Obama would like to create a new Medicare-like government offering that people could buy, similar to the program offered to federal employees,” Schumacher explained. “Additionally, he supports a national health-insurance exchange in which approved private health-insurance companies and the new federal program would offer health-insurance plans to people without coverage. For both options, the government would provide subsidies on a sliding scale; Obama would also like to offer tax credits for families and small businesses.”

Cost-saving proposals run the gamut from cutting Medicare Advantage reim-bursement rates, to increasing the use of generic drugs. Of particular interest to club operators is a proposal to improve access to disease-prevention and -man-agement programs, including improved coordination of care in the workplace, communities, and schools.

As a result, the timing couldn’t be better for IHRSA’s plan to elevate the industry’s standing as a quality provider of safe and healthy exercise resources. The association has been invited to participate in a new initiative to develop voluntary certification standards for clubs. The initiative is being spearheaded by NSF International, a world leader in standards development for public health and safety. IHRSA invites all of its members to participate in the process to ensure the establishment of voluntary standards that will help—not hinder—the fitness club industry. —|

.orgFor additional information about club certification, log on to www.ihrsa.org/facilitycertification.

Special Events

A Profitable Adventure

By Lesley Mahoney

Fitness industry veteran Larry Conner loves outdoor adventure sports—so much so that he’s found a successful way to bring the excitement of running, canoeing, and team mountain biking to clubs throughout the Gulf

Coast region. While serving as general manager of the Elmwood Fitness Center in New

Orleans in 2002, he orchestrated his first adventure race—a fundraiser for a local charity—with the help of his staff. In his subsequent post as general manager of the Pelican Athletic Club, in Mandeville, Louisiana, he continued to organize adventure races for charity. But, as his venture grew more successful, Conner decided to formalize the concept and, in 2004, launched a business, LaAdventure-Racing LLC, with Dave Poleto.

It’s currently generating more than $100,000 a year in revenues.

Conner has continued to run races and to manage clubs. After Pelican, he managed Franco’s Athletic Club in Mandeville, and will serve as the general manager of the new Stone Creek Club and Spa in Covington, Louisiana, when it opens in May.

Adventure racing is a natural fit for health clubs, observes Conner. “It’s a glorified boot camp,” he explains. “It really challenges people, but in a team atmosphere. It gets them to strive toward that universal goal of reaching the finish line.”

Conner’s firm, now doing business as Gulf Coast Adventure Racing, stages seven to eight adventure races each year at locations along the Gulf Coast. The contests, known collectively as the Racin’ to N’Awlins Adventure Series, lead up to an annual championship competition in the Big Easy, although teams can elect to limit their participation to single races. Each event attracts 180-210 participants, who are divided into 60-70 three-person teams. Competitors must finish the entire 19-25-mile race, which consists of running, canoeing, and mountain-biking events. The teams follow a map to checkpoints on the racecourse and, along the way, encounter “mystery events,” which oblige them to complete a designated task.

Though the outings are orchestrated by Gulf Coast Adventure Racing, they rely on a symbiotic relationship with clubs for promotion, staffing, and sponsorship. To staff the races, Conner generally calls upon employees of the fitness facilities that he’s managed. Income from the events pays for salaries and indirect expenses, such as prizes.

Adventure racing also pays dividends for the clubs. Often, club members will get together to form teams. In fact, 80%-90% of those who take part hold memberships. “These types of events get people into the club,” he says. “They also help with member retention, as many members share their excitement about the races.”

Clubs also stand to profit from related activities. At Stone Creek, for example, Conner hopes to develop a multisport training program dedicated to adventure racing and triathlons, as well as an adventure camp for kids, similar to one he operated successfully at Franco’s. A one-week camp for 25 kids can generate $2,000-$2,500 for a club, he points out, noting that a club can increase its profit margin if it secures sponsorships and supplies from local businesses. —|

larry Conner


| News & Know How | First Person

CBI Spends 10 Minutes on the Line with

.comTo learn more about Casey Conrad’s Take It Off program, log on to www.takeitoffweightloss.com.

You’ve been a successful consultant, club operator, and business owner—how do the roles differ? What did you learn when you left Healthy Inspirations, your

franchise firm? What sort of a future do you see for Communication Consultants, your consultancy, and Take It Off Weight Loss, your proprietary weight-loss program? And what are you doing now with e-marketing?

Casey Conrad, a 25-year industry veteran, is the founder of Communica-tion Consultants, in Wakefield, Rhode Island, and the creator of the Take It Off Weight Loss Program for health clubs. She has written 25 books, including her latest, Selling Personal Training.

“It’s a lot easier to go into someone else’s company and identify what they’re doing wrong than when it’s your own business! you’ve got a meta-per-spective. I was a consultant for 11 years before I launched Healthy Inspirations—a concept that attempted to combine diet, exercise, and lifestyle modification beneath a single roof—so it’s nothing new to me. I find that I can pinpoint things to help clubs improve their business fairly easily.

I’m a firm believer that clubs need to offer weight-loss programs. That was the original intention with Healthy Inspirations, which eventually evolved into a franchise system. Take It Off, which I cre-ated three years ago, is an in-club weight-loss program that can be sold to existing members or to nonmembers. It’s inexpensive to launch, doesn’t involve a franchise, and doesn’t require a standalone location. I’m excited because the response to it has been extremely favorable.

One of the hardest, but most valuable, business lessons I learned from my experience with Healthy Inspirations was that you have to have systems in place that facilitate duplication of performance. you don’t want to become completely dependent on yourself or a few key people to run the busi-ness. If you don’t develop a process that can be duplicated, you’ll be married to your business forever. When you have franchisees, you’re dealing with a diverse group of people with differ-ent backgrounds and skill levels, and they’re all 500-3,000 miles away. you have to institute systems that will allow them to be successful—without your being present.

Today, my focus at Communication Consultants is helping club operators make more money by utilizing e-technology. Traditional marketing just

isn’t working. Clubs are spending thousands of dollars, and their phones aren’t ringing. E-mar-keting is revolutionizing everything! I’m convinced that it’s going to fundamentally change the way that we sell memberships.

When I work with clients on e-marketing, my first goal is to compile a massive list of people in the local community who have some level of interest in health and fitness, but who haven’t yet visited their club. We build a list by distributing coupons and handouts locally, and by employing squeeze pages—a type of Webpage that asks a visitor to “opt in” to participate.

We then use informational tools, e-books, and audio and video clips to attract, engage, and culti-vate relationships with them. The basic idea is to “hook” them with appealing free offerings via the Internet, and then, over time, get them to invest in healthy-lifestyle products that gradually escalate in price. The ultimate goal, of course, is to get them to purchase a membership.

What I’m teaching is permission-based market-ing for club operators—how to create tiered offers. I want to take the people on the mailing-list from checking out something that’s free, to purchasing something that costs a bit more than a dollar; then, I want to take them from $49 to $99, and then, from $99 to $199. Eventually, hopefully, they’ll buy a membership.

Say you have a list of 3,000 people who visited your club’s Website to download a free e-Book. If you can get just 2.5% of them to respond, on a monthly basis, to an interesting offer—that’s 75 people who will have called or come into your club. And what did it cost you? virtually nothing!” —|

– Dawn Allcot, [email protected]

Casey Conrad


Recently, Chris Maddox, 30, the co-owner of a Gold’s Gym in Frederick, Maryland, received the highest honor bestowed by Gold’s Gym International, Inc. (GGI)—its 2008 President’s Award. At the same time, Tom Watkins, 60, a member at Maddox’s club, won GGI’s “Change your Body, Change your Life” competition, which recognizes one individual, from among Gold’s worldwide membership, who’s managed to transform their body and life most significantly over the past year.

Beyond the fact that they’re both from the same facility, there’s a real link, a unique cause-and-effect connection, between the two men and their respective awards.

Each year, the President’s Award honors the gym owner who best exemplifies the commitment that franchisees make to serve their members, as well as their communities. Beyond working with the members of his club since it opened in 2005, Maddox also serves as an emergency medical technician (EMT) and firefighter in Washington, D.C. He took part in rescue missions to the Pentagon and World Trade Center following the September 11th terrorist attacks, and spent several weeks in New Orleans after Hurricane Katrina struck.

Watkins is a vietnam War veteran who received two Purple Hearts, and who, years later, while serving as a Miami police officer, lost his leg as a result of a gunshot wound. Last year, by adhering to a strict fitness and healthy-eating regimen, he successfully worked off 16% of his body fat, and now, as a result, has a much brighter outlook on life. Last fall, he even participated in a road race.

In 2006, the two men’s lives, and fates, became intertwined. In July of that year, Watkins, depressed, wandered into the gym, met and spoke with Maddox, but then…wandered back out. “I was still too embarrassed to work out in public,” he explains. “But Chris was the first person who didn’t notice my missing leg. I was a cop, and he was a fireman, which made for something of a bond between us. But I still wasn’t ready to begin working out.”

But Maddox didn’t forget this particular prospect. “For six months, he hounded me until I came back in,” Watkins recalls.

“And it took me another three months to get him on a regular routine,” points out Maddox, who trains a number of other members with disabilities. He acknowl-edges that, initially, he was drawn to Watkins because of their similar civil- service backgrounds, but beyond that, the two began to connect in a much deeper way.

“Chris saw more than just my need to get in shape,” says Watkins. “He saw what was inside of me.”

“Tom was a diamond in the rough—really rough,” observes Maddox wryly. “But I’d had something of a tough time growing up and a tough time getting this business off the ground, so I felt a special empathy toward him.”

The relationship has proved particularly rewarding for both men. Maddox, who

explains that his principal objective is to help people change their lives, attests that working with Watkins has given him tremendous satisfaction. Watkins has not only gotten into good shape, but has also found a friend and a confidant… and a job. He now works at the gym’s front desk and sells memberships as well. “He practically lives here anyway,” says Maddox. “And who better can explain what we’re all about?”

“I’m an example of the fact that any individual can overcome the obstacles in their life, transform their body and spirit, and become a happier, healthier person,” reflects Watkins. “Everyone tries to give me the credit, but if it hadn’t been for Chris—God only knows where I’d be now. Beyond being a good friend and the owner of this gym, he gave me back my life.” —|

| News & Know How | On The Move

Chris Maddox, l., coaches Tom Watkins

Gold’s Gym Honors Its Best


Club owner, club member reap rewards of special relationship


Award Winning Club Openings

Integrity Has Its Own Rewards for RAC

The Rochester Athletic Club (RAC), a 260,000-square-foot facility in Roch-ester, Minnesota, has, in the past, won more than its fair share of awards. Among them are seven Nova7 awards, presented by Fitness Management magazine; the 2007 united States Tennis Association (uSTA) Outstanding Facility Award; the 2007 IHRSA Distinguished Service Award; and many others. Now, it seems, RAC may be about to rack up yet another. The Minnesota/North Dakota Better Business Bureau recently named the club a finalist in its annual Integrity Award competition.

RAC’s nomination was based on its commitment to ethical behavior in four areas: management practices; business relations; marketing, advertising, and/or sales practices; and reputation for contributions to the industry and the community.

“It’s a validation of the values we hold and that are important to us,” notes Greg Lappin, the club’s general manager. “I’m proud of the value system we have.” Lappin cites the community projects spearheaded by Jack Remick, RAC’s founder and owner, as among the key reasons for the Bureau’s nod. Remick has contributed to such local projects as the new Lourdes High School and the Cascade Meadow Wetlands and Science Center, a wetlands nature center in Rochester. —|

MACMA Recognizes Top ClubsThe Mid-Atlantic Club Management Association (MACMA), in Falls Church, virginia, is an IHRSA affiliate representing clubs in Delaware, Maryland, Pennsylvania, virginia, and Washington, D.C. It recently recognized several of its members with its 2008 Awards of Excellence. The winners included:• The Merritt Athletic Club, Eldersburg, Maryland, for its Junior Fitness Certification, an eight-week training program geared toward children 12-15 years old.• The Big vanilla Club, Arnold, Maryland, for its 90-Day Fitness Challenge, which brought in more than 500 members and several referrals.• Intelsat Fitness Center, managed by L&T Health and Fitness in Washington, D.C., for its “Battle of the Beltway” incentive program, designed to increase fitness center participation and staff-to-member interaction. —|

Old Town and MVP Get up to Speed with ParisiTwo IHRSA-member clubs—the Old Town Athletic Club in Warrenton, virginia, and the MvP Athletic Club, in Rockford, Michigan—recognize the grow-ing appeal of, and are now tapping the business opportunity inherent in, sport-specific training. Both have recently integrated the performance-enhancing curriculum of the Parisi Speed School into their offerings.

Parisi Franchise Systems, an IHRSA associate member based in Fairlawn, New Jersey, markets a franchised training concept for children 7 and older, and currently has 35 youth-performance schools in 22 states.

In its new 19,000-square-foot building, Old Town Athletic allocated 2,800 square feet for the Parisi component, and introduced a host of new programs and amenities. The facility boasts cardio machines equipped with individual Tv monitors and HD plasma screens; a fully equipped strength-training area; a private Pilates studio; a MindBody studio for yoga classes and massage therapy; a small-group-training area outfitted with Technogym’s Kinesis 3-D multidimensional pulley system; more than 45 group-fitness classes each week; and fitness programs for children ages 3-12.

MvP, for its part, has implemented the compre-hensive MvP Sports Performance Powered by Parisi Speed School lineup. The MvP program, designed for athletes 7 and up, offers three levels of sport-specific training, speed camps, and one-on-one and team coaching. Jump Start, for ages 7-11, focuses on improving basic athletic skills and self-esteem. Total Performance, for ages 12-18, helps enhance athleticism among middle- and high-school students with college sports aspirations. And PEAK, for those 18 and older, is designed for college and professional athletes. —|


Fair play scores at Rochester Athletic Club

Parisi moves into MVP


Programming

Promotions

urban Active Keeps Members in Suspensionurban Active Fitness Centers, a Lexington, Kentucky-based 28-club chain, has teamed up with supplier Fitness Anywhere, Inc., to offer the TRX Suspension Training system at its locations in Kentucky, Ohio, and Tennessee. “Suspension Training captured our attention because it trains strength, flexibility, and core for users of any level,” explains Royce Pulliam, urban Active’s founder and CEO.

Developed by Fitness Anywhere CEO Randy Hetrick, a former Navy SEAL, the system utilizes 20' wide TRX Suspension

Frames that act as dedicated functional training zones, including multi-user pull-up

stations, BOSu integration, resistance-band attachments,

Swiss and heavy ball training, and a range of related tools.

Within the frame—which can accommodate single users and

group classes—users can adjust resistance levels themselves

through small changes in hand, foot, or body position.

The newest accompanying programs from Fitness Anywhere, headquartered in San Francisco, California, include the 60-minute “TRX Essentials: Strength” workout, which focuses on both body strength and muscular endurance, and “TRX Essentials: Flexi-bility,” designed to improve flexibility, range of motion, balance, and posture. —|

Club Physical Defends Its TurfDuring the recent campaign season in New Zealand, Auckland-based Club Physical placed protest signs on public roadsides—directly in front of Labour Party signs—on more than 100 busy street corners. The signs, which expressed the club’s dissatis-faction with the government’s response to the country’s obesity problem, generated both controversy and a public-relations bonanza for Club Physical, notes CEO Paul Richards. Shortly after the signs went up, local Waitakere Council Manager Colin Diprose ordered Club Physical to remove them within 48 hours. The catch is that the Waitakere Council sponsors Momentum Fitness, a direct competitor that has signs posted on roadsides throughout the city.

Richards immediately sent a release to the local newspa-pers, outlining his issues with the way the local government is dealing with the obesity issue and pointing out the inequity of the signage issue. Instead of getting rid of the signs, Richards made arrangements to have the bulk of them placed on private property. “I am unsure of leads brought in by the signs so far,

but they have certainly drawn the most controversy, and we’re currently working on fanning this flame with free PR,” he says. “This is the best marketing I’ve done in the past two months!” —|


California Fitness Thinks It Can DanceCalifornia Fitness, which is owned by 24 Hour Fitness Worldwide, is bringing the latest dance moves to Asia. The 25-unit chain, which has locations in China, Hong Kong, Malaysia, Singapore, and Taiwan, is adding Les Mills International’s BODyJAM dance-aerobics programming to its roster. BODyJAM, now in more than 11,000 clubs in 70 countries, is a 60-minute workout incorporating hip hop, line dancing, jazz, and contemporary rock.

For California Fitness, the popularity of the hybrid dance-aerobics program is a case of life imitating art. Michael Thomas, the chain’s group-exercise manager, points to the success of such Tv shows as the international favorite “So you Think you Can Dance” and Asian television’s “The Whole City Is Dancing” as catalysts for BODyJAM’s success.

“It’s cardio fun at its best for those with a passion for move-ment,” adds Thomas. “you not only burn calories and increase your fitness level, but also greatly improve coordination, and tone your abs and waist. Finally, you learn to dance better!” —|

BODYJAM jolts Asia

new Zealand Club protest ‘gets Physical’

TRX Suspension Training

Dara Torres & daughter, Tessa Grace

| CBI Interview |

By Chris Mann

CBI: Oprah, the cover of TIME, being described as “legendary” by Sports Illustrated—how does it feel to become an Olympic icon and inspiration to women over 40?

Dara Torres: I honestly never expected anything like this to happen. When you’re an athlete, fame isn’t something you’re focused on. I look back at the whole Olympic experience, and, while the medals are certainly great, the most rewarding part was people coming up to me and telling me that I’d inspired them to make a change in their lives. It’s an amazing feeling. I had older fans come up to me at training camps before the Olympics; their stories inspired me to compete well and swim faster. Even when I was far away in Beijing, I could feel that positive energy coming from them, and it truly motivated me.

CBI: You’ll be speaking on “Celebrating the Champion Spirit” during IHRSA’s 28th Annual International Convention and Trade Show in March. Can you give us a brief preview of what you’ll be discussing?

DT: When I speak, I usually just do it off the cuff. I have only a few points that I write down in advance. I find that people are more interested when you tell personal stories of struggle and success. In the past, I used to read off cards, and it was just horrible. In essence, I’ll be sharing my story to inspire others.

CBI: Your Olympic triumphs and celebrity status have transformed you into a valuable international brand. What’s ahead for you commercially in terms of speaking engagements, product endorsements, etc.?

DT: I’ve already given numerous motivational talks. I’ve signed some new commercial contracts, but the companies involved are waiting until the beginning of the year to issue their press releases, so I can’t identify them at this point. I’m still with Toyota and Speedo—they’re my principal sponsors.

CBI: You’re also in the process of promoting a new book, Age is Just a Num-ber: Making the Impossible Possible at Any Time in Your Life. Can you tell us a bit about it?

DT: My goal was to create a book that anyone—not just athletes—can relate to, and I hope that it inspires people of all ages. People are constantly asking me what it took to do what I did and how I did it. So it’s a book about that—about the journey.

CBI: So how do you do it? What does your training consist of?

This stunning Olympian has set a new health-and-fitness standard for women of every age

Olympic swimmer Dara Torres, 41, captured the world’s imagination and admiration at the 2008 Summer Games in Beijing, when she finished the 50-meter freestyle 2.47 seconds faster than she did at the age of 20. Though she literally lost the gold medal by a fingertip, or .01 seconds, she took home three silver medals, for a remarkable career grand total of 12. Virtually overnight, Torres became an all-American icon—even gracing the cover of TIME magazine—and a powerful inspiration to the 40-plus cohort. Now, the lanky, lean, and taut 150-pound mother of two-and-a-half-year-old Tessa Grace is promoting her first book, Age is Just a Number, and preparing to bring her champion spirit to IHRSA’s 28th Annual International Convention and Trade Show in March. —|


Highlights» Olympic achievements

» Celebrity opportunities

» Workout tips and insights

» The future of competition

>

Dara Torres

Jim W

right/Icon International

| CBI Interview |

DT: I work with Andy O’Brien, a strength and conditioning coach who also trains the Florida Panthers. He’s very innovative in his outlook and approach. He doesn’t subscribe to the idea that, the more you lift in the weight room, the stronger you’ll be in the water. His philosophy is that, the more efficient you are in the weight room, the more efficient you’ll be in the pool, and you’ll swim faster. We do a lot of exercises on the ball, as well as body-weight exercises and plyometrics. It’s different—it’s stuff I’ve never done before in my life.

I also have two resistance stretching trainers, Steve Sierra and Anne Tierney. They help me build strength through resistance and facilitate a huge amount

of recovery. I stretched before and after every one of my Olympic races, and they stretched me three times a week when I trained.

CBI: How important is it for people to exercise with a personal trainer, or even a workout partner who can provide them with tips and guidance?

DT: It’s very important. I have my strength coach, who helps me out. I also have a training partner who works out with me. When I have someone training with me, they give me that little extra push.

CBI: And even you need that extra push every once in a while?

DT: Absolutely!

CBI: What other activities play a role in your workouts?

DT: I’m still swimming most of the time. When I’m not doing that, I like to take up tennis a bit, and I love riding my road bike and my Spinning bike.

CBI: Do you belong to a health club?

DT: I actually belong to a municipal facility with a community pool. It’s not 24 Hour Fitness, but it’s great. I love it.

CBI: How do you incorporate fitness while traveling? Do you use hotel gyms and pools, or

do you travel with some home-exercise equipment?

DT: I don’t travel with gym equipment, but if I know I’ll have some spare time, I try to find a gym close to where I’m staying. Obviously, I also try to locate a pool. If I’m not swimming, I’ll bring some running shoes to go for a run. I might try to do some push-ups or some triceps work if I’m in the gym in the evening.

CBI: What’s your advice to club operators who would like to improve their swim program?

DT: you’ll always want to provide a good balance of offerings, including some programs that aren’t completely specialized—for example, some that

work with different age groups and abilities, as well as some masters classes for more advanced swimmers.

CBI: Similarly, what’s the single most important thing for an aspiring competitive swimmer to know or understand?

DT: I think the biggest thing is to listen to your body, and to make sure you communicate with your coaches, no matter how old you are. The coach is dealing with a number of swimmers and may not know what’s going on inside of you. One thing I was always comfortable doing was talking to my coaches, making sure they knew how I was feeling and what was going on… It’s important to just really be in tune with, and listen to, your body—to know how far you can push yourself.

CBI: After five knee surgeries and three shoulder surgeries, are you doing more low-impact exercises now that you’re over 40?

DT: yes, I am. My strength coach is very cognizant of what I can and can’t do in the weight room.

CBI: What role do you think exercise will play in the life of your daughter, Tessa Grace? What sort of an example do you hope to set for her?

DT: She already loves exercise. My biggest concern is that, when she gets older, she doesn’t impose limits on herself. When she’s a teenager, I want her to enjoy herself, to take everything in, and not take herself so seriously. When I was growing up, I had the perfect combination; I enjoyed my swimming, but I had great parents, and I got involved in other activities. Swimming wasn’t my life—I got to play other sports, and I had a life outside of swimming. I think that helped keep me involved with the sport into my adult life. I want to be able to introduce my daughter to everything and let her decide what she wants to do. I don’t want to be a pushy parent. I want her to learn about sacri-


“I don’t think a champion is necessarily a person who simply wins. There are a lot of different aspects to being a real champion. I’m not sure that I’ve yet fulfilled all of the requirements to qualify as one.”

| CBI Interview |

fice and hard work, but I also want her to have some fun. She definitely has a lot of energy now—that’s for sure!

CBI: What resources and programs would you like to see health clubs provide for children?

DT: It’d be great if parents and kids could go to the gym at the same time, and parents could work out like they’d like to. Instead of having someone like a babysitter just sitting there watching the kids in a daycare setting, it would be great if they could do some little fun exercise classes with the kids. Let them get exercise while their parents are working out.

CBI: Do you generally do your workouts in the morning?

DT: Because I have a young daughter, I don’t have a choice. I always work out in the morning. Everything’s pretty much

planned in the morning, and I love to exercise first thing and have it done with. I don’t think I’d be as motivated or be able to train in the afternoons.

CBI: Do you intend to continue swimming competitively for the next two to four years? What sacrifices are you prepared to make to do so?

DT: I don’t know about the next two to four years, but I do want to try, at the very least, to go for the World Cham-pionships in Rome. I’m taking things day by day. Swimming has taken a toll on my body; I’ve had three surgeries in just the last year—two shoulders and one knee. I know I’ve sacrificed a lot with respect to my body, but I’ve also had the best possible people working on me, whether it’s my doctor, my strength coach, or my stretching coaches. I have to get through this recovery period and

determine what’s going on with my body.

CBI: What moment, professional or personal, do you think has most defined you as a champion?

DT: I don’t think it’s possible for there to be one single, unique moment that defines someone as a champion. Either it’s in you, or it’s not; either you want it badly enough, or you don’t. And I don’t think a champion is necessarily a person who simply wins. There are a lot of different aspects to being a real champion. I’m not sure that I’ve yet fulfilled all of the requirements to qualify as one. I think you just learn from every experience. It’s not a matter of having what it takes to become a champion; it’s a matter of believing that you do and, then, of trying. —|

– Chris Mann, [email protected]



Nine on’09

By Patricia Glynn

IndusTry leaders look forward To a new year full of possIbIlITIes, boTh personal and professIonal


’09 >

> For many of us, opening the calendar to January 1, the beginning of a brand-new year, marks a moment of unparalleled renewal. The blocks of days, weeks, and months ahead are as yet unspoiled, containing no mistakes. On day No. 1, anything is possible.

The year 2009 is no exception.In the U.S., Americans look forward, on January 20, to the

inauguration of Barack Obama, their 44th president, and the promise of a new administration. Internationally, the world’s citizens hope for a brighter economic climate and renewed prosperity.

Likewise, the health and fitness club industry, while cognizant of the hurdles that may appear on the path of ’09, is poised to take advantage, and make the most, of emerging opportunities.

CBI spoke with nine industry leaders about the hopes and challenges—both professional and personal—that they’re preparing for in 2009.

Nine on ’09


1. Laurie SMitHSenior Vice PresidentLeisure Sports, Inc.Pleasanton, California

Professional Goals:In general, we’re viewing 2009 as a year in which we can reenergize the basics of sales and service; invest in employee training; and strengthen our operations through productivity gains and tighter expense control. “Every-one’s a salesperson” will become the mantra at all of our properties, as we strive to involve our members in more club offerings. We’ll continue to focus on growing the nutrition and dietary supplement program that we launched in 2008, and will introduce select new sports and fitness programs and classes. In all probability, we’ll post-pone our annual dues increase, and will bundle more services and programs into our monthly dues, employing a more all-inclusive approach.

We’ll also reinvest in our proper-ties, making capital improvements, but probably on a smaller scale than in years past. And we’ll break ground on a new ClubSport facility in North-ern California early this year.

Personal Goals: In 2009, I’ll continue to make time for friends, family, and the things that contribute to my health and well-being, such as hiking, biking, golf, tennis, reading, traveling, and of course, work-ing out in our clubs. I also plan to carve out more time for local volunteer work.

2. riCHard BeuSMan President Saw Mill Sports ManagementMount Kisco, New York

Professional Goals:We’ve just completed more than $2 million in renovations and refurbishments at our four facilities, and would like to recoup a minimum 10% return on that investment. Given the current economy, we’re also working to—at the very least—keep our membership levels stable during the year ahead. And we’ll focus on expense management, while continuing to reinvest in our properties.

By the end of 2009, we expect to hit our budgeted net operating income at all of our clubs. We’ve spent a great deal of time and effort developing a culture where the budgets for each facility are clear, reason-able, and achievable. Making budget is the core achievement from which all other aspects of our service culture spring.

We’re also in the process of introducing new much-improved Web pages that will enhance our market presence and penetration, making the best possible use of Web 2.0.

Personal Goals: This year, I’m looking forward to attending IHRSA’s 28th Annual International Con-vention and Trade Show in San Francisco in March. In my spare time, I’d like to devote more time to geoduck diving, which involves hunting for giant clams; and, as always, I’ll be pursuing my personal fitness goal of “Maintain—don’t gain!”

3. JuLie Main President West Coast Athletic Clubs Santa Barbara, California

Professional Goals:One of my professional goals for the coming year is to work with all of our company’s general managers to surpass our 2008 profitability numbers—despite the recent economic downturn. I’m hoping that, by continuing to educate our GMs, they’ll take more “ownership” of their role and responsibility with respect to profitability. It’s equally important for us to make sure that our members understand the value of their membership. A club membership is no longer a luxury item; it’s now a personal necessity.

By the end of the coming year, I’d like the West Coast Athletic Clubs to have a lower attrition rate and a higher member-satisfaction-survey figure.

Personal Goals: Personally, one of my ongoing goals is to stay healthy, and, of course, exercise plays a significant role in accomplishing that. I’ll also be working to achieve a bet-ter work/family balance, because my daughter is getting married this year, and I’ll be busy with some of the planning.

Laurie smith richard Beusman Julie Main John aglialoro


The health that I already have is a blessing, and I want to make it last.“

”

4. JoHn aGLiaLoro Chairman and CEO Cybex International, Inc. Medway, Massachusetts

Professional Goals:One of our corporate goals this year is to develop marketing strategies that will clearly communicate to people exactly what we stand for and how we differ from our competitors. One way we intend to accomplish this is by letting them com-pare—displaying our equipment, side by side, with those of our competitors at trade shows and in our own show rooms. That way, they won’t have to go to other companies’ show rooms, and they’ll understand, clearly, that we have a great deal of confidence in our products.

Another of our goals for ’09 is to ensure that our clients are delighted to have us as their vendor. I’m going to be putting my ear to the ground, listening to our customers, more than ever before—especially the ones who are located abroad. We need to be attentive to the different needs in the world out there. In some countries, people have a workout mentality; in others, they regard the club, primarily, as a social place; and, in yet others, they prefer the express-exercise model because of its convenience and time efficiency.

Personal Goals: I enjoy playing golf and poker. I try to play both as frequently as I can, which, on average is about once a month for each… And that’s good—I’m okay with that.

5. eriC affeLdt CEO ClubCorp, Inc. Dallas, Texas

Professional Goals:Given the unprecedented state of the domestic and global economy, we’d like to hold on to as many of our members as possible, while, at the same time, continuing to find creative ways to reinvent our clubs. Like everyone else, we’re looking for ways to cut costs, without adversely affecting the member experience. For example, we’re working to improve the efficiency of back-of- the-house functions, such as accounting and information technology (IT), without disrupting service. We’ve also hired several outside consultants to help us reevaluate our business club offerings, as well as our overall wellness and fitness offerings, to learn how we can make them more relevant to today’s consumer.

Personal Goals: I’ve been a workout junkie for 30 years, and, during that time, my weight has fluctuated only two pounds, plus or minus. Recently, however, I’ve put on an extra 10 pounds, and, while my doctor laughs and says it’s just part of getting older, I find that completely unacceptable. So I need to lose 10 pounds by changing my consumption habits and burning more calories with a varied and efficient workout routine. Also—and this may sound strange coming from the CEO of the world’s largest golf-resort-ownership company—I’d like to spend more time playing golf.

6. JoHn StranSky President Life Fitness Schiller Park, Illinois

Professional Goals:I want the world to exercise. At Life Fitness, we strive toward this goal by being the best possible partner to our customers. We share a common purpose, that of keeping people engaged in fitness, which is very powerful because, when our work helps our clients succeed, we’re supporting better fitness opportunities for exercisers.

Our commitment to solid, rewarding partnerships begins with understand-ing our customers’ needs. It’s a focus that we had in 2008 and that we intend to maintain in 2009. We’re committed to developing the best, most biome-chanically sound products for users, but our efforts go well beyond the products. Our service has to be second to none, and that encompasses customer service and product service in the field, as well as our education and training services through the Life Fitness Academy.

Personal Goals: I’m really looking forward to some trips with my family in 2009. I have two trips planned with my wife and two sons. For spring break, we’re going to Cabo San Lucas, Mexico, where we’ll enjoy the water and beaches, and fish for marlin. In July, we’re spending a week on the Colorado River—hiking, whitewater rafting, and camping in the canyon.

eric affeldt John stransky

Nine on ’09


Nine on ’09

7. nerio aLeSSandriPresident/Founder TechnogymGambettola, Italy

Professional Goals:We’re celebrating Technogym’s 25th anniversary with the inauguration of our new headquarters, The Tech-nogym Village, which will open at the end of 2009. It’s an architectural project that embodies our wellness philosophy, and that will provide all of our employees and guests with a real wellness experience.

On the business side, we believe the outlook for our industry is very bright this year in spite of the global financial crisis. Club operators, we think, will be asked to respond to a rising demand for new programs and services from their new and existing customers. Given this scenario, Technogym has a huge oppor-tunity to demonstrate that, thanks to its “Wellness Company” positioning and Italian-designed equipment, it can be a uniquely helpful partner. We’re able to cater to both operators and end users.

Personal Goals: As a part of my social commitment, I’ve created the Wellness Foundation, a nonprofit entity dedicated to scientific research and education to raise aware-ness about the benefits of wellness. My personal goal for the coming year is to make a contribution to a better society via Foundation projects designed to involve governments and public institutions in programs that support sustainable growth by promoting the wellness lifestyle worldwide.

By the end of 2009, we expect to hit our budgeted net operating income at all of our clubs.

“”

8. WaLdyr SoareS PresidentFitness BrasilSao Paulo, Brazil

Professional Goals:In 2009, I plan to spread the concept of wellness to the needier population in Brazil by building gyms on the outskirts of São Paulo. The goal is to educate people about prevention and to promote physical activity with professional guidance. It’s better, for example, to prevent and control chronic diseases through exercise and dietary reeducation than through the use of drugs.

Another project that we’re developing to improve education is the first post-grad-uate course in wellness in South America to be recognized by the Brazilian Educa-tion Ministry. It will consolidate wellness instruction by utilizing a distance-learning program, in concert with university extension courses for fitness and wellness professionals. The purpose of the course is to turn physical-fitness educators into life-quality consultants.

Personal Goals: I value my family a great deal and make a point of having my friends nearby. I’m preparing my house so that, during the coming year, I can receive the people I love more frequently… Other than that, I’ll continue going to the gym and taking care of my wellness. The health that I already have is a blessing, and I want to make it last.

9.Gene LaMottChairman TW Holdings, Inc.Owner RSM Fitness Trabuco Canyon, California Chairperson IHRSA

Professional Goals:My principal goal for the coming year is to use my rather eclectic background to the industry’s best and most telling advantage. On the professional front, I’ve been a club developer and owner, and have had the privilege of serving as the CEO of Gold’s Gym International, Inc. (GGI), and as the chairperson of IHRSA’s board of directors. On the personal side, I am, among other things, a husband and proud father and grandfather. Taken together, the two categories of experience have given me a deep understanding and profound appreciation for the positive and powerful role that regular exercise can play in people’s lives. In 2009, I hope to use my position with IHRSA and the influence it provides to do an even better job of educating people throughout the world about the benefits of exercise, fit-ness, and healthy lifestyles. I’m especially excited about the possibility of seeing leg-islation passed at the state, federal, and international level that would enhance public health by making it easier for people to invest in wellness activities. Another area of promise lies in upgrading and inte-grating technologies to improve our fitness and financial operations—particularly important in these trying economic times.

Personal Goals: During the year to come, I’d like to learn how to sail, and I’d like to teach my grand-son how to snow and water ski! —|

Nerio alessandri Waldyr soares Gene LaMott


Avoiding mistakes ‘before’ can lead to a beautiful, rewarding ‘after’

FLoorING ForMuLa for SuCCeSS:

By Jean Suffin

TThough flooring is often the final component installed in a club, it shouldn’t, by any means, be the last consideration. The consequences of installing flooring as an afterthought, without previous knowledge and preparation, can be catastrophic, as many flooring companies have witnessed.

The solution? Being an educated buyer of flooring can save club owners money and headaches in both the short and long term.

To help educate the customer, John Donati, president of Centaur Floor Systems in Santa Barbara, California, directs potential clients to his company’s Website and then meets with them to identify their individual needs. “Customers see something pretty and say ‘I want that,’ ” he observes. “We probe further and ask what they want to do with it.”

For instance, wood floors may seem like the most suitable option for a sport court, but if that same space is used for group exercise, it may be less than ideal. “It’s imperative that customers make decisions based on information, not emotion,” Donati emphasizes.

However, aesthetics are still an important aspect of flooring selection, notes Nicolas Bauer, marketing director at Gerflor in Atlanta, Georgia. “If the floor is unattractive, it may present a negative image to club members and prospects.”

Another error that club owners frequently commit is seeking to cut costs by installing cheaper, low-quality flooring. Money will not be saved if the floor has to be replaced prematurely due to poor performance in a demanding club environment. >

Flooring Formula for success


“The biggest misconception that club customers have is that a floor is a floor is a floor,” adds Greg Chura, chief operations officer of Club Resource Group in Tracy, California, a distributor of Robbins, Inc., in Cincinnati, Ohio. “In fact, there’s huge variation among flooring materials.”

Indeed, selecting an inappropriate surface can cause a range of unforeseen problems for members. “Clubs may seek to cut costs by installing rubber in a group-exercise room,” Steve Chase, general manager of Fitness Flooring in Indianapolis, Indiana, explains. “But rubber grips rubber-soled shoes too aggressively for use in an area where there are a lot of sliding motions.”

One of the most common mistakes that club owners make is miscalculating the total expense of a new floor, says Donati. “In many cases, the final price tag can cause sticker shock to the owner,” he adds.

Costs generally include the product, adhesive, transitions, baseboard, freight, and installation. For existing facilities, the grand total also involves moving equipment and tearing out the existing floor.

And finally, maintenance needs should be factored in when selecting flooring. Properly maintaining a floor goes well beyond occasionally cleaning it; frequently used surfaces need daily dusting, scrubbing, and/or mopping, while certain materials, such as hardwood floors, require annual recoating. “We’ve seen a lot of floors replaced long before they should have been because they weren’t properly maintained,” Chura acknowledges.

Maintenance is as important for longevity of the product as it is for members’ safety. Chura has seen “bad accidents” occur as a result of people slipping on dry wood floors that have not been properly cared for.

After the flooring has been selected, the biggest challenge is timing the installation to follow the completion of the multitude of other renovation projects the club may have going simultaneously. Flooring must be installed once all of the other jobs have been completed but before equipment is delivered—leaving a small window of opportunity that, if missed, can delay the opening of a club.

To avoid any of these and other flooring foibles, be sure to find a reputable company, talk to its references, and have several consultations before you select and install the floors.

— Jean Suffin, [email protected]

“The biggest misconception… is that a floor is a floor is a floor.”

—|

Fast-tracking with Centaur Floor systems

strength to spare: Club resource Group


eCore International

ECORE is partnering with Nike to add the footwear manufacturer’s Grind rubber to its fitness flooring line. Its Everlast Sports Surfacing has been rebranded as “Everlast with Nike Grind.” Nike Grind rubber is made using footwear manufacturing byproducts that are processed and refined using technology developed by Nike engineers. The material is blended with premium recycled tire rubber to create Everlast sports surfacing, resulting in a “greener” fitness surface. By using Nike Grind material in Everlast products, nearly 500,000 pounds of unused Nike byproducts will be rescued from landfills each year.

“We’re combining Everlast, already known for its durability and large color assortment, with Nike, the most powerful brand in athletic equipment and apparel,” states Brad Drexler, ECORE’s chief marketing officer. “The result is a sustainable solution for fitness flooring that addresses the environmental needs of facility managers, designers, and architects.”

Contact: www.ecoreintl.com, 866-883-7780 See our ad on page 46

Fitness FlooringFitness Flooring has introduced Zenterra, its new bamboo flooring for group exercise, yoga, and Pilates. While bam-boo flooring has been commercially available

for years, Zenterra is designed specifically for fitness applications. Its construction has been DIN-tested

according to global standards and found to meet or exceed all standards for safety for group exercise. In addition, the hardness of the solid bamboo surface has been measured as harder than maple, ensuring its durability for commercial fitness use.

“Our wood products already come from sustainable forests, but it takes 40 to 60 years for a tree to grow to a height where it can be harvested for flooring,” says Steve Chase, general manager of Fitness Flooring. “By contrast, bamboo regrows in only five years and has all the structural soundness of more traditional wood flooring, representing a much more rapidly renewable resource.”

Contact: www.fitnessfloors.com, 800-428-5306 See our ad on page 72

Gerstung/Gym-Thing, Inc.Gerstung’s AirBase floor features one or two layers of high-quality imported plywood, glued and/or screwed, to create a solid surface floating on top of symmetrically arranged

Energy Blocks, finished with an attractive wood or vinyl top surface. The result is excellent shock-absorbency with resiliency, helping to reduce user injuries.

“It’s a proven design, installed in many parts of the world,” observes Jeff Tarleton, Gerstung’s director of administration and sales. “It’s great for customizing because it’s compatible with a wide variety of top surfaces—including wood, vinyl, or carpet—making it a good choice for a complete aerobics, dance, or group-exercise floor.”

Contact: www.gerstung.com, 800-922-3575 See our ad on page 74

FLoorING ForeThouGhT

As is the case with most other aspects of club design, flooring choices abound.

As you think about the best integration of surfaces for your floors and overall

design, consider the following examples from IHRSA associate members:

Flooring Formula for success


Linear rubber ProductsTo protect floors from the dam-aging impact of free weights and exercise equip-ment, Linear Rubber offers floor mats that

protect surfaces, secure equipment, and provide acoustical qualities. The company’s long-lasting, genuine rubber floor mats are easily installed over any surface, and can be cleaned with soap and water. Its non-porous rubber won’t absorb or retain mois-ture. Linear’s selection of mats are available at various price points in cut sizes, tiles, squares, and rolls. They come in several colors to add appealing aesthetics to a club environment.

“Since 1975, Linear Rubber Products has been manufacturing rubber mats for use in the recre-ational industry,” says Beth Lane, Linear’s national sales manager. “We take great pride in offering the largest size mats in the industry to simplify installation and minimize seams. We can also add optional interlocking tabs for oversized areas.”

Contact: www.rubbermats.com, 800-558-4040 See our ad on page 81

Mondo usaMondo’s Sport Impact and Ramflex vulcanized rub-ber surfaces are designed to meet the needs of today’s fitness and recreational facilities. The per-formance layer is a solid 3mm homogenous layer that can withstand abuse from heavy weights and cardio equipment. The non-porous, antibacte-rial surface does not require coatings or finishes, offering ease of maintenance, elimination of odors,

and hygiene protec-tion. Sports Impact and Ramflex products are 100% recyclable to reduce environ-mental impact.

“These products are in line with indus-

try standards across the board for performance, durability, safety, and aesthetics, and they are compli-ant with California Indoor Air Quality requirements,” notes Federico Stroppiana, president of Mondo North and South America. “They are low-maintenance, with no waxing or coatings needed to maintain the surface, and they do not require the use of harsh cleaners or chemicals.”

Contact: www.mondousa.com, 800-361-3747 See our ad on page 51

sofsurfaces, Inc.SofSurfaces’ Duraflex is a 1.75"-thick mod-ular fitness flooring system designed with a built-in interlocking mechanism. Duraflex can be installed sim-ply and precisely

without the use of adhesives. The product has been engineered with a hollow-core impact pedestal on the underside to maximize shock and sound insulation. The resilient pedestal design is ideally suited for plyometric exercise where intense repetitive interaction with the surface can otherwise cause joint and muscle strain.

“Duraflex excels in its ability to combine aesthet-ics with function,” says Jeromy Morningstar, SofSurfaces’ managing director. “Its high-density, ethylene propylene diene monomer top layer is available in a wide range of custom colors, providing a contemporary modern look to any facility. Our 10-year warranty highlights the confidence that we place in the product’s ability to withstand even the heaviest commercial traffic. These features, com-bined with the flooring’s unique resilience underfoot, make it a highly versatile surfacing solution.”

Contact: www.duraflex.com 800-263-2363 See our ad on page 82 —|

Becoming an educated buyer of flooring is the best way for a club operator to save time, money, and headaches.


the largest, richest, and fastest-growing segment of the population is changing the face of fitness

By Colin Milner

Baby

Boomers

and

Beyond


The process, the phenomenon, has been described in a variety of ways. It has been referred to as a tsunami, critical mass, the tipping point, the accumulation effect, and, most famously, with respect to the topic at hand, the age wave.

The Age Wave, of course, was the title of Ken Dychtwald’s and Joe Flower’s 1989 bestseller on the baby boomers, but the subhead of that book—How the Most Important Trend of Our Time Can Change Your Future—is, if anything, even more relevant today.

Baby boomers, the largest, richest, and fastest-growing segment of the population, are beginning to accumulate in middle age. As a matter of fact, this group’s numbers will increase by 25% over the next eight years, unlike the 18-49-year-olds, who will experience virtually no growth over the same period. With a greater number of older consumers, the demand for products and services designed for, and marketed specifically to, them will certainly grow. In 2009 alone, it’s estimated that this group will spend over $72 billion on products and services to help slow the aging process.

Baby

Boomers

and

Beyond>

The positive impact they could have on your business is a given. The critical question is: Are you ready for them?

the conceptSheldon Zinberg, M.D., Jim Agostino, Paul Holbrook, Edward Drangle, and Cleo Chmielinski are certainly ready. Each of these five entrepreneurs has capitalized on the promise of an aging population, opening health clubs designed and programmed exclu-sively for baby boomers and even older individuals. But these aren’t your typical fitness facilities. What makes these centers unique and suc-cessful? What can they teach the rest of the fitness industry?

Well, for example, when was the last time you saw a driving simulator in a club? At Nifty after Fifty, CEO Zinberg regards this as a standard equipment offering. And if you stop to think about, it makes a great deal of sense. One of the greatest fears older adults have is the threat of losing their independence. Losing your license limits your ability to go where you want, when you want, and with whom you want—it reduces your freedom. So a driving simulator, which helps users improve their driving skills in virtually any kind of traffic or weather condition, represents a great example of knowing your market.

Other elements that make the Nifty after Fifty business model unique include:

• Customized fitness—The clubs’ exercise programs are overseen by properly educated and credentialed

fitness coaches, each of whom holds a college degree in kinesiology.

• Physical therapy—Physical thera-pists work with the fitness coaches to deliver the best rehab program and results.

• BrainAerobics—Clients make use of mental exercises and computer programs to improve their memory and problem-solving skills.

• By-appointment scheduling—Nifty after Fifty is not a “drop-in” gym. Its by-appointment formula facilitates bet-ter tracking and monitoring of clients, and also helps control traffic flow.

• Nutritional programs—Expert assis-tance helps clients manage their diet to ensure that they’re eating the right foods at the right time.

• Spa services—Clients can enjoy a facial or a therapeutic massage, as well as a line of skincare products formu-lated specially for maturing skin.

The soundness of Nifty after Fifty’s philosophy, approach, and practices is testified to by its impressive success. Zinberg, who will celebrate his 76th birthday this month, opened his first facility in Whittier, California, in July 2006, and already has eight facilities. Six are owned and operated by his company, and two, co-ventures with medical groups, are licensed and managed by it. Zinberg hopes to open eight additional units this year.

The typical Nifty after Fifty opera-tion, he explains, has from 500 to 1,000 members, averaging 72 years of age, who pay a monthly fee. His first club, in Garden Grove, now generates an average net profit of 25%-30% of gross revenues.

the critical factorsFor Zinberg and his fellow entrepre-neurs, devising the right concept is

Baby Boomers and Beyond

AGING WELL AT 78

“I’m a 78-year-old retired professional who led a very active life. Squash, basketball, back packing, and river running were some of my pastimes. However, knee injuries (one replacement) and advancing age slowed me down to a sedentary existence. I thought my loss of muscle tone was a natural aging process, until I began a series of exercises with [physical trainer] Paul [Holbrook]. I was amazed at how well my body responded. My legs firmed up so that I can walk with firm, strong steps. My arms developed muscles that actually bulge. I can now handle heavy luggage with ease. All in all, I feel much better.” —|

Sidney Gelfand, client, AgeWell Personal Training Center, Salt Lake City, Utah


Instructor Vivian suttie leads osteo Pilates class at avalon Woods


Nifty after Fifty founder sheldon Zinberg, M.D., works with client

aging actively at the agewell Personal Training Center

only the start. The key to longevity for clubs serving the 50-plus market is service. “All of the equipment and programming in the world will never substitute for human interaction and support,” insists Agostino, the owner of Peoplefit, a 6,000-square-foot facility in Woburn, Massachusetts.

Founded four years ago, Peoplefit serves a clientele averaging 60 years of age.

In the case of his club, the support that Agostino refers to starts with a physical-therapy evaluation for every new member that’s conducted by an exercise physiologist. A physical therapist is also available to diag-nose ailments that may be spotted and, if required, offer appropriate exercise alternatives.

That type of personal attention, combined with age-specific equipment and programs, enabled Peoplefit to achieve a positive cash flow within six months of opening its doors. Now, quickly approaching capacity, its goal is no longer to grow membership, but, rather, to simply maintain its current volume of business.

Cultivating a sense of community is also a crucial factor when catering

to the boomers and their elders. Chmielinski, the owner of Avalon Woods Health Club for Mature Adults, in Toronto, Ontario, suggests that her club is like “Cheers without the booze and debauchery”—that is, a place where everyone knows your name. “What separates us from

other clubs is the friendly and sup-portive culture that exists here,” she explains. But it’s not just a sense of belonging that differentiates Avalon Woods from its competitors. It’s Chmielinski’s intense attention to every detail. “Our staff hiring and training process, décor, program-ming, coaching, and social events are all designed to encourage baby boomers and older individuals to start with us, use the club frequently, and stick with us,” she says.

Creating the right atmosphere—both in terms of the physical environment and programs offered—is critical to winning over older members, observes Zinberg. The club industry, in general, has failed to do so, he observes—catering to a younger demographic with a product that, to

boomers, can seem intimidating, unsupervised, and uncomfortable.

It’s a seminal imperative that Avalon Woods has made concrete. “We’ve tried to create an inviting, sophisticated, and noninstitutional environment,” says Chmielinski. “We’ve attempted to replicate the look that people like in their homes.” The club’s color palette features warm, nonclinical tones, e.g., tans, greens, yellows, and reds, which are complemented by dark stained trim,

It’s estimated that baby boomers will spend more than $72 billion on products and services to help slow the aging process this year alone.

David Jones Photography

millwork, and lounge furniture—“like Starbucks, but livelier,” she notes. Members also enjoy reading and socializing in the club’s expresso lounge, which boasts a fireplace and lending library.

Chmielinski’s approach to pro-gramming is equally focused and thoughtful. At Avalon Woods, the

programming incorporates all six dimensions of wellness—i.e., physi-cal, emotional, occupational, social, intellectual, and spiritual. In addition to participating in the club’s regular activities, members can learn and socialize with one another at numer-ous seminars and special events. The topics are ones that appeal to baby boomers, e.g., travel, financial planning, alternative health thera-pies, and wine and beer tastings.

Opened just 17 months ago, Avalon Woods has a membership averaging 59 years of age, has grown consistently, and boasts a 75% reten-tion rate. Some 40% of its new clients are referred by its existing members.

Holbrook, the owner of the AgeWell Personal Training Center, in Salt Lake City, Utah, also understands the impor-

tance of venue and menu when it comes to his affluent 50-plus clientele. “The center is quiet and nonintimidat-ing,” says Holbrook. “The noise level, lighting, and temperature are all geared toward the mature adult; and we feature a wide range of air-resis-tance machines, which are specifically designed for this population.” Among the center’s carefully tailored offerings are balance classes, gentle-stretch yoga, cobblestone walking, Silver

Spikes (a track and field team for those over 50 who want to compete at the senior competitive level), senior games and sport-specific programs, and rehabilitation regimens for those with medical conditions (e.g., stroke, arthritis, osteoporosis, and Parkin-son’s disease).

The center, which opened four years ago, employs six trainers, has 60-70 active clients, with an average age of 70.5 years, each of whom trains 1-3 times a week. It produces a rewarding profit margin, averaging 37%.

But, if there’s one goal that moti-vates baby boomers and older cohorts—whether consciously or subconsciously—more than any other, it’s continued, ongoing func-tionality. That’s also the defining objective of the Ageless Health & Fitness Center, a 3,700-square-foot facility in Little Rock, Arkansas. Edward Drangle, the president and owner of the business, is a former competitive weightlifter and experi-enced physical therapist who com-bines his two areas of expertise on behalf of his clients. The center employs a total of three physical therapists, three personal trainers, and two massage therapists.

“I have a unique perspective on things,” says Drangle. “Our phi-losophy and programs emphasize function.” At his center, that dictates exercises in which resistance is applied to normal everyday body motions to increase strength, flexi-bility, and endurance; improve posture and balance; and signifi-cantly enhance a person’s ability to enjoy normal activities late into life. Ageless currently serves some 150 members with an average age of 65; the oldest is 90 years old.

“Be prepared for the unexpected,” he advises. “Older adults are capable of so much more than we generally think. You should be prepared to be amazed.” —|

– Industry veteran Colin Milner is the CEO of the International Council on Active Aging (ICAA) and can be reached at [email protected].



“Be prepared for the unexpected. Older adults are capable of so much more than we generally think.”

owner edward Drangle with client at ageless health & Fitness


aerobics & fitness association of america (afaa)AFAA, the fitness certification association, is collaborating with the renowned Swezey Institute of Santa Monica, a leading bone health institution, on an initiative to promote bone

and joint health. As part of the program, AFAA will reach out to select locations, including clubs and health institu-tions. Osteoporosis affects nearly 44 million Americans, more than half of whom are at least 50 years old, according to national statistics. The AFAA has developed the “Osteo-Ball Training for Bone Health” home training program, which includes an instructional DVD and OsteoBall.

“The OsteoBall program is a first step in reaching out to senior adults who are being advised by their physicians to get more exercise,” asserts Kathy Stevens, AFAA’s educational director.

Contact: www.afaa.com/osteoball, 800-446-2322 See our ad on page 59

Balanced Body PilatesBalanced Body’s customized Pilates solutions help fitness centers launch or expand a profitable Pilates program, with equipment, training, programming, and business consulting. Economical equipment and training packages are

customized to meet a facility’s goals and budget. Flexible, on-site training modules include Mat, Reformer, Chair, and more.

“While Pilates programs are well-suited to a wide range of ages and fitness levels, they really are a per-

fect fit for aging adults,” notes Ken Endelman, Balanced Body’s CEO and founder. “Pilates exercises are low impact and very easy on the joints, and Pilates promotes strength, flexibility, and balance.”

Contact: www.pilates.com, 800-745-2837 See our ad on page 73

BoSu by fitness Quest, inc.The new BOSu 3D System, which is essentially a “docking station” for the BOSu Balance Trainer, is designed to make balance training accessible and beneficial to everyone. With its adjust-able balance bar and two integrated resistance-tubing attachments, the BOSu 3D System serves as a helping hand or built-in spotter for special

populations and first-time users. Participants are able to perform integrated balance exercises and progress at their own pace to maximize success.

“The system’s platform, balance bar, and resistance tubing comprise a simple, yet effective, solution that’s ideal for catering to the 50-plus, injured, rehabilitation, deconditioned, and even youth populations,” says Douglas Brooks, M.S., a BOSu consulting exercise physiologist.

Contact: www.bosu.com/3D, 800-497-8281 See our ad on page 60

Concept2The Concept2 Indoor Rower provides total-body cardiovascular condition-ing in a seated, impact-free exercise. The rower, which is suitable for all

Proactive

Boomer

Preparationwe’ve known for many years that the “age wave” is cresting. The burgeoning baby-boomer market is a multi-billion dollar segment that simply demands the attention of club operators. do you have the tools you need to attract and retain them? Ihrsa associate members can help:



ages and levels of conditioning, is a natural choice for anyone with impaired vision, poor balance, or lower- leg issues.

“Rowing is not just exercise; it’s a sport and a commu-nity for anyone of any age,” states Judy Geer, Concept2’s cofounder and a former Olympic rower. “Whether you row for fun, fitness, or competition, you can do it for the rest of your life.”

Contact: www.concept2cts.com, 877-887-8014 See our ad on page 76

expresso fitness CorporationExpresso’s line of interactive cycling systems offers virtual-reality technol-ogy in both upright and recumbent stationary bikes with 19" widescreen LCDs and dynamic shifting functions. Riders can steer through more than 30 realistic road tours and off-road games, listen to music, or watch TV.

Following their workouts, they can visit the company’s Website to access their results.

“Cycling is proven to help strengthen the knee mus-cles and build support in the leg, which is especially important for anyone who suffers from joint pain,” asserts Brian Button, Expresso Fitness’ CEO.

Contact: www.expresso.com, 888-528-8589 See our ad on page 99

keiser CorporationKeiser’s Strength Series consists of multiple, easy-to-use strength stations, designed to isolate and train targeted muscle groups. using patented pneumatic (air) technology, the equipment provides a safe and effective workout with virtually no shock to muscles, con-

nective tissues, and joints. Its AIR300 Strength line features unilateral movement, ensuring that each limb can be trained symmetrically, while its AIR250 Strength line employs traditional bilateral movement, working both limbs together throughout the range of motion.

“Keiser has been dedicated, for more than 10 years, to improving the quality of life for adults over the age of 40,” says founder and president Dennis Keiser. “We’ve seen first-hand the improvements we can make in the lives of older adults.”

Contact: www.keiser.com, 800-888-7009 See our ad on page 62

national academy of Sports Medicine (naSM)Since 1987, NASM has been offering certification, continuing education, solutions, and tools for health, fitness, sports perfor-

mance, and sports medicine professionals. Today, the organization serves more than 100,000 members in 80 countries. In addition to its evidence-based Certified Personal Trainer certification, which is accredited by the National Commission for Certifying Agencies (NCCA), NASM also offers a progressive career track with advanced specializations in sports performance and injury prevention, continuing education courses, and accredited bachelor’s and master’s degree programs.

“Our educational continuum can enhance the careers of health and fitness professionals, and give them the tools and knowledge to help their clients live healthier lives,” observes Dr. Micheal A. Clark, NASM’s president and CEO.

Contact: www.nasm.org, 800-460-6276 See our ad on page 77

oPtPThe OPTP Rotational Platform provides a smooth, gliding, non-skid surface for upper and lower, closed-chain, extremity rotational exercises, which are particularly

helpful for post-op/post-injury rehab. It can be used in either a seated or standing position for hip range-of-motion exercises, tibial rotation, and foot/ankle exercises. As the user progresses, the OPTP Slant can be incorporated for additional positioning.

“The OPTP Rotational Platform is great for rehabilita-tion of both the upper and lower extremities,” expains Kelly May, OPTP spokesperson. “It can be used while the user is sitting, standing, or kneeling, which allows for a nice progression in their rehabilitation programs.”

Contact: www.optp.com, 800-367-7393 See our ad on page 75

SCifit SCIFIT’s PRO2 Total Body Recumbent and upper Body Trainer offers an effec-tive blend of upper- and lower-body exercise that’s ideal for senior and rehab populations. It can be used as an upper-body ergometer (uBE); as a recumbent bike; or as a total-body

exerciser. Its adjustable crank arms and swivel seat ensure that users of all ages and physical abilities can exercise in comfort. Bi-directional resistance adds to the variety of exercise or rehab protocols available. The PRO2 is wheel-chair-accessible and complies with the Americans with Disabilities Act (ADA).

“The PRO2 enables the user to spread the workload throughout the entire body, thus making rehab safe and easy,” says Corey Disler, vice president of sales.

Contact: www.scifit.com, 800-278-3933 See our ad on page 30 —|

| Innovations | What’s New

ActiveXL Promotions » ActiveXL Promotions recently introduced a line of BPA-free sports bottles that can be customized with a club’s imprinted logo. Whether used as a member incentive, such as a buddy-referral gift, or sold at retail, the BPA-free bottles help to eliminate concern for health safety while also decreasing the environmental impact of disposable bottled water containers. ActiveXL Promotions also offers a variety of eco-friendly promotional products featuring recycled, biodegradable, and organic items. For more information, contact the company at 1205 Johnson Ferry, Ste. 136, Box 504, Marietta, GA 30068; 866-952-2848; 770-350-8913; 770-350-8912 (FAX); www.activexl.com. —|

Human Kinetics » Just released from publisher Human Kinetics is Beth Shaw’s YogaFit—2nd Edition, an update to the original resource that details YogaFit’s unique methods, which emphasize strength, flexibility, and aerobic fitness. The new edition includes more in-depth instruction, illustrated poses, and focused workouts, including additional information on warming up and cooling down; building core strength and stability; eating healthfully; and integrating YogaFit principles into daily life. The book presents more than 85 YogaFit poses, along with chapters on meditation and the history of yoga. Founded by Shaw in 1994, YogaFit has trained more than 50,000 fitness instructors in the U.S. and Europe. For more information, contact the company at 1607 N. Market St., Champaign, IL 61820; 800-747-4457; 217-351-5076; 217-351-2674 (FAX); www.humankinetics.com. —|

Power Systems » With hundreds of nodules covering its surface, the new Therapy VersaBall from Power Systems delivers a therapeutic massage-like effect to individuals as they perform exercises. The Therapy VersaBall can be used as a traditional stability ball for a variety of balance, core, strength, and flexibility exercises, as well as for rehabilitation purposes. The 55cm ball suits users 5'1" to 5’7", and the 65cm ball is designed for exercisers who are 5'8" to 6'1". Burst-resistant up to 500 pounds, and with a static weight limit up to 1,000 pounds, the Therapy VersaBall deflates slowly if punctured. For more information, contact the company at P.O. Box 51030, 5700 Casey Drive, Knoxville, TN 37909; 800-321-6975; 865-769-8223; 800-298-2057 (FAX); www.power-systems.com. —|

»Life Fitness » The Life Fitness Elevation Series includes a newly designed treadmill, elliptical cross-trainer, and two Lifecycle exercise bikes. Each is available with one of three consoles: the Engage, Inspire, or Achieve. Engage features a 15" integrated LCD touch screen with a built-in TV; Inspire offers a 7" integrated LCD touch screen; and Achieve has an amber LED display and the six most commonly used workouts. The Engage and Inspire consoles also offer seamless iPod integration, USB connectivity, a Virtual Trainer, Workout Landscape perspectives, and a zoom feature. Life Fitness plans to deliver the Nike + iPod experience on all of its iPod-compatible Elevation Series equipment. For more information, contact the company at 5100 River Road, Schiller Park, IL 60176; 800-288-3300; 847-288-3300; 847-288-3796 (FAX); www.lifefitness.com. —|

Life Fitness’ iPod interactivity Engages, Inspires


YogaFit II by Human Kinetics

Customized by ActiveXL

VersaBall by Power Systems


Precor » Precor has introduced two new selectorized Experience Strength lines: the S-Line and the C-Line. Comprised of 13 machines with small footprints and low profiles, the S-Line delivers ease of use with walk-in designs; smooth, fluid motion; intuitive biomechanics; and simple instructions. The 12-unit C-Line boasts sound biomechanics; easy adjustments; extra-large grips; clear instructions; and two optional five-pound add-on weights. Both lines consist of a leg press, leg extension, leg curl, bicep curl, tricep extension, chest press, seated row, shoulder press, rear delt/pec fly, pulldown, back extension, and abdominal unit; the S-Line also includes an inner/outer thigh machine. All machines include an accessories tray. For more information, contact the company at 20031 142nd Ave. NE, Woodinville, WA 98072; 425-486-9292; 425-486-3856 (FAX); www.precor.com. —|

Productive Fitness Publishing, Inc.» Recognizing the growing popularity of kettlebell workouts, Productive Fitness Publishing has added The Great Kettlebell Handbook to its practical Great Handbook series. Designed to take the mystery out of kettlebell training, the 64-page book includes 39 exercises and three sample routines. Written by experts, the resource utilizes color photos and easy-to-follow instructions to guide readers through each exercise. Kettle-bells challenge the cardiovascular and strength systems for efficient, intense workouts. For more information, contact the company at 1645 Jill’s Court, Ste. 102, Bellingham, WA 98226; 800-994-9097; 360-527-3328 (FAX); www.productivefitness.com. —|

National Strength and Conditioning Association » The National Strength and Conditioning Association (NSCA) Certification Commission now offers the Essentials of Strength Training and Conditioning, Third Edition. This textbook applies the most current research and information to help individuals prepare for careers in training and strength and conditioning. Enhancements to this edition include: modernized artwork; expanded infor-mation about performance-enhancing substances; current nutritional facts; additional sport-specific testing protocols and comprehensive normative and descriptive data tables; and guidelines on designing aerobic endurance training programs. Also included are instructor resources with definitions, chapter objectives and outlines, application essay questions with suggested answers, and links to classroom activities. For more information, contact the company at 3333 Landmark Circle, Lincoln, NE 68504; 888-746-2378; 402-476-6669; 402-476-7141 (FAX); www.nsca-cc.org. —|

»Technogym » Kinesis, the patented Technogym concept that promotes free movement, now comes in several flexible training options. The Kinesis Circuit is the original and most complete configuration, combining four modules (Alpha, Beta, Gamma, and Delta) to allow exercisers to explore new ways of moving through an effective workout. The Kinesis One, a stand-alone workout station with a compact footprint, is ideal for personal trainers or health club members. And the Kinesis class includes any number of connected Omega modules, rather than the four unique modules featured in the circuit. Omega is the new Kinesis module combining alpha, beta, and gamma movement possibilities for an expansive variety of movements. For more information, contact the company at 830 Fourth Ave. South, Ste. 300, Seattle, WA 98134; 800-804-0952; 206-623-1898 (FAX); www.technogym.com. —|

Technogym’s Kinesis variations

64 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 | J A N U A R Y 2 0 0 9 | w w w . i h r s a . o r g

Experience Strength with Precor

Understand strength with NSCA

Productive Kettlebell reading


Stamina Products, Inc. » The Stamina AeroPilates ProXP686 is the first commercial Reformer to include the patent-pending Free-Form Cardio Rebounder for a complete aerobic workout. Side-by-side comparisons have shown the Free-Form Cardio Rebounder to be more effective than a treadmill in helping exercisers reach and maintain target heart rates. The unit boasts a quiet, smooth carriage with aluminum rails; a four-position, padded foot bar; an adjustable headrest; a wooden oak-finished frame; and a Free-Form Cardio Rebounder jumping surface of 24” high by 19” wide. The pulley risers adjust from 4” to 10”; the machine weighs 228 pounds; and optional accessories include a tower, mat, and jump board. For more information, contact the com-pany at 2040 N. Alliance, Springfield, MO 65801; 417-889-7011; 417-889-8064 (FAX); www.staminaproducts.com. —|

VPT Technologies » VPT Technologies has developed a new hands-free, voice-activated technology for cardiovascular fitness equipment. It enables exercisers to adjust and operate the amenities around them, such as music players or treadmill speed, with voice commands. This technology enhances safety, efficiency, and the ability to multitask while keeping one’s main focus on the workout. VPT is also using voice-activated features to create an exergaming circuit with a Web-based video game system to connect all users in a fun, secure global network. This network can link users to medical professionals and insurance companies as a virtual personal training system. VPT Technologies is headed by President and CEO Ralph J. Del Giorno, an industry veteran with more than 15 years of professional fitness experience. For more information, contact the company at 690 Kildare Crescent, Seaford, NY 11783; 646-660-3958;.www.vpttech.com. —|


Free-Form Cardio RebounderDel Giorno

| Innovations | FIT Extra Computer Applications

A Strong Silent PartnerSophisticated software applications help clubs cut costs, improve profits in challenging economic times

As times get tougher for business owners, maintaining margins

and revenues becomes an exercise in getting an edge—any

edge that can keep the cash-flow taps open. With their

diverse range of functions, club-management programs

can save operators money while offering cash-flow controls.

Andy Wigderson, the vice president of sales and marketing for CSI Software, in Houston, Texas, notes that many packages available today help club owners remain both lean and green. “First, using electronic membership agreements saves on printing and storing hundreds, or thousands, of documents,” he explains. “Second is the use of signature-capture devices for point-of-sale transactions; we have a customer who’s saving $2,000-$3,000 a month by not having to print and store receipts in a special storage facility. Finally, if clubs are still mailing member statements, e-mailing those statements offers huge savings in postage, paper, envelopes, and the labor required to stuff and mail a couple thousand statements every month. All of these money-saving tactics are also environmentally friendly.”

Many packages offer reporting features that often go unused, but their functionality as predictors of vital trends is invaluable in detecting potential problems. “Reporting tools have been designed for just that purpose,” asserts Rachelle Shotwell, the marketing manager at ASF International, in Highlands Ranch, Colorado. “With detailed reporting on such functions as club usage, new membership sales, attrition trends due to nonrenewals and cancellations, and more, club owners can really pinpoint their club’s strengths and challenges. For example,” she says, “if their attrition report shows a high number of cancellations, they can break down that information further to see who cancelled the account and for what reason, and then make changes to prevent future dropouts.” In addition, by analyzing usage statistics for the club’s busiest and slowest times, operators can better plan for the number of personnel actually required to run efficiently, rather than keeping a full staff at all times.

Another critical benefit of club-management programs is automation. When systems operate seamlessly in the background, it frees manage-ment to focus on growing the business.

We’ve just scratched the surface of club-management functionality here, but what it comes down to, says Jodi Swartz, Conexion’s chief marketing officer, is “understanding how business drivers can be automated through technology, even as a club’s operations evolve.” —|

– Jon Feld, [email protected].

CoMPUTER APPLICATIoNSA&A CoMPANY

A&A Club

The comprehensive A&A Club software supports a variety of club functions, including short- or long-term contracts; member database; check-in and check-out, using barcodes, smartcards, and magnetic strips; booking systems; employee time-tracking; integrated SMS; electronic locker systems; retention-management; and payroll. It also includes advanced security systems capabilities; price lists for several club areas; cash-free technology for members; a club parking module; and several reporting options. The software, which operates on Microsoft Windows 2000, XP, and 2003 systems, is currently used in more than 250 fitness facilities in Russia, Eastern Europe, and Asia.

ABC FINANCIAL SERVICES, INC.

24 Hour Security Access Systems

ABC Financial offers a custom interface designed to control member admittance to facilities. The 24-hour club access and security features are adaptable to individual club needs, integrating Datatrak Club Management Software from the entry door to the front desk. An outdoor, weatherproof barcode reader connected to the check-in computer enables mem-



bers to scan their cards or key tags for automatic entrance approval or rejection, based on their account status in Datatrak. This automated system allows members to check in with their regular card or key tag during staff-attended business hours, records check-in data, and operates continually through Internet outages.

Software, Billing, and Onsite Support

All aspects of ABC Financial Services—billing and collections, club-management software, marketing and retention tools, and onsite training and support—are designed and intended to help health clubs succeed. As industry veterans, many ABC leaders are health club people with an appreciation of the daily challenges operators face. That’s why every software, billing, and support system at ABC Financial is designed to provide owners with more control of their business, and a platform to grow their company and maximize profits. For nearly 30 years, ABC Financial has been a highly respected choice of the fitness industry.

Datatrak Club Management Software

ABC’s Datatrak is a comprehensive, Web-based club-management software that uses advanced, secure, Internet-based technology for immediate access to member data. Datatrak is designed to streamline daily club operations, while increasing and creating new ways of maximizing revenue. With Datatrak, all of the tools necessary to manage facilities are included: check-in, point-of-sale, credit-card processing, fingerprint recognition technology, electronic agreement entry, inventory control, on-account charging, session tracking

and scheduling, prospect and member management, time clock and commission tracking, customized reporting, and 24-hour access-door interface. Datatrak is tailored to individual club needs and supported with onsite setup and training, along with 24/7 live support.

Datatrak Franchise Edition

The Datatrak Franchise Edition combines comprehensive club-management software with a customizable corporate platform and franchise-specific software branding. Franchisors can oversee sales and daily operations by specific clubs or region; track key performance indicators; project growth; identify and manage franchise trends; and support franchisees with ABC onsite configuration, software training, and live, 24/7 technical assistance. With Datatrak, clients can customize their operations with: check-in, POS credit card processing, fingerprint-recognition technology, electronic agreement entry, inventory control, on-account charging, session tracking and scheduling, prospect and member management, time clock and commission tracking, customized reporting, and 24-hour-access door interface.

Electronic Agreement Entry

Electronic Agreement Entry allows health clubs to do away with paper agreements, filing cabinets, and extra data entry— all while streamlining the sales process. Customized membership agreement templates and payment plans are formatted to individual specifications with pre- populated fields and/or specific field requirements for smoother, faster membership sales. Electronic Agreement

Entry also adds ease by capturing and validating billing information at the time of the sale, helping to eliminate subsequent data-entry errors. Upon completion of new sales, memberships are routed to club-created approval queues that enable membership sales controls and ensure that agreements are promptly moving through the sales process.

Online Business Center

At the ABC Financial Online Business Center, members are just a click away from 24/7 access to their accounts online. Once they securely log in, members can make payments, view future invoices and renewal information, update billing and personal information, view club policies and procedures, and review scanned documentation, such as their membership agreement or any other written corre-spondence—all in real time. Beyond sup-porting members, the Online Business Center provides immediate access to the facility’s key performance indicators, including daily account activity reporting, club trend patterns, revenue projections, and customized reporting.

ACTIVTRAX, LLC

Online Workouts

ActivTrax is an online tool designed to help both health club members and owners and managers achieve their goals. Customized workouts help members achieve results while enabling facilities to increase new


member sales, drive ancillary revenues, and improve retention. The technology behind ActivTrax is cutting-edge and proven.

AFFILIATED ACCEPTANCE CoRPoRATIoNSEE OUR AD ON PAGE 39

FrontDesk Software

The FrontDesk software from AAC makes it easy to manage critical day-to-day operations from a single interface. Check-in, employee time clock, scheduling, contract wizard, member manager, and point of sale are just a few of the vast capabilities of this program. The software also includes features designed to support member retention and new prospect efforts. With mail merges and LabelMaker, it’s easy to produce promotional material, newsletters, and even birthday and greeting cards.

APEX MANAGEMENT SERVICES, INC.

Management Software

Since 1988, Apex Management Services has supplied clubs with a complete package of reliable, easy-to-use management solutions to help grow their business. Its billing and payment-processing can help reduce costs by eliminating inaccuracies, decreasing staffing needs, and trimming overhead. The membership management component helps clubs gain and retain members, and easily access comprehensive membership data. Apex Check-In software captures data, such as member usage and point-of-sale (POS) transactions, and enables operators to take advantage

of online reporting and other tools for daily operations. Apex Messenger, a Web-based messaging system, lets clubs request service or support from an Apex representative.

APTUSSoFT

CMS 2.2

CMS 2.2 offers a wide range of club-management capabilities that are packaged and priced to suit facilities, franchises, and chains of all sizes. Among its many features: the ability to seamlessly work with single or multi-location facilities; coordination with a choice of EFT/credit-card processors; a fully networked, secure touch-screen POS; in-house and online schedules integrated with the club’s own Website; a prospecting module; extensive reporting; dashboard options; and instant access to critical business information. AptuSoft CMS 2.2 works with NET 2.0 and MS SQL 2005.

CMS-Online

AptusSoft’s CMS-Online is a member-retention and revenue-generation tool that allows club members to review and modify their profiles online; view, check availability, and schedule classes in real time online; and purchase pro-shop or retail items online. Available 365 days, 24/7, this software is securely accessible to users from anywhere, and can help increase revenues for small, medium, and large facilities, franchises, and chains.

Enterprise Online Activity Management Module

AptusSoft’s Enterprise Online Activity Management Module is available to health club members 365 days, 24/7, and is securely accessible from anywhere. The module features several capabilities, including seamlessly managing multiple programs and services, such as tennis, basketball, and childcare, both in-house and online; it can also transform a club’s Website into a retail environment that members can use to view available merchandise and make convenient purchases. The AptusSoft program has been designed to boost member retention and drive additional profits for small, medium, and large facilities, franchises, or chains.

Fit-scout

AptusSoft’s Fit-scout is designed to help increase a health club’s revenues and retention, and to do so quickly. Using this software, members can log, track, chart, and analyze their workouts; be encouraged to maintain exercise adherence; securely share personal details with their instructors and physicians; arrange a buddy network to compare fitness results; access and plan daily and weekly nutritional intake; compute and review BMI or calorific values; and access fitness experts off-line. This innovative software is securely accessible to members 365 days, 24/7, and is suitable for small, medium, and large facilities, as well as franchises and chains.





ASF INTERNATIoNALSEE OUR AD ON PAGES 2-3

Appointment & Class Scheduler

Personal training can be a huge revenue generator, but the logistics of tracking programs at health clubs can become complicated. The Appointment & Class Scheduler from ASF International helps staff and managers schedule and change appointments, track training sessions, and prepare trainer payroll. It can also send trainers automated text messages to notify them of new, changed, and cancelled appointments. Tracking package sales is easy as well because the Scheduler is integrated with ASF’s Point of Sale program and is always available online.

ClubPRO 3000 Software

ASF has created a desktop and online software package to help clubs manage their receivables and streamline opera-tions. ClubPRO was developed to simplify numerous tasks, including: point-of-sale and inventory control; member attendancetracking; employee time clock; prospect tracking; appointment and class sched-uling; financial reporting; and more. This all-inclusive software package is available to ASF clients at no additional charge, and is suitable for single and multi-club operations. ClubPRO can be integrated with 24/7 key card access systems for controlled club entry based on account and payment status.

PASS A FRIEND Member Referral Program

To encourage health club members to refer their friends and family, it’s important to give them an incentive to do so. The Pass A Friend program from ASF International does just that, and it helps clubs track their prospects, attendance, and sales conversion ratios, to help create the ulti-mate referral-management system. This intuitive program is a powerful referral source that produces maximum results.

Service & Support

The knowledgeable staff at ASF International is easily accessible by phone, e-mail, or instant messaging for quick, friendly service and support. The company pledges to do everything to help its customers and their members feel comfortable with its services. Customers receive free training, tech support, client support, and file transfer services. Plus, members have access to a team of customer service representatives for assistance, or they can check their accounts online through ASF’s Online Member Center.

ASPEN INFoRMATIoN SYSTEMS, INC.

Visual Clubmate

With Visual Clubmate, Aspen Software offers member management, a separate prospect database, paperless contracts, fitness assessments, exercise prescriptions, activity logging, check-in, club rewards, video imaging, DecisionMate, credit book, scheduling, touch-screen POS, fingerprint ID, inventory, EFT, and receivables man-agement. A modular approach allows management to choose from a variety of powerful, easy-to- use, and unique software tools—each designed from the ground up with a focus on quality, and developed with the experience of industry professionals. These software modules focus on three vital points of a club’s business success: managing cash, acquiring new members, and retaining existing members.

BETADATA SYSTEMS, INC.

BetaSPORT

BetaSPORT is a Windows-based club-management program that seamlessly integrates easy-to-use accounting functions with flexible membership billing. These include: e-mail statements and newsletters; photo check-in; touch screen point-of-sale with inventory; court and trainer scheduling; inclusive in-club touch-tone (IVR); and Internet-based program registration. Also included are sales tracking; accounts payable, with time clocks and timekeeping; and payroll, with direct deposit and benefits tracking. Electronic funds transfer (EFT) and credit-card processing are direct to clubs’ financial institution of choice, without fees to BetaData.


BIoEX SYSTEMS, INC.

Personal Trainer Software Suite

BioEX Systems’ new software package has been created specifically for personal trainers. The suite is comprised of four separate software programs, which can be used either independently or with one another. The fact that the programs share data eliminates the need for redundant data entry. The four components are: (1) the Fitness Maker, for fitness-assessment testing, health-risk screening, and infor-mational handouts; (2) Nutrition Maker, for establishing calorie baselines for weight loss, dietitian-created meal plans, and optional dietary analysis; (3)

Exercise Expert, to produce fitness and exercise programs, printing in a variety of formats or email; and (4) Management Maker, to handle scheduling, billing, retention, and marketing. The suite, which is affordable, comprehensive, and easy to use, is especially appropriate for small- and medium-sized fitness centers.

CHECKFREESEE OUR AD ON PAGE 7

Club-Management Solutions

CheckFree offers a comprehensive, scalable solution that combines the best of club-management software, managed data services, and payment services. When these three vital club functions are fully integrated, operators can better maximize their profitability and operational efficiency,

whether they’re overseeing a single facility or multiple locations. CheckFree’s services can be tailored to the specific needs of each club, yet provide standardized functionality across locations.

CheckFree Compete

CheckFree Compete is a health club software solution that’s smart, secure, and powerful. It features a combination of elegant simplicity and a state-of-the-art, intuitive interface that eliminates extensive employee training while improving efficiency and productivity. CheckFree Compete is coded to meet PCI compliance standards and offers


unparalleled functionality and support. CheckFree provides thousands of facilities worldwide with club-management software, transaction processing, and outsourced member billing and data management. Its complete suite of solutions enables clubs of all sizes to grow and retain membership while maximizing revenue and minimizing day-to-day costs.

CheckFree i4

Serving the club industry since 1978, BetaData offers BetaSPORT, a CheckFree i4 Internet software that provides com-prehensive club-management capabilities and unparalleled connectivity for members. The software is designed to enhance retention with a member information center, online new member sign-up, guest passes, corporate Internet sales, and a unique loyalty and rewards program. CheckFree i4 delivers all of the capabilities of the company’s desktop software, Check-Free v4, but also adds Web scheduling, corporate dashboard for off-site managers, surveys, and exercise tracking. A variety of system configurations balances afford-ability with extensive, proven capabilities.

CheckFree v4

CheckFree develops management software and computer systems specifically for the health and fitness club industry. Its desktop management software, CheckFree v4, supports all aspects of club operation, from the check-in process to billing and collections. The modular Windows software is designed to manage each area of a club, including the front desk, sales office, manager’s office, and guest tracking. The system captures member demo-graphic information; prospect and guest information; class participation; visit frequency; and pro shop sales. This information can be used to send materials



FoR MoRE INFoRMATIoNSee the advertisers’ index on pg. 115 or search at

www.ihrsabuyersguide.com

via traditional mailing lists or with Word or Excel for form letters and reports.

CheckFree Solutions Catalog Fall 2008

CheckFree offers club operators its 24-page Solutions Catalog, filled with ideas for optimizing the use of club-management software, integrated hardware, and training; bylined articles from industry experts; and reports about trends and challenges facing the industry. Since 1981, CheckFree has delivered software and services to meet the operational, financial, and membership management needs of the health and fitness industry.

Today, CheckFree provides thousands of facilities worldwide with club-management software, transaction processing, and outsourced member billing and data management. Its complete suite of solutions enables clubs of all sizes to grow and retain membership while maximizing revenue and minimizing day-to-day costs.

Managed Data and Billing Services

CheckFree’s Managed Data and Billing Services is an Internet-hosted modular club-management solution serving the needs of clubs of all types and sizes. The company provides the sophistication, functionality, and expertise that clubs need to maintain membership manage-ment, EFT processing, and billing, without the need for costly in-house IT resources and software.

CI SoLUTIoNS

CI Verify

CI’s Verify software is an easy-to-use front desk check-in and verification program that supports all card readers, displays a photo image, and identifies membership account status instantly. Data posted includes past-due amount, expiration date, number of visits, group/family association, a comments field, and allowances for credits and debits. Software can be networked, and a club’s current member-ship database can be easily imported. Among the software’s new features are: a link to QuickBooks Software; audible tones at check-in; an access log; a warning set to notify members before an account expires; access control; and turnstile and gate security.Manufacturer’s list price: $1,195.00

CoNEXIoNSEE OUR AD ON PAGE 66

NEWConexion

Conexion offers an award-winning, fully featured software suite that provides operational staff with a simple, graphical approach. This secure, PCI-compliant solution provides comprehensive man-agement for one location or multiple facilities operating in different regions. Competitive EFT and billing programs and technical professional services round out Conexion’s complete club-management portfolio of products and services. The company’s management and consulting teams of seasoned industry professionals understand that an exceptional member experience translates to a successful business.




CoRAL SPRINGS SoFTWARE

QuikCheK

QuikCheK software is well suited for health clubs, personal training studios, or wellness centers. Modules for check-in, point-of-sale, scheduling, EFT billing, sales and marketing, retention, and personal training are accompanied by an assortment of reports on usage, memberships, and POS income. QuikCheK club-management software is a dynamic, easy-to-use product that adjusts to accommodate individual needs. The company also offers QuikStudio, a complete package for training studios that includes a scheduler, member data-base, check-in, session countdown and tracking, and trainer payroll calculator.

QuikCheK products are affordable, and come with regular updates and excellent customer service.Manufacturer’s list price: $5,000.00

CSI SoFTWARESEE OUR AD ON PAGE 27

Spectrum NG

Spectrum NG is an enterprise software application that has a complete suite of accounting, management, scheduling, reporting, and online services modules. The fully scalable Spectrum NG leverages the latest in Microsoft technology to empower people to get better results more quickly.

EFIT FINANCIAL

24-Hour Security Access System

Now, 24-hour access clubs can utilize a custom interface that allows a front door access-reader to communicate directly to eFit Financial’s Web-based application. Members are automatically granted or denied entrance to the club based on their account status in the company’s database, and the system records and tracks attendance data for reporting. With no manual updates or dual entry required, this system is completely auto-mated, and members can use the same card to check in at the front desk. This turnkey solution can accommodate all security-access and video-surveillance requirements.




Club Advantage

This Web-based club-management software application can be accessed from any computer at any time via the Internet. Club personnel can enter new member accounts, print membership agreements, update the member data-base, and access management reports. Also included are a member check-in system with photo display, employee timekeeper, body-measurement track-ing, session tracking, and a guest- and prospect-tracking program. Plus, eFit provides low-cost EFT and credit-card processing, along with other customized billing and collection services. Additional club services can be added as well, including membership cards, renewal notices, point-of-sale system, member-retention services, and a guest-pass referral program.

ELECTRoNIC BILLING AND CoLLECTING SERVICES

Payment Processing

Since 1986, Electronic Billing & Collecting Services has been a payment-processing, delinquent collections, and database-management firm for the fitness industry. The company offers return-free EFT, along with delinquent collections up to 120 days with no fee increase. Express check-in software includes signature- capture e-document paperless data-entry, POS, scheduling/online booking, and mass e-mail marketing modules. Operators can also monitor attendance and perform separate management functions that can

reduce expenses, increase revenue, and expedite operations.

EXERP

NEWClubLead

Chains that make use of eXerp’s Club-Lead software benefit from reduced administrative costs, improved customer retention, and protection against fraud and profit leakage. ClubLead’s integrated functions include: a financial system, reporting, funds transfer, debt collection, membership management, point of sale, prospecting, retention management (CRM), class booking, staff scheduling, and


corporate-agreement management. eXerp is among Europe’s leading providers of enterprise information systems for the leisure industry, serving more than 500,000 club members in seven European countries.

EZ FACILITY.CoM, INC.

EZFacility Trainer Management System

EZFacility’s Trainer Management System (TMS) provides a complete scheduling, management, and financial reporting tool for any size gym, health club, well-ness center, or sports facility that offers personal-training services as a part of its business. The product is delivered via a monthly Internet software service, which means the client never needs to buy, install, or maintain any software. The user interface is extremely user-friendly,

and can be used by staff with the most basic computer experience and skills.

FACE2FACE RETENTIoN SYSTEMS

NEWFace2Face Retention

This comprehensive retention, sales, and marketing module software helps maximize member relations and boost profit centers and programming. Among its features: fully intuitive scheduling, sales and prospect management, attrition-risk client alerts, automated e-mail and SMS systems, PT sales, bookings and client management, and staff management. This system runs

parallel to existing front desk financial, POS, or billing systems, and on multi user local or Web-accessed platforms.Manufacturer’s list price: $295.00

FITNESSINSITE

NEWFitnessInsite

Established in 2000, FitnessInsite offers Internet tools specifically to help health clubs operate efficiently and create new profit centers. Capabilities include: lead capture and marketing, workout and nutrition programming, corporate well-ness and sports performance modules, personal trainer pages within each


module, and online scheduling (class and personal training). The company can also create Websites or link its tools to an existing site.

FUTURE FITNESS INTERNATIoNAL/EMAILYoURCLIENTS.CoM

EmailYourClients.com

Emailyourclients.com is designed to educate, promote, and inform a health club’s member base. The system sends out automated birthday greetings, renewals, multi-page newsletters, club announcements, group-exercise schedules, personal training messages, health tips, and before and after pictures. The company supplies hundreds of fitness image choices, and clubs can design materials themselves or enlist Future Fitness to do so. A built-in tracking system allows club staff to track who looked at ads, when, how many times, and if they opted out or reported the message as spam. Pricing ranges from $19 per month to $245 per month.Manufacturer’s list price: $29.00

GANTNER ELECTRoNIC GMBH

Check-in/-out terminal GAT Access 6100/6200

The GAT check-in/-out terminals identify health club members when a chip is pre-sented in front of the reader field; access credentials are immediately verified via the contract stored in the system. The GAT Access 6100/6200 is the “small” terminal with surface-mounted housing for controlling turnstiles and doors. Other features include: return message

inputs; an illuminated, circular reader field; LED signaling; and secure data transmission between the reader and data carrier.

Check-in/-out terminal GAT Access 6350/6500

The check-in/-out terminal GAT Access 6350/6500 offers user-friendly control of turnstiles using a chip card or bracelet. It features a fully graphic display; resistant chrome steel housing with safety glass; and a large, integrated traffic light display. Communications are handled via Ethernet or an RS 485 interface, with emergency operation provided in the event of a server failure. The terminal can be integrated into pillars and turnstiles, and thereby suits virtually any architectural requirement.

Information Terminal GAT Info 6800 / Time Control Terminal GAT Time 6800

GANTNER Electronic has expanded its product line for access and payment systems in health clubs, spas, and leisure resorts. The new Information Terminal GAT Info 6800 is extremely user-friendly, with its color touch screen and active user guidance. The display shows all user information, including locker number, contract details, remaining balance, credits, and more. The new product line also includes check-in/check-out terminals in various configurations, which are compatible with all existing GANTNER system components, including ticketing and admission control, wardrobe lockers, and cashless payment systems.

Go FIGURE, INC.SEE OUR AD ON PAGE 78

iGo Figure Membership & Business Management Software

iGo Figure Membership and Business-Management Software is designed to save health clubs time and money. Payment processing is easy with integrated credit- card processing and 10-cent EFTs. Scheduling, employee compensation, POS sales, and inventory are also managed through iGo Figure. More than 100 reports and a custom-report generator provide easy-to-understand details. Plus, the iGo Figure software offers mass e-mail capabilities, mailing labels, and an inte-grated retention-management e-mail service. Each license includes an unlimited number of users and members at each location; upgrades, technical support, and training are unlimited and free.

HUMAN KINETICS

CoreAssist: Professional Wellness Coach, by Corehealth Technologies

CoreAssist: Professional Wellness Coach is a comprehensive software tool for fitness and lifestyle professionals that is fully integrated in three areas of practice: assessment, fitness, and nutrition. By combining health and risk-assessment with nutrition and fitness recommendations, trainers are able to give more compre-hensive advice so that clients can achieve better results. CoreAssist can help save time, increase revenue, and improve clients’ success rates.Manufacturer’s list price: $299.00





Essentials of Interactive Functional Anatomy

This software helps students and profes-sionals thoroughly review components of structural anatomy through computer graphic models of human anatomy derived from MRI scan data. IFA Essentials features a complete, high-resolution, 3-D model of the human musculature that can be rotated and allows for 11 layers of anatomy to be visually removed (from skin to bone) with a strip-away technique. Specific muscles and ligaments can be highlighted for viewing accompanying informational text about the selected muscle or ligament. The software includes an interactive

quiz in which students can select the level of difficulty and number of multiple-choice questions.Manufacturer’s list price: $29.95

FITNESSGRAM/ACTIVITYGRAM

FITNESSGRAM/ACTIVITYGRAM is an activity and fitness-assessment reporting and personal physical activity-tracking tool that can demonstrate the value of fitness programs. Users can analyze children’s fitness activities and provide meaningful reports to participants and their parents. The software also allows users to analyze the strengths and

weaknesses of their programs, and can be used to justify the importance and effectiveness of children’s fitness activities. FITNESSGRAM assesses the three areas of health-related fitness—aerobic capacity; body composition; and muscular strength, endurance, and flexibility. It uses criterion-referenced fitness standards, rather than norms, to assess children’s fitness based on what’s optimal for good health.

Interactive 3D Anatomy Series Complete Human Anatomy DVD

This fully interactive DVD includes all the features of the nine-disk CD set: Interactive Thorax and Abdomen; Interactive Pelvis and

Perineum: Male and Female; Interactive Knee 1.1; Interactive Foot and Ankle; Interactive Shoulder; Interactive Hip; Interactive Hand 2000; Interactive Spine; and Interactive Head and Neck. Each section includes 3-D models, and many sections also include multiple anatomy illustrations, photographs, slides, and anatomy and clinical text. Purchasers of this single DVD benefit from its remarkable, comprehensive content, in addition to the convenience of having all information stored on one disk.Manufacturer’s list price: $1,200.00

Interactive Functional Anatomy, Second Edition

Interactive Functional Anatomy, Second Edition, includes animations of gross motor movement that show how groups of muscles become active during common motions, such as jumping, walking, and running. Additions to this edition include larger, easier-to-see images; new views of anatomy; and the ability to export all animations of muscular function as video clips. The software features com-puter graphic models of human anatomy derived from MRI scan data, and fully interactive 3-D animations show function. Pop-up labeling appears as users view the 3-D models, and clicking on any structure brings up related text and related animations of muscular function.Manufacturer’s list price: $275.00

I2.CA

GameTime

GameTime provides convenient online scheduling to sports and fitness clubs from any computer with Internet access. Members can log in through the health club’s Website and view which trainers, therapists, and courts are available, and book them instantly. They can also con-

veniently sign up for classes, such as spinning, yoga, and tennis clinics, and staff can arrange online payment. Game-Time offers numerous real-time reports on facilities, members, and staffing, so club managers can analyze performance at any time. Targeted marketing features can enhance participation and maintain 100% client retention.

IRoN GRIP BARBELL CoMPANYSEE OUR AD ON PAGE 11

Iron Grip eWeight Planner

Iron Grip has relaunched its popular eWeight Planner program online. The tool can be used to quickly and easily calculate the appropriate number of

free weights required by a fitness facility. The Planner generates suggested weight plate breakdowns, depending on the type and amount of plate-loaded strength and free-weight equipment that the club already has or is planning to purchase. It also suggests quantities of dumbbells and Olympic bars, and recommends racks when necessary. The eWeight Planner features equipment from 15 of the top strength-equipment providers.

MEMBERSFIRST

NEWMembersFirst, Inc.

MembersFirst powers a large online community of member-based, lifestyle





clubs that serve active members. The company helps thousands of club leaders and hundreds of distinguished club clients attract, engage, and retain millions of satisfied members throughout the world. Building a vibrant, highly engaged membership is the single passion of MembersFirst. The company offers a best-selling Website-management application, Gen M, which is complemented by unique competency and deep industry experience in member-centric Website design and results-oriented online member communications.

MICRoFIT

MicroFit Fitness Assessment System

For the past 20 years, the MicroFit FAS-2 fitness assessment system has been helping health clubs build their businesses. The system’s high-tech images and ease of use make it the ideal marketing tool for closing memberships, selling personal training services, and attracting visitors at health fairs. Designed as an FDA medical device, the MicroFit FAS-2 offers fast and accurate measurement of weight, body fat, blood pressure, heart rate, flexibility, strength, and cardiovascular fitness. For clubs on a budget, the HealthWizard software can operate independently of the FAS-2 equipment to offer fitness assessments, health-risk appraisals, health history, and program management.

MILLENNIUM BY HARMS SoFTWARE, INC.

Millennium HealthFitness Edition

Harms Software has created Millennium HealthFitness management and billing software designed to refresh business. It

offers health club operators more control with advanced features, such as online booking; automatic suspend/unsuspend of members; e-mail notifications of sus-pensions; advanced booking for personal and group training; QuickBooks interface; and in-house control of data. Also included are advanced features, such as daily billing, package billing, and immediate credit card and ACH payments. Plus, Millennium HealthFitness has no additional billing fees.Manufacturer’s list price: $6,995.00

MINDBoDY, INC.

MINDBODY Business Management Software

MINDBODY Business Management Software offers online classes, event and appointment scheduling, total client management, strategic marketing, and e-commerce solutions for health clubs. Trusted by thousands of clients in more than 40 countries, MINDBODY can help single-location businesses or large franchises manage their business, boost revenues, and focus on clients. A robust and affordable option, MINDBODY prices start at just $65 per month.

MoTIoNSoFT, INC.SEE OUR AD ON PAGE 13

eClubLogic

Motionsoft, Inc., provides membership-management, billing, and retention software. Its core product, eClubLogic, is supported by, and fully integrated with, fitness-assessment, online-accounts, exercise-prescription, and health-risk-assessment applications. Motionsoft, Inc., also partners with best-of-breed providers to help users customize applications to their needs.

HealthLogic

HealthLogic is an Internet-based health-risk assessment (HRA) questionnaire that integrates with eClubLogic and MyClub from Motionsoft, Inc. HealthLogic includes individual and group reports that assess members’ medical status, cancer risk, tobacco/alcohol use, exercise, nutrition, safety, and well-being. Custom questions and assessments can be added to gather additional data on prospects or members.

MyClub

MyClub is a self-service Website for club members, designed to enhance member-ship retention. It allows them to view their monthly billing statements, pay balances online, run their own facility usage report, purchase personal-training and package services, or update contact information. MyClub easily integrates into any existing club Website, maintaining its look and feel, and provides members with access anytime, from anywhere. Club manage-ment can grant or block access to any functionality; choose which items can be added to the “shopping cart” feature; and select what log-in ID members will use to uniquely identify themselves.

NATIoNAL FITNESS FINANCIAL

National Fitness Financial

Every club has one—a challenge that stands in the way of success. Whether it relates to software, billing, collections, POS/inventory tracking, member service, or retention issues, National Fitness Financial has the answers that can help make running a club easier than ever before. Utilizing the company’s exclusive eClub Success software package and outstanding menu of billing and collection services, club operators can focus even

more of their efforts on enhancing the overall member experience, creating a stronger, more profitable business, and resting assured that their money is where it’s supposed to be—in their bank account.

PARAMoUNT ACCEPTANCESEE OUR AD ON PAGE 80

Financing and Software Solutions

With Paramount’s ASP.NET SQL Server technology, clubs need only an Internet connection to achieve 24/7 access. The software suite includes an electronic contract writer; driver’s license, check, and credit-card readers for easy and accurate data entry; a maintenance log and task manager; corporate Web sales site; POS; employee time clock; childcare check-in and tracking; guest registry; session tracking; front desk monitor; and real-time reporting features. Additional services include automated payment processing, billing and invoicing, return resolution, marketing programs, and delinquent account collections. Para-mount’s customizable approach helps to improve a facility’s bottom line by providing instant updates on cumbersome and redundant tasks.

QUANCoMM, INC.

QClub

QClub is a club-management application designed and built for multi-site club organizations, whether owned, managed, or franchised. At its core is a GAAP-com-pliant accounting system that automates revenue deferral and recognition for member dues, services, and prepaid packages. Comprehensive business rule definitions enable virtually any employee to process member enrollments, changes, freezes, cancellations, and renewals while ensuring adherence to the club’s

policies. Member billing and payment processing, including POS credit cards, are automated and fully integrated. Modules include Front Desk Check-in, Point of Sale, Scheduling, and Session Package Management. QClub can be integrated with QCRM for advanced capabilities.

QComp

QComp is a companion application to QClub. It provides extended reporting capabilities as well as compensation management. QComp enables clubs to monitor and maintain sales quotas, commissions, and bonuses for their sales and fitness teams, and can be interfaced with payroll and time clock systems.

QCRM

QuanComm provides comprehensive Customer Relationship Management (CRM) software for health and fitness facilities. QCRM is based on Sage CRM, an award-winning wireless Internet-based application. QuanComm has expanded and tailored it specifically for health and fitness clubs, and fully integrated it with QClub, QuanComm’s enterprise club-management solution. QCRM encompasses sales prospecting, customer care, market-ing, and workflow automation, utilizing established best-practice procedures.

RETENTIoN MANAGEMENT

Retention Management

Harness the power of e-mail with Retention Management’s fully automated attendance-based service, which connects health clubs with their members to keep them engaged, improve awareness of club services, and increase net member growth. The company’s all-inclusive program

provides comprehensive member com-munication services, including identification and analysis of individual member usage patterns; personalized, attendance-based e-mails that encourage visits; automatic, intuitive attrition defense systems that target low and non-users; and marketing broadcast e-mails to promote member services and drive non-dues revenue.

SHAPE.NET SoFTWARE

Club-management Software

SHAPE.NET provides a Web-based club-management software system. Functions include: personal training management, membership management, EFT, training and class scheduler, fitness assessments, digital contracts, collections, check-in (fingerprint and key tag), point of sale, member and trainer log-in access, videos featuring instructional exercises, and prospect and retention management. Providing Web-based technology since 2002, SHAPE.NET is ideally suited to health clubs, wellness centers, and personal trainers.

SPECTRUM FITNESS SERVICES

24/7 Access System

Spectrum Fitness Services is a leader in key club conversions and has provided technical products and services to the commercial fitness industry for over a decade. Spectrum offers all the technical products required to run a succesful key club, including access systems, digital surveillance equipment, panic button systems, and tailgate detection systems. All of Spectrum’s systems are designed specifically to be easily installed by do- it-yourselfers, and toll-free installation assistance is included with every product





purchased. Spectrum’s customers will also qualify for business insurance for this unique type of facility at excellent rates.Manufacturer’s list price: $995.00

Tailgate Detection Systems

Tailgate detection systems help operators of 24/7 access health clubs ensure that only valid members enter their facility. The systems monitor the doorway and signal an alarm if more than one member enters on a single card swipe. Club owners can choose to configure the device to cause their surveillance system to record the incident, or the system can be set to automatically notify the club owner by e-mail if an alarm event occurs.Manufacturer’s list price: $1,495.00

TECHNoGYMSEE OUR AD ON THE BACK COVER

Wellness System

The TECHNOGYM Wellness System is the only customer-relationship-management (CRM) platform that combines TECHNOGYM equipment with training management, easy-to-use applications software, cutting-edge electronics, and a fitness facility’s own staff to produce impressive results. The Wellness System provides customized and/or preprogrammed workouts, which employ accountability and exercise feedback to keep members motivated. A wireless Smartkey hosts the user’s pro-gram and connects with Wellness System components, including cardiovascular machines, strength equipment, and feedback stations. Personal trainers and facility staff can monitor member compliance, attendance, and interests

to increase utilization and retention. Members can monitor their own workout progress at in-club kiosks or online.

Wellness System Contact Manager

The Wellness System Contact Manager component is a handy application that helps fitness facilities keep in close touch with their members. Among its capabilities: identifying members who have joined in the preceding two months; ones due to renew; and ones requiring assistance. Contact Manager also suggests tasks based on membership types, which the club can prioritize and personalize by making use of a color-coded alert system. The software provides a range of information about each member, and can communicate with them directly via e-mail or text messages. Staff can confidently keep track of, and personally attend to, every member.

TWIN oAKS SoFTWARE DEVELoPMENT, INC.

Integrated Billing and Club-Management Software

Twin Oaks offers reliable, affordable, and secure EFT billing. Certified as CISP-compliant, the company provides structured all-data storage and processing to safe-guard members’ information. All monthly billing clients receive full-featured, easy-to-use software; integrated member services and receivables management; unlimited technical support; and all upgrades and training. Software features include reciprocal club check-in with data-sharing capabilities; integrated member e-mail communication; touch-screen point-of-sale with personal-training and gift-certificate tracking; integrated booking and sched-

uling; and numerous reports. In addition, iSoftware plug-ins allow clubs and members to control information over the Internet, including complete browser-based file and member management; online booking; and top-level reporting.

VISUAL FITNESS PLANNER

Visual Fitness Planner

The Visual Fitness Planner (VFP) is a turnkey system that allows clubs to market to and capture new members while introducing them to healthy-life-style behaviors. The dynamic, visually powerful software technology automates existing sales, marketing, and orientation systems. It also calculates individuals’ health risk for diseases; predicts their true “health age;” creates a 3-D image of what their body will look like once they achieve their goals; and calculates how long it will take them to do so. Among VFP’s other features: auto e-mail; paperless contract generation; automated sales summary; complete fitness assessment; member-education platform; lifestyle calculator; and before-and-after imaging.

VoLo INNoVATIoNS

Volo Innovations

Volo offers online scheduling and business management software that allows users to collect and organize all of their vital business information in one integrated place. This includes: employee information, member profiles, services, classes, appointment schedules, staffing, invoices, and payroll. It’s easy to use, safe, and secure, and eliminates the possibility for error, lost revenue, and missed opportunities. Designed by experienced fitness industry experts, Volo is ideal for professionals at every level, from independent trainers to managers of multi-location club companies.Manufacturer’s list price: $50.00

| Innovations | FIT Extra

WELLWoRKS

Wellworks Centre

Wellworks Centre provides e-commerce, e-mail marketing, and business-man-agement software solutions for health clubs. This integrated software suite is designed to work intuitively in the same way that a health club’s business works, providing all of the necessary software-management tools at an affordable price. Clubs are invited to try Wellworks Centre free for 30 days.Manufacturer’s list price: $500.00

XPIRoN, INC.

BookNow

Xpiron provides online booking and communication services to more than 200 health clubs in North America. Xpiron BookNow helps clubs increase non-dues revenue and boost utilization by providing self-booking access to club members. Plus, XpironMedia delivers marketing campaigns within BookNow, which enables club owners and operators to cross-promote products, services, and events to members during the booking process. By combining BookNow and XpironMedia, facilities can maximize each member’s club usage.


| Innovations | BuyersMart

Special Advertising Section

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 10 years, SFIC has been IHRSA’s 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. SFIC works with financially strong, A Rated carriers including SafeCo, Liberty Mutual, CNA, Hartford and Philadelphia.

» At Sports & Fitness Insurance our service and commitment ensure you a perfect fit. Contact us at Post Office Box 1967, Madison, MS 39130-1967 800-844-0536, ext. 2222 or 2252; 601-898-8464; 601-707-1037 (fax) [email protected]; www.sportsfitness.com

»

SPOTLIGHT


®

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.




Aeromat/EcoWise Fitness Products

ASF International CI Solutions

CSI Software

A-1 Textiles

CYBEX International, Inc.

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.

CSI Software is a leading provider of membership management software and services designed for health and fitness clubs, campus recreation centers, wellness centers, JCC/ YMCA/YWCA organizations, and parks and recreation departments.

CSI’s product, Spectrum NG, is designed to allow information workers to drive greater business success. Leveraging Microsoft.NET and SQL Server, Spectrum NG expands on the benefits of our previous products and remains an integrated set of programs designed to empower people to get better results more quickly.

» For more information visit www.csisoftwareusa.com or call 800-247-3431.

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

Page Advertiser

92 » A-1 Textiles www.a1athletictowels.com | 800-351-1819

92 » Aeromat/EcoWise Fitness Products www.aeromats.com | 877-278-6158

92 » ASF International www.asfinternational.com | 800-227-3859

92 » CI Solutions www.cisolutions.biz | 800-599-7385

92 » CSI Software www.csisoftwareusa.com | 800-247-3431

92 » CYBEX International, Inc. www.cybexinternational.com | 508-533-4300

Page Advertiser

92 » HEX Tanning www.hextanning.com | 800-556-3201

93 » Iron Grip Barbell Company www.irongrip.com | 800-664-4766

91 » Sports & Fitness Insurance Corporation www.sportsfitness.com | 800-844-0536

93 » Supreme Audio, Inc. www.supremeaudio.com | 800-445-7398

93 » Tune Belt, Inc. www.tunebelt.com | 800-860-1175

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.

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.





Iron Grip Barbell Company

Supreme Audio, Inc. Tune Belt, Inc.

HEX Tanning

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

| IHRSA Report | Club Advisor

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IHRSA Report

First Set 97 | In Brief 98 | Club Advisor 100 | Success by Association 102 Association News 105 | Calendar 111 | Coming Soon 111

FitnessRX January is Family Fit Lifestyle Month, which reminds us of the manifold benefits that family-oriented sports and fitness activities provide. Among them: better health, greater vitality, enhanced mental outlook, improved performance, more rewarding personal interaction… and, oh yes, everyone has a lot more fun! —|

| 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

®


Reciprocity, Augie Nieto’s new book, explores the implications of what anthropologists refer to as the web of obligation—the inclination by individuals to respond in kind to others’ acts of generosity. Augie, best known for his role at Life Fitness, defines reciprocity. This month, I lend “First Set” to him to discuss his greatest gift:

“Four years ago, I was diagnosed with amyotrophic lateral sclerosis, also known as Lou Gehrig’s disease. Its cause has resisted medical inquiry, and no effective therapy exists. Once I’d grappled with my initial despair, I decided to devote my remaining time and energy to bringing more funding and a new sense of urgency to the pursuit for a cure.

“My wife, Lynne, and I founded Augie’s Quest, a cure-driven initiative that’s affiliated with the Muscular Dystrophy Association (MDA). Since I was both a fund-raising and research neophyte, I fell back on my business instincts to help guide the organization through its formative stages.

“In my corporate life, I’d been a student of the power of reciprocity in all its forms. At Life Fitness, we believed that it was wiser and more efficient to keep an old customer than to search for a new one. To that end, we guaranteed every product we sold, no questions asked; and I made a point of closing deals and cementing sales with my personal assurance and a handshake. I wanted our customers to trust me, to trust my company, and to trust our brand.

“Augie’s Quest was a new venue, but the old rules still applied. Our goal was to raise millions of dollars to create a new, faster research model that took advantage of the latest medical technology. The donors, I decided, would be treated like investors, and the patients, like customers. All of the money raised would go directly to medical research with no set-asides for overhead, and our books would be open to everyone.

“Augie’s Quest has flourished since its creation, in large part because of donations from industry operators who’ve built philanthropy into their club’s DNA. We’ve raised almost $18 million in three short years!

“I urge IHRSA’s entire membership to attend its 28th Annual International Convention and Trade Show in March, and, in particular, my 4th annual BASH on March 19. It will introduce you to the concept of Reciprocity in a visceral way, making you both laugh and cry. Most importantly, it will give you a chance to make a real difference in the world!” —Augie Nieto —|

– Gene LaMott, [email protected]

The Photo G

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Gene LaMott IHRSA Chairperson

Augie NietoHas the Stage

Augie Nieto

| IHRSA Report | In Brief

Prevention is a Positive Policy

During the recent presidential campaign, it became abundantly clear that healthcare is a top priority for Americans. According to polls, six out of 10 voters said they were “very concerned” that chronic diseases are “a major driver of healthcare costs, accounting for more than 75 cents of every dollar we spend on healthcare in this country.”

When discussing potential solutions to the healthcare crisis, prevention becomes a familiar refrain. For seniors, prevention is especially important, since this cohort is among the most susceptible to chronic disease. IHRSA’s Public Policy team strongly supports sound government policy that addresses the rising cost of healthcare through an increased focus on prevention.

Recently, the importance of encouraging seniors to become active has received greater attention from individual states and the federal government. In October, the U.S. Department of Health & Human Services released the Physical Activity Guidelines for Americans. The guidelines, which are the most extensive and sci-entifically-based of their kind, make specific recommendations about the amount and type of aerobic and muscle-strengthening exercise that Americans should be undertaking to lead a healthy lifestyle. Americans over the age of 65— particu-larly those who are currently inactive—are a special focus of the guidelines. Given this group’s increased risk of falls, an emphasis on balance training is included. While the guidelines don’t specifically recommend membership to a health club, they do expound extensively on strength training and safety. Both are areas where clubs can utilize their expertise to increase their membership base.

One government program that continues to find success among older Americans is the SilverSneakers Program; it’s available, at no additional cost, to aging adults who participate in certain Medicare plans. The program is designed to encourage physical activity among seniors, improve their health, and decrease costly medical bills. It offers a series of exercise programs, designed exclusively for older adults,

that enhance cardiovascular health, strength training, flexibility, and general well being. In addition to the customized classes, SilverSneakers members

receive a free fitness center membership, with access to any participating center while traveling; health education seminars; and a trained

senior advisor.SilverSneakers has garnered success at IHRSA clubs across

the country, and serves as an example of the popularity and value of senior-specific health club programming. The results of two studies released this fall demonstrated that participants had lower healthcare costs and a 29% lower likelihood of hospitalization.

State governments are also continuing to expand support for physical activity for the senior population. In New Jersey,

Senate Bill 220 would create a gross income tax credit on health club membership dues for residents age 55 and older. The credit would be for 10% of the total amount paid to a health club, up to $100. In addition to facilitating higher club membership, the bill serves as a model of sound government policy. In written testimony presented at a committee hearing in October, IHRSA President and CEO Joe Moore praised the bill, adding that it would “encourage seniors to live more productive, healthy and fulfilling lives.” During the hearing, the committee released the bill and it was sent to the full Senate for a vote. [At press time, no further information was available on the status of this bill.]. —|

To learn more about the Physical Activity Guidelines, log on to www.ihrsa.org/pageguidelines


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| IHRSA Report | Club Advisor

Gearing Up to Lose It!By Patricia Amend

Don’t do it alone. Instead, involve as many staff members as possible to generate excitement in your club and encourage members to join the program, stay with it, and complete it. “Nothing is more important than asking people to participate,” says Samantha Merchant, fitness director at The Works Family Health & Fitness Center, a 70,000- square-foot, 9,000-member club owned by Wentworth- Douglass Hospital in Somersworth, New Hampshire.

In 2008, Merchant enlisted the club’s group-exercise instructors, personal trainers, and sales staff to “talk up” I Lost It at the Club. She also appointed 15 team captains from the staff, each of whom recruited and motivated groups of 10 to 20 members.

Keep pushing it: Merchant promoted the event in as many ways as she could think of—by placing notices on a large bulletin board on the fitness floor, by making hourly announcements, and by sending out reminders and updates via the club’s electronic newsletter. As a result, 130 members completed the program, losing more than 800 pounds and 266.5 inches from their waists, collectively, during the eight-week period.

Make weigh-ins convenient: After running the program in 2007, Sue May, program director at the 56,000- square-foot, 6,000-member Gold’s Gym in Bloomington, Illinois, changed the way she conducted weigh-ins in 2008.

“The first year I did them on Mondays only. I heard so many comments about Monday being the hardest day that I switched to Thursdays in year two. Then I received comments that the Monday weigh-ins made participants more accountable on the weekend, so I changed the schedule again, making weigh-ins available on Monday and Thursday—their choice. This option

allows more people to participate, since some only work out on Monday, Wednesday, and Friday, or Tuesday, Thursday, and Saturday, or some combination.”

Create a friendly competition. Some clubs that have offered I Lost It at the Club repeatedly throughout its four-year history have enjoyed great success by modeling the program after TV’s highly popular The Biggest Loser reality show competition. They organize members into teams, each with their own unique names, and then affix posters of each team on the walls for all to see. The posters include photos of team members and their results, which are tallied each week.

Other clubs have created “activity bingo” games, which encourage members to take new classes or complete a designated number of workouts during the week, using a bingo card to track their efforts. When they score bingo, they become eligible to enter drawings for a range of small prizes—club T-shirts, water bottles, guest membership passes, or other items. Such events help keep member interest and participation high.

Celebrate member success: Encouraging words are especially motivating, says Gold’s Gym member Catherine Reynolds, 36, who lost 31.9 pounds, 11.3% of her body weight, and 7.5 inches in 2008. “As the program went on, the members of my cheering section grew—from the front desk staff to the group instructors. This acknowledgement increased my desire to be accountable, which made me work harder. I achieved my objective last year. I have 40 more pounds to go and I hope to reach that goal before this spring. 2009 I Lost It at the Club, here I come!” —|

– Patricia Amend; [email protected]

The current financial crisis may, believe it or not, have a silver lining for clubs. People are now seeking advice on many topics—including their lifestyles. That’s perfect timing for IHRSA’s I Lost It at the Club program (January 5- March 2), which provides exercise instruction, motivation, and inspiration to help members lose weight in the New Year.

Use these suggestions to capitalize on that desire and deliver a successful program:


| IHRSA Report | Success by Association


Since high school, Geof Eng has been on an upward track toward fitness industry leadership. He learned the ropes by gaining hands-on experience at every level—from personal trainer, to membership director, to director of operations, and other positions in between. With IHRSA’s guidance and assistance, Eng has since achieved “success by association,” emerging as the owner of the Grand Health & Racquet Club in Tulsa, Oklahoma.

“Now, as an owner/operator, I can really put myself in any post at the club and know how it feels because I have experience in every area,” he tells CBI.

Along the way, Eng says he’s always been humble enough to look to the experts, namely IHRSA, for advice and assistance. “I realized that I didn’t have all the answers. I was fortunate enough to understand that I’d better surround myself with people who did have the necessary expertise.”

Eng’s career in the fitness industry began at a New England Health and Racquet Club, in Newington, Connecticut, where he was responsible for general maintenance, greeting members, and cleaning equipment and locker rooms. After earning a degree in sports medicine from the University of West Florida, where he also served as a personal trainer, his next stop was at the Worldgate Athletic Club in Herndon, Virginia (now Worldgate Sport & Health). He worked as a personal trainer, fitness instructor, and ultimately, fitness director, and his clients included several Washington Redskins football players.

While there, Eng launched his first entrepreneurial venture, founding Explosive Performance, Inc., a sports-specific training facility that he ran on-site at Worldgate. When he left, in 1996, to work for the Ranch Health Club, in Dallas, Texas, as director of personal training, Eng sold Explosive Performance to Worldgate.

At Ranch—where Eng’s clients included members of the Dallas Cowboys football team—he assumed the role of director of operations. From there, he moved on to the position of membership/ operations director of the White Rock Athletic Club, also in Dallas, in order to obtain some membership-selling experience.

In 2000, Eng and his wife, Cassy, opened the 20,000-square-foot Grand Health Club. They purchased an adjacent tennis club four years later, combining the businesses. Grand Health & Racquet Club, now a 78,000-square-foot health, wellness, and tennis facility on eight-plus acres, generates more than $4 million in revenues a year.

All the while, over the years, Eng has attended IHRSA conventions and trade shows to learn as much as possible about industry products and innovations. He’s been an IHRSA member since 1999, when Grand Health was incorporated.

“IHRSA has provided me with a lot of useful information,” Eng says. “The association has been a valuable resource. It provides all the tools a club owner could possibly want.”

In particular, Eng has benefited from of a number of IHRSA’s many publications. Each year, for example, he looks forward to Profiles of Success for its information on department structure and member retention. He also turns to the annual Employee Compensation and Benefits Report. “It’s extremely helpful in terms of recruiting new staff, remaining competitive with respect to positions, and controlling expenses,” he points out.

In addition, Eng takes advantage of IHRSA’s service of customizing its Get Active! magazine for members. “It’s a great resource,” he says. “We can put our logo on the magazine and distribute it to members. It looks like it’s our own magazine.” Eng also stays up to date with CBI magazine and IHRSA’s regular e-reviews and legislative updates.

Grand Health & Racquet cardio complex

A Grand StrategyThroughout his career, this industry pro has excelled via ‘Success by Association’

By Lesley Mahoney

| IHRSA Report | Success by Association


He continues to attend IHRSA’s trade shows and conventions, and has even served as a speaker. Over the years, he’s been inspired by many of the keynote and featured speakers, including former New York City Mayor and presidential candidate Rudy Giuliani, basketball broadcaster Dick Vitale, and journalist Bob Woodruff. He’s also been impressed by industry guru Michael Scott Scudder, whom Eng values for his perspective on the “state of the industry.”

Since he became a business owner, Eng has shifted his focus at IHRSA events. Earlier in his career, he devoted much of his time to listening to speakers and educating himself about critical operational issues, such as member retention. These days, he’s most interested in checking out the latest products on display on the trade show floor. “For me,the trade shows are just huge,” he says. “The primary reason I go now is to find out about new software, equipment, and services; to learn what we can add to make our offering better; and to identify what we can utilize to deliver better member services.”

In fact, at one IHRSA show, Eng interviewed several billing companies that were exhibiting and, ultimately, selected ABC Financial Services, Inc. At another, he chose his club’s fitness-assessment software, FitnessAge. “I’ve also met with several

equipment manufacturers that we’ve since purchased equipment from, including Precor, Nautilus, FreeMotion, Cybex, Paramount, Iron Grip, Star Trac, Strive, Balanced Body, and Peak Pilates,” he explains. He’s also spent time with fitness- amenities companies, Website providers, and sporting goods sup-pliers, among others.

Eng is pleased to be an IHRSA mem-ber, and his business trajectory testifies to his having achieved true success by association. From the publications, to the r e g u l a r e - m a i l dispatches, to the conventions and trade shows, he sums up his experience like this: “IHRSA does a wonderful job of communicating a wealth of valuable information in a wide variety of ways.” —|

Grand Health’s great tennis acquisition

Geof Eng


| IHRSA Report | Member News

Since 1981, CheckFree Health & Fitness, with headquarters in Webster, Texas, has been creating software and services designed to meet the operational, financial, and member-ship-management needs of club operators.

Today, the company provides thousands of facilities, worldwide, with club-management software, transaction processing, and outsourced member-billing and data-management services.

In 2005, the firm flexed its considerable financial muscle, concluding an all-cash deal to acquire a com-petitor, Aphelion, Inc. Since the purchase, explains Ron Poliseno, CheckFree’s director of client development, the company has added some 1,500 clients (equivalent to about 3,500 clubs) and extended its reach into more than 12 new countries. That kind of success doesn’t go unnoticed—in December 2007, CheckFree was acquired by Fiserv, Inc. (NASDAQ: FISV), a Fortune 500 company based in Brookfield, Wisconsin, that provides information-management and electronic-commerce systems and services to the financial and insurance sectors. Poliseno spoke with CBI about how CheckFree’s size, strength, and longevity help make it an industry leader.

Strengths “Our size and penetration in the industry have provided stability and ongoing, long-term service to our customers,” observes Poliseno, “but it also gives us a strong competitive edge. The acquisition of Aphelion, which combined the industry knowledge of both companies, has allowed us to build our best product to date, CheckFree Compete. We’ve put our experience and market position to work for our clients, providing them with a unique opportunity to realistically appraise how they stack up against the competition. For example, our Monthly Metric tool takes data from more than 7,500 clients and their active members—including stats on attrition, club usage, point of sale, expense management, billed versus collected, and aged receivables—to construct reports that let our clients perform comparative analyses based on their geographic locations. And we’ll only improve on those capabilities,” he explains. “Since the Fiserv acquisition, we’ve added development resources, and we’re now working with industry partners to extract information from their databases that will make the system even more robust.”

Opportunities “We’re now focusing on clubs that require full service, which includes software, EFT processing, and outsourced billing and collections services; alternative markets, such as universities and wellness centers; and our international business,” notes Poliseno. “We’re looking to accelerate our global expansion—for example, we now have an office in Wokingham, England, that serves our Eurasian clients—while, at the same time, maintaining a strong focus on the U.S. health and fitness club midmarket.

“We actually view the current economy as working for us,” he reflects. “It provides challenges for businesses of all types, which makes EFT processing, technology and software, and outsourced billing and collections services even more important in terms of a club’s cash flow and expense control. The economy is driving demand for our products. The fact that we’re currently signing up more than 50 new club clients a month is a clear indicator of that need.” —|

Full Disclosure CheckFree

Pro Forma CheckFree Health & Fitness

Year founded: 1981

2007 revenues: approximately $4 billion (for Fiserv; CheckFree not broken out)

Number of employees: 142

Number of clients: 7,500 in 54 countries

Striking GoldAt IHRSA’s 28th Annual International Convention and Trade Show in San Francisco, March 16-19, CheckFree will introduce its new CheckFree Compete Gold product. “It will enable clubs of all sizes to offer multiple contract types, with multiple pay-ment options,” explains Ron Poliseno, the company’s director of client develop-ment. “The system will also allow users to access Club IQ, a true business intelli-gence tool.”

Club IQ, a Web-based application, provides users with an Executive Dashboard that allows them to track goals ver-sus actual/monthly projections, and conduct daily and monthly reporting, dues reporting, and retention analyses.

Some of the other benefits of the CheckFree Compete Gold package include: a scalable architecture that can grow as clubs add new members and, even, locations; a more secure infrastructure, with built-in protection for members from identity theft and fraud, and automatic regulatory compliance for the business; and overall ease of use that ensures more of its applications will be used. —|

Ron Poliseno


DanceSport Fitness

u DanceSport Fitness’ mantra is “Real Fitness by Real Dancers.” Real fitness represents the science behind each product and the physiological improvement that individuals experience by following DanceSport Fitness’ programs. It also refers to the focus on muscles engaged during dance movements and the emphasis on the muscles that propel dancers to peak performance. The initial workout, Core Rhythms, created by Jaana Kunitz, a 10-time international Latin champion, and Julia Powers, a 12-time U.S. Rhythm champion, combines core exercise with Latin dance movements in an energetic style that improves core strength, muscle tone, and cardiovascular endurance. Smooth and swing-dance-fitness products are in production. For more information, contact the company at 15455 N. Greenway-Hayden Loop Road., Ste. C-1, Scottsdale, AZ 85260; 480-222-0519; 480-348-3484 (FAX); www.dancesportfitness.net. —|

Infotrade Media Co., Ltd.

u Infotrade Media Co., Ltd., publishes numerous international buyers’ guides in a wide range of fields, including sports and fitness accessories. The Sports Trader provides a wealth of information and business opportunities to worldwide buyers, suppliers, and manufacturers, and is being distributed in 2009 at key

ASSOCIAtE PROFILES

American Council on Exerciseu The American Council on Exercise (ACE), a nonprofit fitness education and certi-fication provider, has been invited to become a member of the NSF Joint Committee on Health Fitness Facility Standards. NSF International is a not-for-profit organization that addresses standards development, product certification, education, and risk-management for public health and safety. The Joint Committee is comprised of a diverse group of individuals involved in the user, regulatory/public health, industry, and medicine/health sectors; ACE Vice President of Operations Graham Meistrand is a representative in the regulatory/public health sector. In development are new facility accreditation standards that will contain recommendations on various components of facility design. “We’re pleased to help promote a high level of safety and accountability for fitness professionals and the facilities that they work in,” notes Meistrand. —|

Body Bar Systemsu Body Bar Systems, creator of the Body Bar product line, has expanded its distribution efforts to Russia by naming Mfitness in Moscow its exclusive distributor. Mfitness provides a variety of equipment from American brands to health clubs. “MFitness is the perfect company to profitably extend the Body Bar brand throughout Russia,” explains Timothy Riley, the managing director of Body Bar Systems. As part of the new agreement, representatives from Body Bar Systems conducted several training sessions at the Moscow International Fitness Festival, and presented an educational workshop at Planet Fitness in Moscow. Today, Body Bars are used in more than 20,000 clubs, personal training studios, physical therapy centers, spas, military bases, high schools, colleges, and homes worldwide. —|

CSI Softwareu Fitness Formula has selected Spectrum NG by CSI Software as its new club-management system for its nine upscale health clubs in the Chicago area. “I’m looking forward to Spectrum NG’s ability to streamline our operations, improve employee efficiency, and provide better service to our customers,” says Brian Singleton, the director of finance at Fitness Formula. This fully integrated, single-source solution eliminates numerous disparate systems at Fitness Formula, which reports annual revenues of more than $30 million. —|

DMX, Inc. u DMX, Inc., a leader in creating full sensory branding experiences, has named Mitchell Abrams its senior vice president of sales for the western and central U.S. regions. With more than 20 years of management and sales experience, Abrams most recently served as the lead sales strategist and business development executive for Butler International, in Chicago. Previously, he was

general manager and managing director of TVConsulting Group in the Chicago area, and he spent more than a decade in various executive-level sales and sales-management positions at MCI Communications Corp., in Chicago. “Mitch is an invaluable asset to the DMX team,” says John Cullen, the president of DMX.

ASSOCIAtE NEwS


DanceSportF I T N E S S

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REAL FITNESS BY REAL DANCERS

Body Bar expands

Mitchell Abrams



global trade shows, including the IHRSA’s 28th Annual International Convention and Trade Show, among others. The Infotrade professionals have more than 30 years of international trade advertising experi-ence, and have established long-term relationships with customers. For more information, contact the company at No. 508, Sec. 3; Wen Hsin Road; Situn Dist.; Taichung City, 40753; Taiwan; 886-42-249-2199; 886-42-249-2197 (FAX); www.imb2b.com. —|

< ASSOCIAtE PROFILES

Working from DMX’s Oak Brook, Illinois, office, Abrams is responsible for driving business growth, supporting customer goals, developing account teams, and implementing account and territory plans in a 25-state region. —|

Expresso Fitnessu Expresso Fitness, a developer of interactive, Web-enabled cardio fitness systems for commercial health clubs, has appointed Chris Scott as vice president of business development, responsible for developing and managing the growth of digital advertising. Previously, Scott served as the vice president of business develop-ment at VoloMedia, Inc., where he executed strategic partnerships with premier online publishers and content delivery networks. He also led an initiative to launch the first brand advertising on the Ecast Network, a large interactive media network of digital jukeboxes in more than 10,000 locations. “The powerful combination of Chris’ knowledge with Expresso’s advanced, Web-enabled capabilities will open doors for advertisers to directly engage with consumers on LCD screens and interactive platforms,” remarks Brian Button,the CEO and president of Expresso.

< ASSOCIAtE NEwS

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Chris Scott


FitRewards, LLC u Rachel O’Holla has joined FitRewards, LLC, the member-appre-ciation program, as program consultant, where she educates the industry on the benefits and performance of reward and loyalty programs for health club members and employees.

O’Holla comes to FitRewards with a background in sales and marketing, having served as an operations and marketing manager at various health clubs throughout the U.S. Most recently, she worked in sales and then as the marketing manager at Snap Fitness, in San Diego, California. O’Holla graduated from the University of Delaware with a B.S. in health behavior management and fitness management. —|

Matrix Fitness Systemsu Gold’s Gyms of Los Angeles, a chain of five clubs in California, has selected Matrix Fitness Systems cardiovascular equip-ment for three of its locations. “The Matrix machines are easy to use and very sexy looking,” says Angel Banos, the CEO of Gold’s Gyms of Los Angeles. “They’re extremely durable and reliable, which is what we need, given that our health clubs are among the busiest in the country.” Banos also cited his organization’s confidence in Matrix’s parent company, Johnson Health Tech North America Corp., as an important part of the decision to purchase Matrix machines. The newly renovated Los Angeles Gold’s facility will feature all Matrix cardio equipment, and it will be the predominant brand in two other clubs, with locations still being determined. —|

Octane Fitnessu Congratulations to equipment manufacturer Octane Fitness, which, for the second consecutive year, earned the designation of the best supplier in the fitness industry, and, for the fourth consecutive year, was named the top-selling brand of elliptical cross trainers in the sixth annual Specialty News (SNEWS) 2008 Fitness

Retailer Survey. Octane led the pack among 22 fitness equipment suppliers that survey participants listed, with many specifically lauding the company’s “great products.” Octane also dominated the popular and very competitive elliptical trainer category, which encompassed 30 brands, and was 5.6 percentage points ahead of the second-place winner. —|

Star Tracu Employees of Star Trac, the Irvine, California-based equipment manufacturer, teamed up with worldwide club company Fitness First for a London-to-Paris charity bike ride in September, covering a distance of 280 miles in record time to raise money for the British Heart Foundation (BHF). The 28-member Fitness First team, which also included employees from Precor, Life Fitness, and Matrix, knocked 2.5 hours off the previous record for the three-day cycling event. Prior to the ride, Star Trac had delivered NXT spin bikes to the homes of Fitness First senior managers to help them prepare. The challenge started at Crystal Palace in London and wound its way through beautiful English villages and tranquil French countryside, finishing at the Eiffel Tower, in Paris. —|

United States Professional Tennis Associationu The United States Professional Tennis Association (USPTA), the national association of tennis-teaching professionals, recently recognized tennis pro Alan Cutler, from Whittier, California, for making education a priority. Cutler, a USPTA Master Professional and the director of tennis for Playtennisforlife.info, earned the most continuing education credits (123) during 2007 in the organization’s Career Development Program. He’s a member of the National Advisory staff for HEAD/Penn, and holds two specialist degrees, one in High Performance and the other in Computers. Cutler is also the past president of the USPTA California Division and has spoken at many USPTA division conventions and World Conferences. His previous honors include the USPTA Industry Excellence Award, USPTA California Division Pro of the Year, and the USPTA California Division President’s Award. —|

Virgin HealthMilesu Virgin HealthMiles, a member of Sir Richard Branson’s Virgin Group, has announced that its incentive program is now being offered to all employees of the Commonwealth of Kentucky. The state has incorporated Virgin HealthMiles into its “Commonwealth’s Journey to Wellness” program. Commonwealth employees who join HealthMiles earn rewards for increasing their physical activity and improving their health, and stay motivated with monthly sweepstakes and challenges. Participants track their daily physical activities with a pedometer and upload their data to their own personal training program. “We’re taking the first steps to lower Kentucky’s high national adult obesity and chronic disease rates,” said Governor Steve Beshear. —|

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Star Trac-ing to ParisRachel O’Holla

Alan Cutler


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NEw MEMBERS

AlabamaANytIME FItNESS 9120 Airport Blvd.Ste. FMobile, AL 36608251-639-3556Mr. Tim Engfinger

CaliforniaBODy XCHANGE EXPRESS CLuB SOutHwESt2749 N. Calloway DriveSte. 530Bakersfield, CA 93312661-716-0200Mr. John Ovanessian

MOFFEtt tOwERS CLuB1080 Enterprise WaySunnyvale, CA 94089408-419-4730Ms. Stephanie Hammons

ColoradoMIRAMONt LIFEStyLE FItNESS2211 S. College Ave.Fort Collins, CO 80525Mr. Martin Johns

DelawarewORLD GyMP.O. Box 155Millsboro, DE 19966443-235-0337Mr. Steven Trader

GeorgiaANytIME FItNESS 2003 Liam DriveDacula, GA 30019770-236-8700Mr. Leo Penn

GOLD’S GyM 19 Millard Farmer Industrial Blvd.Newnan, GA 30263770-251-9909Mr. Scott Gaschler

IdahoANytIME FItNESS 301 Anderson RoadShelley, ID 83274208-357-7490Mr. Jerry Gregerson

IndianaANytIME FItNESS 620 E. Buckeye St.North Vernon, IN 47265812-953-3212Mr. Jeffrey O’Mara

GO PERFORMANCE AND FItNESS3231 N. Arlington Ave.Indianapolis, IN 46218317-281-2780Mr. Joe Kroll

ICE AtHLEtIC CENtER1526 Deer Run DriveMishawaka, IN 46545574-258-0204Mr. Ian Foley

LouisianaANytIME FItNESS 44200 Highway 445Robert, LA 70455-1990985-542-5744Ms. Tracie Spallino

ANytIME FItNESS 5505 Cameron St.Scott, LA 70583337-706-8221Mr. Shaan Duke

MassachusettsANytIME FItNESS 106D Main St.Medway, MA 02053508-533-3100Mr. Chris Charron

MichiganANytIME FItNESS761 S. Wayne RoadWestland, MI 48186-4364734-326-1550Mr. Mohan Paruchuri

MississippiANytIME FItNESS 2155 State Route 18Brandon, MS 39042601-946-8601Mr. David Roberts

NevadaANytIME FItNESS 11710 W. CharlestonSte. 130Las Vegas, NV 89148702-759-0024Mr. Mike Myers

New HampshireRED HILL GyM78 Whittier HighwayRoute 25Moultonborough, NH 03254603-253-7570Ms. Dianna Talkington

New MexicoALtON’S POwER BLOCK GyM *1300 N. Virginia Ave.Roswell, NM 88201575-623-5481Mr. Lucas Moreno

New YorkANytIME FItNESS 3939 State Route 281Cortland, NY 13045607-662-0313Ms. Christina Wayman

OhioANytIME FItNESS 5071 N. Hamilton RoadColumbus, OH 43230614-337-0500Mr. Jerry Clum

South CarolinaANytIME FItNESS 3621 Boiling Springs RoadBoiling Springs, SC 29316-6021864-266-0341Mr. Burt Saucier

TexasANytIME FItNESS 860 E. Renfro St.Burleson, TX 76028682-225-9212Mr. Jerome Golden

ANytIME FItNESS 540 10th St.Ste. 138Floresville, TX 78114210-287-5807Mr. Tim Smith

ICON wELLNESS CENtER & MEDICAL SPA250 Blossom St.Ste. 100Webster, TX 77598281-954-6021Dr. John Johnston

LAKESIDE COuNtRy CLuB100 Wilcrest DriveHouston, TX 77042281-497-2229Mr. Steve Hampton

VirginiaANytIME FItNESS 3177 Linden DriveBristol, VA 24202276-644-1180Ms. Kris Hartz

ANytIME FItNESS 7009 E. Manchester Blvd.Kingston, VA 22310703-822-9950Mr. Robert Chung

ANytIME FItNESS 16705 River Ridge Blvd.Woodbridge, VA 20121703-441-1800Mr. Robert Chung

WashingtonANytIME FItNESS 3276 Plaza Road N.W.Silverdale, WA 98383360-307-0444Mr. Christopher Carr

ANytIME FItNESS 710 Esther St.Vancouver, WA 98660360-635-5350Mr. John Pax

CanadaANytIME FItNESS1381 Victoria St. N.Kitchener, Ontario N2B 0A1519-569-7365Mr. Brian Bazely

GOLD’S GyM DIX306000 Rome Blvd., #300Brossard, Quebec J4Y 0B6450-445-1100Mr. Amir Khayami

MexicoSPORt CIty COyOACAN *Av. Miguel Angel de QuevedoNo. 279 Col. Romero deDelegacion Coyoacan, C.P. 04318Mexico(52) 555-3390-1080Mr. Rodrigo Echeguren

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.

SPORt CIty CuERNAvACA *Teloloapan No. 4 Col. VistaHermosaCuernavaca, Morelos C.P. 62290Mexico(55) 777-3180-908Mr. Humberto Martinez

SPORt CIty ENtENNA CD. CARMEN *Avenida Isla de Tris No. 20local No. 4 Col. AeropuertoCiudad del CarmenCampeche C.P. 24119Mexico(52) 938-1380-300Ms. Lilian Borjorquez

SPORt CIty ENtRENNA CuAutItLAN *Plaza San Marcos, esquina Av.Chalma Col. Jardines de la Hacienda Sur Carr.QueretaroMexico(52) 2472-0249Mr. Antonio Espinoza

SPORt CIty ENtRENNA ECAtEPEC *Av. Central esquina 1 deMayo Manzana 4, Lote 2, Sec. 1Ecatepc de Morelos, C.P. 55056Mexico(52) 555-8368-680Mr. Ramiro Padilla

SPORt CIty ENtRENNA GRAN SuR *Centro Comercial Gran SurLocal A, Av. Del Iman No.151 Col. Pedregal deCarrasco, C.P. 4700Mexico(52) 555-4861-799Mr. Juan Manuel Paulin

SPORt CIty ENtRENNA LINDAvIStA *Centro Comercial ParqueLindavista Loca SA - 13 nivelDeck de estacionamiento,Magdalena de las Salinas,Mexico(52) 555-7470-390Mr. Reynaldo Escobar

SPORt CIty GDL GALERIAS *Rafael Sancio No. 150Col. Residencial La EstanciaMunicipio de ZapopanJalisco C.P. 45030Mexico(52) 333-6733-746Mr. Humberto Rosas

SPORt CIty LEON *Av. Manuel J. ClouthierNo. 211 col Valle delCampestreLeon, Guanajuato C.P. 37150Mexico(52) 477-7810-033Mr. Jorge Regalado

SPORt CIty LOMAS vERDES *Av. Lomas Verdes No. 46Col. Santa Cruz AcatlanNaucalpan Estado de MX, C.P. 53150Mexico(52) 555-5601-255Ms. Rene Portillo

wOMENS wORKOut *Prol. Bosques de ReformaNo. 1813Col. Vista HermosaMexico, 05100Mexico(52) 525-900-89Mr. Oscar Torres —|



| IHRSA Report | Calendar


Save the date | 2009 IHRSA Events COMING SOON IN

u Super Bowl Spirit: Football legend Joe Montana provides a sneak preview of his IHRSA ’09 presentation

u Sales Check: Industry guru Casey Conrad explains how clubs are dealing with the economic downturn

u Diabetes Dilemma: IHRSA operators are designing programs to address a devastating health problem

u Blue No More: CBI’s expert explains how to avoid, or deal with, depression in the workplace

u Professional Pt: As states seek to regulate personal training, clubs search for an acceptable alternative

u Fitness Fancies: F.I.T. Extra catalogs the growing number of exciting Pilates and group-exercise options —|

CLuB BuSINESS INTERNATIONAL

Out of Shape by Stan Tran

MARCH 16-19IHRSA’s 28th Annual International Convention and Trade ShowSan Francisco, CAwww.ihrsa.org/convention

MAy7th Annual IHRSA Legislative SummitWashington, DCwww.ihrsa.org/summit

JuNE 1-54th Annual IHRSA UniversityBarcelona, Spain | IESE Business Schoolwww.ihrsa.org/university

AuGuStIHRSA Institute for Professional Club Managementwww.ihrsa.org/institute

OCtOBER 22-259th Annual IHRSA European CongressDublin, IrelandThe Burlington Hotelwww.ihrsa.org/congress

OCtOBER 29-3110th IHRSA/Fitness Brasil Latin American Conference & Trade ShowTransamerica Expo Center, Sao Paulo, Brazil www.ihrsa.org —|

2009 Industry Events

FEBRuARy 19-22IDEA Personal Trainer Institute Alexandria, Virginiawww.ideafit.com

MARCH 6-8Arnold Sports Festival Columbus, Ohiowww.arnoldexpo.com

APRIL 23-26IDEA Fitness Fusion Conference Rosemont, Illinois www.ideafit.com

MAy 20-24International Festival for Physical Culture and Sports Moscow, Russia

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 —|

To obtain complete details about, or to register for, all IHRSA events, log on to www.ihrsa.org/meetings..org

| Marketplace |


Products for Sale 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. EOEDo You Own Treadmills?Then You’ve Gotta See This.

www.GlideFitness.comClick the Puppy to Watch the Video

NO DOWNLOAD REQUIRED

Do you receive your own personal copy of CBI?

visit www.ihrsa.org/cbi to sign up for a subscription today!

Employee Benefit Highlights Include:

:: Life & Disability Coverage:: 401K & Contribution Match

:: Medical, Dental & Vision Insurance:: Training, Development & Advancement

Visit us at www.wellbridge.comor send your resume to

[email protected].

EXERCISE YOUR POTENTIAL.Continue your career path in thefitness industry with our team ofhighly motivated & well compensatedindustry professionals at one of our18 state-of-the-art athletic clubs &spas located in CO, FL, GA, MA, MD,MN, MO, NM & TX.

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

| Marketplace |


UrbanActive_708:FM ads 6/11/08 11:52 AM Page 1

visit www.ihrsa.org

GENERAL MANAGERS MEMBERSHIP DIRECTORS

Sport & Health Clubs, Washington DC’s premiere provider of over 20 multi-purpose health clubs, is looking for talented industry professionals to join our team!

We want DYNAMIC individuals who will build and develop teams; drive sales; implement and improve business tactics; foster member relations; and most importantly, make $$$!

Sport & Health offers competitive salaries, aggressive bonus & commission plans, a great benefits package, a 401(k) plan, ongoing training and long term career opportunities.

For a complete listing of our clubs and amenities, visit us at www.sportandhealth.com.

Send resume and salary requirements to [email protected].

visit www.ihrsastore.com

Consulting

If you’ve heard

Every excuse in the book

We have a new marketingcampaign that overcomes theexcuses prospects have fornot exercising and gets them toenthusiastically join your club!

888•349•4594www.clubads.com/everyexcuse

humorous & eye catching

adapts to any type of advertising

superb branding tool

appeals to all demographics

Works for referrals & former members

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.

the IHRSA Buyers’ Guide brings an

industry trade show right to your computer!

www.ihrsabuyersguide.com

| Ad Index |


Page Advertiser

59 » Aerobics and Fitness Association of America www.afaa.com | 800-446-2322

39 » Affiliated Acceptance Corporation www.affiliated.org | 800-233-8483

65 » American Council on Exercise www.acefitness.org | 800-825-3636

2 & 3 » ASF International www.asfinternational.com | 800-227-3859

73 » Balanced Body Pilates www.pilates.com | 800-745-2837

60 » BOSu by Fitness Quest, Inc. www.bosu.com | 800-497-8281

85 » BvE/Broadcastvision Entertainment www.broadcastvision.com | 888-330-4BVE

7 » CheckFree Corporation www.checkfreecompete.com | 800-242-9522

76 » Concept2 www.concept2.com | 800-245-5676

66 » Conexion LLC www.conexionllc.com | 800-780-0115

27 » CSI Software www.csisoftwareusa.com | 800-247-3431

Inside Front » CyBEX International, Inc. Cover & 1 www.cybexinternational.com | 508-533-4300

46 » EvERLASt made by ECORE International (formerly Dodge-Regupol) www.ecoreintl.com | 866-883-7780

99 » Expresso Fitness Corporation www.expresso.com | 888-528-8589

72 » Fitness Flooring www.fitnessfloors.com | 800-428-5306

74 » Gerstung www.gerstung.com | 800-922-3575

78 » Go Figure www.igofigure.com | 281-207-0018

87 » Gym wipes-2XL Corporation www.gymwipes.com | 888-977-3726

14 » Hampton Fitness www.hamptonfit.com | 805-339-9733

Inside Back » tHE INDOOR CyCLING GROuP, Cytech GmbH Cover www.indoorcycling.com | 49(0)911-54450

11 » Iron Grip Barbell Company www.irongrip.com | 800-664-4766

23 » Ivanko Barbell Company www.ivankobarbell.com | 310-514-1155

Page Advertiser

62 » Keiser www.keiser.com | 800-336-8133

24 » Les Mills International, Ltd. www.lesmillsusa.com | 888-669-8876

9 » Life Fitness www.lifefitness.com | 800-634-8637

81 » Linear Rubber Products www.rubbermats.com | 800-558-4040

French » Matrix Fitness Systems, Corp. Cover www.matrix-fitness.com | 866-693-4863

51 » Mondo uSA www.mondousa.com | 800-441-6645

13 » Motionsoft www.motionsoft.net | 800-829-4321

77 » National Academy of Sports Medicine www.nasm.org | 800-460-6276 x5501

28 » Nautilus www.nautilus.com | 800-NAUTILUS

16 » Octane Fitness www.octanefitness.com | 763-757-2662

75 » OPtP www.optp.com | 800-367-7393

80 » Paramount Acceptance www.paramountacceptance.com | 800-316-4444

19 » Precor Commercial Division www.precor.com | 800-786-8404

82 » Ready Care Industries www.readycare.com | 800-477-4283

87 » Salsbury Industries www.lockers.com | 800-562-5377

30 » SCIFIt www.scifit.com | 800-278-3933

82 » SofSurfaces , Inc. www.sofsurfaces.com | 800-263-2363

71 » SPORtSMItH www.sportsmith.net | 800-713-2880

5 & 90 » Star trac www.startrac.com | 800-228-6635

104 » tAItRA, taiwan External trade Development Council www.TaiSPO.com.tw | 886-2-2725-5200

Back Cover » tECHNOGyM www.technogymusa.com | 303-875-0306

45 » X-Force AB www.x-force.se | 46-8-753-02-29

Today, of course, all of that has changed for the better. A wealth of information is available about virtually every aspect of this business, and, I think I can honestly say, IHRSA can take credit for the lion’s share of it. Its surveys, studies, metrics, stats, reports, publications, books, DVDs, MP3s, and Internet links offer intelligence, and provide insights, that may prove essential to your club’s success.

But what good is that critical information… if you don’t know about it?

That, you may already have guessed, is the purpose of this installment of the “Last Rep.” I’d like to introduce you to some of what’s available.

IHRSA has an impressive ca ta log o f educat iona l resources that are authorita-tive, comprehensive, and regularly updated and revised. By simply logging on to www.ihrsastore.com, you can learn about, and easily order, the following valuable guides:

• The 2008 Profiles of Success: Compiled by IHRSA and Industry Insights, Inc., a research firm based in Columbus, Ohio, Profiles paints a detailed portrait of the North American club sector. It serves up the newest figures on scores of industry-wide factors (e.g., membership, utilization, market share), as well as club-specific matters (e.g., prices, operating benchmarks, profitability ratios, balance sheet results). This year, buyers can purchase either the entire report or one of its three main sections: Part 1: Executive Summary and Industry Outlook; Part 2: Membership Pricing, Payroll, and Facilities; or Part 3: Financial and Operating Performance.

• The 2008 IHRSA Employee Compensation & Benefits Report: The most comprehensive description of industry compensation and benefits practices ever assembled, this report is indispensable for club operators and human resources (HR) directors. In addition to exhaustive data on staffing—cross-referenced to every conceivable related factor—this year’s report offers a number of new features. Among them: a lively “roundtable discussion” of current HR challenges; information on educational standards; and online access to compensation stats for specific job titles.

• The 2008 IHRSA European Market Report: The most thorough and reliable source of data on the European fitness market, this report is valuable not only for club owners and industry suppliers, but also for banks, investors, governments, insurance companies, and researchers.

• The 2008 IHRSA Asia-Pacific Market Report: Produced by IHRSA and Deloitte, this publication provides baseline data and information on the individual markets in the Asia-Pacific community. New this year: an expanded fitness-trend section and information on more club types.

But, let me assure you, I’m barely scratching the surface. To get a full and accurate sense of the resources that are available to you right now, today, you really need to click on to www.ihrsastore.com and do a bit of leisurely browsing. To encourage you to invest a little time in your club’s growth and future success, let me make you an offer:

This month, take 10% off any IHRSA item—just indicate that I sent you by typing “JoeSentMe” as the coupon code. —|

– Joe Moore, [email protected]

| Last Rep |

Joe Moore IHRSA President & CEO

One Hundred Twenty MillionMembers by 2010

Tracy Pow

ell


When I got started in this business, little information was available about how to build or operate a health club; or employee compensation or benefits; or the scope of the industry. Most importantly, there was no industry association to ask for help. Not good! Not good!

time to Invest in Intelligence

january 2009 club business international

Documents