business sessions

Programming for profit and retention A1B
Laurie Cingle
The goal of programming is retention. Sandy presents a retention program based on a calendar of events, activities, and programs to keep your members active for a full year. Called the Wheel of Logical Progression, the program includes marketing procedures, scheduling techniques and training programs that can be applied to every department. From set-up to follow-up, take home specific programming principles to retain your members. L

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MANA’ – A values-based approach to business and leadership A1C
Steven Renata
Explore the essence of MANA’, a Maori term describing integrity. Focusing on MANA’s core values of power, respect and humility, Steven looks at case studies where this emerging model of leadership has been applied. By reviewing the fitness industry and the challenges it faces, you’ll learn how everyone who works within our industry can benefit from adopting this approach. L

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What’s the best PT model for your business? A1D
Dominic dos Remedios
Choosing the right PT model can be critical to your future business success; should you employ, sub contract, franchise or simply rent space to your trainers? Having grown a large scale franchised model, an employee model and more recently worked closely with independent studios, Dom analyses which model will best suit your business needs. A must-attend session if you are considering changing your PT model. L

Be a world class group fitness manager A1N
Michelle Dean
The Group Fitness Manager is the heart of every group exercise operation. A GFM with the passion, drive and vision to develop and lead a world-class team has the potential to become as important as a sales manager in any facility. Michelle reveals how the Les Mills GFM Leadership tools can help you create clarity, mobilise people into action and deliver world class assessments. L

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Use social media to grow your business A2B
Bryan O’Rourke
The best marketing is word-of-mouth! In this session you’ll learn how to adopt one of the most effective forms of word-of-mouth: social media. Join industry expert Bryan to learn how to increase your online presence and extend your network of customers and referral sources. Take home simple but effective secrets to leverage social media technologies and grow your fitness business. L

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Put the WOW into your branding and customer service A2C
Derek Barton
Whether you’re a single club owner or a multi-club owner, branding your company properly is the first step to attracting customers. Keeping them and turning them into ambassadors for your brand is all about great customer service. Whether yours is a low-cost model or full service club, join Derek to learn from successful companies that know the importance of great branding and the value of the customer’s experience. L

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Emerging models and proven strategies for every club A3B
Paul Brown
Join Paul as he delivers a selection of the best club ideas from around the globe. Examining varying club formats, marketing strategies, layout and design, he also explores differing service models along with a range of proven strategies that can be adapted to suit almost any size or style of club. Learn how to adopt strategies that appeal to you and how to compete head on with those that don’t. L

Special sales and communication skills for your staff A3C
Laurie Cingle
Retention is the key to increasing your bottom line and is based upon usage and participation, so every staff member must have the communication tools to ‘sell’ fitness to members every day. Join Sandy and learn how to communicate professionally with staff and members, create a positive response in seven seconds, ask the right questions and get the right answers, and get more people in your programs and classes than ever before. L

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Grow club profits from personal training A3D
Richard Beddie
Learn how different models for personal training in fitness facilities can affect your business. Detailing a successful model of a 250-member club supported by a dozen PTs, Richard shows you how to duplicate this success in your club and provides strategies for holding onto your number one retention tool – good trainers. L

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Critical health club KPIs A4B
Victor Brick
For many club owners, problems gauging the performance of their business arise from measuring the wrong key performance indicators. In this session Victor explains exactly what KPIs are, which KPIs you should track, what the industry baseline averages are for the critical KPIs, how to establish your KPI baselines and how you can use KPIs to get the results you desire. L

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Making MACRO management happen A4C
Nigel Champion
Most of us have aspirations to macro manage so we have the time to work on our businesses and not for them. However, amidst the day-to-day pressures of running our businesses we are often forced onto the micro management treadmill. So, what’s the secret to great macro management? Join Nigel, Network’s Director, to find out! L

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Top consumer trends in 2011 A4D
Simon Hall
We can only service and maintain our members if we know what they want. Using information gathered in the 2011 Australian & New Zealand Fitness Industry Survey, consumer trend reports and his own market awareness, Simon outlines the top consumer trends impacting the fitness industry in 2011. Walk away from this session with specific ideas you can immediately implement in your facility. L

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7 steps to running profitable group fitness events B1A
Steven Renata
Discover the power of group fitness events for your business. Join Steven to learn the 15 latest research trends in this field and how to plan group fitness events, taking inspiration from a case study of California’s biggest group fitness event of 2010. Covering everything from event registration and marketing tools, to event evaluations and the metrics that drive attendance and profit, take home the keys to accessing this revenue stream. L

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The secrets to dramatically increasing your sales B1B
Steve Jensen
Thousands of dollars are lost every day because of poor conversion processes. Why do some sales people excel while others struggle? Steve shows you how the most successful sales people see more prospects and make more sales by mastering the art of qualification. By implementing this essential skill, your staff will have the ability to take and make calls that dramatically increase your sales. L

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Successful wellness programming B1C
Laurie Cingle
As the orientation in the fitness industry shifts from purely ‘fitness’ to ‘wellness’, programming is needed to accommodate this change. Transitioning from fitness programming to wellness programming can be easily accomplished with proper knowledge, support and resources. Join Laurie to learn the difference between these programming modes, categories of wellness programs, how to establish a network of health care providers and specific wellness programs that can be easily implemented in your club. L

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How to determine your pricing strategy B2A
Victor Brick
What should you charge for club membership? With new, low-cost providers entering the market, the answer is ‘What the target audience think it is worth’ rather than ‘What the market will bear’. To determine what that is, Victor reveals the pros and cons of different pricing strategies, how to increase the perceived value of your membership without significantly increasing operational costs and how to become price competitive without reducing membership rates. L

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Put the WOW into your advertising B2B
Derek Barton
You spend hard earned money advertising your health club, but are you getting a return on your investment and are people talking about your ads? Nobody cares about advertising unless it affects them emotionally. Don’t waste your advertising dollars annoying people with the same old boring ads. Join Derek to learn from the companies that know how to make us love them just for their ads. L

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Why people don’t join gyms B2C
Justin Tamsett & panel
Join Justin and the panel as they share the modern day facts and fallacies of why people of various generations don’t embark on exercise programs. Discover the trends showing what we need to do to get non-exercisers into our fitness businesses. This unique session delivers profound insights to help develop your service and marketing strategies to better reach this market. PA

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Group fitness management: big, hairy and scary B2N
Michelle Dean
To reach your Big Hairy Audacious Goal of business growth you need to manage attendance, budget and profit targets and hit them every time. Group fitness makes up approximately 30% of club visits – does your club invest 30% of its time, effort and budget in group fitness? Learn from the success of Les Mills’ most profitable clubs to see your stats grow to 60% and beyond! A must-attend for all owners, managers and future GFMs. L

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Building high performance teams B3A
Terry Kew
What we consider possible or impossible is more about our beliefs than capabilities. This is what creates our boundaries and limits. Join Terry as he discusses what makes people work harder, what directs such behaviour, and how this behaviour is maintained. Learn how, by following these ‘laws of motivation and teambuilding’ and working with each individual in a highly effective way, you can build a high performance team. L

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Sales, sales... and even more sales! B3B
Annette Lackovic & Petar Lackovic
There’s no mistaking the aim of this super session! Do you want to know how to gain more members and clients and have them spend more money with you, more often? Join Petar and Annette as they draw on their combined 37 years of selling and consulting in the global fitness industry to guide you through their 16 greatest sales tips. L SS

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Branding impossible: create a personal or mega brand B3C
Greg Hurst
Your mission, should you accept it, is to build a business brand. Successful branding is often sought but seldom found. Branding can and should be simple. Individual trainer or large club, the principles are the same. Join Greg as he introduces the branding fundamentals, provides you with a simple yet sophisticated brand architecture template and encourages you to accept your brand mission. L

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Motivating the inactive to exercise B3O
Christophe Andanson
How can the fitness industry make its product more appealing to the inactive segment of society? In this entertaining and enlightening session, Chrisophe tackles this key question, discussing the importance of delivering a fantastic experience, selling the invisible, highlighting the benefits not the features and questioning whether the traditional membership system is the right one for this target group. L

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Stop attrition before it starts: integrating the new member B4A
Laurie Cingle
Many members quit before they ever get properly started. In this progressive session Sandy gives you specific techniques and program ideas designed for new members and for getting inactive people back into your club. Take home the skills to track participants, use one program to promote another program and target special populations and ability levels. By truly integrating your new members, you’ll be on the path to retention. L

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Pool your assets B4O
Mary Gies & Marietta Mehanni
Discover how to increase financial returns from your aqua programs while reaching out to the sedentary and obese populations. Marietta and Mary challenge the notion that aqua fitness is the domain of old ladies, and demonstrate how it can offer even more financial return than your group fitness timetable. Capitalise on the untapped overweight population of non-gym users by exploring the opportunities offered by a revitalised aqua program. L

Obtain and train a team of superstars C1A
Amanda Bracks
A happy, cohesive team is crucial to the success of your club operation. Join Amanda to learn how to find the right people, induct them and train them effectively. Discover how understanding employees will enable you to get the most out of them. Take away the know-how to instigate phenomenal staff retention and build a team of superstars you can be proud of. L

How to market on the internet C1B
Victor Brick
Marketing on the internet is a popular topic of discussion, but very few are doing it properly. Done correctly, web marketing can be a great source of leads and sales. Victor explains where to put your online advertising dollars, how to take advantage of social media and how to do email marketing networking. Plus, take home the principles of effective blogging and the confidence to manage your online reputation. L

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We’re all in this together: accountable staff build successful programs C1C
Laurie Cingle
Learn how defining the roles of your staff and holding them accountable will guarantee successful programs. By setting guidelines for servicing new, existing, inactive and potential participants, your team will become more productive. Identifying four major program problems and the four business principles to solve them, Sandy shows you how to build a team that builds your business. L

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Managing the magic C1O
Andrew Ward
Build a rock solid foundation and transparent organisation for your group exercise team to work within so that they can – and will – perform beyond your expectations. Andrew reviews philosophies and systems for compensation, communication, planning and performance management, specific to your group exercise team. Take home tools which can be easily implemented to improve your member experience and business success. L

Make every call count C2A
Steve Jensen
When a prospect arrives for an appointment they are approximately 80% sold. So, one of the easiest ways to increase sales is to arrange to see more people. Make every call count by learning how to reduce call reluctance and make effective outgoing calls. Take home a list of telephone prospecting strategies that will increase your number of daily appointments and lead to more sales. L

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Is marketing as easy as 1-2-3? C2B
Justin Tamsett
The success of most businesses is based on sales. But you cannot make sales without enquiries, which is why you need a powerful and effective marketing plan. Learn how to integrate your social media, your website and your external marketing strategies into 4-month campaigns that will produce more enquiries. Plus, learn the difference between designing marketing pieces for online and print, and walk away with an implementation plan. L

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The future of retention is now C2C
Paul Brown
Grow your membership and improve your bottom line with cutting edge advances in member loyalty. International retention pioneer Paul shares his most recent experiences from around the globe so you can learn from the systems used by the world’s best operators. Including practical advice, case studies of the most successful retention initiatives and insights into where the industry is heading, this session is certain to ignite lively audience discussion. L