1.6 – Goals and Employee Expectations

The objective that we strive for on a daily and monthly basis is to achieve a predetermined revenue and membership forecast or goal by utilizing the core values of the organization. The employee daily focus/responsibility is delivering outstanding member service and revenue generation. All employees are expected to contribute from the minute they arrive to work until it’s time to go home.

Personal Goal

  • A Fitness Consultants’ personal goal may be attained by Generating Dollars by performance in the following areas:
    • Personal Services sold. (PT, Pilates, etc.)
    • Memberships sold (PIF/PBM)
    • Renewal Memberships sold
    • Specialty classes sold
    • Collection of member dues
    • Ancillary Revenues (bars, shakes, babysitting, etc.)
  • A Membership Advisor will be assigned a value –added monthly goal which will be a percentage of the team goal. Example… an Advisor working in a club where he/she is the only Advisor, the Advisor goal will be 65% of the monthly team goal. If a club has 2 Advisors, the Advisors goal will be 45% of the monthly team goal. If a club has 3 Advisors, the Advisor goal will be 33% of the monthly team goal. A monthly value-added bonus of $50 will be paid to all Advisors who hit goal and a $150 quarterly bonus will be paid to an Advisor who hits his/her value-added goal for the quarter.
  • Personal membership goal may be attained by generating tours, leads and prospects leading to membership sales. Membership referrals, a high closing % off tours and walk-ins, memberships generated outside of the club and detailed follow-up of all leads and prospects are very important aspect of attaining membership goal.
  • A Membership Advisor’s responsibility is generating income by performance in the following areas:
    • Personal Services sold. (PT, Pilates, etc.)
    • Memberships sold (PIF/PBM)
    • Renewal Memberships sold
    • Specialty classes sold
    • Collection of member dues
    • Ancillary Revenues (bars, shakes, babysitting, etc)

Club Revenue Goal

  • The clubs’ goals are predetermined on a daily and monthly basis, resulting in a net profit. The communication of monthly goals and actual vs. goal will be posted for all to see. The following are means of attaining the club’ revenue goal:
    • Personal Services sold. (PT, Pilates, etc.)
    • Memberships sold (PIF/PBM)
    • Renewal Memberships sold
    • Specialty classes sold
    • Collection of member dues
    • Ancillary Revenues (bars, shakes, babysitting, etc.)

Club Membership Goal

  • The Clubs’ membership goals are predetermined on a daily and monthly basis. Daily membership goals are a big part of the daily focus of all employees. 5% of all memberships sold will be PIF memberships. The revenue collected at time of join will help club attain its daily revenue goal. 95% of all memberships sold will be PBM memberships. The revenue collected at the time of join will help club attain its daily revenue goal.

The monthly collection of payments for PBM members will be outsourced to a third party billing company named ABC Financial Services.

  • Memberships can be broken down into two categories:
  • Pay by-month (PBM)
  • Pay in full (PIF)
  • PBM: When a member elects the PBM method of membership payment, they choose to pay their year in monthly installments, which usually includes an initiation fee.  This supplements the clubs’ goal by adding to its’ monthly EFT. EFT is an abbreviation for electronic funds transfer, which is a means of collecting our members’ monthly dues through an outside billing company: ABC Financial Services.
  • PIF: When a member elects the PIF method of membership payment, they choose to pay their year membership “up front” and “in full.”  By using this form of payment, the member is not charged an initiation fee and saves more money over the course of the year.  This supplements the clubs’ goal by adding to its’ daily profit, in addition to creating a renewal opportunity for the future.

Personal Training

Our biggest in-club revenue generator is Personal Training and Pilates sales. Each new member will receive a complimentary Personal Training and/or Pilates session included with membership. After that session the member will be presented the opportunity to purchase additional sessions.

  • Personal Training/Pilates sessions are offered in 30 or 60 minute sessions.
  • Personal Training/Pilates sessions are offered for groups of 2 or more.
  • Personal training sessions can be broken down into three categories:
  • Package Training
  • Multi-pay Package Training
  • Monthly Training
  • Package: When a member elects to purchase a training package, they choose to pre-pay for a certain number of sessions: 5, 8, 16, and 40.
  • Multi-pay: When a member elects to purchase personal training with a multi-pay, they choose to pay for their package in 2 installments.
  • Monthly: When a member elects to purchase personal training on a monthly basis, they choose to be billed for the sessions that they have booked on a specific day of every month.
  • A Personal Trainer or Pilates Instructor personal goal depends upon the utilization and completion of the following tasks:
    • Dollars/Income generated
    • Clients trained per day/week
    • F1 and Client Conversion %
    • Average sale amount
    • Handoff %

All employees are expected to indirectly effect the attainment of revenue and membership goal. Most time is spent indirectly effecting goal attainment by offering outstanding service to our members. Member greetings, walking the floor, keeping a clean club, making good first impressions, servicing members, smiling, creating a fun experience for our members, opening doors, moving quickly, having good phone skills, reporting broken equipment, engaging members in conversation, etc., all indirectly affect goal attainment.

All employees are expected to directly affect the attainment of revenue and membership goal. This means recognizing a revenue or membership sale opportunity and executing a sale.

Managers are compensated on the profitability of his/her club. So, he/she is evaluating all employees’ contribution and ability to directly and indirectly affect goal attainment.

Remember, all employees are expected to contribute from the minute they arrive to work until it’s time to go home.