Blogs 

» New features, industry awards, FILEX offer and 72 hr ads : 27 Apr 2010
» Supercharge your sales team... : 08 Jun 2010 - 1 Comments
» Secrets to an amazing fitness business [seminar] : 25 Jun 2010
» Celebrate the exciting year ahead, join us for VIP drinks at FILEX : 28 Mar 2011
» Sales Commissions - It's not about the money! : 29 Oct 2012
» Achieving Success in the Business of Fitness - Panel session : 15 Jul 2013


New features, industry awards, FILEX offer and 72 hr ads : 27 Apr 2010

New feature: Finding your job, profile or franchise is even easier
All visitors to the HealthyPeople website can now search our database for opportunities by keyword, a location or a business name. Furthermore, any search on location will activate a 'See also:' feature, pointing them to suburbs within a 5km radius that also contain a job, profile and/or franchise opportunity. This makes it even easier for candidates to find their next step in their fitness career - whether it's working in your facility or breaking out on their own with your franchise opportunity.
Check out the results for Carlton or Genesis.

New feature: 'Preferred supplier' link
Over the coming months (particularly after FILEX) we will be populating this section with information relevant to industry people. There are already a couple of links for you to look over. If you've got something to promote, please email me for more information.

Do you have a copy of the latest fitness industry award rates?
Employers often ask me what going rates of pay are. The latest fitness industry award rates is a good place to start. If you don't have a copy, grab a one here.

FILEX 2010 - A chance to meet regarding recruitment for your facility

I'll be at FILEX from Wednesday 28th (Fitness Australia Club Tour) until Sunday afternoon. I welcome any opportunity to talk in person about how HealthyPeople can assist you in building an optimal team over the next 12 months. All our services are unique and specifically designed to meet the needs of our industry. Even if recruitment is not currently high on your agenda, understanding what is available to you when the need arises could prove a valuable in the future. I can be reached on my mobile (0414 481 525) or by email at dennis@healthypeople.com.au. I'll also be spending some time at the Advance Fitness Marketing stand (P34) so feel free to meet me there.
Special offer: Purchase a Business Membership during FILEX and get a FREE job ad.

Would FREE 72 hour ads would be helpful for emergency fills?
Beginning in May, we'd like to experiment with 'emergency ads' for our Business Members. These 'emergency ads' are free (maximum of three over the next six months) and can be used to advertise whatever positions you like. These ads will be listed on HealthyPeople, sent to our database of registered professionals and listed on our social networking accounts (that is, there will be no Seek listing). If you're a Business Member and would like to take advantage of this, please send the ad details to me directly CLEARLY INDICATING that the ad is to go up for 72 hours only. If you have any suggestions on how this could work, please include it in our blog.

In other news:

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Supercharge your sales team... : 08 Jun 2010

This Friday (June 11) Advance Fitness Marketing are running a 'Sales Essentials' workshop. This session will include information about how to generate leads and convert them, all based on the Advance sales system - currently used to sell over 12,000 gym memberships per year.

The session will run from 9:30am to 2:30pm and includes a light lunch. The advertised session fee is $299 per person HOWEVER they've told me I can offer a 'two for one' deal for employers registered with HealthyPeople (I share an office with them).

Sessions will be run by Clayton Sinclair (founder of Advance) and will be suitable for all levels, from front desk staff, personal trainers, sales staff and management. The session is an intimate (boardroom style) interactive session.

If interested, you'll need to respond by midday tomorrow (June 9 - sorry for the late notice). Places are limited. Call Gabby on 9276 1111 to book. Don't forget to mention HealthyPeople to get the 'two for one' deal.

I'm a big fan of their work and feedback from previous sessions has been very good.

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Secrets to an amazing fitness business [seminar] : 25 Jun 2010

In the month of July Jason Laurence (20/20), David Altamura (Edge Fitness Solutions) and Gabrielle McMillan (Advance Fitness Marketing) are coming together to present a seminar on 'Secrets to an amazing fitness business'. Each of the presenters will cover topics that include:

  • How to thrive in an increasingly competitive marketplace
  • How to build a strong and successful sales team
  • How to compete with major fitness chains and 24 hour clubs
  • Setting up great Personal Training business systems
  • And more...

There will be one seminar each in Brisbane (16th July), Sydney (23rd July) and Melbourne (30th July).

For more information and a copy of the attendance form, follow this link.

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Celebrate the exciting year ahead, join us for VIP drinks at FILEX : 28 Mar 2011

Natasha Holmes (below) from Advance has generously provided me with a few invites to the Advance Fitness Marketing & PaySmart VIP Drinks and canapes (Friday 15th April at 7:30pm).

This is a fantastic opportuntiy to catch up with a number of club and studio owers from around Australia in a casual and friendly atmosphere.

If you'd like an invite, please send me a message via this link.

I look forward to seeing you there!


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Sales Commissions - It's not about the money! : 29 Oct 2012

A few weeks ago I posted an article questioning the merits of sales commissions (Sales commissions - Logical or Just Traditional). Since then I've had a few conversations with Clayton Sinclair, of Advance Fitness Marketing, who felt quite strongly about the value of commissions. I confess to being of the mind set that commissions were simply traditional, more than anything else, I now see the merit in the commission structure - it's not just about people being motivated by money, it's about a method of easily measuring and recognising success in a role.

The following article includes three of the six points taken from a 'sales commission guidelines' document created by Clayton. He has agreed to send the complete document to any Fitness Recruitment reader that requests it (in particular, CGM's, Sales Managers and aspiring Sales Managers).

Enjoy...



Research has indicated that paying commissions may not produce the benefit that we might expect.


The results indicate that, for simple/repetitious activity, a reward is likely to be helpful. If however, the process is complicated or requires creativity or problem solving then the use of financial rewards may not help and may in fact be harmful.

At Advance, about 30% of our payroll has been commission based remuneration, so we've had reason to give this area a great deal of thought.

Whilst there is no doubt that the sale of fitness services does require some mental effort (understanding the prospects needs/wants and basing your presentation on this information), the structure of a fitness sales presentation is generally consistent enough that commissions are likely to be beneficial. When it comes to “follow up” or lead generation, it is the consistent activity that is a strong contributor to success. As such, an incentive that helps a sales person to decide to pick up the phone and make some calls should surely help to produce a favourable result.

However, commission alone will rarely produce the desired result in any business. Commissions should be viewed as a catalyst for review, recognition and responsibilities.

We recommend the following guidelines when implementing a bonus and commission plan to ensure that it offers the maximum benefit for all concerned:

Regular and consistent recognition
While it is important to have sales staff conscious of their targets and the associated commissions, the financial incentive is only part of the equation. Most people appreciate recognition for good performance. A commission plan, combined with weekly sales meetings, helps to create a framework for regular and consistent performance feedback for staff. For some staff, the genuine recognition of good performance may be equally or even more motivating than the financial incentives.

Bonus what you want to see
“Spot” Bonuses can be used to draw attention to a new initiative. For example, if you want to see Group Fitness attendance increase by 20% in the month ? you could place a specific bonus for the Group Fitness Coordinator on that outcome. Creating the bonus is not always just about the dollars in the team members pocket ? it also says “this area of performance is important to the business and your role”.

Use multiple levels of bonuses for greatest effect
It is usually helpful to create immediate and short term (weekly) targets for sales staff. For sales management or club management staff, I would recommend immediate, short and medium term (monthly/quarterly) targets and bonuses. For sales people my preference is a smaller bonus for each sale (without threshold) and then a weekly bonus for hitting the sales target that matches the business needs. I like this balance as there is an incentive to follow up every lead. Additionally, the “cream” for the sale person (hitting their weekly target) is also the “cream” for the business. It is this last point that I like about commission plans in general, and that is “sharing the success” - creating a sense of, if we win as a team, we also benefit as individuals.

Commission structures are not a 'one size fits all' scenario. They should take into account business goals and define clear responsibilities, accountabilities and targets. One thing is very clear, larger commissions will not necessarily lead to proportionality larger sales results. Better management leads to better performance, and a well thought our commission structure is a better manager's greatest tool.

As mentioned, these are only three of six important considerations when creating your commission structure. Email Clayton for the complete article.

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Achieving Success in the Business of Fitness - Panel session : 15 Jul 2013

On Friday August 9th I'll be a part of a panel discussion with Carl Ziebell (Adrenalin Health) and Natasha Holmes (Advance Fitness Clubs/Advance Fitness Marketing).

It's called 'Achieving Success in the Business of Fitness' and it's a part of Victoria's Small Business Festival.

We'll be talking about key challenges and solution strategies for fitness business managers. Details as follows:

Where: Fed Square, Melbourne CBD
When: Friday 9th August from 11.30am to 1.30pm.
Tickets: $25 and space is limited.
To book: Contact Carl on 0411 636 666 or our office on (03) 9038 8616.

 

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