News from around the network Jan Spaticchia, CEO énergie Group
Apologies! • Dom is away with the Monkeys! – Innes has got the short straw!
Training review • Following the last QDM and the TNA activity we have listened to you!! • More training has taken place and is taking place! • The training academy is taking shape and has a new name and new values!
Core Purpose; éducate training academy • Core Purpose: émpowering people to learn, to achieve their real potential and to develop themselves and their business
Core Values Learning styles for all • We understand that everyone is different and at the éducate Training academy we will embrace this and provide learning styles to suite everyone Clear Learning Outcomes • Any training, development, mentoring, coaching or tuition will have clear learning outcomes so it is understood who the training is suitable for and what is to be achieved.
Core Values éffective • Any training must be effective and undertaken to benefit either the colleague’s development or the organisation. The effectiveness of the training must be reviewed and a benefit to the business realised. People Matter • Training and development will be available to each and every colleague no matter of their age, post or length of service. If there is an identified training need éducate training academy will endeavor to find a solution.
Core Values Fun & creative • All training activities will engage its participants in a fun and creative way so they learn in an environment where people feel energised and the training is memorable. Core Philosophy • We create environments where success, progress and development can be realised in an énergising and innovative way.
Recent training • énergie Sales Management process – January • Pool Plant Operators – March 2012 • EFFW sales x 2 – Feb & March • Learning Champions – Feb & March • FISH! – March • Club support visits – Jan/Feb/March
Training next quarter Emergency First Aid • May 9th & June 6th – Held at HQ – 6hrs- price TBC but will be value engineered! EVERY SITE MUST HAVE A FIRST AIDER! Sales • émpower sales (EFFW & EFC) April 11th • F4L sales April 12th EBMC • May 15th-17th – new franchisee’s & General Managers looking for development
Training next quarter émpower • April 17/18 Milton Keynes HQ • May 23/24 Scotland • June 19/20 Milton Keynes HQ Clubwise • April 19th & 26th Milton Keynes HQ Marketing*PR*Social Media • Frame work being completed. Likely to be 2 levels and cost £75-£95 per level. Date TBC May / June
Training next quarter Health & Safety • Health & Safety for Senior Managers • Masters/Franchisee’s • Managing Safely • GM’s/Operations Manager’s • Working Safely • All staff EVERY SITE MUST HAVE A COMPETENT PERSON! Prices, dates & info coming soon!
REPs Update • Rebecca Weissport
Lifetime Training • Nikki Kenny
Awards • Quarterly performance Review
Direct Franchising Awards • Northwick Park • Port Talbot • Hackney
Creating Positive Performance Part I • énergie Fitness for Women • Andover EFC • Prime Fitness EFC • Canterbury F4L • Fulham EFC
EFFW - EASTBOURNE SECONDARY INCOME BREAKDOWN PERIOD – DEC 11 to FEB 12 Yoga – Pilates – Kettlebell – LBT Senior conditioning – Pump&Tone Zumba & Ballroom Blitz CLASS STUDIO Income (net) Cost of sale Studio – 700sqft 4444 Instructors 880 Rent & utilities (app) 1500 Advertising (1/2 page) 300
EFFW - EASTBOURNE SECONDARY INCOME BREAKDOWN PERIOD – DEC 11 to FEB 12 CLASS STUDIOIncome (net) Cost of sale Studio – 700sqft 4444 2680 THERAPY ROOM 6756 Therapist (full time)3,600 Rent & utilities (app) 850 Advertising (1/2 page & text) 360 Elemis facial & Body treatments, Jessica man & ped, Susan Posnick makeup, Lava shells, waxing & ilash
EFFW - EASTBOURNE SECONDARY INCOME BREAKDOWN PERIOD – DEC 11 to FEB 12 CLASS STUDIOIncome (net) Cost of sale Studio – 700sqft 4444 2680 THERAPY ROOM Room – 400sqft6756 4810 OTHER RETAIL Nutrition Supplements 450 175 V – Plate 1250 £12,900 £7665
SECONDARY INCOME BREAKDOWN PERIOD – DEC 11 to FEB 12 EFFW – TOP 5 Each of these clubs offer all or a combination of these additional facilities EASTBOURNE LONG EATON EAST KILBRIDE ELY NEWPORT PAGNELL CLASSES LIPO-LIGHT THERAPY/BEAUTY V PLATE & PERSONAL TRAINING
EMPOWER There is a direct correlation between the efficient delivery of empower, club income and member retention Here are some examples………….
Andover EFC * estimate
Prime Fitness sales performance * estimate
Prime Fitness Retention • Affecting dropout – processes sales, DD mandates, member calls, cancellations in club, defaulters, CRM process • Arrears – collecting the cash Follow up early, send out contracts, access in club Additional follow up and strict adherence to policy.
Prime Fitness Retention DD & Annual Retention decreased from 7%/mnthav to 5%/mnthav
Create a selling environment with staff attitude, product knowledge and recommendations. Staff buy cost therefore always utilising products • Use displays, shelves, fridges, create interaction – I don’t use vending machines • Have a variety of goods and services for everyone’s needs – don’t sell them what you have, sell them what they need, sell with integrity and they will buy more • Sample and promotion evenings • Manage you GP’s – Gross Profit / total Revenue
Income Steams • Services • Nutrition • Food • Hot drinks • Retail
Jan Feb Room Use £453.32 £504.99 Sunbed £222.49 £343.77 Retail £1748.18 £1749.16 Guest Fee £265.61 £364.54 Personal Training £3922.96 £3207.13 Total £6,612.56 £6,169.59
How Results are Achieved • Monthly Sales Plan, devised by 15th of previous month, every month!! • Quarterly competitor analysis, including: • Mystery Shopping • Regular Calls and email enquiries • Keeping up to date with websites
Daily Disciplines 10.00Sales meeting (Planning and target setting and previous day report.) 11.00Prospecting team in club briefed and ready to go with plan and targets to hit. 12.155 minute follow up with team to assess productivity and progress. 15.00Debrief prospectors assess targets achieved and leads enter on to system. 17.00sales meeting (Figures so far expected targets and planning for the evening , setting up the following day.) 21.00sales figures texted to manager or owner including next day Appointments.
Daily Disciplines Minimum Performance Criteria each day: 30 completed calls. 12 appointments booked for next day. 8 sales per day with Saturday / Sunday counting as 1 day. 250 leaflets distributed 20 New Leads
Lunch is served Please be back at 14:30.
ClubWise system update Sandra Hougham
Marketing Update David Beattie
Creating Positive Performance Part II • Innes Kerr • Commercial Management File • Competition File