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GRAVITY ®  Launch Discussion Welcome!
Every club is different. Tell me about yours.
Launch/Relaunch Timeline <ul><li>The most important factor to setting up a successful launch is your timeline.  </li></ul>...
CORE STRATEGIES 5 core strategies for driving small group training profitability, sustainability and success.
Strategy 1. Developing Programs With  Start Date and End Date
<ul><li>Key Benefits to your members:  </li></ul><ul><li>Provides a structure to influence member and trainer success </li...
Strategy 2. Maximizing Program Capacity & Profitability
<ul><li>FULL sessions - NOT - more sessions </li></ul><ul><li>Start slowly with less session offerings while you build dem...
Pricing GRAVITY <ul><li>Optimal Pricing </li></ul><ul><li>How do I know my optimal pricing?  </li></ul><ul><li>2 – 3 peopl...
Strategy 3. Executing Sales and Marketing
Waterfall Structure <ul><li>Only put out programs you know you can fill </li></ul><ul><li>Gives you breaks between start d...
Launch Calendar Week 1  Program 1 Week 2  Program 1 Continues Week 3 Program 2  Week 4 Program 1&2 Continue Strength 9 a.m...
Goal Calendar Week 1  Program 1 Program 2 Week 2  Program 1&2 Continue Week 3 Program 1&2 Program 3&4 Week 4 Program 1&2 P...
Strategy 3. Maximizing Demos to Sell
B.O.B! <ul><li>Demo Strategy </li></ul><ul><li>Informal demos – grabbing people after other classes </li></ul><ul><li>Set ...
Strategy 4. Developing Your Team for Success
Incentivize <ul><li>Creating the WIN WIN WIN </li></ul><ul><ul><li>Cost to client is less than one on one Personal Trainin...
Strategy 4. Marketing Cater Marketing to Your Audience Create Marketing Outside of Your Audience
<ul><li>Converting existing membership to add-on charge training </li></ul><ul><li>Cater programs to particular demographi...
Marketing Phase 2 - External Marketing <ul><li>Reaching out to surrounding community </li></ul><ul><li>Use pre-branded mat...
GRAVITYClubhouse <ul><li>The place for consistent GRAVITY updates, new workout routines, motivational tips and programming...
Strategy 5. Use Your Support
We’re here to help! Shara Curlett Business Development & Marketing Manager HQH Fitness / Total Gym 800-552-8789 [email_add...
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Gravity Launch Webinar

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GRAVITY Launch Webinar for customers new to Total Gym and GRAVITY

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Gravity Launch Webinar

  1. 1. GRAVITY ® Launch Discussion Welcome!
  2. 2. Every club is different. Tell me about yours.
  3. 3. Launch/Relaunch Timeline <ul><li>The most important factor to setting up a successful launch is your timeline. </li></ul><ul><li>What is realistic? </li></ul><ul><li>How can we reach that goal? </li></ul><ul><ul><li>Launch Discussion/Preliminary Marketing </li></ul></ul><ul><ul><li>Delivery of Equipment </li></ul></ul><ul><ul><li>Training </li></ul></ul><ul><ul><li>Practice and Marketing </li></ul></ul><ul><ul><li>Launch! </li></ul></ul>
  4. 4. CORE STRATEGIES 5 core strategies for driving small group training profitability, sustainability and success.
  5. 5. Strategy 1. Developing Programs With Start Date and End Date
  6. 6. <ul><li>Key Benefits to your members: </li></ul><ul><li>Provides a structure to influence member and trainer success </li></ul><ul><li>Creates a progressive program with continuity and results </li></ul><ul><li>Allows for camaraderie and a socialization while training </li></ul><ul><li>Helps clients accomplish their fitness goals </li></ul><ul><li>Key Benefits Facility: </li></ul><ul><li>It’s easier and more profitable </li></ul><ul><li>Easier to manage your small group calendar/schedule </li></ul><ul><li>Easier to implement creative/unique programming </li></ul><ul><li>Easier to track and compensate your trainers </li></ul><ul><li>Easier to manage your profitability </li></ul>Developing Programs With Start Date and End Date Package Model WARNING Most common mistake is to offer packages of open classes on a Group X schedule.
  7. 7. Strategy 2. Maximizing Program Capacity & Profitability
  8. 8. <ul><li>FULL sessions - NOT - more sessions </li></ul><ul><li>Start slowly with less session offerings while you build demand </li></ul><ul><li>Consistently evaluate your supply and demand ratio </li></ul><ul><li>Focus on selling out a program session before starting it </li></ul><ul><li>Pricing should be affordable and exciting during the initial launch </li></ul>Most common mistake is starting with too many sessions and/or too high of a price. This could cause a problem of too many sessions to fill and people to sell in too short of a time to fill them. WARNING
  9. 9. Pricing GRAVITY <ul><li>Optimal Pricing </li></ul><ul><li>How do I know my optimal pricing? </li></ul><ul><li>2 – 3 people – 2/3 cost of one on one personal training ($60 to $40) </li></ul><ul><li>4 – 6 people – half-price of one on one personal training ($60 to $30) </li></ul><ul><li>7 - 10 people – 1/3 cost of one on one personal training ($60 to $20) </li></ul><ul><li>Introductory Pricing </li></ul><ul><li>Entry-point pricing, just like running membership specials during a grand opening </li></ul><ul><li>Allows you to set the stage to increase to optimal price </li></ul><ul><li>Allows you to make money a “non-issue” </li></ul>
  10. 10. Strategy 3. Executing Sales and Marketing
  11. 11. Waterfall Structure <ul><li>Only put out programs you know you can fill </li></ul><ul><li>Gives you breaks between start dates to sell out programs </li></ul><ul><li>Utilize “SOLD OUT” marketing strategy </li></ul><ul><li>Easily integrate new members </li></ul>What is the waterfall structure? Stagger the program start dates by 1-2 weeks. SOLD OUT!
  12. 12. Launch Calendar Week 1 Program 1 Week 2 Program 1 Continues Week 3 Program 2 Week 4 Program 1&2 Continue Strength 9 a.m. Strength 9 a.m. Pilates 5 p.m. Pilates 5 p.m. Strength 9 a.m. Strength 9 a.m. Make-up/ Demo Class Strength 9 a.m. Strength 9 a.m. Pilates Demo 5 p.m. Strength 9 a.m. Strength 9 a.m. Pilates 5 p.m. Pilates 5 p.m. Make-up/ Demo Class Pilates Demo 5 p.m. MON TUE WED THU FRI
  13. 13. Goal Calendar Week 1 Program 1 Program 2 Week 2 Program 1&2 Continue Week 3 Program 1&2 Program 3&4 Week 4 Program 1&2 Program 3&4 Strength 9 a.m. Strength 9 a.m. Pilates 5 p.m. Pilates 5 p.m. Make-up/ Demo Class Strength 9 a.m. Strength 9 a.m. Pilates 5 p.m. Pilates 5 p.m. Make-up/ Demo Class Make-up/ Demo Class Blast 12:30 p.m. Pilates 5 p.m. Blast 12:30 p.m. Pilates 5 p.m. Make-up/ Demo Class Blast 12:30 p.m. Pilates 5 p.m. Blast 12:30 p.m. Pilates 5 p.m. MON TUE WED THU FRI Strength 9 a.m. Abs 5 p.m. Strength 9 a.m. Abs 5 p.m. Strength 9 a.m. Abs 5 p.m. Strength 9 a.m. Abs 5 p.m.
  14. 14. Strategy 3. Maximizing Demos to Sell
  15. 15. B.O.B! <ul><li>Demo Strategy </li></ul><ul><li>Informal demos – grabbing people after other classes </li></ul><ul><li>Set schedule of demos (i.e. Make-up class) </li></ul><ul><li>Specific demos as preview of upcoming program </li></ul><ul><li>Sales Tip: Sign them up when they’re still sweaty! </li></ul>
  16. 16. Strategy 4. Developing Your Team for Success
  17. 17. Incentivize <ul><li>Creating the WIN WIN WIN </li></ul><ul><ul><li>Cost to client is less than one on one Personal Training </li></ul></ul><ul><ul><li>Trainers have opportunity to make more per hour </li></ul></ul><ul><ul><li>Facility will net more per program </li></ul></ul><ul><li>Choosing the right team to drive your program </li></ul><ul><ul><li>Appoint a dedicated small group champion </li></ul></ul><ul><ul><ul><li>In charge of driving profits, marketing programs and developing trainer team </li></ul></ul></ul><ul><ul><li>Choose trainers who are comfortable working with an audience </li></ul></ul><ul><ul><li>Choose group instructors that are also certified trainers </li></ul></ul><ul><ul><li>Provide education solutions for your team to grow </li></ul></ul>
  18. 18. Strategy 4. Marketing Cater Marketing to Your Audience Create Marketing Outside of Your Audience
  19. 19. <ul><li>Converting existing membership to add-on charge training </li></ul><ul><li>Cater programs to particular demographics </li></ul><ul><li>Examples </li></ul><ul><li>Demographics: </li></ul><ul><li>GRAVITYouth Program </li></ul><ul><li>GRAVITY Active Aging </li></ul><ul><li>GRAVITY for Moms </li></ul><ul><li>Results-Oriented: </li></ul><ul><li>GRAVITY Core Conditioning </li></ul><ul><li>GRAVITY Weight Loss </li></ul><ul><li>GRAVITY Power Up (strength conditioning) </li></ul>Phase 1 - Internal Marketing
  20. 20. Marketing Phase 2 - External Marketing <ul><li>Reaching out to surrounding community </li></ul><ul><li>Use pre-branded materials that we </li></ul><ul><li>provide </li></ul>Press Release
  21. 21. GRAVITYClubhouse <ul><li>The place for consistent GRAVITY updates, new workout routines, motivational tips and programming ideas. </li></ul><ul><li>Free Downloadable Marketing Support </li></ul>
  22. 22. Strategy 5. Use Your Support
  23. 23. We’re here to help! Shara Curlett Business Development & Marketing Manager HQH Fitness / Total Gym 800-552-8789 [email_address]

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