1. REPORTING
TUTORIAL
P U R E J A T O M I
8 / 3 1 / 2 0 1 3
Razvan Ion
Revise this document as often as need it to become
behavior! These file can be printed and checked in on a
daily basis!

2. Reporting Structure Daily
RISK ELIMINATION AND CLUB INSPECTION:
o 09:30 - Cass vs. System + MBWB ---> ( if there are damages to the club please send with
pictures ) send out to me and the regional team (including Iulian);
DAY SET UP:
o 09:45 - Corporate Conference Call --> send out to me, all GMs and the regional team;
o 10:00 - GMs Conference Call ---> send out to me and the regional team;
o 10:30 - Debt Conference Call --> send out to me, all GMs and the regional team;
o 11:00 - PT Conference Call --> send out to me, all GMs and the regional team;
o 11:30 - Retention Conference Call --> send out to me, all GMs and the regional team;
o 12:00 - Reception Conference Call --> send out to me, all GMs and the regional team
with pictures from all the clubs with the water display/offers display/supplements
display ( one person send all the pictures after they receive them from the other clubs )
Radu please make sure this happens! ;
PLAN 1ST
FOLLOW-UP:
o 13:00 - 1st Update --> send out to me, and the regional team;
FEEDBACK AND COACHING:
o 13:00 - Cass Call Afi ( file send );
o 13:30 - Cass Call Constanta ( file send );
o 14:00 - Cass Call Arad ( file send );
PLAN 2ND
FOLLOW-UP:
o 15:00 - 2nd Update --> send out to me, and the regional team;
INSPECTING RESULTS VS. GOALS:
o 16:30 - GMs Conference Call --> send out to me, all GMs and the regional team;
o 16:45 - Corporate Conference Call --> send out to me, all GMs and the regional team;
o 17:00 - Debt Conference Call --> send out to me, all GMs and the regional team;
INSPECTING CLUB BEFORE PICK HOURS:
o 17:00 - MBWB --> send out to me, all GMs and the regional team;
o 17:30 - Training Hour;
o 19:00 - 3rd Update --> send out to me, and the regional team;

3. UPDATES
 the update has to be in the heading of the email and has to be on all departments
stating both result and left business: Sales/Corporate/Debt/PTs/Retention/FDR
 ex: 2 sales/20 apps left;
2 hybrid/3 meetings left;
12 collections/30 apps left;
2 Conversions/5 apps left;
200 Ron FDR/100 visits
END OF THE DAY:
 Email Cass's sent in the proposed structure with feedback to result to all HOD/GM and regional
team (all casses in the same email)
 ex: Ref X vs goal
Leads X vs goal
App Tmr X vs goal
Pres X vs goal
Sales X vs goal
Corporate X vs goal
Debt Collected X vs goal
FDR X vs goal
PT interactions X vs goal
PT/Rent sales (if necesary) X vs goal
Retentions X vs goal
Contracts Inspections X-OK vs goal
 00:00 - File with the admin changes ( cancelation/freeze/transfer etc. ) One file at the
end of the day! If urgency appear that can't wait to be sorted next day call Radu or me!
 00:00-Cass's sent in the proposed structure with feedback to result to all HOD/GM and
regional team (all casses in the same email)

4. Reporting Structure Weekly
MONDAY:
o Weekend Plan Review ---> send out to me and the regional team;
o MTD vs. Forecast Review ---> send out to me and the regional team;
o HOD Meeting Minutes and Week Plan ---> send out to me and the regional team;
o SWOT Analyze for the upcoming week ---> send out to me and the regional team;
o Product Training Review ---> what services were tested by our members of staff, who
participated in Product Training when and what did they learn;
THURSDAY:
o Weekend Plan ---> send out to me and the regional team
FRIDAY:
o Week Plan Review (Week Target achievement level) ---> send out to me and the
regional team

5. WEAKLY NOTES:
WEEKLY PLAN SWAT ANALYSE EXAMPLE:
Closing Ratio - Strength
Apps Level - Strength
Leads Level – Strength
Activity to maintain
- Double Closing with a trainer
- Apps Drive Competition
- Tombola for leads generation
Show Ratio - Weakness
MC head count - Weakness
Referrals Level - Weakness
Activity to improve:
- Confirmation Drives
- Interviews Density
- Inreach
After this you enforce this information in Action Points and Risk Elimination points
 EX: Action Points: For sustaining Closing Ratio the need analyses will be completed at
POS by the trainer
 EX: Risk Elimination Points: For increasing the confirmation drive profitability we will
incentivize confirmation punctuality!
Also action points and risk elimination points are completed for rally points in the week like
events and deadlines

6. EXTRA NOTES ON WEEKEND PLAN:
 The manager on duty has to complete these with the responsible for departments for
that weekend!
 The responsible for department will have to come with ideas regarding competition and
incentives they can run on for the weekend and have to complete the task
management.
 Every task needs a goal that will be verified in the Monday review!
 Also every goal has some focus's that needs to be followed/or some post-action
feedback.
Ex: Observation: Focus on Diana's input as her C/A ratio is averaging lower then
everybody!

7. Reporting Structure Monthly
1ST
DAY OF THE MONTH:
o Previous Month Cass Forecast Review
o Actual Month Cass Forecast Completion + Action Points for the Month for each
Department (send in the first Cass Email of the month)
o Master Plan without the P&L review (as it will not be available to be reviewed)
25TH
OF THE MONTH:
o Sent out Master Plan with the Close-out Plan
o Master Plan with the review on P&L within 48 hours of P&L production with the 3
initiatives on revenue and costs

8. MONTHLY NOTES:
 Sent Master Plan with the review on P&L withn 48 hours of P&L production with the 3
initiatives on revenue and costs
 Revenue tracker is completed first at the beginning of the month based on the revenue
tracker of the previous month.
Key actions on completion:
 Calculate the extra revenue in percentage the net gain provided extra for your month.
Ex: 200 net gain on an existing portfolio of 2000 memberships = 10% increase in membership
dues
Plan:
 Begin with the result that needs to be obtained and after that complete all the KPI that
influence this! The heads of departments need to come with all the information!
 Ex:
Sales
1st week we need 100 sales, we need 70% closing, 70% Show, 25% C/A
These means we need 142 Presentations, 204 Apps and at least 816 leads and referrals
to be contacted!
Having in mind that next week it will be a bank holiday we will collect 1600 leads and
referrals that we can contact during the holiday!
Same process for all the weeks and all departments
Rosa Time:
 Ex: Reality: Poor Performance
 Objective: Improve costumer relationship
 Solutions (for that month) 32/42
 Actions (for that week): nr1, nr2, nr15, nr 42
 Pizza Wheel:
Members/Trainers Relationship
Infrastructure issues
Lack of emphatic due pressure of sales
Etc
Corporate Pipe-Line:
 All companies with which we have/had/tried to have/trying to have a co-op
 Retail Member List: All memberships still active in the system!
 Ex: 99 PL
 Live 500
 Pricing: 99
 Next Month Leavers 100 (drag a red bar on it to have it on Retention team radar)
 On debt 50, and Notes

9. ROTA:
 Campaign
Find attach example
 Events Plan and Review
Find attach short example
 Bonus and incentives
Find attach example
Formula of calculation profitability: = extra revenue obtained/1.24( VAT) - bonus and
incentive proposed * 1.78 ( EXTRA EMPLOYMENT COST )
 Close-out Plan - As all the other reviews but you just have to add a picture with your
teams in costumes 
 Plan overview: Same as all reviews but is done at MTD level
 Cass Review and Evaluation - Done at the start of the next month - give feedback on all
KPIs on the Cass. Feedback can be on team but also specific on individuals
The Cass Review is send with the actual plan but at the start of next month.
Basically there are 2 master plans send out at the begining of each month
The previous month with all overviews and the actual one for that month!
Thank you for the attention!
Please confirm reading it with a replay!