1. Spotlight on Suppliers
Meet Jim Thomas, President of
Fitness Management & Consulting
“My life inspiration is siMple, it’s My kids.”
How long have you been with your about my poor sales. One of the other
company? reps challenged me and said, ”Are
22 years. Started the consulting you serious, do you really want to be
company in 1989. good at this?” Well, the answer was
YES. He said fine and tossed a 3 inch
Briefly describe your professional binder at me and said, “Memorize
background. this and you’ll be fine.” I said OK and
I was originally recruited by a club in I did. I would go home every night
Kansas City, Missouri (where I grew and practice in front of the mirror on
up). I was a gym rat who knew most everything….telephone inquiry, tour,
of the staff and members. Apparently price presentation, objection. Well,
someone decided I would be a good in less than 30 days I was the number
candidate for a sales position and I was one sales person in a 4-club chain. In 6
convinced to alter my career path and months I was club manager. I was then
do fitness sales. I had no background used as a troubleshooter going from
in sales and really didn’t think I could club to club when they were struggling,
sell anything, but it looked like fun… always using all the material I had been
and I thought I would do it for 30 days told to memorize. It was then I was
or so until I found a real job. As it offered a partnership in the company if
turned out, I was right, I was terrible I would move to Dallas, Texas and open
at sales and I remember my manager clubs. I said yes.
taking grief of my hiring. His respect
for me and seemingly feeling my pain I opened my first health club in 1981
every time I missed a sale caused me and eventually built a total of 4 clubs
to become more determined than in the Dallas area and acquired 2
ever. I remember sitting at a table with others before selling in the late 80’s. I
other more seasoned reps complaining started the consulting firm in 1989 to
42 March/April 2011 | The VoicE

2. Spotlight on Suppliers
be a resource center for independent Tell us about your family.
health club operators and to help them I live in a suburb of Dallas, Texas with
better compete against the big chains. I my wife and 2 great kids. Daughter
have specialized in new club start ups, is 7 years and son 3 years. Wife and
troubleshooting and sales training. daughter are equestrians and wife
We have had many long term clients recently finished 6th in the amateur
whereby we provided regular training world championships in Oklahoma City.
and became an integral part of the We are taking the kids to Disneyland
client’s club. The idea and inspiration for my son’s 4th birthday in March. (But,
to start the consulting firm came from no worries, I’ll have the laptop and cell
phone.)
a meeting I attended back in the late
80’s when someone said, “What this
What are your hobbies?
country doesn’t need is more health I am an oft injured ultra runner. Long
clubs….what it needs is more health term goal is to run the Badwater Ultra
clubs run right.” I agreed with that Marathon. For now, stay injury free
statement and I was off. I had just sold and keep building the miles. Also, lift
my clubs and was trying to decide my weights and cycle.
next course of action. I decided that
what I did best was train, teach….and Do you have pets?
troubleshoot. I was then able to take 3 dogs, 2 fish, one pony and a horse.
my owner’s mentality of “do more with
less” and help others to be successful in What is your favorite cuisine and/or
the fitness industry. restaurant?
Tex Mex.
I am genuinely passionate about helping
to teach and train others in the fitness What one word would you use to
business. I get great satisfaction out of describe yourself?
helping someone successfully start a Positive.
business or save their business. I have
adopted the Zig Ziglar philosophy of
business: ”Help enough people in the
world get what they want and you’ll get Fitness Management & Consulting
what you want.” I also teach this same www.fmconsulting.net
philosophy in our club training programs. jthomas@fmconsulting.net
TheVoicE | March/April 2011 43