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LES MILLS INTERNATIONAL © 2012
1
SMALL GROUP TEAM TRAINING
FUTURETRENDSANDINSIGHTS-ACESYMPOSIUMWEST2013
LES MILLS INTERNATIONAL © 2012

2
WHAT DO PEOPLE WANT? 
WHY DO THEY JOIN A FITNESS
FACILITY?
LES MILLS INTERNATIONAL © 2012
3
RESULTS &
MOTIVATION
LES MILLS INTERNATIONAL © 2012
4
RESULTS
FITNESS
HEALTH
FAST VS SLOW
LES MILLS INTERNATIONAL © 2012
5
MOTIVATION
EXERTAINMENT
COMMUNITY
WELLNESS
LES MILLS INTERNATIONAL © 2012

6
OPPORTUNITY
MOTIVATION MAP
LES MILLS INTERNATIONAL © 2012

7
SMALL GROUP 
TRAINING 
A
NOW
OPPORTUNITY
LES MILLS INTERNATIONAL © 2012
FULL
SERVICE
GYM
GROWTH OF
SMALL GROUP 
TRAINING
STUDIOS
LES MILLS INTERNATIONAL © 2012
SGTT POSITIONING 

PERSONAL TRAINING
 SMALL GROUP TRAINING
 GROUP EXERCISE
LES MILLS INTERNATIONAL © 2012
REVENUE STREAMS
UNASSISTED
EXERCISE
PERSONAL
TRAINING
SMALL
GROUP
TRAINING
GROUP
EXERCISE
LES MILLS INTERNATIONAL © 2012
SUMMARY
STAY ON TREND
INCREASE MEMBER ENGAGEMENT
ACCESSIBLE PT
GREATER REVENUE

A
NOW
OPPORTUNITY
LES MILLS INTERNATIONAL © 2012
12
7 KEYS TO
SUCCESS
SMALL GROUP 
TRAINING
LES MILLS INTERNATIONAL © 2012
13
# KEY TO SUCCESS
 YOUR ACTION
TRENDS MATTER
 Be on top of lasting trend. Avoid fads.
Re-engage members
GREAT PROGRAMMING
 Aim for a range of relevant programs that
are motivating
NAIL THE BUSINESS MODEL
 Set a clear goal and choose a model that
supports.
GET EVERYONE ON BOARD
 In-depth Program knowledge.
Educate staff on benefits
RECRUIT AND TRAIN THE
RIGHT PEOPLE
Qualified professionals
Find new talent and support growth
GET THE WORD OUT
 Have awesome marketing material. Use all
avenues to promote
DIFFERENTIATE FROM
GROUP FITNESS
 Have a solid implementation plan in place
#1
#2
#3
#4
#5
#6
#7
LES MILLS INTERNATIONAL © 2012
14
TRENDS 
MATTER
#1

GROUP PERSONAL TRAINING
CERTIFIED PROFESSIONALS
STRENGTH TRAINING
BODYWEIGHT TRAINING
CHILDREN AND OBESITY
WEIGHT LOSS
EXERCISE FOR OLDER ADULTS
PERSONAL TRAINING
FUNCTIONAL FITNESS
CORE TRAINING
Thompson,	
  W.	
  Health	
  &	
  Fitness	
  Journal,	
  Oct.	
  29,	
  2012.	
  
News	
  release,	
  American	
  College	
  of	
  Sports	
  Medicine	
  
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
17
PewResearchCenter
MILLENNIALS
A PORTRAIT OF GENERATION NEXT
Confident.
Connected.
Open to Change.
PewResearchCenter
THE MILLENNIAL TRENDS
LES MILLS INTERNATIONAL © 2012
18
LES MILLS INTERNATIONAL © 2012
Millennials.
vigorous
ing out at a
nterviewed for
likely to
aid they had
24 hours.
members of the
ed in the past 24
are likely due at
y are Millennials
less likely than
r have children,
e for exercise.
likely than
-29 say they got
ompared with 48% of women. The gender gap among older adults is
Millennials and Exercise
% saying they got vigorous exercise in the
past 24 hours
46
56
48
42
39
All
Millennial
Gen X
Boomer
Silent
MILLENIALS LOVE EXERCISE
LES MILLS INTERNATIONAL © 2012
20
MILLENIAL MEN TRAIN MORE
68
48
32
52
0 20 40 60 80 100 120
Men
Women
Exercise
No exercise
LES MILLS INTERNATIONAL © 2012
FITNESS 2.0
LES MILLS INTERNATIONAL © 2012
REFERRAL
Mostloyalmembers
ACQUISITION
Potentialguestdriver
RETENTION
Highusage
MEMBER LIFE CYCLE
LES MILLS INTERNATIONAL © 2012
Isolation
Genericbasicprogramming

Instructordrivenprograms

Primarycertificationsrequired

Requiredbusinesssilo
managedby“GXinstructor
mademanager”
Value
Programdrivenscheduling
withsportsconditioningto
dancetomindbody

RiseofstudiospaceforCF,
MMA,Yoga,Barre,etc..

Hybridinstructorsontherise
–PTandGX
Offense
UsebenefitsofGroupFitness
asaprimarysellingfocusin
clubs

Keyisdifferentiationon
execution–service&
experiencemorethanproduct

Programmingbysegment–
youth,senior,babyboomer,
athletes
YESTERDAY, TODAY AND TOMMOROW
Future
Present
Past
LES MILLS INTERNATIONAL © 2012
IsitGroupXorisitTraining?
§  Segregatedfitnessteams 
§  Trainersdon’tutilizeGroupX
§  GroupXinstructorsdon’tsupportPT
§  Membersalignbasedonexperience
Programmingdeterminesbest“coach”intheclub
OWNERSHIP OF SMALL GROUP SPACE
LES MILLS INTERNATIONAL © 2012
WHATPROBLEMAREYOUSOLVING?
•  Activeclientgrowth
•  Frequencyofclientinteractions
•  Margingrowth
•  Careerenhancement
Programmingdeterminesbest“coach”intheclub
CAVEATS
•  Activeclientcannibalization
•  Flatrateversussessionburn
•  Programmedorfreestyle?
•  Howtoenticenewpeople
START AT THE BEGINNING
LES MILLS INTERNATIONAL © 2012
BEFORE
§  ABC’sofSales
§  Servicesecondary
§  Onesizefitsall
§  Traditionaladvertising
§  Wordofmouthreferrals1to1
Vendorssellfortoday,partnerssellfortomorrow
NOW
§  Salesplusservice
§  Educationmatters
§  Differentiatedofferings
§  Socialmediaimpact
§  Wordofmouthreferral1to10/100/1000
VENDORSHIP TO PARTNERSHIP
LES MILLS INTERNATIONAL © 2012
27
GREAT 
PROGRAMMING
#2
COMPELLING EXPERIENCES
MEASURABLE RESULTS
HIGH MOTIVATION
HIGH ADHERANCE
HIGH RETENTION
LESS TRAINER DEPENDENT
LES MILLS INTERNATIONAL © 2012
28
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29
LES MILLS INTERNATIONAL © 2012
30
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
32
LES MILLS INTERNATIONAL © 2012
33
LES MILLS INTERNATIONAL © 2012
34
LES MILLS INTERNATIONAL © 2012
35
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
37
P.12 - LES MILLS GRIT™SER
LES MILLS INTERNATIONAL © 2012
REDUCE RISK OF DISEASE
IMPROVE SATISFACTION WITH
DAILY LIFE.
WHY DO WE
CARE ABOUT
EXERCISE?
LES MILLS INTERNATIONAL © 2012

39
WHAT IS
HIIT? 
DELIVERS FASTER RESULTS WITH SHORTER WORKOUTS
SUPPORTS LEAN MUSCLE AND FAT LOSS THROUGH HIGHER
HGH PRODUCTION
IMPROVES AEROBIC CAPACITY
SIGNIFICANTLY INCREASES 
METABOLISM
BURNS MORE FAT
LES MILLS INTERNATIONAL © 2012
40
We conducted a six week intervention to find
out if LES MILLS GRIT™SERIES can improve the
health and happiness of already fit adults
RESEARCH – GET FIT WITH GRIT
LES MILLS INTERNATIONAL © 2012
DATA 
COLLECTION
LES MILLS INTERNATIONAL © 2012
42
GROUP 2 - GRIT
• 2	
  x	
  30	
  minute	
  	
  
LES	
  MILLS	
  GRIT™SERIES	
  
• 2	
  x	
  60	
  minute	
  cardio*	
  
• 2	
  x	
  60	
  minute	
  
BODYPUMP™	
  
GROUP 1 – NO GRIT
• No	
  LES	
  MILLS	
  
GRIT™SERIES	
  
• 3	
  x	
  60	
  minute	
  cardio*	
  
• 2	
  x	
  60	
  minute	
  
BODYPUMP™	
  
*Cardio	
  could	
  be	
  a	
  combinaHon	
  of	
  Les	
  Mills’	
  BODYATTACK™,	
  
BODYCOMBAT™,	
  RPM™	
  or	
  BODYSTEP™	
  	
  
2	
  groups	
  of	
  42	
  Fit	
  Adults	
  worked	
  out	
  5	
  hours/week.	
  
LES MILLS INTERNATIONAL © 2012
43
Group 2
GRIT
DIFF
Group 1
No GRIT
3.1%
14.5%
-11.4%
TRIGLYCERIDE 
DECREASE
LES MILLS INTERNATIONAL © 2012
44
Group 2
GRIT
DIFF
Group 1
No GRIT
OXYGEN CONSUMPTION 
INCREASE
1.7%
6.4%
+4.7%
LES MILLS INTERNATIONAL © 2012
45
Group 2
GRIT
DIFF
Group 1
No GRIT
TOTAL BODY FAT
DECREASE
0.8%
2.1%
-1.3%
LES MILLS INTERNATIONAL © 2012
46
Group 2
GRIT
DIFF
Group 1
No GRIT
BACK STRENGTH
INCREASE
8.4%
21.9%
+13.5%
LES MILLS INTERNATIONAL © 2012
47
RESEARCH SUMMARY 
1.  GRIT IS SCIENTIFICALLY PROVEN TO BOOST
YOUR HEALTH
2.  PARTICIPANTS RATED THE TRAINING SESSIONS
AS A POSITIVE EXPERIENCE
3.  HIGH LEVELS OF SATISFACTION WITH
CHALLENGING INTENSITY
LES MILLS INTERNATIONAL © 2012
48
NAIL THE 
BIZ MODEL
#3

SIZE MATTERS
SMALL GROUP OR TEAM? 
HOW MUCH TO CHARGE?
TRAINER PAY RATE?
SMALL = 3-9, TEAM = 10-20
LES MILLS INTERNATIONAL © 2012
49
DEDICATED SPACE
LES MILLS INTERNATIONAL © 2012
50
RECYCLED SPACE
LES MILLS INTERNATIONAL © 2012
51
OUTSIDE SPACE
LES MILLS INTERNATIONAL © 2012
52
OUTSIDE SPACE
LES MILLS INTERNATIONAL © 2012
53
NAIL THE 
BIZ MODEL
#3

PAYMENT OPTIONS
1. DROP IN RATE: $10-25/WORKOUT
2. BULK SESSIONS: DISC 15-25%
3. EFT PREMIUM MEMBERSHIP 
4. PROGRAM BLOCK: $/WEEK/SESSIONS
LES MILLS INTERNATIONAL © 2012
54
NAIL THE 
BIZ MODEL
#3

TRAINER COMPENSATION
1. FLAT RATE - $20-$40 
2. COMMISSION -30-40% 
3. PER HEAD - BASE+PER HEAD
LES MILLS INTERNATIONAL © 2012
55
THE RESULTS	
  
•  Gross:	
  $4,320	
  per	
  month	
  
•  Net:	
  $2,934	
  per	
  month	
  
	
  
THE MODEL
•  Premium	
  =	
  $15	
  
•  Bulk	
  discount	
  =	
  $12	
  
•  9	
  x	
  30	
  min	
  sessions/week	
  
•  8	
  people	
  per	
  session	
  
•  Trainer	
  pay	
  =	
  $10	
  base	
  +	
  $2	
  per	
  head	
  
EXAMPLE
LES MILLS INTERNATIONAL © 2012
56
THE MODEL
•  6	
  week	
  bootcamp	
  
•  Package	
  =	
  $120	
  	
  
•  Unlimited	
  sessions	
  
•  12	
  x	
  30	
  min	
  workouts	
  per	
  week	
  
•  Flat	
  Trainer	
  pay	
  =	
  $20	
  
EXAMPLE 2 
THE RESULTS	
  
•  Gross:	
  $7,000	
  per	
  bootcamp	
  
•  Net:	
  	
  $5,800	
  per	
  bootcamp	
  
	
  
LES MILLS INTERNATIONAL © 2012
57
GET EVERYONE 
ON BOARD
#4
 EQUIP ALL STAFF WITH INFO
BRIDGES DEPT GAPS
CREATES COMMUNITY
LES MILLS INTERNATIONAL © 2012
58
RECRUIT & TRAIN
THE RIGHT PEOPLE
#5
HIRE WISELY
AUTHENTICITY
PERSONALITY
QUALIFICATION
LEADERSHIP
BUY-IN
LES MILLS INTERNATIONAL © 2012
59
BECOMING A GRIT COACH
Sign	
  up	
  online:	
  hap://www.lesmills.com/training	
  
LES MILLS INTERNATIONAL © 2012
60
GET THE 
WORD OUT
#6
BE INTERACTIVE
VISIBLE MARKETING TOOLS
EMAIL & SOCIAL MEDIA
DEMO WORKOUTS
DEALS & INCENTIVES
LES MILLS INTERNATIONAL © 2012
61
GET A HOT WEBSITE 
Builds strength and tones lean muscle. Builds power and increases speed and leg strength. Maximizes your calorie burn within the workout and
helps burn fat for hours afterwards.
LES MILLS GRIT™
STRENGTH LES MILLS GRIT™ PLYO LES MILLS GRIT™ CARDIO
CLASSES FIND A CLASS INSTRUCTORS
CLUBS AND
FACILITIES
COMMUNITY STORE
YOUR PROFILE LOGIN / REGISTER USA - West Coast (change) follow us
LES MILLS GRIT™SERIES will push you to your
max, and beyond.
Get the up close and personal attention of small
group or team training. With your coach right down
on the floor with you, motivating you and the team,
you won’t believe how hard you can work out.
FIND OUT MORE
With 14,000 clubs in 80 countries
worldwide, there’s a Les Mills class
near you.
FIND A CLASS
Search Now
Introducing the LES MILLS
SMARTBAR™, a cutting-edge
ergonomic design that speeds up
plate transitions and helps you
maximize your workout.
GETTING IN SHAPE JUST GOT EVEN FASTER
Find out more
ABOUT LES MILLS VACANCIES MEDIA CENTRE RESEARCH CONTACT US TERMS OF USE PRIVACY POLICY FAQ SITE MAP © Les Mills International Ltd 2013. All Rights Reserved.
LES MILLS INTERNATIONAL © 2012
62
HIGH QUALITY BROCHURES
LES MILLS INTERNATIONAL © 2012
63
HIGH QUALITY BROCHURES
LES MILLS INTERNATIONAL © 2012
64
SGTT-SCHEDULE EXAMPLE - FRONT
LES MILLS INTERNATIONAL © 2012
65
SGTT-SCHEDULE EXAMPLE - BACK
LES MILLS INTERNATIONAL © 2012
66
LES MILLS INTERNATIONAL © 2012
67
SEE ALL OBSTACLES. NOW BEAT THEM.
LES MILLS INTERNATIONAL © 2012
68
KNOW YOUR LIMITS. NOW SMASH THEM.
LES MILLS INTERNATIONAL © 2012
69
LES MILLS INTERNATIONAL © 2012
70
DIFFER 
FROM GROUP X
#7

CREATE VALUE
LIMIT NUMBERS 
OUTSIDE THE GROUP EX STUDIO
RECRUIT PERSONAL TRAINERS 
OFFER FITNESS EVALUATION, 
NUTRITION & TEAM BUILDING
LES MILLS INTERNATIONAL © 2012
SMALL GROUP TEAM
TRAINING SPACE
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
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80
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LES MILLS INTERNATIONAL © 2012
82
LES MILLS INTERNATIONAL © 2012
83
a
v 3.0
May 2012
©LesMillsInternational
21 DAY CHALLENGE
WELCOME...
...toLESMILLSGRIT™SERIES21DayChallenge.Firstthing’sfirst–you
needtoknowthisisgoingtobehard.
Thisisn’tjustanotherfaddiet,thisWORKS.Thisisawaytoresetyour
bodytohealthiereatingpatterns.
Ifyouchoosetoputyourbodythroughthisprogram,youaregoingto
loseweightandfat.
Therearemanywaystoloseweight,sure,butthisplanwillmaintain
yourenergylevelsandmusclemass.Italsoletsyoueatnormalwhole
unprocessedfood.
Oh,anditonlytakes3weeks–notthatlongwhenyouthinkaboutit.
Sowhynotgiveitago?
Promise,youwon’tregretit.Youwillonlyregretnottryingitsooner.
Corey Baird
C.H.E.K Practitioner and Poliquin-certified Strength Conditioning
Specialist, Levels 1 & 2. International Master Trainer, Les Mills
International Ltd
Dr Jackie Mills B Phys Ed, MBCh B, Dip Obstetrics
Group Fitness Director, Les Mills International Ltd
Diana Mills BA
Creative Director, Les Mills International Ltd
2
LESMILLSGRIT™SERIES21daychallenge,
willresetyourbodytoahealthiereating
patternwithabenefitoflosingbodyfat,
especiallyaroundyourwaist.Itdoesall
ofthiswhilemaintaingyourenergylevels
andleanmusclemass.Youalsogettoeat
normalwholefoods.
THE 21DAYCHALLENGE
21 days high protein, low carb – this plan is going to literally rip the
fat off you.
5 meals per day for women, 6 meals per day for men. One of these is
a post-workout protein shake.
The other 4/5 meals are:
1.Protein
1 palm full (size and thickness of the palm of your hand) of lean beef,
lamb, chicken, duck, turkey, fish, shell fish, pork or eggs
2.Fat
A thumb size of nuts and seeds, Avocado, Olive oil, Fish oil or
Flaxseed oil.
3.Vegetables(non-starchcarbs)
1-2 handfuls of Broccoli, Lettuce, Cabbage, Cauliflower, Green beans,
Asparagus, Mushrooms, Brussels sprouts, Cucumber, Spinach,
Watercress, Onions, all forms of Peppers, RAW Carrots, Tomatoes,
Zucchini, Egg plant.
Yes all three: each meal = protein + fat + vegetables
Sound impossible? It’s not. Just do it!
Postworkoutshake1,2
Drink within 10 minutes of working out.
Women 0.3 grams of protein per kg of body weight.
Men 0.5 grams of Protein per kg of body weight.
This is worth doing – it will stop that “I’d rather put wild ferrets down
my pants than work out” feeling the day after a big training session.
Hydration3
Take your body weight in kilograms and multiply by 0.033 = Litres of
water per day.
Add one extra glass of water for every hour of exercise.
To get some extra trace minerals, add 1 small pinch of unrefined sea salt
to every litre of water and this will also to help maintain hydration levels.
FOOD? YES!
LES MILLS INTERNATIONAL © 2012
LES MILLS INTERNATIONAL © 2012
85
# KEY TO SUCCESS
 YOUR ACTION
GREAT PROGRAMMING
 Aim for a range of relevant programs that
are motivating
TRENDS MATTER
 Be on top of lasting trend. Avoid fads.
Re-engage members
NAIL THE BUSINESS MODEL
 Set a clear goal and choose a model that
supports.
GET EVERYONE ON BOARD
 In-depth Program knowledge.
Educate staff on benefits
RECRUIT AND TRAIN THE
RIGHT PEOPLE
Qualified professionals
Find new talent and support growth
GET THE WORD OUT
 Have awesome marketing material. Use all
avenues to promote
DIFFERENTIATE FROM
GROUP FITNESS
 Have a solid implementation plan in place
#1
#2
#3
#4
#5
#6
#7
LES MILLS INTERNATIONAL © 2012
86
GROWING MEMBERSHIP AND PROFIT
SMALLGROUPTRAININGOPPORTUNITY

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Future Trends in Small Group Team Training - Research and Best Practices from Penn State University and Les Mills

  • 1. LES MILLS INTERNATIONAL © 2012 1 SMALL GROUP TEAM TRAINING FUTURETRENDSANDINSIGHTS-ACESYMPOSIUMWEST2013
  • 2. LES MILLS INTERNATIONAL © 2012 2 WHAT DO PEOPLE WANT? WHY DO THEY JOIN A FITNESS FACILITY?
  • 3. LES MILLS INTERNATIONAL © 2012 3 RESULTS & MOTIVATION
  • 4. LES MILLS INTERNATIONAL © 2012 4 RESULTS FITNESS HEALTH FAST VS SLOW
  • 5. LES MILLS INTERNATIONAL © 2012 5 MOTIVATION EXERTAINMENT COMMUNITY WELLNESS
  • 6. LES MILLS INTERNATIONAL © 2012 6 OPPORTUNITY MOTIVATION MAP
  • 7. LES MILLS INTERNATIONAL © 2012 7 SMALL GROUP TRAINING A NOW OPPORTUNITY
  • 8. LES MILLS INTERNATIONAL © 2012 FULL SERVICE GYM GROWTH OF SMALL GROUP TRAINING STUDIOS
  • 9. LES MILLS INTERNATIONAL © 2012 SGTT POSITIONING PERSONAL TRAINING SMALL GROUP TRAINING GROUP EXERCISE
  • 10. LES MILLS INTERNATIONAL © 2012 REVENUE STREAMS UNASSISTED EXERCISE PERSONAL TRAINING SMALL GROUP TRAINING GROUP EXERCISE
  • 11. LES MILLS INTERNATIONAL © 2012 SUMMARY STAY ON TREND INCREASE MEMBER ENGAGEMENT ACCESSIBLE PT GREATER REVENUE A NOW OPPORTUNITY
  • 12. LES MILLS INTERNATIONAL © 2012 12 7 KEYS TO SUCCESS SMALL GROUP TRAINING
  • 13. LES MILLS INTERNATIONAL © 2012 13 # KEY TO SUCCESS YOUR ACTION TRENDS MATTER Be on top of lasting trend. Avoid fads. Re-engage members GREAT PROGRAMMING Aim for a range of relevant programs that are motivating NAIL THE BUSINESS MODEL Set a clear goal and choose a model that supports. GET EVERYONE ON BOARD In-depth Program knowledge. Educate staff on benefits RECRUIT AND TRAIN THE RIGHT PEOPLE Qualified professionals Find new talent and support growth GET THE WORD OUT Have awesome marketing material. Use all avenues to promote DIFFERENTIATE FROM GROUP FITNESS Have a solid implementation plan in place #1 #2 #3 #4 #5 #6 #7
  • 14. LES MILLS INTERNATIONAL © 2012 14 TRENDS MATTER #1 GROUP PERSONAL TRAINING CERTIFIED PROFESSIONALS STRENGTH TRAINING BODYWEIGHT TRAINING CHILDREN AND OBESITY WEIGHT LOSS EXERCISE FOR OLDER ADULTS PERSONAL TRAINING FUNCTIONAL FITNESS CORE TRAINING Thompson,  W.  Health  &  Fitness  Journal,  Oct.  29,  2012.   News  release,  American  College  of  Sports  Medicine  
  • 17. LES MILLS INTERNATIONAL © 2012 17 PewResearchCenter MILLENNIALS A PORTRAIT OF GENERATION NEXT Confident. Connected. Open to Change. PewResearchCenter THE MILLENNIAL TRENDS
  • 19. LES MILLS INTERNATIONAL © 2012 Millennials. vigorous ing out at a nterviewed for likely to aid they had 24 hours. members of the ed in the past 24 are likely due at y are Millennials less likely than r have children, e for exercise. likely than -29 say they got ompared with 48% of women. The gender gap among older adults is Millennials and Exercise % saying they got vigorous exercise in the past 24 hours 46 56 48 42 39 All Millennial Gen X Boomer Silent MILLENIALS LOVE EXERCISE
  • 20. LES MILLS INTERNATIONAL © 2012 20 MILLENIAL MEN TRAIN MORE 68 48 32 52 0 20 40 60 80 100 120 Men Women Exercise No exercise
  • 21. LES MILLS INTERNATIONAL © 2012 FITNESS 2.0
  • 22. LES MILLS INTERNATIONAL © 2012 REFERRAL Mostloyalmembers ACQUISITION Potentialguestdriver RETENTION Highusage MEMBER LIFE CYCLE
  • 23. LES MILLS INTERNATIONAL © 2012 Isolation Genericbasicprogramming Instructordrivenprograms Primarycertificationsrequired Requiredbusinesssilo managedby“GXinstructor mademanager” Value Programdrivenscheduling withsportsconditioningto dancetomindbody RiseofstudiospaceforCF, MMA,Yoga,Barre,etc.. Hybridinstructorsontherise –PTandGX Offense UsebenefitsofGroupFitness asaprimarysellingfocusin clubs Keyisdifferentiationon execution–service& experiencemorethanproduct Programmingbysegment– youth,senior,babyboomer, athletes YESTERDAY, TODAY AND TOMMOROW Future Present Past
  • 24. LES MILLS INTERNATIONAL © 2012 IsitGroupXorisitTraining? §  Segregatedfitnessteams  §  Trainersdon’tutilizeGroupX §  GroupXinstructorsdon’tsupportPT §  Membersalignbasedonexperience Programmingdeterminesbest“coach”intheclub OWNERSHIP OF SMALL GROUP SPACE
  • 25. LES MILLS INTERNATIONAL © 2012 WHATPROBLEMAREYOUSOLVING? •  Activeclientgrowth •  Frequencyofclientinteractions •  Margingrowth •  Careerenhancement Programmingdeterminesbest“coach”intheclub CAVEATS •  Activeclientcannibalization •  Flatrateversussessionburn •  Programmedorfreestyle? •  Howtoenticenewpeople START AT THE BEGINNING
  • 26. LES MILLS INTERNATIONAL © 2012 BEFORE §  ABC’sofSales §  Servicesecondary §  Onesizefitsall §  Traditionaladvertising §  Wordofmouthreferrals1to1 Vendorssellfortoday,partnerssellfortomorrow NOW §  Salesplusservice §  Educationmatters §  Differentiatedofferings §  Socialmediaimpact §  Wordofmouthreferral1to10/100/1000 VENDORSHIP TO PARTNERSHIP
  • 27. LES MILLS INTERNATIONAL © 2012 27 GREAT PROGRAMMING #2 COMPELLING EXPERIENCES MEASURABLE RESULTS HIGH MOTIVATION HIGH ADHERANCE HIGH RETENTION LESS TRAINER DEPENDENT
  • 37. LES MILLS INTERNATIONAL © 2012 37 P.12 - LES MILLS GRIT™SER
  • 38. LES MILLS INTERNATIONAL © 2012 REDUCE RISK OF DISEASE IMPROVE SATISFACTION WITH DAILY LIFE. WHY DO WE CARE ABOUT EXERCISE?
  • 39. LES MILLS INTERNATIONAL © 2012 39 WHAT IS HIIT? DELIVERS FASTER RESULTS WITH SHORTER WORKOUTS SUPPORTS LEAN MUSCLE AND FAT LOSS THROUGH HIGHER HGH PRODUCTION IMPROVES AEROBIC CAPACITY SIGNIFICANTLY INCREASES METABOLISM BURNS MORE FAT
  • 40. LES MILLS INTERNATIONAL © 2012 40 We conducted a six week intervention to find out if LES MILLS GRIT™SERIES can improve the health and happiness of already fit adults RESEARCH – GET FIT WITH GRIT
  • 41. LES MILLS INTERNATIONAL © 2012 DATA COLLECTION
  • 42. LES MILLS INTERNATIONAL © 2012 42 GROUP 2 - GRIT • 2  x  30  minute     LES  MILLS  GRIT™SERIES   • 2  x  60  minute  cardio*   • 2  x  60  minute   BODYPUMP™   GROUP 1 – NO GRIT • No  LES  MILLS   GRIT™SERIES   • 3  x  60  minute  cardio*   • 2  x  60  minute   BODYPUMP™   *Cardio  could  be  a  combinaHon  of  Les  Mills’  BODYATTACK™,   BODYCOMBAT™,  RPM™  or  BODYSTEP™     2  groups  of  42  Fit  Adults  worked  out  5  hours/week.  
  • 43. LES MILLS INTERNATIONAL © 2012 43 Group 2 GRIT DIFF Group 1 No GRIT 3.1% 14.5% -11.4% TRIGLYCERIDE DECREASE
  • 44. LES MILLS INTERNATIONAL © 2012 44 Group 2 GRIT DIFF Group 1 No GRIT OXYGEN CONSUMPTION INCREASE 1.7% 6.4% +4.7%
  • 45. LES MILLS INTERNATIONAL © 2012 45 Group 2 GRIT DIFF Group 1 No GRIT TOTAL BODY FAT DECREASE 0.8% 2.1% -1.3%
  • 46. LES MILLS INTERNATIONAL © 2012 46 Group 2 GRIT DIFF Group 1 No GRIT BACK STRENGTH INCREASE 8.4% 21.9% +13.5%
  • 47. LES MILLS INTERNATIONAL © 2012 47 RESEARCH SUMMARY 1.  GRIT IS SCIENTIFICALLY PROVEN TO BOOST YOUR HEALTH 2.  PARTICIPANTS RATED THE TRAINING SESSIONS AS A POSITIVE EXPERIENCE 3.  HIGH LEVELS OF SATISFACTION WITH CHALLENGING INTENSITY
  • 48. LES MILLS INTERNATIONAL © 2012 48 NAIL THE BIZ MODEL #3 SIZE MATTERS SMALL GROUP OR TEAM? HOW MUCH TO CHARGE? TRAINER PAY RATE? SMALL = 3-9, TEAM = 10-20
  • 49. LES MILLS INTERNATIONAL © 2012 49 DEDICATED SPACE
  • 50. LES MILLS INTERNATIONAL © 2012 50 RECYCLED SPACE
  • 51. LES MILLS INTERNATIONAL © 2012 51 OUTSIDE SPACE
  • 52. LES MILLS INTERNATIONAL © 2012 52 OUTSIDE SPACE
  • 53. LES MILLS INTERNATIONAL © 2012 53 NAIL THE BIZ MODEL #3 PAYMENT OPTIONS 1. DROP IN RATE: $10-25/WORKOUT 2. BULK SESSIONS: DISC 15-25% 3. EFT PREMIUM MEMBERSHIP 4. PROGRAM BLOCK: $/WEEK/SESSIONS
  • 54. LES MILLS INTERNATIONAL © 2012 54 NAIL THE BIZ MODEL #3 TRAINER COMPENSATION 1. FLAT RATE - $20-$40 2. COMMISSION -30-40% 3. PER HEAD - BASE+PER HEAD
  • 55. LES MILLS INTERNATIONAL © 2012 55 THE RESULTS   •  Gross:  $4,320  per  month   •  Net:  $2,934  per  month     THE MODEL •  Premium  =  $15   •  Bulk  discount  =  $12   •  9  x  30  min  sessions/week   •  8  people  per  session   •  Trainer  pay  =  $10  base  +  $2  per  head   EXAMPLE
  • 56. LES MILLS INTERNATIONAL © 2012 56 THE MODEL •  6  week  bootcamp   •  Package  =  $120     •  Unlimited  sessions   •  12  x  30  min  workouts  per  week   •  Flat  Trainer  pay  =  $20   EXAMPLE 2 THE RESULTS   •  Gross:  $7,000  per  bootcamp   •  Net:    $5,800  per  bootcamp    
  • 57. LES MILLS INTERNATIONAL © 2012 57 GET EVERYONE ON BOARD #4 EQUIP ALL STAFF WITH INFO BRIDGES DEPT GAPS CREATES COMMUNITY
  • 58. LES MILLS INTERNATIONAL © 2012 58 RECRUIT & TRAIN THE RIGHT PEOPLE #5 HIRE WISELY AUTHENTICITY PERSONALITY QUALIFICATION LEADERSHIP BUY-IN
  • 59. LES MILLS INTERNATIONAL © 2012 59 BECOMING A GRIT COACH Sign  up  online:  hap://www.lesmills.com/training  
  • 60. LES MILLS INTERNATIONAL © 2012 60 GET THE WORD OUT #6 BE INTERACTIVE VISIBLE MARKETING TOOLS EMAIL & SOCIAL MEDIA DEMO WORKOUTS DEALS & INCENTIVES
  • 61. LES MILLS INTERNATIONAL © 2012 61 GET A HOT WEBSITE Builds strength and tones lean muscle. Builds power and increases speed and leg strength. Maximizes your calorie burn within the workout and helps burn fat for hours afterwards. LES MILLS GRIT™ STRENGTH LES MILLS GRIT™ PLYO LES MILLS GRIT™ CARDIO CLASSES FIND A CLASS INSTRUCTORS CLUBS AND FACILITIES COMMUNITY STORE YOUR PROFILE LOGIN / REGISTER USA - West Coast (change) follow us LES MILLS GRIT™SERIES will push you to your max, and beyond. Get the up close and personal attention of small group or team training. With your coach right down on the floor with you, motivating you and the team, you won’t believe how hard you can work out. FIND OUT MORE With 14,000 clubs in 80 countries worldwide, there’s a Les Mills class near you. FIND A CLASS Search Now Introducing the LES MILLS SMARTBAR™, a cutting-edge ergonomic design that speeds up plate transitions and helps you maximize your workout. GETTING IN SHAPE JUST GOT EVEN FASTER Find out more ABOUT LES MILLS VACANCIES MEDIA CENTRE RESEARCH CONTACT US TERMS OF USE PRIVACY POLICY FAQ SITE MAP © Les Mills International Ltd 2013. All Rights Reserved.
  • 62. LES MILLS INTERNATIONAL © 2012 62 HIGH QUALITY BROCHURES
  • 63. LES MILLS INTERNATIONAL © 2012 63 HIGH QUALITY BROCHURES
  • 64. LES MILLS INTERNATIONAL © 2012 64 SGTT-SCHEDULE EXAMPLE - FRONT
  • 65. LES MILLS INTERNATIONAL © 2012 65 SGTT-SCHEDULE EXAMPLE - BACK
  • 67. LES MILLS INTERNATIONAL © 2012 67 SEE ALL OBSTACLES. NOW BEAT THEM.
  • 68. LES MILLS INTERNATIONAL © 2012 68 KNOW YOUR LIMITS. NOW SMASH THEM.
  • 70. LES MILLS INTERNATIONAL © 2012 70 DIFFER FROM GROUP X #7 CREATE VALUE LIMIT NUMBERS OUTSIDE THE GROUP EX STUDIO RECRUIT PERSONAL TRAINERS OFFER FITNESS EVALUATION, NUTRITION & TEAM BUILDING
  • 71. LES MILLS INTERNATIONAL © 2012 SMALL GROUP TEAM TRAINING SPACE
  • 83. LES MILLS INTERNATIONAL © 2012 83 a v 3.0 May 2012 ©LesMillsInternational 21 DAY CHALLENGE WELCOME... ...toLESMILLSGRIT™SERIES21DayChallenge.Firstthing’sfirst–you needtoknowthisisgoingtobehard. Thisisn’tjustanotherfaddiet,thisWORKS.Thisisawaytoresetyour bodytohealthiereatingpatterns. Ifyouchoosetoputyourbodythroughthisprogram,youaregoingto loseweightandfat. Therearemanywaystoloseweight,sure,butthisplanwillmaintain yourenergylevelsandmusclemass.Italsoletsyoueatnormalwhole unprocessedfood. Oh,anditonlytakes3weeks–notthatlongwhenyouthinkaboutit. Sowhynotgiveitago? Promise,youwon’tregretit.Youwillonlyregretnottryingitsooner. Corey Baird C.H.E.K Practitioner and Poliquin-certified Strength Conditioning Specialist, Levels 1 & 2. International Master Trainer, Les Mills International Ltd Dr Jackie Mills B Phys Ed, MBCh B, Dip Obstetrics Group Fitness Director, Les Mills International Ltd Diana Mills BA Creative Director, Les Mills International Ltd 2 LESMILLSGRIT™SERIES21daychallenge, willresetyourbodytoahealthiereating patternwithabenefitoflosingbodyfat, especiallyaroundyourwaist.Itdoesall ofthiswhilemaintaingyourenergylevels andleanmusclemass.Youalsogettoeat normalwholefoods. THE 21DAYCHALLENGE 21 days high protein, low carb – this plan is going to literally rip the fat off you. 5 meals per day for women, 6 meals per day for men. One of these is a post-workout protein shake. The other 4/5 meals are: 1.Protein 1 palm full (size and thickness of the palm of your hand) of lean beef, lamb, chicken, duck, turkey, fish, shell fish, pork or eggs 2.Fat A thumb size of nuts and seeds, Avocado, Olive oil, Fish oil or Flaxseed oil. 3.Vegetables(non-starchcarbs) 1-2 handfuls of Broccoli, Lettuce, Cabbage, Cauliflower, Green beans, Asparagus, Mushrooms, Brussels sprouts, Cucumber, Spinach, Watercress, Onions, all forms of Peppers, RAW Carrots, Tomatoes, Zucchini, Egg plant. Yes all three: each meal = protein + fat + vegetables Sound impossible? It’s not. Just do it! Postworkoutshake1,2 Drink within 10 minutes of working out. Women 0.3 grams of protein per kg of body weight. Men 0.5 grams of Protein per kg of body weight. This is worth doing – it will stop that “I’d rather put wild ferrets down my pants than work out” feeling the day after a big training session. Hydration3 Take your body weight in kilograms and multiply by 0.033 = Litres of water per day. Add one extra glass of water for every hour of exercise. To get some extra trace minerals, add 1 small pinch of unrefined sea salt to every litre of water and this will also to help maintain hydration levels. FOOD? YES!
  • 85. LES MILLS INTERNATIONAL © 2012 85 # KEY TO SUCCESS YOUR ACTION GREAT PROGRAMMING Aim for a range of relevant programs that are motivating TRENDS MATTER Be on top of lasting trend. Avoid fads. Re-engage members NAIL THE BUSINESS MODEL Set a clear goal and choose a model that supports. GET EVERYONE ON BOARD In-depth Program knowledge. Educate staff on benefits RECRUIT AND TRAIN THE RIGHT PEOPLE Qualified professionals Find new talent and support growth GET THE WORD OUT Have awesome marketing material. Use all avenues to promote DIFFERENTIATE FROM GROUP FITNESS Have a solid implementation plan in place #1 #2 #3 #4 #5 #6 #7
  • 86. LES MILLS INTERNATIONAL © 2012 86 GROWING MEMBERSHIP AND PROFIT SMALLGROUPTRAININGOPPORTUNITY