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YOUR CLUB BY THE NUMBERS

YOUR CLUB BY THE NUMBERS. The CMS Way. The System That Works. A Biz •Trac module. Seven Deadly Sins. DUMB- “Don’t understand my business” Poor initial planning Overly optimistic projections Improper debt structure/capitalization Poor cash flow planning Lack of operating systems

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YOUR CLUB BY THE NUMBERS

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  1. YOUR CLUB BY THE NUMBERS The CMSWay The System That Works A Biz •Trac module

  2. Seven Deadly Sins • DUMB- “Don’t understand my business” • Poor initial planning • Overly optimistic projections • Improper debt structure/capitalization • Poor cash flow planning • Lack of operating systems • Lack of accountability/reporting

  3. Seven Laws of Profitable Club Management • Law#4 The Law of Numbers • Much of what goes on in your club is unable to be objectively measured. However, there are many numbers that tell you “How are we doing?”.

  4. ADHERENCE TO OPERATING RATIOS

  5. Rent/Mortgage Payroll 20% 30% 25% 15% 10% Profit All other Marketing TARGET RATIOS

  6. KEYS TO SUCCESS SALES PERFORMAMCE MARKETING EFFECTIVENESS NEW MEMBER ASSIMILATION FITNESS STAFF PERFORMANCE MEMBER SERVICE/ MEMBER RETENTION COST CONTROLS

  7. SALES PERFORMANCE • TEL-TRAC SYSTEM IMPLEMENTATION • CALLS>APPTS>SHOWS>CLOSE • APPTS/WALK-IN RATIO • SERVICE CALLS/REFERRALS • TEL-TRAC DAILY/MONTHLY REPORT

  8. MARKETING EFFECTIVENESS • EXTERNAL • INCOMING CALLS • WALK-INS • INTERNAL • REFERRALS • GUEST TRAFFIC • SOURCES • PRINT, ELECTRONIC, TELE DIRECTORY, REFERRAL, CAMP, NEIGHBOR

  9. NEW MEMBER ASSIMILATION • SALES SERVICE CALLS • NEW MEMBER ORIENTATION • NEW MEMBER SURVEY • FIT-TRAC SERVICE CALLS • FIT-TRAC SERVICE OPPORTUNITIES • MEMBER USAGE REPORTS

  10. FITNESS STAFF PERFORMANCE • PERFORMANCE INDICATORS • # OF CLIENTS • INSTRUCTION RATE • INSTRUCTIONS/TOTAL HOURS • CALL RATE • ATTRITION RATE

  11. MEMBER SERVICE/RETENTION • MEMBER FEEDBACK SYSTEM • HEY TONY! • MEMBER SURVEYS • WALK ABOUTS • RESIGINATIONS • Why are you leaving? • KAM question • PREVIOUS MEMBERS JOINED • REFERRALS

  12. COST CONTROLS • PAYROLL CONTROLS • 30% RATIO • WAGE BANDS • APPROVE ALL INCREASES • BUDGET CONTROLS • PROFIT CENTER PROFIT • APPROVE ALL EXPENDITURES • BUDGET VARIANCE REPORTS

  13. DAILY REPORTS • SALES, RESIGNATIONS, NET • CASH FLOW- DEPOSITS, EXPENDITURES • DAILY SALES REPORT • BY SALES PERSON • MEMBER FEEDBACK

  14. MONTHLY REPORTS • MEMBERSHIP UNITS and $ PER UNIT • SALES, RESIGNATIONS, NET • TEL TRAC, FIT TRAC, R-TRAC REPORTS • SURVEY RESULTS • DEPT FINANCIAL STATEMENTS • PAYROLL RATIO • DEPARTMENTAL/PROGRAM BUDGET VARIANCES

  15. REPORTING SYSTEMS • FEED BAC- TRACKS ALL 3 SYSTEMS • TEL TRAC, FIT TRAC, R TRAC • YOU TRACK AND ENTER THE DATA • FEED BAC CALCULATES AND CONSOLODATES • BIZ TRAC • PLAN YOUR WORK • WORK YOUR PLAN • REVIEW YOUR RESULTS

  16. Rent/Mortgage Payroll 20% 30% 25% 15% 10% Profit All other Marketing IF YOU WANT TO MAKE YOUR NUMBERS

  17. YOU HAVE TO KNOW YOUR NUMBERS REPS & SETS OR DOLLARS & CENTS WHICH ARE YOU PAYING MORE ATTENTION TO ?

  18. FINANCIAL MANAGEMENT The CMSWay THE END The System That Works A Biz •Trac module

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