Fitness Management 02-2007

Welcome to the digital edition of Fitness F itness Manag Management ement magazine! Each month, you can receive Fitness Management in this pdf format, and scroll through to read the entire magazine. Each of the articles on the cover and the contents pages are linkable to the inside pages. To return to the cover, click on the far left arrow on the bottom of the page. To move one page back or ahead, ahead, click on the middle left and right arrows. To return to the page you were previously on, click the green left arrow. We hope you find this digital issue useful to you. While it is not intended to replace the printed version, it may be more convenient for you to use this edition for quick access to articles art icles and infor information. mation. Your feedback is welcome!

Special Report:

Member Attrition FITNESS ASS FITNESS ASSESS ESSMENT MENT Motivate Members by Measuring Exercise Results CUSTOMER SERVICE Improve Service Experience with Secret Shoppers MAINTENANCE Keep Customers Happy by Raising Cleanliness Standards

ISSUES & SOLUTIONS FOR FITNESS FACILITIES

Retaining Members Solutions Solutio ns to Keep Keep Members Memb ers Co Coming ming Back Back

PLUS:

2nd Annu Annual al Augie’s Augie’s Bash O Group Cycling Principles O Youth Weight Weight-Loss -Loss Program Basics O

FEBRUA FEB RUARY RY 200 2007 7

Heart Rates are Rising Already.

Coming Soon: The New Commercial Series Treadmills from TRUE Durability and function meet style in the latest design from the maker of the highest quality treadmills for 25 years. TRUE Commercial Series treadmills are made in the U.S.A. and crafted wi th strong, steel frames for the durability and performance you have come to expect from TRUE. These great-looking cardio machines also feature easy-to-read wraparound consoles, a patented Soft System™ running surface, and HRC ® (Heart Rate Control) to help users get the most from every stride. For more information, visit www.truefitness.com or phone 800.426.6570.

©2007 TRUE FITNESSTECHNOLOGY, INC.

Is your club’s nutrition program

starving for attention?

hungry for a solution? We all know that exercise and nutrition are both extremely important to our members achieving successful outcomes. Well, imagine your health club had no treadmills! That's what it's like when you don't offer at least basic nutrition tracking/meal planning for your members. VITABOT allows health clubs to fill this massive void in their member services. For several years, VITABOT has been emerging as the "treadmill" of nutrition, by providing a private-labeled service that delivers nutrition tracking and meal planning to your members through your club's website. Since diet and nutrition are of such great interest to potential members, hundreds of health clubs are now successfully using VITABOT to bring in more new members, drive personal training revenue and improve member results and retention.

Vitabot is an intelligent food journal that helps your members improve their eating habits. • Private Labeled • Your Logo.Your Website • Drive New Revenue

www.vitabot.com

301-864-3886 [email protected] Please visit us at booth #5921 at IHRSA 2007

&

All your customers want is more gain with less pain. Why argue?

Pictured: pro5 Airdaptive

Power Plate’s Acceleration Training™ uses the body’s natural response to vibration to activate minimally invasive muscle contractions 30 to 50 times per second. Working out just 15 minutes, three times a week results in increased muscle strength and ﬂexibility, better range of motion, increased bone density and improved blood circulation. Power Plate can take your customers further than they’ve ever been in less time than they ever imagined.

www.powerplate.com · 877.87.PLATE Copyright 2007 Power Plate North America

February 2007 Volume 23, No. 2

28 FEATURES

28

34

The ‘Issue’ is Member Attrition

46

Optimal Cleanliness = Member Satisfaction

Ronale Tucker Rhodes, M.S., Editorial Director

Guy Brown

The ‘solution’ is to get members involved, show them results, provide great service and keep your facility clean.

Clean fitness centers keeps members by raising standards and eliminating hazards and wasteful practices.

30

40

Assessing for Retention Richard J. Bloomer, Ph.D., CSCS

Improve member exercise program compliance by educating them and showing them the results of their efforts.

32

42

The Basics of a Youth Weight-Loss Program Ryan Vogt

Offering a successful youth fitness program takes planning, commitment, a great staff and motivating ideas.

Use Secret Shoppers to Enhance Customer Service

42

Amy Scanlin, M.S.

Stephen A. Black, M.Ed., PT, ATC/L, NSC-CPT

A secret shopping company can provide insight about your members’ experiences and help to improve customer service.

Understand the principles that will help create fun, motivating and safe group cycling programs.

Group Cycling Results

46

The Fitness Cure Ronale Tucker Rhodes, M.S., Editorial Director

Fitness professionals will play a crucial role in the second annual Bash for Augie’s Quest, to be held in March.

www.fitnessmanagement.com

F I T N ES S M A N AG E M EN T • F E B R U AR Y 2 0 0 7

7

19 DEPARTMENTS WARM UP

MANAGEMENT MATTERS

10 Editor’s Note

50 Operations

12 Contributors

Membership Attrition and Club Profitability, Part 1

13 Letters

BY STEPHEN THARRETT, M.S., AND JAMES A. PETERSON, PH.D.

51 Independent Issues PULSE

Retention vs. Sales Costs: A Re-Examination

14 News

B Y R O B BI S H OP

Industry News, Fitness Research, People and Places, Trend Watch and more

15

52 Risk Management When Your Insurance Company Won’t Pay BY DAVID L. HERBERT, J.D.

53 Facility Maintenance Make a Difference with the Basics B Y B R I AN S A M U EL

54 Instructor Training Obesity 101: The Physiology of Fatness BY BARBARA A. BREHM, ED.D.

55 Client Handout Understanding Obesity Health Risks

23 Fitness Q&A

BY BARBARA A. BREHM, ED.D.

BY MATT BRZYCKI

Is it possible to eat healthy at a fast food restaurant? ■ What’s meant by the term ‘significant’ when it’s used in studies? ■ Is there a difference between refurbished and reconditioned equipment? ■

24 Media B Y N E I L W O LK O DO F F, P H . D.

Workouts from Boxing’s Greatest Champs ■ Mastering Cortisol ■ Vegetarian Sports Nutrition Plus, catalogs and charts ■

26 Best Ideas Certified in Wellness Excellence ■ Trick or Trim ■ Successful Aging ■

MARKETPLACE

56 Purchasing Guide Treadmills BY HEATHER PEAVEY, ASSOCIATE EDITOR

60 New Products 64 Classifieds

F I T N ES S M A N AG E M EN T • F E B R U A R Y 2 0 0 7

FM’S E-ZINE Read FM online cover to cover for free. Inform your international peers! CURRENT ISSUE Reading someone else’s issue? View this month’s articles online. PRODUCTS & SERVICES DIRECTORY Find suppliers by product or name in the most searchable database in the industry. CALENDAR OF EVENTS Locate industry meetings, conferences and trade shows. E-LETTER Clubs respond and interact about monthly management topics. Interested? Read the e-Letter online, or subscribe to have it emailed directly to you each month. INDUSTRY STATISTICS Read a breakdown of industry data. NOVA7 FACILITY AWARDS Download an entry form to win an award for outstanding innovations. NOVA7 SUPPLIER AWARDS Vote for the best suppliers in six categories, as well as the best product of the year!

67 Supplier Index

LIBRARY OF ARTICLES Access more than 1,500 articles by topic.

CO OL D OW N

JOB FAIR Find a job, or post a job opening.

68 What’s Next 69 Calendar 70 Facility Spotlight Renovation Increases Usage BY ANNE B. MCDONNEL L, SENIOR EDITOR

8

There’s more to FM than can be found in the pages of each issue. Visit our website to find resources to help you succeed in your fitness services business.

SUBSCRIPTIONS Need to renew or update your subscription? CLASSIFIED ADS Find items for sale, or post an item for sale. ADVERTISING Find out how to advertise in Fitness Management magazine.


/URWEIGHTSAREBUILTTOLAST *USTLIKEOURCUSTOMERRELATIONSHIPS

                                                                                               

Editor’s Note

BY RONALE TUCKER RHODES, M.S., EDITORIAL DIRECTOR

Planet Plight As if our industry hasn’t been battling its image issue long enough, along comes another scandal that is completely mischaracterized by the media. The story of Albert Argibay being kicked out of a Planet Fitness gym, and his membership revoked, smells bad, if you ask me. Bad on the part of Argibay, who clearly isn’t taking any responsibility for his actions, and is, instead, placing total blame on Planet Fitness’ written policies and the actions of its manager. Bad for our industry’s facility operators who are working ever so hard to lower their member attrition levels by seeking out as much advice as possible about how to keep members coming back to their facilities. And bad for our industry’s image, as one facility’s policies are portrayed negatively by the media. First of all, I don’t buy Argibay’s story of the event that occurred. The discrepancies between his account and Manager Carol Palazzolo’s are too different to be believed. In case you don’t know the specifics, here they are: Argibay, a bodybuilder and state corrections officer, was grunting while lifting 500-pound weights. Because grunting is against Planet Fitness’ policy, and because he was asked repeatedly to stop and didn’t, Argibay was asked by the manager to leave the facility.Argibay states in the first article printed about this incident (The New York Times, Nov. 18, 2006), that his response to the request was merely, “I’m not grunting, I’m breathing heavy,” and that the reason he was asked to leave was because the manager didn’t like to be “challenged.” It’s possible that that’s what happened, but in this age of customer-service-conscious facility management, it’s not very probable. Kudos goes to Planet Fitness for making an official response to the Times article, which was one-sided toward Argibay. In the statement, Planet Fitness spokesman Dave Lakhani gives this account: “Mr. Argibay was asked to stop his excessively loud grunting and screaming as he squatted weight.… Mr. Argibay’s response was,‘I’m a bodybuilder and I’ll grunt if I want to.” When asked again to stop the loud noise,Mr. Argibay responded,‘You are a f****g b*tch. I’m not

10


going to stop.” Then, when told the authorities were going to be called if he didn’t stop his intimidating behavior, he stated, “My f***g boss is the captain of the police force.” Argibay is clearly a bully, and someone who misuses his “perceived”position of authority. I don’t believe for a minute that most fitness facility managers would have acted too differently in Palazzolo’s shoes. It’s bad enough that Argibay downplayed the account of what happened, but the Times article should have been more impartial. The article’s author made a mockery out of Planet Fitness’ no grunting rule by stating that Argibay “had violated one of the club’s most sacred and strictly enforced rules: He was grunting.” What’s wrong with facilities making rules to appeal to their target market? As Planet Fitness states, “over 80 percent of the … membership is derived from people who are coming back to the gym for the first time.… Planet Fitness strives to make the environment pleasant, non-threatening and supportive of those people who often feel out of place in more aggressive workout facilities.” Heck, I’m a veteran of fitness facilities, and I find grunting offensive; I can’t imagine being a newbie in a fitness facility where members are constantly grunting. Planet Fitness might be well-advised to be a bit more discreet in dealing with members who break their policies. Its “Lunk Alarm” (a siren with flashing blue lights and a public scolding) goes a bit far, and I agree that it could definitely be humiliating to some who possibly hadn’t meant to violate the rules. But rules are good, especially when they support the culture the club is trying to create. One last thing about the Times article and some others. The fact that Maria Sharapova and Monica Seles grunt on the tennis court has little relation to the Planet Fitness issue. I seriously doubt that members who worked out with bodybuilder legends such as Joe Gold, Arnold Schwarzenegger and Lou Ferrigno were offended by their grunting. The fact that “nationwide the [Planet Fitness] chain expels roughly two members a month for various reasons, most commonly grunting and dropping weights,” smacks of a good retention policy, in my opinion. At least they’ve identified a method for lowering their attrition rates among the population to whom they seek to cater. FM


Xtreme Technology equals Xtreme Savings

d ucin g o t r

. . .

n i

FREE HAT OFFER! Go to www.sportsartamerica.com/v2/corporate/free_hat.asp and enter promo code FM

Who would have ever dreamed a treadmill

Another Xtreme benefit of this revolutionary

could save you money? The engineers at

drive system is its durability – as demonstrated

SportsArt Fitness not only dreamt it, they

by the 20 year warranty we are backing it with.

made it a reality. Our new ECO-POWR

™

drive system uses up to 32% less electricity

Hmmm...a sweet looking new treadmill that

than competing drive systems. That means

saves you money and provides unsurpassed

savings for you – real savings. In fact, a

durability. Sounds Xtremely interesting,

facility with just 12 treadmills could save up

doesn't it?

to $3,000 annually. Call us for more information.

Call this free hotline, 888-814-9556, to hear why clubs just like yours are making the switch to SportsArt Fitness.

1.800.709.1400 www.sportsartfitness.com

Contributors February 2007 Volume 23, NO. 2 EDITORIAL Editorial Director RONALETUCKER RHODES (951) 244-6498

[email protected] Senior Editor ANNEB. MCDONNELL (760) 439-3779 [email protected] Associate Editor HEATHERPEAVEY (570) 271-9001 [email protected]

RICHARD J. BLOOMER, PH.D., C.S.C.S.

AMY SCANLIN, M.S.

Fitness Expert and Certified Instructor

Using Secret Shoppers to Enhance Customer Service “Smart companies hire secret shoppers before they think there may be a customer service issue.”

Exercise Physiologist and Assistant Professor, University of Memphis, Tenn.

Assessing for Retention “While a change in body weight/body fat may be most important for many people, it is certainly not the only variable on which members should focus.”

Contributing/Technical Editors BARBARA A. BREHM,WAYNEWESTCOTT, STEPHEN BLACK, JASON KARP A R T Art Director AARON JANSEN [email protected] Production Director BONNIEMADISON [email protected] ElectronicProduction MARJORIE SCHULTZ Manager [email protected] ProductionAssistant SCOTT PACKEL [email protected] A D V E R T I S I N G S A L E S Advertising Sales ANDEE BELL(530) 661-7585 Manager [email protected] Account Executive APRILDONALD(530) 666-3496 [email protected] Sales Assistant JODI CHAMBERLAIN [email protected] Classified Ads DONNA BUTERA (469) 362-9953 [email protected] A T H L E T I C B U S I N E S S P U B L I C AT I O N S I N C . 4130 Lien Road • Madison, WI 53704 (800) 722-8764 • (608) 249-0186 CEO GRETCHENKELSEY BROWN President PETER BROWN Group Publisher BRAD ZAUGG

STEPHEN A. BLACK, M.ED., PT, ATC/L, NSC-CPT

CEO, Rocky Mountain Human Performance Center

Group Cycling Results “To help members get results, instructors should adhere to some general principles of sports conditioning.”

RYAN VOGT

Fitness Director, Tri-City Court Club

The Basics of a Youth Weight-Loss Program

AccountingAssistant GLORIAHAWKINSON MIS Director STEVE WEAR MIS Assistant SEAN RAY

“The focus of your program should be the benefits of proper nutrition and exercise for life.”

GUY BROWN

Manager, International Leisure and Hospitality

Optimal Cleanliness = Member Satisfaction “Even in fitness facilities with a good cleaning philosophy, some areas get overlooked.”

12

Administration Director SHARON SIEWERT & Controller Circulation & DENISE R. THOMPSON Database Manager Circulation Assistants COLLEEN WENOS LISA POPKE


Web Editor JILLNEBEKER Online Content REBECCA BEARJAR Coordinator Web Programmer ALEX MALYUTIN FITNESS MANAGEMENT (ISSN 0882-0481) is published monthlyand is distributed without charge to qualified professionalsby Athletic BusinessPublicationsInc., 4130 Lien Road, Madison, WI 53704. CHANGE OF ADDRESS: In order to ensure uninterrupted deliveryof Fitness Management, notice of change should be made at least five weeks in advance. Directall subscription mail to FitnessManagement, 4130 Lien Rd., Madison,WI 53704-3602, call 800/722-8764 orfax 608/249-1153. Forfaster service, visit us online at www.fitnessmanagement.com. Single copy price is $8 ($15 international; Buyers Guide, $45). Subscription price is $35 for12 issuesin the U.S.A., Canada and Mexico. International subscriptions (air mail) $65. Periodicals postage paid at Madison, Wisconsin, and at additional mailing offices. POSTMASTER: Send address changes to FitnessManagement, 4130 Lien Rd., Madison, WI 53704-3602. Canadian Publications Agreement #40049791. Canadian Mail Distribution Information: International Mail Express, Station A, PO Box54, Windsor, ON N9A 6J5. Email: [email protected] Printed in U.S.A. ©AthleticBusiness PublicationsInc., 2006 ALL RIGHTS RESERVED. Reproduction in whole or in part is prohibited. Fitness Management® is a trademark of Athletic Business Publications Inc.


Letters Industry Challenge “I am trying to find information on corporations that have onsite, multi-purpose wellness centers with pools. My company is trying to determine the value of building a lap swimming pool. [What are] the pros and cons?” Sheila Sharemet Health & Wellness Supervisor BP Wellness Center via email

e-Letter Encouragement I sent in a question recently for the e-Letter [Towels for Your Pool? October 2006]. There was a great response, with some very creative ideas, printed in the e-Letter. I also had several other readers contact me directly with more great ideas. I’d like to encourage other club owners/managers/trainers to contact the e-Letter each month with questions and ideas. I think the e-Letter has become a very unique resource for people in the industry. Rob Bishop Elevations Health Club via email

The Editor replies: We encourage all of our readers to sign up for the e-Letter at [email protected]. This open forum is a great way to share ideas and experiences that will help our industry grow.

Is it really about grunting?

In August we asked: How does your fitness center make sure members are dressed appropriately?

Response: At our college facility, we implemented the “T-shirts with sleeves required” when we opened. This wasn’t well received for the first couple of months, as there had been no dress code in the past, but we simply explained that we were looking out for their health. By wearing T-shirts with sleeves, it means less skin contact with all of the upholstery, as well as less sweat dripping onto the cardio machines. We have a few colorful shirts in our “forgotten” drawer for those folks who come in tank tops. When they are done with their workout, they drop the shirt into the towel cart where it is washed and ready to use the next time. Vicky Jaeger Luther College Decorah, Iowa


By now everyone’s heard about Planet Fitness and its disgruntled grunter, and no doubt managers are turning their attention to balancing on the ever-thinning line between attracting novice exercisers and keeping hard-core members happy. But have we, as an industry, missed the point of this unfortunate incident? I had a different interpretation of the reported events than simply one man taking a stand for the right to grunt in public. I saw Albert Argibay’s extreme, defensive-byway-of-attack reaction to Planet Fitness Manager Carol Palazzolo’s reprimands as having less to do with rules and more to do with gender. Would he have gone to all that trouble if a male manager asked him to stop grunting? Or would he have just shrugged and toned it down a little? Argibay’s behavior is eerily reminiscent of the misogynistic (and anti-semitic) tirade unleashed by Mel Gibson when he was arrested by a female police officer under suspicion of driving while intoxicated. Gibson called the officer “sugar tits,” while Argibay called Palazzolo a “f***ing b**ch.” Planet Fitness hinted at its awareness of the underlying cause of the situation when it released an official press release explaining its version of the events. While Planet Fitness limited its description of Argibay’s behavior during the event as “intimidating,” “threatening” and “aggressive,” the release did use

the words “inflammatory” and “misogynistic” to characterize Argibay’s behavior while he basked in his 15 minutes of fame. One example is this insensitive remark, attributed to Argibay’s attorney, while a guest on the Bob Rivers Radio Show: “They didn’t tell him it was Free Tampon Tuesday and Curves would not accept your membership, even with proof of zero testosterone levels.” I think this incident will have negative implications for clubs struggling to get the attention of new exercisers (unless they successfully market themselves as the “anti-Planet Fitness”). But even more, I think the event characterized perfectly the very real (albeit unspoken) gender divide in our industry. Thank goodness the days are over when the majority of women on the trade show floor were oiled-up babes wearing bikinis — but women with power are still few and far between in the fitness industry. Show me the woman in a powerful, prominent position at a large supplier. Show me the speaker at an industry trade show who isn’t a Hall of Fame football star. Perhaps if the industry as a whole recognized the considerable talents of more women, and allowed more of them to reach positions of power, it would be easier for managers like Palazzolo to do their jobs. Heather Peavey Associate Editor Fitness Management


13

ulse

NEWS • IDEAS • TRENDS

Wellness Awards Promote Facilities and Industry Industry awards serve to honor recipients for outstanding programs, service and more, but they also serve larger purposes: to promote the organizations offering them, to promote the wellness/fitness industry to a larger audience and to inspire other people to strive for their best. A few medical/wellness associations offered their 2006 awards recently, and honored those who help people live healthier lives. The Medical Wellness Association (MWA), Sugar Land, Texas, announced its 2006 Distinguished Award winners, and honored them at the national Medical Wellness Summit and Expo in Washington, D.C., in December. MWA chose Dennis Colacino, Ph.D., as the recipient of its 2006 Distinguished Service Award for his more than 40 years of outstanding leadership and service to the corporate health and medicalwellness industries. The American Universityand Dr. Bob Karch were honored as the recipients of the Best University Wellness and Study Program. The Medical Fitness Association (MFA), Richmond, Va., recognized the best in medical fitness center management during a ceremony in November 2006 in Las Vegas’ Mandalay Convention Center, which also served as the site of MFA’s 12th Annual Conference. The awards, in a variety of categories, honored outstanding facilities, programs and professionals for their achievements and contributions to the medical wellness industry. Distinguished AchievementAwards were presented to The Medical Wellness Associafacilities that serve tion chose Dennis Colacino as benchmarks for as the recipient of its 2006 the industry. The Distinguished Service Award.

14

award for a facility 50,000 square feet or larger went to UNC Wellness Center at Meadowmont, ChapelHill, N.C. Cumberland Medical Center WellnessComplexat Fairfield Glade, Crossville, Tenn., won for facility 20,000 to 50,000 square feet. The Fitness Center at High Point Regional, High Point, N.C., won for medical fitness facility of less than 20,000 square feet. And LifeStyleRx, Livermore, Calif., won for facility in operation for less than three years. MFA’sDistinguished Service Awards recognize those who have displayed significant leadership in hospital administration and/or facility management. Recipients were the following: Director: Nancy Dostal-Hoyt, Mercy Medical Center, Cedar Rapids, Iowa; and Administrator: Neil Sol, ValleyCare Health System, Pleasanton, Calif. The Don Schneider Distinguished Service Awards were presented for exceptional, long-term volunteer service to MFA and the industry. They went to Douglas Ribley, Director of Wellness & Administrative Servicesfor Akron GeneralHealth System, Akron, Ohio, and William Baldwin. The Board of Directors Award goes to an organization or individual that has significantly advanced the medical fitness industry. This year, it went to Power Wellness Management, Arlington Heights, Ill. And, the Program Innovation Winner went to Meter Madness/North American Rowing Challenge by Keweenaw Memorial Rehab & Fitness Center, Houghton, Mich. The International Council on Active Aging (ICAA), Vancouver, B.C., Canada, announced its

F I T N E SS M A N A G E M E N T • F E B R U A R Y 2 0 0 7

award winners in November at ICAA’s Active Aging 2006 conference in Las Vegas. Its 2006 ICAA Industry Innovators Award winners were chosen for their creativityand excellence oftheir offerings, which promote health and quality of life for adults ages 50 and older. The winners were Advance to Wellness, SecureHorizons from United HealthCare, Santa Ana, Calif.; Wellness Program, Inverness Village Wellness Center, Inverness Village, Tulsa, Okla.; Project Enhance, Senior Services, Seattle, Wash.; Get Fit on Route 66/Step Up to Better Health, AARP, Washington, D.C.; Travel by Leisure Care (TLC), Leisure Care, Seattle, Wash.; and Excellence for Living/Passport to Wellness, Sunnyside, Harrisonburg, Va. In addition, ICAA recognized the

Bob Forman, Director of The Fitness Center at High Point Regional (on the right), receives an award from an MFA board member.

Life FitnessCircuitSeriesage-friendlystrength line as its 2006 Industry Equipment Innovator. Colin Milner, ICAA founder and chief executive officer, says, speaking about the ICAA awards, but really saying something about all fitness industry awards, “Through their persistent and committed efforts, these organizations are supporting healthy, vibrant living at any age. This is something we must successfully promote if we are to meet the challenges of our aging [and sedentary] population.” FM www.fitness management.com

?

DID YOU

KNOW

People are burning nearly 1 billion more gallons of gasoline each year than they did in 1960 because of weight gain. More weight in the car means lower gas mileage. -The Engineering Economist, OctoberDecember 2006

Sport & Health Clubs donated $100,000 in sponsorship funds to local schools through Project Fit America.

Club Chain Donates to Local Schools SPORT & HEALTH CLUBS, with clubs and day spas in 24

Colorado Leads in Fitness Memberships THE INTERNATIONAL HEALTH , Racquet& Sportsclub Association (IHRSA),

Boston, Mass., revealed in October that Denver and Colorado have the highest rates of fitness center memberships among cities and states in the U.S. These findings were partof the 2005 IHRSA/American SportsData Health Club Trend Report, a national survey conducted each year for the last 19 years by American Sports Data (ASD) and sponsored by IHRSA. The national study found that a projected 21.8 percent of Colorado state residents (over the age of six) belong to a fitness center. Utah residents follow closely with 20.8 percent and Massachusetts was next with 20.6 percent of residents who belong. Rounding out the top five are Arizona (20 percent) and Delaware (19 percent). Denver ranks as the top city in the U.S. for fitness memberships, with 25.1 percent of its residents belonging to a fitness center. Columbus, Ohio, follows closely with 24.9 percent of its residents saying they are members, and San Diego, Calif., is third, with 23 percent. Rounding out the top five cities is Miami, Fla. (21.7 percent), and Indianapolis, Ind. (21.2 percent). FM


locations in Virginia, Maryland and Washington, D.C., celebrated its partnership with Project Fit America (PFA) in October with kick-off activities and a ribbon-cutting ceremony officially dedicating new fitness programs donated to area schools. PFA is a national nonprofit charity organized for the purpose of donating cardiovascular health and fitness programming to schools. Eight schools were offered the turnkey program, which pro vides indoor and outdoor fitness equipment, teacher training and physical education curriculum. Sport & Health donated $100,000 in sponsorship funds. This donation will affect more than 8,000 studentsand hundreds of teachers in schoolsbased in Northern Virginia. “It is our goal to help deliver well-designed fitness programsto encourage physical activityamong students, teachers, parents and other community members,” says Sport & Health’s Senior Vice President of Fitness Mitch Batkin. As part of the sponsored program, all day training sessions were held at each school with a PFAPE Instructor. Teacherswere taught safety and procedure, as well as how to incorporate the PFA indoor and outdoorequipment with related games and challenges into their daily school activities. The program designed by PFA addresses the deficient areas where children fail fitness tests, and provides a boost to the minutes per week kids are active. “Physical education and fitness-related activities continue to be cut and/or poorly funded at a time when childhood obesity and related illnesses are atepidemiclevels,” saysPFA’s Executive Director Stacey Cook. “Our children’s health is too important to sitidlyby, which is whywe applaud Sport & Health for taking this leadership role to bring programming to the D.C. metropolitan area.” FM


15

Pulse HEALTH & FITNESS

Intense Workouts Better for Kids Weight Control Sustained, vigorous exercise may be more effective than lowerintensity activity in helping children avoid obesity and stay fit, a

new study shows. For the study, which was published in the August 2006 issue of the American Journal of Clinical Nutrition, researchers looked at 780, nine- and 10-year-olds, measuring their activity levels over four consecutive days. The children who engaged in vigor-

ous physical activity for more than 40 minutes daily had less body fat than those who were this active for just 10 to 18 minutes a day. There was no association between the total amount of a child’s daily physical activity and his or her levels of body fat, but children who were active

for a longer amount of time each day did have greater cardiovascular fitness. “Our … results suggest that vigorous-intensity physical activity may have a greater impact in preventing obesity in children than lower physical activity intensity levels,” researchers say. FM

Activity Pyramid Created for Kids LESS TV/COMPUTER TIME , and more playtime

is the message in MyActivity Pyramid, a guide to physical activity for children ages six to 11, developed by University of Missouri-Columbia Extension health educators. “We really want kids to be active up to several hours a day,” says Steve Ball, assistant professor of exercise physiology and a state fitness specialist. “Regular physical activity is important to overall health, and school-aged children need at least 60 minutes every day.” With a design similar to the U.S. Department of Agriculture’s MyPyramid food guide, MyActivity Pyramid features cartoon-like drawings and multiple activity levels. The pyramid shows children what kind of activity they need and how much. Everyday activities — where children should accumulate most of their physical activity time — are at the bottom of the pyramid. These activities can include playing four square at recess, shooting hoops or riding a bike after school. The next level describesmore vigorous activities, which children need at least three to five times a week. These activities include sports, running, rollerblading and playground games. Flexibility and strength activities fill the third level of MyActivity Pyramid. Two to three times a week, children should be involved in activities that promote muscle fitness and flexibility, such as stretching, push-ups, martial arts or yoga. The very top of MyActivity Pyramid represents inactive time. Watching TV or playing video and computer games should be limited to two hours or less each day. MyActivity Pyramid has an accompanying activitylog to help children chart their own activity on a daily, weekly and monthly basis. FM

16

F I T N ES S M A N AG E M E NT • F E B R U A R Y 2 0 0 7


Trend Watch: Keeping Franchisees Happy KEEPING THEIR FRANCHISEES happyseems

INDUSTRY

to be the No. 1 new year’s resolution for franchises. CURVES INTERNATIONAL INC., Waco, Texas, announced the formation of the CURVES FRANCHISEE ASSOCIATION INC. (CFA) in November, an organization created by — and for — its franchisees. Curves claims to welcome the CFA with open arms as a new way to facilitate communication. “We are looking forward to a continuing dialogue with its executive board on ways to build our brand and our network,” says Mike Raymond, president of Curves International Inc. The CFA’searly emphasis will focus on the more than 9,000 Curvesfitness centers in North America, but its ultimate goal is to meet the needs of all 10,000 franchisees globally. The CFA held its first annual meeting in October in Las Vegas, Nev., to coincide with Curves’ annual convention. GOLD’S GYM INTERNATIONAL (GGI), Dallas, Texas, followed suit with the NATIONAL FRANCHISE COUN-

IHRSA Offers Asia Pacific Market Report

CIL

The International Health, Racquet & Sportsclub Association (IHRSA), Boston, Mass., together with Deloitte & Touche GmbH, compiled

an overview of the Asia Pacific health club market in a first-of-its-kind publication: The IHRSA Asia Pacific Market Report: The size and scope of the health club industry . The report was released at the fifth annual IHRSA Asia Pacific Forum in

Beijing, which took place in October. Key findings in the report include the leaders in market size in millions (USD), with Japan first at US $3,556, followed by Korea (US $990) and Australia (US $907). New (Continued on page 18)

(NFC), formed together with the GOLD’S GYM

FRANCHISEE ASSOCIATION (GGFA). The NFCis a six-

memberboard of directors, with three representatives from the GGFA and three from GGI, that will function asa forum to resolve issues among Gold’s Gym franchisees, such as the format of Gold’s Gym’snationalvendorprogram and theGold’sGym national Ad committee. “[The NFC] helps make a Gold’s Gym an attractive franchise investment,” saysAndrew Selden of Briggsand Morgan in Minneapolis, Minn., GGFA’s franchise attorney. Franchises have reason for being concerned. Many, like FIT ZONE FOR WOMEN in Kalamazoo, Mich., have been forced to make unpopular changesthanksto feeling a financial pinch. FitZone for Women increased itsfranchise fees 28 percent in January, from $19,500 to $25,000. “Certain expenses— from utilitiesto office supplies to legal and accounting fees — keep costing more,” says Rick Romeo, director of franchising, in an email. “This makes it harder for us to stay ahead of the game in terms of service and support.” This new focus doesn’t seem to be a deterrent to new franchises, though, which are still popping up with interesting approaches to success. KIDOKINETICS, Weston, Fla., ishoping itsall-around sports fitnessapproach to kids’ fitnesswill be cute enough to attractfranchisees— and keep them smiling. FM www.fitnessmanagement.com

1/2 1/2 island island

2004 2005


2006

17

Pulse YogaFit Now Offers ACE CECs YOGAFIT TRAINING SYSTEMS Worldwide, Torrance, Calif., will now offer contin-

uing education credits for yoga instructors through the American Council on Exercise (ACE), San Diego, Calif. Beth Shaw, president and founder of YogaFit, and ACE entered into a partnership to enhance fitness professionals’ educationalopportunities and provide new ways to augment credentials, according to Shaw. This is the first time that ACE has entered into an alliance with a yoga organization. As part of the partnership, ACE professionals receive a 20-percent discount on the YogaFit Level 1 teacher training program. ACE professionals also receive a 15percent discount on select YogaFit apparel and merchandise. YogaFit professionals receive 20 percent off select ACE course materials. Each of YogaFit’s more than 50,000 instructors worldwide are now encouraged to sit for either the ACE Group Fitness Instructor or ACE Personal Trainer examination, in addition to their YogaFit instructor training. SaysShaw, “This effortwillgreatly enhance the exercise science backgrounds of our members, and bring the practice of yoga to all populations in a safe and user-friendly fitness format.” FM

Zealand leads membership penetration rates, with 10 percent of the population, followed by Australia (9 percent) and Singapore (7.1 percent). The report examines the size and scope of the Asia Pacificclub industry, and containscountry-specificindustryinformation, including the number offitnesscenters, number ofmembers and leading club companies for 11 countries (Australia, China, India, Indonesia, Japan, Korea, Malaysia, New Zealand, Singapore, Taiwan and Thailand). For more information, go to www.ihrsastore.com, or call 617 951-0055. FM FACILITY

Club Changes With the Times East Shore Athletic Club, Mt. Pleasant, S.C., started out as a one-building racquetball center in 1983. Since then, the club has changed a lot, according to Director of Marketing and Community Relations Maggie O’Rourke. The racquetball courts were

East Shore Athletic Club has come a long way since it opened in 1983.

18

?

DID YOU

KNOW

The anti-cancer effects of exercise are due to increases in a protein that blocks cell growth and induces cell death. Among subjects who were physically active, an increase in this protein was associated with a 48-percent reduction in colon cancer deaths. -Gut, May 2006

removed at one point, but, says O’Rourke, “We are now in the process of returning the racquetball courts, along with a complete exterior renovation, to return the history of the first location.” Also, the facility has expanded to four locations in Mt. Pleasant, with plans for six to eight more facilities in the future. In addition, “We have adapted our business plan to fit more with our members who are on-the-move, and started a ‘sister’ brand of East Shore Athletic Club called ES24, which stands for East Shore 24 hours. These facilities are smaller, but are open 24 hours a day,” O’Rourke says. “East Shore Athletic Club is continuously updating, and we want to continue to meet our members’ needs,” she says. FM FACILITY

Small Classes Offer Personal Attention It’s not unusual to find crowds of people jammed into one group fitness class at many fitness centers. With so many people in one class, it’s nearly impossible for one instructor to make sure each person is performing every exercise correctly, or if they should even be doing the exercises to begin with. At Absolute Fitnessin Boynton Beach, Fla., they believe the only way to ensure a safe, effective classis to seta maximum limitof four participants in each class they offer, which includes Pilates, yoga, strength classes, golf conditioning classes and small group personal training. Class partici-


Absolute Fitness offers small group classes in order to provide personalized attention.

pants pay $25 per class, and their classes are scheduled at a time that is convenient for them. “Participants pay more for the classesoffered at Absolute Fitness, but the personal attention they receive is priceless,” says Rob Jewett of Absolute Fitness. Instead of having a routine already in place for the class, Absolute Fitness instructors design the class according to the participants’ fitness levels. They then design a safe, appropriate workout that progressively getsharder as the participants improve their fitness levels, Jewett explains. FM FACILITY

Fitness Center Raises Money for SPCA Julie Luther’s PurEnergy Fitness Center, Greensboro, N.C., held its First Annual Spinning Marathon and Pet Adoption Fair in October, sponsored by PurEnergy and the Yankee Doodle www.fitnessmanagement.com

FLEXIBLE FLOORS Pet Lodge. Twenty cyclists were sponsored in a two-hour group cycling class to raise money for the Society for the Prevention of Cruelty to Animals (SPCA) of the Triad. The event also included a free “Ask the Dog Trainer” booth, a microchip clinic, Borders Books, and SPCA dogs and cats. Sponsors held a raffle for five personal training sessions with Julie Luther, or one week boarding at Yankee Doodle Pet Lodge. The event raised more than $1,400 to benefit SPCA, a non-profit animal welfare group that rescues dogsand catsand provides low-cost spay/neuter services. FM

VERSATILE VALUE

PurEnergy Fitness Center held its First Annual Spinning Marathon to raise money for the Society for the Prevention of Cruelty to Animals.

(Continued on page 22)

Trend Watch: Aquatics Log On WHO SAYS ELECTRONICS and water don’t

tification using a blended format program that usesnarration, video, quizzes and otherinteractive learning tools. This new format may even be a better option for aquaticsstudents. “Compelling scientific evidence shows that blended learning is more effective than either in-class or online training only,” says Alex Antoniou, director of educational programs at NSPF. “Having a portion of the training online also makes the course more convenient and economical for students and employers.” NSPF fications and attending conference seminars will launch a total of 16 online eProAcademy — all through the Internet. classes between Oct., 1, 2006, and March 31, FITNESSJOBS.COM , Phoenix, Ariz., forged an 2007, including compliance courses such as alliance with the AQUATIC EXERCISE ASSOCIA- occupational safety, employment law, healthTION , Nokomis, Fla., to create a branded care, environmental and hazardous waste career site specifically for the aquatics indus- management, and DOT training for drivers of try at WWW.AQUATICSCAREERS.COM. The site hazmat shipments. aimsto help managementrecruit quality perThe Internet has also opened up a host of sonnel and offer job seekers a free service to waysfor aquaticprofessionalsto save money. find part- and full-time employment. Appli- As reported in the December issue of Fitness cants can browse and search job postings free Management (p.16), the WORLD AQUATIC of charge. Employersmustregister and pay to HEALTH CONFERENCE posted its2006 seminars post ads, search resumés or create job alerts. on the web at WWW.EPROACADEMY.ORG. For Aquatics professionals can further their $95, people can watch three of the 35 semieducation online, too, thanks to the NATIONAL nar choices. With no restrictions as to how SWIMMING POOL FOUNDATION (NSPF), Colmany viewers can watch an Internet-broadorado Springs, Colo., which launched its casted seminar at a time, this option opens eProAcademy Online Training Center at up a whole new way for facilities to educate WWW.EPROACADEMY.ORG in January. Students their aquatics staff — at a fraction of the cost can achieve a Certified Pool-Spa Operator cer- of sending them to the actual conference. FM mix? Aquatics professionals now have a host of electronic options to help them do everything from getting a new job to earning certi-


EXERFLEX SYSTEMS: Pre-finished ExerFlex hardwood floors deliver maximum shock absorption.

RUBBER FLOORING: Heavy-duty Flecks Speckled in convenient rolls, squares or interlocking tiles.

1/3 vertical

MODULAR FLOORS: Multi-purpose GooseBumps snap together in minutes and last for years.

SIMPLY THE BEST FLOORING IN THE BUSINESS. Designed exclusively for commercial fitness facilities, our high-performance wood, rubber and modular flooring systems provide unequalled quality and lasting value matched with easy installation and carefree maintenance. Call us for a FREE flooring system consultation.

Call Today 1.800.428.5306

LASTING VALUE UNDER FOOT www.fitnessfloors.com

6801 Lake Plaza, Suite 105-A, Indianapolis, IN 46220 Telephone: 317.849.6181 Fax: 317.842.5384 ©2006 Fitness Flooring, Inc.


19

Pulse People and Places Names Gold’s Gym International, Dallas, Texas, announced the resignation of GENE LAMOTT as chief executive officer. The company’s board of directors appointed DAVID SCHN ABEL to serve as its new CEO. … JIM EVANS was named vice president/general manager of 7 Flags Fitness and RacquetClub in Clive, Iowa. … CONNIE SUE CENTRELLA , program director for the Keiser College eCampus, was recognized as Instructor of Distinction by KeiserCollege, Ft. Lauderdale, Fla.

Facilities TCA HOLDINGS INC.,

Chicago, Ill., renamed a networkof itsChicagoarea facilitiesto MIDTOWN ATHLETIC CLUBS. It will spend as much as $30 million to expand the facilities and install cafés in each. … GLOBAL FITNESS HOLDINGS LLC,

Lexington, Ken., the largest Gold’s Gym franchisee in the world, hired ANTHONY MUNOZ, a formerCincinnati Bengals’ football player and Hall of Fame inductee, as its Gold’s Gym spokesperson in the Dayton, Cincinnati and northern Kentucky markets. … MOUNTAINSIDE FITNESS SURPRISE, Tempe, Ariz., opened its sixth club in Arizona and announced its next three locations: southeast Gilbert, northwest Peoria and the City of Maricopa. Plans for growth include five more facilities in the Phoenix Metro area, and at least six clubs in Colorado within the next 24 months. … YMCA OF THE TREASURE COAST , Stuart, Fla., held its Senior Health Fair in January. The event included guest speakers, communityresource information booths and medical screenings.

Associations THE

AMERICAN

CO UNCIL

ON

(ACE), San Diego, Calif., named LEN KRAVITZ , associate professor of exercise at the University of New Mexico and advisory board member for Life Fitness, Schiller Park, Ill., Fitness Educator of the Year. … ACE board member WOJTEK CHODZKO-ZAJKO was selected to the President’s Council on Physical Fitness and Sports Science Board. … THE INTERNAEXERCISE

TIONAL

COUNCIL ON

AGING,

ACTIVE

Vancouver, B.C., Canada, presented the 2006 Industry Equipment Innovator award to Life Fitness, Schiller Park, Ill., for its Circuit Series. The award spotlights North America’s most inventive new fitness equipment for active older adults.

?

DID YOU

KNOW

Children and adolescents who are overweight are more likely than their normal-weight peers to suffer bone fractures and have joint and muscle pains. -Pediatrics, June 2006

1/2 horizontal

20



Suppliers CHECKFREE HEALTH & FITNESS, Atlanta,

Ga., appointed Sean Jamesto business developmentmanager, Europe. He will join the Wokingham, U.K.-based operation, which suppliesCheckFree’s club managementand billing software and servicesto the European market. Other CheckFree newsfrom acrossthe pond: Its web-based management software waschosen to supporta large governmentfitness and leisure facilitybased in Belgium. The site isa 1,000-member complex for staff that is managed by Bladerunner, a provider of club management services to the corporate, public sector and hospitality markets. … HEALTH FI TNESS CORP., Minneapolis, Minn., formed a new executive structure to include an office of the chairman. The new executive management team iscomposed ofMarkW. Sheffert, chairman ofthe board; JerryNoyce, vice chairman; and Gregg O. Lehman, president and CEO. Additionally, Tim Peters,

manager of health management for Health Fitness Corp.’s Eastman Chemical Companyaccount, wasnamed one of the Top 40 Professionals under 40 by the Tri-Cities Business Journal . … SCIFIT , Tulsa, Okla., formed Scifit UK, headquartered in Kingsclere, England. Thisnew division helps strengthen its long-term goal ofEuropean expansion. Scifit UK manages warehouses in the United Kingdom and Germany. Ken Pearson was named European developmentdirectorfor the U.K. and European offices. … Research by the University of Pennsylvania, Wharton School of Business Administration, determined that GLOBALFIT , Philadelphia, Pa., isone ofthe fastestgrowing privately held companies in the Philadelphia region for the fourth consecutive year. Additionally, David Giampaolo succeeded GlobalFit Founder John Cassady as the company’s chairman of the board. … ADVANTAGE FITNESS PRODUCTS, Culver

City, Calif., is now the official fitness consultant for University of Southern California Recreational Sports, Los Angeles, Calif. … WATER TECH, East Brunswick, N.J., employeesparticipated in the American Cancer Society’s Daffodil Relay for Life 2006 event, which raised more than $90,000.

Websites

system. PT Link, a communication system for clients and trainers, is scheduled for release this month. Also scheduled for launch in early 2007 is Mealcasting,whichallowshealthclubs to maintain contact with potential members and corporate clients.

Acquisitions MOTIONSOFT INC.’s

Taraflex Sports Flooring by Gerflor, Atlanta, Ga., re-launched its website at WWW.GERFLORTERAFLEX.COM with new interactive optionsand animation. Visitors can design their own basketball or volleyball court online, as well as sign up and take the AIA Learning Course titled “The Fundamentals of Sports Flooring.” Architectscan download technical information, including specifications for all Taraflex products. … Vitabot, location, announced a new set of features on its website at WWW.VITABOT.COM. In January, Vitabotreleased its new Goal Tracking

health and fitness division, KI Software, Silver Spring, Md., acquired COMPUTER OUTFITTERS, Tucson, Ariz. KI Software assumed supportand development responsibilities for all Computer Outfitters’ customers. … PENTAIR WATER POOL AND SPA INC., Sanford, N.C., acquired ACU-TROL INC., Auburn, Calif.

Correction Power Systems is located in Knoxville, Tenn. Its location was incorrect on p. 15 of the November issue.

1/2 horizontal



21

Pulse Weight Tied to Mental Function OVERWEIGHT MIDDLE-AGED adults

tend to score more poorly on tests of memory, attention and learning ability than their thinner peers do, researchers have found. The findings, they say, suggest that a heavier weight in middle age may mean a higher risk of dementia later in life. Reporting in the Oct. 10, 2006, issue of Neurology , the researchers speculate thathigher ratesof cardiovascular disease or diabetes might help explain the link. But it’s also possible that substances produced by fat cells, such as the hormone leptin, have direct effects on the brain. The study included 2,223 healthy adults who were between the ages of 32 and 62 in 1996. At that time, they took standard cognitive tests, assessing abilities like memory, attention and speed of learning. Five years later, they took the tests again. In general, the researchers found, people with a high body massindex(BMI) had lower test scores than those with a lower BMI. They also tended to show greater cognitive decline between the two test periods. Factors such as age, education and general health did not seem to explain the link. According to researchers, the tests used in the study were sensitive enough to detect “small variations” in cognition, and the weight-related differences seen among these healthy middle-aged adults would probably not be obvious in daily life. But, over time, the researcher explained, there could be more apparent effects on the rate of mental decline. It’s possible, say the researchers, that excess fat cells have some direct effect on brain function. For example, some studies suggest that the “hunger” hormone leptin, which is produced by fat cells, plays a role in learning and memory. Although study participants were in generally good health, disorders like elevated blood pressure and diabetes could act as a bridge between high BMI and poorer cognitive function. Thickening and hardening of the blood vesselssupplying the brain can contribute to dementia. Similarly, diabetes may harm cognition by either leading to artery disease or because of the effects of the hormone insulin on brain cells. FM

Exercise Important for Those with Diabetes AMONG THE MANY health benefits of exercise that researchers have found in recent years, two new

studies deal with exercise and diabetes. The first study found that exercise can help people with large waistlines reduce their risk of developing type 2 diabetes in the first place. The second study found that obese diabetics can benefit from low-intensity, low-impact exercises such as tai chi, stretching and calisthenics. In the first study, which was published recentlyin Diabetic Medicine, researchers found that people with large waistlines who exercise were less likely to suffer from type 2 diabetes than their lessactive counterparts. Researchers studied 1,812 normal and overweight people and found that physically inactive people with large waistlines had a 5.5 times greater risk of suffering from diabetes than active people with small waists. Say researchers, “People who were obese were more likely to be diagnosed with glucose intolerance and type 2 diabetes; but, if they were physically active, their risk was significantly lower.” In the second study ( Diabetes Care, September 2006), researchers found that older obese type 2 diabetics can benefit from low-intensity, low-impact tai chi exercises, regular stretching and calisthenics. In the study, 38 men and women with type 2 diabetes were randomly assigned to tai chi exercises, or seated calisthenics and stretching. The participants, who were about 65 years old, participated in 55-minute exercise sessions twice a week for 16 weeks. At the end of the study period, participants in both exercise groups experienced improvements in their balance and walking speed. Say researchers, “We need to further investigate an optimal modality of exercise(s) and dose for older, obese and long-term sedentary adults with type 2 diabetes, so that they are able to … enjoy and adhere to an exercise program in order to retard the decline in physical function associated with diabetes.” FM

22


?

DID YOU

KNOW

Adults who carry most of their excess weight around the middle may be at particular risk of high blood pressure. In a 10-year study, researchers found that those whose waistlines expanded over the years showed a similar increase in blood pressure. -American Journal of Hypertension, August 2006 INDUSTRY

Personal Trainer Web Directory Created Personal Trainer Listing Service, Bethel, Conn., created a “Yellow Pages” for personal trainers at www.personaltrainer.cc. The site was created so that fitness centers, clients, universities and others seeking qualified personal trainers can have a single location to search, locate, compare and contact personal trainers. Dan Gaita, president of Personal Trainer Listing Service, says that the site allows trainers to update their information and upload their photo, and provides a one- to five-star trainer rating system based on the trainers’ combined certifications, education and experience. People seeking trainers can locate, compare and contact trainers directly. FM

Send Us Your News! If you have news about your fitness center, we want to publish it! This includes facility updates, renovations and new builds; anniversaries; events; donations; new programs or offerings; community outreach programs; and much more. Send your news, with photos (if available), to [email protected], and see your name in print! FM


Fitness Q& A

BY MATT BRZYCKI

Is it possible to eat healthy at a fast food restaurant? In 2003, consumers spent nearly $121 billion in fast food restaurants. It has been said that each day, one out of every four people in the U.S. eats fast food. Although eating “on the road” is usually quick and convenient, the food tends to be high in calories, fat and sodium. Nevertheless, there are healthy tactics that can be employed when eating on the road. Here are a few suggestions: Drink responsibly. Two beverages to avoid are milkshakes and sodas. Besides being high in sodium, milkshakes are high in calories and fat; most sodas are high in sugar, which has virtually no nutritional value. Excellent choices for a beverage are low-fat milk, juice and water. Get substitutes. Just because a meal comes with a soda doesn’t mean consumers can’t ask for lowfat milk; just because a meal comes

with French fries doesn’t mean they can’t ask for a baked potato (plain, of course). Control portions. Tell clients to order the smallest burger, not the largest one (and get it without cheese). They should get the smallest order of fries, not the largest one. In short, it isn’t wise to supersize. Become knowledgeable. A food at one restaurant can differ dramatically from the same food at another. For example, researchers looked at 36 chicken sandwiches from 16 fast food

chains. They found that a chicken sandwich at one fast food restaurant had 360 calories, and a chicken sandwich at another fast food restaurant had 950 calories.

What’s meant by the term “significant” Is there a difference between when it’s used in studies? refurbished and reconditioned equipment? In discussing research studies, a term that appears frequently is “significant” (or a derivative of the term, such as “significantly”). In normal dialogue, “significant” means “important”; in statistical dialogue, “significant” means “probably true.” The term “significant” is used to describe the amount of change, as well as the difference between two or more groups. When the amount of change is said to be “significant,” it means that it’s “probably true” that the amount of change was the resultof the treatments rather than pure chance. When the difference between two or more groups is said to be “significant,” it means it’s “probably true” that the difference was the result of the treatments rather than pure chance. Consider, for example, a studyin which subjects are randomly assigned to two different groups: One group receives Treatment A and the other group receives Treatment B. Both Treatment A and Treatment B could produce a “significant” increase in some variable — such as muscular size or strength — without there being a “significant” difference between the two treatments. So the group that did Treatment A might experience a greater amountof change than the group that did Treatment B, butthe difference might not be large enough to conclude that Treatment A is superior to Treatment B. Rather, the difference may be due to “pure chance.”


Many individuals elect to purchase fitness equipment that’s used rather than new. While this can allow a fitness center to acquire name-brand equipment without incurring significant costs, it’s important to be aware of the terminology that’s often employed. The terms “refurbished” and “reconditioned” both refer to used equipment, but they have different meanings. In general, equipment that is refurbished means that it’s repainted, repaired and rebuilt; equipment that’s reconditioned means that it’s only repaired as needed. (Some vendors use the term “remanufactured.”) Different vendors may have different definitions of those terms, so it’s a good idea to determine exactly what they do to the equipment so you’re not surprised at the time of delivery. As an added measure, you can request photographs of the equipment. Finally, it’s important to ask about warranties and to check references. Matt Brzycki is coordinator of recreational fitness and wellness programs at Princeton University, Princeton, N.J. He has more than 22 years of experience at the collegiate level and has authored, co-authored or edited 14 books.


23

Media

BY NEIL WOLKODOFF, PH.D.

Workouts from Boxing’s Greatest Champs AUTHOR: Gary Todd PUBLISHER: Ulysses Press, 800 377-2542, www.ulyssespress.com Boxing has gained exposure from cable television, yet you never really get a peek at what the athletes do to prepare for their big fight. In Workouts fromBoxing’s Greatest Champs, Gary Todd assembled knowledge and workouts from top-notch boxers into a format that is entertaining, informative and will have you yelling at Rocky to give you one more. If your facility has a boxing program, this is a must-read for training routines and regimens that can really add some sizzle to boxing workouts. From Norton to Ali to Bramble and everyone in between, you will know what they ate, when they ate it, when they slept, how far theyran, how many daysa week theytrained and even whattheyliked to watch on television. Even if you aren’t a boxer, you will be fascinated by the answers each fighter gives to Todd. The style of the bookmakes you feel like you are in a boxing gym, and has that feel of hours of working on being tough. Todd has a section on such topics as road work, gym work, the heavy bag, and other training methods to motivate and direct. The book is as good for motivation as the techniques and tips. If you have a boxing program at your facility, this is a solid, entertaining book with tested training ideas.

Vegetarian Sports Nutrition

Mastering Cortisol AUTHOR: Marilyn Glenville PUBLISHER: Ulysses Press, 800 377-2542, www.ulyssespress.com

A premise of Mastering Cortisol is that weight gain is partially due to hormonal imbalances. Author Marilyn Glenville makes a solid case for the relationship between cortisol and excess body fat. While this book is aimed at women, there is enough strategy to cross the gender line for universal practicality. This book covers the various sub-topics with enough depth, yet is a little more aimed at the consumer than the fitness professional. According to the author, the body stores fat primarily on the waist because of repeated bouts of the stresssyndrome finally taking their toll with

AUTHOR: D. Enette Larson-Meyer PUBLISHER: Human Kinetics, 800 747-4457, www.humankinetics.com

elevated cortisol levels, which Vegetarian Sports Nutrition is Glenville terms “the devil in dis- thoughtful and entertaining, yet, more guise.” While stress is subjective, importantly, makes a case for vegeshe makes the case that women are tarian options as fuel for sports permore susceptible to mental stress formance. From the start, this book than men. The section on excess fat is about a vegetarian approach to and its role in health problems is achieve both health and sports good for consumers and fitness pro- performance advantage. Larsonfessionals alike because its power- Meyer points out that serious athful factsand explanations are concise letes can get enough caloriesfrom and to the point. The a vegetarian diet if they choose exercise section isgood, carbohydrates and fats wisely. The but not progressive from author challenges the idea that a personal trainer’s per- you can’t build muscle without spective. This is a good meat. Evidence from the author book if your clientele assertsthatthe right blend of proconsists of women 40 teinsand amino acids will fuel the and older who are build. The section on using vegestruggling with weight tarian nutrition to break free from due to increased levels supplementsis thought-provoking, of cortisol from stress. along with a section on the miner-

Catalogs

SPRI PRODUCTS INC.

(800 713-2880, www.sportsmith.net), Tulsa, Okla., published its 156-page Fitness Parts and Products Superstore catalog, featuring a large selection of parts, and strength and personal training products with express, same-day shipping. PREPAK PRODUCTS INC. (800 544-7257, www.prepakproducts.com), Oceanside, Calif., released its catalog of professional rehab and fitness products. Featured brands include Web-Slide exercise rail systems, ExerBand tubes and accessories, and a Home Ranger shoulder pulley.

Chart

SPORTSMITH

als likely to be at low levels in vegetarian athletes, including zinc, iodine and copper. If you work with vegetarian athletes, this is packed with useful information.

(800 222-7774, www.spriproducts.com), Libertyville, Ill., issued a catalog of professional fitness products, such as aquatics, balance, stability, sport conditioning and more.

(800 367-7393, www.optp.com), Minneapolis, Minn., released the Stretch Station, a 5-by-3-foot wall chart that graphically demonstrates 100 flexibility exercises. OPTP

Neil Wolkodoff, Ph.D., is the developer of Physical Golf and Zonal Training Technologies, based at the Greenwood Athletic Club in Englewood, Colo. He has served as an editor for ACE and ACSM, and is the author of four books.

24



D O YOU REA L LY WAN T ME ? THEN STOP CALLING ME A SENIOR!

I have money, I am loyal, and I bring my friends. If you are ready to earn my business, contact the International Council on Active Aging. 866-335-9777.

Best Ideas Certified in Wellness Excellence

CENTER FOR INTERCOLLEGIATE ATHLETICS & RECREATION, ROCHESTER, N.Y.

Is the Freshman 15 — the amount of weight students can expect to gain in their first year of college — a myth? It might be, but the truth is that more than half of college students do gain weight during their first year. Long hours of studying often mean less time for physical activity. And, while most colleges do have some physical activity requirement, it’s not enough to keep those pounds from creeping on. Louann Davies, a wellness instructor and assistant at the Rochester Institute of Technology’s new fitness center, recognized this, and decided to do something about it by creating the Certificate of Excellence in Fitness & Wellness. Sponsored by the Center for Intercollegiate Athletics & Recreation, studentsare encouraged to apply for the certificate program online, which is free. By participating, students are assigned a personal wellness coach to work with them throughout the year, are given recognition in the center and on campus, are

26

provided a one-year complimentary alumni membership to all of the institute’s facilities and a one-year pass to the men’s hockey games (RIT is Division I in men’s hockey), and are invited as guests at the end-of-the-year luncheon where they are given a certificate, as well as other gifts. Students participating in the program are required to complete double the graduation requirement for physical activity (four classes vs. two), maintain normal progress toward graduation, stay in good academic/judicial standing, maintain their one-on-one meetings with the


wellness coach, and participate in community service and/or attend wellnessrelated seminars. This year, the Center for Intercollegiate Athletics & Recreation has 22 students enrolled. While that’s a small number compared to the 15,000-plus students on campus, Davies believes the program has served as a role model for other students. “We are saying that we will provide the resources and the manpower … if you [students] will make a commitment to being active and making fitness an important part of your life,” says Davies. FM


Trick or Trim

NATIONAL INSTITUTE FOR FITNESS AND SPORT, INDIANAPOLIS, IND.

IT’S HARD TO resist Halloween

candy. There’salways an abundance of it, and it’s seemingly everywhere. So, to encourage members to exercise and steer clear of Halloween treats this past year, Megan Williams and Stacey Hubbard from the Sallie Mae Metroplex Fitness Center at the National Institute for Fitness and Sport developed Trick or Trim. The seven-day incentive program, which ran from October 23 through 31, provided participants with daily workouts corresponding to candy calories. Each day, participants would fictitiously trick or teat to a different house and, at each house, they would receive pretend candy and a corresponding workout to use up those calories. After each completed workout, participants completed a drawing slip to enter to win a prize at the end of the program. “The program came about as a way to educate our corporate fitness site members of exactly how sneaking your children’s candy or eating candy leftovers add up,” says

Williams, fitness center manager. “It was a fun, creative way to getthem motivated to exercise, and provide them with new workouts to decrease boredom.” Forty-nine members participated in the program, expending approximately 1,561 calories per person. Prizes included a one year subscription to a health-related magazine of their choice, an Adidas gym bag and two Indiana Repertory Theatre tickets. “Our members absolutely loved the incentive,” says Williams. “It increased our membership, as well as monthly visits. I’m seeing new faces on a regular basis completing the Trick or Trim workouts even though the incentive is over. Best of all, members

informed me that they completely steered clear of Halloween candythis year once they learned how long you have to exercise to burn it off!” FM

Successful Aging

THE TENNIS AND FITNESS CENTER, ROCKY HILL, CONN.

bers’ individual needs.” Members who enroll in ages 55 and older growthe program are eligible ing faster than ever in for a discount on memthe U.S., so too is the bership and receive number of injuries three half-hour perrequiring physical thersonal training sessions. apy. The problem is A physical therapistand that, once patients are personal trainer review released from physical those members’ therapy, where do they progress every two go? The Tennis and Fitmonths, or on an asness Center, which needed basis. caters to this populaWhile the program tion, knows this probhas only been in exislem all too well. That is tence since August why the staff developed 2006, as of this writing, Successful Aging, a proit has brought in 30 The Tennis and FitnessCenter’s Successful Aging program creates programs gram that smooths the new members. And, transition from physical specifically for older adults who have been released from physical therapy. present members are therapy to fitness. also taking advantage of “When physical therapy is over, additional guidance. “We have a sep- some of the new equipment. Other the patient is given instructionsas to arate cornerjustforSuccessful Aging, facilities could benefit by designing what exercises he or she can do,” with a NuStep, bands and pulleys,” similar programsfor thispopulation. says Cathy Presutti, tennis and fit- Presutti says. “We work closely with “The Successful Aging program is ness consultant manager. But what physical therapists in creating an something that can be used … by they really need is a program and exercise program suited to the mem- anyone,” says Presutti. FM WITH THE POPULATION of active adults


The Trick or Trim inventive program helped members steer clear of Halloween candy and expend more calories at the same time.

To be featured in our monthly Best Ideas column: WRITE A SHORT description

of a program you’ve implemented in your facility during the past year. Include information about how the program came about, how it is operated, and how it has benefitted your facility and your members. If we choose your facility to be featured in the column, we’ll notify you. You must be available for a phone interview, and you’ll be requested to provide photographs of your facility.

Send your best ideas via email to Editorial Director Ronale Rhodes at [email protected]. Or for more information, call 951 244-6498.


27

28



ATTRITION IS THE No. 1 talked-about business

topic in the fitness industry. The old adage that says it costs more to acquire a new member than to retain an existing one is a key concern among fitness facility operators. Unfortunately, while this appears to be a main focus of concern, Ray O’Connor, owner of Wisconsin Athletic Clubs,states that,“More people have joined and quit clubs today than are members today.” With less than 14 percent of the population currently fitness facility members, you have to wonder how many of that other 86 percent has “been there, done that.” And, if they have, is it even possible to get them to come back? While attrition is certainly a part of doing business, it can be reduced. “There are always going to be cancellations,” says Doug Ribley, director of administrative and wellness services at Akron General Health & Wellness Center, Akron, Ohio. “People’s lives change. It is a part of our business, part of what happens.” In fact,

the majority of those who quit fitness facilities do so because of relocation, financial hardship or illness. What we must identify is why individuals drop their memberships due to dissatisfaction, and then create ways to reduce the likelihood of that continuing to happen.

Retention requires a program At the Club Industry trade show and conference held in Chicago in October 2006, Bob Esquerre, owner of Esquerre Fitness Group, Weston,Fla.,in his seminar “Member Retention: 17 Steps to Success and Profitability,” asked attendees how many of them had a retention program in place at their facility. Out of all the attendees, only three raised their hands. Since the seminars on retention at the major industry shows tend to be the most well-attended, it’s clearly not a question of whether attrition is important but, rather, confusion about what to do about it. Esquerre believes that, for fitness centers to be successful, they must be able to change and adapt. They must have a retention program in place, which includes the following: • implementing a new member “meet and greet” program • establishing an interactive/pro-active fitness floor management process • creating a synergy between personal training and group exercise programming • developing a comprehensive staffing plan • positioning personal training to support www.fitnessmanagement.com

member retention • developing monthly special events to expose members to programming options • developing a selective staffrecruitment program • executing trainer performance expectation agreements and contracts • developing a program design and training progression process • identifying and correcting your trainers’ skillset weaknesses • increasing personal training sales at the membership point-of-sale • enhancing staff professionalism and training competencies While many facilities’ retention programs will differ, depending on the market, these steps are arguably a good beginning. Many incorporate getting members involved in your facility. And, industry experts seem to agree that building member-to-member and member-to-staff connections is what will develop the emotional

suit with many other operators by hiring secret shoppers. Amy Scanlin explains in her article, Use Secret Shoppers to Enhance Customer Service (p.32), that secret shopper companies will evaluate your business in any way you ask them, and on a schedule that you decide. What you find out may surprise you, but the end result can only help you to provide superior service, which can lower your attrition rate.

bond to the facility. As O’Connor explains, “People quit clubs; they don’t quit relationships.”

systems other facilities have in place. You may be overlooking some areas that need attention.

Give and show members results

Solutions to the attrition issue

Equally important to relationship building is showing members that the product — their membership investment — is working for them. But before you can show them it’s working, you have to educate them about what results they should actually look for. In most cases,members look only at weight loss as a measure of success.Richard Bloomer, in his article,Assessing for Retention (p.30), states that “While a change in body weight/body fat may be most important for many people,it is certainly not the only variable on which members should focus.” Bloomer outlines nine other measurement variables that trainers should educate members about. This way, he explains,“members have several opportunities for success.” And fitness program success equals retention.

Retention equals money. And, to make money, says Esquerre, fitness centers, and the industry as a whole, need to evaluate themselves and make change. “The fitness industry needs self-evaluation,” he explains.“It is not the strongest of the species who survive, but those who change.” While not quite a direct quote from Darwin, the parallel to the fitness industry is certainly well-made. If you don’t have a retention program in place, now is the time. Look past the facility itself, and figure out how you’re going to get members involved. O’Connor explains how he did this at his fitness centers during the racquetball boon: “What we learned when it was just racquetball was that they were just courts, and if [we] didn’t figure out a way to get them [members] to play, [we] didn’t get paid. So we created leagues, which created relationships.” Once you get members involved, make sure that you treat them well and that they’re seeing results. Establish a process that shows members on a periodic basis what they’re gaining from continuing to be a member at your facility. Ribley states that, with every 1 percent improvement in retention, there is a 5 to 15 percent improvement in pre-tax profit. Your facility’s success depends on finding solutions to the attrition issue. FM

Ensure service strategies are working Retention, according to Ribley, is a fitness facility staff’s job. And, you accomplish that job by offering a service to members that is great enough to keep them coming back and staying healthy. Yet, while most fitness professionals would claim that their members receive superior service, most members of fitness facilities don’t see it that way. If you want to know how good your facility’s customer service is, you can follow

Establish a “clean” philosophy Part of providing superior service includes maintaining a clean facility. In Guy Brown’s article, Optimal Cleanliness = Member Satisfaction (p.34),he quotes Mary Schrad,franchise support manager for Contours Express, as saying, “If one was to poll its members, gym cleanliness would rank in the top three concerns.”Keeping the facility clean shows members that you care about their experience and their health. If you think your cleaning program is up to par, compare it to the


29

Assessing for Retention EACH NEW YEAR, thousands of individuals begin a

Are your members’ fitness programs working? You

fitness program as part of their “resolution.” Unforcan increase individuals’ program compliance by tunately, the majority of these individuals fail to continue with their program beyond the initial six to giving them more to measure than their weight. eight weeks. This may be due to lack of success in And, if they are successful in their results, you’ll most achieving their goals, which can be associated with likely be successful in retaining them as members. not having measurable variables to assess actual progress. Most individuals focus exclusively on body By Richard J. Bloomer, Ph.D., CSCS weight/body fat as their indicators of success. Yet, while some members, indeed, experience a rapid and significant decrease in these variables, which can improve training inter- Blood markers of health est and motivation, others do not. And these individuals are often frusBlood markers include fasting cholesterol, triglycerides and glucose. trated by their lack of progress and give up. For diabetic members, testing should include hemoglobin A1C (glycoWhile a change in body weight/body fat may be most important sylated Hb). It is well known that regular exercise can favorably alter for many people, it is certainly not the only variable on which mem- these important biomarkers. In addition, regular exercise can help to bers should focus. Trainers should educate members about other prevent the oxidation (damage) of cholesterol and glucose, which comimportant health and performance variables that can serve as indi- monly leads to promotion of atherosclerosis (arterial plaque formation). cators of program success, and should be included as part of an Members can be referred to their physicians or local clinical labs to conongoing assessment plan. These assessments should be performed duct these routine tests. Upon completion of testing, they can bring test on an individual basis, depending on member needs and desire for results to the fitness center for inclusion in their records. A certified improvement. and qualified trainer should know how to interpret these labs, as familMember retention often depends on member success in achiev- iarity with this information is a requirement for all reputable certifying ing their fitness goals. Having more than one measurable goal organizations. An alternative would be to use one of the automated increases the chance of overall success and compliance with any given chemistry analyzers (e.g., Cholestek), which can be purchased relatively fitness program. Following are other ways that fitness and health inexpensively, with testing conducted by a trained staff member (only can be measured to show clients and members that their programs a finger prick of blood is needed for full testing capabilities). These are working. parameters provide important data related to overall health, and can be easily included as a component of the assessment plan.

Cardiovascular markers Lowering resting heart rate and blood pressure, as well as the heart rate and blood pressure in response to submaximal exercise, are favorable adaptations to regular exercise training. However, many members and trainers put little emphasis on these variables. Consider measuring a true resting heart rate and blood pressure (preferably with the member in a seated position and rested for five to 10 minutes). In addition, measure members’ heart rate and blood pressure at different submaximal workloads during exercise. Lastly, measure their one-minute recovery heart rate following a standard exercise challenge. A lower resting and exercise heart rate and blood pressure, and more rapid heart rate recovery following exercise, generally suggest an improvement in cardiovascular health.

30


Sport-specific skills Sport-specific skills may include a wide variety of activities, such as shooting baskets, rope skipping, rock climbing, kickboxing, running, swimming, etc. Having an athletic-skill-related goal rather than simply focusing on “getting fit” or “losing weight”certainly makes regular exercise more enjoyable and rewarding for both members and trainers. It also allows members to develop a sense of mastery, which may be equally as rewarding as developing an aesthetically pleasing physique.

Balance and coordination Balance and coordination are routinely overlooked when developing a fitness program, yet both are of vital importance. They may assist www.fitnessmanagement.com

in the improvement of many sport-specific skills and activities of daily living. Consider such tools as exercise balls, balance beams, wobble boards and step boxes, while having members perform both bilateral and unilateral exercises, using both upper- and lower-body movements (with eyes open and eyes closed). Consider timing members in an attempt to measure their ability to perform these tasks. Also consider having them perform traditional weight-training exercises while incorporating balance drills into the movement. Doing so can make exercise more enjoyable and challenging for members. In addition, consider using agility and speed drills, which can easily be set up in any group exercise studio using cones, step boxes, etc. Be creative and challenge members with these tasks.

Range of motion Many members perform stretching exercises as a component of their workout, but trainers should consider placing greater emphasis on this aspect of members’ fitness plans, as almost all individuals can improve a good deal in this regard. This may be accomplished by getting members involved in a class targeted at improving flexibility (e.g., yoga, Pilates), or simply designing a detailed stretching program to perform at the conclusion of their workouts. Set measurable goals for range of motion, as would be done for other variables. Range of motion in all major joints can be measured by a qualified fitness instructor with the aid of a goniometer.

Aerobic power and endurance Maximal oxygen uptake (VO2max) is the best measure of aerobic power. Ideally, direct measurements of oxygen uptake are obtained during a maximal graded exercise test; however, you may also use submaximal tests to estimate members’ VO2max. This can be done using a variety of laboratory and “field” tests. Two of the easiest tests to administer are the Rockport 1-mile walk test and the 1.5-mile run test. Various equations for estimated VO 2max can be found online for these tests, or you can simply record both the time taken to complete the tests and members’ heart rate at the conclusion of the test. These numbers can be compared upon serial assessment in order to determine overall improvement. This is an excellent way to estimate aerobic capacity in situations where direct measurement of expired gases is not feasible.

Muscular strength, endurance and power Try the following assessments to determine members’ fitness levels in these areas. Strength: Choose a variety of exercises and assess members’ one-repetition maximum. Endurance: Choose any exercise and have members perform as many repetitions as possible until they reach a point of momentary muscular failure. Make certain they use proper form, including a slow and controlled tempo (e.g., two seconds up, two seconds down). Power: Have members perform a standing vertical jump test and measure the height of their jump. Alternatively, or in addition to the jump test, have members perform a sprint test on an www.fitnessmanagement.com

appropriate surface. Calculate their muscular power using this equation: Power = (Force x Distance)/Time Example: Body Weight (force) = 60 kg Distance running = 100 meters Time = 15 seconds Power = (60 kg x 100 meters)/20 seconds = 400 kg-m/sec

Improved mood Several pencil and paper tests of psychological state and overall mood can be used to determine the effect of members’ exercise programs on their overall mood (e.g., profile of mood states or POMS). These tests are easy to administer and provide information unrelated to physical attributes gained from the exercise program. For many members, improvement in overall mood is as important as or more important than any other variable. Although these types of assessments are routinely offered in exercise-related research studies, they are rarely considered in fitness settings. Adopt such assessments with members who you believe would benefit from these measures.

Exercise compliance Once a member commits to a certain training schedule (or dietary intake), measure compliance. This may include a simplistic assessment Continued on page 38 F I T N ES S M A N AG E M EN T • F E B R U AR Y 2 0 0 7

31

Service Shoppers WHAT IS THE one thing that sets your facility apart

Working with a secret shopping company will give

from its competitors? The most frequent answer to this question is customer service/attention to the you valuable insight into your members’ experiences, member.. But, how do you member you know your your members and and help you to improve your level of service. potential members are actually receiving the service By Amy Scanlin, M.S. you intend to give them? The Mystery Shopping Providerss Association Provider Association (MSPA), (MSPA), Dallas, Texas, states that one unhappy unhappy cus- employees may be wonderful, but if the procedures in place for the busitomer will tell 10 others about their their experience, and that person will tell ness are not customer friendly, friendly, employees may choose not to use them. another 10. With that that knowledge, can you afford not to know what your customers’ experiences are like? Just Just like other retail and service indus- The evaluation tries, fitness centers are are turning to secret shoppers shoppers and professional sursurEach secret shopper is provided different different focus areas to evaluate, or veyors to get a clearer picture picture of what their members truly experience. experience. differentt shops within differen within the shop. shop. All of these focus focus areas are are predeterpredeter“Businesses send us out to see what their customer’s experience is mined by both the the secret shopper provider provider and management of the like, and they can then change things about their business business based on facility being evaluated. evaluated. The first focus for a fitness center might be the what we find out, out,” says Larissa Larissa Gillotti of of Shoppers Critique Critique InternaInterna- front desk. Shoppers will be looking for things things such as the following: tional, Longwood, Fla. Secret shopper shopper companies companies will evaluate evaluate your your busibusi• Was the customer greeted? ness in any way you ask them to, includin includingg in-person or phone visits; • If so, what type? A quick “hello,” “W “Welcome elcome to ABC ABC Fitness Center, Center,” etc. evaluating the ease ease of use and correctnes correctnesss of website informat information; ion; web• Was Was check-in prompt, prompt, or did the shopper have to wait? based customer satisfaction satisfaction surveys, surveys, where secret shoppers shoppers visit a web• What was the appearance of the front desk employees? employees? Were Were they site to rate your service on a particular day; and Interactive Interactive Voice Voice dressed neatly? Did they appear to have good hygiene? Were they wearResponse surveys (IVR). ing the proper uniform? You and the secret shopping company work together to set up param• What was the appearance appearance of the front desk area? eters, such as what the shoppers will be looking looking for, for, how frequently frequently your • What was the overall overall impression impression of the front desk? desk? business should be “shopped” and how you would like their findings The second focus area might be the exercise room: reported repo rted back to you. you. Esse Essential ntially ly,, you combine combine your your expertise expertise of the fit• If the mystery mystery shopper shopper is consideri considering ng joining, joining, was he/she given a ness business with their their expertise of determining customer customer satisfaction. tour of the facility or told told to walk through through on their own? Brad Chri Christia stian n of Shop n’ n’ Chek Chek,, Nor Norcros cross, s, Ga., say says, s, “th “there ere’s ’s real really ly a • If the shopper shopper is is already already a member member,, was the fitne fitness ss staff staff able to to hand-in-hand benefit” benefit” to the relationship relationship between the secret shopper answer questions questions or or be of assistanc assistance? e? provider and the client. “Managers and owners typically develop operThink of each area area of of your fitne fitness ss center center — group group fitness fitness,, locke lockerr ations expectations expectations that form the corporate culture. culture.” As Christian rooms, cardio/w cardio/weight eight areas, day care — as a focus area. “Every compocompoexplains it, people gravitate toward toward places where they have a good expe- nent or thing that is unique should have its own focus,” says Christian. rience. Conv Conversely ersely,, the MSPA MSPA states that 69 percent percent of customer customerss leave “Every opportunity is an opportunity to deliver and generate strong loya business due to poor service. A good experience includes being greeted alty,” from your members. politely polit ely upon entering, notici noticing ng a clean facility, facility, interac interacting ting with employAlso, make sure each question for the shopper to evaluate is formuees who are well-versed in their jobs — pretty much the very things late lated d separately separately.. If you are evaluatin evaluatingg a pers person on’s ’s greetin greeting, g, don don’t ’t comcomfitness managers work hard to improve. improve. Businesse Businessess that people choose bine whether whether they they smiled, smiled, said hello, hello, shook your your hand, hand, all into into one not to frequent have have likely not met customers’ customers’ expectations in some evaluation question. question. They may do some but not others, others, and it will be way, whether it’s due to poor service or in other areas. Christian explains difficul difficultt to evaluate in those instances. instances. Include both open and closed closed that these companies don’t don’t strive to offer negative negative service; they are just questions in your survey. falling short of meeting the expectations expectations of management. management.“Peopl “Peoplee tend tend to be surprised by our findings, findings,” he says. “Corporat “Corporatee expectations are The experience often higher than what is actually delivered.” The key to receiving great customer customer service is the feeling of being valued. Tiffany Tiff any Gleaso Gleason, n, co-own co-owner er of Mys Mystery tery Shoppe Shoppers, rs, Kno Knoxvill xville, e, Tenn., When members ask for help finding a machine for a particular workout, suggests evaluating evaluating your customer customer service procedures. procedures. She says the what are their experiences? experiences? If it’ it’ss bad, they won’t won’t even be able to find find a staff

32



Custome Cus tomerr Servi Service ce Surveys Surveys WHILE SECRET OR mys myster teryy sho shoppi pping ng looks looks at the cust customer omer serv servic icee your emp employ loyees ees pro provid vide, e, ano anothe therr type of sur survey vey giv gives es you ins insigh ightt int intoo how your cust customers omers feel about about that servic service, e, which which can be an invaluab invaluable le tool. Social science research, or custom mail surveys, provide data as as to how members membersfeel feel about about the service service theyrec they receive eive,, and what cha changes ngesthey they would wou ld make make if the theyy co could uld.. “We have over over 50 questi questions, ons, two two sides sides of a piece piece of of paper paper,” ,” says says Bill Lazarus, Lazaru s, CEO of SEER Analy Analytics, tics, Tampa, Tampa, Fla. Fla. “You “You can ask more quesquestions via the mail than you can in an e-survey e-survey because people are willwilling to take take more time.” time.” He also also says that mail surveys surveys provi provide de a more accurat acc uratee view view ofyour of yourmembe member’s r’s thou thoughts ghtsbecau because se e-surve e-surveyy data sets are skewedd to only those who use the Internet. skewe Internet. Thiss mem Thi member ber dat dataa can can be used used in in a numbe numberr of way ways. s. For For ins instan tance ce,, based on the size size of your city city,, its demogr demographic aphics, s, your locat location ion and other other factors, factor s, how how many many member memberss should you have? have? How far do your your memberss tra ber travel vel to vis visit it you yourr ce cente nter? r? Do the theyy pas passs oth other er cen center terss in rou route te to get to yourfaci your facility lity?? Would they they be responsive responsive if you opened opened a new center center closer to them them?? Typical Ty pically, ly, respon response se to mail mail surveys surveys is about 2 to 3 percen percent. t. But, Lazaru Laz aruss fin finds ds tha thatt bus busine inesse ssess who sha share re the their ir fin findin dings gs wit withh the their ir cu cusstomers, tomer s, and work to improve improve on the service service they provi provide de based on the findings, findin gs, have closer closer to 20 percent percent respon response. se. When people are vested vested with you, they want you to make make them happy, happy, which will, in turn, help your bus busin iness ess suc succe ceed. ed.

member on the floor to ask. If it’s average, member average, they’l they’lll be pointed in the general general direction dire ction of of the machine. machine. If it’s great, great, they’l they’lll be walked walked to the the machine machine an and d be asked if they would would like instruct instructions ions on using using it. Acr Across oss the board, board, the biggest issues with customer service are are the levels of engagement between employees and members — and that level level of engagement as part of a corporate culture is often the hardest for managers to address. If you yourr employe employees es know they they are being being shopped, shopped, one of two things things will happen. They’ll be motivated motivated to improve improve their interactions with customers custome rs for the the long run, or only for for the short term. Hopeful Hopefully, ly, the motivation motivat ion takes hold and they’ll aspire aspire to great service, whether they think they are are being watched watched or not. To get a true sense sense of what your members’ experiences are are like, it is not not recommended recommended to share with employees employ ees any specifics specifics of the secret shopping shopping experience. experience. “The whole point in keeping it a mystery is the mystery,” says Christian. You’ ou’llll decide, with your secret shopper shopper,, various scenarios scenarios in which to shop. Perhaps you want the experience of a prospective prospective member, member, or a curcurrent member with a billing question. You may even want a confrontational secret shopper to get an idea of how your employees employees react under stress. You’ll also need to decide how often you’d like your business to be shopped. Most companies hire secret secret shoppers to visit on a monthly basis, others quarterly quarterly.. But rarely do secret secret shoppers visit visit one time only. only. All employees have have bad days. And, while you don’t want their bad day to become your customer’s, s, it isn’t isn’t necessarily fair to take that one snapshot as an overview overview of their customer customer service skills. skills. However However,, if you have have monthly monthly visits with negative results, you’ve got something to take action on. Gleason suggests suggests tying the evaluation of your employees employees to some kind of reward.Knowing reward. Knowing that a certain certain number of evaluation points points might win them movie tickets tickets,, a shirt, shirt, etc., could be a great motivat motivator or for for staff staff members.

does it really? Anyone can put fitness equipment in a building and competitively petitiv ely price their membership rates, but the care members receive receive from your employees is far more valuable than any bulletin board or profit center center.. Look at your your environment environment from their point point of view, and see if their needs needs are being being met. FM

Getting started

REFERENCE

Smart companies hire secret shoppers before they think there may be a customer service issue, but a fair number wait until they suspect a problem. Whenever you you contact a secret shopping shopping company company,, be prepared to provide as much information as possible about your business so that the shoppers will know what they are looking for. You may want to to provide training training manuals, manuals, snapshots of what uniforms should look like, like, signage that should be displayed displayed and even training videos, videos, if you have have them. The more more informatio information n for the shopper shopper,, the better. better. “If [fitness facilities] facilities] can tell us what [employees] [employees] are trained to do, do, we can tell tell if they are doing doing it or not,” says Christian. Christian. You’ll also need to explain your customer base so the shopper can better understand your environment and what your business is trying to accomplish. accomplish. A center that caters to those new to exercise will have a differentt set of parameters than a center differen center dedicated bodybuilders. bodybuilders. The great thing about hiring a secret shopping company is access to a wide range of shoppers that can fit any scenario scenario you may may require. After all, it won’t won’t be believable to have a muscle-bound person come in as a “new to exerci exercise” se” shopper shopper,, and vice versa. versa. Also, know that some states require that secret shoppers be licensed. Most fitness fitness centers say that customer customer service service sets them apart, but

Mystery Shopping Providers Providers Association. Association. Press release: release: Taking the mystery out of mys mystery tery shop shoppin ping. g. www www.my .mystery steryshop shop.org .org.. Jan. 1, 200 2004. 4.


Amy Sca Scanli nlinn is a fitness fitness expert, certifi certified ed instructor instructor and freelanc freelancee writer. writer. She has a master’s degree in health promotion promotion management, management, certifications certifications through throu gh ACSM, ACSM, ACE ACE and the Cooper Cooper Insti Institute tute for Aerobi Aerobics cs Rese Research arch,, and she has faci facilita litated ted health health promotion promotion programs programs both at home and abroad. abroad.

Get More Information Online! If you found found this art article icle useful useful,, you can read read more about about thi thiss top topic ic on Fitness ’s webs website ite.. Below Below is a list of rel relate atedd article articless that you can can find onli online: ne: Management ’s 1. Customer Service 101. By Amy Scan Scanlin lin (Oct (October ober 2004 2004). ). In the catecategory “Ser “Servic vicee Qualit Quality” y” from from the the Libra Library ry of Arti Articles cles link in the the left left menu at www.fitnessmanage www.fit nessmanagement.co ment.com, m, or at www.fi www.fitnessmanag tnessmanagement.c ement.com/FM/ om/FM/ information/articles/library/service/frontdesk1004.html 2. Creating and Sustaining a Service Culture. By Step Stephen hen Tharr Tharrett ett and James James A. Peterson Peter son (August (August 2006). In the category category “Servic “Servicee Quality” Quality” from the Library of Articles, or at www. www.fitnes fitnessmanageme smanagement.co nt.com/FM/in m/FM/informatio formation/artic n/articles/0806 les/0806-feat6 -feat6.html .html 3. Te Teachin achingg Employees EmployeesCustom Customer er Servic Service. e. By Te Teri ri O’Brien O’Brien (May 2006). In the category “Servic “Servicee Quality” Quality” from the Library Library of Articl Articles, es, orat or at www. www.fitness fitnessmanagement management.com/ .com/ FM/information/articles/library/mgtmemo/mgtmemo0505.html F I T N ES S M A N AG E M EN T • F E B R U AR Y 2 0 0 7

33

Optimal Cleanliness = Member Satisfaction ALL FITNESS CENTERS are cleaned cleaned,, to some some

Clean fitness centers keep members — it’s as simple as

extent. But the best fitness centers centers make clean that. Paying close attention to cleanliness can raise liness a top priority priority,, and with good good reason. reason. “I know there there is a big focus focus on sales, perso personal nal standards and eliminate hazards and wasteful practices. training and revenue-based items. items. But cleanlicleanliBy Guy Brown ness is not to be overlooked,” says Jim Cianci, vice president, president, faciliti facilities es management, for WOW! WOW! Work Out World orld,, Brick Brick,, N.J N.J.. “The cleanlines cleanlinesss team is one of the most most think people disinfect fitness equipment to the level and degree they important in the club. club. You cannot have sales if you don’t don’t have some- should,” he says. This is the same for for countertops countertops and toilets, Guenthing worthy worthy of selling.” Frank Guengerich, Guengerich, executiv executivee vice president of gerich adds. WTS Intern Internation ational, al, Rockvi Rockville, lle, Md. Md.,, says cleanl cleanliness iness,, “spe “speaks aks to memCleanliness needs to be monitored to ensure standards are upheld. bers’ expectation expectations. s.”” The cleanliness expectation expectationss they have at home “It starts with management being clear [about] what their expecta“translate to wherever they might shower [and] where personal hygiene tions are, having a system in place, place, training people people and following up, up,” comes into play.” says Guengerich. Guengerich. “I am amazed at how often people do not have sysWhat can optimum cleanliness achieve? Fitness Management and tems in place.” WTS International International has a checklist and standards docuConsulting, Consult ing, Flower Mound, Texas, works with with a facility facility that that has been ment called Basics to Excellence, Excellence, and fitness centers centers are inspected in business for 20 years. A competitor recently recently opened a fitness center according to those standards. nearby,, leeching members nearby members away. away. But they have have started to come come back. Inspection is also a key strategy at WOW! clubs. WO WOW! W! has two “When asked why they were coming coming back, they said this club was much people who walk the fitness fitness center: the housekeeping housekeeping manager and a cleaner,,” says President cleaner President Jim Thomas. “There are few things as impres- secre secrett shopper. shopper.The The chain chain uses a checklist checklist of of 150 items, items, and, once a week, week, sive as a clean club, no matter what the age.” both of these people people go into into the fitness fitness centers centers and score them. them. The Mary Schrad, franchise support support manager for Contours Contours Express, Express, houseke housekeeping eping manager of each club gets a bonus according according to how Nichola Nic holasvill sville, e, Ky. y.,, agree agreess that members members appreci appreciate ate cleanlin cleanliness. ess. “If one many points is scored per month. was to poll its members, gym cleanliness would rank in the top three Thomas also recommends recommends incentives incentives as part of compensation concerns, conc erns,” she says. says. “Gym cleanli cleanliness ness establish establishes es a philosophy philosophy of the packages packages.. He further offers an organizational organizational framework framework that can gym, and reflects how it feels about its its members.” help with cleanliness. “Some clubs we work work with have divided the club up into ‘territories, ‘territories,’’ with different people responsible for each The cleaning process territory territ ory,,” he says. Wit With h the addition addition of manag management ement follow follow-up, -up, Even in fitness facilities with a good cleaning philosophy philosophy,, some fitness centers centers can establish a robust approach approach to cleaning. “The areas get overlooked. overlooked. Schrad says the transaction counter counter at the front clubs that we see doing doing the best job do the best job of follo following wing desk is one one prime example. example. It is intensi intensively vely used, used, so how do you you up,” says Thomas. Thomas. keep it clean? Besides a thorough thorough clean twice a day, it would also be Disinfection beneficial to have a spray bottle and cloth behind the reception counter for for the reception reception staff to wipe the surfaces surfaces down several Cleaning is removing dust, dust, spots and stains. Disinfecting involves involves times a day. killing potentially potentially harmful germs, germs, and is essential in in some areas Other areas that can get overlooked include door and toilet hanof the facility facility to to provide provide members members and staff staff with a hygienic and dles, stretching areas, designated floor exercise areas and closets. safe environment. environment. “I tell people, anywher anywheree their skin can come into There are also hard to reach spaces in between and around the contact with something, something, the surface needs needs to be disinfected, disinfected,” says machin mac hines, es, and dust dust colle collecti cting ng on areas areas of the equip equipmen ment, t, sa says ys Guengerich. Schrad.. Guen Schrad Guengeric gerich h says the inside inside of lock lockers ers are often often missed, missed, and In WOW! WOW! clubs, there are are wipe-down stations consisting of paper people don’t have have rigorous consistency in cleaning drains. “I don’t towels and disinfectant, so members can wipe down down machines after they

34



have used them. For the housekeeping department, key priorities for disinfection (besides cardio equipment) are locker rooms and showers. Schrad says disinfection is a priority for Contours Express, too. “Anywhere people place their hands — on machines, hand weights, jump ropes, stability balls, bikes, etc. — [is a priority],” she says. “It should be understood that whenever there is human contact, a disinfectant should always be applied.” Human contact is the main culprit when it comes to elevating a person’s risk of infection. “It is recognized that 80 percent of all infectious disease is caused by contact,” Schrad says. “Human sweat is not really a problem. It’s primarily the moisture from the sweat that causes problems by helping germs grow. Keeping gyms clean and dry is the No. 1 priority.” Members can help. “Management can put responsibilities on its members by providing clear direction as to where they should dispose of their used towels and used water cups,” says Schrad.“The more management can communicate direction for this type of cleanliness, [the more it] will take a load off of the maintenance staff to pick up after members.” Similarly, Schrad says providing a hand sanitizer on top of the weight machines invites members to protect themselves against germs. “When members use this, they feel better about their germ control, and it cuts down on the maintenance cleaning schedule.”

Periodic cleaning Some tasks do not need daily cleaning, but are still vital on a periodic basis. Periodic cleaning tasks can include things such as windows and all high cleaning. WOW! does high-level dusting at least twice per year. “Above eye-level areas, such as duct work and lighting, often get overlooked,” says Cianci. Guengerich says he often meets people who have never even heard of high cleaning. “Most of our facilities close annually for cleaning windows inside and out. Then there are ongoing cleaning tasks, such as moving cardio equipment around and cleaning under it, and cleaning the mechanics of the equipment. If you fail to do that, static electricity can build up and damage the electrical components.” He adds pest control and spraying for bugs as another periodic requirement. Contours Express says shampooing carpets and cleaning air ducts and air filters are carried out twice per year. “Depending on your ceiling type, if it is open, those heating and air duct passageways collect dust,” says Schrad. Similarly, ceiling fans should be dusted so they don’t circulate dust. Thomas adds other periodic cleaning tasks: “With heat of the most recent summer, many club owners were reminded of the importance of regular checks on the air conditioner filters.” Steam cleaning carpets, sweeping parking lots and painting walls are other examples of periodic tasks. Further, cleaning grout in showers and washing down walls can be monthly, or perhaps annual, cleaning tasks. www.fitnessmanagement.com

When to clean Determining the best times of day to clean needs careful attention. Guengerich says that there are two different philosophies. One is to never get in the way of the customer. The second is to clean in a seamless way, cleaning around the customer as much as you can. Generally, there are three key times to clean: after the morning rush, after the lunch rush and before the evening rush. And then a full clean in the evening. He adds that busier facilities may want to constantly clean around their users. “The slower times of day and ‘off’ hours will be best for heavy cleaning, such as wet areas and the like,” says Thomas. “However, many of our client clubs will want to bring attention to the fact [that] the club is being cleaned, and have a porter on duty, in full uniform, cleaning the club throughout the day.It creates great awareness and lets the members see the effort being made.” Most Contours Express clubs use a maintenance log to assign cleaning responsibilities; however, Schrad says cleaning is an ongoing responsibility throughout the day. Vacuuming the carpet is done after the members leave. Because most Contours location are closed from 1 to F I T N ES S M A N AG E M EN T • F E B R U AR Y 2 0 0 7

35

Zone Cleaning 3 p.m. for community-based marketing, she says that this is the ideal time to complete this task. “Members appreciate seeing the obvious cleaning completed while they are getting their workout in,” Schrad says. “These areas would be the hand grips of each machine, bike handles, core stability balls, jump ropes and hand weights. Especially in the cold and flu seasons, members are consciously aware of the spread of germs and welcome the Contours staff [making] the extra effort for their protection.” “One can never clean enough,” Schrad says. “It is safe to say that key areas should be cleaned minimally one time per day. These key areas are stretching areas, floor exercise areas, etc. Restrooms should be cleaned twice per day and periodically checked for any emergencies. General high traffic areas should be checked hourly.”

Eye on costs Selecting the wrong cleaning product or application technique, and overdosing, can damage floors, fittings and equipment. “I’ve seen wood floors ruined, carpets ruined, equipment upholstery ruined … even wrong lubricants on the equipment,” says Thomas. “An over-application of chemicals of any sort increases costs,” Schrad says. “For example, when wiping down the upholstery of machines, if you use a product that has alcohol in it, in time, this could weaken the material and [it can] begin to tear. The alcohol tends to dry this material.” She also warns against using polish on the upholstery, as it can make the surface slippery and endanger a member. Slippery floor waxes can also increase injury risk. Cleaning expenses can be reduced in other ways, too. WOW! has a budget handed down by the franchise owners. Supplies are purchased from one company, and shipped to one central place. They are disbursed by the housekeeping manager,on the basis of orders placed by each housekeeping supervisor once per week. Centralized control can cut down on waste, and centralized bulk purchasing can secure cheaper prices. Measurement, rather than “guesstimation,” can have a surprising impact on the effectiveness of cleaning efforts, and dramatically cut costs. Says Thomas, “Read the label. If you don’t know [how much to use], ask. Have a system of tracking.” Thomas says some fitness centers over-apply chemicals, needlessly increasing costs. “We had a client club recently discover they were using three times the necessary ingredients to wash towels. Substantial savings have been realized since changing the method of measuring.” However, Guengerich warns not to cut corners in trying to reduce cleaning costs:“Cleanliness is not an area we want to be scrimping in.” In the long run, you save time and money with thorough cleaning. For instance, not allowing mold to build up in shower areas can avoid the process of stripping out and replacing the tile. Look at cleaning as preventive maintenance.

Clean design A proportion of cleaning costs can be designed out. “Building materials should be used that show a clear expression of cleanliness, but are

36


CMS International, Helena, Mont., teaches its clients a three-step process — called Zone Cleaning — to keep their fitness centers clean while keeping costs down.

Step 1: Divide your facility into zones Begin by visualizing your fitness center as if you were looking down at it through a grid. The number of departments and staff you have will determine the size and number of zones. Here is an example of how one facility divided itself into cleaning zones: Zone 1: Front desk manager (front desk, waiting and lobby area, tanning room, break room) Zone 2: Daycare manager (daycare) Zone 3: Group fitness manager (group exercise areas, including main group exercise room, group cycling room and swimming pool) Zone 4: General manager/front desk manager (men’s and women’s locker rooms) Zone 5: Day spa manager (day spa) Zone 6: Fitness director (main fitness area) Zone 7: Education director (education room) Zone 8: Janitor (maintenance rooms) Zone 9: Administrative staff (administrative offices) Zone 10: Group fitness manager (group fitness office)

Step 2: Assign cleaning duties Once you’ve decided on the zones, as well as the people responsible for overseeing them, the next step is to have the responsible parties make a list of all cleaning duties required to keep that particular area clean every day. Start by having each zone manager hold a meeting with theirstaff. Staff members should be encouraged to contribute ideas and suggestions toward creating the list. This will help to create team unity and buy-in.

Step 3: Provide checklists The final step is to create an entire list of all cleaning duties associated with that area, create checklists for the employees within each department and assign cleaning duties to people within the zone. The list should include the area to be cleaned, who is responsible, frequency, space for initialing once completed and which cleaning products to use. The general manager should walk through the facility every morning with a checklist for the entire fitness center. This way, the manager can hold the appropriate staff person accountable on a daily basis before it gets out of hand.

low cost and easily maintained,”says Thomas. “We find the biggest mistake is usually made in the locker rooms.” Cianci sits in on the design of WOW! clubs and is project manager in building the clubs. WOW! uses rubber flooring instead of carpet, as carpet has to be replaced every three years, gets dirty and harbors bacteria. “We put in materials that are what we call ‘bulletproof,’” he explains.“This includes sheet metal on walls, which always looks clean and can be washed off. Ceramic [tile] is used in locker room areas and www.fitnessmanagement.com

[are] a 12-by-12-inch size, which means less grout to clean and maintain,” Cianci says. Another example of cutting down on cleaning requirements is WOW!’s shower units, which are constructed with one piece of fiberglass, thereby eliminating grout completely. Schrad also offers some designed-in savings. “A good club design will have wide open doors entering bathrooms so people don’t have to open doors and have a chance to spread germs,” she says. “Restrooms will have hand dryers to take away paper towel issues that could increase paper towel costs and maintenance. Signage of proper tampon disposal will keep the plumber away.” Guengerich says that some approaches to designing for cleanliness don’t create an aesthetically appealing environment.“Design definitely affects the simplicity of cleaning a facility,” he says.“But there is an aesthetic balance to achieve. For instance, in a locker room, do you use carpet or not? Some say they need to have carpet because it creates a home environment, but carpet brings cleanliness issues, as opposed to tile, which is more durable.” Making cleanliness a priority can help raise standards in your fitness center. It can also eliminate waste. “Cleanliness, or lack of cleanliness, is the No. 1 complaint we hear in health clubs,” says Thomas. “So, we would be mindful to put it at the top of our to-do list.” FM

Guy Brown has been a manager in international leisure and hospitality for several years in private facilities and with international hotel chains. He also writes for international business, and travel and medical magazines.

Continued from page 31 of the percentage of program adherence. For example, if a member decides that they will exercise four days per week over the course of the next 10 weeks (40 sessions), and they actually complete 35 sessions, their overall compliance would be 87.5 percent. This is an excellent method to assess progress in many members who may have, in the past, neglected their training for one reason or another.

Final thoughts When putting together an assessment plan for members, it is important to consider multiple variables. In this way, members have several opportunities for success. While loss of body weight/body fat is certainly important, and should be included as a component of the overall assessment plan, many members find extreme difficulty achieving success in these areas. If so, retention to exercise training may be poor. Inclusion of several other health- and fitness-related endpoints may improve member adherence and retention to training, and, hence, improve the overall long-term benefits of regular exercise. FM

38


Get More Information Online! If you found this article useful, you can read more about this topic on Fitness Management ’s website. Below is a list of related articles that you can find online: 1. Poor Maintenance = Involuntary Manslaughter? By Doyice J. Cotten (May 2004). In the category “Maintenance” from the Library of Articles link in the left menu at www.fitnessmanagement.com, or at www.fitnessmanagement.com/FM/ information/articles/library/riskmgmt/riskmgmt0504.html 2. Keeping Your FacilityClean. By Kurt Broadhag (April 2006). In the category “Facility Maintenance” from the Library of Articles link, or at www.fitnessmanagement.com/ FM/information/articles/0406-facility-maintenance.html 3. Keeping the Germs Away. By Kurt Broadhag (October 2005). In the category “Facilities” from the Library of Articles link, or at www.fitnessmanagement.com/FM/ information/articles/library/facmaint/facmaint1005.html

Richard Bloomer, Ph.D., is an exercise physiologist and assistant professor within the department of health and sport science at the University of Memphis, Tenn. He has offered individual exercise counseling and supervision for many years, and holds certifications from both the American College of Sports Medicine (HFI) and the National Strength and Conditioning Association (CSCS).

Get More Information Online! If you found this article useful, you can read more about this topic on Fitness Management ’s website. Below is a list of related articles that you can find online: 1. Assessments for Older Adults. By Colin Milner (September 2004). In the category “Exercise Prescription” from the Library of Articles link in the left menu at www.fitnessmanagement.com, or at www.fitnessmanagement.com/FM/ information/articles/library/oldadults/ageassess0904.html 2. Pre-participation Health and Fitness Assessments. By Michael Nordvall, Ed.D., and Michelle Walters-Edwards (January 2006). In the category “Exercise Prescription” from the Library of Articles link, or at www.fitnessmanagement.com/FM/ information/articles/library/exprescribe/acsmguides0106.html 3. Assessing Your Assessments.By Shana McGough (July 2006). In the category “Exercise Prescription” from the Library of Articles link, or at www.fitnessmanagement.com/FM/Information/articles/0706-feature4.html www.fitnessmanagement.com

WITH THE GROWING number of obese

children, this is a market the fitness industry should not be missing out on. The key is understanding what can you do to get your overweight youth members involved within your facilities. The answer is in your programming! Fitness centers are known for developing programs and fusing them with other programs to meet the growing demands of their membership base. The same concept can be used to develop your own youth weight-loss program. First, you must determine your need for such a program. If your facility is family-oriented, the need is there, and taking action is necessary. If your facility is not youth-oriented, you may consider expanding your services.

Seven components to consider The need for a youth program has been determined, so who is going to design and deliver this new results-driven and revenue-

40

instructor,” says Veronica Whitish, personal trainer at the Tri-City Court Club in Kennewick, Wash. “The challenges that you face with the program are much easier to handle when you have a genuine desire to help the youth.” The other side of education involves the participants’ parents. They must be held accountable for supporting and encouraging their children through the program. One way to ensure this is accomplished is through weekly parent/youth education and exercise sessions. 2. Motivation. A program that focuses on encouraging participants to be physically active every day and eat a balanced diet of fruits, vegetables and grains (while eliminating poor food choices) sounds great. But, this alone will not provide youth with the motivation they need to succeed. Get to know why the participants are in your program; remember, their parents want them to lose weight, but the chil-

With childhood obesity increasing, fitness centers need to be part of the solution. Offering a successful youth weight-loss program requires planning, commitment, a great staff and motivating ideas. By Ryan Vogt

generating program? Do you have the appropriate time, space and equipment available? Do you have the marketing dollars to drive the program? Will your membership be supportive of the program? Do you have the right people to implement it? Consider these seven main components of creating, developing and implementing a youth weight-loss program. 1. Education. It is essential to have the right people in place to implement a youth program within your facility. The staff involved must have a desire to work with youth and be excited about the process, as well as have a professional approach to and execution of the new program. It is also important to have certified fitness professionals with a solid educational background. “Having a passion for working with kids is the most important aspect for the



EMPOWER Your Fitness Center’s Youth dren may just want to have fun. The trick is delivering fun activities that motivate. The weight loss will follow. 3. Preparation. Homework? Yes. Ask your students to do what it takes to be successful. A results-oriented youth weight-loss program requires students to complete a series of activities outside of class that keep them focused on the true goal: life-long weight management. Examples of homework assignments include keeping food journals and exercise logs, goal setting, self-esteem assignments and learning to read nutrition labels. 4. Opportunity. A weight-loss program should be so much more than weight loss. You have the opportunity to be the catalyst that allows youth to see physical movement as an exciting experience. Provided you have the facility to explore multiple fitness options, include as many exercise modalities as possible (i.e., fitness stations at the park, exer-tainment options, rock climbing, indoor cycling, swimming, dodgeball and fitness obstacle courses). Give each individual the opportunity to explore as many modes of movement as possible; you may just be training the next generation of fitness center members. 5. Weight management. The focus of your program should be the benefits of proper nutrition and exercise for life, not the typical quick weight-loss program. Placing youth on restrictive diets and vigorous exercise routines will only lead them to a negative perception of both healthy eating and exercise. Equipping them with the appropriate education and programming will lead to a life-long positive experience with weight management. Evan Rippley, a participant in the youth weight-loss program at the Tri-City Court Club, says,“I accomplished many things as far as weight loss, not to mention the boost in selfesteem. When I began the program, I weighed 193 pounds … I now weigh 170 pounds. My body fat percentage decreased by 12 percent. All of this was accomplished with minor adjustments to my diet and four workouts a week for 12 weeks.” 6. Exercise. It is important to have a designated space within your facility, such as a group exercise studio, with easy access to free weights, Bosus, exercise balls, agility ladders and medicine balls. Remember, however, that you are not limited to this space alone. Does your facility have a basketball court, rock wall, teen fitness room or indoor cycling studio? All of these areas are great places to implement exercise while having fun. 7. Respect. A weight-loss program should www.fitnessmanagement.com

The Tri-CityCourtClub, Kennewick, Wash., developed its own youth weightfocus on programming that makes each loss program titled EMPOWER. individual feel good Basics. The program is 12 weeks long, and each session has eight to 10 about themselves. participants. The class is open to youth ages six through 15. Each 12-week Most people enjoy session generates $2,500 in revenue, and has a 60-percent profit margin. competition if the The average weight loss per participant is 10 pounds. The most weight lost playing field is level. It by a participant to date is 25 pounds. is important to be Program components. The program consists ofweeklygroup meetingsinvolvsupportive; your ing parents and youth, as well as three group workouts with a personal trainer. youth will work hard Each week, the program isdivided into a fitness topicand activities. Topics focus as long as they have mainlyon nutrition, butalso fitness, and range from smartgoal setting, to exchang your support. “Going ing food in your menu, serving sizes, nutrition labels, weight lifting, heart rate to school was hard training and more. Activities include strength training and cardio drills, fitness because I felt bad activitiessuch as indoor cycling and cardio equipmenttraining, and sports activabout my weight, but ities such as rockclimbing, racquetball, dodgeball, basketball and swimming. now I am able to go Challenges. One challenge the program faces is a lack of space. For the proto school without gram to grow any further, scheduling and space availability must be considered. being embarrassed,” says Rippley. “Now, with 23 less pounds, play- follow through outside of class. Parents are ing sports is much easier and a lot more fun. responsible for providing healthy meals and an I loved the program, I love being 20 pounds environment where youth are able to be suclighter, and I have never felt better (oh, yeah — cessful (i.e., arriving to class on time). the girls swarm around me now).” Other challenges you will face may just come from within your own organization. Often, Marketing your program events will compete with each other. Seasonal Once your program is designed, it must be events and/or classes can cause difficulty in the marketed within your facility, as well as to the exclusive use of an exercise studio or gymnacommunity. This can be done through your in- sium. The use of a free weight room or circuit house newsletter, and at health fairs, hospitals training studio may cause conflict with the genand schools. The local newspaper is another eral membership.Communication is the key to way to market new programs within your facil- success in any environment. It is also impority. It is much easier to market your program tant to have complete support from all staff once you have positive results. As positive members in your facility; a program can only results are established, contacting the local go so far unless it is fully supported. FM media to run a story on the unique features of your program is a great way to springboard to Ryan Vogt has a B.S. in sports and fitness manthe next level. Word of mouth is a great mar- agement, and is an NASM-certified personal keting tool, so always be positive about changes trainer, a freelance writer and presenter. He is and/or growth within your facility. the fitness director at the Tri-City Court Club, a

What challenges can you expect?

private fitness center in Kennewick, Wash. (www.tricitycourtclub.com). For more information on Tri-City Court Club’s youth weight-loss program, contact him at [email protected] or 509 783-5465.

Any time a new program is implemented, obstacles will arise. Keeping people motivated is a challenge in any fitness facility, let alone a youth weight-loss program. There are many groups of people to consider with this Get More Information Online! If you found this article useful, you can read more about this topic on Fitness program, such as the ’s website. Below is a list of related articles that you can find online: Management instructors, the par1. Preventing Obesity in Children. By Barbara A. Brehm (May 1997). In the ents and the youth. category “Children” from the Library of Articles link in the left menu at Interestingly, the www.fitnessmanagement.com, or at www.fitnessmanagement.com/FM/information/ biggest challenge of articles/library/clip/clip0597.html the three groups is 2. Child’s Play: Fitness Programs for Children. By Debra Atkinson (May 2006). the parents. They are In the category “Children” from the Library of Articles link, or at responsible for bring- www.fitnessmanagement.com/FM/information/articles/0506-childs-play.html 3. After-School Fitness. By Julie Anne Eason (May 2006). In the category “Chiling youth to your facility, as well as dren” from the Library of Articles link, or at www.fitnessmanagement.com/FM/ making sure they information/articles/0506-kid-camp.htm F I T N ES S M A N AG E M EN T • F E B R U AR Y 2 0 0 7

41

A PHYSICALLY ACTIVE lifestyle offers signif-

icant health benefits, and is now recognized as one of the most important behaviors for health and well-being. Regular physical activity helps individuals of all ages to build and maintain healthy bones, muscles and joints, control body weight, reduce fat, and develop efficient functioning of the heart and lungs. Physical inactivity is recognized as a critical health issue, and is related to many preventable diseases. While these health benefits are long term, your members want results now. Their goals are related to weight loss, greater cardiovascular efficiency, stronger muscles and bones, more energy and less stress. They are looking for encouragement, direction, a varied workout and feedback from a knowledgeable instructor. What better environment than group indoor cycling to provide members with all they want, and more? Be mindful that it is not safe or physiologically sound to perform activities on a group cycling bike that do not customarily take place

42

on a road or mountain bike. Cyclists would not ride without a seat, use rubber bands or dumbbells, or ride without hands. Sticking to the basic principles of biomechanics, bike fit, nomenclature and conditioning will allow for a fun and safe environment, with minimal risk of injury and attrition. To help members get results, instructors should adhere to some general principles of sports conditioning to allow participants to get the most from their activity.

The principle of individual difference Each individual’s response to exercise will vary.A proper program should be modified to take individual differences into account. Generally consider these known facts: • Fast or explosive movements require more recovery time than slow movements. • Fast-twitch muscle fibers recover quicker than slow-twitch muscle fibers. • Women generally need more recovery time than men (due to heart size, stroke volume and muscle size).


• Older individuals generally need more recovery time than younger individuals. • The greater the load/intensity, the longer it will take muscles to recover. A good instructor will be able to conduct a class, maintain everyone’s attention and give each participant the ride they came for. Remember, it is not the instructors’ ride; they are there to provide encouragement, entertainment, instruction and fun for the participants. Teaching off the bike is a good way to provide individual attention, and an opportunity for the instructor to interact with each participant in a meaningful way.

The principle of overload The principle of overload states that a greater than normal stress or load on the body is required for training adaptation to take place. The body will adapt to this stimulus. Once the body has adapted, a different stimulus is required to continue the change. For a muscle (including the heart) to gain strength, it must be gradually stressed by www.fitnessmanagement.com

working against a load greater than it is accustomed. To increase endurance, muscles must work for a longer period of time than they are used to. With this in mind, instructors should select music that reflects the type of training they are offering. Music selection is critical to motivate members to gain the level of performance outlined in the class structure. Instructors are encouraged to put together their own playlists to accomplish the goals of the ride. With the increased popularity of MP3 players and music websites, this process is simple and will motivate the participants to be more engaged in the ride. Personalized music, a heart rate monitor and knowledge of individualize heart rate intensities will ensure the “perfect” ride.

The principle of progression The principle of progression implies that there is an optimal level of overload, and an optimal time frame for this overload to occur. Overload should not be increased too slowly, or improvement is unlikely. Overload that is increased too rapidly will result in injury or muscle damage. Exercising above the target zone is counterproductive and can be dangerous. This fact alone should encourage all instructors to familiarize themselves with the latest technology related to physiological testwww.fitnessmanagement.com

ing and heart rate training. One product that is interesting, engaging and motivational and that will provide

The Suunto Team POD

intrigue, safety and fitness enhancement into group cycling classes is the Suunto Team POD. The POD allows instructors to monitor the heart rate and physiology of up to 30 participants simultaneously. It wirelessly gathers performance information from participants’heart rate belts and displays it in real time on a computer screen. The principle of progression also indicates the need for proper rest and recovery. Continual stress on the body and constant overload will result in exhaustion and injury. Instructors should caution class participants against repetitive intense sessions. Providing variety in the class schedule will keep members motivated and injury-free.

The principle of adaptation Adaptation is the way the body “programs” muscles to remember particular activities, movements or skills. By repeating a skill or activity, the body adapts to the stress, and the skill becomes easier to perform. Adaptation explains why beginning cyclists are sore after the first session, but, after a few classes, they have accommodated to the ride and the seat pressure. Proper bike fit and appropriate clothing will enhance enjoyment and keep participants coming back, as well. Bike fit is a critical factor. Seat height should allow for a 15-degree flex in the rider’s knee when the foot is at the bottom (dead center). A good rule of thumb is to align the bottom of the seat with the greater trochanter of the hip (bump at the top of the outside of the thigh). Then have the rider “mount up” and look for the appropriate flex in the knee. With the seat appropriately adjusted, have the rider get on the bike, clip in (or get into toe cages) and assume the 9 o’clock/3 o’clock position with the feet. With the feet horizontal to the floor, adjust the seat fore/aft position so that the knee aligns just behind the big toe of the foot at 9 o’clock. With the rider seated in the saddle and the hands resting on the tops of the handle bars, adjust the handle bar fore/aft position so that


43

ments are subject to revision based on individual anatomy, prior injury or personal preference. An appropriate “bike fit” should be performed for each individual rider to ensure their enjoyment, optimal performance and safety. Clothing is equally important. Cycling shorts make the ride more comfortable, protect the anatomy, prevent chaffing and provide safety (loose clothing will get caught in the pedals, cranks, seat and handle bars, resulting in serious injury). Cycling shorts with synthetic or real chamois is a “best fit.” A cycling jersey or snug fitting top with “wicking” material will add addiFigure 1. Polar’s Heart Rate Chart provides tional comfort to the guidelines for different age groups. ride. Cycling shoes the rider’s back is flat, the elbows are flexed with clips give optimal performance. If sneakabout 15 degrees and the neck is in a neu- ers are worn, they should have a stiff side wall tral position. to minimize “toe squeeze” when secured in the The handle bar and seat height are usually toe baskets with toe straps. Be sure all laces the same to start off, but seasoned riders will are tucked in to avoid getting caught in the lower the handle bars, and those with crank or pedal. neck/back issues will raise the handle bars, as Don’t forget the water bottle and towel. a general observation. Also, these basic adjust- Encourage class participants to drink early and often for optimal hydration, which will allow maintenance of the desired heart rate, minimize cardiac drift, decrease dehydration and enhance enjoyment. These recommendations are open to interpretation, but safety, comfort and performance are the desired outcome.

are a prime time for education, concentration on pedal cadence/contact and pearls of instructor wisdom. A good instructor will set up an annual plan of periodization for class participants. Some additional tools will enhance the delivery of the workout, and give the instructor additional information about each rider. A heart rate monitor is basic, essential gear for group cycling. If participants know their heart rate levels, this will allow for optimal performance, efficiency, safety and enjoyment. Knowing anaerobic threshold (AT) will allow the rider the appropriate numbers to achieve success in a safe environment. There is no need to go to the max or theorize what max is. AT is the magic number, and class structure can follow this scale: AT–20 = Warm-up and recovery AT–10 = Optimal “fat” use and fitness improvement AT= Optimal in overall aerobic (cardiovascular) improvement AT+10 = Anaerobic endurance improvement AT+15 to 20 = High-intensity intervals used to improve anaerobic metabolism and sprint performance, and raise VO2max This is a simplified chart. For more detail and explanation, see Figure 1 (Heart Rate Rationale Chart). There are several commercially available devices to monitor heart rate and cadence. Polar offers several monitors for heart rate and other variables. Caloric expenditure is the hot item these days, and everyone is on the march to accurately calculate caloric expenditure. Other options include the Star

The principle of use/disuse

Polar offers several monitors for heart rate and other variables.

44

The principle of use/disuse implies “use it or lose it.” Simply stated, muscles hypertrophy (grow) with use, and atrophy (shrink) with disuse. It is important to find a balance between stress and rest. There must be periods of low intensity between periods of high intensity to allow for recovery. The periods of lower-intensity riding, or the rest phase,


CycleOps offers an indoor cycle that has position variability and ability to measure power and heart rate.


Group Cycling Stands the Test of Time Trac Spinning computer, which provides cadence, heart rate and elapsed time, and the LeMond Rev Master cycling computer, among others.

The principle of specificity The specificity principle simply states that training must go from highly general to highly specific. The principle of specificity also implies that, to become better at a particular exercise or skill, that exercise or skill must be performed. To be a good cyclist, a person must cycle. Therefore, just because instructors are good at instructing yoga, dance or strength training doesn’t mean they can teach group cycling. There are many valid and credible cycling certifications available, but there are also a lot of poor/anecdotal offerings in the industry. Some credible programs include Mad Dogg Athletics, Schwinn, Rev Master and Body Cycle, to name a few. Programs based in the science of cycling and sound physiology will be credible and worth study. Specificity of training in cycling should

By John Baudhuin Despite the growing number of group exercise programs, group cycling is still among the most popular. This is no surprise to Master Spinning Instructor Sherri Crilly of Elements Health Club and Wellness Center in Toms River, N.J. Crilly, who has taught Spinning since 1999, believes the program has longevity and is not just another trend because, among its benefits, it offers a mind/body connection. In fact, she credits the mental component of this particular group exercise for changing her life. One of the advantages of group cycling is that beginners and pros can be in the same class and not even know it. This creates a comfortable environment for students because they never feel embarrassed, since they go at their own pace. “It’s not about pedaling as fast as you can, it’s about going at your own pace and creating a workout that’s ideal for you,” says Crilly. As many fitness instructors know, keeping students motivated is one of theirbiggest challenges. When students don’t feel inspired, they fail to meet their goals and ultimately drop out of exercise classes. Crilly says she feels it’s important for herself and each of her five Spinning instructors to keep up with their continuing education classes. “Maintaining credentials keeps instructors on top of new trends,” she says, “and also gives them the coaching skills that helps them make that connection with their students.” John Baudhuin is president and CEO of Mad Dogg Athletics, an international fitness education and equipment company based in Venice, Calif.

ited in the fitness market. CycleOps offers an indoor cycle that has position variability and ability to measure power and heart rate.

Variety is contagious

The Star Trac Spinning computer provides cadence, heart rate and elapsed time.

incorporate the principle of power. As cyclists become more efficient and look to improve their performance, measuring power is imperative. Power is the measure of force produced over time, and is expressed in watts. Power tells riders how they are responding to a given load (intensity). By measuring both power and heart rate, the individual and the instructor have a clear picture of intensity vs. response. Measuring these variables provides a solid foundation for cycling performance and enjoyment. Indoor cycles that measure power are limwww.fitnessmanagement.com

Providing variety in the cycling studio will cultivate participation, from beginners to proficient cyclists. A varied offering of programming will keep participants engaged and motivated, and allow for progression as they advance in fitness level and proficiency. Once put together, the most logical cycling program involves a periodized approach that varies the intensity and training objectives. The program must be specific not only to cycling, but to each individual’s abilities (tolerance to training stress, recoverability, outside influences, etc.). The training load must increase over time (allowing some workouts to be less intense than others), and members must cycle often enough to keep a detraining effect from happening and to force a positive training adaptation. Group cycling is contagious! With the right environment, instructor and equip-

ment, the program will grow in members, popularity and profitability. If you are considering starting a group cycling program, talk to manufacturers and attend trade shows where there are a variety of group cycle vendors and instructional programs. Try the bikes, talk to the professionals, make your selection, get certified, practice and launch the program. Cycling is a fun, low-impact, easy-to-do activity that can be done at any level. Children can ride, as well. The Jr. Cycle by Millennium Fitness is designed for youth cyclists. Don’t wait! Initiate or enhance your cycling offerings today. FM

Stephen A. Black, M.Ed, PT, ATC/L, NSCA-CPT, has taught group cycling, and has conducted cycling clinics and workshops for more than 10 years. He has honed his skills since his first triathlon in 1985. He resides in Boulder, Colo., where he runs a human performance facility providing testing, exercise prescription and research in the fitness/performance industries. He can be reached at www.clubcoach.net.

Get More Information Online! If you found this article useful, you can read more about this topic on Fitness Management ’s website. Below is a list of related articles that you can find online: 1. Launching an Indoor Cycling Program. By Tatiana Kolovou (May 2000). In the category “Group Exercise” from the Library of Articles link in the left menu at www.fitnessmanagement.com, or at www.fitnessmanagement.com/FM/information/articles/library/groupex/cycle0500.html 2. A Safety Checklist for Group Cycling Classes. By Richard P. Borkowski (February 2005). In the category “Group Exercise” from the Library of Articles link, or at www.fitnessmanagement.com/FM/information/ articles/library/groupex/groupsafe0205.html 3. Group Cycling: Unique, Powerful and Profitable. By Steven Renata (December 2005). In the category “Group Exercise” from the Library of Articles link, or at www.fitnessmanagement.com/FM/information/articles/ library/groupex/groupcycle1205.html F I T N ES S M A N AG E M EN T • F E B R U AR Y 2 0 0 7

45

This March, the second annual Bash for Augie’s Quest will be held to raise funds for research to find a cure for ALS. The role that the fitness industry plays is crucial for many reasons. Here’s how you can help. By Ronale Tucker Rhodes, M.S., Editorial Director

46



Augie Nieto, who was diagnosed with Lou Gehrig’s disease two years ago, and his wife, Lynne, have made it their quest to raise funds for research to find a cure for ALS. The first annual Bash for Augie’s Quest, held in March 2006 at the IHRSA Convention and Trade Show, Las Vegas, Nev., raised $2.8 million for ALS research.

IT’S IMPORTANT THAT fitness professionals

understand the role they play in society. While the perception by many may be that the industry strives to make people beautiful, the truth is that the main goal is to make people healthy. Fitness is merely one small piece of the healthcare puzzle, but, according to research during the past decade and more, it is a crucial piece of that puzzle. Fitness is part of a healthy lifestyle that acts as preventive medicine. But, sometimes preventive measures can take a different form — different than what we’re normally used to prescribing. Our facilities and staff can provide some of the best products, programs and prescriptions available to help people become and stay healthy. But those things don’t help when it comes to some forms of disease,such as ALS (better known as Lou Gehrig’s disease).Yet, just because we can’t help with such a disease with our ‘standard’ methods doesn’t mean that we can’t help at all. We can, and we should.

The Henry Ford of the exercise industry Perhaps the main reason we should help is for Augie Nieto — a pioneer of our industry who, two years ago, was diagnosed with ALS. Whereas men like Norm Cates and John McCarthy pioneered the industry by building fitness facilities and setting standards, Nieto pioneered what would be the staple of those facilities: equipment. That’s why Cates, a founder of IHRSA and publisher of Club Insider News, has dubbed Nieto the “Henry Ford of the exercise industry.” In an article published in the Orange County Register (Oct. 28, 2005), Cates is quoted as saying, “Titan is a good word. Legend is a good word. And friend to the industry are the best words. Without Augie Nieto’s work on [the] Lifecycle, 25, 30 years ago, the health club industry clearly www.fitnessmanagement.com

wouldn’t be what it’s like today.” Nieto began his career in the fitness industry while he was in college, where he did a class project on starting a strength-training gym, which he opened. He then sold his gym to purchase the marketing rights to Family Fitness Centers founder Ray Wilson’s Lifecycle, and after a lot of hard work, determination and a strong belief in the product, he eventually succeeded in making the Lifecycle a staple in fitness centers across the U.S. Adding other pieces of equipment to his company’s line, Life Fitness became one of the world’s largest fitness equipment makers. In 1997, he sold Life Fitness for $310 million. Nieto is now the chairman of Octane Fitness, based in Minnesota, which designs and distributes elliptical trainers. But his life as an active leader in the fitness industry is perilously coming to a close. There is no known cure for ALS, and most individuals diagnosed with the disease die within three to five years. According to the ALS Association’s website, ALS “is a progressive neurodegenerative disease that affects nerve cells in the brain and the spinal cord. Motor neurons reach from the brain to the spinal cord and from the spinal cord to the muscles throughout the body. … When the motor neurons die, the ability of the brain to initiate and control muscle movement is lost. With voluntary muscle action progressively affected, patients in the later stages of the disease may become totally paralyzed. Yet, through it all, for the vast majority of people, their minds remain unaffected.” As of this printing, Nieto is losing muscle control, and his speech is slurred. "The irony of it all is that I’ve spent my whole life trying to preach the benefits of fitness,” says Nieto.

But,now, while the disease is taking all of those benefits away, it has also given him a whole new strength and determination.

The Lou Gehrig of the 21st century At 48 years old, Nieto is battling ALS on all fronts. He and his wife, Lynne, teamed up with the Muscular Dystrophy Association, which provides research, medical services and education for more than 40 neuromuscular diseases, including ALS. They formed “Augie’s Quest,” an ALS foundation to raise research funds for the disease, and they currently serve as co-chairs of the Muscular Dystrophy Association’s ALS Division. He then looked to Translation Genomics Research Institute (TGen), a nonprofit group in Phoenix, Ariz., that uses gene screening to seek targets for various diseases. In March 2006, his ALS foundation partnered with TGen, each offering matching funds of $650,000 for research to find ALS-related genes. Their hope is that, if they can find the genes that cause the disease, maybe they can find a cure. By late September 2006, the team had identified 50 genes with some association to ALS, and they narrowed that down to about 25 that appear to play a bigger role in the disease. Today, Nieto has made the search for an ALS cure his job. “Because there are very few people who actually understand the disease, Lou Gehrig’s disease is sort of forgotten,” says Ron Hamelgarn, Nieto’s long-time friend and owner of 21st Century Super Fitness in Toledo, Ohio. “When Augie got sick, [he] wanted to make a difference. To me, he has become the Lou Gehrig of the 21st Century.” Nieto compares his vision for the fitness industry with his work today for ALS research.

How to Attend the Bash Individuals can attend the Bash for Augie’s Quest on Friday, March 30, from 7:30 p.m. to 10 p.m., by purchasing sponsorships and/or tickets. Tickets are $300 each. Sponsorships include Ambassadorfor $3,000, Bronze for $10,000, Silver for $20,000, Gold for $30,000 and Platinum $50,000. All sponsorships include reserved tables for 10 people in assigned seating sections. To purchase sponsorshipsand/or ticketsfor the Bash for Augie’s Quest, contactthe MDAOrange County office at 714 550-0161 or visit www.augiesquest.com.


47

Augie’s Quest Can Be Every Club’s Quest His determination to spread the word of what the Lifecycle could do for the industry “was truly a passion of spreading the word and leveraging technology that was available to allow people to exercise, where in the past, they couldn’t,” he explains.“The tools for genomics and stem cells that weren’t available two years ago are available today.” And, any research findings related to ALS “will have implications for a lot of neuromuscular diseases.”

Your role in Augie’s Bash In March 2006, the first annual Bash for Augie’s Quest was held at the IHRSA Convention and Trade Show in Las Vegas. The Bash raised $2.8 million dollars, all of which went to research a cure for ALS. But most people could never fathom the cost of conducting that research. Every minute of ALS research costs $65. Translated: A full day (24 hours) of research for ALS costs $31,200. The money raised at the first Bash may seem like a lot, but it only resulted in 90 days of research. Much more needs to be done. Next month, the second annual Bash for Augie’s Quest will be held at the IHRSA Convention and Trade Show on March 30 in San Francisco. Attendees can participate by purchasing sponsorships and/or tickets. Sponsorships range from $3,000 to $50,000, and ticket prices are $300 each. During the event, there will also be silent and live auctions, as well as a research-minute auction. The event will sell out at 1,500 guests. All fitness professionals, attendees at the convention or not, are urged to attend the Bash to help raise funds for ALS research. It’s a good cause, but it’s also a good party. The event will be emceed by Olympic Gold Medalist Summer Sanders, and there will be some outstanding auction items, which, as of this printing, cannot yet be released. However, the caliber of auction items is said to be equal to last year’s, or better. For those who didn’t attend last year, the biggest sellers were a one-on-one basketball game with Magic Johnson, and a signed Lance Armstrong bike. There will also be comedic performances (one of whom is rumored to be Robin Williams), but names are not confirmed at this point due to filming schedules. And, to round out the evening, one of Nieto’s favorite bands is scheduled to play.

Our industry can make a difference Whether it’s through a program of fitness or of rallying our colleagues and members to get behind a cause to help people become and

48

Every fitness facility can make a difference for a cause. In this case, one facility owner is showing others how grassroots fundraising has helped to raise funds for Augie’s Quest, while at the same time garnering respect and awe from its members. Ron Hamelgarn, a long-time friend of Augie Nieto’s, had ties to the Muscular Dystrophy Association prior to Nieto being diagnosed with ALS (Lou Gehrig’s disease). As owner of 21st Century Super Fitness, Toledo, Ohio, Hamelgarn knows his facility and its members can make a difference.

The Club Quest The club’s firstfundraiser was simple, yet effective. “We had these round mobiles with Augie’s picture on one side, and, on the other side, [there were] pictures of others with ALS,” Hamelgarn says. The mobiles were sold to members for any amount of money. “The trainers [who train on Life Fitness equipment] would explain to the members about Ron Hamelgarn, owner of 21st Century Super Fitness, also owns his own racing team, Hamelgarn Racing. Augie’s Questand how Augie was behind the Hamelgarn’s quest is to help raise funds for Augie’s Life FitnessProducts,” says Hamelgarn. It was Quest — complete with a slogan printed on his race car. up to the members whatto donate. “We had some people give $1, some gave $10, some gave $100,” says Hamelgarn. “We actually covered our walls with these circles, so, when you first walked into the fitness center, all the walls were covered with these Augie’s Quest circles with the people’s names who donated on them.” The result was $3,600 for ALS research. With such a success, Hamelgarn knew they could do more. Last November, he decided on a football fundraiser. “In November each year, when the University of Michigan and Ohio State play each other, it’s almost like a Super Bowl,” says Hamelgarn. So, they put the club’s trainers in their favorite colors — red for Ohio and blue for Michigan — as a promotion to sell the shirts to raise funds. Members boughttheir favorite color shirt for a total of $1,100 raised for ALSresearch.

Giving back to society Hamelgarn’s commitment to help Augie’s Quest is about friendship, but it’s also about society. “His [Nieto’s] quest to bring this to the forefront has become a quest of mine … because we’ve been friends for 25 years,” says Hamelgarn. “If I can help in any way, if I can come up with ideas, I’ll do that, because I think he would do the same for me if the tables were turned.” But, as Hamelgarn explains, “There’s a personal commitment, but there’s also a commitment to our members to give back to society and show our community involvement.” Diseases such as ALS touch many people. “It’s quite amazing to me how many people come up to me and say ‘I have a sister-in-law [or other relative/friend] who has this disease,’” says Hamelgarn. “What we have found is that members love to be charitable. Members have a very positive opinion of you if you’re giving back to society and if your company is giving back to the community.” Hamelgarn’s examples of grassroots fundraising can be done at any fitness facility. All you have to do, explains Hamelgarn, is have a theme and something to rally around. Augie’s Quest is definitely something to rally around. “I wonder, if every health club in the country [did this], how much that would bring in,” asks Hamelgarn. “If you figure 29,000 health clubs could do something like that, we’re taking major [money].” Indeed. If you multiply $4,700 by 29,000 clubs, that’s $136,300,000. Now, that could fund some ALS research!

stay healthy, our industry can make a difference. We should get involved for Augie Nieto, as well as for all of the other people affected by ALS, many of whom, no doubt, have come through our fitness facilities’ doors. ALS is not picky. As Nieto says of his own diagnosis, “It can happen to anybody at any time.” The early returns on the Bash, according to Nieto, are unbelievable. “The people who gave $15,000 [last year,] are giving $50,000,” he says. “It’s almost like we proved to the industry


[last] March that we could all come together.” And, that’s what our industry is doing. As Lance Armstrong said, “I think it says a lot about Augie — the fact that everybody came together regardless of whether they are from competing gyms or competing companies that make equipment. They all say, ‘This is one of our own. This is a guy who has committed his life to our industry, and who has been dealt a serious blow. We’re going to be there for him. We’re part of the ‘Quest.’” FM www.fitnessmanagement.com

Management Matters

Operations

BY STEPHEN THARRETT, M.S., AND JAMES A. PETERSON, PH.D., F.A.C.S.M.

Membership Attrition and Club Profitability, Part 1 Retention plays a significant role in your fitness center’s operations.

STEPHEN THARRETT is president of Club Industry Consulting, a fitness and sports industry consulting company. He has spent almost three decades in various roles in the industry, ranging from serving as a director of athletics to being a senior vice president with ClubCorp, Dallas, Texas. He is a past president of IHRSA and coeditor of the second and third editions of the ACSM Health/Fitness Facility Standardsand Guidelines. Recently, he wrote and produced a comprehensive textbook and DVD series for the industry, both entitled Fitness Management , both of which can be purchased from Healthy Learning online at www.healthylearning.com or by calling 888 229-5745. JAMES PETERSON, Ph.D., FACSM, is a sportsmedicine consultant, fellow of the American College of Sports Medicine, a former faculty member at the United States MilitaryAcademyand a former director of sports medicine for StairMaster Sports/Medical Products Inc.

50

THE 1998 publication Why People

Quit, published by the International Health, Racquet and Sportsclub Association (IHRSA), Boston, Mass., highlighted the fitness industry’s understanding of why people quit their memberships, and the steps facilities need to take to reduce this exodus. Two years later, IHRSA released a second publication, Why People Stay: Health Club Member Retention Research and Best Practices. This resource provided further evidence about the variables influencing an individual’s desire to remain a member of a fitness center, and shared some strategies used by several of the top club operators to enhance retention. In 2001, just one year later, the Fitness Industry Association in the United Kingdom released Winning the Retention Battle, a six-part report on the forces driving attrition and retention in the U.K. fitness industry. It not only identified the reasons why people maintain and/or drop their membership, but it also identified strategies that facility operators could execute to help win the retention battle. These publications represent the tip of the iceberg when it comes to articles, presentations and reports written and espoused by industry experts that address the topic of membership attrition and retention. As a result of these publications, and the continued dissemination of information on the topics, retention has become one of the hottest areas of concern in our industry. For example, just last year, IHRSA adopted Face to Face, a program developed by Paul Brown of Australia, as its official member retention program. In a similar vein, Duncan Green, CEO of Momen-


tum Business Development in the U.K., introduced a dynamic membership retention program for the U.K. market. Collectively, these efforts (written and programmatic) offer a meaningful signal that the fitness industry needs to address and solve the attrition puzzle.

Why attrition is so important

• Average annual dues: $882 An old saying states, “a penny • Average non-dues revenue:$545 saved is a penny earned.” By the • Average length of membership: same token, for the fitness indus- 3.2 years (based on retention level) try,“a member saved is a member • Average number of members who drop their membership each Facilities that are able year: 1,225 Based on this data, a typical to win the ‘retention facility member is worth approx$5,364 to the facility, an battle’ are in a better imately amount that does not include the value of their referrals. As such, position to generate the average 60,000-plus squarelong-term revenue. foot IHRSA facility has approximately $7,713,202 worth of sold.” Such a point is particularly members who quit each year. In relevant because common other words, facilities have to sell wisdom states that the cost to save an incredible number of new a membership is far less expensive memberships to turn the faucet than the cost to sell one. Doing off, let alone let the sink fill up. whatever you can to retain mem- As this example indicates, the fitbers can be a more profitable ness industry has become all too strategy than selling more mem- adept at throwing money away — berships if you want to experience an attribute that reinforces why membership retention is so continuous business growth. The value of this strategy is illus- important. Obviously, facilities trated in statistics contained in that are able to win the “retention IHRSA’s 2005 Profiles of Success, battle” are in a better position to which show that the average generate long-term revenue and IHRSA club of 60,000 square feet sustain profit growth. FM or greater has the following profile: • Average memberships: 4,670 Editor’s Note: For a different per• Average membership fees at spective on this issue, read the Inde joining: $249 pendent Issues column on page 51. www.fitnessmanagement.com

Independent Issues

B Y R O B BI S HO P

Retention vs. Sales Costs: A Re-Examination Everybody says keeping members is less expensive than finding new ones. But, is it really?

EVERY YEAR, as facility owners do

all over the world, my business partner and I craft a marketing and advertising budget. We then refine our spending throughout the year and, before you know it, it’s time to start all over again. Each time we go through this exercise, I hear these often-said words in my head: “Selling a new membership is more expensive than keeping an existing one.” Sometimes, I hear the actual number in my head: Is it five times more expensive? Ten times? I’m never quite sure, but that message keeps popping up, like an annoying tune you just heard on the radio. And, this little fact is just as annoying. I understand the spirit of the message. It is, after all, quite expensive to run advertisements, receive visits by prospects, assign them to sales people, provide an orientation, follow up, etc. Sales, marketing and advertising can be a huge percentage of a fitness center’s expenses. Keeping customers, on the other hand, has an immediate payoff. Every member provides monthly dues, and can also provide health bar and pro shop sales, personal training and tanning revenue, referrals of other members, etc. But when messages like this are repeated often enough, they tend to be taken as unquestioned truths. And several aspects of this message bother me.

Which is more worthy?

Rob Bishop is the owner of Elevations Health Club, Scotrun, Pa. (www.elevationshealthclub.com). He can be reached at [email protected] or at 570 620-1990.


One thing that bothers me about this statement is the implication that retention efforts are somehow more worthy than sales efforts. Now, if you’ve read this far (and thank you for that!), I’d like you to guess — is my small club a sales- or retention-focused operation? You may be surprised to

learn that we are retention- and service-focused. We don’t even have sales people. Our trainers and front desk people do our sales and, I must admit, I typically hate walking into a sales-based fitness center. The rows of cubicles with sales people seem more appropriate for a car dealer than a fitness facility. However, if such salesfocused facilities weren’t successful financially, they wouldn’t continue to exist and thrive. Many of these fitness centers are some of the most widely known and

When messages are repeated often enough, they tend to be taken as unquestioned truths. respected businesses in our industry. I certainly believe that if there were a less expensive way for them to be as successful as they are, they’d take it.

Which is less expensive? Which brings me to the second thing that bothers me about this message: I don’t believe it. I may not like the particular business model of a sales-driven facility, and their clubs might not be for me, but I certainly respect them. And, sometimes I envy them. That’s because retaining members is hard work and it’s expensive — more expensive than most people realize. Almost every dollar we spend on our business goes to customer service and keeping our members as satisfied as possible in order to keep their business for another day. If our daycare gets too crowded, we bring in the emergency babysitter. If we fill up our group cycling

classes, we add more. If we can make a case for new equipment that will be popular with members, we buy it. If we have valuable staff members, we reward them. If a member hasn’t been to the facility for a few weeks, we contact them. And yes, we have member appreciation events, seminars, newsletters and many other things that fall under the formal banner of“retention.” But, it’s the daily operation of our business that is our single biggest retention effort. Sometimes I wonder if it’s all worth it. Our experience, which is consistent with industry data, is that approximately 30 percent of members quit each year due to factors beyond the our control — relocation, changes in work schedules, family crises and other life factors. So, while we are tracking every member’s attendance, contacting them when they are not showing up, and helping them to stay motivated and successful, we’re going to lose a whole bunch of them anyway. I know that our efforts to serve and retain members are, in fact, worth it for us, and our business model has proven successful over the years. We have proactively chosen not to pursue aggressive sales techniques because (among other reasons) we want the right kind of members who will, hopefully, respond to and appreciate the services we provide. We have found that when we “talked” people into a membership, and they really weren’t ready to join, they didn’t stick with it. So, our model is right for us. But, all of those costs make me wonder just who is doing the math that says finding a new customer is more expensive than keeping an existing one. FM


51

Management Matters

Risk Management

BY DAVID L. HERBERT, J.D.

When Your Insurance Company Won’t Pay When a member sued one Georgia fitness facility, an appeals court determined its insurance company didn’t have to pay.

IT’S SCARY, but true.Some liabil-

ity insurance available for health and fitness facilities will not provide either a defense or indemnification from certain bodily injury lawsuits against those facilities. In one case [York Insurance Company v. Houston Wellness Center Inc. (2003) 261 Ga.App. 854], a lawsuit was filed by a fitness center member (Vandalinda) against the defendant facility.Vandalinda alleged that she was given instructions by one of Houston’s employees on the use of various exercise machines. At the time of her injury, Vandalinda was using an exercise machine that develops the triceps. Vandalinda tried to release the machine using her arms, as she had been instructed to do by Houston’s employee. However, the complaint alleged that the machine “improperly released from Vandalinda’s control ‘due to improper instructions’ given by the employee and, as a result, Vandalinda experienced pain in her left arm, for which surgery was later required.”

A language barrier

DAVID L. HERBERT , J.D., is senior partneratHerbert& Benson,Attorneys at Law, Canton, Ohio.

52

Houston Wellness Center apparently turned the matter over to its insurance carrier to defend the suit. But York Insurance Company, a commercial general liability insurer, sought a court ruling that it had no duty to defend the facility, based on the explicit language of the insurance policy it issued. The policy contained the following exclusion from coverage: “This insurance does not apply to ‘bodily injury,’ ‘property damage’or ‘personal and advertising injury’ arising out of the rendering of or failure to render any service, treatment, advice or instruction relating to physical fitness, including services or advice in connection


with diet, cardiovascular fitness, body building or physical training programs.” Though the trial court ruled in favor of the facility, the insurance company appealed — and won. The case file by the member against the facility was determined not to be within the coverage of its liability insurance policy with the insurer. The facility was not provided with an insurance-paid defense or payment of any judgment that could be rendered in the case.

Review policies now In support of this ruling, the appellate court noted that “an insurance policy is governed by

Facilities need to review their insurance policy coverage terms before claims ever arise. the ordinary rules of contract construction. The hallmark of construct construction is to ascertain the intention of the parties (OCGA §3-2-3). However, when the terms of a written contract are clear and unambiguous, the court is to look to the contract alone to find the parties’ intent. Under Georgia law, an insurance company is free to fix the terms of its policies as it sees fit, so long as such terms are not contrary to law, and it is equally free to insure against certain risks while excluding others. An insurers’ duty to defend is

determined by comparing the allegations of the complaint with the provisions of the policy.” Exclusions from insurance coverage similar to those identified in the Georgia case may sometimes be contained within many health/fitness facility liability insurance policies. While it may come as a surprise to some that certain services normally carried out in such facilities may not be covered, once such gaps in coverage are identified, steps can then be taken to correct the deficiency. These steps might include securing additional and different insurance coverage, limiting service, employing alternative outside service providers that have the applicable insurance coverage, and usage of a waiver and/or express assumption of risk documents or other similar risk-management strategies. In any case, facilities need to review their insurance policy coverage terms before claims ever arise. FM REFERENCE

Herbert, D.L. Picking the right liability insurance. Fitness Management 12(9):48, 1996. www.fitnessmanagement.com

Facility Maintenance

BY BRIAN SAMUEL

Make A Difference With the Basics Here are some quick tips on how to increase the “wow” factor in your facility.

GREAT RESULTS! Wow! See for during your regular yourself! These are terms we often checklist walkhear in reference to promotions, throughs and at the advertisements and program- end of the day. ming. When it comes to the four walls of your facility, your mem- Move cardio bers and guests can also experi- equipment around ence the “wow” factor (like Members tend to well-kept mahogany and marble), use the treadmill, or experience nothing (as in clean, cycle or elliptical uncluttered space, which is a good trainer that is thing). You may not have the directly in front of a budget to get the “wow” of television. Most mahogany and marble, but you cardio pieces come can certainly strive for “nothing.” equipped to keep I’m talking about focusing on track of usage simple things that may make a big (miles, hours, etc.). difference to your members and Check your usage guests. trackers and you’ll All too often your member find a trend. Move feedback box is full of complaints. your equipment About one out of every 10 com- around to even out the usage and miniFacility users may not mize the potential for breakdowns.

Make a great last impression

fect example of employees not ments is positive. Wouldn’t it be taking in their facility from a great to cut that ratio down by member’s perspective. When I lay getting less negative feedback and down on that bench and look at maybe an extra compliment or the underside of the bar rack, I see two? Here are some tips on some a big wad of gum stuck there. Not little things that can go a long way exactly the “wow” moment you toward member satisfaction. want members to have. Facility members may not report all that Shower curtains is wrong with your facility or the This is an easy one that is often equipment. If you and your staff overlooked: Look at the inside of are using your facility and taking your shower curtains. If they’re it in from a different point of view, torn or scummy, toss them.That’s you can correct an issue before it one of the last things your mem- becomes one. By the way, I haven’t bers will see before they leave your put a complaint in the feedback facility. Have them leave with the box yet about the gum. I’m going right impression. One thing you to wait until they pry that prehiscan do to increase the longevity of toric wad off of the bench and shower curtains and cut down on then write a kind thank you note buildup is to draw them closed for taking care of it.

When members and guests enter your facility (depending on front desk layout and design), they should be greeted by a well-kept, neat, uncluttered front desk. And what about when they leave? They may be approaching the front desk from the back. Does it look as good leaving as it does entering? The front desk is your gateway in and out. Send the same message both ways. Clean your equipment (go by the manufacturers’ guidelines — often soapy water is recommended and disinfectant cleansers are noted to be harmful). Everyone loves clean, shiny equipment. This is just a short list of some simple things that you can do that can really make an impact by going unnoticed. The operational “wow” factor is like camouflage — if members don’t see it, you’re doing a good job. FM

report all that is wrong Use your facility with your facility or The far left bench press at a fitthe equipment. ness center I frequent is the per-

BRIAN SAMUEL is a director of operations with L&T Health and Fitness, a company focused on fitness facility management, health promotion services, wellness program design and delivery, and facility design and consulting services to organizations around the country. He can be reached at 703 2041355, ext. 26, or [email protected].



53

Member Handout: You may make photocopies

Management Matters

for free distribution to your members. (Customize by placing your company logo in the lower right corner.)

Instructor Training


Obesity 101: The Physiology of Fatness New research is unraveling the science behind the health risks associated with obesity.

Barbara A. Brehm, Ed.D., is professor of exercise and sport studies at Smith College, Northampton, Mass.

54

“THE OTHER day my exercise stu-

cells, or adipocytes, dedicate a great dents were asking about the health part of their volume to triglyceride risks of obesity, and how it con- storage. Adipose tissue is comprised tributes to heart disease and other of many adipocytes, along with health problems. I have always other structural elements such as heard that excess body fat ‘strains blood vessels and connective tissue. the heart,’but I realized that I don’t Scientists used to regard adipose really know what that means. I tissues as fairly inert storage depots needed to learn more about why that took in or released triglyceride obesity causes health problems so depending on energy balance in the I could discuss this topic more body. Excess calorie consumption knowledgeably with my clients.” was thought to lead to increased fat Everyone knows by now that storage, while a calorie deficit would most countries are experiencing dra- signal the adipocytes to release matic increases in obesity rates triglyceride for the body to use as among adults and children. In the fuel.Fat cells still do these things, but United States, the Centers for Disease scientists are beginning to unravel Control and Prevention,Atlanta,Ga., some of the cellular biochemistry states that approximately 30 percent involved in fat storage and metaboof adults are obese, as measured by lism, and some of the physiological body mass index.Another one-third processes that occur when triglycof the adult population is over- eride supply overwhelms the body’s weight,but not yet obese, and about immediate storage capacities. 16 percent of kids ages six to 19 are Adipose tissue joins the overweight or obese. Most people also know that endocrine and immune systems public health officials have expressed Researchers have identified a alarm concerning the predicted rise number of chemical messengers in obesity-associated health prob- that allow adipose tissue to help lems that may develop over the next regulate fat storage, and allow it decade. What are these health prob- to communicate with other organs lems, and how does obesity con- and systems in the body. Some of tribute to their development? these messengers act as hormones, sending signals to other parts of The physiology of fatness the body. Leptin, for example, is a Body fat is a good thing, in mod- messenger produced by adipose eration. Fat cushions and protects tissue. Leptin concentration in the the organs.Fat under the skin helps blood is thought to inform the keep us warm,and storage fat helps brain about triglyceride storage us through future food shortages. levels. Researchers have hypotheOur ability to make and store fat sized that when the brain finds out could have contributed to the sur- that storage levels are getting low vival of our species, as people who (lower leptin levels), the brain were adept at storing fat survived turns on the hunger signal that lean times and maintained their fer- tells you to go look for some food. tility enough to populate the planet. Tissues that produce hormones When you consume more calo- qualify for inclusion in the body’s ries than you expend, a majority of endocrine system, a collection of these excess calories are converted hormone-producing organs that to triglyceride molecules, the body’s help to regulate body functions. primary form of fat storage. Fat Adipose tissue appears to be the


site of a great deal of immune system activity, as well. Large numbers of a type of white blood cell known as macrophages have been observed in adipose tissue,especially in the fat of people who are obese. Macrophages engulf foreign invaders such as bacteria and viruses, and the body’s own dead cells. The macrophages found in adipose tissue appear to be responding to damaged adipocytes. Adipocytes can grow larger, as more fat is stored, but they cannot expand indefinitely. It is possible that, with obesity, adipocytes cannot keep up with the body’s demand to store triglyceride. Cells may leak or become damaged, signaling macrophages to move in to clean up the mess. Macrophages,in turn, release chemical messengers called cytokines, such as interleukins, that summon more white blood cells and lead to more inflammation. Some of these cytokines appear to interfere with normal blood sugar regulation and to contribute to the development of type 2 diabetes. Scientists still have a great deal to learn about the biochemistry of obesity, and how obesity contributes to many health problems. The more they learn, the more evidence we have about the benefits of a healthful lifestyle, as regular physical activity and good eating habits help to reverse the negative health effects of obesity. FM REFERENCES Bliss,R.M.Inflammatory news about fat cells: Molecules that sequester dying fat cells also spread inflammation. Agricultural Research 54 (3): 4-7, March 2006. Centers for Disease Control. Overweight and obesity. www.cdc.gov/nccdphp/ dnpa/obesity/. Accessed December 2006. Tilg, H., and H.R. Moschen. Adipocytokines: Mediators linking adipose tissue, inflammation and immunity. Nature Reviews Immunology 6: 772-783, October 2006. www.fitnessmanagement.com

Your

&

HEALTH FITNESS fitnessmanagement.com

Understanding Obesity Health Risks Obesity can lead to serious health problems. BODY FAT is a good thing, in moderation.

But too much body fat interferes with good health in a number of ways. Understanding the effect of obesity on your health helps you understand why it’s important to develop a healthful lifestyle: good eating habits and plenty of physical activity. Here are some of the ways obesity interferes with maintaining good health.

Metabolic interference

ative health effects are thought to be the result of inflammation in the fat tissue. Type 2 diabetes and heart disease. Diabetes may result when some of the chemicals produced by the macrophages interfere with blood sugar regulation. These chemical messengers prevent the body’s cells from responding appropriately to the hormone insulin, which signals cells to take up sugar (glucose) from the blood. High blood sugar levels, in turn, cause more damage, including accelerated aging of the arteries, thus contributing to artery disease, the leading cause of heart disease. High blood sugar also causes damage to the eyes, kidneys and nerves. High blood pressure. High insulin levels create a stress response in the body, activating the fight or flight response. This can contribute to high blood pressure. Risky blood lipid levels and heart disease. Excess triglyceride production (from excess calories) raises levels of blood fats,

Obesity results when people eat more calories than they use. When you eat extra calories, your body wants to store the extra calories for a rainy day, just in case starvation conditions arise. What is the body’s favorite way to store extra calories? Fat, of course. It converts extra calories into molecules called triglycerides, and packs the triglyceride into fat cells. Fat cells can grow Obesity is associated larger as more fat is stored, but they cannot expand indefinitely. Weight gain and too with increased risk of much body fat interfere with normal metamany types of cancers. bolic processes in many ways that contribute to the chronic health problems likely to arise with obesity. including blood triglycerides and low-denResearchers believe that when people are sity lipoprotein cholesterol levels.These lipids gaining weight and their bodies are making contribute to the formation of arterial plaque extra triglycerides, expanding fat cells may and more inflammation, as macrophages become damaged, or simply reach the end attempt to deal with damaged arteries. of their life expectancies when they get too Other inflammatory disorders. The full of fat. When this happens, immune cells inflammation caused by obesity may concalled macrophages come in to help dispose tribute to other disorders associated with of damaged and dead fat cells. The job of inflammation, such as liver disease, pancremacrophages is to disarm potential attackers, atitis, asthma and rheumatoid arthritis. like bacteria and viruses, by engulfing and Obesity increases risk for Alzheimer’s disdigesting them. They try to attack triglyc- ease, perhaps through accelerated aging of erides and dead fat cells in this manner, but the arteries. are often overwhelmed by the challenge. Body fat packed around the internal They call in more immune cells to help. As organs (visceral fat) appears to be most more immune cells congregate to deal with damaging to health. Researchers also believe the damage, inflammation is the result. that inflammation results not only from While inflammation is helpful for healhaving a lot of fat, but from getting fatter. ing a wound, chronic inflammation can Inflammation is more likely to occur when interfere with a number of important bio- you are in energy storage mode, and your chemical processes. Several of obesity’s neg- body is dealing with caloric overload.


Cancer promotion Obesity is associated with increased risk of many types of cancers. Researchers have suggested that fat tissue may secrete chemicals that make people more susceptible to cancer. Health professionals emphasize, however, that this research is preliminary, and advise that cancer patients not lose weight, as extra weight can be protective once cancer has already developed.

Physical strain The physical strain of excess weight can overload weight-bearing joints such as the hips, knees and feet, and accelerate development of the joint degeneration and pain associated with osteoarthritis.

Lifestyle solutions Switching your body from energy storage mode to energy usage mode produces many health benefits. As fat cells stop growing, inflammatory processes slow. A relatively small weight loss (5 to 10 percent of body weight) has enormous health benefits, as fat tissue’s secretion of disruptive chemicals declines. Consume a heart-healthy diet with plenty of fish, fruits and vegetables, and increase energy output with regular physical activity. FM

Compliments of:

Marketplace Purchasing Guide

B Y H E AT H E R P E A VE Y, A S S O C I AT E E D I T O R

Treadmills Lead the Cardio Pack Treadmills are as popular as ever. They take up the most cardio space on the fitness floor, have time limits, sign-up sheets and waiting lines, and were even featured as the lone prop in a music video (check it out at www.youtube.com/watch?v=pv5zWaTEVkI). Scott Logan, director of marketing at SportsArt Fitness, Woodinville,Wash., says that the treadmill’s popularity is no mystery: “Walking is the most natural of cardio movements and requires no learning curve.”

mills that use less electricity are also available for facilities that aim to “go green.”

Worth the investment

A treadmill is a big-ticket item in any fitness center, and it’s in your best interest to make it worth the investment. There are at Yesterday, today and tomorrow least two variables that help to Manufacturers aren’t taking lightly their determine how long your new position as an industry leader. They’ve treadmill will last: amount of use improved and adapted their product to meet and maintenance. “Preventive consumers’ ever-changing needs. “The quality maintenance is really the magic and technology [of treadmills] are light years bullet, since a clean and well-servahead of where they were even 10 years ago,” iced treadmill can last two to three says Logan. “Significant improvements include times longer (or more) than a enhanced durability, speed response (consis- non-serviced unit,” says Logan. tency of power delivery), user interface and “The drive system on a well-servfeedback, and heart rate [monitoring].” iced machine can last for 10 years, And, there is something out there for every even in a high-use setting. But take fitness center’s needs. “Most treadmills from away the regular service and that leading manufacturers offer good durability can easily drop to three years. … and performance, and can be had in choices The other big wear items, bed and of simple displays, [or with] eye-catching dot belt, also have variable life spans matrix/LED combinations with integrated that depend on maintenance and screens and entertainment-ready,” Logan says. other factors, such as [if] the deck “When you consider all of this, you can see that [is] reversible. That said, even a the bar is already set very high.” well-maintained bed and belt Fitness facilities looking to serve older or system may need to be replaced obese members, or to create a more environ- every three to four years in a midment-friendly facility, will soon find more to high-use setting.” treadmills to meet their needs, as well. When purchasing treadmills for Machines with very low start speeds, ergonomic your fitness facility, consider the designs and more cushioning are hitting the cost of operation, as well as potenmarket for older and obese exercisers. Tread- tial service issues inherent with the

56


machine’s design and drive system. “Beyond that, club owners should consider the aesthetics of the treadmills — will it be inviting to members — as well as the interface — will it be easy for members to use while also offering compelling visual feedback,” Logan says. Innovation is the lifeblood of our industry, but, so far, it seems likely treadmills will remain the beeping, whirring heart of most fitness floors. Treadmills don’t seem in danger of losing their spot at the top of the cardio heap any time soon, and manufacturers’ focus on improving their product is good news for fitness facilities. FM


Cybex International 774 324-8000; www.cybexintl.com Cybex’ CX 445T hasthe same compactfootprint, streamlined user operation and design of the Cybex LCX 425T treadmill, but built to the commercial level. It features heart rate monitoring and a safety lanyard, with speeds from 0.5 to 11 Cybex CX 445T mph. The CX 445T maximizes the useable running area, but with a small footprint.

FreeMotion Fitness 877 363-8449; www.freemotionfitness.com The FreeMotion Incline Trainer is like two machines in one, with speeds from 0 to 12 mph, and incline from –3 to 30 percent. The machine can accommodate marathoners, someone out for a stroll or a member looking for a hike. It is powered by the DRVS Direct Rear Velocity FreeMotion Incline Trainer System, a rear-drive motor system that, combined with urethane deck isolators, provides additional cushioning to create a softer running surface to reduce impact on joints. The Trainer features the optional Workout TV console: a flat-panel LCD screen integrated into the console to offer a bright, clear picture at a comfortable viewing angle.

Life Fitness 800 634-8637; www.lifefitness.com Life Fitness offers seven models to choose from and a wide range of user features, including the DX3 belt and deck system, heart rate monitoring, Zone Training for workout variety and an intuitive console. The Activity Zone on the Ergo bar makes it Life Fitness 97Te easy for users to get started, and adjustspeed and incline settings. Auto Alert diagnostics inform you of service needs and permanently record and date-stamp maintenance performed. The FlexDeckShockAbsorption System www.fitnessmanagement.com

reduces knee and joint stress by up to 30 percent more than non-cushioned surfaces, and eight Lifespring shock absorbers, guaranteed for life never to wear out or lose absorption capability, deliver smooth cushioning throughout the deck, regardless of user weight or running stride.

power walkers. Its treadmills run on 110-volt power. Programmable models have up to 11 profiles, including three user-customizable and two heart-rate-controlled programs.

Precor

800 786-8404; www.precor.com Precor’s C966i low-impact treadmill features a Motus USA 866 668-8766; www.motususa.com “wrap around" console with an easy-to-use disMotus USAdeveloped a line ofcommercial treadplay, “cantilevered” mills thatfeature comhandrails and an ponents from leading optional Cardio Themanufacturers, such ater screen. Tap Conas Samsung TV Entertrol buttons confirm tainment, Hyundai commands with a Electronics and Mitsensory “click.” The subishi Motors. Treadnew IFT Drive delivers Motus M990TL Precor C966i mills include Motus’ speed changes and patented triple-shock absorption system; anti- cutspower consumption. Ground Effects and Intemicrobial handlebars; fully integrated LCDTV enter- grated Footplant decrease impact and deliver a tainment with up to 125 channels; Polar heart rate responsive feel at speeds of 0.5 to 15 mph, at a monitors; smooth and quiet running with minimal –3 to +15 degree incline. The 21 courses avail vibration; and large, touch-sensitive keys for easy able include pace, personal profile and segment viewing. time. Precor treadmills have an efficient roller/drive and a self-lubricated bed/belt.

Nautilus

877 657-7762; www.nautilus.com The TreadClimber TC916s provides the cardio and calorie-expending benefits of running, but at a walking pace, and minimizes the stress and impact on the user’s ankles, knees and hips. Studies have shown that walking at 3 Nautilus TreadClimber TC916 miles perhouron the TreadClimber uses the same number of calories as running at 6 mph on a treadmill. Its dualmotion design combines low-impact walking with gradual hill climbing, and the TreadClimber features eight programs and a user capacity of 400 pounds.

Noramco Fitness 800 827-2017; www.noramcofitness.com All models of Noramco Fitness treadmills feature a 600-pound user capacity, all-steel frame, patented flywheel system for smoothness and motor life, no-maintenance deck and belt system, and flip-up grips for runners and NF 4600

Promaxima Strength and Conditioning 800 231-6652; www.promaximamfg.com Promaxima Strength and Conditioning distributes Stex treadmills featuring a 5.5 Hyundai AC motor, Mitsubishi/ Toshiba Drive Inverter and more than 30 different programs. It also offers an automatic drive belt tension system and optional Stex 8025TL 17-inch LCD flat screen Samsung TV. The speed ranges from 0.5 to 15.5 mph, and 0 to 20 percent elevation with a 500-pound user weight.

SportsArt Fitness 800 709-1400; www.sportsartfitness.com The SportsArt Fitness 680 Xtreme treadmill features the new ECO-Powr (Extreme Conversation and Output) System, and a maintenancefree, self-regulating, brushless drive system that uses up to 32 percent less SportsArt Fitness 680 Xtreme electricity than standard DC-powered units. The My-Flex cushioning system automati-

F I T NE S S M A N AG E M EN T • F E B RU AR Y 2 00 7

57

Purchasing Guide cally adjusts the firmness of the treadmill deck based on the user’s weight, while the command center features the proprietary CardioAdvisor heart rate training system and an entertainmentready, 10.2-inch LCD screen capable of displaying full-screen workout data, full-screen video or a split-screen combo.

Star Trac 800 228-6635; www.startrac.com Star Trac offers the Elite, Pro and Pro S treadmills. Each treadmill is based on the same look and feel, and incorporates an intuitive display, 1/4-mile track and SoftTrac deck system. Star Trac treadmillsare built on corrosion-resistant aluminum frames Star Trac Pro designed to maximize running area while minimizing product footprint. The Elite and Pro models also feature built-in personal cooling fans and 5 hp motors.

vertical markets, as well as traditional fitness facilities. True engineers manufacture the Per800 804-0952; www.technogymusa.com formance Series The Run Excite treadmill combines Technogym’s treadmill by starting design with durabilityand energysavings. Run Excite with a commercialoffers an integrated and ergonomically positioned grade frame and 15-inch touch screen building their way TV, Breezer fan and up, adding a stylized FastTrackcontrols. The pedestal, powerful display visually tracks motor, rugged tread progress based on belt and advanced True PS700 QuickStart or one of computer console six program options. calibrated to help maximize users’ workouts. Safetyfeaturesinclude Run Excite 900 an extra-wide console, Vision Fitness flatmotorcover, rearrollerprotection and emergency 800 335-4348; www.visionfitness.com stop functions. The treadmill microprocessor system Vision Fitness’ T9700 and T9800 Series monitors the user’s speed and weight to determine treadmills provide users with 16 different worknecessary amperage draw, resulting in an average out programs, including four heart rate proconsumption of 30 percent less energy. grams, five user programs, six preset True Fitness programs (including 800 426-6570; www.truefitness.com its Sprint 8 workTrue Fitness offers treadmills designed for out), and a manual option. Contact heart rate bars and constant feedback displays let users see Vision Fitness T9700 Series their progress. The T9700 Series treadmills offer a 60-by-20-inch running surface, while the T9800 Series treadmills offer an even larger 63-by-22-inch running surface, plus a 3.0 hp AC drive system with matching motor and controller.

Technogym USA

Fitness Assessment

is our life • Fitness & Wellness Assessment Software • Computer Controlled Assessment Equipment

1/3 square

• Portable Assessment Equipment • Excellent Support and Training

Health & Fitness Systems For a free trial CD call:

www.MicroFit.com

58


Woodway 800 woodway; www.woodway.com Woodway treadmills feature an internationally-patented design — the running surface is a relatively stationary hard-wood deck over which the belt travels. Design specifications for the Widepath treadmill include a patented slat-belt transportation system, 110-volt Woodway Widepath power supply (dedicated circuit and NEMA 5-20R outlet receptacle required) and unitized steel frame with integrated black powder-coated side handrails. The Widepath has a contact heart rate handlebar, 0.1 mph resolution, 0 to 11 mph speed and 0 to 15 percent elevation. www.fitnessmanagement.com

S A V E THE D AT E!

3

SHOWS IN ONE!

THREE SEMINAR PROGRAMS, ONE GREAT TRADE SHOW

Come to Orlando for the best deal in conferences around. Register for either the Athletic Business (ABC), International Council on Active Aging (ICAA) or Medical Fitness Association (MFA) Conference and you’ll be able to attend seminars from all three conferences – at no extra charge. No matter what segment of the industry you serve, there are more than 150 educational sessions to choose from -- the widest selection in the industry today.

Active Aging 2007 Be inspired by an irresistible mix of seminars, unique venues for networking and some of the finest presenters in the field of active aging. www.icaa.cc/convention.htm

Athletic Business Conference & Expo (Including Fitness Management magazine seminar track). The sports, fitness and recreation industry’s finest seminars and workshops, networking events and a trade show packed with the latest products and services. www.athleticbusiness conference.com

Setting the Pace for Success: Medical Fitness Strategies Exciting seminars for the growing hospital wellness and fitness center industry, roundtables, special events and face-to-face meetings with professionals in your region. www.medicalfitness.org

November 29-December 1 Orange County Convention Center

5 Orlando 5

New Products Product of the Month Bootcamp program Power Systems’ Sports Performance Boot Camp is a program kit for fitness centers and group instructors that helps to create a fun, dynamic and intense circuitworkout. The workoutincorporatesaspects of sports performance such as strength, agility, plyometrics and core conditioning. The class combines bootcamp training with sports performance for a workout that can be tailored to any setting, including group fitness circuit training. The Sports Performance Boot Camp DVD and manual offer a step-by-step plan to organize, set up and conduct a bootcamp class. Numerous athletic drills are demonstrated using the equipment that comes in the kit, including agility ladders, Power Med Balls, Step Hurdles, Resist-A-Balls, Reflex Balls and more. The Sport Performance Boot Camp program is available in two kits. The Group Kit is designed for personal trainers or small group classes of up to 20, and the Class Kit can accommodate up to 36 participants. Both kits come with training equipment, a training DVD and a manual. Power Systems: 800 321-6975; www.power-systems.com

Cycles

Exercise bar

SportsArtFitness’ new commercial grade Xtreme Cardio Series includes the 500 Series upright and recumbent cycles. The cyclescome with two screen options: a dot matrix and LED, or an entertainment-ready10.2-inch Liquid Crystal Display (LCD) screen capable of displaying fullscreen workout data, full-screen video or a split-screen combo. Machinesalso have contact heart rate points and are HR telemetry compatible. Upright cycles offer a large seat with a onetouch adjustment system and oversized pedals. Recumbent cycles feature a step-through design, an adjustable Comfort-Dri seatback, oversized pedals and a one-touch adjustment system. SportsArt Fitness: 800 709-1400; www.sportsartfitness.com

Body Bar Systems’ Body Bar Flex Power offers double the resistance of the original. A 4-pound weighted version offers further training options for athletes and extremely fit individuals. The Body Bar Flex Power is a flexible fiberglass composite rod with easy-grip rubber casing and end caps. Weighing approximately 2 pounds, the 4-foot Body Bar Flex Power can be used for balance and stretching when straight, but offers resistance ranging from 0 to 40 pounds when bent into an arc. It has ergonomically tailored flexibility to allow full joint range of motion and works the entire body in simple or compound movements to develop strength, flexibility, coordination and balance. Body Bar Systems: 800 500-2030; www.bodybars.com

60


Bikes FreeMotion’s Cardio Line now includes recumbent and upright cycles. The bikes feature a QuickTouch function to change resistance and choose programs, water bottle and accessory holder, a wider pedal platform, and a drive system that uses a self-tensioning Flexonic belt designed to provide fluid motion and require less maintenance. A low profile, step-through design allows for easy entry/exit of the machine, QuickLift seats rise with the lift of a lever, and molded arm rests with dual pulse grips are offered. Cycles can come with the optional Workout TV console, which includes a 12.1-inch flat panel LCD screen thatoffersuserstheir own entertainment options (with coaxial cable). Integrated directly into the console, the screen ispositioned to offer a bright picture and comfortable viewing angle. FreeMotion Fitness: 877 363-8449; www.freemotionfitness.com www.fitnessmanagement.com

Coordination trainer OPTP’s Quick Hands BOLA Trainer consists of two balls on an elastic cord. It is designed to improve neurological function, including reaction time, quickness and coordination. It is also designed for athletes and others to help improve sports skills such as hand/eye coordination, spatial awareness and balance. It comes with a DVD that features dozens of demonstrations at various skill levels. OPTP: 800 367-7393; www.optp.com


Steam room pump

Yoga mats Wai Lana Yoga now offers its EnviroMat yoga mat, which is 100-percent biodegradable; recyclable; free from toxins, allergens, synthetic materials and chemical dyes; and PVC- and Latex-free. Its closed-cell design offers traction and resists water and sweat. Mats are available in 24 by 68 inches, and either 3 millimeters or 5 millimeters thick. Colors include iris, lilac, deep ocean and summer sky. Wai Lana Yoga: 800 624-9163; www.wailana.com

The Nano Steam Room Aroma Pump by Spa Partners is an automaticsteam room pump. Aromas willlastfor up to three months. Itinstalls in about 45 minutes, and features adjustable aroma levels. Aromas include eucalyptus, mentholyptus, menthol, mint, alpine, cherry, citrus, lavender, Caribbean breeze and tropical coconut. Two versions are available: 110 volt and 230 volt. Spa Partners: 800 243-6772; www.spapartners.com


61

New Products

Strength machines Resistance machine Hoggan’s new Sprint Trainer is an ADA-compliant resistance training machine, suited for use in active aging centers and in physical therapy applications. Designed for use by people of all abilities, the SprintTrainer uses an adjustable exercise position system that allows the user to perform countless exercises on the same machine, while situated in a wheelchair, standing or seated. By using Hoggan’s wireless therapy cord system, the Trainer provides feedback to the user, such as force and total repetitions, and the ability to set force thresholds. Exercises include those for the core, upper body and lower body. Hoggan Health Industries Inc.: 800 678-7888; www.hogganhealth.com

Body-Solid’s new commercial line includes the modular Pro-Dual line designed to accommodate commercial facilities with limited workout space. The line includes 10 function-specific dual machines that can stand alone or be combined with a three-stack or four-stack weight tower to build a single multi-function gym. This allows facilities to create a customized series of workout stations. Machinesfeature continuous welded, factory assembled connections; impact resistant, fiberglass-reinforced nylon pulleys; electrostatically applied metallic powdercoat finish with clear coat; DuraFirm upholstery with 2-inch-high density foam that is double stitched; high-density rubber foam gripsand handles; and weight shrouds and covers. Body-Solid: 800 833-1227; www.bodysolid.com

ENERGIZE YOUR CAREER EARN YOUR DEGREE ON THE INTERNET BS Program in Wellness and Fitness – 100% Online - Transfer credits accepted - 2-Year completion program if you have an Associate’s Degree - NASM Certifications in CPT & PES MS Program in Exercise Science & Health Promotion – 100% Online

• Four degree tracks: - Performance Enhancement & Injury Prevention - Rehabilitation Science - Wellness & Fitness - Sport Psychology • NASM certifications in PES, CES, and/or CPT • Network with health & fitness professionals worldwide Phone: 1-866-595-6348 or visit: www.cup.edu/go

www.cup.edu A proud member of the Pennsylvania State System of Higher Education.

62



Gym tote

Facility cleaner Athletix Odor Neutralizer Spray from Contec is for cleaning equipment, showers, restrooms, lockers and more. The spraydoesnot maskone odor with another, butusesa nanopolymer technologyto lay down a microscopically thin protective barrier. This surface barrier preventsthe odor-causing elements from clinging to the surface, multiplying and eventuallycausing smellymildew. The spray penetrates small nooks and crannies to help prevent odor from developing, and prevents odor from developing on mats, floors, shower and restroom surfaces, and lockers. It is safe for use on tile and grout. Comesin a 5-liter container thatincludesa sprayer. Contec Inc.: 800 289-5762; www.athletixproducts.com

Pool photometer The Pooltest 25 Professional from Palintest is a pool photometer thatcan store up to 500 testresults and can be integrated with a PC via its USB port. It also floats and is fully waterproof. Itoffers a range ofswimming pool water tests, including more specialized testssuch asphosphate andsulfate. Itschemicaltesting useslightto measure color changesin water samples treated with a reagent. The sample is placed in the cell holder and a button ispressed to getresults. A backlit LCD screen allows access to programmed tests. The standard kitcomes in a portable case with testtubes and a starter supply of reagents. The Professional Minilab kit contains a TDS sensor, a range of test reagents and a bench-top tray. Palintest USA: 800 835 9629; www.palintestusa.com

The Fitness Caddy is like a small gym bag that holds bottles (up to 1.5 liters), and includes a water bottle cooler sleeve. A deep pleated front pocket with a flapped Velcro closure holds money, driver’s license, membership card, etc. An additional hideaway interior pocket is also included, plus a metal clip to hold keys and a metal ring to hold a towel. The pleated pouch in back is roomy enough to hold both a cell phone and glasses. The Fitness Caddy body is made from microfiber with PVC backing, and the pouch is 420 denier nylon. It measures 4 inches in diameter and 10 inches tall, with a 54-inch adjustable strap. BVT Products: 727 834-8944; www.fitnesscaddy.com

RELAX! You have the safety and power of BTC-50 in every towelette.

“ORIGINAL”

KM-1 Citrus Scented

“ALL SURFACE”

KM-FD2 Set Custom Dispenser

KMAS-1 Plasma Display Safe

Benches • Hand Grips • Displays • Pads • No harsh fumes to offend the senses. • Ease of use. • User friendly dispensing options. Wall, counter, floor. We’ve got you covered!

W o rk o ut . .. W p i

i t’ s j u e o ff st t ha ... t s im p le !!

• No delays waiting for THIS product to dry. You’ve got patrons circuit training. They need a product for rapid on and off performance. • The strongest towelette in the game!! Won’t tear, shred or leave particles behind. Use one towelette on machine after machine. Don’t be swayed by other products’ larger roll counts. Quality trumps quantity..................

www.kleen-machine.com 888-449-9147



63

Classifieds

64



POSITIONS AVAILABLE

PRINT SERVICES

BUSINESSES FOR SALE

GENERAL MANAGER

HUDSON COUNTY, NJ

A fantastic opportunity to work in a corporate environment in the San Francisco Bay area. Fitness W.e.s.t. Sports Club is seeking an enthusiastic and motivated General Manager to work at it newest corporate facility, Club Genentech in South San Francisco. The facility is 25,000 sq ft with a corporate full court basketball gym. The club has been open for 3 months. The club is very active and sports a wonderful positive atmosphere. A Bachelor’s degree in Exercise Science or a related field with a minimum of 5 years experience. All applicants must have 2 years of corporate experience or equivalency. Current CPR and First Aid certifications plus one or more from the following organizations are required, ACSM, ACE or NSCA. A thorough knowledge of exercise principles, exercise evaluation and fitness programming is important. Please contact Bob McLennan at [email protected] or fax your resume to 650-994-1125.

Successful co-ed gym for sale in upscale area w/room for expansion, includes all equipment. Qualified buyers only. Call Kim 973-769-7845

AUDIO EQUIPMENT



   

 

GLOBAL FITNESS HOLDINGS



          

BUSINESS OPPORTUNITIES

 

Global Fitness Holdings the largest and fastest growing fitness company in , Y& has immediate openings for • DISTRICT & GENERAL MANAGERS • OPERATING PARTNERS • FITNESS CONSULTANTS • TRAINING DIRECTORS • PERSONAL TRAINERS • GROUP FITNESS DIRECTORS

FLOORING

MMC® is looking for Independent Contractors to run protected territories throughout the US, Canada, Europe, Asia, Australia and South America. MMC® specializes in raising immediate CASH and MONTHLY RECEIVABLES for health clubs. We have a proven success track record for more than fifteen (15) years. Our programs are no risk to the health club owners because they completely pay for themselves. If you love Sales and Marketing, want to be your own boss, work from ® your home office and have the potential to earn more than $100,000.00 per year then you want to contact us at 1-877-620-8135 or visit our website at www.healthclubconsultant.com

We currently have 8 clubs that will open within the next 7 months.

Would you like to be part of that growth? We offer salary, commission & bonus. Medical, dental, life & retirement. This opportunity is only for the committed, hard-working fitness professional.

Send resume to [email protected] or fax to 859-977-3091 Visit our website, www.ggtko.com Call 1-866-GO-GGTKO

BUSINESSES FOR SALE

All Categories: $160.00 per column inch (Frequency discounts available)

Call (469) 362-9953 or email [email protected] www.fitnessmanagement.com


65

Supplier Index Company

Page

Phone

Website

2XL Corp.

62

(888) 977-3726

www.gymwipes.com

Affiliated Acceptance Corp.

20

(800) 233-8483

www.affiliated.org

ASF International

4-5

(800) 227-3859

www.asfinternational.com

Balanced Body Inc.

71

(800) 745-2837

www.pilates.com

BSDI

17

(888) 273-4348

www.bsdiweb.com

California University of PA

62

(866) 595-6348

www.cup.edu/go

Creative Fitness Marketing

21

(800) 383-4427

www.creativefitness.net

Dri-Dek

61

(800) 847-9341

www.dri-dek.com

Electronic Billing and Collecting Services

61

(800) 766-1918

www.achbilling.com

Exerflex

19

(800) 428-5306

www.exerflex.com

Fitness Management Magazine

66

(800) 722-8764


FiTour

16

(281) 494-0380

www.fitour.com

Hoist Fitness Systems

39

(800) 548-5438

www.hoistfitness.com

International Council on Active Aging

25

(866) 335-9777

www.icaa.cc

Iron Grip Barbell Co.

9

(800) 664-4766

www.irongrip.com

Keiser Corp.

37

(800) 888-7009

www.keiser.com

Kleen-Machine

63

(888) 449-9147

www.kleen-machine.com

MicroFit Inc.

58

(800) 822-0405

www.microfit.com

Motus USA

49

(866) 668-8766

www.motususa.com

Power Plate

6

(877) 87-PLATE

www.powerplate.com

Spermies

63

(800) 578-1470

www.spermies.net

SportsArt Fitness

11

(800) 709-1400

www.sportsartfitness.com

Star Trac

72

(800) 228-6635

www.startrac.com

True Fitness Technology

2

(800) 426-6570

www.truefitness.com

Vitabot

3

(301) 864-3886

www.vitabot.com



67

What’s Next

WHAT’S COMING IN FM IN MARCH?

Special Report: STAFFING & EDUCATION • The Role of Certification in Staffing Certifications are important for the health and fitness industry for a variety of reasons: They set industry standards, regulate professional growth, curb liability and ensure staff competency. When hiring, you need to ensure that your staff members have appropriate entry-level and advanced skills, depending on the jobs theywill perform. This list of qualifications, from competent to expert, as well as an explanation of the typesof certifications, will help your facility staff for success.

• Educating Staff About Insurance and Risk Management What do your staff members need to know about insurance and risk management to help them keep your facility out of trouble? Never assume that staff members understand the role they must play when it comes to issues of liability. Educate them about what insurance covers and how it applies to various situations, as well as proper risk-management procedures.

• Core Training for • Retaining Staff for Member Retention Athletic Performance Paying attention to retaining greatstaffwill have a commensurate effect on retaining members. Find outwhatsome fitness facilityoperators are doing to keep theirbestpeople — from recruitment, to remuneration and benefits, to inspirational management — aswell ashow theyidentifywhen employeesare flight risks and how they win them back.

68


Industry expertsshare how fitness professionals can turn conceptual knowledge about core training into practical exercise programs that result in performance enhancementfor members. The five key types of core movement will be described, including examples of exercises for each category.

• The Reality of Vibration Technology In the past few years, a number of vibration technology products have been introduced. But, what exactly is vibration technology and what are its applications? Fitness professionals have tested various brands and will share how they apply to specific populations (rehabilitation, general fitness and sports performance), what their contraindications are and how some facilitieshave used this technology.

• Locker Rooms: Fabulous Upgrades and Renovations Fitness centers offer tips on what worked for them (and what didn’t) when they renovated their locker rooms. Find out how to deal with locker room closures and how to keep your membersupto-date during the renovation process.


Events

UPCOMING INDUSTRY EVENTS

February 3 New Orleans, LA

Resist-A-Ball C.O.R.E. Instructor – Level I 800 321-6975 www.resistaball.com

12-14 La Quinta, CA

Fitness Industry Supplier’s Association N.A. 4th Annual Fitness Supplier Invitational 858 509-0034 www.fisana.org

15-18

Washington, DC

Aquatic Therapy & Rehab Institute Specialty Institute

Mar 2-4

FitnessFest

Columbus, OH

480 461-3888 www.waterworksonwheels.com

GNC Arnold Classic 614 431-3600 www.arnoldclassic.com

Mar 3 Morgantown, WV

Aquatic Therapy & Rehab Institute Professional Development Day 866 462-2874 www.atri.org

Mar 13-17 Baltimore, MD

American Alliance for Health, Physical Education, Recreation & Dance National Convention & Exposition

Apr 19-22 Chicago, IL

IDEA Health & Fitness Association Fitness Fusion 800 999-4332, ext. 7 www.ideafit.com/fusion/index.asp

American College of Sports Medicine 54th Annual Meeting

Apr 23-29

317 637-9200, ext. 138 www.acsm.org

National

Medical Fitness Association Medical Fitness Week

Jun 6-9 Orlando, FL

804 327-0330 www.medicalfitness.org

Club Industry East

May 14-16

800 927-5007 www.clubindustryshow.com/east/

San Diego, CA

Jun 11-13

800 213-7193 www.aahperd.org

866 462-2874 www.atri.org

Fitness Industry Supplier’s Association N.A. Program Director Forum

Mar 21-24

858 509-0034 www.fisana.org

Sporting Goods Manufacturers Association Spring Market

16

American College of Sports Medicine 11th Annual Health and Fitness Summit & Exposition

May 16-17

781 535-5117 www.sgmamarkets.com/

Atlanta, GA

Body Training Systems Business of BTS

Dallas, TX

800 729-7837, ext. 2943 www.bodytrainingsystems.com

317 637-9200, ext. 138 www.acsm.org

16-18

Mar 28-31

College Park, MD

San Francisco, CA

University of Maryland 13th Annual Southeast Collegiate Fitness Expo

International Health, Racquet & Sportsclub Association 26th Annual Convention & Trade Show

301 226-4418 www.crs.umd.edu/fitexpo

17-18

Dallas, TX

PhiPilates Reformer Foundations II 877 716-4879 www.phipilates.com

21-23

800 228-4772 www.ihrsa.org

Mar 28-31 San Francisco, CA

American Journal of Health Promotion 17th Annual Art and Science of Health Promotion Conference

Las Vegas, NV

248 682-0707

Day Spa Association 2nd Annual Day Spa Expo & Business Forum

www.healthpromotionconference.org

Apr 12-15

800 859-9247 www.dayspaexpo.com

Waterworks On Wheels Inc.


Tempe, AZ

Las Vegas, NV

Washington, DC

International Health, Racquet & Sportsclub Association 5th Annual Legislative Summit

Jul 5-9 San Diego, CA

800 228-4772 www.ihrsa.org

IDEA Health & Fitness Association World Fitness Convention

May 17-19

800 999-4332, ext. 7 www.ideafit.com/world/index.asp

Hartford, CT

Body Training Systems Business of BTS & Hartford Summit 800 729-7837, ext. 294 www.bodytrainingsystems.com

May 30-Jun 2 New Orleans, LA

Aug 6-10 Wellesley, MA

International Health, Racquet & Sportsclub Association 19th Annual Institute for Professional Club Management 800 228-4772 www.ihrsa.org

Events listed on this page are national annual meetings and major monthly industry events. For a complete listing of year-round and recurring events, refer to our online calendar on the FitnessManagement.com website (www.fitnessmanagement.com/FM/information/calendar/). • To be listed on this page and in the online events calendar, send the name, date and city of the event, and contact name, telephone, email and web address to: Fitness Management Events Calendar, P.O. Box 409, Danville, PA 17821; [email protected]; or to 570 271-1201. • For additional information: [email protected]; 570 271-9001. F I T N ES S M A N AG E M EN T • F E B R U AR Y 2 0 0 7

69

Facility Spotlight

BY ANNE B. MCDONNELL, SENIOR EDITOR

Renovation Increases Usage The renovated fitness center at an all-male college increased usage and improved the health of the students and faculty/staff.

TigeRec Fitness Center Hampden-Sydney College Hampden-Sydney, Va. www.hsc.edu/fitness Date fitnessfacilityopened: March 2004 Fitness facility size: 10,217 square feet

(firstfloorand group exercise room); 8,250-square-foot aquatics area Number of members: 1,100 students, 500 faculty/staff, 1,000plus spouse/dependents, 125 community memberships Unique features/offerings: Body Tone and yoga group classes, seven 32inch televisionswith BroadcastVision To have your fitness center featured, send an email describing your facility to [email protected]

70

MOST FITNESS centers will never

face the type of challenge that Tiger Recreation – Fitness & Sports (TigeRec) did several years back. Students at the 230-year-old college wanted a change: They wanted an updated fitness facility. Says Director of Tiger Recreation Steven W. Harrell, “The fitness center was a project that began in 2002 when graduating students said that having a true fitness facility would have made their college experience more fulfilling.” TigeRec is located at one of the two remaining all-male liberal arts colleges in the U.S., HampdenSydney College, which is one hour southwest of Richmond, Va. The college does not offer a curriculum in health, fitness, wellness or sports, so TigeRec provides just that, says Harrell. The renovation project was pushed through, and the new center was placed in the old Kirby Fieldhouse. Says Harrell, “The $3 million, 10,000-square-foot renovation paved the way to a hightech and modern facility that is nestled in a 230-year-old campus, and it still maintains the history of the college.” Where there once was a locker room, storage, squash/racquetball courts, a few athletic offices and an athletic training room now stands a facility that has seen more than 100,000 visitors since March 2004. The three remaining racquetball courts received maple flooring and Plexi-Glass walls. Two locker rooms received a complete overhaul. An old racquetball court is now a multi-use and


strength area. Above that a floor was created to include a group exercise room with wood flooring, wireless microphone and audio technology, and a storage room. The renovation was such as success that the equipment supplier now uses TigeRec as a showcase, “even after so much use,” Harrell says. The existing 25meter pool with six lanes and diving board remained untouched except for interior wall painting. However, with the fitness center’s renovation, the pool has seen “a definitive increase in usage,” says Harrell. It is used so extensively, hours of operation had to be increased. The college’s swimming club has grown to more than 60 members since 2004. Technology in the fitness center also reflects the times. The campus computing center and TigeRec worked together to develop two interactive programs. First, an interactive access point tracks participation, attendance, locker rentals, membership access and message boards. The second program allows participants to track workouts, sign up for events, receive emails on workout progress, print out specific or generic workouts, request an appointment with a fitness specialist, view workout progress, and tally results on incentive programs like cardio challenges and races. To keep things running smoothly at TigeRec, one full-time director and 50 students are employed. However, since there

are no sports or fitness classes in the curriculum at HampdenSydney College, TigeRec has had to search for a new way to gain personal trainers and employees. One way is its Student Employee Contract: If students want to become certified in personal training, TigeRec will pay for a percentage of the costs in exchange for one year of employment. Students at Hampden-Sydney College finally have a central location for fitness, aquatics, intramurals and informal recreation. The community also uses the fitness center, and TigeRec boasts a 90percent retention rate with its community memberships, according to Harrell. Other good news: The HR department of the college reports that insurance premiums have declined since TigeRec Fitness Center opened. And, the dining hall recently adjusted its menu to offer more healthy cuisine. What’s the biggest benefit of the new fitness center? Says Harrell, “More students, faculty, staff and their families are finding time to devote to themselves, and are now more in tune with healthy lifestyle habits.” FM www.fitnessmanagement.com

Fitness Management 02-2007

Recommend Documents