FBP_STEP BY STEP_ A Penton Media Property October.18.2010 If you want to view this on the web go to: http://enews.penton.com/enews/clubindustry/v/391 --Read the Past Quarter's Step by Step Columns Get tips from club operators and industry consultants related to retention, sales, personal training, retention, marketing and design in the latest Step by Step columns, posted monthly on our website. To view the full article go to: http://clubindustry.com/stepbystep/?cid=nl_sbs ---------------------------------------- ADVERTISEMENT The World Instructor Training Schools, in conjunction with its college and university partners, requires internships for many of its certifications. The concept is as simple as in any other health career; you must have more than just book knowledge. For more information on our student intern program, go to http://www.witseducation.com/generalwits/internship.htm. ---------------------------------------- CLUBS --How to Fix Poor Staff Performance in Your Health Club By Jim Thomas The following are key things a health club owner can do to improve on poor staff performance. To view the full article go to: http://clubindustry.com/stepbystep/clubs/poor-staff-performance-20101011/?cid=nl_sbs --Corporate Fitness as a Profit Center for Clubs By Greg Justice Few health club owners are talking to CEOs about starting up an exercise program on-site for their employees. That leaves a huge opportunity for smart health club owners. Why not let that health club owner be you? To view the full article go to: http://clubindustry.com/stepbystep/clubs/profit-corporate-fitness-201009/?cid=nl_sbs --Three Ways to Increase Your Profits from Ancillary Programs By Dave McGarry As the economy continues to struggle, club operators are looking for ways to increase their revenues. Ancillary programs provide a good source for increased revenue. To view the full article go to: http://clubindustry.com/stepbystep/clubs/ancillary-programs-082010/?cid=nl_sbs DESIGN --The Basics of Adopting LEED Standards in Club Design By Kurt Broadhag A number of recent changes have led to a resurgence in commercial buildings going green. At the forefront of this movement is Leadership in Energy and Environmental Design (LEED), the benchmark in green building certification. To view the full article go to: http://clubindustry.com/stepbystep/design/adopting-leed-clubs-082010/?cid=nl_sbs MARKETING --Nine Health Club Marketing Tips for Today's Economy By Maria Parrella-Turco Today, the art of health club marketing is far more complex than it once was. However, many of the same basic principles still apply. To view the full article go to: http://clubindustry.com/stepbystep/marketing/marketing-tips-economy-20101011/?cid=nl_sbs --Developing a 12-Month Marketing Plan for Fitness Directors By Sheri McMillan A good marketing plan should include internal initiatives, external initiatives and team development. To view the full article go to: http://clubindustry.com/stepbystep/marketing/12-month-marketing-plan-201009/?cid=nl_sbs --Five Business Lessons I Learned from Buffett By Nic DeCaire When most people hear the name Buffett as it relates to the business world, they think of Warren Buffett. Although this multi-billionaire certainly deserves his due, the five lessons I learned from Buffett came from the other Buffett -- Jimmy Buffett. To view the full article go to: http://clubindustry.com/stepbystep/marketing/business-lessons-buffett-082010/?cid=nl_sbs PERSONAL TRAINING --How to Bring Your Boot Camp Indoors By Ann Gilbert Having a clear understanding of why people participate in a boot camp, why the camp setting is so attractive and why popular trainers choose to jump into boot camp programming will allow a fitness director to launch an indoor boot camp program that can increase retention, referrals and revenue within the club. To view the full article go to: http://clubindustry.com/stepbystep/personaltraining/boot-camps-indoors-201009/?cid=nl_sbs --Man vs. Dog: A Lesson for Your Personal Trainers By Rob Simonelli A recent experience with a client's dog has changed my perspective about how our personal trainers should approach their clients. To view the full article go to: http://clubindustry.com/stepbystep/personaltraining/lesson-personal-trainers-201008/?cid=nl_sbs RETENTION --Evaluate Complainers to Determine Your Response to Complaints By Nic DeCaire The one thing you can count on is that you're going to have complaints. Since you can't avoid them, it's best to learn how to deal with them. To view the full article go to: http://clubindustry.com/stepbystep/retention/complaint-response-20101011/?cid=nl_sbs --Loyalty Programs Are Popular, But Do They Really Work? By Maria Parrella-Turco Given the popularity of loyalty programs, they can be surprisingly ineffective. That's right, ineffective. A loyalty program, like any program, is only as good as its ability to engage and drive behavior. To view the full article go to: http://clubindustry.com/stepbystep/retention/loyalty-programs-201009/?cid=nl_sbs SALES --Sales Lessons from a Beagle By Karen Woodard-Chavez Kelly, my beagle, offers a few good lessons on how to make the sale. To view the full article go to: http://clubindustry.com/stepbystep/sales/sales-lessons-20101011/?cid=nl_sbs --Selling in the New Economy By Dave McGarry People are still looking to buy products and services, but the game of selling has changed. Here are three things you need to know in order to succeed in selling in the new economy. To view the full article go to: http://clubindustry.com/stepbystep/sales/selling-memberships-recession-20101011/?cid=nl_sbs --Fear Factor: Why Prospective Members Don't Join Your Gym By Phil Wendel and Christine Thalwitz In 1998, an IHRSA study summarized five fears that keep potential members from coming through a club's front doors. To view the full article go to: http://clubindustry.com/stepbystep/sales/fear-join-gym-082010/?cid=nl_sbs --Fear Factor: 10 Tips for Putting Prospective Members at Ease in Your Club By Phil Wendel and Christine Thalwitz We examine how club owners can optimize their club's physical environment and adopt sales and service strategies to overcome those fears. To view the full article go to: http://clubindustry.com/stepbystep/sales/put-members-ease-201009/?cid=nl_sbs ABOUT THIS NEWSLETTER You are subscribed to this newsletter as #email# To subscribe to this newsletter go to: http://subscribe.clubindustry.com/?tc=NLSUB To unsubscribe from this newsletter go to: http://subscribe.clubindustry.com/?tc=NLSUB&cid=#message_id#&lid=#list_id#&email=#email# For information regarding advertising in NewsBeat, please contact: National Sales Manager: Marty McCallen at mailto:marty.maccallen@penton.com Account Manager: Matt Sinkovich at mailto:matt.sinkovich@penton.com Classified Sales: Gary Kazmier at mailto:gary.kazmier@penton.com For questions concerning delivery of this newsletter, please contact our Customer Service Department at: US Toll Free: 866-505-7173 International: 847-763-9504 or mailto:clubindustry@pbinews.com To get this newsletter in a different format (Text or HTML), or to change your e-mail address, please go to your profile page here: http://subscribe.clubindustry.com/?tc=NLSUB&email=#email# Penton Media | 249 W. 17th Street | New York, NY 10011 Copyright 2010, Penton Media. All rights reserved. This article is protected by United States copyright and other intellectual property laws and may not be reproduced, rewritten, distributed, re-disseminated, transmitted, displayed, published or broadcast, directly or indirectly, in any medium without the prior written permission of Penton Media.