Recession Buster Road Show Attendees Handbook by Exercise New Zealand

June 2009 Attendee Handbook

Recession Buster Road Show brought to you by:

Index

Introduction ............................................................................................... 5 Acknowledgements & Thank you ............................................................... 6 Message from Skills Active CE .................................................................... 7 Message from the FitnessNZ CE ................................................................. 9 Ideas from attendees ............................................................................... 11 Speakers Profiles ...................................................................................... 12 Notes: Managers & sales people sessions ................................................ 15 Future Key Industry Events ...................................................................... 47 Contact Details: Presenters & Key Organisations ...................................... 48

Introduction

About this hand book This handbook has been designed for attendees of the Recession Buster Road show, held in 10 cities around New Zealand during the end of June 2009. This handbook is not designed to replace attending events such as the road show. Some of the session notes from the presenters may make little scene if you did not attend the presenters session. This handbook is not designed to replace the actual sessions and we would always recommend for any future event that you attend wherever possible to ensure that you get the maximum benefit from the sessions. This handbook also has special offers from Preferred Suppliers of FitnessNZ, to help businesses during the recession.

Background to Recession Buster Recession Buster road show was bought to you by FitnessNZ the Fitness Industry Association, in conjunction with Skills Active, the Fitness Industry Training Organisation, as a response to the current recession. There will be follow up to some of the sessions at the BusinessGrow event being held in Auckland Wellington and Christchurch towards the end of August 2009. www.businessgrow.co.nz has full information on the event and bookings are open now.

REPs CEC (Continuing Education Credits) The road show is eligible to earn 5 REPs CEC, the CEC’s will be allocated directly to attendees REPs files and notification of this will be sent by Fitness New Zealand directly to attendees via email. Eligible to earn 5 REPs Continuing Education Credits (CEC)

Acknowledgements & thank you Thank you to both Skills Active and Fitness New Zealand for their financial and time contributions to the Recession Buster Road Show. Without these organisations support running this event would not have been possible. We would also like to thank the presenters for not only presenting at the event but also offering their time to assist attendees with specific questions after the event both in person and by email after the Road show team had moved on to the next town.

Thank you to our hosts Thank you to the following venues who supported the Recession Buster Road Show by hosting the event. The University of Canterbury ‐ Christchurch AUT University ‐ Auckland Wintech ‐ Hamilton Bay of Plenty Polytechnic – Tauranga Pettigrew Green Arena – Napier Cityfitness Palmerston North Massey University – Wellington Cityfitness Nelson Otago Polytechnic, School of Sport and Adventure ‐ Dunedin

Thank you to our industry experts • • • • • • •

Jean Scott ‐ Christchurch Norm Phillips ‐ Auckland Jo Clark ‐ Auckland Wendy Sweet ‐ Hamilton Dominic Rodgerson ‐ Napier Ron Werner –New Plymouth Jan Pearce ‐ Wellington

Message from Skills Active CE Kia ora tatou. Greetings.

Thanks for your amazing participation in the Recession Buster Road Show! I hope you’ve been able to take away some of the best practical ideas the industry has, to make a difference to your business and your career, and ultimately to the fitness industry. Please contact me or any of our staff any time if we can be of service to you, or if you’d like to tell us about your success story – we’d love to share that with your colleagues throughout the industry. I look forward to seeing you again soon. Hei kona mai

Sue Fitzmaurice Chief Executive, Skills Active Aotearoa

Message from the FitnessNZ CE WOW – what an event! In March 2009 the idea of a Recession Buster event hadn’t even been discussed. A little over three months later, after the idea of holding some regional forums was floated and a bunch of partnerships were leveraged off, it was a great success! Over 500+ people invested their time to attend one of the ten workshops, and as a result Recession Buster added value on so many levels. Recession Buster is an excellent example of how by us working together (in this case FitnessNZ, Skills Active and REPs) we can add real value to the industry we serve. The challenge from here for anyone that attended is taking ACTION. Be it implementing one of the many ideas picked up, or simply attending the next PT Council meeting. The key is DOING something. New Zealand has many great events at extremely low cost to attend for ongoing education – such as BusinessGrow Business Summits (in Christchurch, Wellington and Auckland) and the three day industry Conference GetNZ Active (with free accommodation for those outside of Auckland). Both events also offer 50% discount for those registered with REPs. As was the case with Recession Buster, not only do these events offer fantastic sessions, but also offer unparalleled networking opportunities to charge up the batteries and help take your business to the next level. Recession Buster was a personal reminder to me about what makes out industry so fantastic and fun to work in – it’s full of dedicated passionate people making a REAL difference to the lives of New Zealanders’ – congratulations to you all! Richard Beddie CE, FitnessNZ

Ideas from attendees Below is a summary of feedback and discussion at the Roadshow. They are in no particular order but have been grouped by general themes. These are a snapshot of ideas that were mentioned (sometimes repeatedly). During the course of the road show.

The key is to take action, when you can NOW and plan when to take action on the big picture issues. Do one thing now and plan to do more later!

Ideas for Personal Trainers Find the “champions and leaders” and use as mentors and involve them in the PT Council.

Networking and Alliances PTs need to work together and not think they are in competition with each other. The market is huge and our market penetration is still slow. By PTs working together and sharing ideas there is the opportunity to all grow their businesses

Use the PT Council for building networking opportunities for PTs to share ideas and support to grow their businesses. Membership to the council is free and exclusive for REPs Registered PTs! Opportunity to share training and small workshops. Promotion and Marketing Use REPs as your quality mark to differentiate yourself from the “cowboys”. This is a powerful recognition to the public when promoting your business.

Free REPs PT Profile Web Page. REPs Registered PTs can quickly create their own personalised web page including information on your products and services.

Get your own website. A website gives you low cost promotion and marketing accessible 24 hours of the day. As PT websites are still not common you have the opportunity to differentiate yourself.

Find your niche or speciality. All PTs don’t need to be the same thing for all people. You have the opportunity to charge more if you are more specialised in an area. Client Service and Support Look at ways of ‘adding value’ for Clients, rather than reducing prices.

Develop a cancellation policy so clients are clear on your terms if a client is unable to attend a booked session. ( this may include a session rebooking fee, cancellation fee, or other cancellation policy).

Consider ‘over booking’ sessions to allow for cancellations. The airline and other industries already do this successfully. This will ensure your income won’t be so affected by client cancellations. New Zealand’s premiere business event for the Fitness Industry

It’s your council (PTs) ‐ use it!!

A conference like no other! Includes free Accommodation and 50% discount for those registered with REPs. 11

Speakers Profiles Scott Krywulycz Scott is one of Australia’s leading Personal Trainers and has mentored many trainers on principles of running a successful personal training business. Scott has many proven ideas to assist you to grow your personal training businesses. Bronwyn McSweeney Recognised industry leader and mentor with a wealth of experience on personal training and running your own PT business. Director of Catch fitness which provides high quality education to the fitness and personal training industry. Tony Roddan General Manager partnerships and business development at Skills Active. Tony has an in‐depth understanding of the issues facing the industry gleaned from over 20 years experience as a club owner, facility manager and more latterly working with clubs throughout New Zealand developing their professional capability. Sue Fitzmaurice Chief Executive, Skills Active the industry training organisation for fitness and the wider recreation sectors. A business advisor and mentor with over 16 years of applied business & executive management experience. Sue demonstrates strong, positive leadership and a commitment to developing individuals and corporate potential. Richard Beddie Chief Executive, Fitness New Zealand and a club owner for 15 years. Richard provides a wealth of knowledge and ideas, which he is always willing to share. Richard presents internationally on various business topics.

Notes: Managers & sales people sessions The following pages contain copies of the slides used by presenters for the manager/sales people sessions. In addition some presenters have added a key points summary page at the beginning of each section. All slides are subject to copyright so if you wish to use any of the slides please contact the presenter for permission to do so. All presenters have contact details on page 48

Scott Krywulycz

Richard Beddie Key messages (as a reminder to those that attended) 1. For 98% of people the recession is about WILLINGNESS to spend not ABILITY to spend (know the difference) 2. Selling it about the hole in the wall NOT the drill! 3. “Why” makes them bye. Found out what the hole in the wall is for and WHY they want it. 4. Soften with “Do you mind if I ask ....” 5. Keep the message positive – it’s VERY normal right now to join a gym! 6. Now is not the time to slash expenses, but like always a careful watch is important. Avoid cutting marketing (great deals out there now), staff training or the “customer experiences” items

Increasing Staff Productivity. Presented by Tony Roddan . General Manger of Partnerships and Business Development – Skills Active. Staff productivity can be enhanced by increasing the practice of; Connecting, Clarifying Purpose, Growing People, Measuring Results and Celebrating Performance. Connecting: The ability to connect with others and engender trust and respect. More than being simply present a skilled leader will engage with staff and colleagues on a regular basis and seek opportunities to increase connectivity. Increasing Connection ∙ Share your passion for what you do ∙ Remembering to remember ∙ Take a personal interest ∙ Take the time to connect ∙ Approachable style ∙ Learn names ∙ Social activities / parties ∙ Smile ∙ Be available ∙ Find out what motivates / drives ∙ “Baking Wednesday” / Friday drinks staff ∙ Morning coffee / USE the team room ∙ Overlapping shifts ∙ Open communication & trust ∙ Team events / team building ∙ Corridor conversations ∙ Be aware of personal stuff ∙ Regular team meetings ∙ Communication book ∙ Informal one‐on‐ones ∙ Newsletters ∙ Talking ∙ Weekly staff memo updates ∙ Listening ∙ Delegate someone to comms role ∙ Coffee machine ∙ Mix teams up ∙ “Bucket List” (Wish List) ∙ “Commend, recommend, commend” ∙ ‘Management by walking around’ Clarifying and Reinforcing Purpose: Understanding how the vision, the role and the culture of an organisation mix to determine the overall purpose and the ability to reinforce the purpose is a key initiative to increase alignment, keep us committed, on track and on schedule. Clarifying and Reinforcing Purpose ∙ Make sure staff know – part of ∙ Engage everyone in developing induction, staff meeting vision and values reinforcement, job descriptions ∙ Walk around / be visible ∙ Needs to fit with organisation ∙ Action oriented ∙ Business plan and vision displayed in ∙ Leadership – top down staff area ∙ Lead by example ∙ Get people “on the bus” – identify who ∙ Keep the Vision in people’s faces ∙ Catch up with others in the industry is and isn’t on board, sort out the (motivational) ones who aren’t ∙ Monthly newsletter – articulate ∙ Regular engagement with staff vision, purpose and values ∙ Open and approachable

Growing People: High performing organisations have high performing staff that are motivated, and are encouraged, to develop their ongoing professional capability. Skills Active provides work place based training options that are linked to the National Qualification Framework and recognised by industry. Often training plans are part of a Professional Development Plan that is linked to Performance Plans and Operational Plan. Value of Growing People – staff training ∙ Consistent levels of service / ∙ Succession planning Consistent standards ∙ Organisation culture integrity ∙ Increase knowledge / keep up‐to‐ ∙ Continuous improvement date ∙ Increase in productivity ∙ Increase satisfaction / morale ∙ Increase performance ∙ Clarifies roles ∙ Increase motivation ∙ Identifies poor fit ∙ Increase confidence ∙ Individual growth and development ∙ Staff retention Measuring Results: Having predetermined result indicators and undertaking regular ‘dashboard’ and more in‐depth measurements provides valuable indication of trends and may indicate where action is needed to correct stagnant or declining performance. High performing organisations focus measurement on outcomes and undertake compassions with previous measures. Celebrating Performance: High performing organisations recognise performance and use recognition to reinforce the types of behaviors and the outcomes desired. Celebrating Performance ∙ “Caught in the act” (card/certificate put in cubby/locker) ∙ Peer recognition ∙ Staff awards – staff nominated ∙ Time off ∙ Bonus ∙ Prizes – movie tickets, etc ∙ Staff outings ∙ Find out what motivates the individual ∙ Comms board for public display – employee of the month, etc ∙ Client testimonials ∙ Say thanks

Anyone wishing to purchase the book The Dance of Leadership by Peter Cammock as mentioned in this session can do so by contacting Pearsons Books. www.pearsonsnz.co.nz

Notes: Personal Trainer’s Sessions The following pages contain copies of the slides used by presenters for the PT sessions. In addition some presenters have added a key points summary page at the beginning of each section. All slides are subject to copyright so if you wish to use any of the slides please contact the presenter for permission to do so. All presenters have contact details on page 48

Broni McSweeney, The Power of Unity

Broni McSweeney, Cancellations

Scott Krywulycz

Also see information on PT Plus services on pages 18‐20

Richard Beddie Key messages (as a reminder to those that attended) 1. Personal Trainers that aren’t registered with REPs should do us all a favour and leave the industry (blunt eh? Someone needs to say it!). \ 2. For 98% of people the recession is about WILLINGNESS to spend not ABILITY to spend (know the difference) 3. For PTs – know your product (and it’s more than just exercise advice, motivation and results – although that’s a part of it) 4. Selling it about the hole in the wall NOT the drill! 5. “Why” makes them bye. Found out what the hole in the wall is for and WHY they want it. 6. Soften with “Do you mind if I ask ....” 7. Keep the message positive – it’s VERY normal right now to use a trainer (and join gyms) 8. Tell your client you’re a registered exercise professional (use it when you next put your price up – explain to them how you are doing lots of education this year to ensure you know the very latest and most effective ways of helping them).

Future Key Industry Events

BusinessGrow : New Zealand’s premiere Business Summit For owners managers, personal trainers & sales persons workshops www.businessgrow.co.nz

GetNZActive Conference: New Zealand’s largest Fitness Industry Conference Includes free accommodation for people from out of Auckland www.getnzactive.co.nz

Personal Trainers Council Regional Meetings Keep an eye on your email for information about your regional PT Council meetings. Details will be sent in the REPs Fortnightly email and also will be listed on the PT Council Website. www.ptcouncil.co.nz

Contact Details: Presenters & Key Organisations

Presenters Broni McSweeney `Catch Fitness www.catchfitness.co.nz info@catchfitness.co.nz Scott Krywulycz PT Plus www.ptplus.com.au info@ptplus.com.au Tony Roddan Skills Active www.skillsative.org.nz tony@skillsactive.co.nz Richard Beddie FitnessNZ www.fitnessnz.co.nz Richard@fitnessnz.co.nz

Key Organisations New Zealand Register of Exercise Professionals (REPs) info@reps.org.nz www.reps.org.nz Skills Active www.skillsactive.org.nz info@skillsactive.org.nz Fitness New Zealand www.fitnessnz.co.nz fnz@fitnessnz.co.nz