November 209 Club Business International (CBI)

34 Konami Sports & Life

> November 2009

Club Business International

39 Design International 49 Nutrition Attraction 61 Climbing Adventures 90 IHRSA 2010 Keynotes

Tour de Fitness

IHRSA Chairperson David “Patch” Patchell-Evans has global objectives

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© 2009, CYBEX International. All rights reserved

| Editor’s Welcome | Recently, I was asked to review Club Business International’s media kit for the coming year. It lists all of the many reasons why, to my way of thinking, CBI represents the most efficient, dependable, and rewarding way for companies to connect with the owners and operators of fitness facilities worldwide.

Kerry Brett

4

Aesthetically attractive, intelligently written, research-based, championing the club business, the flagship publication of IHRSA’s media lineup, working on the industry’s behalf for nearly 30 years, serving 9,750 clubs in 78 countries—now who else can make that particular claim—and boasting a 52% market share. … Not to mention producing reliable returns for advertisers year-round, and, most dramatically, during IHRSA’s industryleading conventions and trade shows.

But I’m not going to go into any of that here.

What I’d rather do is suggest to you that, if there was ever a time to invest wisely in your company’s growth and future success, now is that time.

Today, the health and fitness club industry is sophisticated, mature, and wise. It offers a practical, professional, and predictably high-quality product.

The public understands that. The manifold benefits of sound nutrition and regular exercise that it delivers have been documented exhaustively. The public understands that, as well.

At the same time, the U.S. is grappling with epidemic obesity, increasingly sedentary jobs and pastimes, aging baby boomers, a proliferation of chronic lifestyle-related diseases, extended life spans, rising medical costs, exploding insurance fees, millions of Americans without health coverage, and angrily argued healthcare reform proposals.

But in the midst of the painful, noisy fray, there’s also a growing awareness, a nearly concrete consensus, about the central, undeniable importance of preventive care. Chief among the recommendations being put forth repeatedly: proper nutrition and regular exercise.

Rarely, in the history of any industry, it seems to me, have supply and demand matched up in such a perfect, powerful, inevitable, and irresistible way. The problems have been identified. Some of the principal components of the solution—the products and services our industry offers—are at hand. Is there any doubt but that the question and the answer, the need and the response—i.e., the demand and the supply—will eventually meet, come together, to produce impressive positive results?

Now is not the time for our industry—for any part of it—to accept caution, indecisiveness, passivity, or simple perpetuation of the status quo as an appropriate course of action. That’s not part of our DNA. And now is not the time for clubs, or supplier companies, or leading industry brands, to slip quietly into the shadows. It is, rather, the perfect, opportune moment for them to step forward to proclaim their value, capitalize on their achievements, and claim their just reward. —|

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The mission of IHRSA is to grow, protect, and promote the industry, and to provide its members with benefits that will help them be more successful.

Publishing Editor-In-Chief: Craig R. Waters Publisher: Jay M. Ablondi Managing Editor: Rebecca K. Maverick Editor: Jennifer H. McInerney Associate Editor: Patricia Glynn Editorial Intern: Mia Coen Contributing Editors: Dawn Allcot, Patricia Amend, Phoebe Anderson, Jon Feld, Julie M. King, Catherine Larner, Lesley Mahoney, Jean Suffin, Stephen Wallenfels, Kristen A. Walsh Advertising, www.cbimediakit.com Vice President of Advertising & Membership Sales: Michele Eynon Senior Account Manager: Jessica Gutstein Advertising & Associate Membership Manager: Christine Paterson Advertising Sales Executive: Donna Garrity Business Development Publications: Will Finn Publications & Associate Coordinator: Meghan Burnham Art Direction, Design, Production: HM Studios, Boston, MA INTERNATIONAL HEALTH, RACQUET & SPORTSCLUB ASSOCIATION President & CEO: Joe Moore Chief Operating Officer: Anita Lawlor Executive Vice President of Public Policy: Helen Durkin Executive Vice President of Global Products: Jay Ablondi Club Business International Editorial & Advertising Offices: c/o IHRSA Seaport Center 70 Fargo Street, Boston, MA 02210 USA 800-228-4772 USA & Canada 617-951-0055 | 617-951-0056 FAX E-mail: cbi@ihrsa.org www.ihrsa.org To order reprints of articles, call 800-228-4772 ext. 192 or visit www.ihrsa.org/cbi

®

Club Business International (ISSN 1043-9692, USPS 766-570) is published monthly ©2009 by the International Health, Racquet & Sportsclub Association, Seaport Center 70 Fargo Street, Boston, MA 02210. All rights reserved. Periodicals postage paid at Boston, Massachusetts, and additional mailing offices. Canadian Sales Agreement #40767601.

Subscription rate for members is $48 per year, which is included in the dues. Additional subscriptions $24.95 per year (USA) and $75 (International).

POSTMASTER: Please send change of address to Club Business International, c/o IHRSA, Seaport Center 70 Fargo Street, Boston, Massachusetts 02210 Volume 29, Issue 11

FREEDOM TO MOVE.

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Designed to reflect human body mechanics, HumanSport™ is so simple, so intuitive and so natural, it feels as if it were custom built for each and every user. 6 dual-function, cable-based machines act as 12 workout stations by utilizing dual weight stacks to provide a wide range of total body training options. Combined with our staff education and marketing support programs, no other functional training system provides your business with more opportunities

to drive member programs. And it does it all with twice the function, in half the space and at a fraction of the price of the competition. For more information, contact Star Trac at 800-228-6635 or visit www.startrac.com.

For the U.K. call 44 (0) 1494 688260.

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© 2009 Star Trac. All rights reserved. Star Trac and the Star Trac logo are registered trademarks of Unisen, Inc. Expect Different and HumanSport are trademarks of Unisen, Inc.

Club Business International

Contents | November 09

Konami Sports & Life is upbeat about its future prospects

David “Patch” Patchell-Evans personifies the GoodLife

34

28 Features 28 Canadian Charisma

34 Konami Sports & Life

David “Patch” Patchell-Evans, who founded GoodLife Fitness in 1979, enjoys the singular distinction of owning not only Canada’s largest chain, but also the largest chain owned by a single individual in the world. He was recently elected chairperson of IHRSA’s board of directors, a leadership platform from which he’d like to “unite the world through fitness.”

Cover: ©National Post/Geoff Robins

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Japan’s largest club chain has risen to the challenges presented by global economic woes.

39 Design International Fasten your seatbelts: CBI takes you on a tour of three stunning clubs, in Brazil, Dubai, and China!

49 Nutrition Attraction Clubs are shaking up their café offerings and reaping healthy profits with smoothies, nutraceuticals, and supplements.

It’s like adding cardio to your health club. Compete

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from Fiserv is the most comprehensive club management

software in the health and fitness industry. Yet it’s totally attuned to your club and to each member, helping clubs of all sizes grow and retain membership while maximizing revenue and minimizing day-to-day costs. For a total approach to growth, Fiserv also offers EFT processing and outsourced billing. With Fiserv, you have the unrivaled power to perform.

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Busines s In t elligence & Op t imiza t ion

Club Business International

Contents | November 09

81

Sportium is ‘in the swim’ in Mexico

The Nicros-SegWall climbing option

NASDAQ acclaims Fiserv ‘publicly’

93

18

Departments

News & Know How

IHRSA Report

85 First Set

15 News

The health and fitness club industry is “Connecting for Change,” explains IHRSA Chairperson David “Patch” Patchell-Evans

The latest: aftermath of the attack at LA Fitness; a visionary fades to black; expansion efforts in Mexico, Brazil, and Chile; Bally’s bankruptcy recovery; and CBI’s Eye on the Economy

86 In Brief

In the new administration, the fitness industry has gained some influential friends

23 On the Move

Companhia Athletica scores in São Paulo; movers and shakers at Power Plate and Crew Health and Fitness; giving—and receiving!—12 Days of Fitness; World Gym’s world-record results; Greenwood adds XRKade; Briar Club branches out

89 International 91 Member News

Checking in with Advance Health Solutions, American Council on Exercise, First Financial, PTA Global, Matrix Fitness Systems, and more

26 IHRSA 2010

The IHRSA convention offers an education for the mind and the body.

95 Calendar

Reps

4 Editor’s Welcome 10 Ihrsa.org 12 Letters

Innovations

96 Marketplace

57 What’s New

99 Ad Index

Updates and developments from Airex, Big Ass Fans, Fiserv, Body Connection, Polar Electro, and more

100 Last Rep

In times like these, it’s important to focus on the basics, observes IHRSA President and CEO Joe Moore

61 F.I.T. Extra

Climbing in any form—whether it’s on stepping machines or climbing walls— takes functional fitness to new heights

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ihrsa.org

A preview of what’s new this month on www.ihrsa.org

Enroll Now in ‘I Lost It at the Club!’ > www.ihrsa.org/ilostitattheclub It’s time to enroll in IHRSA’s 6th annual “I Lost It at the Club!” program, which will run from January 11 through March 5, 2010. Offered exclusively to IHRSA member clubs free of charge, this eight-week motivational weight-loss program focuses on goal-setting, diversifying your members’ workout routines, and attracting new people into your facility after the holiday season.

IHRSA will provide participating clubs with all the tools needed to run a successful program, and will award prizes to those that show the most involvement, team spirit, and overall weight loss per participant. —| Log on to www.ihrsa.org/ilostitattheclub to sign up today!

Public Policy Council Celebrates 10th Anniversary

IHRSA’s Professional Development and Management Series

Engaging New Members in the Club Engaging New Members in the Club reviews the importance of a member’s first days, weeks, and months in the health/fitness club as a predictor and influencer of retention. The DVD details several basic steps that every club can take to get their members actively engaged during the initial stages of their new membership experience. The DVD also includes benchmarks from clubs that have made a concerted effort to focus on an active member engagement process during a member’s initial membership period.

• The orientation process • Adopting an integrated approach • Creating community • Tips from Telos

• Successfully engaging new and existing members • Accepting the exercise challenge • First steps

Brent Darden is co-owner and general manager of the luxurious TELOS Fitness Center in Dallas, Texas. TELOS has been recognized by Fitness Management Magazine with three Nova 7 awards and is a finalist for the 2006 American Business Ethics award. Darden has provided consulting services within the health, fitness, and spa industry for over fifteen years and has extensive experience related to concept, management, and design of fitness centers and day spas. Formerly, Darden served as vice president of Cooper Aerobic Enterprises and, during his tenure, was recognized by IHRSA as General Manager of the Year.

Founded in 1981, The International Health, Racquet & Sportsclub Association (IHRSA) is a not-for-profit trade association representing health and fitness facilities, gyms, spas, sports clubs, and suppliers worldwide. The association’s membership includes over 9,750 clubs in 75 countries, along with over 740 industry suppliers. Its mission is to grow, protect, and promote the health and fitness industry, and to provide its members with benefits that will help them be more successful. IHRSA and its members are dedicated to making the world healthier through regular exercise and fitness promotion. Information about IHRSA can be found at www.ihrsa.org and www.healthclubs.com.

P.O. Box 1828 • Monterey, CA 93942 www.healthylearning.com

Running time: Approximately 59 minutes Region code: Universal © 2010

8

27008 96879

4

Visit www.ihrsa.org/council to learn more, to see a list of current members, and to make a pledge.

$69.95

IHRSA’s Professional Development and Management Series

Creating and Sustaining a Member Service Culture Engaging New Members in the Club

The Public Policy Council (formerly known as the Industry Leadership Council or ILC) was established 10 years ago by concerned health club operators. topics financial covered: The goal was to ensure that our industry would haveAmong the resources necessary to defend itself against dangerous government regulations and taxes, while strengthening our position on health-promotion legislation.

The entire industry owes a debt of gratitude to the members of the Council, who have collectively contributed millions of dollars to the Industry’s Defense Fund over the past 10 years.

IHRSA is now enrolling contributors for the Public Policy Council class of FY ’10.

Contributing is perhaps the most important thing you can do for the industry—and therefore your business. Every dollar you donate will be used to fight battles that are critical to the club industry, and will be invested in the most economical and optimal way. —|

Darden

> www.ihrsa.org/council

Herb Lipsman

New DVD: Creating & Sustaining a Member Service Culture > www.ihrsastore.com

Strategic Marketing: Maximizing Your ROI > www.ihrsa.org/webinars Want to increase the return on your investment? Then plan on logging on to this month’s IHRSA Webinar, “Strategic Marketing: Maximizing Your ROI,” which will be presented on November 12, 2-3 p.m. Industry veteran Derek Barton, the president and CEO of Barton Productions, will teach you: how to position your club for success; key strategies for attracting and retaining members; how the right branding, advertising, and customer service can make a real difference; how to differentiate your club from the competition; and how to market your club more effectively. This important webinar is sponsored by Parisi Speed School (www.parisischool.com). —| To register, log on to www.ihrsa.org/webinars.

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IHRSA’s latest DVD, Creating & Sustaining a Member Service Culture, explains what “Member Service Culture” really means and why it’s so important. Find out why member retention is so vital to your club’s profitability.

Understand the worth of one membership to your club and why it costs far more to acquire a new member than to retain an existing one.

Have your employees watch this DVD to start a valuable discussion in your club. —| Log on to www.ihrsastore.com to order this DVD ($59.95 members; $69.95 non-members).

| Letters | Investment in Future Even in this difficult economy, I believe that clubs need to continue to invest in upgrading their facilities and purchasing new fitness equipment.

Now, more than ever, is the time to reestablish the value of our product and provide an amazing member experience. The investment does not have to be in the tens of thousands of dollars; it can be, for example, an investment in staff training to improve employees’ service and problem-solving skills. Anything that influences the members’ perception and satisfaction will, in turn, have an impact on the club. It’s up to us, as leaders, to ensure that the impact is a positive one. —| Anastasia Taylor | Regional Vice President | Spectrum Athletic Clubs | Los Angeles, CA

Soaring Partnership > My sincere thanks for selecting me to appear on the cover of September CBI (see “CBI Interview,” pg. 31). It’s an extraordinary honor. I’m also very pleased and appreciative of the mutual respect that IHRSA and Fitness Brasil have built up over these 10 years of partnership. I look forward to perpetuating our commitment to defending the cause of health and wellness through worldwide market development. —| Waldyr Soares | Founder, President | Fitness Brasil | São Paulo, Brasil

Tech-Savvier > I’d like to see IHRSA address more topics on business-building through technology, including products and vendors that focus on the business aspect. I think many tech companies in our industry get caught up in trying to offer neat features that may help in running operations, but don’t necessarily add value to the business. As leaders of IT in our industry, we need to push to have that focus changed, or at least acknowledged, by our vendors. —| Bryan Simms | IT Director | Maryland Athletic Club | Timonium, MD

Golden Support > The franchisee members of our Gold’s Gym Northeast Alliance Group—which comprises the Gold’s Gyms in New York, New Jersey, and Pennsylvania—appreciate all of the work that IHRSA is doing on our behalf and for the entire industry. It’s our pleasure

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to be able to contribute to and support the efforts of the Public Policy Council (formerly Industry Leadership Council) and the Industry Defense Fund. Thank you! —| Mike Epstein | President | Gold’s Gym Northeast Alliance Group | Owner | Gold’s Gym of Paramus | Paramus, NJ

IHRSA ROI > In my role as director of Sun City Fitness Centers, I rely on the IHRSA support staff on a frequent and regular basis. Melissa Rodriquez, in the IHRSA Research department, helps me all the time with my questions, and she is extremely knowledgeable! Of all the money I spend during the course of business, the money I spend with IHRSA produces the greatest rewards. —| Cherie Bronsky | Director | Sun City Fitness Centers | Bluffton, SC

Conventional Wisdom > I’ve attended every IHRSA International Convention and Trade Show since 1993. I’ve been to all but one of IHRSA’s European Congresses; I missed the one in Berlin, and I still regret that. These Ihrsa meetings are well organized events with the perfect mix of business and pleasure. There’s always plenty of time to get together with colleagues and friends to talk about best practices and the ins and outs of the fitness industry during a full program of interesting guest speakers.

I highly recommend attending. —| Henry Dekker | Owner | Fit Fun Health & Racketclub | Emmeloord, Netherlands

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With more to offer than any other club management software, Twin Oaks’ integrated software package does it ALL. Our 98% client retention rate proves we make our customers happy. As one of the few providers in our industry certiďŹ ed as PCI-DSS compliant, we’re committed to quality, integrity and synergy.

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News & Know How News 15 | On the Move 23

Would-be contestants for The Biggest Loser Asia, the newest addition to the reality TV show’s global franchise, eagerly await auditions at Fitness First The Curve in Petaling Jaya, Malaysia. Fitness First Asia, a division of the U.K.-based club chain, is one of the sponsors of the Asian edition. The Biggest Loser currently airs in more than 90 countries. —|

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| News & Know How | News Michael Henninger/Post-Gazette/Newscom.com

Members mourn outside scene of fatal shooting

Members Return to Site of Fatal Shootings Industry mourns plight of victims of attack at LA Fitness

A

n LA Fitness facility in Bridgeville, Pennsylvania, the scene of a deadly rampage in early August, has reopened to the public after being closed for less than three weeks. On August 4, George Sodini, 48, a member of the club who obsessed about his difficulty forming relationships with women, entered the facility, and, targeting participants in a high-impact aerobics class, opened fire, killing three and wounding nine others.

Sodini subsequently turned the gun on himself and committed suicide.

The victims killed were identified as Jody Billingsley, 37; Elizabeth Gannon, 49; and Heidi Overmier, 46.

The mass shooting, the first in the health and fitness club industry’s history, received exhaustive international press

coverage, and prompted a flurry of expressions of support, as well as heated discussions about club security procedures.

“Our very deepest sympathy goes out to the families and friends of those whose lives were lost in the shootings,” responded Joe Moore, IHRSA’s president and CEO. “We pray for the full recovery of those who were wounded.

And our thoughts and prayers remain with all who had to witness, and have been affected by, this cruel and senseless act of violence.”

Other fitness-related organizations that offered words of concern and sympathy included Snap Fitness, Planet Fitness, Anytime Fitness, Bally Total Fitness, Life Time Fitness, Inc. (NYSE: LTM), 24 Hour Fitness Worldwide, Inc., and the YMCA of the USA. —|

GGI’s Visionary of the Year Dies Award-winner Eddie Dail, 44, stricken suddenly > CBI mourns the sudden passing of Eddie Dail, 44, an award-winning Gold’s Gym franchisee with 12 facilities in Virginia and Wisconsin. Dail, who had received both the Visionary and Bravo Awards during the Gold’s Gym International, Inc. (GGI), convention held in August in Las Vegas, died on September 7, while returning to his home in Culpepper, Virginia, from a business trip.

Dail, who had suffered two heart attacks earlier in the decade, was stricken while sleeping at a hotel near Dulles International Airport in Washington, D.C. A graduate of Virginia Tech, in Blacksburg, Dail opened his first Gold’s Gym in Charlottesville, Virginia, 19 years ago.

Dail is survived by his wife, Rebecca, a son, Dylan, 3, and a daughter, Ashley, 17. —|

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| News & Know How | News

Sportium Still Expanding in Mexico

O2 Club Arrives in San-Hattan > The O2 Balance & Wellness Club company has opened its third unit in the upscale heart of Santiago de Chile, in a section of the city known as “San-Hattan”—i.e., the Manhattan of the country’s capital. “It’s the downtown area, where the main and best offices are located,” explains Alfredo De Goyeneche, O2’s executive director.

The new 21,500-square-foot facility is situated in a building named Isidora 3000, next to W, the newest Starwood hotel in town. The cost of the development wasn’t disclosed, but, says De Goyeneche, “The investment was high enough to produce a property equal to the standards of the Isidora building and the W hotel, whose guests are already enjoying the services of our club.”

Sportium is ‘in the swim’ with expansion

S

portium, a Mexican health club company, continues to expand, optimistic about its prospects, the recession notwithstanding. It recently purchased Get Fit, a fitness center in Santa Fe, one of Mexico City’s major business districts, and plans to rename it Sportium Gym. It also announced that it will open a new unit in a shopping center in Arboledas, a residential area on the city’s outskirts, in January.

The two developments will give the chain a total of five facilities in Mexico’s capital.

The new 20,000-square-foot Sportium Gym has a strength area, group-cycling and -fitness rooms, steam, sauna, and a boxing ring.

“We call it a Gym because it’s much smaller than our other units,” explains Enrique Vera del Castillo, the company’s managing director.

By contrast, the new Arboledas facility is 64,000 square feet in size and cost $3 million to build and outfit. It boasts, among its many amenities, strength and cardio areas, group-cycling and -fitness rooms, climbing walls, indoor soccer, and squash and paddle tennis courts.

Sportium currently has 370 employees, 17,500 members, and projected sales, this year, of $10 million. —|

Editor’s note: All of the news items on this page were provided

by Mercado Fitness, www.mercadofitness.com

O2’s ‘San-Hattan’ sizzle

The club offers clients Technogymequipped strength and cardio rooms; yoga, Pilates, and group-fitness rooms; and a spa with steam, sauna, a relaxation room, and massage services.

The O2 Balance & Wellness Club, founded four years ago by Marcela Zegers, now has three sites in Santiago de Chile, more than 200 employees, and a goal of soon reaching 5,000 members. —|

Monday Serves Up its Sixth in São Paulo > Monday, a Brazilian club chain, has opened its sixth facility in São Paulo. The new 15,000-square-foot unit is located in the center of the city’s business district, and can accommodate 1,500 members.

The company, founded six years ago, currently has 6,000 active members. Its other São Paulo sites are at Mooca, Plaza Sul, Aclimação, Vila Mariana, and in the e-Tower Building.

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“Monday offers comfortable facilities, the latest equipment, and fitness professionals who are committed to customer satisfaction,” explains Humberto Barreira, the president of the company. He says Monday intends to open at least one new unit per year in both São Paulo and in other areas of Brazil. —|

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| News & Know How | News

Bally Buoyant About Its Prospects

B

ally Total Fitness Corp. (BTF), the major Chicago-based club chain that has, in recent years, faced a series of financial challenges, has emerged from Chapter 11 bankruptcy protection for the second time in as many years. The court-approved move reduces the company’s debt from $800 million to $85 million, with leading investors converting their bank debt into equity in the chain; JPMorgan Chase & Co. was expected to wind up with 50.5% of the stock of the reorganized company, and Anchorage Advisors LLC, a hedge fund, with 33.7%.

The arrangement also provides BTF with access to revolving and term loans. As a result, the company will be able to keep 85% of its 270 clubs open and retain 13,000 employees.

“The unparalleled financial flexibility we have after emerging from bankruptcy will allow us to make investments necessary to build Bally into the preeminent fitness chain in the country,” observes CEO Michael Sheehan. —|

Vivafit founders Pedro and Constance Ruiz, at left

> CORRECTION: An item in the “On the Move” section of the September issue of CBI (see pgs.

27, 28) inadvertently misspelled the name of one of Portugal’s leading club chains: it is, of course, Vivafit. The firm recently opened its 100th facility, in Lisbon, Spain. CBI apologizes for the error. —|

| CBI’s Eye On The Economy |

Long Hot Summer: Club Dues Droop, Nondues Prices Climb In August, according to the Bureau of Labor Statistics, the price of club dues fell for the sixth consecutive month, winding up 0.72% lower than it had been one year earlier. Conversely, however, the price of nondues club services increased by 2.58% over the same period. Both continue to perform better than the price of “all items,” indicating that consumers still place a

premium on health-and-fitness-related purchases. In July, consumers’ disposable income rose slightly, but, at the same time, there was a marginal drop in their actual spending. The trick, for club operators, seems to lie in cutting costs prudently; managing price increases wisely; and creating new products that will appeal to cautious consumers. —|

Consumer Prices & National Economic Trends (% change same month previous year, unless otherwise noted)

10%

8%

6%

Club Dues (NSA)

Unemployment Rate (SA;%)

Fees for Lessons (NSA)

Real Total Disposable Personal Income (SA)

All items (NSA)

Total Real Personal Consumption (SA)

4%

2%

0%

8/08

9/08

10/08

11/08

12/08

1/09

2/09

3/09 4/09

-2%

5/09

Note: NSA: Not Seasonally Adjusted; SA: Seasonally Adjusted For more detailed monthly information and additional producer price indexes (PPI), please visit www.ihrsa.org/research.

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6/09

7/09

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Our Zumba classes are so popular that they are outgrowing our group exercise rooms!

In fact, we are looking to move the classes to our basketball court. Why should I have classes for 60 people when I can accommodate 100?

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| News & Know How | On The Move Club Openings

Companhia Athletica Scores Points in São Paulo Companhia Athletica, a leading Brazilian chain long known for its innovative flair, will soon enjoy the distinction of being the first club company in the world to operate a public fitness facility inside a soccer stadium. Early next year, the company will unveil its 15th property, a 16,000-square-foot, $3-million club, inside the Cicero Pompeu de Toledo Stadium, the home of the São Paulo Futebol Club (SPFC).

The unique venue is equipped with a full complement of state-of-the-art exercise equipment and enjoys a stunning view of the stadium’s field and track. The stadium’s athleticism course, which circles the field and includes the track, will also be available to club members for open-air running and strength-training workouts. Membership in the club will be limited.

During soccer games and shows, the club space will be transformed into a VIP box, and 900 of the seats will be made available to Companhia Athletica members.

“We’ve always been pioneers in our sector in Brazil, by, for instance, opening clubs in shopping malls,” notes Richard Bilton, the president of the chain. “The decision to invest in this project is further proof that innovation is part of Companhia Athletica’s DNA… With respect to adding value to the brand, this is a winning strategy.” —|

Fitness aerie at Cicero Pompeu de Toledo Stadium

Striking entry to new Companhia Athletica club

Public Service

Movers and Shakers

The Ultimate Gift: 12 Days of Fitness

Mark de Gorter Power Plate Prez

Jerry Sparks New Crew Programs

> Mark de Gorter, a longtime fitness industry veteran and senior marketing executive, has been appointed the president of Power Plate North America (PPNA), a leading provider of Acceleration Training fitness equipment, based in Irvine, California. De Gorter’s professional background includes senior management positions with, among others, J. Walter Thompson/USA; Bally Total Fitness; LA Gear; MET-Rx USA; and Velocity Sports Performance. —|

> Jerry Sparks, an industry pro with more than 25 years’ experience, has been named the executive director of Crew Health and Fitness, a state-ofthe-art fitness and wellness facility in Houston. In this capacity, he’ll develop new programs and services for the club.

Sparks has also served as a club consultant; owner of a wellness center; and program designer for, among others, NASA, Amoco, Exxon/Mobil, and the YMCA. —|

This holiday season, a new initiative is being launched to help find a cure for amyotrophic lateral sclerosis (ALS), also known as Lou Gehrig’s Disease, and it’s sweeping clubs around the world.

The 12 Days of Fitness is a special community-outreach program that offers 12 consecutive days of fitness to each person who donates $20 to their local participating club during November and December. All proceeds support Augie’s Quest, an aggressive fundraising effort to cure ALS that was developed by Augie Nieto, the founder of Life Fitness, who was diagnosed with the disease four years ago at the age of 48.

The Clubs for the Cure Team, created in 2006 by Patricia A. Laus, the CEO of The Atlantic Club in Red Bank and Manasquan, New Jersey, was granted the exclusive right to promote this first-ever initiative.

Among the clubs already enrolled in the 12 Days of Fitness are Life Time Fitness, Bally Total Fitness, XSport Fitness, and Family Lifestyle Fitness. “Augie Nieto has played a major role in the development and growth of the fitness industry, which, in turn, has contributed to the health of millions of people around the world,” observes Joe Moore, the president and CEO of IHRSA. “With equal passion and perseverance, he’s leading the quest to find a cure for ALS and wipe out a disease that’s claimed far too many lives. I’m asking clubs across the globe to join the quest, Augie’s Quest, and participate in the 12 Days of Fitness Program this holiday season.” www.ihrsa.org

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| News & Know How | On The Move

“The 12 Days of Fitness is about the industry opening its doors to the community to have more people exercise more often for a great cause,” adds Kevin McHugh, the chief operating officer of The Atlantic Club.

Operators who are interested in enrolling their clubs in the 12 Days of Fitness initiative are invited to visit www.clubsforthecure.com for additional information. This site includes sample newspaper ads, direct mail cards, e-mail blast content, press releases, and a program overview, as well as a special in-club 12 Days of Fitness program created by industry consultant Sandy Coffman. —|

Promotions

Expansion

At Greenwood, Members are Game Greenwood Athletic and Tennis Club in Greenwood Village, Colorado, is increasing its offerings to kids of all ages with the addition of XRKade. This 2,100-square-foot exergaming arcade inside the 90,000-square-foot club offers the latest technologically exciting gaming and exercise equipment options, including Dance Dance Revolution, snowboarding, boxing, rock climbing, and riding the Tour de France on Expresso bikes. Julie Phillips, the club’s youth programs and XRKade coordinator, sees this addition as an ideal opportunity to get kids engaged in fitness activities. “We will offer special programs, camps, and birthday parties in XRKade.

Parties for boys will be called X-MEN, parties for girls will be called G-FORCE, and ones for adults might include XR-tinis!” —|

Briar Club Grows in Texas

From left, World Gym model, COO Michael Sanciprian, CEO John Caraccio, prizewinner Jenny Cheng

World Fitness Day Yields Record Results World Gym Taiwan, which, with 11 locations, is one of the major club brands in Taiwan, recently conducted the most successful marketing campaign in its history. The program, dubbed World Fitness Day, took place during the months of July and August, and allowed members of the public to make use of the clubs for free; by doing so, they also qualified for a drawing to win a new Nissan Livina SUV, worth more than $30,000.

“We wanted to motivate people to get off their couch, come experience a healthy new lifestyle at World Gym, and have a chance to win a car,” explains Michael Sanciprian, the COO of the chain.

The promotion exceeded everyone’s expectations. More than 15,000 people participated in World Fitness Day, and, of that number, some 4,000 (27%) decided to become members. “In my 20 years of experience, this was, by far, the most effective campaign I’ve ever been a part of,” reports Sanciprian.

The climax of all the goings-on was the grand drawing for the SUV, with one person from each club eligible. The lucky winner was Jenny Cheng, a member of one of World Gym’s Taipei facilities. “I’m so happy!” she exclaimed. “I want to thank World Gym for holding this event, and I want to thank my trainer for all her encouragement.” —|

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XRKade kid-motion at the Briar Club

Four years ago, the Briar Club in Houston, Texas, completed construction of the 18,000-square-foot fitness center that now dominates the private, member-owned country club. In 2008, the annual IHRSA International Convention and Trade Show inspired Richard Lareau, COO, and Rich Andrae, the club’s wellness/recreation director, to create additional space to address their members’ wellness needs. The resulting 4,500-square-foot expansion provides room for group exercise, yoga, Pilates, goal-specific training programs, group personal training, and the XRKade, a special exergaming unit for children and adults. “This expansion allows us to appeal to a broader range of members and to continue to be a leader in wellness offerings to members and their families,” says Andrae. —|

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29th Annual IHRSA International Convention & Trade Show March 10-13, 2010 | San Diego, California USA San Diego Convention Center

Education for the Mind . . . and the Body!

Bring your thinking cap, and your best workout gear to San Diego, because at IHRSA 2010, you’re going to need them both!

In addition to our stellar line up of keynote and feature presenters, and of course the mammoth IHRSA Trade Show, we have dozens of educational sessions, workshops, seminars, and exercise classes scheduled for you!

Take a look at the educational topic areas…there is something for everyone in your club. And the energizing lineup of exercise classes won’t just move you. They will motivate you to reach new heights of programming in your facility!

Register Today for IHRSA 2010!

Best rates through November 15. Ask about group discounts. Visit ihrsa.org/convention or call 800-228-4772 (US/Canada), +1 617-951-0055 (International)

International Health, Racquet & Sportsclub Association

Exercise Classes THURSDAY, MARCH 11

Educational Topic Areas HR

F-PT

Human Resources Recruitment, Interviewing & Hiring | Performance Motivation | Staff Retention | Employee Training & Development | Human Resource Issues | Certification Fitness & Personal Training Personal Training Sales & Management | Group Exercise Management | Enhancing Profits | Motivational Techniques

I-O

Innovations & Opportunities Technology | Emerging Market Segments

L-L

Legal & Legislative Avoiding Litigation | Exercise Safety | Employment Laws | Consumer Protection Issues | Legal Updates | Legislative Updates

M-O

M

MG-R

P

R

SS

HP-W

Management & Operations Strategic Planning | Financing | Revenue Growth | Facility Development & Expansion | Competition Strategies | Employee Management | Leadership | Going “Green” Marketing Marketing Strategies | Utilizing the Internet | Branding | Attracting Inactives | Promoting Benefits of Exercise | Public Relations Membership Growth & Retention Sales Strategies | Retention Strategies | Member Service | New Member Integration Programming Youth | Weight Management | Group Exercise | Spa Management | Racquet Sports | Seniors | Special Populations | Women’s Wellness Research Global | Consumer | Statistical Review | Industry Growth Analysis Supplier Seminars Associate Products & Services | Exercise Programming | Business Operations | Management Tools Health Promotion & Wellness Exercise as Medicine | Developing Alliances | Worksite Health Programs

6:30am - 7:25am STOTT PILATES® Total Body Toning Sponsored by STOTT PILATES® Presented by PJ O'Clair, STOTT PILATES® Master Instructor Trainer 6:30am - 7:25am Gravity® Early Morning Workout Sponsored by GRAVITY® by efi Sports Medicine® Presented by Rob Glick and the GRAVITY® Team 7:35am - 8:30am LES MILLS® SAMPLER CLASS: BODYATTACK®, BODYCOMBAT® and BODYVIVE® Sponsored by Les Mills International Ltd. BODYATTACK® presented by LES MILLS® Trainers Brent McLemore and Amanda Scales, BODYCOMBAT® presented by LES MILLS® Trainers Sheldon McBee and Peg Cleland, and BODYVIVE® presented by LES MILLS® Trainer Matty Perkins

FRIDAY, MARCH 12 6:30am - 7:25am STOTT PILATES® Mini Stability Ball™ Workout Sponsored by STOTT PILATES® Presented by John Garey, STOTT PILATES® Master Instructor Trainer 6:30am - 7:25am LES MILLS BODYPUMP® Sponsored by Les Mills International Ltd. BODYPUMP® presented by LES MILLS® Trainers Sheldon McBee and Peg Cleland 7:35am - 8:30am Amy Cotta's RowFit™ – Cross Training with an Attitude Sponsored by Concept2 CTS Presented by Amy Cotta, NSCA CPT, Owner and Trainer of RowFit™ 7:35am - 8:30am Balanced Body University® Presents the Rockin' Pilates Arc™ Sponsored by Balanced Body® Pilates Presented by Nora St. John and Portia Page, Balanced Body University® Faculty Members 7:35am - 8:30am A SPRI Workout = Results!

Sponsored by SPRI Products, Inc. Presented by Two Elite SPRI Team Members

SATURDAY, MARCH 13 7:30am - 8:30am LES MILLS BODYFLOW® Sponsored by Les Mills International Ltd. Presented by Jackie Mills, Head Creative Director of Les Mills International and Program Director for BODYFLOW®

Seaport Center, 70 Fargo Street, Boston, Massachusetts 02210 USA

GoodLife Fitness’ David “Patch” Patchell-Evans

| CBI Interview |

David ‘Patch’ Patchell-Evans

The chairperson of IHRSA’s board of directors wants to unite the world through fitness so everyone can enjoy a GoodLife

Highlights

By Patricia Amend

» Goals for IHRSA

CBI: First, congratulations on your election as the chairperson of IHRSA’s board of directors. What about serving in this demanding capacity appealed to you?

» Recession review » GoodLife’s growth » Autism initiative

David “Patch” Patchell-Evans: For me, it represented a chance to demonstrate some leadership and to give something back to the industry. I learned many of the things that I needed to know to make my company grow from IHRSA. I also learned from the association’s attitude—that of sharing—and from its educational process, and I still do. There’s always more to learn.

CBI: What, in your opinion, is the greatest opportunity that IHRSA currently enjoys?

DP: I’m excited by the opportunity that IHRSA has to encourage people who are new to the industry to focus on education. They have to figure out what they need to learn, and learn it quickly. If they don’t, it’s going to limit their potential for growth. The same holds true for industry veterans, such as myself. We have to keep in touch with what’s new to remain at the top of our game. As far as I’m concerned, we can, conceivably, learn just as much from a 25-year-old who’s been on the fitness floor for five years, as we can from another owner who operates 50 clubs.

CBI: The position of IHRSA chairperson is an important and rather powerful one. What would you like to accomplish in the role?

DP: Well, it might seem rather grandiose, but what I’d really like to do is unite the world through fitness. For a moment, just think of fitness, if you would, as the biggest sport in the world. If that’s a reasonable premise, then IHRSA is perfectly positioned to serve as the leader, and to break down barriers—in the same way the Olympic Games have united the world through competitive sports.

One of my other, more pragmatic goals is to significantly increase the association’s membership base. I’d like to see much greater representation from even more countries. Every IHRSA member needs to be spreading the word about the association’s value, needs to be inviting at least one nonmember to an IHRSA event. When we assist one another, we also, at the same time, help make IHRSA stronger and more successful. Beyond that, I want to make the convention and trade show stronger and better, and intend to use CBI and our other publications to remind members about the value of IHRSA’s many resources.

There are many fitness-industry-related associations, organizations, and groups in the world, and IHRSA should serve as the uniting force.

Jim Hockings

CBI: What do you think is the greatest challenge facing IHRSA today? >

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David “Patch” PatchellEvans is the CEO and owner of GoodLife Fitness, a Canadian club company with 275 facilities, some 8,000 employees, and more than 550,000 members. It’s the largest Canadian chain, as well as the largest chain owned by a single individual in the world. GoodLife has been honored as one of Canada’s 50 Best Managed Companies (2003-2008) and as the recipient of its Consumers Choice Award (2001-2009).

Patchell-Evans has been named Most Innovative CEO of the Year, Entrepreneur of the Year, International Entrepreneur of the Year, and received the Canadian Medical Association’s Medal of Honor. His second book, The Real Sexy, Smart and Strong: 30 Tips to Boost Confidence, Get Fit and Feel Great, Inside and Out, has just been published, with all proceeds benefiting the Kilee Patchell-Evans Autism Research Group, named for his daughter. Patchell-Evans currently serves as the chairperson of IHRSA’s board of directors. —| |

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| CBI Interview | DP: The opportunity that we enjoy is to create a common vision and, then, use every method at our disposal to realize it. We have to remain what we’ve always been—a community of people passionate about, and committed to, health and fitness. For instance, when I opened my first club in 1979, I refused to let people smoke—that seemed like a somewhat radical move at the time, but it was simply the right thing to do. I could have lost members, but my belief and my actions definitely helped to set me, and my business, apart. It was an example of the risks and rewards of leadership.

I can attest that it’s possible to make the world a better place, and also to make money, at the same time.

CBI: What’s your philosophy, your advice, for dealing with the current economic environment?

and how are other operators doing? Is there a possible upside to the economic downturn?

DP: The best way to deal with the recession is to take care of your employees and members and to focus on education. Read CBI avidly, attend industry conventions and trade shows, and make use of IHRSA’s many other educational resources. Stay on top of the statistics and new ideas, trends, and developments.

The only way to be successful in times like these is to be smarter than your competitors and to spend your money more wisely. And the only way to do that is to be smarter than

DP: Actually, 2009 has been our best year ever—everything is up 20% to 25%. Other operators have told me that business is okay, or complained that they can’t get credit, but, of course, there are some who are definitely hurting. There are some others, however, who are doing extremely well, but they’re not telling anybody—they don’t want to tip off their competitors.

Right now, the amount of money available for the development of new clubs is limited. Ironically, that gives existing operations something of a honeymoon! It’s harder for a competitor to open up a new club down the street.

So now’s the time for club owners to add some new equipment, freshen up the place with some paint, and give members a reason to go, “Wow!”

“Well, it might seem rather grandiose, but what I’d really like to do is unite the world through fitness… If that’s a reasonable premise, then IHRSA is perfectly positioned to serve as the leader.”

them; you have to know what works and what doesn’t work. How do you do that? You need to talk to people not just from your own community, or state, or, even, country, but from throughout the world. You have to discover what’s working, and not working, for them. Today, we live in a global marketplace, and the “next big thing” can come from anywhere.

The only venue that facilitates that sort of communication, those rewarding personal connections, is IHRSA’s Annual International Convention and Trade Show. The theme of next year’s meeting, IHRSA 2010, is “The Future Is You.” And it is! The whole point of going there is to get smarter—by listening to the best and learning from everyone.

CBI: How do you feel the recession has affected our industry?

DP: In a way, I think the recession has actually reinforced the public’s trust in, its belief in, the value of our product.

More and more people have come to realize that, given the increased uncertainty of life, one of the few things that they can still control is their own body.

As a result, most of the clubs that I’m familiar with are reporting higher usage—either because members have more time, or because they’re anxious to maintain that control.

I don’t regard the recession as a huge issue for clubs. Canada, typically, has had a higher unemployment rate than the U.S., and, in some areas, it’s now close to 20%. But, in these markets, the clubs that are doing the right things are doing very well. The good news is that people are still buying memberships and holding on to them. Eventually, when the economy turns around, they’ll buy more memberships.

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CBI: How has GoodLife Fitness been affected by the recession, |

www.ihrsa.org

CBI: Speaking about doing well…

In August, you acquired the 23 facilities of Nubody’s Fitness Centres, which brings GoodLife to 275 clubs. Why did Dean Hartman, the founder of Nubody’s, sell it to you, and what was it about his business that made you want to buy?

DP: Dean and I have very similar values. He opened his first club four years after I did. In the 26 years since then, he’s done unbelievably well in his market, which has a fairly small population. By virtue of having competed with him in the Atlantic provinces for the past few years, I knew he focused on employees and members in much the same way that we do. Dean had reached a point in his life where he wanted to make a change, so the acquisition made a great deal of sense for both of us.

Prior to the purchase, our members had access to eight clubs in Atlantic Canada, but, now, along with a ninth GoodLife club that we’re adding, they’ll have 32. And we’ll probably open another 15 facilities over the next three years.

| CBI Interview | CBI: GoodLife is one of the few club companies in the world that, the economy notwithstanding, is continuing to expand aggressively.

What does the future hold?

DP: Well, we’re at 275 clubs now, and are planning for another 200 lowprice clubs, as well as an additional 200-300 24-hour clubs. That will bring our total to 600-700 clubs—ones operating under our brand. We’ve already confirmed locations for many of these facilities.

a lot of lives. Anyone who wants to help out, by ordering a copy, can go to www.davidpatchellevans.com/book, which will direct them to Amazon. com or Barnes & Noble in the U.S., or to Chapters Indigo in Canada.

The proceeds from another book that I’m involved with, Karen Dubrofsky’s Cooking with Canada’s Best (www. cookingwithcanadasbest.com), is expected to raise $1 million for autism research.

aware of the potential that you actually have—not what someone else thinks— and how the benefits of fitness can help you achieve it. The possibilities, and the results, are based on the individual, not on norms or statistical averages. For example, I have arthritis, so I’ve chosen to focus on those muscles that I can make strong—not on those I can’t. The book’s takeaway is that you can become the “real sexy, smart, and strong” person that you’re capable of being.

CBI: Any final thoughts?

CBI: In addition to being a successful club owner, you’re also an established author, and have just published a new book: The Real Sexy, Smart and Strong: 30 Tips to Boost Confidence, Get Fit and Feel Great, Inside and Out. Tell us about it.

DP: People often place limitations on themselves. My book is about becoming

CBI: You’ve earmarked the profits from this book to the Kilee Patchell-Evans Autism Research Group, which is named for one of your two daughters. What are your hopes for it?

DP: I have three main passions right now. With GoodLife, I’d like to make it possible for all Canadians to become more fit, and some of my competitors will help me to achieve that goal. I’m also determined to find a cure for autism. And, with the help of IHRSA, I’d like to unite the world through fitness—that would be a wonderful thing, wouldn’t it? —|

DP: That’s right, all of the proceeds will be directed to autism research.

My goal? It’s to sell one million copies.

I’m hopeful that this book will change

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IHRSA cordially invites you to

Show Off! Your fa c

ility!

Your st af

f!

Your pr o

grams!

Announcing the IHRSA-CBI

We’re looking for photos that capture the “essence” of what your club is all about.

Top prize winners will be featured in the March 2010 issue of CBI, and their entries showcased at IHRSA’s 29th Annual International Convention and Trade Show, March 10-13, in San Diego.

ALL entries will be on view at IHRSA 2010 and on IHRSA’s Website, www.ihrsa.org.

DEADLINE FOR ENTRIES: December 22, 2009 For complete rules, contest details, and prize information, log on to www.ihrsa.org/photocontest

Konami Keeps On

Climbing!

Confronted by a challenging economy, this club company is working harder and smarter

Konami-style group exercise

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By Catherine Masterson McNeil

With 345 private and public facilities as of the end of last March, the Konami Sports & Life Co., Ltd., continues to be a dominant industry player: it is the largest club chain in Japan, and, in terms of its global standing, is the fifth largest in terms of number of clubs; fourth, in total revenues; and ninth, in number of members.

Despite its past successes and ongoing strength, Konami, like most companies and industries throughout the world, found last year a trying one, but it’s risen to the challenge, determined to protect and enhance its investment and improve its future returns.

The company’s game plan?

Konami tells CBI that, in part, it intends to establish clearly defined and tightly focused goals; capitalize on Japan’s growing concern about metabolic syndrome, a combination of medical conditions that can lead to lifestylerelated diseases; find new ways to add value to club memberships; and explore a variety of options that would allow it to make a greater contribution to society.

Its agenda is ambitious and robust, but that’s always been the case with Konami.

“

Mastering the metrics

Konami Sports & Life, the largest Japanese chain, remains a dominant industry player.

Audited figures aren’t yet available for the company’s 2009 fiscal year, which ended last March 31, but, in June, the Konami Corporation (KNM), the publicly-held parent of the health and fitness division, released a preliminary report that reflected an increase in consolidated net revenues, but a significant drop in consolidated operating income.

“In this climate, consolidated revenues, led by the digital entertainment segment, rose to a record high of ¥309.8 billion ($3.4 billion), crossing the ¥300 billion ($3.2 billion) mark for the first time in Konami’s history,” the report noted. The result represented a 4% year-to-year increase.

Konami’s digital entertainment unit accounted for 60.6% of the total, followed by health and fitness (29.1%), gaming and systems (5.9%), and “other” (4.4%).

Operating income for fiscal ’09 was ¥27.4 billion ($296.9 million), 19.1% less than in ’08. “Income was largely impacted by approximately ¥11.1 billion ($120 million) in business-structure-improvement expenses taken to build a more solid future business base in the health and fitness segment, which has been hard hit by the recession,” said the company.

Despite the difficulties, net revenue for the club division increased modestly, by 4%, reaching ¥90 million ($1 million) for the year.

The preliminary report pulls no punches in acknowledging the problematic nature of the current business environment, but is equally candid in conveying its confidence in the promise of the fitness sector. A visionary firm that clearly understands the upside in “making fitness fun,” Konami is better positioned than most to achieve that tantalizing objective. The Konami Group manufactures arcade cabinets, mobile contents, online games and video games, trading cards, and slot machines. There are many synergistic digital entertainment technologies in the fitness arena.

”

Chain seeks greater strength

Five-part strategy Konami has established five major goals as part of its growth strategy for its health and fitness business. They are: • Expand and improve facilities and add value to the club membership—In the case of sites that are directly managed by the company, the emphasis will be on increasing profitability by improving management efficiencies. Site selection for new clubs will be based on population density in high-traffic areas, such as large complexes.

• Strengthen product development and sales initiatives—In addition to operating health clubs, Konami also manufactures and sells commercial and home fitness equipment, health-related programs, and nutritional supplements.

• Expand and promote e-XAX, an IT-enabled health-management system—Konami has developed a proprietary system, called e-XAX, that’s designed to help club members and customers “see” their health status in the form of digital data. The > www.ihrsa.org

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Firm has shown endurance

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‘Making fitness fun’

Feature Headline goes here No Continued is Konami’s goal

“

Konami is introducing new products and services to counteract unhealthy lifestyles.

database system allows users to record and track information about their exercise program, what they eat, and their body measurements.

• Capitalize on mandatory checkups and health guidance— Given the growing awareness of the significant role that preventative approaches, such as regular exercise and a healthy diet, can play in reducing healthcare costs, Japan last year made health checkups mandatory for individuals aged 40 and above, along with their dependents, if they’re covered by health insurance. Konami intends to leverage this opportunity to expand its reach.

• Collaborate with educational institutions to increase professional expertise and develop new products—Konami has entered into partnerships with two universities, the Kagawa Nutrition University and Osaka Electro-Communication University. At Kagawa, the only university in Japan specializing in nutrition, it’s working with educators to develop instructors who can counsel clients about both nutrition and exercise.

At Osaka Electro, which specializes in clinical medicine and information science, the goal is to produce sports engineers and health instructors with an advanced level of health-science expertise. Last year, the school established a health and sports-science department, with a curriculum that focuses on sports science, health information, and health and exercise guidance.

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”

Increasing value All Konami Sports Club members paying monthly dues can use their membership cards to obtain discounts on approximately 6,000 services! Included in the endless possibilities are hotel accommodations in Japan and abroad; sports facilities; leisure facilities; English conversation schools; and providers of health-checkups, baby-sitting, and home nursing-care services. Konami also offers sports-and-leisure-related tours for adults, and extracurricular activities for children.

Community involvement Giving back to society has always been a part of the Konami Group’s DNA, and, now, it’s become an even more important focus. In its efforts to be a good corporate citizen, the company concentrates on three principal areas: preserving the environment; supporting sports; and sponsoring cultural activities. With respect to the environment, the company participates in Team Minus 6%, a national project to reach the Kyoto Protocol “green” targets set in 2005; it’s also switching to modes of transportation that produce fewer harmful emissions.

In terms of sports, Konami is an official partner of the Nippon Professional Baseball Commissioners Organization, the Japan Professional Football League, and the Japanese Olympic Committee. —|

Brazil!

Dubai!

China!

Spectacular Club Designs From All Over the World

By Jon Feld

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A beautiful club design can come in any one of a countless number of incarnations, and the three facilities presented in this portfolio span the entire spectrum. On view are the organic symmetry of Unique Family Fitness, in Brasilia, Brazil; the clean lines and luxurious materials of the Monarch Club, in Dubai, United Arab Emirates; and the sheer elegance of Newclub, in Shenzen, China. Regardless of their location, business model, or the amenities they offer, all three share one exceptional quality— each is the physical embodiment of the very best in contemporary club design. >

First impressions: Unique Family Fitness

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Brazil! Dubai! China!

Unique use of real and faux greenery

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What makes this project really stand out is how successfully we were able to integrate the interior and exterior spaces.

Soaring spaces free up fitness floor

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Interior and exterior elements merge

Unique Family Fitness Location: Brasilia, Brazil Size: Approximately 50,000 square feet Type of club: Multipurpose, with separate adults’ and children’s areas Owner: Diogo Salim Design/construction time: 13 months Designer: Patricia Totaro, Arquitetura de Resultados, Sao Pãolo, Brazil

True to its name, Unique Family Fitness is clearly divided into areas for adults and children, with separate entrances for each population. The adult component includes a half-size Olympic pool; cardiovascular and freeweight areas; and aerobics, yoga, and group-cycling rooms. The kids’ section features a pool; a sports court; a study/homework room; a themed recreational room, complete with a tree house; and two multipurpose classrooms, both of which can be opened to the adult area at night. There’s also a third “comfort” zone that contains dressing rooms and steam rooms. The club’s other amenities include a cafeteria, a www.ihrsa.org

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small retail space, and a solarium with a whirlpool.

Achieving the owner’s design objectives was no easy task.

Architect Patricia Totaro and her team had to work with a building that had originally been designed to function as a restaurant. “We were tasked not with working from the ground up, but, rather, with joining the old existing structure to a new one. That meant, in part, that we had to develop a roofline that appeared continuous,” she explains. “What makes this project really stand out is how successfully we were able to integrate the interior and exterior spaces. It truly looks like a complete, ‘whole’ structure.”

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Brazil! Dubai! China!

Poolside lounge overlooks Dubai’s skyline

Quantum club guests are greeted by name

Quantum Health Club Location: Dubai, United Arab Emirates Size: Approximately 30,000 square feet Type of club: Fitness/wellness Design/construction time: 9 months Owner: Refad Hotels and Resorts Designer: RMJM Architects, with offices in the Americas, Asia-Pacific, Europe, and the Middle East and Africa Located in The Monarch Dubai, one of the toniest hotels in one of the world’s most upscale cities, the Quantum Health Club was envisioned, all the way through the design and construction process, as a “regular” hotel health club, recalls General Manager Zoe Da Silva. Then someone had a better idea. “The concept changed after the construction was complete,” says Da Silva. “A market survey was conducted and, once the results had been studied, it was decided to create something different—a luxurious, high-end corporate health club that offered lifestyle programs and personalized service.”

As a result, Quantum, today, offers a few truly unique touches for the 75 people it’s able to accommodate at any given time. For example, all of its guests are greeted by name, and the staff keeps close track of all their personal preferences. The club is also one the few in the Middle East that incorporates a ladies-only gym, which allows local women to remove their traditional garments and work out in comfortable clothes in a private environment.

Quantum amenities light up at nighttime

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Facility finesses fitness and spa touches

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Something different—a luxurious, high-end corporate health club that offers lifestyle programs and personalized service.

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Brazil! Dubai! China!

Newclub Life Location: Shenzhen, China Size: 32,000 square feet Type of club: Multipurpose Design/construction time: 1 year Owner: Shenzhen Catic Workout World Co.

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“We wanted to design this club in such a way as to distinguish it from other traditional health clubs,” explains Loni Wang, the chairman of the Shenzhen Catic Workout World Co. “Specifically, we wanted to integrate the fitness element with the most tasteful spa and wellness components. Our goal was to have all of the areas—fitness, spa, the wellness studio, and the social garden—linked together seamlessly to provide members with comfort, complete convenience, and the freedom to choose the particular service that best suits their needs.”

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The objective of creating a highquality fitness, wellness, and social experience is clearly achieved by the design of the $1.5-million facility.

Newclub Life includes, among its many amenities, an aerobics studio with a high-end audio and lighting system, and a private yoga studio built on the water, which, Wang points out, “brings members closer to nature.” Among its other unique features are a spa area with a manmade, backlit stream running beneath it, and a 360-degree “sky garden,” which includes a social and leisure area. —|

Natural materials engage members’ senses

Exercise enlivened by wild outdoors

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Our goal was to have all of the areas—fitness, spa, the wellness studio, and the social garden—linked together seamlessly.

Artificial stars sparkle above club hallway

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Brazil! Dubai! China!

Beauty from Every Angle

IHRSA associate-member companies demonstrate that aesthetics always matter Everlast Sports Surfacing ECORE International, the manufacturer of Everlast Sports Surfacing with Nike Grind, announces the introduction of Everlast Performance, its premier laminated sportsflooring product. Everlast Performance boasts a proprietary, factory-bonded composition with a wear layer made from vibrant EPDM rubber and an underlayment that consists of nearly 100% recycled SBR rubber.

The combination of these resilient layers provides high performance and superior durability, at an attractive price, notes ECORE. The company recommends Everlast Performance installations for indoor jogging tracks, tennis courts, gymnasium surfaces, aerobic

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center floors, and other club areas. All components are manufactured in the U.S. “We’re excited about the opportunities this new lamination technology has opened up for us, and we’re proud to be a propelling force in terms of architectural and fitness product development,” reports Troy Kelley, the Everlast business unit manager for ECORE. “Everlast Performance, with its high recycled content and extreme durability, is a product that will distinguish fitness facilities as leaders in promoting both personal and environmental health.”

Contact: www.everlastsportssurfacing.com, 888-383-7655. See our ad on page 47 —|

Hollman, Inc.

Salsbury Industries

Hollman offers lockers constructed of solid, veneer, and plastic laminate that meet all of the standards set by the Architectural Woodwork Institute. The firm’s veneer doors are manufactured with the finest veneer, which yields a consistent grain pattern and prevents the formation of mineral deposits. All of the company’s products are designed and manufactured to facilitate easy installation and pain-free maintenance.

“Leading club operators, such as Equinox, LA Fitness, and the Spectrum Clubs, have turned to Hollman for superior craftsmanship and excellent service,” points out Sales Director Alex Hoang. “We have 300,000 square feet of manufacturing space that utilizes the latest green technology and includes a state-of-the-art UV finish line. Our patented Hollman Premium Door is designed to withstand extreme locker-room environments. We’ve also developed a revolutionary, keyless security lock, which, used in conjunction with our premium lockers, provides a perfect complement to an efficient, visually striking fitness facility.”

Salsbury’s Designer Lockers are constructed of industrial-grade particleboard that’s covered with plastic laminate, and come in a variety of attractive colors, including black, gray, blue, maple, cherry, and mahogany. These unique, handsome lockers are available in two widths—a standard one of 12", and an extra-wide version of 15".

The units measure 6' high and 18" deep, regardless of width, and are available in single-tier, doubletier, triple-tier, six-tier box, and the double-tier “S” styles.

“The Designer Lockers are one of our best-selling product lines because of the variety and functionality they provide,” reports Ricardo Alva, Salsbury’s director of sales.

“They’re available in several stylish laminate finishes that can complement any locker-room decor. They come in a variety of configurations, from large, single-tier lockers, to smaller box lockers, and with a choice of locking mechanisms, including padlocks, built-in locks, and electronic locks. The lockers’ overall dimensions are identical, which permits customers to mix and match configurations to optimize both the number and sizes of units in their facility.”

Contact: www.hollman.com, 800-433-3630.

See our ad on page 79 —|

Contact: www.lockers.com, 800-562-5377.

See our ad on page 71 —|

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Nutrition

an Essential Factor in Fitness Equation Role of supplements expands as healthcare market changes

By Patricia Glynn

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t’s a bitter pill to swallow—the constantly increasing cost of conventional medical care. Ironically, however, as expensive pharmaceuticals are being scratched off the shopping lists of many consumers hard-hit by the economy, the sales of a wide range of alternative health elixirs have swelled.

Health clubs, the established provider of what may be the ultimate wellness therapy—exercise—are responding to, and profiting from, the growing demand for a variety of nutritional supplements and related offerings.

So called “consumer-directed healthcare,” focusing largely on disease prevention, has redirected the market. As a result, interest in nutraceuticals—a broad category of nutrients or modified food items believed to have health benefits—has risen significantly.

Vitamins, vitamin-laced waters, fruit and protein shakes, a mind-boggling assortment of nutritional supplements—all have surged in popularity. >

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Nutrition an Essential Factor in Fitness Equation

Urban Active merchandises nutrition at 32 clubs

Cooper Complete: Do-It-Yourself Supplements!

Dr. Kenneth H. Cooper has been breaking ground since 1969, when he introduced the world to the word “aerobics” with the publication of his bestseller by the same name. He followed up, in 1970, by founding the Cooper Clinic, in Dallas, and, subsequently, the Cooper Aerobics Center and Cooper Institute. Concerned, also, about nutrition, he published The Antioxidant Revolution in 1997, and, finding most commercially available supplements wanting, introduced his own line the same year. The initial goal of Cooper Concepts, Inc., one of eight corporate subsidiaries, was to create a multivitamin that was pure, potent, and effective based on dosage, absorption, oxidation of LDL cholesterol and homocysteine. Today, the Cooper Complete Nutritional Supplements line includes seven different multivitamin combinations: calcium, vitamin D, joint health, eye health, prostrate health, CoQ10 (ubiquinol), and high-potency omega-3 fatty acid.

The products are sold in retail environments, including Sprouts, Whole Foods, Tom Thumb, Central Market, HEB Grocery, and Albertson’s Pharmacy, as well as in many health clubs throughout the country. Cooper Concepts doesn’t release its financial results, but has enjoyed steady sales growth since its founding. —|

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Information Resources, Inc., a Chicago-based consumer intelligence firm, points out that, in the final quarter of 2008, the sale of vitamins alone was 8% higher than during the same quarter in 2007.

Global Industry Analysts, Inc., a company that specializes in business intelligence and strategic support, predicts that, worldwide, supplement transactions as a whole will surpass $187 billion in 2010.

For clubs, the opportunity to drive revenues, establish a solid new nondues-revenue source, and, at the same time, offer members a valuable product and helpful service is significant. However, merely bellying up to the juice bar or restocking the vitamin counter regularly won’t ensure success. In fact, clubs that are flourishing with these lines concur that, in order to guarantee steady sales and serious profits, operators have to skillfully manage a number of factors.

Planning for Results

In Santa Clarita, California, results—specifically, exceptional financial ones—are the name of the game for a club called, appropriately enough, Results Fitness. The 4,000-square-foot hybrid facility, which, this year, was named one of the best gyms in America by Men’s Fitness magazine, boasts a 95% penetration rate when it comes to nutraceuticals—it sells something to nearly everyone, nearly every day.

Co-owner Rachel Cosgrove notes that the club’s approximately 200 members spend an average of $8 per visit on the products. They purchase prebottled supplements, such as fish oil, as well as the most popular offering, staff-prepared protein shakes. “Clients love our shakes,” boasts Cosgrove. “I’ve even had some say, ‘I didn’t want to work out today, but I really wanted a shake, so I came in

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anyway.’” The club sells some 1,500 of the drinks per month, ranging in price from $4.50 to $5.75, earning $3 on each. That’s $4,500 in profits—from shakes alone— dropping to the bottom line every month.

It doesn’t happen by accident.

Cosgrove maximizes the returns by stressing the value of the merchandise, incentivizing sales, and doing what she can to counter the competition.

“First of all, it’s about quality—it’s about what produces results,” she says.

“It means asking ourselves, ‘Will this help our members achieve their goals?’

If we feel that a product will, then we’ll bring it into the club.”

Cosgrove, herself, is particularly well equipped to make such decisions. She’s a member of the American Dietetic Association; is qualified as a nutrition and lifestyle coach; and is certified as an Apex Nutrition Professional and as a sports nutritionist with the International Society of Sports Nutrition. Credentials notwithstanding, she and her staff conduct in-depth studies to determine which items will produce the desired outcomes and offer superior value.

Their efforts not only determine what hits the shelves, but also confer credibility.

“We read the research and educate ourselves,” she explains. “Consequently, our clients trust us. They know that whatever we’re selling is the best. And when we suggest that they try something, they buy it.” Cosgrove and her staff also attest to their faith in the benefits of the products by using them themselves.

Inspiring employees is another important part of the process. Cosgrove pays trainers a healthy 10% commission on sales, an incentive that prompts more consistent and zealous merchandising. “It’s part of their job,” she explains, “and we conduct trainings, roleplaying sessions, etc., to help them do it better.”

The club’s efforts, however, don’t take place in a vacuum, and Cosgrove has taken the competition into consideration. “We can’t hope to compete with the large chains, ones like Wal-Mart or Trader Joe’s,” she laments. Recognizing that she couldn’t prevail on price, she relied on quality and exclu-

sivity. She sources her products from three top-of-the-line providers: Private Label Fitness (PLF), a supplier of supplements designed for athletes; Metagenics, a manufacturer and distributor of science-based medical foods and nutraceuticals that are marketed to healthcare professionals; and Performance Food Centers (PFC), a leader in the design, operation, and supply of juice bars/cafés.

Results Fitness sells some 1,500 smoothies per month, producing a cool $4,500 in profits.

“They’re all great and make use of excellent ingredients that I can stand behind,” she says. “Plus, their merchandise isn’t directly available to consumers.”

Mastering retail basics

Urban Active Fitness (UAF), a 32-facility chain with sites in the tri-state area of Kentucky, Ohio, and Tennessee, is also sensitive to the threat of competition and adept in the art of retailing. “We’re not going to try to go head-to-head with online players,” says Jeff Quammen, the company’s director of corporate programs. “And we’re not going to offer the same stuff as your neighborhood GNC.” Like Results Fitness, UAF relies on suppliers familiar with the fitness industry for all its provisions, from protein bars to smoothies. It makes use of PFC; Healthy Images,

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Nutrition an Essential Factor in Fitness Equation

At American Family Fitness, smoothie sales yield a satisfying $8,400 in monthly profits.

Results Fitness’ prolific Shake café

a wholesale company; and City Blends, an IHRSA associate-member company that provides a turnkey juice bar system.

UAF doesn’t share its financial figures, but, Quammen attests, is quite good at setting and hitting its financial targets—including in the nutrition category. It does so, he explains, by offering products with wide appeal, making sure that they’re always available, and utilizing high-visibility advertising. “Markets vary, but our strategy is to cater to common needs and wants,” he explains. “It’s impossible to be everything to everyone, but we cover the basics. We also pay attention to trends so that our lineup remains fresh and up to date.

“We believe it’s important to restock products regularly; if members want something, we want them to be able to buy it while they’re at the club,” Quammen continues. “Furthermore, we strive to give them a reason to make a

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purchase by telling them why they might need a particular item. We post signs, hand out flyers, do e-mail blasts, and do scrolls across the TVs—just enough to pique their interest.”

Smooth selling ahead

American Family Fitness (AFF), a 7,500-square-foot facility in Fredericksburg, Virginia—one of seven clubs in the Richmond, Virginia-based chain—has proven how much potential there is even in a nutritional offering as simple as a smoothie.

Each week, it sells more than 1,000 of them, generating $28,000 in monthly revenues, with a hefty 30% margin delivering $8,400 in profits.

Dave Hornberger, the café manager for the club, which has over 20,000 members, stresses a quality product, well-informed staff, member education, superior customer service, and effective marketing. Café employees are not only very knowledgeable about the product they’re serving, but are also well versed in retail skills, such as up-selling.

AFF conducts monthly in-house trainings, during which, Hornberger says, “We offer continuous updates, new product information, and facts about nutrition.” To supplement this coaching, AFF avails itself of vendorprovided instruction. The café’s pri-

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mary supplier assisted it with the initial set-up and provides schooling for staff. Hornberger also encourages a personal connection between servers and customers: “We try to learn the members’ names and remember what they typically order,” he says.

“That way, when they come in, we can ask them if they’d like ‘the usual.’”

Hornberger also markets the café’s wares aggressively. “It’s a must,” he insists. “You have to advertise to attract customers.” Like Quammen, he makes use of posters and in-house TV ads, but, beyond that, he also has employees distribute free samples to members during peak hours. A taste or two is quite compelling, but, sometimes, just seeing the offerings is enough. “Location and line of sight are crucial,” he explains. “Displays, and even the café itself, ought to be convenient to members as they enter or leave the club.”

Regardless of what’s sold, or how it’s sold, it’s worth noting that, while supplements will never substitute for a sensible and comprehensive diet, or eliminate the occasional need for medication, they’ve become a staple— virtually a necessity, Cosgrove suggests—in the club setting. “Today,” she observes, “most people aren’t obtaining all of the nutrients that they require on a daily basis, and so a fitness program really isn’t complete without them.” —| – Patricia Glynn, p.glynn@fit-etc.com

Supplement Your Reach

A tantalizing sampling of products from IHRSA associate-member companies City Blends, Ltd.

Performance Food Centers

City Blends offers a turnkey smoothie system, the Smoothie Café. It’s a complete juice bar program dispensed through a single piece of blending equipment. There are no elaborate production steps, and smoothies are produced in seconds. The City Blends system offers a consistent finished product, strict inventory control, and ease of use. Each blend features high-quality fruits and proteins, and is sweetened with a Splenda-blend to yield a lower-sugar product.

“The City Blends program can fit into any type of facility, large or small,” says Stephanie Suddarth, the president of City Blends. “We’ve designed a program that works and has been proven in over 300 locations. Particularly in today’s economy, our model is right for anyone. We’ve just introduced our new City MiNi program, for facilities with space or financial restrictions, to complete the package.”

Performance Food Centers (PFC) provides juice-bar and healthy food products. In addition, the company offers optional juicebar design and layout services, as well as equipment, kiosks, carts, and menu boards. PFC also carries a variety of healthy food items, including baked goods, chips and snacks, kids’ meals, entrees, bars, supplements, smoothies and shakes, and more.

“At Performance Food Centers, our credo is ‘Whole Foods Engineered by Nature’,” explains PFC founder Dan Young.

“We’re always searching for the healthiest food products on the market. Our shakes are free of all processed sugars, artificial colorants, and trans-fats. They’re made from 100% vine-ripened, crushed fruit and are nutrient-dense. Our snacks are equally healthy, and you’ll never find any artificial ingredients or trans-fats in any of our products. We want to give club members a healthy choice.”

Contact: www.cityblends.com, 877-525-3637.

See our ad on page 70 —|

Contact: www.performancefoodcenters.com, 888-732-9151. See our ad on page 54 —|

National Fitness

Vitabot

National Fitness offers a complete supplement solution for clubs. While many supplements contain nutrients critical to good health and workout success, they may not contain the minerals that are required to effectively absorb and deliver those nutrients to the body. National Fitness’ supplements have both. Each of its products contains ionic trace minerals so the body can utilize the nutrients contained.

“Supplements play a crucial role in a healthy lifestyle,” says a spokesperson for the manufacturer. “At National Fitness, we offer a supplement solution that’s backed by over 55 years of experience, knowledge, and research from Larry Scott, a two-time Mr. Olympia.”

Vitabot, an online nutrition firm, employs advanced mathematics and computer-based intelligence to transform food journaling into a simple and easy process: club members learn about their eating mistakes and how to correct them, using their favorite foods. The program is delivered via the club’s Website and branded under its logo. The company also provides daily teleconferencing training sessions for club owners and staff.

“In addition to our work with the health club industry, we also provide the same services to the U.S. Air Force,” points out Vitabot founder Joe Graves. “Our nutrition tool has been officially recognized by NASA as one of its top spin-off technologies… Vitabot ‘floats’ between nutrition data and the human user,” Graves explains. Vitabot improves member results and provides clubs with a powerful new marketing tool, both in the community and to corporations.”

Contact: www.discovernational.com, 888-318-7756.

See our ad on page 88 —|

Contact: www.vitabot.com, 301-220-4250 See our ad on page 48 —| www.ihrsa.org

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Innovations

What’s New 57 | FIT Extra 61

SCIFIT TC1000 Climber. —|

Photo sponsored by SCIFIT

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-RLQ 2XU )LWQHVV &OXE 1HWZRUN WR 5HFHLYH 1HZ 0HPEHUV QR IHHV ‡ QR KXUGOHV ‡ QR VZHDWŒ

Drive new business into your facility by joining our fitness club/exercise center networks.

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For more information, visit ASHCompanies.com/applications, or call toll-free 877.329.2746, option 5.

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| Innovations | What’s New

Alcan Airex AG

Fiserv, Inc.

» The new AIREX Balance-pad Elite features a thermal-molded, waffle pattern on the top and bottom that makes the pad nonslip, and also provides effective stimulation of the soles of the feet and a pleasant massage. The sophisticated waffle finish helps promote circulation in the feet, as well, and the durable pad can be used on Balance-pad Elite, by AIREX both sides to help extend its life even more. The blue pad measures 50 cm long by 41 cm wide, and is 60 mm thick. For more information, contact the company at +41 41-789-66-48; www.bebalanced.net. —|

» Fiserv recently added two new innovations to its already robust club-management software lineup.

The company just released an Rampant innovations, from Fiserv upgrade to its Compete product, which now includes an electronic contract management feature that supports multiple contracts and forms of payment (checks, debit, credit) for each member. This latest release is flexible and scalable, and easily integrates with its leading electronic funds transfer (EFT) processing and worldclass outsourced billing and customer service. It can also capture electronic signatures; sell personal training visits as dues-related revenue with configurable expiration dates; and assign locker dues. Fiserv has also launched ClubIQ, a business-intelligence tool designed specifically for the health and fitness club industry. This Web-based application provides valuable insight into sales, dues, and membership information.

It contains an executive dashboard, detailed revenue reporting, monthly projections, dues analysis, and attrition calculations that are presented in a userfriendly format. ClubIQ also provides the ability to set and track monthly goals for the club, sales staff, and personal trainers. For more information, contact the company at 888-590-0026; www.clubs.fiserv.com. —|

Isis model, by Big Ass Fans

»

Big Ass Fans » The new AirGo mobile vertical fan from Big Ass Fans measures 8' in diameter, and is designed to maneuver easily on its four 8" Performa rubber tread wheels. With adjustable speed controls and well-balanced, 360-degree angle adjustments, AirGo provides large amounts of air movement in any direction. It’s engineered with precision-machined internal gears and patented, aerodynamic airfoils to ensure quiet operation. In addition, the company’s new Isis fan offers smaller health clubs greater comfort and energy savings. Weighing less than 100 pounds, and available in diameters of 8', 9', and 10', this compact fan can be placed in fitness centers with ceilings as low as 12'. For more information, contact the company at 877-244-3267; 859-233-1271; www.bigassfans.com. —|

Body Connection » Body Connection has introduced the 2GB SOLO wireless digital MP3 player.

Developed with the health and fitness enthusiast in mind, this unique design 2GB SOLO, by actually places the MP3 Body Connection player into the headphones, thereby eliminating the need for wires from the earpiece to a base player. Exercisers can enjoy their favorite music or audio books with clean digital sound. There’s no need to find a place to store the MP3 player during exercise, and no wires bouncing around or getting in the way during workouts.

Suitable for all types of fitness activities, the SOLO even fits comfortably under bicycle helmets.

For more information, contact the company at 888-841-8338; www.audioshape.com. —|

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| Innovations | What’s New

»

Ready Care Industries » Ready Care Industries has published a stylish new product catalog that’s designed to address changing needs and opportunities in the spa and health club sector. “We like to think of it as a real page-turner,” says Kevin Hedican, the company’s senior vice president of sales and marketing. “We focused on aesthetics, ease of use, and clear communication of our services.” Hedican notes that Ready Care understands clients’ concerns about the economy and their interest in new business possibilities. “We always do a cost analysis to see where we can save our customers additional money,” he says. “Today, we see more clubs partnering with spas, which has made clubs more aware of personal amenities. As a result, we see a need for promotional opportunities for both our clubs and spas.” For more information or to obtain a free catalog, contact the company at 800-477-4283 or sales@readycare.com. —|

Ready Care’s classy catalog

Human Kinetics

City Blends » City Blends Smoothie Café, Ltd., has introduced a new modified smoothie system, the City MiNi program, that’s specifically designed for health clubs and other facilities with physical or financial limitations.

City MiNi is a compact, handpour approach that utilizes a powerful tabletop blender, in lieu of the company’s original BD-8 Blender Dispenser, allowing owners to introduce a smoothie service at a lower startup cost and in smaller spaces than was previously possible. Club members, for their part, get to enjoy the same delicious full City Blends smoothie menu. For more information, contact the company at 877-525-3637 or www.cityblends.com. —|

» Human Kinetics has just released Youth Strength Training, a valuable resource that provides up-to-date advice on designing age-specific strength-training programs for 7- to 18-year-olds. Written by two strength-training authorities, Avery Faigenbaum, Ed.D., and Wayne Westcott, Ph.D., this 256-page book addresses creating programs that emphasize a broad base of balanced muscle development; provide specific strength-training protocols for sports and recreational activities; teach children about their bodies; and promote an interest in fitness.

Youth boost, by Specific exercises are detailed using a variety of resistance modalities, Human Kinetics including free weights, resistance machines, elastic bands, medicine balls, and body weight, with attention to maximizing musculoskeletal development and minimizing risk of injury. For more information, contact the company at 800-747-4457: www.humankinetics.com. —|

Polar Electro, Inc. » The new Cardio GX system from Polar is a group exercise solution that enhances the training experience between instructors and their class participants. Using the system, exercisers can easily enter individual fitness information and a nickname; then, live workout data appears onscreen throughout the class as constant visual feedback. The onscreen data includes beats per minute, percentage of heart rate Cardio GX interactivity, by Polar maximum, and intensity zones, and motivates users to push themselves or ease up, according to personal goals. “Cardio GX transforms a class into a fun environment that fosters a sense of competitive camaraderie,” explains Leslie Grosshauser, the national director of group exercise for XSport Fitness. For more information, contact the company at 800-290-6330; 516-364-0400; www.polarusa.com. —|

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| Innovations | FIT Extra Climbers

Fully, Fantastically Functional!

CLIMBERS CYBEX International, Inc. See our ad on the inside front cover and page 1

Regardless of the method used, climbing lets people move the way they’re built to Since the term was first introduced, functional training has taken on ever-greater importance for a growing number of cohorts—from elite athletes to aging baby boomers. One approach to such training that’s been largely overlooked,

Cyclone-S

however, is climbing—on machines, walls, and outdoors.

The CYBEX Cyclone-S is equipped with Cyclone family displays, 21 resistance levels, and a variety of programming, including an adjustable heart-rate control program and fitness test. The stepper comes with contact and Polar-compatible heart-rate monitoring, and an optional AV mount for television screens. The handlebars facilitate superior ergonomics in an upright stepping position or a more traditional stepping posture, and the stepper is available in five standard frame colors and unlimited custom colors.

That situation is quickly changing: According to the Outdoor Recreation Participation 2009 Topline Report, published by the Outdoor Industry Foundation, total U.S. participation in climbing activities increased 5.6% between 2007 and 2008, and, among adults 22-44 years old, it jumped a staggering 32.3%.

With respect to artificial wall or actual rock climbing, the “functionality” is obvious. “Climbing as a sport involves weight-bearing, utilizing the hands, arms, legs, and core muscles of the abdomen and lower back,” notes Bill Zimmerman, the executive director of the Climbing Wall Association. “It develops strength, flexibility, and balance, and also allows the body to move through all the planes of motion.”

Chad Beitler, the lead representative for Nicros, Inc., a climbing-wall manufacturer based in St. Paul, Minnesota, concurs: “Climbing is absolutely functional,” he says. “It provides a full-body workout that targets all of the major muscle groups; and, because of the challenge involved in solving the sequence of climbing routes, it also provides a great mental workout.”

Many of the same claims can be made for the various types of climbing machines. “As far as stepping machines go, you’re working and obtaining the requirements of force production from the quads and glutes in order to propel yourself,” explains Todd Galati, the certification and exam development manager for the American Council on Exercise (ACE).

Vertical designs, such as the VersaClimber’s, introduce other possibilities. “A vertical approach not only engages all of the major muscle groups simultaneously, but also delivers the highest caloric burn in the least amount of time,” points out Brett Collins, the sales and marketing manager for Heart Rate, Inc., of Costa Mesa, California, which manufactures the VersaClimber. Recently, VersaClimber incorporated vibration into the climbing equation.

Regardless of the modality employed, climbing makes a great deal of sense when it comes to functional routines, concludes Galati.

“Wall-climbing and stairclimbing both improve strength, mobility, and stability, and, if either one of them keeps club members motivated— well, it’s working!” —|

Manufacturer’s list price: $3,395.00

FreeMotion Fitness

FreeMotion Incline Trainer The FreeMotion Incline Trainer is two machines in one, with speeds from 0 to 12 mph, and inclines from -3% to 30% grade. It’s powered by the innovative Direct Rear Velocity System (DRVS), which is a rear-drive motor system that, combined with urethane deck isolators, provides cushioning to reduce joint impact. Also available is the optional Workout TV, a flat-panel LCD screen integrated into the console for a clear picture at a comfortable viewing angle.

– Jon Feld, jon@trendline-co.com.

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| Innovations | FIT Extra Climbers h/p/cosmos sports & medical gmbh

Life Fitness See our ad on Page 9

95Si h/p/cosmos discovery

90S

The h/p/cosmos discovery is an ergometer with a unique ladder configuration that permits a full-body climbing movement.

Used to test and train firefighters for over 25 years, the unit targets the arms, upper back, legs, and glutes, and is designed to improve muscle tone, endurance, grip strength, and coordination. The discovery offers: a fixed 75-degree climbing gradient; a speed range of 0-130' per minute; four programmable memory locations; and Polar heart-rate training.

Life Fitness’ 90S stairclimber simulates actual stair-climbing using the IsoTrack climbing system with a mono-roller beltdriven pedal system. The self-powered 90S offers heart-rate monitoring, Lifepulse hand sensors, Polar telemetry, and 20 resistance levels. The unit can be equipped for personal entertainment with Life Fitness’ Attachable LCD Entertainment System. Users can select from up to nine languages.

The 95Si offers challenging workouts with its IsoTrack Climbing System that replicates a natural stepping motion.

With oversized pedals banked at an optimal angle, the Life Fitness stairclimber delivers 26 workouts, including five Zone Training+ workouts; heart-rate monitoring is provided by Lifepulse digital hand sensors and Polar telemetry. The 95Si includes a dual-level alphanumeric LED console, an integrated reading rack, and an accessory tray. LCD EX-TV Console or Entertainment System options are also available.

93Si

Summit Trainer

The ergonomically designed 93Si utilizes the IsoTrack Climbing System to ensure smooth, low-impact exercise. Heart-rate monitoring is provided by Lifepulse digital hand sensors and Polar telemetry. The Life Fitness stairclimber delivers 15 workouts, including Zone Training+ workouts; an alphanumeric LED console; an integrated reading rack; and an accessory tray.

The unit can be equipped for personal entertainment with Life Fitness’ Attachable TV System, and users can select from up to nine languages.

The Summit Trainer provides total-body cross training that simulates an invigorating trek in the mountains. Equipped with Linear Incline Fit Training Technology, the Summit Trainer lets users define their stride length, and choose multiple positions to target different muscle groups.

Among the 27 programs are four goalbased workouts and five Zone Training+ workouts. The 95Li model has an LED console; the 95LEZ has an attachable LCD-TV; and the 95Le has a 12.1" integrated LCD screen.

Manufacturer’s list price: $15,000.00

Jacobs Ladder, LLC See our ad on page 64

Jacobs Ladder Total Body Exerciser Jacobs Ladder Total Body Exerciser optimizes low-impact cardiovascular training. Utilizing ladder-type rungs on a non-motorized treadmill, Jacobs Ladder places exercisers at a 40-degree angle to reduce lower-back stress and pressure on the knees and hips. It offers aerobic and anaerobic training; automatically adjusts to the user’s speed; and accommodates all exercisers. Readouts include rate (feet per minute), distance, calories, and time. The machine features a welded, steel frame and a chain-andsprocket drive train.

Manufacturer’s list price: $3,495.00

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| Innovations | FIT Extra Climbers Marpo Kinetics

V250 Weight-Assist Rope Climber The V250 Weight-Assist Rope Climber simulates actual rope climbing, enabling users to achieve a full upper-body strength and cardio workout. With a wide variety of exercises that target the entire body, the V250 allows users to sit or kneel on the seat, or remove the seat altogether (using the quick-release feature), and stand or use a wheelchair.

The machine can also be used in reverse by pulling the rope up instead of down.

Manufacturer’s list price: $5,295.00

VMX multi-mode rope climber

S3x

The VMX Multi-Mode Rope Climber offers three exercise modes: vertical, diagonal, and horizontal. Each mode delivers a variety of strength and cardio exercises that target the entire body.

Users can easily switch between modes with a simple and safe one-step carriage move. The longer bench accommodates various positions closer or farther away, for longer or shorter hand strokes, and allows for seated or standing exercise positions.

The angled, independent stepping motion on the Matrix S3x Stepper mimics a real climbing feel while providing a comprehensive workout.

A belt drive design offers smooth and quiet operation, and ultra non-slip large pedals increase stability. The eight workout programs on the S3x will keep users motivated to meet their fitness goals. The S3x is prewired for the optional Matrix FITCONNEXION integrated entertainment system.

Manufacturer’s list price: $5,095.00

Matrix Fitness Systems See our ad on the french cover

S5x VLT compact rope climber Compact, lightweight, and easy to use, the VLT Compact Rope Climber simulates rope-climbing exercise, and can be used for strength training, upper-body cardio, rehabilitation, and children’s fitness programs. With a wide variety of exercises that target the entire body, the VLT allows users to sit or remove the seat and exercise from a standing position or from a wheelchair. It can also be used in reverse by pulling the rope up instead of down.

Manufacturer’s list price: $3,495.00

7-Series Stepper The Matrix S7xe Stepper boasts an integrated 15" touch-screen display with FitTouch Technology, full iPod compatibility, wireless data transmitter, personal fan, and thumb-switch controls. Smooth and quiet operation can be expected from the belt drive design of the S7xe, while the angled independent stepping motion mimics the feel of real climbing. The S7x has many of the features of the S7xe, but comes with an integrated 7" LCD.

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The intuitive layout of the S5x console minimizes the intimidation factor for new users, while the full workout menu offers variety for the most advanced exerciser. The angled, independent stepping motion mimics real climbing, while the non-slip pedals increase stability. The S5x also features a wireless data transmitter and integrated personal fan to keep users cool during the most strenuous workouts. The S5x is prewired for the optional Matrix FITCONNEXION integrated entertainment system.

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Ah-ha!

This is the moment you discover the value of IHRSA Group Purchasing.

Save hundreds, even thousands, just by changing the way you think about purchasing . . . to IHRSA Group Purchasing. That’s all it takes and you’ll start saving immediately on a variety of products and services that you use every day in your club.

That’s the power of IHRSA Group Purchasing!

Imagine saving an average of up to 25% on cleaning products, payroll, office supplies and more. Now more than ever, powerful savings on locker room amenities, cleaning supplies and insurance can actually help you to manage this tough economy.

Ah-ha!

This is the moment when it makes real sense. With IHRSA’s Group Purchasing Program, we find the savings for you. You just need to take advantage of them. It’s that simple.

TO LEARN MORE

Visit us online at www.ihrsa.org/grouppurchasing, call 800.228.4772 or email, grouppurchasing@ihrsa.org.

“

Our initial proposal from PrimePay offered a savings of over $200 per month! The transition was smooth and the support staff at PrimePay was extremely helpful. We have been very pleased with all the support and full range of services that PrimePay offers. I am more than happy to recommend PrimePay as I now feel I have a payroll company that shows interest in us. Again, IHRSA has provided a great benefit.

Lorinda Drake Crow The Belmont Athletic Club Long Beach, California

”

IHRSA GROUP PURCHASING 101: We have arranged for substantial discounts with more than 20 key companies and are adding new vendors all the time. Save on items you use on a daily basis like payroll companies, office supplies, printing, and retail items. The benefits?

• It’s free!

• Free newsletters announce new vendors, feature products and “hot deals” of the month.

• Some vendors extend their discounts to your employees, which you can use in your employee benefit package.

• It will significantly reduce your purchasing costs on items that are essential to your club’s operations.

• It can impact your bottom line, and that’s more important than ever.

CURRENT GROUP PURCHASING VENDORS ADMINISTRATIVE SUPPLIES & SERVICES

HOUSEKEEPING

INSURANCE

SALES & MARKETING UTILITIES

START SAVING NOW — IT’S EASY! Visit www.ihrsa.org/grouppurchasing and take a look at the vendors IHRSA has engaged on your behalf.

Contact those vendors, let them know you’re an IHRSA member and place your order. Reap the rewards of instant savings (or perhaps found income)!

You’ve known for years that IHRSA’s Group Purchasing Program can offer you a wealth of savings. Ah-ha . . . now you know how to make it work for you!

To learn more, visit us online at www.ihrsa.org/grouppurchasing, call 800.228.4772 or email grouppurchasing@ihrsa.org.

| Innovations | FIT Extra Climbers Motus USA

NuStep, Inc.

SCIFIT

NuStep Recumbent Cross Trainer

TC1000 Climber

NuStep, Inc., offers three models of its award-winning, versatile Recumbent Cross Trainers, including the new T5xr and T5 models, which offer more than 40 new features and design improvements.

The T4 delivers the classic NuStep design and features that have made it a leading exercise choice at home and among professionals. All levels of exercisers—from deconditioned or disabled users to workout warriors and elite athletes—can use NuStep’s safe, effective, adaptive products.

Designed to accommodate the body’s natural movement, the TC1000 climber provides a smooth and quiet climbing motion, courtesy of its unique V-belt drive system. The TC1000’s 17" x 7" footplates afford independent stepping action and superior traction, and can operate within a speed range of 5'-110' per minute. To accommodate both beginners and advanced athletes, the unit features ergonomically designed handlebars that permit multiple hand positions, as well as a wide variety of user-friendly programs.

See our ad on Page 82

M650S Stepper The comfort-enhancing M650S features dual-placement, ergonomic handlebars as well as a tilted screen that ensures correct posture and reduces neck and shoulder strain by providing convenient viewing angles. Users can select from eight built-in and four custom programs.

Contact heart rate is easily measured and viewed on-screen, along with time, distance, intensity, speed, calories, and watts. Large, touch-sensitive buttons, a bright LED console, a reading rack, and a sturdy, hard-frame structure deliver enjoyable workouts.

Precor, Inc.

Manufacturer’s list price: $2,995.00

SportsArt Fitness

C776i Climber M650SL Stepper The Motus M650SL Stepper boasts a fully integrated Samsung LCD TV screen for customizable viewing. Entertainment options function independently of the unit’s operation, which allows for simultaneous scrolling through workout levels and statistics, while viewing the TV screen.

Ergonomic handlebars provide a comfortable grasp, and a tilted screen reduces strain on the neck and shoulders. Large, touch-sensitive buttons, an integrated reading rack, and a sturdy, hardframe construction contribute to a comfortable workout.

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The C776i climber now comes with Tap Control “paddles” that control step rate, and a user-friendly display that seamlessly integrates optional personal viewing screens. This self-powered climber features a quiet, durable belt drive and Precor’s commercial-grade generator.

Fourteen preset programs include fitness test, which simulates V02 max. Other features include: SmartRate monitoring, which establishes a user’s optimum weight-loss and cardio-training zone; handheld heart-rate sensors and telemetry; and QuickStart. The unit is CSAFE-compatible.

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S7100 The S7100 stepper features a virtually silent poly-v belt drive system that delivers smooth, consistent motion, versatile programming, multiple hand-grasp positions that cater to any user, and a state-of-the-art display with CardioAdvisor. The S7100 stepper is a lasting investment for any facility.

| Innovations | FIT Extra Climbers StairMaster

Star Trac See our ad on Page 5

StairMaster SM916 StepMill StairMaster SC916 StairClimber Climbing is a challenge of endurance, and the high-intensity, short-duration workout of a StairMaster stepper is unbeatable.

Featuring a wide range of programming options in a small footprint, the StairClimber is a powerful addition to most circuit-training programs.

For over 25 years, the StairMaster StepMill has been called the toughest workout in the health club—but Nautilus thinks it just might be the toughest workout anywhere. For members who want real results and an excellent workout, there is no substitute for the unique StairMaster StepMill.

E Series Stepper E-STi Featuring iPod connectivity, Star Trac’s E Series stepper allows users to watch personal video content on an integrated 15" personal viewing screen, and entertainment options are at exercisers’ fingertips in the dedicated media center. A sleek silver finish complements the company’s signature built-in fans and constant heartrate monitor. Eight programs, including Star Trac’s Famous Steps, keep users motivated. Plus, the USB port charges personal media devices, including iPods, BlackBerrys, MP3 players, and cell phones.

Manufacturer’s list price: $4,995.00

The Institute of

Lifestyle Medicine

Active Doctors, Active Patients The Science and Experience of Exercise November 13-15, 2009 The Hyatt Regency Hotel and The Sports Club/LA Boston, Massachusetts

Join distinguished faculty from Harvard Medical School and world class fitness and wellness practitioners for this highly interactive, exercise-centered course that will provide physicians with the necessary tools to assess and recommend changes in patients' levels of physical activity/exercise.

Can’t make it?

Contact us for resources and tools you can use at your club!

www.ActiveDoctors.org Harvard Medical School, Department of Continuing Education PO BOX 825, Boston, MA 02117-0825 www.cme.hms.harvard.edu

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| Innovations | FIT Extra Climbers Inspired by Star Trac’s popular Pro line, the P Series is a perfect blend of functionality and convenience. The Stepper features approachable grip bars that run the full length of the unit, along with a unique Aero bar that wraps around the top of the display for maximum support. The oversized Soft Trac pedals with safety rims provide a secure, comfortable workout. Also included are an intuitive display, personal cooling fans, and motivational programs.

P Series Stepper P-ST

STOTT PILATES

Manufacturer’s list price: $3,295.00

Split-Pedal Stability Chair

THINK YOU CAN’T AFFORD A JUICE BAR? Think again...

The Split-Pedal Stability Chair is a compact, multifunctional piece of equipment that builds strength, enhances stability, and improves body control. It’s ideally suited to exercisers who need to stay in a seated or upright position, helps rebalance muscles, and provides a full-body workout by facilitating exercises for athletes, fitness enthusiasts, and individuals who are rehabilitating. The smaller base of support and dual pedals allow for bilateral, unilateral, and reciprocal movements to increase intensity and overall balance.

Technogym See our ad on the back cover

Excite Step

Introduces...

“Home of the LOW SUGAR Smoothie”

For more information on the City Mini Program, visit CityBlends.com or call 877.5.BLENDS today!

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Excite Step offers a natural stepping motion that’s enjoyable, smooth, and easy to operate. The belt transmission system ensures a consistently fluid and quiet movement. Fast Track Controls positioned by the hand sensors allow users to adjust resistance and monitor heart rate without altering the training position. Excite Step is available in three models: self-powered, powered LED, and iPod-compatible Active Wellness TV. It provides extensive program options across 25 resistance levels.

| Innovations | FIT Extra VersaClimber/EXERVIBE See our ad on page 60

HEX Tanning and Marketing Concepts We’re adding big dollars to the bottom lines of top fitness centers, as well as adding additional people to their membership base, so why not yours? Let us provide you with high-performance, high-profit verticals and beds that are designed for your brand identity.

Return on investment is astronomical – we’ve found the secret to adding unbelievable monies to your bottom line and growing your business without adding employees or overhead.

108 CM The CM offers a shorter 10" step height to provide a challenging, yet comfortable, workout, and an increased upper-body range of motion up to 27" for all users. A voice-response module provides coaching and instruction, and exercisers can customize their course with virtual landmarks, and select opponents to race. Also included are standard heart-rate monitoring; variable-control resistance up to 500 pounds; padded side handrails; and optional arm extenders for individuals up to 7' tall.

Our marketing concepts bring you new members, more profits from existing members, and increase your brand equity.

IHRSA - Club Inter Salsbury In

We’ve been involved with the fitness industry since 1979 – and we’re ready to go to work for you.

Runs in:

Call your HEX consultants today!

1-800-556-3201 Jan, Mar, May, July,www.hextanning.com Sept, Nov © 2009 International Tanning Equipment

Manufacturer’s list price: $4,395.00

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108 CMA The 108 CMA offers fixed resistance for a more relaxed workout. Its shorter step height ranges from 1"-10" to suit all fitness levels. It also offers increased upper-body range of motion of up to 27" to accommodate users of every size; a voice-response module for coaching and instruction; opponents to race; and a variety of virtual landmarks. Included are heart-rate monitoring, padded side handrails, and optional arm extenders.

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Manufacturer’s list price: $3,995.00

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Contact us for a Free Quote or Catalog

| Innovations | FIT Extra Rock Climbing Walls Rock Climbing Walls Avanti Fitness, Inc.

108 SM

Treadwall M4

The SM is designed to deliver high-caloric expenditure. Among its many attractions: the smart module display, featuring voice response for coaching and instruction; virtual landmarks; opponents to race; a step stride from 1" to 20"; and up to 20" of vertical arm travel. The 108 SM comes standard with heart-rate monitoring; variable control resistance up to 500 pounds; padded side handrails; optional arm extenders for individuals up to 7' tall; and an optional seat.

The Treadwall M4 is a compact climbing system that’s suitable for both adults and children. A simple angle adjuster can be operated while climbing, offering gentle beginner-friendly slopes to muscleburning overhangs. With no motors, simple controls regulate the speed of the wall and activate the unique auto-stop system. Treadwalls provide climbing without special staff training or permanent structures. Combining active exerciseentertainment with functional training, the Treadwall is a core addition to many youth-oriented programs.

Manufacturer’s list price: $4,395.00

NEW Skywall The new Skywall from Avanti Fitness, Inc., is a motorized indoor climbing wall that’s suitable for all fitness levels, challenging climbing and balancing skills while delivering a cardiovascular workout. Simulating a true rock ascent, Skywall allows users to climb continuously at a consistent height from the ground.

Color-coded rocks can be placed in many positions, thereby allowing climbers to customize their experience. Skywall features 10 climbing speeds, 13 incline levels, and five preset programs.

Manufacturer’s list price: $7,950.00

Manufacturer’s list price: $15,000.00

Brewer's Ledge, Inc.

108 SMA The SMA has no top-end limitations, making it ideal for sprinting and interval training. Among its refinements: the smart display, featuring voice response for coaching and instruction; virtual landmarks; opponents to race; a step stride from 1" to 20"; and up to 20" of vertical arm travel. Included are heart-rate monitoring; variable control resistance up to 500 pounds; padded side handrails; optional arm extenders for individuals up to 7' tall; and an optional seat.

Manufacturer’s list price: $3,995.00

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Treadwall M6

LedgeWall Panel System LedgeWall panels and modules provide affordable, space-efficient climbing options that are designed to satisfy both beginners and seasoned climbers. Made of tough industrial-grade wood that features a unique in-cut texture, they come ready for framed or concrete walls. LedgeWall modules are pre-framed to quickly create challenging climbing areas with overhangs, roofs, and corners. These modules bolt together on-site, and are the easiest way to get professional-grade bouldering areas for serious training.

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At 6' wide, the Treadwall M6 has textured panels and a freestanding or wall-mounted frame. Its auto-stop device and userfriendly speed control allow climbers to adjust the rate of ascent with a simple knob. The angle adjustment feature offers a wide range of challenges, from a beginner-friendly slope to a muscleburning overhang. The M6 comes with climbing holds, a landing mat, and an electronic counter-timer.

Manufacturer’s list price: $9,950.00

At Sports & Fitness Insurance our service and commitment ensure you a perfect fit.

Contact us at: Post Office Box 1967 • Madison, MS 39130-1967 1-800-844-0536, Ext 2222 or 2252 • 601-898-8464 • Fax: 601-707-1037 • contactus@sportsfitness.com

W e wo r k e v e r y par t of yo u r f i t n es e sss c enter. enter .

Get your club in the best shape of its life with over 40,000 parts, products and amenities from Sportsmith. And with same-day shipping and the strongest customer service in the industry, you’ll see why we didn’t just invent the parts business, we perfected it.

Your Fitness Parts and Product Superstore.

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Make Sportsmith your complete supplier today.

Call 888.713.2880 or visit sportsmith.net.

Mary Beth Mitchell Miss Figure Oklahoma 2008 and Personal Trainer

| Innovations | FIT Extra Rock Climbing Walls Entre Prises Climbing Walls

Custom Climbing Walls Established in 1983, Entre Prises Climbing Walls (EP) is a worldwide provider of artificial climbing structures that are known for their beauty, complexity, and quality. EP has built more than 4,000 walls for its customers, including many health clubs. The EP staff includes engineers, designers, world-class climbers, and an in-house architect. Offering eight different wall types to choose from, EP can provide a solution for every need and budget.

Durastone Climbing Panels

Freeform Climbing Walls

Durastone panels are a durable do-ityourself solution for smaller clubs; they’re designed to attach easily to an existing wall, with step-by-step instructions provided. Durastone’s molded 4' x 4' rocktextured panels provide natural climbing features and accept modular handholds.

Four different patterns reduce texture repetition and increase feature continuity.

Entre Prises’ Freeform Climbing Walls are hand-sculpted, textured, and colored to meet any specification. Their unique design combines natural features with modular handholds to keep climbers interested. In addition, their polymercement and fiberglass-based construction provides exceptional durability and aesthetics. Freeform Climbing Walls are ideal for indoor and outdoor use.

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| Innovations | FIT Extra Rock Climbing Walls

Imprint Climbing Walls Imprint Climbing Walls combine natural

features with modular handholds to offer climbs like those on natural rock. Their polymer-cement construction provides exceptional durability. With more than 45 different 3-D molds available, clubs can choose from nearly limitless topographies that closely mimic the look and feel of real granite. For budget-conscious operators, Imprint can be installed in phases and added onto at a later date, or reconfigured and completely redesigned at any time.

Extreme Engineering

Element 4 Person Climbing Wall

Profit Center Made Simple.

The high-end Element climbing wall accommodates up to four climbers at one time. It looks and feels like real rock, and can reach heights up to 26' tall. Priced under $30,000 installed, the wall is a cost-effective solution that offers the same aesthetics as systems costing more than $300,000. Fully equipped with auto-belays, no manual belay is required, thereby reducing staffing needs. This product also includes climbing harnesses and additional accessories necessary for operation.

Manufacturer’s list price: $25,995.00

Stationary Climbing Walls

HydroMassage® is an unattended profit center that offers your members a powerful massage that is convenient and affordable enough to enjoy every day.

“We’ve made an additional

$6,300 in annual revenue…

in the first 24 hours!”

- Dave Yaldo, Powerhouse Corporate Gym

Most importantly, your members will pay an extra $10-20 per month for a HydroMassage® package.

t t t t t t t t t t t t t t t t t t t t t t t t t t t t t t t t t t t

“It provides a true ‘wow’ factor for us... It has also been an effective closing tool for selling memberships.”

- Jay Bryan, Anytime Fitness

1.800.786.1930

www.hydromassage.com/success

Trusted for over 20 years by doctors, athletes and trainers.

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Fitness centers can choose from a wide variety of climbing walls from Extreme Engineering to best suit their individual needs. The company offers cost-effective towers that use minimal space, as well as innovative and custom systems that are designed around existing space and requirements. Extreme Engineering can also convert unused racquetball courts into climbing walls.

| Innovations | FIT Extra Rock Climbing Walls Nicros, Inc. Climbing Walls See our ad on Page 58

Nicrolite Molded from real rock, Nicrolite walls

offer a realistic, rock-like appearance, but are lighter than Nicros’ A.R.T. Walls.

Nicrolite structures are made from fiberglass, and this lighter weight can be important for applications on upper floors. Installation time is also reduced, and Nicrolite climbing walls can be completely pre-built off-site and shipped to the location, ready to be attached.

Nicrolite walls can be used for lead climbing, bouldering, top roping, and auto-belay climbing.

A.R.T. Wall Climbing Wall System Nicros’ A.R.T. Wall provides a realistic climbing experience with glass-fiber reinforced-concrete (GFRC) construction, fashioned from molds of real rock.

Concrete provides the feel of rock, nature’s designs provide intricate climbing features found on actual surfaces, and handhold attachment points are arranged for proper alignment. The A.R.T. Wall is suitable for all forms of climbing (top roping, lead climbing, and bouldering), and can be used with auto belays. Nicros also offers special handholds molded from real rock.

Auto Belay Safety System Nicros offers a patent-pending Auto Belay Safety System (A.B.S.S.) that monitors auto-belay use on a climbing wall. The system determines whether a climber is on the wall, but not attached to the autobelay device, and warns the climber and facility staff via an audible alarm and strobe light. The climbing height at which the activation occurs and the type of alarm that sounds can be customized to fit a health club’s needs.

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Workout assurance for your members!

Become an Associate Partner in this revenue generating travel access program.

• Build an additional EFT draft • Potential for ongoing high profit returns • Extra selling potential for new and existing fitness centers • The ability to tap into existing membership base • Extra traffic for amenity sales • Freedom for members who travel local or long distances • Available to any fitness center small or large regardless of affiliation

First year FREE to all IHRSA member clubs!

“Thanks to ICA I’m able to tap into my existing member base as well as new members at point of sale for additional revenue. This revolutionary program has helped my gym thrive and we project an estimated $12,000 in extra income within a year!”

—ANTONIO STAROPOLI, WATCHUNG FITNESS LLC

Join today! Call 1-888-661-7546 www.icatravelnet.com

®

| Innovations | FIT Extra Rock Climbing Walls

Nicros GymWall

Nicrolite-HandSculpted uses the same fiberglass substrate as Nicrolite, but is faced in a concrete polymer that’s hand-sculpted to allow for limitless design capabilities. As Nicros’ premier hand-sculpted product, this can be installed in minimal time. The company custom-sculpts each section in its shop, and assembles the sections on-site, attaching each to a modular, bolttogether frame. Nicros is able to emulate different types of rock features to add a unique appearance and additional climbing options.

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Nicros-EasyWall is a 4' x 4' panel carved to look like real rock, and designed to be

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We can give your members a place to swing their racquets, as well as a place to store them.

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GymWall is a plywood climbing wall system with awesome texture. It’s prebuilt at Nicros’ facility and assembled on-site using a bolt-together sub-frame.

This style of climbing wall gives clubs the most bang for their buck.

Nicros Playground Boulders provide numerous climbing features, and are suitable for parks and playgrounds.

The boulders are molded from real rock, made of UV-resistant fiberglass, and come with anti-graffiti coating. They’re available in the fiber-reinforced concrete that’s utilized for Nicros’ A.R.T. Wall.

They can be moved with a standard forklift, and installation involves simply placing the boulders on an existing slab or footing and bolting them down.

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| Innovations | FIT Extra Rock Climbing Walls bolted to an existing wall, making it suitable for smaller spaces and limited budgets, such as school gymnasiums and start-up programs. It works for traverse-wall applications, and can be used for fullheight walls if the existing wall or ceiling can support the top anchors. The 2"-thick panels can be easily cut and shaped to provide a perfect fit.

surrounding walls. Nicros-GranitPanels are appropriate for simple traverse walls, but can also be cut and attached to a custom framework to create a great vertical climbing wall.

to produce a realistic portable wall.

Manufacturer’s list price: $18,999.00

Manufacturer’s list price: $299.00

Manufacturer’s list price: $419.00

WestCoast Climbing Wall System Nicros-SegWall The Nicros-SegWall is a modular wall that combines aesthetics and easy installation. Molded from real rock and Nicros-GranitPanel fabricated from fiberglass, Nicros-SegWall Nicros-GranitPanels are 4' x 8' sheets of panels are bolted to one another and to 3/4" plywood that’s been coated with a an existing wall or subframe, provided cementitious material to give it a coarse, that the wall or ceiling can support the granite-like texture and look. Each panel top anchors. Attaching to an existing wall has 40 screw-in T-nuts, and its surface yields a substantial cost savings. The webinars 9/28/09 2:15toPM Page 1 can be tintedad-1109CBI:webinars and flecked to match .5pg ad-1009CBI panels can also be attached a trailer

WestCoast walls feature a special polymerconcrete texture that’s applied utilizing a process that produces flat areas around the T-nuts (handhold attachment points), which reduces handhold breakage. After the texture is applied, small rock features are imprinted. The company’s tinting process employs both integral dye and post-applied flecking and streaking, which makes simple concrete look more like real rock. WestCoast walls are suitable for all forms of climbing and can be used with auto belays.

IHRSA Webinars Turn your office . . . into a classroom!

Sponsored by

Have a phone, computer and high speed internet connection? You're ready for IHRSA webinars!

IHRSA webinars are delivered using the latest technology for a trouble-free experience. They combine interactive on-screen graphics, leader presentation via phone, plus on-line question and answer. A LinkedIn page facilitates discussion and interaction long after the webinar. Webinar attendees have access to the archives for sixty days at no additional charge.

IHRSA webinars are value-priced at US$49 each (US$69 non-IHRSA member price) and may be ordered individually or as a 'series' . . . ask a Membership Specialist for further details about multiple order discounts.

Visit ihrsa.org/webinars or call +1 617-951-0055 for more information or to register today.

Topics and Speakers All webinars take place on Thursday, 2:00pm EDT � November 12: Strategic Marketing: Maximizing Your ROI Derek Barton, President/CEO Barton Productions � December 10: The Strengths-Based Sales Force Brenda Abdilla, President Management Momentum LLC ARCHIVE AVAILABLE Financial Management: Must-KNOWS and DOs for Success in 2010 Chris Evans, Partner, Atwood Consulting Group John Atwood, Partner, Atwood Consulting Group

International Health, Racquet & Sportsclub Association | Seaport Center, 70 Fargo Street, Boston, MA 02210 USA

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IHRSA Report First Set 85 | In Brief 86 | International 89 Member News 91 | Calendar 95 | Coming Soon 95

Insomnia is an enervating condition with a host of emotional, psychological, and physical side effects that an estimated 11.8% of all Americans (36 million people) suffer from. Regular vigorous exercise during the day, but not right before bedtime, is one of the most effective remedies, according to physicians and medical researchers. —|

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| IHRSA Report | First Set

®

The International Health, Racquet & Sportsclub Association is a not-for-profit trade association open to investor-owned and member-owned fitness, racquet and athletic facilities. Associate memberships are available to manufacturers or suppliers of products and services of use to IHRSA members.

800-228-4772 USA & Canada 617-951-0055 International 617-951-0056 FAX www.ihrsa.org www.healthclubs.com E-mail: info@ihrsa.org IHRSA Board of Directors David Patchell-Evans: Chairperson GoodLife Fitness Clubs 519-661-0190 ext. 238 Lynne Brick: Brick Bodies Fitness 410-252-8058 Rick Beusman: Saw Mill Club 914-241-0797 Bob Shoulders: Fayetteville Athletic Club 479-587-0500 Mike Raymond: Curves International 254-399-9285 Susan Cooper: BodyBusiness Health Club & Spa 512-459-9424 Art Curtis: Millennium Partners Sports Club Management, LLC 617-476-8910 Sandy Hoeffer: Western Athletic Clubs 415-901-9243 David Hardy: Franvest Capital Partners 780-953-4273 Kilian Fisher: ILAM + 353 (0) 45 902235 Jeff Klinger: Anytime Fitness 651-438-5050 Kay Yuspeh: Elite Fitness & Racquet Clubs 262-786-0880 Bill McBride: Club One 415-477-3000 Gene LaMott: Ex-officio TW Holdings 360-877-3915 SPECIAL ADVISOR LATIN AMERICA Richard Bilton: Companhia Athletica (55) 11-5181-2000

Clubs Connect for Change “I truly believe that individuals can make a difference in society. Since periods of change, such as the present one, come so rarely in human history, it is up to each of us to make the best use of our time to help create a happier world.”

—His Holiness the Dalai Lama In September, I had the privilege of attending a unique meeting, the Connecting for Change conference, in Vancouver, Canada. The event brought together His Holiness the Dalai Lama, four Nobel Laureates; the Rev. Mpho Tutu, the daughter of Desmond Tutu, who appeared in his stead; and an invited group of 120 innovators from the business, social, and philanthropic sectors.

The purpose: to make connections, explore possibilities for collaboration, and develop a greater, deeper understanding about how to work together to address the most pressing issues of our time, and foster sustained social change—creating, David Patchell-Evans thereby, a more peaceful and compassionate world.

IHRSA Chairperson For me, the conference was a very personal and inspiring experience, three incredible days focused on what may be the ultimate human concern: how to change the world in a positive and lasting way. The Dalai Lama took part for about eight hours, and was ably complemented by the Nobel Prize winners, Rev. Tutu, a wise and worthy fill-in for her father, and a number of other world-class thinkers.

The presentations and discussions revolved around a single topic: how to make the world a better, happier, and more prosperous place—one that provides equal opportunities for every individual.

As the only representative of the fitness industry, I was able to introduce a few original notions—thoughts, for instance, about the connection between physical health and emotional, mental, and spiritual well-being. And I left with a wealth of new ideas introduced by others. (For more on the conference, see “International Education,” pg. 89.)

The one overriding impression I was left with, however, is that the direction we’re taking at IHRSA is right on target. As an organization, we’re determined, and positioned, to create a positive chain reaction. The core, the point of departure, of that process is our members. We’re privileged, each and every day that we open the doors of our clubs, to help enrich their lives, increasing their confidence, self-esteem, and ability to enjoy richly rewarding lives by offering them the gifts of fitness and vitality. They, in turn, can share what they’ve learned, championing a healthy lifestyle, with their family, friends, coworkers—their personal circle of influence.

Our industry is already doing much to create a more positive world.

Now, all that’s required is for us to do it even better. —| – David “Patch” Patchell-Evans, patch@goodlifefitness.com

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| IHRSA Report | In Brief

Roll Call: New Leaders for a Fit Nation

W

ith a new President of the United States comes a new administration and new leaders of long-existing government bureaucracies.

One of the most important federal agencies to the fitness industry is the U.S. Department of Health and Human Services (HHS). With a budget of more than $700 billion and nearly 65,000 employees, HHS is a massive government agency whose principal mission is to protect the health of all Americans. HHS has, under its umbrella, many agencies that are focused on wellness and prevention.

This department has overseen the development of the first-ever national Physical Activity Guidelines and the President’s Council on Physical Fitness and Sports.

The support within this agency to increase physical activity among Americans will be important for the industry over the next three, possibly seven, years.

In April, former Kansas Governor Kathleen Sebelius was sworn in as President Obama’s HHS Secretary. Secretary Sebelius appears to support physical activity and anti-obesity efforts, referencing them frequently when addressing healthcare reform. She spoke in July at the inaugural Centers for Disease Control and Prevention’s (CDC) Weight of the Nation Conference. During her speech on obesity and prevention, she noted, “President Obama and I don’t think this issue can wait. And neither does Congress.” She also referenced the $1 billion earmarked for prevention as part of the American Recovery and Reinvestment Act, saying, “a significant amount of the money will go to help states and communities attack obesity.” While details were not available at press time, this could indicate that grant monies may be available for clubs that work in concert with community anti-obesity efforts.

The CDC is one important agency under the HHS’ direction. Its new director, Dr. Thomas Frieden, has a history of taking on controversial public health issues.

As the Commissioner of the New York City Health Department, Frieden banned trans fats and smoking in restaurants and required that nutritional information be included on menus. “Obesity and diabetes are the only major health problems that are getting worse in this country, and they’re getting worse rapidly,” Frieden said at the same CDC conference. He also stressed that obesity is not simply an individual problem but a societal problem that will require a society-wide effort to change. Given his past efforts, Dr. Frieden could be a powerful force in the fight for a more fit nation.

Another new face in the Obama administration is Surgeon General Dr. Regina Benjamin, a family practitioner from Bayou La Batre, Alabama. It appears that she was selected based on her strong history of dedication to providing quality healthcare to patients in rural areas.

Late August brought the appointment of one of the fitness industry’s own. Sergio Rojas, a celebrity trainer, owner of a personal training and wellness business, and former director of personal training at Lakeshore Athletic Club in Chicago, was named the executive director of the President’s Council on Physical Fitness and Sports (PCPFS). This could prove to be a boost for the club industry. As a fitness professional with more than a decade of club experience, Rojas will bring a unique perspective to this government agency. Known for the President’s Challenge, the PCPFS’ main role is to serve in an advisory capacity to the HHS Secretary and the President on issues related to physical activity, fitness, and sports. Rojas could increase awareness among top administration officials about the important role health clubs play in America’s battle against obesity.

In the end, only time will tell how supportive the Obama administration and the HHS are of policies that support increasing physical activity for all Americans.

To stay up to date on the latest news, sign up today for Capitol Report, IHRSA’s weekly e-mail bulletin on federal and state legal, legislative, and regulatory issues. —|

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| IHRSA Report | International

International Education The Dalai Lama has lessons to teach our industry

By David Patchell-Evans

R

ecently, I experienced three of the most inspiring days of my entire lifetime. I was invited to attend a special meeting, the Connecting for Change conference, in Vancouver, Canada, that was led by His Holiness the 14th Dalai Lama. (See “Clubs Connect for Change,” pg. 85.)

For those of you who aren’t familiar with the Dalai Lama and his life’s work: He’s the spiritual leader revered by Tibetan Buddhists and admired by millions of people worldwide, and the semi-retired leader of a Tibetan government-in-exile based in Dharamshala, India. For more than five decades, he’s devoted himself to promoting peace, compassion, and education on a global level.

He’s the first Dalai Lama to travel to the West, was awarded the Nobel Peace Prize in 1989, and—a special distinction, for me—is an honorary Canadian citizen. He’s charismatic, a great thinker, and, take it from me, a riveting speaker— exceptional in so many regards.

In addition to the Dalai Lama, the conference involved Rev. Mpho Tutu, the daughter of Desmond Tutu; four Nobel peace prize laureates; former Irish president and peace activist Mary Robinson; philanthropist and eBay founder Pierre Omidyan; and a host of CEOs and other individuals representing a variety of business, social, and philanthropic organizations. It was truly an international gathering.

“

What I found most surprising was that, initially, the seminal, fundamentally important role of health and fitness wasn’t even mentioned.

”

The discussions focused on basic concerns with universal relevance: peace, compassion, understanding, tolerance, happiness, freedom, human rights, the environment, the care of children, the elimination of poverty, etc. The thread, the common underlying objective, that tied it all together was the simple shared desire to make the world a better place.

What I found most surprising was that, initially, the seminal, fundamentally important role of health and fitness wasn’t even mentioned.

What does it mean when some of the world’s top thinkers and leaders get together to discuss some of the planet’s most pressing issues, and sports, health, fitness, physical activity, exercise, and wellness aren’t among the very first things that

His Holiness the Dalai Lama, l.

come to mind? Pardon me for being an optimist, but I think what it means is that we have a huge opportunity.

If, like the conference participants, we care, we can make a real difference, serving as a true catalyst for change, by reaching out to our communities and sharing our passion, expertise, and skills with them. The Dalai Lama talked at great length about the value of giving, and about the residual benefits of developing a calmer, gentler spirit: chief among them, reduced stress and a longer life. Fitness does exactly the same thing.

So, what if we were to combine what we do with what he’s recommending?

I actually had the privilege of asking the Dalai Lama a question about happiness. I asked him how he maintains a joyful spirit when his country is under siege by the Chinese, so many Tibetans are dealing with desperate conditions, and so many terrifying things are happening to other people throughout the world. His answer was intriguing.

He said that he’d discovered, many years ago, that the people who make the greatest difference in the world are the ones who aren’t angry; they’re individuals who feel compassion for, and attempt to understand, other people. His advice was to “let go” of anger. His plan for making the world a better place: Adopt a positive attitude and do whatever you can do to make a difference.

It’s a message, and a mission, that our industry can embrace. —| – David “Patch” Patchell-Evans, patch@goodlifefitness.com www.ihrsa.org

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THE FUTURE IS INSPIRATION! IHRSA 2010 welcomes MALCOLM GLADWELL and CHIP HEATH as Keynote presenters.

Thursday, March 11 • 9:00am-10:30am Sponsored by Precor

Friday, March 12 • 9:00am-10:30am

Malcolm Gladwell Best-Selling Author, and Staff Writer for The New Yorker Magazine

Outliers — Why are People Successful?

The secrets of success can be decoded—and copied and reconstructed.

Hear Malcolm Gladwell reveal the real—and mostly overlooked—secrets to extraordinary success. He builds his case with stories of real people, brilliantly told from an all-new perspective.

We pay far too much attention to what successful people are like, and too little attention to where successful people are from: their culture, their family, and their generation.

Gladwell overturns many of our conventional notions about what makes a person successful. He creates an entirely new model for nurturing success and suggests ways to give people the best opportunities to succeed.

Because we so profoundly personalize success, we squander human potential. We miss opportunities to lift others onto the top rung.

View Malcolm’s biography at ihrsa.org/convention.

Sponsored by Technogym

Chip Heath Best-Selling Author, and Professor of Organizational Behavior, Graduate School of Business, Stanford University

Switch: How to Change Things When Change is Hard Why is change so difficult and frightening? Chip Heath, the best-selling co-author with his brother Dan Heath of Made to Stick, addresses one of life’s greatest challenges— how to change things when change is hard.

Heath will talk about how difficult change is in our companies, our careers, and our lives, why change is so hard, and how we can overcome our resistance and make change happen.

Heath will illustrate and explain situations in which sweeping change was adopted, including how an entrepreneur who turned his skeptical employees into customer service zealots and saved his company.

View Chip’s biography at ihrsa.org/convention.

REGISTER NOW AT THE BEST RATES! Four-Day Convention is only US$600 through November 15. Register online at ihrsa.org/go2010, call 800-228-4772 (US/Canada) or +1 617-951-0055 (International).

29th Annual IHRSA International Convention & Trade Show March 10-13, 2010 | San Diego, California USA International Health, Racquet & Sportsclub Association

| IHRSA Report | Member News

Full Disclosure: Ivanko Barbell Company Mirror, Mirror…

As any avid weightlifter can attest, the total number of pounds benched or curled is not the only important aspect of a strength-training workout. Ensuring proper posture and form is equally critical.

To help exercisers assess their lifting stance, Ivanko has expanded upon its repertoire of weights and accessories with a line of lightweight “glassless” mirrors, in a variety of sizes. Instead of glass, these mirrors feature a special optical-grade reflective film that’s stretched across the surface of the panel frame—in fact, it’s the same highly reflective material that’s used in the Hubble Telescope and in flight simulators.

While remarkably light— each 4'x 6' panel weighs only 8 pounds—the mirrors feature great structural rigidity and cutting-edge technology.

Each Ivanko frame is composed of a 1.25" thick customextruded aluminum piece.

The frame is then affixed around a rigid lightweight board to enhance its tensile strength.

“The strong tensile strength in the frame and inner core is necessary because the reflective film is stretched to a tension of 100 pounds, which is why the surface is 100% flat with no distortion,” explains Chet Groskreutz, vice president of sales and marketing at the company.

“The Ivanko mirror is shatterproof and stands up to long-term use, like every other Ivanko product.” —|

F

ounded in 1967, Ivanko Barbell Company is among the oldest continuously run supplier companies in the fitness industry. The San Pedro, California, company offers a wide range of free-weight and related equipment, including competition sets, plates, Olympic bars, dumbbells, collars, racks, aerobic exercise accessories, and flooring.

While it’s not unusual for any firm to point to innovation as a hallmark, Ivanko has documented evidence.

For example, in 1981, it introduced rubber-encased dumbbells; in 1999, it began offering its E-Z Lift plates; and two years later, Ivanko debuted a stainless steel Olympic bar.

When asked to provide information on revenues, numbers of employees, or other numeric indicators of success, president and founder Tom Lincir, stated, “Because we’re a private, family-run business, we don’t release financial figures, but we’ve done well and expect to continue to do so. We have more than four decades of success to back up that belief.”

Strengths “Our superior, innovative designs, both in aesthetics and manufacturing, really set us apart. For example, since we introduced our urethane line of dumbbells and barbell plates, we’ve seen an incredible response from the market. Our designs are copied worldwide, but our engineering and manufacturing processes are never duplicated. If they were, competitors would have to charge the same prices we do. If you want to break it down further, we offer better quality of materials, accuracy of manufacturing processes, strength and durability of product, and a better value for the dollar. In addition, we’re historians of the industry and our sport, which informs the work we do today. We have a tremendous research library with product catalogs going back two centuries, and a physical collection of strength-training memorabilia from which we derive some of our inspiration. We also work hard to educate buyers on why Ivanko’s products are superior and why they can spend their money with confidence.”

Weaknesses “Not to sound self-serving, but we care too much. We often share our knowledge of product development with others in the industry if we think it will make the industry safer. This might be perceived by some as a competitive weakness, but we feel that it benefits the industry overall—both commercial clubs and their members.”

Opportunities “We want to grow globally while doing more to support manufacturing domestically. For example, to be compatible with the global marketplace, we recently finished retooling for our line of urethane dumbbells and barbell plates so that weight appears in kilograms. On the domestic side, while about half of our products had been made in the U.S. and the remainder imported, from this point on, any new product we introduce will be made 100% in the U.S. We’ve found that it’s not always that much more expensive than importing, and, if you look at the value-to-cost ratio, it can be very competitive indeed.” —| – Jon Feld, jon@trendline-co.com www.ihrsa.org

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Associate Profiles

Associate News

Advance Health Solutions, LLC

American Council on Exercise

Advance Health Solutions, LLC, is a premier consulting firm with extensive knowledge and experience in conducting research, evaluation, and corporate wellness initiatives within the health and fitness industries.

Services include corporate wellness initiatives, membership satisfaction surveys, employee retention management, health-promotion and disease-prevention program design and evaluation, and public policy advocacy. By leveraging strategic business intelligence, the organization helps companies increase their visibility and profitability. For more information, contact the company at 866-330-0596; 858-456-3592; www.evaluators.advance healthsolutions.com. —| u

C + P Möbelsysteme GmbH & Co. KG

u The American Council on Exercise (ACE) has added several new executive officers to its board of directors, along with two new members. Wojtek Chodzko-Zajko, Ph.D., who serves as head of the department of kinesiology at the University of Illinois at UrbanaChampaign, is chairman. Janet Lee, Shape magazine’s deputy editor since 2005, becomes vice chair.

Lorna Friedman, M.D., a senior medical executive at CIGNA International, has been named secretary.

Herb Flentye, president and CEO of SPRI Products, Chodzko-Zajko Inc., is now treasurer. New board members are Kimberly Wells, a senior international economist/space policy analyst for the Office of Aerospace and Automotive Industries within the U.S. Department of Commerce; and Scott Murdoch, Ph.D., the cofounder and chief nutrition officer of NutriStyle, Inc. —|

Expresso Fitness u Expresso Fitness has appointed Xen Angelides to the new position of director of international sales for Asia Pacific and the Middle East, including Australia, New Zealand, India, Indonesia, China, Singapore, Hong Kong, Thailand, Korea, and Japan. In this role, he will develop and manage the distribution channel for Expresso Products throughout this entire region.

Previously, Angelides spent nine years as regional sales manager of Australia and Asia for Nautilus, Angelides Inc., in Vancouver, Washington. Prior to that, he was self-employed as the managing director of X-Factor Human Performance Systems in Australia and Malaysia. Of Angelides, Mark Urlage, the vice president of worldwide sales at Expresso, says, “His knowledge and passion are a fantastic match with Expresso’s fun and engaging products.” —|

First Financial

u A member of Christmann & Pfeifer Group, C + P specializes in steel furniture and is known for its consistent innovation, ongoing investment program, and highquality products. C + P offers furniture to suit all needs and standards—from classic steel cupboards as standalone solutions, to variable furniture systems, to complete contract furniture—all for a wide range of applications. With broad international experience, C+ P delivers exceptional sales support, on-site project assistance, and ongoing service through a qualified team that’s very familiar with the health >

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u First Financial, the National Preferred Vendor for equipment leasing for Gold’s Gym International (GGI) and Snap Fitness, has created special leasing programs for GGI and Snap franchisees who are remodeling or expanding their facilities. The company exhibited at the Gold’s Gym annual convention trade show in Las Vegas, in July. First Financial offers commercial clients a number of services, including equipment leases, packaging SBA Bosley, l., Pace loans with or without the purchase of real estate, working capital cash advances, commercial real estate mortgages, accounts receivable financing, and unsecured business loans. In other news from the company, Paul Bosley, national marketing director, and Dan Pace, CFO, served as industry speakers at IHRSA’s International Convention and Trade Show, in San Francisco, in March. —|

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| IHRSA Report | Member News

and fitness industry. For more information, contact the company at +49 64-65919-812; www.cpmoebel.com. —|

ERC Wiping Products, Inc.

u Established more than 85 years ago, ERC Wiping Products, Inc., supplies the athletic and fitness industries with towels and equipment wipes. Towels range in size from washcloths to extra-large bath towels, and multiple colors and styles are available. ERC also offers pre-saturated equipment and surface wipes as a lowcost, effective solution for providing a healthier and safer environment for health club staff, members, and guests.

The company stocks a complete inventory in its 75,000-square-foot warehouse, and conveniently ships orders the same day they’re placed. For more information, contact the company at 800-225-9473; www.ercwipe.com. —|

PTA Global

u PTA Global offers personal training certification in collaboration with 23 of the world’s top fitness industry educators.

It encompasses new, exciting topics on human behavior and motivational interviewing; an inclusive program design model, nomenclature, and syntax for describing movement; a system for observing a person’s daily readiness to move; industry interviews; and more.

Industry experts present topics to prepare candidates for their future career path. The organization’s goal is to elevate the success and quality of life of fitness professionals by helping them enhance the quality of life of their clients. For more information, contact the company at 303-883-0146; www.ptaglobal.com. —|

Fiserv, Inc. u Congratulations to Fiserv, Inc., which is celebrating its 25th anniversary this year! In 1984, Sunshine State Systems, Inc., in Tampa, Florida, and First Data Processing in Milwaukee, Wisconsin, combined to form Fiserv. It has since grown from a $21-million business with 350 employees, to a $4.7-billion Fortune 500 company with 20,000 ‘Public’ acclaim for Fiserv employees. In 1986, Fiserv went public, trading on the NASDAQ exchange, and became a global provider of financial services technology solutions. Fiserv recently conducted its largest acquisition when it bought CheckFree Corp., and today serves 16,000 clients in 40 countries. “Our real advantage is the quality of our people and their commitment to excellence, which translates to the best experience for our clients,” explains Jeffery Yabuki, the president and CEO of Fiserv. —|

Matrix Fitness Systems u The Matrix Fitness Systems T7xe treadmill recently earned the bronze International Design Excellence Award (IDEA) for commercial and industrial products by the Industrial Designers Society of America (IDSA). The IDEA program is a premier international competition honoring design excellence in products, ecodesign, interactive design, packaging, strategy, research, and concepts. Judging focuses on design innovation; user benefit; client/business benefit; benefit to society; ecological responsibility; appropriate aesthetics and appeal; usability testing; rigor and reliability; internal factors and methods; and implementation. “We take pride in our reputation for bringing innovative products to customers, and the T7xe continues this tradition by changing the way people interact with fitness equipment,” notes Kent Stevens, the executive vice president of sales at Matrix. —|

The National Exercise Trainers Association u The National Exercise Trainers Association (NETA) recently achieved accreditation by the National Commission for Certifying Agencies (NCCA) for its Group Exercise Instructor certification, which provides hands-on instruction.

NCCA-accredited programs signify “gold standard” distinction, which helps health club operators ensure that the group exercise instructors they employ are competent and professional. A nonprofit education provider, NETA has been training and certifying fitness professionals for more than 32 years. It offers NCCA-accredited personal-training and group exercise certifications; certificates programs; home-study programs; continuing education workshops; weekend fitness events; and a wide variety of fitness-related products. —|

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New Members Alabama

Anytime Fitness

IHRSA Membership Eligibility Standards

10743 Narcoossee Road Orlando, FL 32832 407-472-4516 Mr. Tony Richardson

Members of the association must comply with IHRSA’s baseline health, safety, and ethical standards. To learn more, visit www.ihrsa.org/standards or contact IHRSA at 617-951-0055.

Anytime Fitness 1548 U.S. 231 S Ozark, AL 36360 334-445-9009 Mr. Jim Slack

Anytime Fitness

Arizona

Anytime Fitness

Snap Fitness 6455 N. Viewpoint Drive Prescott Valley, AZ 86314 Mr. Keith Conrad

California Anytime Fitness 12130 New Airport Road Auburn, CA 95603 530-308-1841 Mr. Brian Schwalbe

Juliet Kaska’s Zen Fitness 1155 S. Grand Ave. 24th Floor Penthouse Los Angeles, CA 90015

Snap Fitness 671 W. Teft St. Nipomo, CA 93444 Mr. Michael Puhek

The Training Ground 524 29th Ave. Oakland, CA 94601 510-769-7372 Ms. Ann Manatt

Connecticut Anytime Fitness 17 Liberty Way East Lyme, CT 06357 860-691-1611 Mr. Ed Banasky

Snap Fitness 1456 Lawson Drive Howell, MI 48843 Mr. Matt Jermov

302 N. Nova Road Ormond Beach, FL 32174 386-677-8600 Mr. Justin Stephens

Missouri Anytime Fitness

1997-A Aloma Ave. Winter Park, FL 32792 321-972-5833 Mr. Patrick L. Mcgaha, Jr.

4700 McMasters Ave. Hannibal, MO 63401 Mr. Tom Morgan

Illinois

Nebraska

Anytime Fitness

Anytime Fitness 2100 S. 20th St. Blair, NE 68008 402-533-8200 Mr. Ronnie Nichols

1231 S. Division St. Harvard, IL 60033 815-943-2407 Mr. Marc Hathaway

2336 Surfside Blvd.

Cape Coral, FL 33991 239-283-5900 Ms. Yvette Sparks

94

Anytime Fitness

Nevada

901 W. Morton Ave. Jacksonville, IL 62650 217-479-8000 Mr. Jeffery Lynn

Anytime Fitness 6396 San Mateo St. N. Las Vegas, NV 89084 702-399-0024 Mr. Mike Myers

Iowa

New Jersey

1005 Canal Shore Drive Le Claire, IA 52753 Kelly and Brad Miller

Anytime Fitness 100 Reaville Ave. Flemington, NJ 08822 908-806-2411 Mr. Kevin Kroos

Louisiana Anytime Fitness

Anytime Fitness

8905 Maurice Ave. Maurice, LA 70555 337-303-6550 Mr. Derrick Chargois

611 Berlin Cross Keys Road Sicklerville, NJ 08081 856-885-6586 Mr. Kevin Kroos

Snap Fitness 28977 Walker South Road Ste. H Walker, LA 70785 Mr. Jason Leaphart

Anytime Fitness

Michigan

Snap Fitness

1004 Tabor Road Tabor, NJ 07950 973-998-6300 Mr. Eric Skovronek

4 W. Roosevelt Blvd.

Unit 1 Marmora, NJ 8223 Mr. Richard Lawson

Snap Fitness 2492 84th St. SW Byron Center, MI 49315 Mr. Brian Mulder |

NOVEMBER 2009

North Carolina Anytime Fitness 3607 Falls River Ave. Raleigh, NC 27614 919-803-2932 Mr. Bob Brewer

Snap Fitness 1433 B (68 Place), Hwy. 68 N Oak Ridge, NC 27310 Mr. Scott Simpson

Snap Fitness 2080 Arlington Ave. Upper Arlington, OH 43221 Mr. Matthew Davis

Pennsylvania Anytime Fitness

Snap Fitness

Club Business International

115 Skyline Drive Ringwood, NJ 7456 Ed & Karen Fazio

Ohio

Florida Anytime Fitness

Snap Fitness

|

www.ihrsa.org

3607 Falls River Ave. Mcmurray, PA 15317 724-942-0024 Mr. Allen Berliner

Snap Fitness 430-440 Pennbrook Pkwy.

Lansdale, PA 19446 Mr. Brian Gery

South Carolina Anytime Fitness 11107 Broad River Road Irmo, SC 29063 803-217-0090 Mr. Andrew West

Tennessee D1 Sports Training 7115 S. Springs Drive Franklin, TN 37067 615-778-1893 Mr. Ron Rickel

Texas Anytime Fitness 710 Estes Pkwy.

Longview, TX 75602 Mr. Randy Arendel

Anytime Fitness 1917 Dutton Drive San Marcos, TX 78666 512-396-2247 Ms. Kelly Meyer

Snap Fitness 6534 Yorktown Blvd.

Ste. 104 Corpus Christi, TX 78414 Ms. Patti Garcia

Washington Pro Sports Club 9911 Willows Road Ste. 100 Redmond, WA 98052 425-869-4760

Snap Fitness 4727 N. Division Bldg. A, Ste. 100 Spokane, WA 99207 Mr. John Freese

Snap Fitness 6304 6th Ave. Tacoma, WA 98406 Mr. Eric Park

Wisconsin Anytime Fitness 811 Main Ave. De Pere, WI 54115 920-338-8500

Anytime Fitness 1117 N. Sherman Ave. Madison, WI 53704 608-245-1616 Mr. Andrew Gundlach —|

| IHRSA Report | Calendar

Save the date | 2009-2010 IHRSA Events

Coming Soon in

NOVEMBER 10-13

MAY 5-6

8th Annual IHRSA Asia-Pacific Forum Tokyo, Japan www.ihrsa.org/forum

8th Annual IHRSA Summit for a Healthier America Hyatt Regency Washington on Capitol Hill Washington, D.C. www.ihrsa.org/summit

MARCH 10-13 IHRSA 2010 – The 29th Annual International Convention & Trade Show San Diego, California www.ihrsa.org/convention

Club Business International Whole-istic: A new approach to club programming engages all five senses for overall wellness u

Monthly IHRSA Online Education Monthly Webinar Series For details and topics, visit: www.ihrsa.org/webinars —|

One and Only: Jim Mizes, the president and CEO of Club One, charts a steady course for the long-term growth of this multifaceted company u

Recession Remedies: Trying times call for tried-and-true human resources strategies

u

2009-2010 Industry Events NOVEMBER 4-7

DECEMBER 9-10

March 4-7

American Council on Exercise’s Fitness Symposium 2009 San Diego, California www.acefitness.org/ symposium

National Fitness Business Alliance Workshop Phoenix, Arizona www.jointhenfba.com

Arnold Fitness Expo Columbus, Ohio www.arnoldsports festival.com

January 23-24

April 14-17

Los Angeles Fitness Expo Los Angeles, California www.thefitexpo.com

SPATEC Europe Split, Croatia www.mcleanevents international.com

NOVEMBER 4-7 SIBEC Europe Split, Croatia www.sibec.co.uk

NOVEMBER 18-19 National Fitness Business Alliance Workshop Atlanta, Georgia www.jointhenfba.com

DECEMBER 2-5 15th Annual MFA Medical Fitness & Healthcare Conference Orlando, Florida www.athleticbusiness conference.com

February 18-21 Feria Fitness 2010 Madrid, Spain www.ifema.es

February 25-27 ForumClub—11th International Congress and Trade Show for Fitness, Wellness and Aquatic Clubs Bologna, Italy www.ncforum.com

February 25-28 SPATEC Spring Key Biscayne, Florida www.mcleanevents international.com

.org

u Heart-pumping: Aerobic accessories can help clubs revive member interest and inject new excitement into groupfitness offerings

Training Tools: CBI checks out the latest and greatest balance and core training equipment being integrated at clubs u

April 22-25 FIBO 2010 Essen, Germany www.fibo.de

Out of Shape by Stan Tran

April 30-May 2 Australian Fitness Expo Sydney, Australia www.fitnessexpo.com.au

May 5-7 Club Industry East New York, New York www.clubindustry show.com —|

To obtain complete details about, or to register for, all IHRSA events, log on to www.ihrsa.org/meetings. www.ihrsa.org

|

NOVEMBER 2009

|

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| Marketplace | Employment

Lifestyle Family Fitness is one of the fastest-growing premier fitness clubs in the industry. Investing in our employees, creating a culture of teamwork, and building lasting relationships with our members is what gives Lifestyle Family Fitness the competitive edge to achieve great things!

The Company is in an aggressive growth state with locations in Florida, Indiana, Ohio and North Carolina. Our target markets include the Southeast, Mid-West, and Mid-Atlantic.

Give your career more strength and join the Lifestyle Family Fitness team!

Lifestyle Family Fitness has immediate career opportunities for qualified candidates in the following areas: SALES / OPERATIONS MANAGEMENT • Regional Sales/Operations Managers

Sport & Health Clubs, Washington DC’s premiere provider of over 20 multi-purpose health clubs, is looking for talented industry professionals to join our team!

We want DYNAMIC individuals who will build and develop teams, drive sales, implement and improve business tactics, foster member relationships and want to make $$$!

&general managers

• District Sales/Operations Managers • Club Sales/Operations Managers

Lead & drive all club activities. 5-10 years of health club sales & management experience, financial management is a must.

TRAINERS / INSTRUCTORS

&sales directors

• District and Area Personal Training Managers • Personal Trainers

Drive sales, build & train sales teams. Implement marketing plans. 3-5 years of industry sales & management experience.

• Group Fitness Instructors

Experience the benefits of working with some of the most talented people in the fitness industry. Exercise your ability to have a fulfilling career with Lifestyle Family Fitness today!

Lifestyle Family Fitness offers a Competitive Salary, Bonus, & Commission Programs; Robust Benefits Package; State-of-the-Art Fitness Facilities, Certification Reimbursement & Continuing Education, An Energetic, Enthusiastic, Team Oriented Work Environment.

APPLY NOW at www.lff.com. EOE

&fitness directors

Train & develop personal training teams. Create a fitness culture that continues to define Sport&Health. 3-5 years of personal training & industry management experience.

&benefits

Competitive salaries, aggressive bonus & commission plans, great benefits package, 401(k) plan, relocation assistance, ongoing training & long term career opportunities.

Visit us online at sportandhealth.com Send resume and compensation requirements to Director of Recruiting, Chris Ann Strahan at cstrahan@sportandhealth.com

EXERCISE YOUR POTENTIAL!

See your ad here!

Continue your career path in the fitness industry with our team of highly motivated & well compensated industry professionals at one of our state-of-the-art athletic clubs and spas located in CO, FL, GA, MA, MD, MN, MO, & NM.

Rates start at just $245 per issue for IHRSA members.

Visit www.ihrsa.org/classifieds or e-mail classifieds@ihrsa.org for details.

NEW CLUBS IN 2009!

Visit us at wellbridge.com or send your resume to resumes@wellbridge.com.

Fitness | Wellness | Sports | Fun

96

Club Business International

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NOVEMBER 2009

|

www.ihrsa.org

Consulting

| Marketplace | Consulting

Effective marketing doesn’t have to be expensive

Hiring Right is More Important Than Ever During these challenging economic times, hiring the right people is crucial.

Managers must be disciplined enough to keep spending under budget, and sales representatives must be positive and persistent in order to meet their goals. Find your next star at Healthclubs.com/ jobs, the health club industry’s premier online career center.

Get your club noticed and drive in new leads with a package custom designed for your club’s market situation.

Guide brings an industry trade show right to your computer!

ad

www.ihrsabuyersguide.com suppliers ad .5 page-1109CBI:suppliers .5pg ad-1009CBI

or

ks

o ut

The IHRSA Buyers’ ver

tisin g t h a

tw

ActiveCareers.com is now healthclubs.com/jobs

888•349•4594

10/1/09 7:06 AM Page 1 www.clubads.com/pick3

IHRSA’s Newest Supplier Members!

For information on up-to-date products and services in the health club industry, go to ihrsa.org/products.

AVID Fitness 72 Johnny Cake Hill Road Middletown, RI 02842 401846-1300 www.fitnessheadphone.com Happy Systems GmbH Am Leinwedel 6 Sinsheim; Baden-W rttemberg 74889 GERMANY +49 7261 948822 www.hector.de Health Guard UVC/Clean List Technologies, LLC P.O. Box 1862 Pittsboro, NC 27312 601-250-1349 www.healthguarduvc.com

ICA/Travel Network Inc. 85 Satterthwaite Avenue Nutley, NJ 07110 888-661-7536 Netpulse E-Zone Media Networks 2563 3rd Street San Francisco, CA 94102 415-370-6145 www.netpulse.net

SCW Fitness Education 3675 Commercial Avenue Northbrook, IL 60062 847-562-4020 www.scwfitness.com TAFT Consulting 237 East Davis Street; Suite 200 Culpepper, VA 22701 540-825-9007 www.taftconstruction.org

Pypeline Health 1847 West Broadway; Suite 214 Vancouver, British Columbia V6J 1Y6 CANADA 604-736-7977 www.mypypeline.com

International Health, Racquet & Sportsclub Association | Seaport Center, 70 Fargo Street, Boston, Massachusetts 02210 USA

www.ihrsa.org

|

NOVEMBER 2009

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Club Business International

97

Invite your members to play Tennis – for the health of it! SM with a USPTA-certified Professional

Teaching you tennis – That’s Who We Are tennis-health.com | 800-877-8248 | uspta.com

United States Professional Tennis Association

| Ad Index | Page

Advertiser

Page

Advertiser

69

» A-1 Textiles www.a1athletictowels.com | 800-351-1819

13

» MotionSoft, Inc. www.motionsoft.net | 800-829-4321

69

» Active Doctors/Institute of Lifestyle Medicine www.activedoctors.org | 781-234-1205

82

» MOTUS USA www.motususa.com | 866-668-8766

37

» Aerobics & Fitness Association of America (AFAA) www.afaa.com | 877-968-7263

84

» National Federation of Professional Trainers (NFPT) www.nfpt.com | 800-729-6378

75

» Affiliated Acceptance Corporation www.affiliated.org | 800-233-8483

88

» National Fitness www.nationalfitness.com | 888-878-1152

56

» American Specialty Health www.ASHCompanies.com/applications | 877-329-2746

58

» Nicros, Inc. www.nicros.com | 800-699-1975

2 & 3

» ASF International www.asfinternational.com | 800-227-3859

19

» Octane Fitness www.octanefitness.com | 763-757-2662

33

» Buddy Referral System www.buddyreferralsystem.com | 877-572-6580

80

» Paramount Acceptance www.paramountacceptance.com | 800-316-4444

70

» City Blends, Ltd. www.cityblends.com | 877-525-3637

25

» Peak Pilates www.peakpilates.com | 800-925-3674

31

» Concept2 CTS www.concept2cts.com | 877-887-8014

73

» Perform Better www.performbetter.com | 800-556-7464

I nside Front » CYBEX International, Inc. Cover and 1 www.cybexinternational.com | 508-533-4300

54

» Performance Food Centers www.juicebarguys.com | 888-732-9151

47

» EVERLAST Sports Surfacing (made by ECORE International) www.ecoreintl.com | 866-883-7780

22

» Power Plate North America www.powerplate.com | 877-87-PLATE

63

» First Degree Fitness, North America www.firstdegreefitness.com | 877-455-3029

38

» Ready Care Industries www.readycare.com | 800-477-4283

7

» Fiserv www.compete.fiserv.com | 800-242-9522

71

» Salsbury Industries www.lockers.com | 800-562-5377

71

» HEX Tanning www.hextanning.com | 800-556-3201

73

» Sports & Fitness Insurance Corporation www.sportsfitness.com | 800-844-0536

79

» Hollman, Inc. www.hollman.com | 800-433-3630

74

» SPORTSMITH, LLC www.sportsmith.net | 800-713-2880

76

» Hydromassage www.hydromassage.com | 727-536-5566

77

» SPRI Products, Inc. www.spriproducts.com | 800-222-7774

78

» ICA/Travel Network Inc. www.icatravelnet.com | 888-661-7546

5

» Star Trac www.startrac.com | 800-228-6635

87

» Taiwan External Trade Development Council (TAITRA) www.taispo.com.tw | +886 2-2725-5200

I nside Back » THE INDOORCYCLING GROUP, GmbH Cover www.indoorcycling.com | +49 911-54450

11

» Iron Grip Barbell Company www.irongrip.com | 800-664-4766

Back Cover » TECHNOGYM www.technogymusa.com | 303-875-0306

64

» Jacobs Ladder, LLC www.jacobsladderexercise.com | 866-697-4100

14

» Twin Oaks www.tosd.com | 866-278-6750

78

» Jade Distribution www.jadedistribution.com | 800-785-5233

98

16

» Les Mills International www.lesmillsusa.com | 888-669-8876

» United States Professional Tennis Association (USPTA) www.uspta.com | 800-877-8248

60

9

» Life Fitness www.lifefitness.com | 800-634-8637

» VersaClimber/Exervibe www.versaclimber.com | 800-237-2271

48

» Vitabot www.vitabot.com | 301-220-4250

21

» Zumba Fitness, LLC www.zumba.com | 954-925-3755

French » Matrix Fitness Systems Cover www.matrix-fitness.com | 866-693-4863

80

» Medical Fitness Association (MFA) www.medicalfitness.org | 804-897-5701

www.ihrsa.org

|

NOVEMBER 2009

|

Club Business International

99

| Last Rep |

Choose: Basics or Vision?

One Hundred Twenty Million Members by 2010

“I don’t have a sense of crisis. I have a sense of urgency that never changes, whether we’re doing well or we’re doing poorly… But by no means do I think this company is in crisis.”

—Louis V. Gerstner, Jr., former CEO, IBM

A

Tracy Powell

100

s I’ve mentioned in the past, I talk with a lot of club operators and, invariably, during the conversation, I always ask, “How’s business?” The range of replies is diverse—from “Business is awful!” to “Business is better than ever!”

Recently, given the economy, I’ve been pleasantly surprised, and heartened, to find that some clubs are reporting record profits.

That fact informed a chat I had, one recent afternoon, with Helen Durkin, J.D., IHRSA’s executive vice president of public policy, about Jim Collins’ newest book, How The Mighty Fall and Why Some Companies Never Give In. In light of all the problems, at a wide range of firms and institutions—e.g., AIG, Fannie Mae, Freddie Mac, Chrysler, and General Motors—that Joe Moore IHRSA President & CEO we’ve been hearing about, Collins’ book is certainly timely.

In part, it contrasts the successful turnaround strategy created for IBM by Louis V. Gerstner, Jr., the former CEO and chairman of the company, with the, ultimately, lesssuccessful strategy devised for Hewlett-Packard (HP) by Carly Fiorina, HP’s former CEO. Fiorina and HP, Collins explains, focused on vision, grand strategy, and magic bullets. Gerstner, on the other hand, said that, at least initially, he didn’t care about vision. “The last thing IBM needs right now is a vision,” he observed.

Club Business International

|

NOVEMBER 2009

|

“Gerstner’s first priorities lay in more basic activities—making sure he had the right people, regaining profitability, increasing cash flow, and above all, putting the customer back at the center of everything IBM did,” explains Collins.

That bit of business wisdom reminded me of a conversation I had, years ago, with Steve and Gerry Faust, of the Faust Executive Roundtables, about what companies need to do during difficult times.

The answer is as obvious today as it was back then: Focus on the basics.

To begin, it might make sense to revisit the reasons that prompted many of us to get into this business in the first place. We got involved to help people be healthier and happier, and, with a little bit of luck and a lot of hard work, turn a profit. To succeed, that means we have to attract and retain members; and, to do that, we have to consistently deliver a superior member experience.

That involves details as simple as having a staff that cares enough to learn and use members’ names; acquiring new equipment on a regular basis; and keeping your club neat, clean, and attractive. You’ll note, however, that I wrote “simple,” not “easy,” because, I believe, there’s a difference.

If you’re one of those operators who are racking up record profits and are flush with cash, then chances are that you’ve mastered the fundamentals. If so, then you can afford to devote some serious time to thinking about vision, grand strategies, and magic bullets. However, if your locker room is dirty, your employees lackluster, and your members less than thrilled, then it’s time to refocus on the basics. —| – Joe Moore, jmoore@ihrsa.org

www.ihrsa.org

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