2009 Growth MarketsHow to Sell to the YMCAs

(Sal Pellegrino & Precor’s National YMCA Account Manager,

Bill Handlin)

Who are you Calling on?• 2500 Y’s in North America• 2100 with Fitness centers• New Y built every 17 days in 2007• Largest Land owners behind….• Breakdowns:

• Urban Group• Metro Group• MRC / Shared Services• Independents

USA’s Top YMCA’sMost are Urban Group - first 3 are the most visited Y's in the country. 1. Charlotte2. Houston3. South Hampton Rds.4. Nashville5. Tampa6. Detroit7. San Diego8. Kansas City9. Pittsburgh10. San Antonio11. Philly

How do you Get to the Y’s?• Develop relationships• Do what you say• Top-Down and Bottom Up• Sponsorships• Host events…Fitness Cabinet Meetings

What are the Y’s looking for?• Total Package• Exclusive deals• Want to be entertained/feel important• Name drop• Reference list / Testimonials• Be Creative• Want you to be a consultant

Purchase Time Frame• Fiscal Yr. Vs. Calendar Yr• 3rd and 4th quarters

After the Sale• Service• Y certified• Follow up visits• Add to your Reference list• Functions• Capital Campaign / Annual Giving

Speak their Language• Ready to be Fit• Health Seeker• ESP: Coach Approach• Activate America• Capital Campaign• Annual Giving• Triangle 2 Partners• Residual Lease• Fitlinxx• Branches, Facilities, Not CLUBS!

Be the Best• People don’t care how much you know, until they know how much you care• Build Relationships• Branding• Exceed Expectations• Keep a PMA

Introducing

Sal’s 2009 YMCA 90 Day Challengefor

Best Agency & Best Sales Repawarded for

The most new facility licenses signed in the next 90 days

(by May 22, 2009)

2009 YMCA 90 Day Challenge - Open to all 6 USA Agencies and their Sales Reps. Closing Date: Friday May 22, 2009