Fod universityv2

Fitness On Demand University

Training Overview

Agenda

•Product Knowledge

•Business Planning

•Sales Training 101

Day 1•Sales

Training 201

•Order Fulfillment

Day 2

•Administration

•Year 1 GTM

•Business Systems

Day 3

Lift Brands – Elevate Wellness Companies

•Superior Security•SWAT Team

Team Introductions

BDD(Garrett Marshall)

SBDE - Fitness,Key Accounts(Joey Aunan)

BDE - East(Chad Larson)

BDE - West(Mark Smilek)

SBDE - Muni,Key Accounts

(Armin Krienke)

Muni - West(Tony Fillipi)

Muni - East(Spencer Murphy)

Police and Fire(TBD)

Youth Care Facilities

(Mike Bemis)

Medical Wellness

SBDE - MFH(John King)

MFH - East(John King)

MFH - West(Moses Anariva)

Active Aging/Student

(Lorene Kessler)

SBDE - Education(Surrogate: JA)

BDE (Placeholder)

BDE

SBDE - Corporate(Armin Krienke)

BDE(Placeholder)

SBDE - Hopsitality(Surrogate: JK)

BDE(Eric Bugenhagen)

Live-In/Golf Comm.(TBD)

SBDE - Gov(TBD)

BDE - Gov(Mike Herlihy)

BDE - Gov(TBD)

NON-SALES

Brand Ambassador

(Alyssa Burns)

Office Clerk(Sarah Garritson)

Dev Lead

Dev 1 - Web(Josh Olson)

Dev 2 - Kiosk(Eric Rodewald)

Dev 3 - NA(TBD)

SSST(Nick Kowalski)

SSST(Zach Okerman)

Exec Admin/Content

Mngr(Sienna Suiter)

Product Knowledge

The Solution

Video Delivery System

Management ToolsProgramming

Programming

Over 130 classes now available 4 new classes added monthly Elective Content Menu

Management Home

Get StartedPlay History

NewsSettings

Location detailsClass/tag preferences

Security groupsUsers

Instructors

Equipment

ScheduleLive/FOD

Public CalendarRSVP/Facebook

Reports

Resources

Help

FOD Web Accessible Control Panel

What are the benefits to your client?

What are the pass through benefits to your end user?

Fitness Municipalities Education Hospitality Multi-family Housing Government

Products

Video Delivery Systems

• https://www.dropbox.com/sh/6gx5co6r20gbqgx/OPXq-8-ejb

• Video Delivery Systems• Audio Enhancements • Group Fitness Peripherals• Facility Design Products• PASSPORT™ Service Program

https://www.dropbox.com/sh/6gx5co6r20gbqgx/OPXq-8-ejb



Competitive AnalysisHardware Cost (MSRP w/ installation)

Monthly Cost

Content Partners/Providers

Video Display Options

Audio Options

Class Updates Frequency

Warranty

Online Scheduling

Social Media Lead Generation

Support Hours

Advantages/Drawbacks

See Competitive Analysis Supplement for details.

Audio Enhancements

MP# Link - $299

Audio Cabinet Link – $299

Wireless Mic Package - $1099

Group Fitness Accessories

Facility Design Services

Content Management Service

$149.99/month

Online Management

Site Access

Monthly Class Updates

365 Customer Support

Sales Process Overview

Sales Stages

Prospect Initial Contact Qualification Product Presentation

Value Proposition

Proposal/Negotiation Closed

Sales Stages


Value Proposition


Prospect

Research Identify Target

Lead List Campaigns

Sales Stages


Value Proposition


Initial Contact

Source Intrigue Hot Buttons Info Gather

Product Guide Website Social Media

Sales Stages


Value Proposition


Qualification

Understand Needs

Product Guide Website Social Media

Sales Stages


Value Proposition


Product Presentation

Product Education

Provoke Areas of Optimization

Product Presentation Webcast

Program Analysis

Sales Stages


Value Proposition


Value Proposition

Restate Needs Present

Resolution Corroborate

Financially Objection

Handling

Competitive Comparison

Guide References Testimonials Case Studies

Sales Stages


Value Proposition


Proposal/Negotiation

Ask For Order Create Urgency

Proposal Financing

Sales Sheet Promotional

Sales Sheet

Sales Stages


Value Proposition


Closed

Order Form Deposit Pre-installation Guide Orientation Video 7-Day Follow Up

Sales Support Collateral

Business Planning

Sourcing Leads

How to target prospects in each market segment?


Clients

Sales Forecasting

Self-generated Leads

100 Contacts

10 Qualified Leads 10%

1 Win 1%

60 Day Sales Cycle

Inbound Leads

10 Leads

7 Qualified Leads 70%

2.3 Win 22%

30 Day Sales Cycle

Sales Process: Front End

Prospecting

Create social list (10) Create geographical list (10) Create client-model list (10)

Initial Contact

“The Art of Delivering an Opening Statement”

Create 2 opening statements for each market


Qualification/Program AnalysisBudget

Authority

Need

Timeframe

Alternatives

Qualification/Program Analysis

•What are you looking to spend?

•Have you allocated budget for this?

•Is this something you’ve planned to purchase?

Budget

•How did you hear about us?

•How do you make decisions?

•Is there anyone else who needs to be involved in this decision?

•What information will you be using to share this with your team? (executive summary)

•How can I assist you in presenting this to your board?

Authority

•What motivated you to look into this?

•What are you looking to get out of your group fitness program?

•What made you pick up the phone today?

•How do you plan to use this product?

•What are your expectations of this product?

•How will this impact your business?

•How long have you been thinking about this?

Need

•What is your timeframe for this?

•When do you plan to open?

•How fast do you need it?

•When will you be making capital decisions?

Timeframe

•What other alternatives are you considering?

Alternatives

Sales Process: Back End

Product Presentation

• Public Webcast– Tuesdays, 3pm Central– Thursdays, 10am Central

• How to register• Automated follow-up

Value Proposition

Ask for the order

Need

Solution

Benefit

Handling Objections

Not sure if my users will like

Too Expensive

Ramp-up with interest theory

Need to assess cost

Out of our budget

Order Fulfillment

Complete Orde

r Form

•Signed Order Form

•$2000•PO

Deliver Via

Echo-Sign

•Counter signed

Thank You Email

•On-Boarding Video

•Pre-Installation Guide

•Ancillary Products Info

SalesForce

Lead creation Account contact creation Opportunity conversion Follow-up tasks Performance tracking Email sync

Fod universityv2

Documents

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