Quarterly Development Meeting

March 2012

News from around the network

Jan Spaticchia, CEO énergie Group

Training UpdateMarch 2012

Apologies!

• Dom is away with the Monkeys! – Innes has got the short straw!

• Following the last QDM and the TNA activity we have listened to you!!

• More training has taken place and is taking place!

• The training academy is taking shape and has a new name and new values!

Training review

• Core Purpose: émpowering people to learn, to achieve their real potential and to develop themselves and their business

Core Purpose; éducate training academy

Learning styles for all• We understand that everyone is different and at the éducate

Training academy we will embrace this and provide learning styles to suite everyone

Clear Learning Outcomes• Any training, development, mentoring, coaching or tuition will

have clear learning outcomes so it is understood who the training is suitable for and what is to be achieved.

Core Values

éffective• Any training must be effective and undertaken to benefit either the

colleague’s development or the organisation. The effectiveness of the training must be reviewed and a benefit to the business realised.

People Matter• Training and development will be available to each and every

colleague no matter of their age, post or length of service. If there is an identified training need éducate training academy will endeavor to find a solution.

Core Values

Fun & creative• All training activities will engage its participants in a fun and creative

way so they learn in an environment where people feel energised and the training is memorable.

Core Philosophy• We create environments where success, progress and development

can be realised in an énergising and innovative way.

Core Values

• énergie Sales Management process – January

• Pool Plant Operators – March 2012

• EFFW sales x 2 – Feb & March

• Learning Champions – Feb & March

• FISH! – March

• Club support visits – Jan/Feb/March

Recent training

Emergency First Aid• May 9th & June 6th – Held at HQ – 6hrs- price TBC but will be value

engineered!

EVERY SITE MUST HAVE A FIRST AIDER!

Sales• émpower sales (EFFW & EFC) April 11th

• F4L sales April 12th

EBMC• May 15th-17th – new franchisee’s & General Managers looking for

development

Training next quarter

émpower• April 17/18 Milton Keynes HQ• May 23/24 Scotland• June 19/20 Milton Keynes HQ

Clubwise• April 19th & 26th Milton Keynes HQ

Marketing*PR*Social Media• Frame work being completed. Likely to be 2 levels and cost £75-£95

per level. Date TBC May / June

Training next quarter

Training next quarter

Health & Safety• Health & Safety for Senior Managers

– Masters/Franchisee’s• Managing Safely

– GM’s/Operations Manager’s• Working Safely

– All staff

EVERY SITE MUST HAVE A COMPETENT PERSON!

Prices, dates & info coming soon!

REPs Update

Rebecca Weissport

Please be back by 11.20am

Lifetime Training

Nikki Kenny

Awards

• Quarterly performance Review

EFFW Awards 

Period December 11 to

February 12 

ENERGIE FITNESS FOR WOMEN

 Secondary Income

in the period 

 Single Circuit Club

EFFW NEWPORT PAGNELL - £2,835 

Duo Club EFFW EASTBOURNE - £12,900

 

 Highest percentage of

club members who have provided

1 or more referrals 

EFFW HAVANT – 51%

 Lowest average attrition rate in

the period 

EFFW LINCOLN – 2.4% EFFW ARNOLD – 2.9% EFFW EASTBOURNE – 3.1%

Direct Franchising Awards

• Northwick Park • Port Talbot  • Hackney

Creating Positive Performance Part I

• énergie Fitness for Women• Andover EFC• Prime Fitness EFC• Canterbury F4L• Fulham EFC 

EFFW - EASTBOURNE

SECONDARY INCOME BREAKDOWN

EFFW - EASTBOURNE

PERIOD – DEC 11 to FEB 12

Income (net) Cost of sale

Studio – 700sqft 4444Instructors 880Rent & utilities (app) 1500Advertising (1/2 page) 300

CLASS STUDIOYoga – Pilates – Kettlebell – LBT

Senior conditioning – Pump&ToneZumba & Ballroom Blitz

SECONDARY INCOME BREAKDOWN

EFFW - EASTBOURNE

PERIOD – DEC 11 to FEB 12

6756Therapist (full time) 3,600Rent & utilities (app) 850Advertising (1/2 page & text) 360

CLASS STUDIO Income (net) Cost of sale

Studio – 700sqft 4444 2680

Elemis facial & Body treatments, Jessica man & ped,Susan Posnick makeup, Lava shells, waxing & ilash

THERAPY ROOM

SECONDARY INCOME BREAKDOWN

EFFW - EASTBOURNE

PERIOD – DEC 11 to FEB 12

CLASS STUDIO Income (net) Cost of sale

Studio – 700sqft 4444 2680

THERAPY ROOM Room – 400sqft 6756 4810

OTHER RETAILNutrition Supplements 450 175V – Plate 1250

£12,900 £7665

SECONDARY INCOME BREAKDOWN

EFFW – TOP 5Each of these clubs offer all or a combination of these

additional facilities

PERIOD – DEC 11 to FEB 12

EASTBOURNE LONG EATON EAST KILBRIDE ELY NEWPORT PAGNELL

CLASSES LIPO-LIGHT THERAPY/BEAUTY V PLATE & PERSONAL TRAINING

EMPOWERThere is a direct correlation between the efficient delivery of empower,

club income and member retentionHere are some examples………….

TOP EMPOWER CLUBS CLOSE % DAYS TO

INDUCT (42)INDUCTIONS WITH NO FUTURE AS % OF MEMBERSHIP

AVERAGE MONTHLY ATTRITION %

A 85% 52 5% 4.5%

B 89% 52 30% 4.1%

C 78% 48 20% 3.8%

POOR EMPOWER

CLUBSCLOSE% DAYS TO

INDUCT (42)INDUCTIONS WITH NO FUTURE AS % OF MEMBERSHIP

AVERAGE MONTHLY ATTRITION %

X 38% 60 70% 6.7%

Y 72% NONE COMPLETED 100% 5.8%

Z 35% 70 69% 5.6%

Overall KPIs

Andover EFC

 

Andover EFC

 

Andover EFC  

   February 11/12 Movement Variance

Members +100 13%

Attrition 2% -2%

Turnover +£5,459 26%

DD value +£3,824 30%

Referred income

+£4,289 26%

* estimate

Sales & Retention

Prime Fitness sales performance 

  Month 2010/11 2011/12 variance

December 326 516 + 58%

January 1084 1362 + 26%

February 945 1310 + 39%

March 1029 1250* + 21%

* estimate

Prime Fitness Retention

• Affecting dropout – processes sales, DD mandates, member calls, cancellations in club, defaulters, CRM process

• Arrears – collecting the cashFollow up early, send out contracts, access in clubAdditional follow up and strict adherence to policy.

Prime Fitness Retention

Defaulter € Budget Actual Reactivates

January 16,788 20,390 151

February 18,005 21,372 136

DD & Annual Retention

decreased from 7%/mnth av to 5%/mnth av

Secondary Income

 

Secondary Income

  Club Monthly Average

Variance %

EFC UK clubs £2,345

Wilmslow £8,011 +£5,666 242%

Fulham £5,677 +£2,432 104%

Fulham EFC

 

• Create a selling environment with staff attitude, product knowledge and recommendations. Staff buy cost therefore always utilising products

• Use displays, shelves, fridges, create interaction – I don’t use vending machines

• Have a variety of goods and services for everyone’s needs – don’t sell them what you have, sell them what they need, sell with integrity and they will buy more

•  Sample and promotion evenings

• Manage you GP’s – Gross Profit / total Revenue

Income Steams

• Services

• Nutrition

• Food

• Hot drinks

• Retail

Jan Feb

Room Use £453.32£504.99

Sunbed £222.49£343.77

Retail £1748.18£1749.16

Guest Fee £265.61£364.54

Personal Training £3922.96£3207.13

Total £6,612.56£6,169.59

Fit4Less

Fit4less Canterbury January LFL performance

Monthly 2010/11 2011/12 variance

Net DD Income £10,223 £16,619 +63%

Sales 200 220 +10%

Membership Income £8,715 £10,247 +18%

Secondary Income £1,835 £3,027 +65%

Membership Base 1,064 1,683 +58%

Turnover £20,772 £29,894 +44%

How Results are Achieved

• Monthly Sales Plan, devised by 15th of previous month, every month!!

• Quarterly competitor analysis, including:– Mystery Shopping– Regular Calls and email enquiries– Keeping up to date with websites

Daily Disciplines

10.00 Sales meeting (Planning and target setting and previous day report.)11.00 Prospecting team in club briefed and ready to go with plan and targets to hit. 12.15 5 minute follow up with team to assess productivity and progress.15.00 Debrief prospectors assess targets achieved and leads enter on to system. 17.00 sales meeting (Figures so far expected targets and planning for the evening , setting up the following day.)21.00 sales figures texted to manager or owner including next day Appointments.

Daily Disciplines

Minimum Performance Criteria each day:30 completed calls.12 appointments booked for next day.8 sales per day with Saturday / Sunday counting as 1 day. 250 leaflets distributed20 New Leads

Lunch is served

Please be back at 14:30.

ClubWise system update

Sandra Hougham

Marketing Update

David Beattie

Creating Positive Performance Part II

Innes Kerr

• Commercial Management File

• Competition File

Please be back by 16.15pm

The Wrap

Creating Positive Performance Part II

April ; feedback review and development

May ; franchisee workshop

June ; publish products and IT solution

June ; audited standard

Saturday 13th October 2012

Venue the midlands to be announced

9 MONTH PAYMENT PLAN (DD deduction on 1st of every month, Jan - Sep)Prices still at 2011 levels!!!

Monies deducted from the DD run at the following amounts per staff member-          Combined (Just £15.56/month/employee) = £140-          Day delegate (Just £12.78/month/employee) = £115-          Evening delegate (Just £7.78/month/employee) =£70