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The Big Picture

The Big Picture. Objectives . Understanding of Club Coaching KPI’s Understanding of New Club Coaching Stages/Timeline Role Playing Conference Calls with Club Management Have working knowledge of Les Mills Resources and tools – and how to utilize with licensees

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The Big Picture

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  1. The Big Picture

  2. Objectives • Understanding of Club Coaching KPI’s • Understanding of New Club Coaching Stages/Timeline • Role Playing Conference Calls with Club Management • Have working knowledge of Les Mills Resources and tools – and how to utilize with licensees • Action plan for working with existing licensees • Brainstorming next Dance 4 Life campaign with clubs

  3. New Orleans Club Coaching AgendaSeptember 9, 2007 • 9:00am: Big Picture over-view (Phillip) • 9:30am: Club Coaching – the New Objectives • 11:00am: Break • 11:15am: Club Coaching Continued: • 12:30pm: Lunch • 1:30pm: e-Club: Learning the Tools • 2:15pm: Club Coaching Stages • 3:45pm: Role Play • 5:00pm: Break • 5:15pm: Retention • 6:15pm: Brainstorming Dance 4 Life • 7:00pm: Q & A • 7:30pm: Adjourn

  4. Club Coaching – New Objectives • Market Segmentation Model – • understanding our clubs & understanding their customers • The Role of the Club Coach • Creating a Les Mills Champion in every facility • Club Coaching: Revised Manual September 2007

  5. Market Segmentation Model • What is it? • Why is it important for the clubs? • Why is it important for the CC?

  6. High Energy Sociability/Fun To have fun, be attractive popular & desirable to others To be active, strong energetic & independent Being superior and dominant – socially or physically Fitting in – being acceptable to others Power Conformity To feel good about myself, to work through my problems To achieve theperfect body, maintain discipline & order Perfection Renewal 1. NOTE WHERE YOUR MEMBERS FIT Source: Essence Research 2004

  7. High Energy Sociability/Fun • High energy exercise options • Wide variety • ‘Adrenaline fixes’ • Fun, social atmosphere • Variety in group fitness • Entertaining • Exclusive • High profile membership base • “Place to be seen” • Value for money • Open to all • Casual atmosphere • Local Power Conformity • Best, latest equipment, facilities, technology, body science • Efficiency & results • Small, safe, comfortable sanctuary • Personalised guidance Perfection Renewal 2. IDENTIFY WHY YOUR MEMBERS COME TO YOUR CLUB Source: Essence Research 2004

  8. BODYATTACK™ High Energy Sociability/Fun BODYJAM™ RPM™ BODYCOMBAT™ BODYSTEP™ Power Conformity BODYPUMP™ BODYBALANCE™ Perfection Renewal • MATCH WHICH GROUP FITNESS PROGRAMS TALK TO DIFFERENT CUSTOMER SEGMENTS BODYVIVE™ Source: Essence Research 2004

  9. Role of the Club Coach • Value of CC to the Club • Value of CC to the Agency • The Club Coach is the Key Links in the Overall Success of the Licensee

  10. What the CC Needs to Know • GFM Seminar inside & out • Resources • www.lesmills.com • eClub • eNet • Group Fit Formulas • Management Communication Skills • Always Schedule the next appointment

  11. Club Coaching:Key Performance Indicators (KPI’s) • To coach and train a strong Group Fitness Manager (GFM) or Les Mills Champion (LMC) at each facility to integrate the LM system on-site • To move facilities through the stages of a licensee, beginning at time of license signing through to program launch and assessment, in a timely manner and in accordance with the licensee timeline

  12. KPI’s Continued: • To assist LMC in the full integration of the LM system, tools, and licensee resources club-side • To action plan and complete retention efforts and customer service to existing licensees – including quarterly re-launches; ongoing instructor training and up-skilling; red-flag monitoring of all licensees.

  13. Creating a LMC at each facility • Why? • Important for Agency • Important for Facility • How? • Begins at sales • GFM, GM, Owner, Team Leader • Responsibilities • Tools to train & up-skill a LMC on-site

  14. Creating an Effective Timeline(CC manual page 6) • License signing – license goes to billing, marketing, training and club coaches • Introduction Call: 48 hours after signing • Website Introduction and walk-thru: 5-7 days from signing • Recruitment Planning: 7-14 days from signing • Marketing Resource Call: 3 weeks from signing or weeks prior to training • Club Hosts Recruitment seminar: 3-4 weeks prior to training • Launch Conference Call: 1 week prior to training • Pre-training Check-in: 1 week prior to training • Training: 6 weeks post signing

  15. Creating an Effective Timeline(CC manual page 6) • Grades and launch date confirmation: 48 hours post training • Launch preparation Follow-up #1: 5 days post-training • Launch preparation Follow-up #2: 14 days prior to launch • Launch preparation Follow-up #3: 2 days prior to launch • Launch Day: 6-8 weeks post training • Launch Follow-up: 1-5 days post launch • Assessment Check-in: 2 weeks post launch • Retention: 30 days post launch • Customer Service: every 3-6 months

  16. Goal Setting(CC manual page 18) • Information gathering • The more we know about the club, the better we can service them, action plan, and help in appropriate goal setting • What do we want to know/should we know about our clubs? • Target Audience • Membership Sales • Share the goals!!!

  17. Stage Tracking • Club Management (page 15) • Top Management: Open communication • Tracking of their GFM/LMC • Understanding of proper timeline (vs too fast or too slow) • Value of LM Agency Communications/Customer service with club • Club Coach (page 16) • Time management! • Moving clubs to the next milestone • No stagnant clubs • Agency Management (page 16) • Tracking of CC • Viable Sales from Licensing Consultants

  18. Stages… • What are the Objectives?

  19. Stage 1: Welcome & IntroductionFirst 1-7 days after licensing • Call 1: Welcome - w/in 48 hours of signing • Welcome Email sent • Information Gathering • Timeline • Goal setting • Call 2: Website overview - w/in 5-7 days of signing • Key Resource: website power point • (eNet available post N.O.)

  20. Stage 2: Recruitment7-21 days post licensing • Call 1: Recruitment - w/in 7-14 days of signing • Set goals • Tools • How/where • Pitfalls • How to host a recruitment seminar (Explore GFM section “hosting a recruitment seminar”) • Club: Host a Recruitment Seminar: 3-4 weeks prior to training

  21. Stage 3: System Integration21-42 days post licensing • Call 1: Marketing – w/in 21 days from signing • Promotions • Brand use • eClub • Call 2: Launch Conference Call – 1 week prior to training or w/in 5 days post training • SPEAK THE LANGUAGE OF MANAGEMENT • Launch Conference Call agenda • Launch Conference Call follow-up

  22. Stage 4: Training42-56 days post licensing • Call 1: Pre-training check-in – 7 days prior to training • Club: Host or attend training w/in 6-8 weeks from licensing • Call 2: Grades and launch date confirmation – w/in 48 hours of training • Discuss trainer grading sheet • Team training ideas post-module • Schedule staff dress rehearsals • Confirm launch date

  23. Stage 5: Launch Preparation42 – 98 days post licensing (6-14 weeks) • Call 1: Pre-Launch Follow-up #1- w/in 5 days from training Launch Conference Call or progress check • Call 2: Pre-Launch Follow-up #2 – 14 days prior to launch • Call 3: Pre-Launch Follow-up #3 – 2 days prior to launch

  24. Stage 6: Launch84 – 112 days post licensing (12-16 weeks) • Call 1: Post Launch Check-up – w/in 1-5 days post launch • Success stories • How to keep excitement alive in club • What’s next

  25. Stage 7: Assessment2 weeks post launch – 90 days post training • Call 1: Assessment Progress – w/in 2 weeks of launch • Assessments due w/in 90 days from training

  26. Stage 8: RetentionOngoing after initial program launch • Call 1: Status Check – w/in 30 days post launch • Call 2: Customer Service – every 3-6 months • Working with Existing Clubs • Quarterly Customer service – w/in 2 weeks of autoship or 2 weeks post Quarterly event • Upcoming launch plans • Ongoing events

  27. Tracking System & Checklist • What is your current tracking system? • Is it effective? • Can you always tell where a club is in the process? • How do you track club coaching goals? • What modifications could make it more effective? • Every stage has a checklist of must-do items - this is your club coaching script!

  28. Role Playing • Website Walk-thru • Goal Setting • Recruitment Seminar • Launch Conference Call

  29. Working with Existing Clubs(Stage 8 – Retention. CC manual page 13, 33-34) • What is the importance? • Common Challenges • How can we best service existing clubs? • How do we build value in the relationship? • What do we offer? • How can we communicate? • How can we keep long-term clubs involved and excited? • How can we re-activate stagnant clubs?

  30. Red Light Clubs: • What are the signs of a licensee in trouble? • How can we action plan? * FIND THE NEED/PAIN 1st - then action plan • Events • On-site meeting • Conference calls • Resource kits • Re-launch plan

  31. Next Steps • What are the 3 top action plan items for you as a club coach? • What 2 initiatives need to happen in your agency to help make your clubs successful in Launch & Retention?

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