CBE Winter Report.qk - IHRSA

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2007
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Publications and Research
✦ intelligence ✦ Innovation
Employee Compensation & Benefits Survey Results
for the Commercial Health & Fitness Industry
Part 1: Senior Management / Corporate Staff
Four sales training programmes
ready for viewing on DVD
> www.ihrsastore.com
PREVIEW OF WHAT’S NEW THIS MONTH ON WWW.IHRSA.ORG
The first IHRSA series for Professional Development and Management
to cover the most crucial topics that every health club professional should
know about sales is now available on DVD. Each training programme is
60+ minutes and is presented by an expert in the particular sales topic.
In addition, staff from successful clubs discuss their best practices.
The titles are:
• Managing the Sales Team & Process, which explains how to create a
successful sales team, and how managers can best lead the team and
create an environment that drives sales.
• Selling Club Services to Corporations, which reviews the various programmes
and services that clubs offer corporations, and presents a template clubs can
use to enhance their corporate sales effort. This DVD also details what
corporations typically look for when they consider health/fitness club
memberships and programmes.
• Non-Sales Professional’s Guide to Selling Club Services & Products,
which reviews the importance of sales and every health/fitness club
employee’s role in it, as well as some of the negative attitudes that staff
might have about “selling.”
• Selling Club Memberships, which offers a proven, five-point plan for
generating membership sales leads, and reviews the key skills for successful
telephone sales. It also explains the role of the club tour in the sales
process, and suggests how to conduct a tour properly.
IHRSA member price: $59.95; nonmember price: $69.95. �
For more information, visit http://ihrsastore.com/opandinrere.html
6 Club Business Europe � JANUARY/FEBRUARY 2008 � www.ihrsa.org
Get the 2007 edition of these must-have IHRSA reports
> www.ihrsastore.com
• IHRSA’s 2007 Profiles of Success provides detailed information about health
club operations—including data for club revenues, expenses, pricing, equipment
purchasing, and more. Based on IHRSA’s annual Industry Data Survey of its North
American membership, the 2007 report presents data by both club type and size.
New this year: purchase only the section you need for a fraction of the cost.
• IHRSA’s 2007 IHRSA Employee Compensation & Benefits Report is the most
comprehensive survey of the North American health club industry’s compensation
and benefits practices, and offers information for more than 50 job titles,
including compensation, commission rates, and benefits packages.
• The 2nd edition of IHRSA’s Guide to Membership Retention: Industry
Lessons on What—and What Not—To Do is a popular report written by former
IHRSA executive director John McCarthy, which has been updated with the
latest industry data, new case studies, and more. It shares what the industry
has learned about membership retention in the last 25 years, and offers a list
of tactical measures you can take to decrease membership attrition in your club. �
For more information, go to: http://ihrsastore.com/opandinrere.html
New for you:
The IHRSA Book Club
> www.ihrsastore.com/bookclub.html
Sign up now for the IHRSA Book Club,
a monthly e-newsletter that announces
the newest IHRSA publication releases,
previews upcoming books and DVDs, and
lists top IHRSA purchases of the month.
You’ll also get a coupon code for discounts
on IHRSA publications.
Club owners and managers, club developers,
suppliers, investors, and members of the
media can all benefit from joining the IHRSA
Book Club. And, remember, it’s free. �
To join, send an email to pha@ihrsa.org.