quarterly development meeting march 2012
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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
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