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Screw You!.... by Art Rothafel

 "Screw You!"

Those were the closing words (well, not exactly those words...) to me from the Director of Licensing for a popular franchise operation (name left out on purpose) as he abruptly ended our phone conversation.

Why would he be so upset with good 'ol kind-hearted, lovable me?  Two words: Preferred Vendor.

You see, many of the franchise operators set up preferred vendor programs whereby they list a vendor, like us, as a "preferred vendor" to all their franchisees or licensees.  In return, the vendor pays a kick-back (no matter what you call it, it's a kick-back!) of anywhere from 5% to 20% to the franchise or license operator just for being listed -- in hopes of referrals and sales.  There are no guarantees.

I simply refuse to do it for a whole bunch of reasons.  But the biggest reason is because we support the "warriors in the trenches."   If you're an owner, you know what I'm talking about. 

We support the fitness professionals and owners, who, EVERY DAY... unlock the doors, open the facility, know their members names, deal with the daily problems and most likely are the last ones out at night.   THE ONES WHO ACTUALLY DO THE WORK!

It makes no sense to us to pay a kick-back just for listing us as a preferred vendor. I'd much rather provide those savings to the Warriors who do the work.  Wouldn't you?

So here's why the guy was really mad at me:  

A bunch of his licensees (10 of them) got together on their own and made a bulk purchase from us (500 pieces) and saved over $1,150. They received the discount. They divided the savings among themselves.   In other words, they kept the money instead of it going into the pockets of the franchisor.

That just seems fair to us. 

So, to you Mr. Franchisor.... back at ya! 

Happy New Year to all you Warriors in the Trenches... and here's to your continued Success!   

Art Rothafel
art@privatelabelfitness.com
800-340-7011
www.privatelabelfitness.com

Instant Up-Sell ..... by Art Rothafel

 Here's a note I received from Tony in Florida.  He owns 3 co-ed clubs that caters to the 35+ crowd.

Art,
This may be perceived as a bait and switch, although I personally see it as helping my members get the results they came here for.  It is becoming known around my sales staff as the "instant upsell."  

Briefly, here's how we present ourselves.

We provide a tour of our facilities and qualify a potential member so we can show the best equipment, services and membership packages for that particular prospect.  We are very successful at converting prospects into members.

In all sales offices, we have 4 huge posters that outline our weight-loss programs.  They have bullets that pretty much explain everything and at the bottom is the price.  The programs are "Jump-Start" for $99.  The we have the Jack 'n Jill program (group) for $299, the Gold Medal Program for $499 and the Mt. Everest at $1,199

During the new membership enrollment process, our sales staff plays your weight-management 101 videos on the computer while they complete the paperwork on behalf of the new member.   

In the last 3 months, we have converted more than 75% of our normal membership prospects into weight-loss clients.  The breakout is Jump-Start 17% , Jack 'n Jill 31%, Gold Medal 42% and Mt Everest 10%.   

I can't even begin to tell you how effective those videos are.  New members watch the videos then look at the posters and before the paper work is complete, have up-sold themselves into an additional programs.  No hard selling.  Just a few minutes of video education does it!

Thanks Tony... I couldn't have said it any better!  Keep up the great marketing.

To your continued Success!
Art Rothafel
art@privatelabelfitness.com
800-340-7011
www.privatelabelfitness.com

Body & Brain... by Art Rothafel

 Just got off the phone with Lannie Allsworth.  She runs a "Body & Brain" Fitness Contest. Here's the interesting twist. 

Beyond achieving physical results the winner must also meet some other criteria.  Here are the components of her 12-week Body & Brain Fitness Contest:

1.) Physical results based on measurements
2.) Physical results based on body composition
3.) Daily Journal compliance (must be completed each day for 12-weeks)
4.) Attendance to 12-workshop classes (based on the reference manual)
5.) Grades on 12 quizzes and a final exam (based on the reference manual and other handouts)

Lannie warns all participants that this is a high intensity "holistic experience" that requires both a physical and mental workout (body & brain).  All participants are required to pay-in-full in advance $899 with no refunds.

She is already full (30 participants) for the Contest that begins on Monday, January 7th.

Great marketing!  Is this something you could do?

To your continued Success
Art Rothafel
art@privatelabelfitness.com
privatelabelfitness.com
800-340-7011

Two Choices - A Story of Heart

 This is the time of year when I often reflect about my life, my profession and the people with whom I come into contact everyday. 

I hope this story will do the same for you.....

What would you do?  Would you have made the same choices?

At a fund raising dinner for a school that serves learning-disabled children, the father of one of the students delivered a speech that would never be forgotten by all who attended.

After extolling the school and its dedicated staff, he offered a question: "When not interfered with by outside influences, everything nature does is done with perfection. Yet my son, Shay, cannot learn things as other children do. He cannot understand things as other children do. Where is the natural order of things in my son?"

The audience was stilled by the query.

The father continued. "I believe that when a child like Shay, physically and mentally handicapped comes into the world, an opportunity to realize true human nature presents itself, and it comes in the way other people treat that child."

Then he told the following story:

Shay and his father had walked past a park where some boys Shay knew were playing baseball. Shay asked, "Do you think they'll let me play?"  Shay's father knew that most of the boys would not want someone like Shay on their team, but the father also understood that if his son were allowed to play, it would give him a much-needed sense of belonging and some confidence to be accepted by others in spite of his handicaps.

Shay's father approached one of the boys on the field and asked (not expecting much) if Shay could play. The boy looked around for guidance and said, "We're losing by six runs and the game is in the eighth inning. I guess he can be on our team and we'll try to put him in to bat in the ninth inning."

Shay struggled over to the team's bench and, with a broad smile, put on a team shirt. His Father watched with a small tear in his eye and warmth in his heart. The boys saw the father's joy at his son being accepted.

In the bottom of the eighth inning, Shay's team scored a few runs but was still behind by three. In the top of the ninth inning, Shay put on a glove and played in the right field. Even though no hits came his way, he was obviously ecstatic just to be in the game and on the field, grinning from ear to ear as his father waved to him from the stands. In the bottom of the ninth inning, Shay's team scored again.. Now, with two outs and the bases loaded, the potential winning run was on base and Shay was scheduled to be next at bat.

At this juncture, do they let Shay bat and give away their chance to win the game? Surprisingly, Shay was given the bat. Everyone knew that a hit was all but impossible because Shay didn't even know how to hold the bat properly, much less connect with the ball.

However, as Shay stepped up to the plate, the pitcher, recognizing that the other team was putting winning aside for this moment in Shay's life, moved in a few steps to lob the ball in softly so Shay could at least make contact. The first pitch came and Shay swung clumsily and missed. The pitcher again took a few steps forward to toss the ball softly towards Shay. As the pitch came in, Shay swung at the ball and hit a slow ground ball right back to the pitcher.

The game would now be over. The pitcher picked up the soft grounder and could have easily thrown the ball to the first baseman. Shay would have been out and that would have been the end of the game.

Instead, the pitcher threw the ball right over the first baseman's head, out of reach of all team mates. Everyone from the stands and both teams started yelling, "Shay, run to first! Run to first!" Never in his life had Shay ever run that far, but he made it to first base. He scampered down the baseline, wide-eyed and startled.

Everyone yelled, "Run to second, run to second!" Catching his breath, Shay awkwardly ran towards second, gleaming and struggling to make it t o the base. By the time Shay rounded towards second base, the right fielder had the ball ... the smallest guy on their team who now had his first chance to be the hero for his team. He could have thrown the ball to the second-baseman for the tag, but he understood the pitcher's intentions so he, too, intentionally threw the ball high and far over the third-baseman's head.. Shay ran toward third base deliriously as the runners ahead of him circled the bases toward home.

All were screaming, "Shay, Shay, Shay, all the Way Shay"

Shay reached third base because the opposing shortstop ran to help him by turning him in the direction of third base, and shouted, "Run to third! Shay, run to third!"

As Shay rounded third, the boys from both teams, and the spectators, were on their feet screaming, "Shay, run home! Run home!" Shay ran to home, stepped on the plate, and was cheered as the hero who hit the grand slam and won the game for his team.

"That day", said the father softly with tears now rolling down his face, "the boys from both teams helped bring a piece of true love and humanity into this world".

Shay didn't make it to another summer. He died that winter, having never forgotten being the hero and making his father so happy and coming home and seeing his Mother tearfully embrace her little hero of the day!

AND NOW A LITTLE FOOTNOTE TO THIS STORY:
We all send thousands of jokes through the e-mail without a second thought, but when it comes to sending messages about love, empathy and making choices, people hesitate. The crude, vulgar, and often obscene pass freely through cyberspace, but public discussion about decency is too often suppressed or smothered with political correctness.

So many seemingly trivial interactions between two people present us with a choice: Do we pass along a little spark of love and humanity or do we pass up those opportunities and leave the world a little bit colder in the process?

Happy Holidays...
Art

The Nod.... By Art Rothafel

 It's amazing.  I just got the "nod" at the grocery store.  What's the nod and how did I get one? 

You know I use all the products we sell.  So, it was time to use our new grocery tote bag -- so off to the store I went with bag in hand.

Well... I no sooner walked through the entrance when a woman with her cart notices my bag and gives me the "nod" that says "... that's very cool that you're concerned about the environment" which was accompanied with a faint little smile.  You'd think I was Al Gore making a personal appearance.

Not just once... but several times throughout the store I was met that nod. In fact, one woman, who also had a tote bag, actually shot me a "thumbs-up!"  All of a sudden I'm... well, the coolest guy on the planet! 

My new "cool guy" persona continued at the checkout line... I was an absolute Rock Star!  You could see the looks of... "Gosh, I need to do that, too!"

And to think.... all it took was an all natural Grocery Tote Bag.  It's way more than a Tote Bay..... It's an image maker!

To your continued Success!
Art Rothafel
art@privatelabelfitness.com
privatelabelfitness.com
TollFree  800-340-7011

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