Art's Blog

Flexibility... by Art Rothafel

 How flexible are you?  Not your body.  But rather, your tolerance for clients who can not possibly make fitness as high a priority as you would like?  Are you tolerant... or more like:  "My way or the highway!"

Sandi Jenson recently told me about her Weight-Mgmt. 101 class where all of her participants (17) were at different levels of commitment.  Some were truly committed:  Journals filled out, menus completed, homework assignments completed, etc.  Others, were only half as thorough and some were getting almost nothing done. 

"How did you handle this discrepancy in motivation?"  I asked

"Simple," she said.  "First, I discovered it was NOT a matter of motivation.  It was all about time.  At the very first class I went around the room and asked each participant to describe their "typical day"  -- work, school, family, kids, organizations, leisure time, etc.  Each person's "day-in-the-life" was different.  It was obvious that some had more time than others.  I explained, very clearly, to the entire class that there is no right and no wrong to any of this.  HOWEVER, I was equally clear that their physical results would be totally dependent upon their time commitment to the course and associated activities.  No right, no wrong.  Just a fact. 

"Did it work?"

"Oh yes!  Once it was explained that their expectations could ONLY be referenced against their time commitment... everyone was O.K.  In other words, it was important to manage their expectations through reflection of their time and commitment."

Well done!  Managing expectations is key for fitness professionals.  It takes all the pressure off the trainer and puts it where it belongs ... with the client.

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

Smart Ideas.... by Art Rothafel

 I just love smart, creative people.  And believe me, there are plenty of these people in our business of fitness.  I guess you have to be smart in order to motivate people toward a positive lifestyle. 

At any rate, here are just a few of the creative ideas I can share with you that incorporate the Daily Journal:

1.) If each page of the Journal is complete, for each day, then, the trainer either refunds the cost of the Journal or puts that money toward a personal training session.  Most often the client will opt toward the training session.  Either way, if the Journal has been completed every day, then, you can bet that client achieved awesome results... which becomes a testimonial for the trainer.. print, in-person, word-of-mouth, etc.

2.) The Daily Journal most recently was used as a high school fund raiser "option."  Instead of sending the students out to sell candy, cookies and other non-healthy items, the Journal, with the school's mascot on the cover was sold for $25.00 each.  It was positioned as the "healthy alternative" with the trainer's card inside!  The Trainer made money and more clients than she could handle.

3.)  One fitness professional uses the Journal as a "qualifier" to determine the motivation of potential clients.  He asks the client if he/she will be willing to pay a $10 "non-compliance" fee for each day the Journal is not completed.  If they say no... he doesn't take the client... here's the whole story.

4.)  One of our most "seasoned" and successful trainers has had an ongoing policy with Daily Journals.  She won't let any of her training clients have journals until they turn in their bathroom scales.  Great trade!

5)  Another marketing savvy trainer convinced a "whole foods" grocery store to purchase 50 daily journals with their logo on the cover.  We also inserted a bunch of healthy food coupons on the inside.  Then, the trainer organized a grocery store field trip at $10. per person.  Each participant received the Journal with coupons, a pedometer, water bottle, T-shirt and Grocery Tote bag.  It was so successful, we printed a second round of Journals!

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

Scum.... by Art Rothafel

 Whew.... if you think Jenny Craig, Weight Watchers or NutriSystem is bad, wait til you see this.  What scum!

Here's just another reason why all fitness professionals should consider an education-based weight-management course. 

Go get em!

Art Rothafel
art@privatelabelfitness.com
www.privatelabelfitness.com

POO! ..... by Art Rothafel

 Here's the POO!  (Proof Of Opportunity)

Do you realize how effective and profitable corporate wellness programs can be?  Especially if you implement the education model!

Here are some interesting facts to support the opportunity. 

Studies repeatedly demonstrate that comprehensive worksite health promotion programs, or Corporate Wellness Programs, can lower health care and insurance costs, decrease absenteeism, and improve performance and productivity.

A 1996 review of 10 major studies reports cost/benefit ratios ranging from 1:2.05 to 1:5.96 with two very high return studies reporting ratios of 1:10.1 and 1:19.4. (this means for every $1 dollar spent, the company saved from $2.05 to $5.96 in health costs and in the high return cases up to $19.40 in cost savings). Other benefits demonstrated in studies include improved ability to attract and retain key personnel, greater employee allegiance, and improved public image of the company.

Health Care and Insurance Costs
A number of studies provide evidence of lower medical and insurance costs for participants in health promotion programs, particularly wellness programs involving exercise.

• For $30 per person, Bank of America conducted a health promotion program for retirees using a risk assessment questionnaire, self-care books and other mailed materials. Insurance claims were reduced an average of $164 per year in this group while they increased $15 for the control group.

• Pacific Bell’s FitWorks participants claim $300 less per case for a one year savings of $700,000. Savings for conditions related to a sedentary lifestyle are $722 per case.

• Coca Cola reported a reduction in health care claims with an exercise program alone, saving $500 per employee per year for the employees (60%) who joined their HealthWorks fitness program.

• Prudential Insurance Company reports that the company's major medical costs dropped from $574 to $312 for each participant in its wellness program.

Decreased Absenteeism
Absenteeism has been shown to be impacted by employer health promotion and wellness programs. The evidence indicates a significant reduction in absenteeism and resultant dollars saved as a result of employee fitness programs.

• Pacific Bell’s FitWorks program decreased absent days .8 percent to save $2 million in one year.  FitWorks members also spent 3.3 days less on short term disability for an additional savings of $4.7 million.

• The DuPont Corporation conducted a 2-year study on the effect of its comprehensive health promotion program on absences among workers.  It reportsed that blue collar employees at intervention sites had a 14% decline in disability days vs. 5.8% decline for controls. There were a total of 11,726 fewer net disability days.

Enhanced Performance, Productivity and Morale
A number of employers with health promotion programs report documented improvement in job attitude, work performance, energy level, and/or overall morale among program participants--all critical factors in enhancing productivity.

• A Johnson & Johnson study found that employee attitude changes were greater at health promotion intervention sites with significant positive attitude changes noted in the categories of organizational commitment, supervision, working conditions, job competence/security, and pay/benefits.

• In a Canadian government study, the Canada Life Assurance Company experimental group realized a 4% increase in productivity after starting an employee fitness program, compared to the control group. Further, 47% of program participants reported that they felt more alert, had better rapport with their coworkers, and generally enjoyed their work more.

• Swedish investigators found that mental performance was significantly better in physically fit workers than in non-fit workers. Fit workers committed 27% fewer errors on tasks involving concentration and short-term memory, as compared with the performance of non-fit workers.

I wish you continued Success....
Art Rothafel
art@privatelabelfitness.com
www.privatelabelfitness.com
tollfree:  800-340-7011

Biz Model.... by Art Rothafel

 I love the "education model" for fitness professionals -- especially when implemented in the corporate environment under the "corporate wellness" moniker.  This model is, by far, the most profitable and has "legs" that extend into additional sessions sales, product sales, consulting fees, speaking engagements and referrals.

Here's a snapshot of a course that was implemented at a corporation in Houston, TX that has generated ongoing revenue for more than a year.

Course Name: 12-Week Path to Health & Happiness

Course Description:  A 12-week educational curriculum covering the interrelationships of nutrition, exercise and mental awareness of lifestyle and balance.  Taught in a classroom setting.

Course Segments:  Each weekly segment is 90 minutes with independent awareness activities including menu-planning, reading, journaling, etc.

Course Materials Provided:  Reference Manual, Journal, Menu CD, Cook Book, Notebook, Storage folder, Handouts

Course Costs $399:  Includes course materials, class handouts, graduation ceremony, completion certificate.

Snapshot of results:

• Without going into detail, this course enrolled 37 participants (middle and senior management professionals) at $399 each for a total of $14,763.   The company picked-up the expense.

• Almost half (18) enrollees signed up with the instructor for additional personal training at her studio, typically twice a week( 2-sessions $75).  That generated and additional  $1,370 per week.

• Referrals to the studio increased more than 400% year over year.  Whether or not it can all be attributed to the class can not be substantiated... but it's a good bet that it was.

• Product sales, including supplements, journals, heart rate monitors, apparel, drinks, bars, etc. increased from $1,345 in 2006 to $14,289 in 2007.

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

Fireman Calendar... from Jennifer

Here's a note I received from Jennifer Ashley, a smart and hard-working fitness professional in Carlsbad, California.   

While I know her efforts are quite genuine and from the heart, this is also some excellent marketing.  Participating and giving back to your local community is some of the smartest marketing a fit pro can do!  People notice.

Way to go, Jennifer!  And if anyone is interested in donating to the cause, I've listed her website at the bottom.   - AR

Hey Art,

I want to thank you for your blog about Firefighters and Fitness.

I too live in So Cal and put in work with the Firefighters in Carslbad.

I created a calender in their honor...the 2008 Southern California Firefighter Calender...A Tribute to our Heroes.

It has gotten much coverage and there will be a huge calender signing at an Italian Restaurant in Oceanside.  The proceeds go to the Firehouse Fitness program I began. I am raising $30,000 to make over 6 Firehouse gyms.

An additional percentage goes to the San Diego Burn Institute. 

At any rate...please take a look at it and if you are around, please visit us and the Firefighters.  A&E is shooting an episode at the Firehouse that I work with as a thank you to some of the guys who fought on the front lines....
Thanks again!!
Best of health,
Jennifer Ashley  BA, C.P.T.
www.justyoupersonaltraining.com
(760) 414-4257