filex 2011 management training day key numbers

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1

Managing the Numbers

“The key to success in life is to become

‘brilliant’ at the basics.” Vince

Lombardi

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2

Track Key Performance Indicators

KPI’s take the subjectivity out of judging performance when looking at individuals.

KPI’s allow you to compare apples with apples when looking at different clubs.

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3

• Membership Income:Total income:• Goal could be 70%

• Attrition Rate• Goal could be 3 to 4% monthly

• Wages:Revenue• Goal could be between 38 and 44%

• Revenue per metre• Revenue per member• Visits/week/member

Club KPI’s

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4

• Sales• Closing ratio• Incoming call:Appointment• Average Membership• No. of referrals at point of sale• Prospecting Calls:Appointments• There are plenty of other sales ratio and KPI’s

that you can look at including

Department KPI’s

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5

• Marketing:

• Enquiry:Sale ratio – This tells us if the marketing is bringing in qualified leads.

• Income per source – Tells us we are covering the marketing costs

Department KPI’s

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6

• Gym Floor:• Appointment hours: Rostered hours worked

• Group Fitness:• Cost per participant• Total Number of participants

• Personal Training:• Profitability of the department• Membership penetration• Sessions conducted per week• Closing ratio

Department KPI’s

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7

“Standards separate the superstars from the rest”Anon

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Justin TamsettB.Ed (Phys & Health Education)

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Pericles