midterm Flashcards
what is the #1 killer in the U.S Mortality?
heart disease
what are the risk factors?
smoking, diabetes, sedentary exercise
what is the role of PA?
3 to 5 days a week, 150 minutes per week, 30 minutes per day
what are the favorable effects on physiological systems
decreases anxiety, decreases hypertension, heart disease, better metabolism, and decreases likelihood of using medication for diabetes.
what are the 4 types of exercise facilities and who promotes them?
corporate - smoking cessation, back safety, stress management
community - childcare, children’s programs, family programs
clinical - PT, cardiac rehab, older adult care
commercial - personal training/private instruction
define active
someone who works out 3 to 5 days a week, 150 minutes per week, 30 minutes per day
who exercises?
22% of the population
ACSM
American College of Sports Medicine
IHRSA
International Health Racquet
AHA
American Heart Association
ACE
American Council of Exercise
NSCA
National Strength and Conditioning Association
what risk factors contribute to mortality?
diabetes, smoking, sedentary exercise
understanding demographics
Profile - 22% of population
Education - more educated, know exactly how to maintaining their body
Age, sex - age 18-24 (more flexibility to work out) and then over 55 (sick/retired)
Household $70K - $100K (need money to work out)
THE MOST IMPORTANT THING TO ASK MEMBERS?
family history
define target market
a particular group of consumers at which a product or service is aimed.
attrition rate
100/% members who leave the club.
e.g. if attrition rate = 34% , then 100/34 = 2.94 years people stay members of this club
what happens if attrition rate is lower?
the longer you retain members
what is the largest growing population of members?
?
what is the percentage of each type of club?
manages - clinical (%)
promotes - commercial (%)
programs - clinical, commercial, corporate (%)
what is facility design?
length X wideth = square width
what is marketing?
tangible products lined up to gain sales
what is advertising?
The paid, public, non-personal announcement of a persuasive message by an
identified sponsor; the non-personal presentation or promotion by a firm of its products to its existing and
potential customers.
what are sales?
Establish a need
Communication
Rapport building - Trust
Listen for Objections
Presentation
Ask for the Sale: Close the Sale
Service the Sale!
what are the 10 principles of developing a marketing strategy?
- Communication
- Follow-up
- Recognition of Participants
- Sociability
- Commitment to Schedules
- Diversification
- Progression of Programs
- Promotion of programs
- Reliability of Schedule
- Accountability for Growth & Retention
what is the goal of sales?
closing
what is sales staff compensation?
goals
what is profit?
P = R - C
(profit = revenue - cost)
why is there contracts?
1). lock people in for longer period of time (law suggests more than a year for a contract?)
2). need a bond, and selling time and future
PAR Q
medical history, questionaire
why do people leave?
- dont have time
- dont see results
why is the service desk important?
First contact
Importance role in the club
Roles and skills
Desirable characteristics
Name recognition
steps of conflict management
?
what is conflict management?
best way to disagree with someone
how to resolve a problem in conflict management?
being green with it and opt to resolve it
how does sales and service desk relate to one another?
how to greet and how to talk to someone
what are sales based on?
need !
know steps to sales
Establish a Need.
Communication.
Rapport Building - Trust
Listen for Objections
Presentation
Ask for the Sale; Close the Sale!
Service the Sale!
what are responsibilities of service desk personnel
Professional
Organized
Energetic
what type of reports for databases?
Birthdays, how many members per square foot, new members, attrition, retention,
how do types of clubs differ from types of programs?
?
contrasting goals
?
top 20 programs
?
why is there a program calendar?
map them out over a year
4 Step Process to Produce Programs
- Survey or find a need 2). Design 3). implement 4). then evaluate, when we implement a program we let people know the program exists, make changes to make it better
what is the medical management model? how do we assess risk?
?
how to market?
?
why men and women exercise?
to look better
fastest growing club activities? trends?
?
osteoporosis
clinical
diabetes
clinical
weight control
corporate
aerobics
?
what is a profit center in a club?
juice bar or apparel (examples)
what do profit centers contribute to the bottom line?
?
what are specialized programs?
?
what is value vs. for-profit things?
for profit: abs of steel
value: diabetes education program
TOMA characteristics
Stimulate
consumers by keeping your product on their minds.
interviewing process
asking more open-ended questions, they are more proper
list of skills a person should have
?
salary
?
benefits
health insurance, PTO, tuition reimbursement
job description
?
screening
?
certification
?
degrees
?
what is the Parthenon effect?
has 5 pillars, is acronyms, look in presentation
