• How to Succeed in Membership Sales

    by Rob Bishop & Barry Klein November 2011

    Your club is terrible at selling memberships. We know this because we're all terrible at selling memberships, and even if you think your club isn't, you are best served by thinking you are.

  • Athletic Departments and First Amendment Rights of Student Journalists

    by Paul Steinbach October 2011

    Aaron Smith was looking forward to joining a dozen or so members of the mainstream media at a scheduled gathering of University of Kentucky men's basketball players, each of whom would be available for eight-minute one-on-one interviews.

  • Blog: 'Lunkheads' Judged in 'Judgement Free Zone'

    by Rob Bishop and Barry Klein September 2011

    It was great watching "The Daily Show" skewer Planet Fitness - home of the Judgement Free Zone® - for discriminating against "lunkheads," deadlifters serious enough to make noise while they work out.

  • Recreation Services Should Be Convenient for Customers

    by Carrie Haupert-Fullerton August 2011

    We work when other people play: That's our business. Rec services need to be convenient, and it should be convenient to do business with us.

  • Blog: Ageist Marketing Is Getting Old

    by Colin Milner July 2011

    According to market research, three in four adults over 55 feel dissatisfied with marketing aimed at them, and 71 percent say that advertising images largely do not reflect their lives. Results from a survey conducted for TV Land, a U.S. cable television channel, back this up. Nearly two-thirds of Boomers responding to the survey said they are growing increasingly dissatisfied with media that ignores them and they are tuning out. In the UK, a survey found that 55 percent of adults over 50 feel that businesses have little interest in older people's consumer needs; 46 percent often don't feel that advertising and marketing are aimed at them; and 50 percent find advertising and marketing that are obviously targeting older people as patronizing or stereotypical. Further, a report by Help the Aged (now part of the charity Age UK) notes that 75 percent of respondents to a survey of people ages 60 and older thought that the media ignored the views of their age group.

  • Selling Alcohol to Fight Alcohol Abuse

    by Paul Steinbach May 2011

    Oliver Luck says he wasn't particularly cognizant of the drinking culture surrounding West Virginia University football games 30 years ago when he quarterbacked the Mountaineers.

  • Social Environments Help Health Clubs with Member Retention

    by Paul Steinbach April 2011

    At the dawn of the modern health club era - the mid-1970s - Rick Caro became fascinated by a foursome of elderly women who gathered for a regular tennis match at one of the clubs Caro owned.

  • Blog: Marketing to the Spring Break Crowd

    by Mary Helen Sprecher March 2011

    Our local community association recently began running advertisements for its fitness facilities. In big letters, the ads read: "Because you don't hear them singing about a gigantic yellow polka-dot bikini."

  • Blog: David Barton Gym's Demise Is Simple Economics

    by Rob Bishop and Barry Klein March 2011

    The news that David Barton Gym has filed for bankruptcy protection was another kick in the teeth for our industry. It also should serve as a reminder to every health club owner that the next new thing is not necessarily the right thing.

  • Blog: Seeking Prospects? Remember to Invite Them

    by Mary Helen Sprecher March 2011

    After the 2010 Winter Olympics, my husband found he had contracted curling fever. I mean, he had it bad. But we never looked into playing, figuring that opportunities to try curling were thin where we live. Then one day, an ad appeared in the local paper. The Potomac Curling Club (I didn't even know there was one) was holding an open house, and everyone was invited. "No experience necessary," the ad noted, but "dress warmly."