A Deeper Understanding of Avery Fitness Center Customers
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Transcript of A Deeper Understanding of Avery Fitness Center Customers
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SUTER AND BROWN RESEARCHFEBRUARY 2012
A Deeper Understanding of Avery Fitness Center Customers
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Presentation Outline
IntroductionMethodResults
Section One – Overall Demographics and Usage Statistics
Section Two – How Members Initially Learn about AFC
LimitationsConclusions and Recommendations
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Introduction
How can we increase revenues at our current location?
To answer this question, the research was approached with two perspectives in mind Determine member demographics and usage patterns Investigate how members learn about AFC
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Method
Exploratory Research Literature Search
AFC’s role in the community was consistent with other organizations and programs across the country
Older adults seek community programs and facilities that help them to be more active
AFC Employee Depth Interviews The goal was to gain insights about AFC members who
attend regularly AFC Member Depth Interviews
The goal was to gain understanding about motivations for AFC attendance and methods for initially learning about the facility
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Method
Descriptive Research Mail surveys were sent to a simple random sample of
current and former AFC members who had utilized the Center at least once in the past 12 months
231 usable surveys were returned over a two week period from the 400 members contacted 58% response rate
The returned surveys were matched with revenues paid by those members in the past 12 months
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ResultsSection One – Overall Demographics and Usage Statistics
The average AFC member can be described as Female (80%) Older (mean age 69, with 50% between the ages of
60-77) Well educated (60% with a four-year or advanced
college degree) Retired (77%) Comfortable income (29% with annual household
income greater than $75,000)
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ResultsSection One – Overall Demographics and Usage Statistics
Weight Training
Classes Exercise Circuit
Circulation Station
Therapy Pool
0%5%
10%15%20%25%30%35%40%45%50%
AFC Services Used in the Past 30 Days
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ResultsSection One – Overall Demographics and Usage Statistics
Weight Training (32% usage) Men (51% compared to 27% women) Higher education (37% compared to 23% with less
education) Higher incomes (41% compared to 27% with lower
incomes)Classes (26% usage)
Women (30% compared to 9% men)Exercise Circuit (22% usage)
No statistical differences among demographic categories
Circulation Station (12% usage) Lower incomes (17% compared to 5% with higher
incomes)
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ResultsSection One – Overall Demographics and Usage Statistics
Therapy Pool (45% usage) Women (51% compared to 20% men) Lower incomes (55% compared to 39% with higher
incomes)
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ResultsSection One – Overall Demographics and Usage Statistics
Light VisitorsPast 30 days
Average Number of Visitors
Past 30 daysHeavy Visitors
Past 30 days
• 25% visited 4 times or less
• 10 was the average number of days visited (with a standard deviation of 7.3 days)
• 28% visited 14 times or more
• There were no statistically significant demographic differences between light and heavy visitors
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ResultsSection One – Overall Demographics and Usage Statistics
160, 74%
45; 21%
10; 5%
Time of Visit
MorningAfternoonEvening
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ResultsSection One – Overall Demographics and Usage Statistics
Overall Revenue Annual average of $282/member (standard deviation
of $166) 25% paid $155 or less per member 25% paid $400 or more per member
Revenue by Demographics > 70 years = Annual average of $328 < 70 years = Annual average of $238 Employed = Annual average of $215 Retirees = Annual average of $314
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ResultsSection One – Overall Demographics and Usage Statistics
Revenue by Usage Class Participants = Annual average of $320 Class Non-participants = Annual average of $268 No statistically significant differences for
Weight Training Participants/Non-participants Exercise Circuit Participants/Non-participants Circulation Station Participants/Non-participants Therapy Pool Participants/Non-participants
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ResultsSection One – Overall Demographics and Usage Statistics
Not at VeryAll Important (1) Important (5)
General Health & Fitness
4.7
Social Aspects 3.2Physical Enjoyment 3.9Specific Medical Concerns
4.1• Further analysis indicated that the more strongly people were motivated by “Social Aspects,” the higher the fees they paid over the course of the year (i.e., $40 more for every point higher on the 1-5 importance scale)
• A respondent scoring “Social Aspects” a “5” would have paid $120 more in fees than a respondent who scored it a “2,” on average
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ResultsSection Two – How Members Initially Learn about AFC
Other
Facility Transfer
Social Considerations
Pool/Facilities
General Health
Rehabilitation
0% 5% 10% 15% 20% 25% 30% 35% 40% 45%
Original Event That Brought Members
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ResultsSection Two – How Members Initially Learn about AFC
Advertising
Drove By
Heard Center Director
Other
Newspaper Article
Recommendation-Doctor
Recommendation-Friend
0% 10% 20% 30% 40% 50% 60%
"How did you learn about AFC?"
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ResultsSection Two – How Members Initially Learn about AFC
Not at All Likely (0) Extremely Likely (10)
9.3
“How likely is it that you would recommend AFC to a friend or colleague?”
• 71% of respondents answered “10” on the likelihood scale• Retired members were more likely to recommend the Center (76%
compared to 52% of employed members)• Those who valued the “Social Aspects” were more likely to
recommend the Center (87% compared to 63% of those who placed less value)
• Those who used the Therapy Pool were more likely to recommend the Center (85% compared to 59% of those who had not used the pool)
• Women were more likely to recommend the Center (76% compared to 56% of men)
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Limitations
26 individuals did not respond to the employment status question The question was unnumbered so it could have been
overlooked Neither of the response options might have been
accurate descriptions of their employment status
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Conclusions and Recommendations
How can we increase revenues at our current location?
To answer this question, the research was approached with two perspectives in mind Determine member demographics and usage patterns
Older, well educated, retired females with a comfortable income and greater social needs
The Therapy Pool is the most frequently used service followed by Weight Training and Classes
AFC members visit an average of 10 days per month primarily in the mornings
Investigate how members learn about AFC
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Conclusions and Recommendations
How can we increase revenues at our current location?
To answer this question, the research was approached with two perspectives in mind Determine member demographics and usage patterns Investigate how members learn about AFC
Respondents first came to AFC for rehabilitation purposes or to address specific medical needs or general health and exercise
Word-of-mouth communication from friends and doctors was the most common way in which members first learned about the Center
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Conclusions and Recommendations
How can we increase revenues at our current location? Speak at senior citizen centers and living groups whenever
possible Focus on delivering the highest quality experience possible
for existing members to promote word-of-mouth This is especially true of retired members motivated by social
considerations Make information materials available for existing members
Allows them to learn more about the under-utilized services Gives them something to pass along to friends and their doctors Materials could also be “leave behinds” at speaking engagements