Roadmap for 2009SAL PELLEGRINO

Roadmap for 2009

1. Review of the Business Plans - Highlights

2. Differentiating Yourself, and Making 2009 your Best Year Ever

3. Make IHRSA San Francisco 2009 your Best IHRSA Ever

2009 BUSINESS PLANS

REVIEW & HIGHLIGHTS

Highlights of the Business PlansObservations/Results: • More face to face meetings needed• Refine and evaluate all systems• Reduce the sales cycle• Create special case studies and testimonials• Create more value and a better owner experience• Use what works and ditch what doesn't• Niche markets and various channel opportunities• Power of the club coach in sales• Lots of young enthusiastic sales reps

Highlights of the Business Plans(continued) Observations/Results: • More cost-effective field selling, webinars, round tables and road shows• Share best practises• Market specific literature and testimonials• Sales accountability & refine contact management system• Stop operating in silos (work as one and share)• Focus on the decision makers (top down)• The owner's edge + Survive and Thrive series• Goal setting and lead management• Competitive analysis - BTS, freestyle and ourselves

DIFFERENTIATE YOURSELF

&MAKE 2009 YOUR BEST

YEAR EVER

Differentiate Yourself & Make this Your Best Year Ever• Be thankful that you are with the a company that is ‘best of class’ in a healthy and

productive industry• LMI and the Agency Owners are re-investing thousands of dollars in our

professional development, marketing and both national and regional tradeshows• Love what you do and make a difference everyday – repeat after me:

I love myself – I love my job!!!• It’s a new year:

• Get re-connected with your client• Spend time to find out their unique pains and challenges• Find out what vendor they enjoy doing business with + why• Decide that you will own your marketplace

How to Differentiate Yourself in the Marketplace

1. Set up an appointment to meet with your top twenty clients and discuss the following:• What you learned during your sales meeting this week• Create a scorecard on your performance in 2008• Write down all of your questions you want to explore• Determine of you can help educate their fitness, group ex and sales team

2. Be the best service manager ever – what can I do to help them with their business?

3. Call back in two-days on key client service requests, own it and solve it!

4. Work closely with your club coach to make an incredible support system for the client

How to Differentiate Yourself in the Marketplace

5. Stop in or attend first time launches

a. Say thank you for the business, develop a relationship with the owner & fitness directorb. Sit down and go over e-Clubc. Assist with preparation for launch, re-launch and member appreciation weeksd. Don’t forget little gifts, sweat bands, t-shirts or some token of appreciation

6. Visit the club after three or six months of launch (take owner or Group Ex manager out to breakfast or lunch).

Head off a potential problem. Nobody goes back after the sale

How to Differentiate Yourself in the Marketplace7. Don’t give up on lost sales or BTS clients (the switch back is always possible)

8. Understand the educational publications available from IHRSA or other trade groups.

9. Be an industry specialist:a. Share information you learned at sales meetings and industry eventsb. Be willing to present this to the sales and management team at the facilityc. Understand how a new competitor can affect the client (share the power and

benefits of an organized Group Ex programd. Try and speak to local Gold’s Gym Alliance meetings, YMCA regional events e. Invite to regional events and tradeshows (Mania’s, regional seminars, GFMi’s

and quarterly events)

10. Did you maintain relationships with your support staff?a. Take the marketing or sales manager of the facility out to lunch or breakfastb. Bring bagels to the facility for staff meeting

How to Differentiate Yourself in the Marketplace

11. Hand write thank you notes for all orders, launches and meetings – nobody has good manners anymore.

12. Type out your goals for every sales meeting – follow the script (it impresses the client).

13. Learn from your peers, clients and competitors:• What is BTS doing well?• What are certain freestyle managers doing well @ successful clubs?• Bounce things off other reps, your boss and boss’s boss.• Collect Group Ex schedules and make a binder of the good ones• Use your digital camera, take pictures of great rooms, new club programs, facility

designs or fitness center floor plans (people love visual representations)

How to Differentiate Yourself in the Marketplace

14. Mix it up – try different things

15. Meet up with local sales reps for Precor, ABC Finance, Local Gold’s Area Director YMCA COO’s

16. Be creative: Do a hotel show in the next 2-6 months (see Erin + Don about “How to Survive & Thrive meeting series). Sal would be happy to come in for presentations.

17. Be the Best

18. Be ETDBW.  Are you Easy To Do Business With?

MAKE THIS YOUR BEST IHRSA EVER

Make this your Best IHRSA Ever

Based upon:

STEVE MILLER – Tradeshows and Sellingwww.theadventure.com

Make this your Best IHRSA Ever

Don’t be the Guy Across the Aisle

• Set clear + measurable goals

• Don’t focus on the hardware

• Don’t blend in with the crowd

• Don’t be in the ‘sea of sameness’

Make this your Best IHRSA EverWhat do we Want as a Company or Sales Rep?

• A powerful brand

• Maintain long term profitable relationships

• Own the marketplace

• Be high profile

• Make it impossible for competition to compete

• Be on the mind of the client – when they are ready to buy

• Be the only one they think about

Make this your Best IHRSA EverClients do business with:

• People they like, know and trust – be worthy

• Be like Harley Davidson – non conformist – cult following

Make this your Best IHRSA EverWhat do customers want?

• Always looking for solutions

• They go where they are treated well

• Go where they get good value

• You must prove value

• Where value is clear - the decision is easy

Make this your Best IHRSA EverThe Key at Tradeshows

• Don’t blend in with the crowd• The most important part of the show is the preparation (IHRSA call lists)• Make appointments at the booth (before the show)• Clients want solutions, value + personal service• Don’t use old habits of uneducated exhibitors• Break out of the norm of what everyone else is doing• I loved the preparation LMSC did for Athletic Business 08 show.• Always dress with Les Mills logos & carry yourself professionally throughout the 4

day event.• Attend Phillip’s and Jackie’s presentations if possible• Take clients out for a lunch, breakfast or dinner break

Make this your Best IHRSA EverDo you know that?

• 50% of companies do zero follow up after a show• 30% have an ineffective follow up• 20% actually do what they say

The client wants - • Personal service• Promises kept

Make this your Best IHRSA EverWhere do we start?

• Be like Tiger Woods (figure out objective)• Don’t play tee to green!• Find out where’s the pin and work backwards!!

Determine what you want (goal) + work backwards to achieve it

Make this your Best IHRSA EverMWO’s -  Most Wanted Objectives: 1. Where’s the pin? - define goal as clearly as possible

Have a measurable definition

2. Focus on who we want to seeDon’t have a traffic trap – make firm appointments at the show

3. Most wanted attendee: - define who fits inDefine who fits the profile for Les MillsTheir organization (who’s attending? – multiple decision makers?)Size of groupAre they in the loop?What is their need or pains? – the key to needs analysisFind out what people like – bait them

Make this your Best IHRSA EverRESEARCH ON TRADESHOW ATTENDEES: 

IHRSA will provide the attendee list three weeks before the show.1. How many vendors are on your list = 152. How much time will you give them = 18 mins.3. You don’t have the time to talk to everyone4. Quality versus quantity5. Is your follow-up system in place – are you capable?6. Attendees spend 8.9 hours at a tradeshow when they stay overnight and 3.9 hours

at a local show.7. Non-verbal expression is very powerful…look the part, welcome them, make them

feel at home!

Make this your Best IHRSA EverMost Wanted Response:

1. Action at the show

2. Action after the show – what you are to do?

3. How do you increase the opportunity?

4. Put them one step closer to my objectives

Make this your Best IHRSA EverThe most important feature of the tradeshow booth is:

You ! people make the difference….

• Take time to make sure things happen• Be a good staffer & work it hard – a big investment at stake!• Les Mills & the agencies are investing in you – show it. Bring it!• Be like Disney – observe best practises• Go outside your industry to see best practises

People do business with people they like and trust!!

Make this your Best IHRSA EverThe SEVEN Rules of a Great Encounter: 1. Eye contact and smile – act like you want to be there

• Greet and welcome every guest

2. Seek out guest contact – 10 foot rule @ Ritz Carlton

3. Provide immediate service

4. Establish a rapport• Qualify don’t classify

Make this your Best IHRSA EverThe SEVEN Rules of a Great Encounter:

5. Display appropriate body language at all timesa. Be a good listenerb. Give me a good reason and i will give you the time - The average time at a booth is 18 minutes!c. Find a stranger and approach themd. Show them you want to be there

6. Preserve the magical guest experiencea. Make sure they feel special when they leaveb. Make sure they want to do business with you

7. Thank each guest for coming in todaya. We (people are the difference)b. Be preparedc. Be thorough – be a professional advisor

Make this your Best IHRSA EverIn Summary:

• Don’t be afraid to break the rules – shake things up

• Be brilliant at the basics

• Clearly define the most wanted objectives

• The last day of the tradeshow is very important

• Be effective until the show is over

• Are you ETDBW ????? Are you Easy To Do Business With?

• Make a difference in San Francisco 2009 and have your best show ever!

• Show your Les Mills pride….!

Introducing 

Sal’s 2009 IHRSA 60 Day Challengefor

Best Agency & Best Sales Repawarded for

The most new facility licenses arising from and signed within 60 days

of IHRSA 2009

2009 IHRSA 60 Day Challenge - Open to all 6 USA Agencies and their Sales Reps.  Closing Date:  Friday May 22, 2009