April 2010 Club Business International (CBI)

> April 2010

Upbeat in a Downbeat Economy

24 Exercise Sparks

37 Safe & Sound

47 Total-Body Triumph

81 Olympic Beliefs

87 Gym Bag Bandits ®

Club business InternatIonal

Upbeat in a Downbeat EconomyPUra ViDa FitnEss

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EvErything ElsE is obsolEtE. AnD rEsEArch provEs it.

IntroducIng the cybex Arc trAIner.

TesT drive The ArC TrAiner. GeT A Free pAir oF Bose® in-eAr heAdphones.We’re so confident you’ll experience what the research proves, we’re offering you a FREE pair of Bose® in-ear headphones—a $100 value—just for trying the Arc Trainer.

visit http://arctrainer.cybexintl.com or call +1.774.324.8000 to arrange for your free trial. Feel the difference!

When you compare the CYBEXs Arc Trainer to a typical elliptical, there’s no comparison. That’s because the Arc Trainer is designed to eliminate wasted motion and burn up to 16% more calories than conventional ellipticals or cross-trainers. In-depth research conducted by the University of Wisconsin- La Crosse proves it. And that’s just for starters.

Further independent research studies show that high-intensity Arc Trainer workouts improve muscular endurance by 35% and work capacity by 28%. It’s also the first cardiovascular machine ever to demonstrate gains of 17% in force production and 14% in force absorption—two key indicators of athletic performance.

The bottom line? The CYBEX Arc Trainer delivers a significantly superior overall workout, making conventional cross-trainers and ellipticals literally obsolete. Better yet, it produces these measurable results with lower perceived effort and less discomfort.

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* Arc Trainer test drive must be completed by April 30, 2010 to receive Bose® In-Ear Headset. Contact your certified CYBEX representative for eligibility.

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One of the most rewarding aspects of journalism is the access it provides to people, events, information, and, ideally, real insights. One of the most frustrat-ing is that most of it is never reported. There’s so much to share and so little space!

That’s why, this month, CBI is amending, appending, and other-wise extending the coverage it provides within these pages by introducing CBI: Unbound, a blog that will appear on IHRSA’s Website, www.ihrsa.org.

As the title suggests, this new medium will do its best to shake off some of the conventions and limitations that define print pub-lications. It will feature entries by CBI’s editorial and design staffs, regular contributors, and occasional guests.

CBI: Unbound will, in some cases, amplify on stories first covered here; describe the journalistic process involved; share the authors’ personal thoughts; or provide updates on recent developments. It may also devote its attention to other news that’s of interest to industry professionals. It will, by turns, be serious, introspective, dramatic, provocative, and, occasionally, even humorous.

One of the articles in this issue of CBI admits to the restrictions of print and illustrates the opportunities posed by blogs. “Upbeat in a Downbeat Economy” (pg. 29) is the story of J Madden, a commercial real-estate developer in Colorado who, a number of years ago, became intrigued by health clubs. The result was the Greenwood Athletic and Tennis Club (GATC), a 140,000-square-foot, resort-like complex in Greenwood Village, Colorado.

More recently, just as the Great Recession was, as Madden describes it, “gripping the economy with its talons,” he successfully launched Pura Vida Fitness and Spa, a breathtaking 30,000-square-foot facility in Denver’s affluent Cherry Creek neighborhood.

This feature was researched and written by Contributing Editor Jean Suffin, who visited Pura Vida, met with Madden and his staff, and conducted numerous follow-up interviews both by phone and e-mail. When you read it, you’ll discover that, as a club developer, Madden is a true original. You’ll get a sense of what it’s like to create a new club in an incredibly competitive market during a financially inauspicious time. You’ll learn that Pura Vida and its spa, Vital Spa, were obliged to reinvent themselves to deal with a seismic shift in the marketplace.

What you won’t learn very much about, however, is Madden’s special passion for architecture and aesthetics. Or about his unwavering focus on members. Or about Madden’s response to being scrutinized so intensely by Suffin. “This has been a fun and cathartic process for me, as I haven’t been interviewed like this before,” he told her in an e-mail. “It’s given me a chance to reflect on my career in this business and the many joys—past, present, and future—involved.”

Suffin’s response: “Hey, we could have written your biography by now.”

… or, at the very least, a blog entry or two.—|

| Editor’s Welcome |The mission of IHRSA is to grow, protect, and promote the industry, and to provide its members with benefits that will help them be more successful.

PublishingEditor-In-Chief: Craig R. WatersPublisher: Jay M. AblondiManaging Editor: Rebecca K. MaverickEditor: Jennifer H. McInerneyAssociate Editor: Patricia Glynn Editorial Assistant: Mia CoenContributing Editors: Dawn Allcot, Patricia Amend, Phoebe Anderson, Jon Feld, Julie M. King, Catherine Larner, Lesley Mahoney, Jean Suffin, Stephen Wallenfels, Kristen A. Walsh

Advertising, www.cbimediakit.com

Vice President of Advertising & Membership Sales: Michele EynonSenior Account Manager: Jessica GutsteinAdvertising & Associate Membership Manager: Christine PatersonAdvertising Sales Executive: Donna GarrityBusiness Development Publications: Will FinnPublications & Associate Coordinator: Meghan Burnham

Art Direction, Design, Production: HM Studios, Boston, MA

internAtiOnAl heAlth, rACQuet & sPOrtsClub AssOCiAtiOnPresident & CEO: Joe MooreChief Operating Officer: Anita LawlorExecutive Vice President of Public Policy: Helen DurkinExecutive Vice President of Global Products: Jay Ablondi

Club business internAtiOnAl editOriAl & Advertising OffiCes:c/o ihrsA seaport Center 70 fargo street, boston, MA 02210 usA800-228-4772 usA & Canada 617-951-0055 | 617-951-0056 fAXe-mail: [email protected] www.ihrsa.org

to order reprints of articles, call 800-228-4772 ext. 192 or visit www.ihrsa.org/cbi

Club business international (issn 1043-9692, usPs 766-570) is published monthly ©2010 by the international health, racquet & sportsclub Association, seaport Center 70 fargo street, boston, MA 02210. All rights reserved. Periodicals postage paid at boston, Massachusetts, and additional mailing offices. Canadian sales Agreement #40767601.subscription rate for members is $48 per year, which is included in the dues. Additional subscrip-tions $24.95 per year (usA) and $75 (international). POstMAster: Please send change of address to Club business international, c/o ihrsA, seaport Center 70 fargo street, boston, Massachusetts 02210

Volume 30, Issue 4

Kerry b

rett

4 C l u b B u s i n e s s I n t e r n a t i o n a l | A P R I L 2 0 1 0 | w w w . i h r s a . o r g

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24 Exercise SparksDr. John Ratey, a renowned psychiatrist, has been studying the effects of exercise on the brain for more than 30 years. His extensive, original findings have yielded no less than eight books on the topic, including his latest, Spark: The Revolutionary New Science of Exercise and the Brain. In this exclusive CBI Interview, Ratey sheds light on how clubs can capitalize on his breakthrough research.

30 Upbeat vs. DownbeatJ Madden, the owner of the Greenwood Athletic and Tennis Club, a landmark Colorado facility, has achieved the unlikely: successfully launching a new club, Pura Vida Fitness and Spa, in an intensely competitive market during the Great Recession

37 Safe & SoundDespite their best efforts, club operators are confronting a growing number of lawsuits involving equipment, facility maintenance, and automated external defibrillators (AEDs). IHRSA’s legal experts offer advice on how best to avoid court appearances

Everything about Pura Vida Fitness and Spa emphasizes ‘pure life’

ContEntS | ApRIl 2010

ClUb bUSinESSIntERnAtIonAL

30


Features

Cover: ron Pollard | Above: Wendi schneider

LTB

CAMPBELL MITHUN • DIGITAL RESOURCES • PREPRESS STUDIOPUBLICATION CONFIRMATION

Client Name: Fiserv Media Type: Trade - Health &

Fitness Color Mode: 4C Ad Number/Code: FISHFTD9038P Ad Caption/Title: Cardio/Health Club 1st Issue/Run Date: November 2009 Usage Rights: 1 year End Date: 6/30/2010 Publication: Various

MECHANICAL INFORMATION drStudio Location: Mpls Prepress Job Number: FISHFTD9038 Purchase Order: P0007268

MECHANICAL DIMENSIONS IN DECIMAL INCHES

Final Size: 7.75” x 10.75” Bleed: 8.375” x 11.125” Trim: 7.75” x 10.75” Live/Safety: 7” x 9.875”

DOCUMENT INFORMATIONDocument Filename: 72682_CARDIO_P.inddPage Number: 1Document Path: CMServer:Volumes:CMServer:Prepress:CLIENTS:FiServ:10_OCT09:FISHFTD9038P00072682PRE:72682_CARDIO_ Folder:72682_CARDIO_P.indd

Revision Number: 1 File History: 10/09/09 wau

Print Scale: 100% Print/Export Time: 10-9-2009 4:24 PMPDF Compatibility: Acrobat 5.0

Colors Used: Cyan, Magenta, Yellow, BlackFonts Used: Univers (67 Bold Condensed, 55 Roman, 45 Light, 65 Bold, 57 Condensed, 47 Light Condensed; Type 1), ITC Zapf Dingbats (Medium; Type 1)Linked Images: F_TM_HR_r4.tif (CMYK; 165.4MB; 719 ppi), fisv_prf_fo_cmyk.eps (282KB)

Notes: INDD-CS4Ver. 1; Pg. 1:

AGENCY CREDITS Executive Creative: Garry Valone Creative Director: Bryan DeYoung Art Director: Wendy Hansen Copywriter: Bryan DeYoung Producer: Bill Schneck Traffic: Lynn Walstrom

DOCUMENT OUTPUT REVIEW Initials Date Time

drStudio: | AUTOMATED DATA

Traffic: | |

Proof Cycle 1: | |

Proof Cycle 2: | |

Agency Legal: | |

Art Director: | |

Copywriter: | |

Agency Exec: | |

Account Team: | |

Producer: | |

Client: | |

Client Legal: | |APPROVED FINAL VERSION□OK to Ship _______________________________

Initials/Date

It’s like adding cardio to your health club. CompeteSM from Fiserv is the most comprehensive club management

software in the health and fi tness industry. Yet it’s totally attuned to your club and to each member, helping clubs of all

sizes grow and retain membership while maximizing revenue and minimizing day-to-day costs. For a total approach to

growth, Fiserv also offers EFT processing and outsourced billing. With Fiserv, you have the unrivaled power to perform.

The power within. www.clubs.fi serv.com

Pay ment s ■ Processing Ser v ices ■ R isk & Compl iance ■ Cus tomer & Channel Management ■ Insigh t s & Opt imizat ion

© 2009 Fiserv, Inc. or its affi liates.

S:7”S:9.875”

T:7.75”T:10.75”

B:8.375”B:11.125”

PL_FISHFTD9038P.indd 1 10/14/09 10:05 AM

54

17Michelle Obama says ‘Let’s Move’

Robert Riches presides over ASF

News & Know How 15 news First lady launches ‘Let’s Move;’ Health

o Meter steps up to 15-millionth mark; industry mourns Leroy Merritt; trustmark acquires Health Fitness Corporation; Power Systems powers Haiti; and more

21 On the Move nYSC joins forces with FDnY; Anderson

named top trainer; grand openings for Gold’s Gym Los Angeles, GoodLife Fitness, and Sport & Health; Curves member featured in People; Sports, Fitness & Fun staff saves a life; and more

Innovations 43 What’s new Check out the latest products from Iron

Grip Barbell Company, JumpSport, Jade Distribution, Lifeline USA, nEStA, PowerBlock, Marketing World Pool Products, and MobileFit

47 F.i.T. Extra Whether it’s done on a stepper, stairclimber,

or artificial wall, climbing provides members with a total-body triumph

IHRSA Report 81 First Set the XXI Winter olympics offer reasons

to believe, observes IHRSA Chairperson David “Patch” Patchell-Evans

82 in brief As the healthcare legislation battle rages

on, IHRSA continues to wage its Campaign for a Healthier America

85 international

87 Club Advisor Here are five tried-and-true ways for

clubs to stem the rising number of crimes precipitated by the Great Recession

88 Ask the Entrepreneurs

90 Member news See what’s happening at Connor Sport

Court International, Cybex International, H2omassage Systems, Motus USA, Peak Pilates, and more

99 Calendar

Reps 4 Editor’s

Welcome

10 ihrsa.org

12 letters

101 Marketplace

103 Ad index

104 last Rep Ushering in a new

board of directors provides a fresh slate of opportunity, notes IHRSA President and CEo Joe Moore


ContEntS | ApRIl 2010

ClUb bUSinESSIntERnAtIonAL

Departments

Climbing challenges the total body

91AfP PhOtO/saul lOeb/newscom

Start with a comprehensive line of proven products, designed and

engineered to meet the needs of every member. Then back them with

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are registered trademarks of Brunswick Corporation. (USC-013-10)

YOU HELP YOUR MEMBERS REACH THEIR GOALS

WE DO THE SAME FOR YOU

A PREvIEW oF WHAt’S nEW tHIS MontH on WWW.IHRSA.oRG

prepare Now for a Successful Get Active America!> www.ihrsa.org/getactiveamerica

IHRSA Offers HR Help> www.ihrsastore.com

If you could benefit from some guidance with respect to managing, motivating, compensating, and rewarding your club’s personal trainers and sales staff, be sure to read the association’s newest publication, IHRSA’s Guide to Managing Employee Performance: How to Incentivize, Measure & Reward Outstanding Performance.

this guide will help you to: motivate sales, fitness, and personal training staff; develop effective per-formance metrics; empower employees to excel; and improve your bottom line.

“Effective performance management has long been known to promote positive staff morale, increase productivity, and reduce employee turn-over—all factors that contribute to your club’s profitability,” says Jay Ablondi, IHRSA’s executive vice president of global products. “Clear and reasonable performance standards, along with market-rate pay and rewards for excellent work,

will help you foster a favorable, productive environment for your staff.” IHRSA’s Guide to Managing Employee Performance includes five case

studies, which profile clubs with proven success in these areas. —|

log on to www.ihrsastore.com to purchase this publication in pDF format ($19.95 members, $29.95 non-members).

Keep Fighting the Good Fight> www.ihrsa.org/council

By now, you’ve probably read the incredible story of IHRSA’s “undefeated” 21-0 Public Policy record in 2009. If not, visit: www.ihrsa.org/victories. these triumphs are due, in large part, to the members of the Public Policy Council, who pledged more than $1 million to support the Industry Defense Fund.

Unfortunately, the industry is facing more dangerous legislation this year, as nearly every state faces an enormous budget deficit. —|

learn more and lend your support at www.ihrsa.org/council.


ihrsa.org

Time is running out to enroll in Get Active America!, IHRSA’s free program designed to get Americans healthy—while generating new members for clubs. During one week next month, May 3-9, participating IHRSA clubs will open their doors free of charge to the public to show them what they’re missing. Sign up now to ensure plenty of time for planning, marketing, and community outreach.

This program presents an ideal opportunity for clubs to drive traffic through their doors and increase membership

while at the same time promoting the benefits of physical activity and a healthy lifestyle in the community. Don’t miss out! —|

log on to www.ihrsa.org/getactiveamerica for details and to download program materials.

| letters |

Thrill of Victory

I would like to commend IHRSA for achieving an impressive undefeated 21-0 win record during the 2009 legislative session. As some-one who knows all too well the seemingly unlimited ways that government can affect the health club industry, it’s reassuring to know that IHRSA is vigilantly fighting on our behalf. I encourage all club owners to support IHRSA’s Industry Defense Fund, to ensure the continued protection of our industry. —|

Art Curtis | CEO | Millennium Partners Sports Club Management, LLC | Boston, MA

Of Utmost Importance> I just wanted to thank IHRSA for including me as one of the 30 industry leaders who contributed to the e-book, What’s Important in the Fitness Industry in 2010? (See www.ihrsa.org/2010.) the publication is a true reflection of our industry, with very diverse thoughts, suggestions, and philosophies. What becomes quite obvious is that, across the board and on a global level, there’s a common thread: that we all see the future of the industry as positive, and, with the continued hard work of a lot of passionate people, we see it as an industry full of hope and opportunity. 2010 is poised to be a great year! —|

Fred Hoffman, M.Ed. | Director of International Services | The Club Synergy Group | Paris, France

Prismatic Effects > At Leisure Sports, we greatly appreciate and value the reports and publications that IHRSA’s research team produces. the new Health Club Consumer Report is full of interesting and useful information and statistics that can be incorporated into strategic planning for existing clubs (marketing, programming, equipment selection, space allocation, etc.) and for new club growth (market/site selection, facility design, etc.). the section on the PRIZM profiles is insightful. As a high-end company with average monthly dues rates over three times the national average, we know the value of using the PRIZM system to identify areas with high concentrations of the consumer segments mostly likely to join our type of club. —|

laurie J. Smith | Senior Vice President | Leisure Sports, Inc. | Pleasanton, CA

Staunch Defenders> I just wanted to take a moment to extend a special thank you to IHRSA’s Public Policy Council for all that it does for our industry. We are truly under siege. I intend to increase my donation to the Public Policy Council’s Industry Defense

Fund because I recognize the hard work its staff does and, more importantly, where we would be if the council was not doing this work. —|

Jim Thompson | President | Oakland Hills Tennis Club, Inc. | Oakland, CA

Keynotes to Success> IHRSA 2010 keynoter Malcolm Gladwell’s books are fabulous, and his interview in the February issue of CBI (see “CBI Interview,” pg. 33) is a great reminder of one key reality: it takes hard work to succeed in anything. I love his finding that you don’t have to have some super IQ to succeed. I also enjoyed his insight into the timing of society’s interest in something as it relates to our own success. It’s true: you need to be at the right place on the opportunity curve to catch the wave—not too soon, not too late. However, I’m still a firm believer that the true definition of success is: “When hard work meets opportunity.” —|

Casey Conrad | President | Communication Consultants, WBS, Inc. | Wakefield, RI

Secret Santa Sensation> I gave the book Outliers, by Malcolm Gladwell, to one of my colleagues as a Secret Santa gift this year. He came back after Christmas and stuck the following quote from the book on his office wall: “once a musician has enough ability to get into a top music school, the thing that distinguishes one performer from another is how hard he or she works. that’s it. And what’s more, the people at the very top don’t work just harder or even much harder than everyone else. they work much, much harder.” the book has given him a new sense of direction in the way he leads his sales team, and, by all accounts, they’re responding positively, and we should see “a cataclysmic rise” in sales this quarter! —|

James Shillaker | Owner Incorpore - The Health Club Company | Redhill, U.K.


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w w w . i h r s a . o r g | A P R I L 2 0 1 0 | C l u b B u s i n e s s I n t e r n a t i o n a l 15

like clubs, IHRSA associate member companies sometimes get to celebrate record-breaking achievements. Recently, one of them, Health o Meter Professional Scales, did just that… when they shipped their 15 millionth medical scale. Congratulations! Health o Meter is also a new member of IHRSA’s Group Purchasing program.—|

News & Know Hownews 15 | On the Move 21

© Copyright 2010. All rights reserved by Octane Fitness.

THE REVOLUTION CONTINUESYour members will love our new Pro4700 with Electronically Adjustable Stride length. This best-in-class feature offers exercisers of any level the ultimate in customization, making their workouts even more comfortable and effective.

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| News & Know How | news

Michelle Obama says ‘let’s Move’First lady to fight childhood obesity and IHRSA approves

In early February, First Lady Michelle Obama formally launched an ambitious nationwide campaign

to combat childhood obesity. “We want to eliminate this problem… in a gener-ation,” she said in unveiling the program on ABC’s Good Morning America. “We all know the numbers. I mean, one in three kids is overweight or obese, and we’re spending $150 billion a year treating obesity-related illnesses. So we know this is a problem, and there’s a lot at stake.”

President Obama supported the initiative by signing a presidential memorandum creating a special task force to help coordinate the wide range of organizations and activities that will be involved in the undertaking. Michelle Obama’s “Let’s Move” effort has four principal goals: educating parents about the importance of proper nutrition and exercise for their families; reducing fat, sugar, and processed food in meals; making nutritious food

more accessible; and increasing the emphasis on physical education.

The President’s Council on Physical Fitness and Sports (PCPFS) will take the lead with respect to the latter objective.

The full scope of the program is detailed on a new Website, www.letsmove.gov.

The first lady’s announcement pre-cipitated a nearly unanimous response on the part of dozens of organizations, ranging from IHRSA, to the National Wildlife Federation, to Mission: Readi-ness, a group of retired military officers. “On behalf of the health and fitness industry, I would like to commend you on your initiative to address childhood obesity in America and to extend our help,” Joe Moore, IHRSA’s president and CEO, wrote in a letter to Michelle Obama. “The health club industry is an important and effective resource for introducing young people to a lifetime of exercise, fitness, and healthy behav-iors… (and) we want to see you succeed in your initiative.” —|

Obama launches ‘let’s Move’

industry mourns Merritt Athletic Clubs founder> leroy Merritt, a real-estate devel-oper and owner of the Merritt Athletic Clubs chain, passed away in late January, following cancer-related complications. He was 79.

In 1967, after graduating from McDaniel College, in Westminster, Maryland, he founded Merritt Proper-ties. the company is now the largest property-management firm in the Baltimore-Washington area.

A decade later, he followed the advice of a young racquetball fan and built the towson Court Club in tow-son, Maryland—just as the racquetball phenomenon was taking hold. the club became so popular that, within its first year of operation, it underwent two expansions. In the mid-1980s, two

more club openings followed, as well as the acquisition of the Downtown Athletic Club, in Baltimore. today, there are 10 Merritt Athletic Clubs, including two “express” locations. A new 50,000-square-foot “all-green” facility is currently under construction.

“Leroy’s integrity, generosity, and good humor will be deeply missed by everyone who’s had the opportunity to work with him,” said Scott Dorsey, Merritt’s cousin and the president of Merritt Properties. “this is a very sad time for us all.” —|

leroy Merritt


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| News & Know How | news

Health Fitness Corporation (NYSE Amex: FIT), a Minneapolis-based provider of integrated health and fitness management services, has entered into

a merger agreement with Trustmark Mutual Holding Com-pany, a health and life insurer and benefits administrator based in Lake Forest, Illinois.

According to the agreement, Trustmark will buy out, through its subsidiary, all outstanding Health Fitness Corporation (HFC) shares of common stock at $8.78 apiece. This price is 22% above HFC’s closing share price on January 20, the last trading day prior to the announcement of the merger.

HFC’s board of directors has voted unanimously to accept the merger and has encouraged shareholders to do so as well. The transaction was expected to close during the first quarter of 2010.

“When Trustmark approached Health Fitness, it was imme-diately evident that they’d put a great deal of thought and research into their total population health strategy, and that the goals and cultures of the two companies align nicely,” reports Gregg Lehman, HFC’s president and CEO. “We’re excited that Trustmark’s resources and our combined distribution channels will support our mission—on a greater scale than previously

possible—of improving the health and wellbeing of all the people we serve.”

“Our knowledge of the healthcare system and experience in complex case-management complement their expertise in wellness and fitness,” points out Dave McDonough, Trust-mark’s CEO. “Together, we have the foundation for a broad spectrum of innovative and proven services that help people improve their health, navigate a complex healthcare system, and reduce medical costs.” —|

Trustmark Acquires health fitness Corporation


Short takes | Power Systems for HaitiPower Systems, the fitness-equipment manufacturer, has joined a growing number of clubs and supplier companies contributing to relief efforts in Haiti. For a limited period, it’s donating $2 for each order placed to the American Red Cross Haiti Relief and Development fund. “As a group, our employees wanted to participate, and we thought it would be wonderful to also include our customers, as we view them as part of our family,” says President Julie Pauletto. —|

>

third Quarter down, but projections Up!> While the recently released IHRSA 2009 third Quarter Index demonstrated a drop in clubs’ financial performance in several areas, early fourth-quarter reports indicate that business may now be on the upswing.

Compared to the third quarter of 2008, the metrics for the same period in ’09 fell in the areas of overall revenue, membership/dues revenue, nondues revenue, and earn-ings before interest, taxes, depreciation, amortization, and rent (EBItDAR). Same-store sales revenues were down 6.5%, and same-store membership/dues revenue, by 4.3%. Same-store nondues revenues were down 9.7%. total membership and non-dues revenue declined by 2.8% and 6.1%, respectively, and EBItDAR fell by 6.7%.

Despite a lackluster third quarter, health club operators remained upbeat about the months ahead. In IHRSA’s September

Monthly trends Survey, 49% of the respondents said they were anticipating increased revenues for the fourth quarter.

In addition, informal reports from opera-tors indicate that business was picking up during the first quarter of 2010. —|

Company Analysis – 3Q 2008 vs. 3Q 2009

Mean

Median

percent change (mean)

percent change

(median)

total company revenue $27.8 million $6.6 million 2.2% -3.8%

total membership/ dues revenue $20.4 million $4.2 million 3.3% -2.8%

total nondues revenue $7.1 million $2.0 million 0.0% -6.1%

Same-store sales revenue $8.98 million $5.27 million -4.2% -6.5%

Same-store membership/dues revenue $6.41 million $3.91 million -3.0% -4.3%

Same-store nondues revenue $2.56 million $1.59 million -7.1% -9.7%

EBItDAR $9.91 million $1.56 million 1.5% -6.7%

Dave McDonough

Gregg lehman

Visit www.lesmills.com/proVisit www.lesmills.com/pro

That’s no pipe dream. Clubs all over the world that have embraced the LES MILLS® Group Fitness System are reporting unprecedented membership numbers. Innovative and dynamic Group Fitness programs like BODYPUMP®, BODYCOMBAT® and BODYFLOW® are smashing IHRSA weekly attendance averages by almost double.

Success with Les Mills’ RPM® program has created an unexpected problem for David Thoong of Celebrity Fitness: “I feel so bad when we can’t squeeze any more people into the studios.”

Since adding the LES MILLS® Group Fitness System to the Student Recreation Center at Fresno State in California, weekly group fitness attendance has doubled.

The LES MILLS® Group Fitness System is the ultimate blueprint for club success.

Take your membership to the max. Find out more about the pulling power of the LES MILLS® Group Fitness System.

Company Analysis – 3Q 2008 vs. 3Q 2009

Mean

Median

percent change (mean)

percent change

(median)

total company revenue $27.8 million $6.6 million 2.2% -3.8%

total membership/ dues revenue $20.4 million $4.2 million 3.3% -2.8%

total nondues revenue $7.1 million $2.0 million 0.0% -6.1%

Same-store sales revenue $8.98 million $5.27 million -4.2% -6.5%

Same-store membership/dues revenue $6.41 million $3.91 million -3.0% -4.3%

Same-store nondues revenue $2.56 million $1.59 million -7.1% -9.7%

EBItDAR $9.91 million $1.56 million 1.5% -6.7%

ABCFinancial_0110CBI.indd 1 11/18/09 6:57 PM

| News & Know How | On The Move

Firefighters’ lifesaving exercise

Barnhart named CFo of Bally total Fitness> Bally total Fitness has hired Steven Barnhart as senior vice president and chief financial officer (CFo). Barnhart, who previously served as president and CEo of orbitz Worldwide, will oversee the company’s financial functions, as well as its It department. “He is exactly what we need as we continue to strengthen Bally’s financial position,” says Mike Sheehan, Bally’s CEo. “It’s an exciting time to join Bally,” notes Barnhart. “With a healthy balance sheet and a reinvigo-rated focus on Bally’s mem-bers, Sheehan and his team are committed to transforming the business and have been making major changes.” —|

World Gym taps Teatum as President, Global Business Systems> Jim teatum, the former president of nautilus’ commer-cial division, has joined World Gym as president of global business systems. In this role, he will lead the international development and franchise growth of the iconic brand. “new clubs will become part of the World Gym family, ” teatum explains. “We want to move away from franchising as a ‘business transaction.’ ” World Gym, founded by industry pioneer Joe Gold, was recently purchased by Joyce C. Cammil-leri, the cofounder of JoICo, an internationally known hair-care brand. —|

Movers and Shakers

NYSC partners with FDNY on lifesaving Skillsnew York Sports Clubs (nYSC) has joined forces with the new York City Fire Depart-ment and nYC Service to offer free cardio-pulmonary resuscitation (CPR) training classes to new Yorkers. All nYSC locations will offer FDnY CPR to-Go, a new program that’s taught by FDnY emergency medical technicians (EMts). Club membership is not required to participate.

“In keeping with our clubs’ emphasis on safety, it’s equally important for us to train the public on how to assist in a potentially life-threatening circumstance, make a difference, and save a life,” asserts Alex Alimanestianu, nYSC’s CEo. —|

Programming


Award Winning

Reality Fitness Owner Named Top Trainerthe Chicago Sun-Times recently recognized nicki Anderson, owner of Reality Fitness and Personal training in naperville, Illinois, as one of “Chicago’s Fitness Gurus.” In fact, the 25-year fitness veteran was the sole female personal trainer to make the newspaper’s esteemed list. Anderson, who was once an obese teenager, specializes in working with overweight individuals and focuses on nutri-tion, exercise, and helping her clients to set reasonable, realistic goals. Reality Fitness features private studios and a lineup of nine personal trainers. “I strive to be the best trainer I can be for those who need some solid training, education, and motivation,” she said. Anderson has also lectured for IHRSA, IDEA, ECA, and AFPA, and has written several books. Her most recent, Nicki Anderson’s Single Step Weight Loss Solution, was released last year. —|

Member Spotlight

Curves Member Featured in People MagazinePeople magazine recently turned its spotlight on Berenice Salceda, a 17-year-old member of Curves, for her life-changing weight loss. In 2006, the 5’ 2” Salceda weighed in at an unhealthy 280 pounds, which prompted her to join the popular women-only club. Every day after school, she worked out at Curves for an hour; she also altered her eating habits and reduced her fat and carbo-hydrates consumption. two years later, she’s lost an amazing 132 pounds. “I’m so much more active now,” the teen told People. “I’m a completely different person.” —|

Courtesy fd

nY

| News & Know How | On The Move

Club Openings

Gold’s Gym Opens Sixth Facility in Greater los Angelesthe world’s largest coed gym chain is expanding its territory in the metro-politan district of Los Angeles. Gold’s Gym of Los Angeles recently opened a Culver City location, its sixth club in the area. “With the new Culver City Gold’s Gym now open, we’re raising the bar by which gyms of this size will

be measured,” observes Angel Banos, CEo of Los Angeles’ Gold’s Gyms. “It’s a smaller footprint than our other Gold’s Gyms, but still contains many of the amenities that gym enthusi-asts are looking for.” Among them are a diverse range of group exercise programs, including yoga, Pilates, dance, kickboxing, boot camp, core training, Zumba,

tRX suspension training, and more. Additional services include nutritional counseling, personal training, a supplements store, cardio equipment with tvs and iPod docking stations, top-of-the-line strength training equipment, and spacious locker rooms. —|

latest Goodlife Fitness Offers One-Stop ShopGoodLife Fitness, western Canada’s largest club chain, is opening its second coed location in Winnipeg this month. the nearly 16,000-square-foot space provides an all-inclusive fitness destination with state-of-the-art cardio and strength equipment; personal training services; group exercise classes, featuring Les Mills programming; dry cedar saunas; tanning; and massage therapy. the club also offers a special 20-minute circuit-training workout called “Fit Fix” for time-pressed members. “they can come in at lunch, blast through the program, and work every big muscle group,” explains Sherri Romas, the club’s general manager. —|

Sport & Health Family Welcomes latest Additionthe Washington, D.C., area’s largest family of full-service health clubs continues to grow. the grand opening of its newest facility, a 38,000-square-

foot location in Ashburn, virginia, is scheduled for June. new members can look forward to high-qual-ity cardiovascular conditioning and strength-training equipment; a free-weight room; indoor and outdoor pools; a basketball court; a group exercise studio; Kidz Klub activity center; a juice bar; spacious locker rooms; and the Serenity Day Spa. “Sport & Health is committed to bringing our wealth of fitness pro-gramming to neighborhoods throughout the D.C. metro area that are often underserved,” notes Jonathan Alder, CEo. —|

Public Service

Trainer Revives Member at Sports, Fitness & Fun

thanks to the quick-thinking efforts of the staff at Sports, Fitness & Fun in Florida, new York, a 57-year-old member survived a heart attack. Just two weeks shy of his 58th birthday, Jack Swem had started his usual morning routine when he collapsed onto the floor and went into cardiac arrest. Jason Sanchez, a personal trainer and kettlebells specialist, sprang into action, alerting tara Marshall, the club’s membership director, to dial 911. Sanchez realized that Swem had stopped breathing, so he ran to retrieve the automated external defibrillator (AED), which helps to nor-malize heart rate via electric shock. After Sanchez alternately administered shocks and CPR, Swem returned to consciousness—just in time for the arrival of paramedics, who transported him to a nearby critical care unit. He was relocated to a specialty hospital, where a pacemaker was implanted. Following his recovery, Swem treated Sports, Fitness & Fun’s lifesaving team—which also included Melissa Rimipici, customer service director, and personal trainers Wayne Scheiman and Barbara Matchett—to dinner. —|


lifesavers: from l., Scheiman, Matchett, Rimipici, Marshall, Sanchez

P.O. Box 1470 • San Pedro, CA 90733 • USA Phone 310.514.1155 • Fax 310.514.1363 Email: [email protected] Web Address: www.ivankobarbell.com

Made InAmerica

The Evolutionof Power BrandingEvery club would like to have a look and feel like no other place in town,

a reputation as the best place to pursue health and fitness goals. To get there,

you must be careful how you build your reputation. If your name appears

on a product that’s just good enough, your name will mean “good enough.”

If you want to be viewed as the best club in town, let your name be seen on

the best products on Earth.

Ivanko Urethane Dumbbells. American Made. World dominant.

• Patent Pending Ivanko Classic Design

• No weld, proprietary fastening system head to handle

• 35 mm handle (special alloy high strength steel)

• 100% Made in U.S.A.

Exercise IQ: Dr. John Ratey

| CBI Interview |

By Patricia Amend

CBI: You’ve written eight books and lectured on exercise and the brain, throughout the world, for many years. What attracted you to this area of research?

DR. John RatEy: When I graduated from college in 1970, and decided that I wanted to become a doctor, researchers were just beginning to suspect that the brain might have something to do with the psyche. Interest in the study of neuropsychiatry was rising, so, in medical school, I took all of the related courses that I could, and I just loved them.

I’ve always been intrigued by how the brain, its natural chemicals, and the drugs we take play a role in personality. For example, during my residency, I discovered that beta blockers, which are heart drugs, have a profound effect on aggression and self-abusive behavior. I received grants to study related areas, and developed an interest in attention deficit hyperactive disorder (ADHD). Eventually, I began to lecture on aggression, autism, and ADHD. I knew that exercise had a huge impact on these disorders, and began to follow the related literature, sparse as it was at the time.

CBI: The Surgeon General’s Report on Physical Activity and Health, published in 1996, contained little about the effects of exercise on the brain. When was the connection first clearly identified?

JR: In 1995, researchers began to study exercise and its effect on Alzheimer’s disease and our cognitive ability as we age. The field started to explode, and, today, it’s one of the most popular areas in neuroscience. By 2000, there was so much to say that I wrote A User’s Guide to the Brain to explain how the brain works to the general public. Like all of my books, this one has a heavy emphasis on exercise. Since then, I’ve been lecturing about exercise and its effect on mood, cognition, anxiety, attention, addictions, and aging. As a result, exercise has come to be regarded as a treatment.

CBI: In your latest book, Spark: The Revolutionary New Science of Exercise and the Brain, you begin by talking about the physical-education (PE) program in the public schools in Naperville, Illinois. What intrigued you about it?

JR: I’d been looking for a simple way to illustrate the effects of exercise on learning in children. Naperville provides a powerful case study on how aerobic activity can transform not only the body, but the mind as well. The Naperville 203 School District has 14 elementary schools, five junior high schools, and two high schools, for a total of 19,000 kids; and, for the last 18 years, it’s offered students a fitness-based PE program. The kids can choose from among 18 activities—from using an exercise bike with a video monitor, to running on a treadmill, to scaling climbing walls, to playing various sports. The key is that they wear heart-rate monitors and focus not on how well they perform the activity, but, rather, on how much time they spend

The renowned psychiatrist and best-selling author shares startling new findings about the dramatic effects of exercise on the brain

John Ratey, M.D., earned a bachelor’s degree in philos-ophy from Colgate University; studied premedical sciences at Northeastern University, Harvard University, and Bos-ton University; and received his M.D., from the University School of Medicine. He’s an associate clinical professor of psychiatry at Harvard Medical School, a research synthesizer, speaker, and author, and maintains a private practice. He’s lectured and published 60 peer-reviewed articles on aggression, autism, ADHD, and other neuropsychiatric issues, and has edited several textbooks. He’s also authored or co-authored eight books, including A User’s Guide to the Brain (2000); Shadow Syndromes (1997) with Catherine Johnson, Ph.D.; Driven to Distraction (1994); Answers to Distraction (1995); Delivered from Distrac-tion (2005) with Edward Hal-lowell, M.D.; and Spark: The Revolutionary New Science of Exercise and the Brain (2008) with Eric Hagerman. —|

w w w . i h r s a . o r g | A P r I L 2 0 1 0 | C l u b B u s i n e s s I n t e r n a t i o n a l 25

Highlights» ‘Smart’ to exercise

» The benefits of PE

» The brain: a muscle?

» Prescribing exercise

>

John Ratey, M.D.

| CBI Interview |

in their target heart-rate zone. That way, any kid can excel. In the classes I’ve observed, the kids take part with tremendous enthusiasm.

As a result, less than 3% of these students are overweight, according to BMI guidelines issued by the Centers for Disease Control and Prevention (CDC). That’s startling when you con-sider that more than 30% of U.S. school children are overweight, and another 30% are on the cusp. In addition, 98% of the Naperville kids do well in a number of other fitness measures. Fortunately, the Naperville effort has spawned many other programs.

CBI: Exercise also had a positive impact on learning, didn’t it?

JR: Yes. In 1999, when 98% of Naper-ville’s eighth graders took the Trends in International Mathematics and Science Study (TIMSS), a test designed to compare students’ knowledge in science and math, the Naperville kids finished first, in the entire world, just ahead of Singapore, in the science section. In math, they scored sixth, just behind Singapore, Korea, Taiwan, Hong Kong, and Japan. This year, one high school in Naperville had 18 National Merit Scholars and four students with perfect ACT or SAT scores—despite the fact that these students took time from their school day for physical education.

CBI: Many clubs serve the family market. What would you suggest they do for their members with kids?

JR: Clubs, themselves, first have to be aware that exercise has a tremendous

effect on the brain. In addition to the physical benefits it provides, exercise helps kids regulate their moods and balance their emotions; stimulates their cognitive abilities; and helps them feel motivated. Clubs need to communicate to parents what exer-cise can do, and emphasize that early training is important.

CBI: What’s the main message of Spark for adult club members?

JR: The main message is that exercise activates the brain. Activity spawns the release of brain chemicals known as neurotransmitters, and improves the flow of blood and oxygen to your brain, in much the same way that it does for your heart. It’s not unreasonable

to think of your brain as a muscle. Exercise helps your heart and all of the other muscles in your body become more resilient, and it does the same thing for brain cells. There’s a close relationship between mind and move-ment. For thousands of years, we were hunter-gatherers, constantly on the move, and the mind evolved, in part, to help us imagine, rehearse, sequence, and foresee consequences, as we move. When we move, we turn on that part of the brain.

CBI: The obvious question, then, is what do you do for exercise? And what does exercise do for you?

JR: I’ve belonged to a Boston Sports Club for years, and, when I’m not traveling, I use it six times a week; I work with a trainer once or twice a week. My exercise program varies,

and that’s key; variety introduces challenge, which is good for the body and the brain. Aerobic exercise is central, but I also do some strength training nearly every time I work out. I’m 61, and know that strength training is important as we age. For cardio, I use a stairclimber or elliptical trainer, and get my heart rate up to 85%-90% of my target rate for 30-40 minutes, three days a week; I also do 30-second sprints on the treadmill. Because sprinting causes a huge uptick in human growth hormone levels, my body fat has decreased, helping me to drop the 10 pounds that I wanted to lose. My exercise program is important to me mentally, as well. If I don’t get to the gym for three days, I find it hard to engage in what I’m doing—even when I’m excited about it.

CBI: From a neurological stand-point, why does exercise make people feel so good?

JR: During the 70s, we talked about the endorphin rush, and that’s still a component. However, we now know that exercise raises the level of all kinds of brain chemicals, including neurotransmitters, such as serotonin and dopamine, which make most people feel brighter and more alert. It also releases brain-derived neu-rotrophic factor (BDNF), a protein I call ‘Miracle-Gro’ for the brain, which helps build and maintain the connections between brain cells.

CBI: Given that, it would seem to be even more important for people to exercise in economically difficult times such as these.

JR: When times are bad, people should join a gym if that’s what they need to do to get some exercise. Health clubs can help people get through their program and stick with exercise, which improves mood and motivation. It also gets them out of the house, and that’s important, too, when they begin to feel depressed. Movement is transformative: you can change your whole outlook on life if you start to move.

26 C l u b B u s i n e s s I n t e r n a t i o n a l | A P r I L 2 0 1 0 | w w w . i h r s a . o r g

“It’s not unreasonable to think of your brain as a muscle. Exercise helps your heart and all of the other muscles in your body become more resilient, and it does the same thing for brain cells.”

| CBI Interview |

CBI: Earlier, you spoke about the impact of exercise on cognition as one ages. What, specifically, are the mental benefits of exercise for individuals over 50?

JR: If someone has been inactive up to the age of 50, but gets involved in a moderately intense exercise program, studies show that they’ll push back cognitive decline by 10 to 15 years. Other research suggests that you can cut the risk of Alzheimer’s disease by up to 50%. Women, by the way, derive more benefits of this sort from exercise than do men, especially after menopause.

CBI: Do you think that most physicians truly understand and appreciate how exercise affects health, lifestyle, and, in particular, the brain?

JR: No, I don’t think they understand it all, quite yet. They need to be better educated about these issues. Now, medical students are demanding more information about nutrition, and I think that exercise is beginning to get some play. I spoke about exercise and Parkinson’s disease, and brain health, in general, at Stanford University this summer. In November, here at Harvard, we

had a three-day conference called Active Doctors, Active Patients, designed to encourage doctors to prescribe exercise to their patients. It was sponsored by the new Institute for Lifestyle Medicine at Harvard. The interest is building, but slowly.

CBI: Do you think physicians should be “prescribing” exercise to their patients?

JR: Yes, prescribing exercise is key to changing the healthcare tide. I also think many family practice physicians should have a “fitness nurse,” whose job would not only be to prescribe exercise, but, in addition, to check data from a pedometer, heart-rate monitor, or body-composition scale on a regular basis. The benefits would be enormous! —|

– Patricia Amend, [email protected]


“Clubs, themselves, first have to be aware that exercise has a tremendous effect on the brain.”

CURRENT GROUP PURCHASING VENDORS

ADMINISTRATIVE SUPPLIES & SERVICES

SALES & MARKETING

LICENSING

HOUSEKEEPING & APPLIANCES

INSURANCE

UTILITIES

A human resources consulting firm with products and services specifically designed for theclub owner, including dynamic, industry-specific management training, employee handbooks,individual consulting, background check services and much more!

VCP has been working with the fitness industry for many years. Offering IHRSA members thefinest in printing services at extremely attractive prices. Let VCP help your in reaching yourmembers and prospects with communications that are eye-catching, informative and effective!

As a non-profit performing right organization, BMI is committed to bringing you the bestmusic and best value to your business. Offering IHRSA members discounted licensing feeswhen paid online.

AmSan is a distributor of janitorial and cleaning supplies, with over 90,000 products includingjanitorial, cleaning equipment, paper products, HVAC, plumbing, electrical appliances andmore. AmSan offers local representation to provide daily service and employee training.

Are your club members happy and healthy? Skin contact, sweat and touching equipment canpromote the spread of germs from one surface to another...and ultimately to other members. Aclean gym can save costs, increase revenue and promote good health.

Ecolab is the global leader in cleaning, sanitizing, food safety and infection control productsand services.

Grainger Industrial Supply will reduce your maintenance, repair and operational businesscosts! Club Employee Discount Available!

Health o meter® Professional Fitness Scales are designed to provide many years of accurate,reliable and repeatable weight measurements. Innovative features such as BMI and wellnesssoftware make the weighing process simply, fast and convenient.

A European distributor group that is your “One Stop Shop” for Cleaning & Hygiene Supplies.

Standard Textile's Hospitality serves customers with engineered textiles designed to enhanceguest satisfaction and reduce operational costs.

Aon Affinity Insurance Services, Inc. is a world class leader in insurance programs for associa-tions and is committed to meeting the insurance needs of IHRSA members. Offering Workers'Compensation Insurance to ALL IHRSA members, including California, (subject to underwriting guidelines).

SFIC has been in the business of insuring health clubs and fitness centers, providing GeneralLiability and Property Insurance for our industry for the past 25 years.

APPI’s staff of engineers, tariff and regulatory specialists, and financial and legal professionalswill help you navigate the maze of energy options by analyzing, negotiating, contracting, andmanaging critical components.

With more than a century of experience inventing cutting-edge products and services, GEstrives to make life better, more convenient and more efficient for commercial and industrialcustomers. The lighting division of GE sells a variety of lighting solutions.International Health, Racquet & Sportsclub Association

In 2009,IHRSA Membersspent over

Five Million Dollarswith

IHRSA Group

Purchasing.Just imagine how much they saved.

Buy the products and services you need every day throughIHRSA Group Purchasing. We have negotiated significant discounts to

save you money on janitorial supplies, lighting, printing,mailing services and much more. Participation is open to IHRSA Club and Associate Members.

Visit ihrsa.org/grouppurchasing for more information.

GP spread-0410CBI:GP spread-0410CBI 2/25/10 7:24 AM Page 1

CURRENT GROUP PURCHASING VENDORS

ADMINISTRATIVE SUPPLIES & SERVICES

SALES & MARKETING

LICENSING

HOUSEKEEPING & APPLIANCES

INSURANCE

UTILITIES

A human resources consulting firm with products and services specifically designed for theclub owner, including dynamic, industry-specific management training, employee handbooks,individual consulting, background check services and much more!

VCP has been working with the fitness industry for many years. Offering IHRSA members thefinest in printing services at extremely attractive prices. Let VCP help your in reaching yourmembers and prospects with communications that are eye-catching, informative and effective!

As a non-profit performing right organization, BMI is committed to bringing you the bestmusic and best value to your business. Offering IHRSA members discounted licensing feeswhen paid online.

AmSan is a distributor of janitorial and cleaning supplies, with over 90,000 products includingjanitorial, cleaning equipment, paper products, HVAC, plumbing, electrical appliances andmore. AmSan offers local representation to provide daily service and employee training.

Are your club members happy and healthy? Skin contact, sweat and touching equipment canpromote the spread of germs from one surface to another...and ultimately to other members. Aclean gym can save costs, increase revenue and promote good health.

Ecolab is the global leader in cleaning, sanitizing, food safety and infection control productsand services.

Grainger Industrial Supply will reduce your maintenance, repair and operational businesscosts! Club Employee Discount Available!

Health o meter® Professional Fitness Scales are designed to provide many years of accurate,reliable and repeatable weight measurements. Innovative features such as BMI and wellnesssoftware make the weighing process simply, fast and convenient.

A European distributor group that is your “One Stop Shop” for Cleaning & Hygiene Supplies.

Standard Textile's Hospitality serves customers with engineered textiles designed to enhanceguest satisfaction and reduce operational costs.

Aon Affinity Insurance Services, Inc. is a world class leader in insurance programs for associa-tions and is committed to meeting the insurance needs of IHRSA members. Offering Workers'Compensation Insurance to ALL IHRSA members, including California, (subject to underwriting guidelines).

SFIC has been in the business of insuring health clubs and fitness centers, providing GeneralLiability and Property Insurance for our industry for the past 25 years.

APPI’s staff of engineers, tariff and regulatory specialists, and financial and legal professionalswill help you navigate the maze of energy options by analyzing, negotiating, contracting, andmanaging critical components.

With more than a century of experience inventing cutting-edge products and services, GEstrives to make life better, more convenient and more efficient for commercial and industrialcustomers. The lighting division of GE sells a variety of lighting solutions.International Health, Racquet & Sportsclub Association

In 2009,IHRSA Membersspent over

Five Million Dollarswith

IHRSA Group

Purchasing.Just imagine how much they saved.

Buy the products and services you need every day throughIHRSA Group Purchasing. We have negotiated significant discounts to

save you money on janitorial supplies, lighting, printing,mailing services and much more. Participation is open to IHRSA Club and Associate Members.

Visit ihrsa.org/grouppurchasing for more information.

GP spread-0410CBI:GP spread-0410CBI 2/25/10 7:24 AM Page 1


THe Denver mArkeT wAs fiercely comPeTiTive. THe GreAT recession wAs ABouT To BeGin. BuT J mADDen wAs DeTermineD To lAuncH A new cluB.

aesthetic excellence

Retail expertise


JJ Madden, the owner of two landmark Colorado facilities—the Greenwood Athletic and Tennis Club, in Greenwood Village, and Pura Vida Fitness and Spa, in Denver—is the first to admit that, if he’d known anything about the fitness industry… things might not have worked out so well.

But they did—remarkably well.Joining the John Madden Company, his father’s

commercial real-estate development firm, imme-diately after graduating from college, he rose through the ranks, from “the bottom” to president and partner, until, in the mid-’80s, health clubs caught his attention.

He had no fitness background, knew little about the business, had never attended an industry conference, and, to this day, does nearly no networking with other club operators. What he did have was an intense interest, a strong set of personal and management skills, and an irresistible sense of adventure.

“My dad gave me an incredible opportunity to learn not only about the art of office-building development, but also about the creative process that goes hand-in-glove with the financial risks

and potential rewards involved,” says Madden. “Fostering one’s creativity and a certain appetite for risk—that’s the chemistry my dad imparted.”

The result of his new fascination, unveiled to the world in 1987, was the Greenwood Athletic and Tennis Club (GATC). The multipurpose, resort-like facility had 2,000 members the day it opened, and, now, 23 eventful and rewarding years later, boasts more than 4,000 memberships. The complex cur-rently encompasses a 90,000-square-foot fitness center, a 52,000-square-foot tennis building, and three outdoor pools, and generates $11.2 million in revenues a year. (For more on GATC, see “IHRSA-CBI Club Photo Competition,” March CBI, pg. 47.)

GATC may have been eminently successful, but Madden wasn’t quite satisfied. Sensing dwindling prospects for massive suburban fitness centers, he began to mull over urban possibilities. “I asked myself, ‘If you had the chance to start with a clean slate, what would you do? Would you buy some land in the suburbs and compete with giant clubs… or create a special urban brand?’”

The question virtually answered itself when the Tattered Cover, a bookstore with an international

THe Denver mArkeT wAs fiercely comPeTiTive. THe GreAT recession wAs ABouT To BeGin. BuT J mADDen wAs DeTermineD To lAuncH A new cluB.

Upbeat in a DownbeatEconomy

By Jean suffin

>

Ron P

ollardR

on Pollard

Upbeat in a Downbeat Economy


reputation and an iconic Denver presence, abandoned its landmark four-story home in the affluent Cherry Creek section of the city for new quarters. “In October 2006, I saw the leasing sign on the building, and that instant was the real start of Pura Vida,” Madden recalls. “I loved that building; it was a case of synchronicity.”

The location was decided upon not only without hesita-tion but, also, without any demographic research, market reports, feasibility studies, or competitive analysis. “Mad-

den is something of a maverick,” observes one colleague. “He trusts himself and his own ideas and goes off his gut.”

“Truth be known,” Madden acknowledges, “I don’t do a lot of research because I want to trust my own instincts.”

The name for the new venture materialized just as serendipitously. During a trip to Costa Rica, Madden became familiar with pura vida, a phrase that literally means “pure life,” which is often used to describe the country’s characteristically optimistic, upbeat, healthy, and holistic attitude about life. “I came back from Costa Rica, and had a tablet by my bed, and I wrote down all of these names, seven or eight of them, and drew a circle around Pura Vida,” Madden recalls. “Later, I shared the names with an inner circle of people, and everyone selected Pura Vida.”

Auspiciously, pura vida also translates as “purified life,” “full of life,” “This is living!” and “Cool!”

As he had with GATC, Madden relied on his own vision, background, sensitivity, and the trusted network of architects, designers, and builders developed during his commercial real-estate days to bring Pura Vida to fruition. The new 30,000-square-foot facility, capitalized at more than $10 million, opened on April 15, 2008, just 18 months after Madden had spotted the “For Lease” sign.

The first and second floors of the building are devoted to a reception area, locker rooms, and guest conference rooms. The third floor, the fitness venue, contains a wide variety of exercise equipment and indoor-cycling, group-exercise, and Indo Row studios. The top floor, with its dramatic views of the Denver skyline, accommodates the club’s mind/body component: yoga, Pilates, and Techno-gym Kinesis studios, and the 4,400-square-foot Vital Spa, which, more than any other space in the facility, crystallizes the pura vida concept.

An adjacent garage offers members free parking, an unheard-of perk in Denver.

Unlike the launch of GATC, the advent of Pura Vida involved something extra: the two decades of experience Madden had acquired operating a sophisticated health

“It wasn’t good timing. We were opening Pura Vida just as the recession was gripping the economy with its talons.”

Luxurious amenities

Ron Pollard


and fitness business. “GATC is the foundation for all of my club knowledge and operating experience,” he explains. “It taught me the critical importance of connecting with our members and customers; being familiar with their expectations is key to our success.

“Our business is never static,” he observes. “It’s always dynamic, which is challenging, but also stimulating and exciting.”

Madden’s GATC insights, as well as his instincts, would soon be put to the test.

The mile-high city of Denver is, to begin with, one of the most intensely competitive fitness markets in the country, with an active, outdoors-oriented population, and a host of fine facilities to serve them. Pura Vida, conceived of as a luxury brand, was opening on the cusp of the Great Reces-sion, when the demand for pricey products and upscale services would begin to evaporate. By some reckonings, spa industry revenues would eventually drop by 40%.

“It wasn’t good timing,” Madden acknowledges. “We were opening Pura Vida just as the recession was gripping the economy with its talons.”

Though it was beautiful and brand new, Pura Vida Fit-ness and Spa found itself in the uncomfortable position of having to reinvent itself. “We realized that our message didn’t resonate in the deteriorating economy, which, imme-diately, put us in the mode of having to shift, strategically, to align ourselves more closely with market conditions and consumer desires.”

The principal, primary, change was to redefine the tar-get audience. “Keith Moore, Pura Vida’s general manager, moved his sights from an older, affluent population to a younger clientele, an urban 30s and 40s crowd,” says Madden. “By doing so, he repositioned us from being exclusive to inclusive, aligned us with our market, and strengthened the substance of our brand.”

The move affected every aspect of the operation, including pricing, marketing, outreach, staffing, pro-grams, and services.

The spa, originally named Nectar, was constricted most by the weight of the recession and, appearances suggest, profited most from the changes. “The original concept—pretense, fluff-and-buff, ridiculously expensive skin products and potions—didn’t work,” explains Moore. “It clearly wasn’t 2006 anymore. People were looking for something real, authentic—organic, no-fluff, serious-health, body-and-soul treatments.

“The Vital Spa was born, and, immediately, the young people responded.”

Today, the spa, with a staff of 20 and a director recruited from Ritz-Carlton, provides members and nonmembers with massage, manicures and pedicures, face and body treat-ments, and body wraps, at an average price point of $130. “The Vital Spa is the only day spa with a spa bar that allows guests to build and customize their own treatment,” Moore points out with pride. “The concept has really taken off.

“You start with a basic service, let’s say deep tissue massage,” he explains, “and are then asked to customize

and enhance your treatment. For instance, ‘Choose your oil: Organic Rosemary, Tuscan Lavender, Sea Kelp.’ Then, ‘Choose your scalp treatment: Cranial Massage, Hot Oil Treatment, etc.’ And then there are add-ons… You can get a basic massage for $85, add a few enhancements, and still come out for under $100.”

Nonmember clients also enjoy access to the rest of the club on the day they purchase services—“An incredible value,” notes Moore, as well as an effective recruiting tool.

Some 23% of the club’s members make regular use of the spa. Madden, himself, books several deep tissue massages during the year.

Reflecting on the realignment, Moore says, “Rather than a ‘Mangotini Massage with a Sprinkling of Gold Dust,’ the consumer was looking for a great massage, by a talented therapist, using an essential organically-based oil. Throw in a nice cup of tea, with exceptional service,

in an environment that’s beautifully designed, at a price that’s under $100… and you have a busy spa.”

Pura Vida Fitness and Spa, which opened with 250 members, now has more than 1,500; on any given day, as many as 40% of them may utilize the club. Attrition is less than 10%. Madden, pleased with the results, and convinced that the brand has demonstrated its viability, is now eying other urban markets.

“Times may be more difficult,” he says, “but people still want to take care of themselves physically, mentally, and spiritually, and that’s what our tagline, pura vida, is all about—the good life.” —|

– Jean Suffin, [email protected]

attentive service

Wendi Schneider

JADe DisTriBuTion

Jade Distribution provides earth-friendly, biodegradable products and locker room amenities, created especially for health clubs, spas, resorts, and racquet clubs. The company makes it easy for clubs to offer their member-ship top-quality “Spa Line” retail products printed with the club’s logo, phone number, and Web address. To try a complimentary sample, send a high-resolution logo to [email protected]. The same Jade Body Spa products that members use in treatment rooms and vanity and shower areas can now be filled into beautiful, branded bottles and jars for retail sale. Contact: www.jadedistribution.com, 800-785-5233. See our ad on pg. 64. —|

PRoDUCt SHOWCASE


An attractive facility, pleasing appointments, and attentive professional service go a long way toward making a club-based day spa a success. But it’s the amenities that touch a client directly—aromatic oils, massage, tanning rays—that ensure a memorable experience. If it looks, smells, or feels good… it’s good for business.

A-1 TexTiles

Hex sPA AmeniTies

The HEX spa lineup includes HEX vertical tanning with SmartLamps and a complement of unique skincare products. During tanning, SmartLamp’s proprietary glass promotes the body’s natural vitamin D production, while its 3-in-1 design tans the entire body evenly. HEX’s bomm skincare division offers patented regimens that promote holistic health: Spray Me Tan is a basic self-tanning kit with a reus-able mitt; Jo Al’s Tan is a self-tanning kit that includes turmeric, pomegranate, glutamine, and vitamins D and E; and Jo Al’s Miracle is a therapeutic moisturizer with turmeric, blueberry, green tea, lemon, lemon oil, proteins, amino acids with glutamine, vitamins, and more. Together, they help club members look good and feel good.Contact: www.icehex.com, 800-556-3201. See our ad on pg. 77. —|

HyDromAssAGe

Trusted for over 20 years by doctors and athletes, HydroMassage is an unattended massage system that can offer club members a daily rejuvenating massage in as little as 10 minutes. A powerful wave of water spans the entire length of the body, providing a relaxing and beneficial massage, while users remain comfortably dry and fully clothed. HydroMassage helps relieve muscle soreness, increase range of motion, stimulate the release of endorphins, and reduce healing time for sports-related injuries. Positioned as a profit center, HydroMassage packages provide an easy way to add $10-$20 a month to a member’s monthly draft.Contact: www.hydromassage.com, 800-699-1008. See our ad on pg. 60. —|

One of the biggest replacement items for all athletic clubs and departments is the “towel.” This item, which can wear out quickly and often disappears, must be manufactured to withstand constant washing, bleaching, and over-drying; a single towel can be washed 1-10 times daily. The end user, the club member, wants their towel to be soft, white, and absorbent when they use it. The complete

line of Golden Mills towels, available from A-1 Textiles, is manufactured to meet all these demands. With six shipping points nationwide, and offering seven different levels of quality/price towels, A-1 Textiles has the perfect towel to cover every club’s needs. Free samples are available upon request.

Contact: www.A1Athletictowels.com, 800-351-1819. See our ad on pg. 59. —|


For more information, or to contact any of these companies, log on to www.ihrsa.org/products

PRoDUCt SHOWCASE

reADy cAre inDusTries

ready Care Industries produces premium spa and locker-room amenities, including a variety of massage treatments, manicure supplies, and private-label retail products. Its Body Eclipse Professional Spa line encompasses shampoos, conditioners, bath gels, scrubs, and body lotions in a number of tantalizing scents, e.g., Citrus Nectar, Cocomango, and Green Tea Lemongrass. The company also offers an extensive line of amenities, from shower caps to shaving kits, and spa accessories and supplies, including sandals, disposable apparel, containers and applicators, gloves and loofahs, cotton products, body brushes, and disposable sheets and towels. Contact: www.readycare.com, 800-477-4284. See our ad on pg. 48. —|

PeTrA HyGienic sysTems

Petra has unveiled a revolutionary advancement in towels: the AT Towel System. This microchipped anti-theft system was developed specifically for the health and fitness industry to solve the problem of “disappearing towels” at clubs. Through membership and guest compliance, clubs’ towel budgets will shrink without compromising quality of service. The AT Towel System pays for itself and puts money back into the club in no time. Clubs hold onto their towels, increase

profits, and are able to offer their members more—it’s all part of the AT Towel System by Petra. Contact: www.petrasoap.com, 800-568-1165. See our ad on pg. 52. —|

sPorTsmiTH

Sportsmith, “Your Fitness Parts & Products Superstore,” offers four distinct spa-product lines ranging from the basic to the most luxurious. Its Club Basic Aloe Formula line is made with aloe vera extracts and includes a variety of shower and vanity products. The Sports Images Aloe and Bio-Complex line utilizes aloe vera, coconut oil, herbs, multivitamins, and antioxidants. The Sports Solutions Aloe and Botanical line, designed to meet athletes’ special needs, provides the ultimate in skin and hair conditioning and great outdoor scents, such as almond, ocean mist, and cucumber melon. Sportsmith’s Aroma Therapeutic line provides a treat for both the senses and the mind.Contact: www.sportsmith.net, 800-713-2880. See our ad on pg. 40. —|

“The Vital Spa… allows guests to build and customize their own treatment,” points out General Manager Keith Moore. “The concept has really taken off. You start with a basic service, let’s say deep tissue massage,” he explains, “and are then asked to customize and enhance your treatment. For instance, ‘Choose your oil: Organic rosemary, Tuscan Lavender, Sea Kelp.’ Then, ‘Choose your scalp treatment: Cranial Massage, Hot Oil Treatment, etc.’ And then there are add-ons… ”

mArkeTinG worlD Pool ProDucTs, inc.

Marketing World Pool Products, Inc., has introduced Permanon, a new nano-coating technology that’s been specifically designed for use in the fitness and aquatic industries. As safe and easy to use as water, Permanon provides a protective coating for the surfaces of pools, spas, steam rooms, locker rooms, and fitness equipment, eliminating microscopic surface variations that would normally hold dirt, grime, and bacteria. This creates a layer of protection to simplify the cleaning process; surface protection that’s water-repellent helps to reduce bacteria. Permanon shields the surface, allowing dirt and grime to be wiped off fast, saving time and adding a durable shine.

Contact: www.PermaCoatings.com, 802-655-1165. See our ad on pg. 67. —|

PURa VIDa’s VItaL sPa: sPECIaL sERVICE!

BECAUSE YOU WANT THEM TO BE THEIR BEST

Let’s talk about the best program for your health club.

Visit health-fitness.GOJO.com

Your members’ personal goals are

as important to you as your own.

You provide them with the best facility

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PURELL® and GOJO® takes your commitment

to member health to the next level.

©2010 GOJO Industries, Inc. All rights reserved. PURELL is a trademark of Johnson & Johnson and is used under license • #5582

5582_ClubIndstry_Ad.indd 1 2/1/10 10:08:10 AM

Recent court rulings on injury liability offer lessons for every club operator


By Kristen Walsh

It’s one of every health club operator’s worst nightmares: a lawsuit. If a client is injured, or worse, while at your facility and legal action ensues, you could be in for months—or even years—of unnecessary stress, meetings, and paperwork, not to mention the financial burden involved in defending yourself or, worse yet,

paying damages.Today, legal experts say they’re seeing an increasing number of lawsuits in three

areas, relating to: automated external defibrillators (AEDs); misuse of equipment; and facility maintenance.

HAve HeAlTHy HeArT PoliciesPrior to the proliferation of laws requiring clubs to purchase AEDs and to employ trained personnel to use them, the most common allegation in wrongful-death claims was that a facility didn’t have one of the units, explains Brian P. Heermance, a partner in the law firm of Morrison Mahoney LLP, based in Manhattan. “If the club had simply kept an AED on-site, the plaintiff would argue, the decedent would have survived the cardiac event without incident,” he says. “Thus, health clubs were routinely defending claims arising out of their failure to have an AED.

“Not surprisingly, the growing availability of AEDs at clubs, in an effort to comply with the new statutory obligations, has done little to stop the plaintiffs bar from initiating wrongful death suits against the nation’s clubs,” he continues. “Now, the

safe & sound

>

keePinG cluBs

Keeping Clubs safe & sound


argument has shifted to being either that the club didn’t use the AED when it should have, or, if it did use an AED, that it didn’t do so quickly enough.”

A New York court recently dismissed a case involving the death of a club member, as the result of complications from heart failure. The individual involved collapsed while using a treadmill. Another club member, who’d seen what had

happened, notified a front-desk employee, who dialed 911 and then searched for a key to a cabinet holding the AED. A second employee began administering CPR.

After several minutes, paramedics arrived and employed their defibrillator during the course of the emergency response, which, ultimately, was unsuccessful.

The plaintiff’s estate argued that the fail-ure to use the club’s AED on the victim in a timely fashion had caused, or contributed to, his death. The court, however, held that he’d assumed the risk of cardiac arrest by engaging in aerobic exercise. It also found that the club was in compliance with its statutory obligation to have an AED and trained personnel on-site during business hours, and that contacting 911 and perform-ing CPR constituted a reasonable emergency response. The court thus concluded that the failure to successfully open the cabinet and use the AED wasn’t an omission giving rise to liability.

“As can be seen from this case, health clubs should undertake to train employees to perform an adequate emergency response, including an immediate telephone call to 911 emergency services and the beginning of CPR

efforts, if necessary,” suggests Heermance. “The use of an AED, when appropriate, may also be useful.

“However,” he adds, “clubs should understand that the failure to utilize their AED in response to a cardiac event isn’t, from a liability standpoint, necessarily fatal, particularly when other emergency response actions have been taken immediately. In many jurisdictions, these beginning steps are enough to protect the club under applicable good Samaritan statutes.”

use equiPmenT fiTTinGlyDouglas Baumgarten, the president of SportFit Consulting, based in Aldie, Virginia, points out that many cases of

fitness-equipment misuse also involve overzealous personal trainers. “There are some fitness professionals out there who think that the crazier the exercise, the more it enhances their reputation as a tough and innovative trainer.”

As a result, he acknowledges, some trainers lead decon-ditioned nonathletes to attempt difficult exercises that may put them at risk of injury.

Baumgarten served as an expert witness in a 2009 Texas case involving a plaintiff who’d fallen off of a popu-lar training device during a session with a personal trainer at a gym. She claimed that, as a result, she’d fractured both wrists and suffered other injuries. The plaintiff sued the gym; the trainer, for having her use the device in a manner not recommended by the manufacturer; and the manufacturer, charging that the warnings on the equipment were inadequate since the company knew trainers were misusing the device.

The jury found no negligence or product defect on the part of the manufacturer, but it concluded that the trainer was 85% negligent, and the plaintiff, herself, 15% negligent. It could have awarded her as much as $1,818,575, but, because of a high-low agreement reached before the onset of the trial, the award was capped at $1 million.

The lesson here is simple, says Baumgarten: “Use equipment in the way it was intended—if you don’t, you’re liable.”

mAinTAin ProPerTy ProPerlyA liability waiver, as important and valuable as it is, typically won’t protect a club if it fails to maintain its facilities properly. This was demonstrated in 2006, when a California court ruled that a waiver didn’t protect a club from liability for injuries suffered by a patron who’d fallen on a pool deck made slippery by the growth of algae. “The risk of algae growing on the pool deck, causing it to become dangerously slippery, is not inherent in the sport itself, and is not a risk assumed by those who utilize the swimming pool, so as to relieve the pool owner of the duty to keep the deck clean,” the court wrote.

“In California, as a general rule, courts will only uphold a waiver if the type of injury suffered by a member is con-templated by use of the equipment and services,” explains Gary Bradley, Esq., a partner at Bradley & Gmelich in Glendale, California. “While pulling a muscle while using the treadmill would qualify, slipping on algae around a club’s pool—wouldn’t.” —|

– Kristen Walsh, [email protected]

LIABILITY WAIVErS CAN BE SAVIOrS

heermance

Baumgarten

A key component of any club’s risk-management program is a carefully crafted and unambiguous liability waiver. “The primary function of the waiver is to protect the provider from liability for negligence, and, when used in the correct circumstances, waivers can provide liability protection in at least 45 states,” according to Doyice J. Cotton and Mary B. Cotton, whose Waivers & Releases of Liability, 7th edition, is based upon more than 1,000 recreation-related cases. (This book is available at www.ihrsastore.com.) —|


Is there anything more important to a health and fitness facility than members’ safety? No. Or more multifaceted and demanding? No. That’s why conscientious club operators utilize every product and service available to avoid illness and accidents; act responsibly when incidents do occur; and, importantly, also safeguard their business.

PRoDUCt SHOWCASE

PHilADelPHiA insurAnce comPAnies

Philadelphia Insurance Companies (PHLY) subscribes to the belief that fitness is a key ingredient to wellness and a healthy lifestyle. Because PHLY employees practice fitness in their daily lives and have specialized in this growing industry, they understand how to provide broad-form fitness center cover-ages for health clubs, fitness studios, day spas, and Pilates and dance studios, as well as personal trainers, and yoga and fitness instructors across the U.S. Coverages include comprehensive general and professional liability; special cause of loss property coverage; and other program options, such as abuse and molestation, membership discrimination, tanning, and liquor liability.Contact: www.phly.com, 610-538-2236. See our ad on pg. 55. —|

GoJo inDusTries, inc.

GOJO Industries is now offering the new GOJO Green Certified Foam Hand, Hair & Body Wash. This readily biodegradable formula rinses clean without buildup or residue associated with liquid soap; and, because it’s foam, members use 56% less than liquid soap and get five times more showers between refills. research shows that a facility’s cleanliness has a significant impact on a member’s willingness to stay and partake of all of the services available. Take advantage of recognized and trusted brands, including PUrELL Foam and Wipes, and total solutions, such as GOJO Green Certified Foam Hand, Hair & Body Wash.Contact: www.gojo.com, 800-321-9647. See our ad on pg. 36. —|

HeArTsine TecHnoloGies

HeartSine Technologies is committed to providing easy-to-use Automated External Defibrillators (AEDs) for first-responders, regardless of their level of training. The HeartSine Samaritan PAD is ideal for sports and health club applications. It features visual and oral prompts that guide rescuers through every step and is light and portable, weighing only 2.4 pounds. In addition, it carries the industry’s highest protection rating against dust and water, and can be utilized in inclement weather or in a wet environment. The Samaritan PAD’s replaceable cartridge combines battery and electrode pads, and is easy to replace.Contact: www.heartsine.com, 866-478-7463. See our ad on pg. 52. —|

2xl corPorATion

FOrCE, the latest addition to the expanding GymWipes product line, provides clean, safe, and sanitizing protection for all health club and equipment surfaces, including pads, benches, chrome, steel, rubber, electronic panels, and tanning beds. These premoistened, freshly scented, disposable towelettes kill 99.9% of disease-causing germs and contain no alcohol or bleach. EPA registered, they’re available in 800-count containers. The company also provides floor-stand and wall-mounted dispensers; as well as Stage2 Instant Antibacterial Hand Sanitizer, which contains two moisturizers, glycerin and propylene glycol, and is enriched with vitamins A and E.Contact: www.gymwipes.com, 888-977-3726. See our ad on pg. 58. —|

2009SS_fullpg_TMB-v1 12/2/09 2:19 PM Page 1

Power Plate, pro6featuring proMOTION technology —|

Photo sponsored by Power Plate


InnovationsWhat’s New 43 | FIT Extra 47 | BuyersMart 73

ACSM certification means your staff will be uniquely qualified to work with a variety of people toimprove health, fitness and wellness, even those with health risks. We’ll help by providing yourstaff with everything they need, from self-study materials to hands-on workshops worldwide.

Go to www.acsm.org/cbi for everything you need to know about ACSM’s health, fitness andclinical certifications.

“With ACSM-certified staff, my clubcan help more people. That’s good forthe individuals who come here. Andit’s good for business, too.”

ONE CERTIFICATION OPENS THE DOOR TOMORE MEMBERS.

ACSM CLUB CONNECTION PROGRAMThe ACSM Club Connection Program makes educating and certifying your club’s fitnessprofessionals easier and less expensive by providing study materials and valuable discountson certification. To learn more, please call 1-800-486-5643.

LEADING THE WAY ACSM. The organization that’sleading the way in makingexercise good medicine.

10 CERT ad_011 3/2/10 4:42 PM Page 1

»

| Innovations | What’s New

Iron Grip Barbell Company» Iron Grip Barbell Company has released the newest version of its eWeight Planner facility-planning software. This updated version includes the most current free-weight and plate-loaded lines from 13 of the top commercial fitness equipment manufacturers. This free online tool helps customers plan the proper quantity of weight plates, bars, dumbbells, and barbells for their health clubs. The Planner analyzes the make, model, and number of free weight pieces, and then calculates the correct quantity of weight plates for each machine, recommending Olympic bars and storage racks when necessary. For more information, contact the company at 800-664-IRON; www.irongrip.com. —|

Jade Distribution, Inc.» Neo Body Spa is a mild, all-natural product that uses the natural soaps of coconuts to gently cleanse and mois-turize the hands, hair, and skin. Completely biodegradable, Neo Body Spa is free of arti-ficial colors, fragrances, and preservatives. Its moisturizing formula contains a unique, naturally derived system called Enhansys, which eliminates the need for traditional synthetic preservatives. The body wash, shampoo, and hand wash are now available in 400-ml and 1,000-ml cartridges for greater convenience and cost savings. For more information, contact the company at 800-785-5233; www.jadedistribution.com. —|

Lifeline USA» Lifeline USA fitness cables boast proprietary “Progressive Layering Technology,” which provides consistent resistance with up to 21 individual layers of high-density rubber. The compact Quik Fit Cable Kit comes with a door attach-ment and Quik Fit handles that are wrapped in high-density foam for comfort. The TNT Cable Kit holds up to three cables at once to deliver peak resistances of more than 300 pounds. A three-in-one ergonomic handle adjusts to fit the user’s grip. The kit comes with three 40-pound resistance cables, one door attachment, and an instruction manual. For more information, contact the company at 800-553-6633; www.lifelineusa.com. —| »JumpSport

» More than a decade ago, JumpSport designed and patented the first affordable backyard trampoline safety enclosure. The company continues to focus on improving the quality and safety of trampolines, and to expand their use. Today, JumpSport combines quality, safety, fun, and fitness with The Fitness Trampoline. It elevates personal fitness to new heights with revolutionary elastic spring technology, an elegant fit and finish, and unmatched stability. For more information, contact the company at 877-507-1399; www.fitnesstrampoline.com. —|

Fitness bounce by JumpSport


Neo Body Spa soaps by Jade

Iron Grip’s eWeight Planner

| Innovations | What’s New

PowerBlock » PowerBlock has two new quick-change kettlebells called KettleBlocks, which replace up to eight kettlebells in the space of one, and at a fraction of the cost of traditional kettlebells. A selector pin helps adjust the amount of resis-tance, similar to a selectorized weight machine. Two models are available: the KettleBlock 20, which comes in increments of 5, 8, 12, 16, and 20 pounds; and the KettleBlock 40, which offers increments of 8, 12, 16, 20, 25, 30, 35, and 40 pounds. The KettleBlock 40 is also expandable to 55 pounds. For more information, contact the company at 800-446-5215; www.powerblock.com. —|

MobileFit Intelligent Fitness Training Systems » MobileFit is a cutting- edge member-engagement technology that uses a health club’s equipment inventory to create customized workout programs for members, and track their daily progress. MobileFit’s personal training module is designed to grow a club’s personal training busi-ness by connecting members to trainers by leveraging proprietary member-profiling technologies, and then utilizing fitness tools to enable trainers to easily grow and manage their client base. For more information, contact the company at 502-618-1949; www.mobilefit.com. —|

Marketing World Pool Products, Inc. » Permanon is a new nano-coating technology for surface protection in the health club, fitness, and aquatics industries. This safe, easy solution coats microscopic surface variations that would normally hold dirt, grime, and bacteria, thereby creating a layer of protection that is water-repellant and that helps to reduce bacteria. Because Permanon shields the surface, dirt and grime can be wiped off quickly, and Permanon leaves a durable shine. It helps reduce the labor and chemicals needed to maintain surfaces in the pool, spa, steam room, locker room, and fitness areas. For more information, contact the company at 802-655-8941; www.PermaCoatings.com. —|

»National Exercise & Sports Trainers Association» The National Exercise and Sports Trainers Association (NESTA) has launched a new martial arts division called Mixed Martial Arts Conditioning Association (MMACA) in response to the increasing popularity of mixed martial arts (MMA). The MMACA was developed to bridge the gap between sports condi-tioning science, MMA training methods, and direct application to the arena. The organization teaches multiple business models, and does not instruct or certify coaches in specific fight strate-gies or styles. MMACA offers fitness and sports conditioning professionals the designation of Certified Mixed Martial Arts Conditioning Coach. For more information, contact the company at 877-348-6692; www.nestacertified.com. —|

Martial arts impact: NESTA


KettleBlocks, by PowerBlock

Nano-protection: Marketing World

Arm Yourself.Owning a health club is a challenge. To excel, you need an arsenal of tools that keep members engaged and coming back for more. Power Plate® Acceleration Training™, with new proMotion™ cable technology, delivers a complete workout – including stretch, strength and massage – in under 30 minutes. Contact us today to arrange a private demonstration.

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| Innovations | FIT Extra Climbers

Total-Body Works Out!Climbing, however it’s done, engages members from top to bottom

Climbing enthusiasts are a tough lot. They demand total-body

strength with a purpose, not building a few muscles here and

there. They train for enduring the challenging ascent.

While climbing fans make use of the same total-body equipment that other members do, they likely derive even more benefit from climbing-specific machines. In addition to its Experience Series 776i Climber, Precor, Inc., offers the Adaptive Motion Trainer (AMT), which adapts to users’ movements, facilitating a range of different motions, such as climbing, walking (short strides), and running (long strides). “The variety it offers reduces boredom, giving members, including climbers, the motivation to train for extended periods,” says Jennifer Davis, marketing coordinator at Precor, in Woodinville, Washington. “It’s also a great tool for improving endurance and aerobic capacity, as it combines both lower- and upper-body movements. The AMT works all the muscles of the legs, but is particularly good for working the glutes, hip flexors, and calves.”

For those seeking a “vertical” training experience, HeartRate, Inc., offers the VersaClimber. “Rock climbers, mountain climbers, hikers, etc., have always gravitated toward equipment like the VersaClimber because the exercise movement is vertical, not horizontal; it’s vertical body movement fighting the pull of gravity,” states Brett Collins, sales and marketing manager at the Costa Mesa, California, company. “Our climbing machines mimic the natural body motion of climbing— stepping, reaching, pulling, and pushing against gravity. Some climbers even use the ‘back side’ of the unit, which creates an inverted or ‘hangover’ climbing scenario. This approach provides the serious user with an enhanced, hanging-on-while-stepping-reaching-and-pulling workout.”

While climbing machines accommodate specific training needs, climbing walls provide a taste of realism indoors. As they’ve become more prevalent in the club environment, these walls have grown ever-more sophisticated in their ability to emulate a “real” climb. Nicros, Inc., Climbing Walls’ surfaces, for example, are available in a variety of textures and designs. “Our A.R.T. Wall and Nicrolite ‘realistic rock’ designs mimic outdoor climbing features with pockets, cracks, and face holds,” notes Kimberly Prager, who heads marketing and handhold sales at the St. Paul, Minnesota, company. “We’ve even created closed-cell foam wall surfaces, on which climbers can use ice axes and crampons to simulate ice climbing.”

The total-body and climbing options featured in this installment of F.I.T. Extra are sure to elevate members’ fitness levels! —|

- Jon Feld, [email protected]

CLIMBERS CYBEX INTERNATIoNAL, INC.SEE OUR AD ON THE INSIDE FRONT COVER& PAGE 1

Cyclone-S

The CYBEX Cyclone-S is equipped with Cyclone family displays, 21 resistance levels, and a variety of programming, including an adjustable heart-rate control program and fitness test. The stepper comes with contact and Polar-compatible heart-rate monitoring, and an optional AV mount for television screens. The handlebars facilitate superior ergonomics in an upright stepping position or a more traditional stepping posture, and the stepper is available in five standard frame colors and unlimited custom colors.Manufacturer’s list price: $3,395.00

FIRST DEGREE FITNESS, NoRTh AMERICASEE OUR AD ON PAGE 78

Aspen Stepmill

The Aspen Stepmill delivers a mountain of a workout without taking up the space of a stair climber. Aspen works the body the way individuals climb naturally on full-sized steps, and exercisers supply the power for workouts; the machine is eco-friendly with no motor, and, instead, uses an effective electromagnetic braking system. It delivers a whole-body climbing experience and is well suited to light commercial applications.



FREEMoTIoN FITNESS

FreeMotion Incline Trainer

The FreeMotion Incline Trainer is two machines in one, with speeds of 0-12 mph, and inclines from -3% to 30% grade. It’s powered by the innovative Direct Rear Velocity System (DRVS), a rear-drive motor system that, combined with urethane deck isolators, provides cushioning to reduce joint impact. Also available is the optional Workout TV, a flat-panel LCD screen integrated into the console for a clear picture at a comfortable viewing angle.

h/P/CoSMoS SPoRTS & MEDICAL GMBh

h/p/cosmos discovery

The h/p/cosmos discovery is an ergometer with a unique ladder configuration that permits a full-body climbing movement. Used to test and train firefighters for over 25 years, the unit targets the arms, upper back, legs, and glutes, and is designed to improve muscle tone, endurance, grip strength, and coordination. The discovery offers: a fixed 75-degree climbing gradient; a speed range of 0-130' per minute; four programmable memory locations; and Polar heart-rate training.Manufacturer’s list price: $15,000.00

JACoBS LADDER, LLC

Jacobs Ladder Total Body Exerciser

The Jacobs Ladder Total Body Exerciser optimizes low-impact cardiovascular training. Utilizing ladder-type rungs on a non-motorized treadmill, Jacobs Ladder places exercisers at a 40-degree angle to reduce lower-back stress and pressure on the knees and hips. It offers aerobic and anaerobic training; automatically adjusts to the user’s speed; and accommodates all exercisers. Readouts include rate (feet per minute), distance, calories, and time. The machine features a welded steel frame and a chain-and-sprocket drive train.Manufacturer’s list price: $3,495.00

LIFE FITNESSSEE OUR AD ON PAGE 9

90S

Life Fitness’ 90S stairclimber simulates actual stair-climbing using the IsoTrack climbing system with a mono-roller belt-driven pedal system. The self-powered 90S offers heart-rate monitoring, Lifepulse hand sensors, Polar telemetry, and 20 resistance levels. The unit can be equipped for personal entertainment with Life Fitness’ Attachable LCD Entertainment System. Users can select from up to nine languages.

93Si

The ergonomically designed 93Si utilizes the IsoTrack Climbing System to ensure smooth, low-impact exercise. Heart-rate monitoring is provided by Lifepulse digital hand sensors and Polar telemetry. The Life Fitness stairclimber delivers 15 workouts, including Zone Training+ workouts; an alphanumeric LED console; an integrated reading rack; and an acces-sory tray. The unit can be equipped for personal entertainment with Life Fitness’ Attachable TV System, and users can select from up to nine languages.

95Si

The 95Si offers challenging workouts with its IsoTrack Climbing System, which replicates a natural stepping motion. With oversized pedals banked at an optimal angle, the Life Fitness stairclimber delivers 26 workouts, including five Zone Training+ workouts; heart-rate monitoring is pro-vided by Lifepulse digital hand sensors and Polar telemetry. The 95Si includes a dual-level alphanumeric LED console, an integrated reading rack, and an accessory tray. LCD EX-TV Console or Entertainment System options are also available.



Summit Trainer

The Summit Trainer is a low-impact, but tough, total-body workout that perfectly complements an established strength or cardio training routine. Equipped with Linear Incline Fit Training Technology, the Summit Trainer lets users define their stride length, and choose multiple positions to target different muscle groups. Among the 27 programs are four goal-based workouts, and five Zone Training+ routines. The 95Li model has an LED console, and the 95LEZ has an attachable LCD-TV.

MARPo KINETICS

VMX Multi-Mode Rope Climber

VMX is a multi-mode rope climber with three exercise modes—vertical pull, diagonal pull, and horizontal pull. Each mode delivers a wide variety of strength and cardio exercises that target the entire body. Users can switch easily among modes with a simple, safe, one-step carriage move. A longer bench accommodates various positions closer or farther away, for longer or shorter hand strokes, and allows for seated or standing exercise positions.Manufacturer’s list price: $5,095.00

MATRIX FITNESS SYSTEMSSEE OUR AD ON THE FRENCH COVER

7-Series Stepper

The Matrix S7xe Stepper boasts an integrated 15" touch-screen display with FitTouch Technology, full iPod compatibility, wireless data transmitter, personal fan, and thumb-switch controls. Smooth and quiet operation can be expected from the belt drive design of the S7xe, while the angled independent stepping motion mimics the feel of real climbing. The S7x has many of the features of the S7xe, but comes with an integrated 7" LCD.

S3x

The angled, independent stepping motion on the Matrix S3x Stepper mimics a real climbing feel while providing a compre-hensive workout. A belt drive design offers smooth and quiet operation, and ultra non-slip large pedals increase stability. The eight workout programs on the S3x will keep users motivated to meet their fitness goals. The S3x is prewired for the optional Matrix FITCONNEXION integrated entertainment system.

S5x

The intuitive layout of the S5x console minimizes the intimidation factor for new users, while the full workout menu offers

variety for the most advanced exerciser. The angled, independent stepping motion mimics real climbing, while the non-slip pedals increase stability. The S5x also features a wireless data transmitter and integrated personal fan to keep users cool during the most strenuous workouts. The S5x is prewired for the optional Matrix FITCONNEXION integrated entertainment system.

MoTuS uSA

M650SL Stepper

The Motus M650SL Stepper boasts a fully integrated Samsung LCD TV screen for customizable viewing. Entertainment options function independently of the unit’s operation, which allows for simulta-neous scrolling through workout levels and statistics, while viewing the TV screen. Ergonomic handlebars provide a comfortable grasp, and a tilted screen reduces strain on the neck and shoulders. Large, touch-sensitive buttons, an inte-grated reading rack, and a sturdy, hard-frame construction contribute to a comfortable workout.

NICRoS, INC. CLIMBING WALLSSEE OUR AD ON PAGE 71

A.R.T. Wall Climbing Wall System

Nicros’ A.R.T. Wall provides a realistic climbing experience with glass-fiber reinforced-concrete (GFRC) construction, fashioned from molds of real rock. Concrete provides the feel of rock, nature’s designs provide intricate climbing features found on actual surfaces, and handhold attach-ment points are arranged for proper alignment. The A.R.T. Wall is suitable for all forms of climbing (top


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roping, lead climbing, and bouldering), and can be used with auto belays. Nicros also offers special handholds molded from real rock.

Auto Belay Safety System

Nicros offers a patent-pending Auto Belay Safety System (A.B.S.S.) that monitors auto-belay usage on a climbing wall. The system determines whether a climber is on the wall, but not attached to the auto-belay device, and warns the climber and facility staff via an audible alarm and strobe light. The climbing height at which the activation occurs and the type of alarm that sounds can be customized to fit a health club’s needs.

Nicrolite-HandSculpted

Nicrolite-HandSculpted uses the same fiberglass substrate as Nicrolite, but is faced in a concrete polymer that’s hand-sculpted to allow for limitless design capabilities. As Nicros’ premier hand-sculpted product, this can be installed in minimal time. The company custom-sculpts each section in its shop, and assembles the sections on-site, attaching each to a modular, bolt-together frame. Nicros is able to emulate different types of rock features to add a unique appearance and additional climbing options.

Nicros-GranitPanel

Nicros-GranitPanels are 4' x 8' sheets of 3/4" plywood that have been coated with a cementitious material to give them a coarse, granite-like texture and look. Each panel has 40 screw-in T-nuts, and its surface can be tinted and flecked to match surrounding walls. Nicros-Granit-Panels are appropriate for simple traverse walls, but can also be cut and attached to a custom framework to create a great vertical climbing wall.Manufacturer’s list price: $299.00

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Nicros-SegWall

The Nicros-SegWall is a modular wall that combines aesthetics and easy installation. Molded from real rock and fabricated from fiberglass, Nicros-SegWall panels are bolted to one another and to an existing wall or subframe, provided that the wall or ceiling can support the top anchors. Attaching to an existing wall yields a substantial cost savings. The panels can also be attached to a trailer to produce a realistic portable wall.Manufacturer’s list price: $18,999.00

WestCoast Climbing Wall System

WestCoast walls feature a special polymer- concrete texture that’s applied utilizing a process that produces flat areas around the T-nuts (handhold attachment points), which reduces handhold breakage. After the texture is applied, small rock features are imprinted. The company’s tinting process employs both integral dye and post-applied flecking and streaking, which makes simple concrete look more like real rock. WestCoast walls are suitable for all forms of climbing and can be used with auto belays.

NuSTEP, INC.

NuStep Recumbent Cross Trainer

NuStep, Inc., offers three models of its award-winning, versatile Recumbent Cross Trainers, including the new T5xr and T5 models, which offer more than 40 new features and design improvements. The T4 delivers the classic NuStep design and features that have made it a leading exercise choice at home and among professionals. All levels of exercisers— from deconditioned or disabled users to workout warriors and elite athletes— can use NuStep’s safe, effective, adaptive products.

PRECoR, INC.

C776i Climber

The C776i climber now comes with Tap Control “paddles” that control step rate, and a user-friendly display that seamlessly integrates optional personal viewing screens. This self-powered climber features a quiet, durable belt drive and Precor’s commercial- grade generator. Fourteen preset programs include fitness test, which simulates V02 max. Other features include: SmartRate monitoring, which establishes a user’s optimum weight-loss and cardio-training zone; handheld heart-rate sensors and telemetry; and QuickStart. The unit is CSAFE-compatible.

SCIFIT

TC1000 Climber

Designed to accommodate the body’s natural movement, the TC1000 climber provides a smooth and quiet climbing motion, courtesy of its unique V-belt drive system. The TC1000’s 17" x 7" footplates afford independent stepping action and superior traction, and can operate within a speed range of 5'-110' per minute. To accommodate both beginners and advanced athletes, the unit features ergonomically designed handlebars that permit multiple hand positions, as well as a wide variety of user-friendly programs.Manufacturer’s list price: $2,995.00

SPoRTSART FITNESS

S7100

The S7100 stepper features a virtually silent poly-v belt drive system that delivers smooth, consistent motion, versatile pro-gramming, multiple hand-grasp positions that cater to any user, and a state-of-the-art display with CardioAdvisor. The S7100 stepper is a lasting investment for any facility.


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STAIRMASTER StairMaster SM916 StepMill

For over 25 years, the StairMaster StepMill has been called the toughest workout in the health club—but Nautilus thinks it just might be the toughest workout anywhere. For members who want real results and an excellent workout, there is no substitute for the unique StairMaster StepMill.

STAR TRACSEE OUR AD ON PAGE 5

E Series Stepper E-STi

Featuring iPod connectivity, Star Trac’s E Series stepper allows users to watch personal video content on an integrated 15" personal viewing screen, while enter-tainment options are at their fingertips in the dedicated media center. A sleek silver finish complements the company’s signa-ture built-in fans and constant heart-rate monitor. Eight programs, including Star Trac’s Famous Steps, keep users motivated. Plus, the USB port charges personal media devices, including iPods, BlackBerrys, MP3 players, and cell phones.Manufacturer’s list price: $4,995.00

SToTT PILATES

Split-Pedal Stability Chair

The Split-Pedal Stability Chair is a com-pact, multifunctional piece of equipment that builds strength, enhances stability, and improves body control. It’s ideally suited to exercisers who need to stay in a seated or upright position. It helps rebalance muscles, and provides a full-body workout by facilitating exercises for athletes, fitness enthusiasts, and individuals who are rehabilitating. The smaller base of support and dual pedals allow for bilateral, unilateral, and reciprocal movements to increase intensity and overall balance.


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Excite Step

Excite Step offers a natural stepping motion that’s enjoyable, smooth, and easy to operate. The belt transmission system ensures a consistently fluid and quiet movement. Fast Track Controls positioned by the hand sensors allow users to adjust resistance and monitor heart rate without altering the training position. Excite Step is available in three models: self-powered, powered LED, and iPod-compatible Active Wellness TV. It provides extensive program options across 25 resistance levels.

VERSACLIMBER/EXERVIBESEE OUR AD ON PAGE 92

108 CM

The CM offers a shorter 10" step height to provide a challenging, yet comfortable, workout, and an increased upper-body range of motion up to 27" for all users. A voice-response module provides coaching and instruction, and exercisers can customize their course with virtual landmarks, and select opponents to race. Also included are standard heart-rate monitoring; variable-control resistance up to 500 pounds; padded side handrails; and optional arm extenders for individuals up to 7' tall.Manufacturer’s list price: $4,395.00

108 CMA

The 108 CMA offers fixed resistance

for a more relaxed workout. Its shorter step height ranges 1"-10" to suit all fitness levels. It also offers increased upper-body range of motion of up to 27" to accommodate users of every size; a voice-response module for coaching and instruction; opponents to race; and a variety of virtual landmarks. Included are heart-rate monitoring, padded side handrails, and optional arm extenders.Manufacturer’s list price: $3,995.00


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108 SM

The SM is designed to deliver high-caloric expenditure. Among its many attractions: a smart module display, featuring voice response for coaching and instruction; virtual landmarks; opponents to race; a step stride of 1"-20"; and up to 20" of vertical arm travel. The 108 SM comes standard with heart-rate monitoring; variable control resistance up to 500 pounds; padded side handrails; optional arm extenders for indi-viduals up to 7' tall; and an optional seat.Manufacturer’s list price: $4,395.00

108 SMA

The SMA has no top-end limitations, making it ideal for sprinting and interval training. Among its refinements: a smart display, featuring voice response for coaching and instruction; virtual landmarks; opponents to race; a step stride of 1" to 20"; and up to 20" of vertical arm travel. Included are heart-rate monitoring; variable control resistance up to 500 pounds; padded side handrails; optional arm extenders for individuals up to 7' tall; and an optional seat.Manufacturer’s list price: $3,995.00

ToTAL-BoDY CARDIoAVANTI FITNESS, INC.

CardioGym CG-5000

Avanti Fitness’ Cardio Gym CG-5000 combines cardio and total-body strength exercise in a single machine. The Cardio Gym utilizes a smooth, magnetic resis-tance recumbent bike with a built-in high-low pulley system with two 150-pound weight stacks. This unique design enables individuals to perform more than 30 pulley exercises while riding. The bike has a one-touch reverse feature that allows users to unlock the bike’s position to pivot 180 degrees with ease.Manufacturer’s list price: $5,999.99

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The SK 9100 elliptical series combines a sleek design, high-quality performance, and an automotive-grade finish to provide the ultimate in total-body motion, func-tionality, and durability. Sophisticated biomechanics offer a precise, controlled, and quiet workout. The series is self- powered with Genesia III technology, and features Polar Heart Rate monitoring and 40 different programs. The SK9100 TV has an integrated 7" LCD cable-ready monitor; the SK9100 has an LED matrix display.Manufacturer’s list price: $5,799.99

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E610 Elliptical

E610 is a compact elliptical trainer that still permits large steps (18''), respecting ergo-nomic standards and simulating natural walking. It offers comfort and safety to users with an exclusive movement system that provides a smooth workout, indepen-dent of the training profile. A touch-screen panel enables exercisers to enjoy enter-tainment, and the E610 is very quiet.

CYBEX INTERNATIoNAL, INC.SEE OUR AD ON THE INSIDE FRONT COVER& PAGE 1

425A Arc Trainer

The CYBEX 425A Arc Trainer has been designed to provide a solution for light-commercial applications. It meets and complements a facility’s needs with its compact footprint, elegant design, and easy-to-use features. Combining elements of a skier, elliptical, stepper, and hiker, the 425A Arc Trainer makes it possible for users to focus on their specific fitness needs, and can facilitate a virtually unlimited number of workout combinations. The 425A’s remarkable versatility satisfies every club-member population.Manufacturer’s list price: $4,995.00



750AT Total Body Arc Trainer

The self-powered, commercial CYBEX

750AT Arc Trainer combines elements of a climber, hiker, and skier to produce a variety of workout combinations. By vary-ing resistances and inclines, the same area can be targeted in different ways, to build muscle, burn calories, or both. The versatility of the high-end CYBEX Arc series allows health clubs to purchase one unit that will help all members reach their personal fitness goals.Manufacturer’s list price: $6,595.00

FIRST DEGREE FITNESS, NoRTh AMERICASEE OUR AD ON PAGE 78

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E-720 Fluid Cycle XT - Multi- function Cycle /UBE Cross Trainer

The E-720 Fluid Cycle XT (Cross Trainer) combines the fun of cycling and climbing with fluid resistance to offer a great recumbent cycling experience and upper-body ergometer. With 20 levels of patented variable adjustment, this machine is ideal for health clubs that seek to attract a wide membership base, from sedentary individ-uals to athletes. The cross trainer is easy to use, and workouts are fun, delivering cardio and strength training with high caloric burn.

FREEMoTIoN FITNESS

FreeMotion Elliptical Trainer

The FreeMotion Elliptical Trainer features a patented rear-access design to minimize its footprint, without compromising functionality or durability. The machine’s custom-designed electromagnetic resistance system consistently applies resistance to the flywheel to ensure a smooth, natural stride. Available with a self-powered Basic console or an optional Workout TV console, the elliptical features QuickTouch adjustments with 20 resistance levels, and eight preprogrammed workouts. The wheel track cover protects moving parts and guards against debris.


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KEISER

Keiser M5 Strider

The Keiser M5 Strider elliptical trainer continues the M Series’ award-winning tradition of modern style and innovative design. Keiser has taken the elliptical to the next level by redesigning it to fit seam-lessly in the group-training environment and creating one of the hottest new workouts in the industry, M5 striding. The M5 Strider offers several class-friendly features, including a dramatically decreased size, while retaining the familiar, comfortable, and stable elliptical feel.

LANDICE TREADMILLS

E9 ElliptiMill Elliptical Trainer

The Landice E9 ElliptiMill elliptical trainer features excellent accessibility. Exercisers simply grab the handrails, step in, and start exercising in comfort. A patented center-drive system replicates the body’s natural motion and offers a natural stride, which is adjustable as well. Orthopedic “gel” footpads deliver optimal comfort and elim-inate foot fatigue, and an integrated rear step yields a low step-up height to better accommodate senior users or beginners. Side handrails also enhance safety.Manufacturer’s list price: $3,695.00

LIFE FITNESSSEE OUR AD ON PAGE 9

Classic Series Elliptical Cross-Trainer

The Life Fitness Classic Series Elliptical Cross-Trainer offers a smooth, total-body cardiovascular workout with a variety of low-impact programs. Built for comfort and engineered to be ergonomically correct, with the durability that Life Fitness is known for, these machines take elliptical cross-training to a new level.


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Elevation Series 95X with Achieve Console

Life Fitness combines form and function with its sleek 95X Elliptical Cross-Trainer. Part of the Elevation Series, the 95X with the Achieve console features an intuitive display with LED technology, 25 resistance levels, Quiet Drive system, and a 20" stride length. Also included are seven workouts, including two Zone Training+ programs, and heart-rate monitoring via the patented Lifepulse digital hand sensors and Polar telemetry. The 95X can be equipped with Life Fitness’ 17" Attachable TV.

Elevation Series 95X with Engage Console

The 95X Elliptical Cross-Trainer with the Engage console features an integrated 15" LCD with touch-screen technology and built-in video. Also included are iPod and iPhone compatibility; FM radio; USB connectivity to create and save workouts, as well as play songs and audio books; Workout Landscape Perspectives; and a Virtual Trainer that provides encouragement and feedback. Designed with advanced Quiet Drive technology, the 95X offers 26 resistance levels, a 20" stride length, and 35 workouts.

Elevation Series 95X with Inspire Console

Life Fitness’ 95X Elliptical Cross-Trainer with the Inspire console features an integrated 7" LCD with touch-screen technology to deliver iPod and iPhone compatibility; USB connectivity for creating and saving workouts, as well as playing music and audio books; Workout Land-scape Perspectives; and a Virtual Trainer to provide exercise feedback and encour-agement. Also included are 25 resistance levels, Quiet Drive technology, a 20" stride length, and 35 workouts, including five Zone Training+ programs.



MATRIX FITNESS SYSTEMSSEE OUR AD ON THE FRENCH COVER

A5x Ascent Trainer

The A5x Ascent Trainer features a simple, easy-to-use console to minimize intimida-tion for new users, while providing ample variety in workout selection for advanced users. An adjustable incline and variable stride length target the glutes, hamstrings, and core. Engineered to precisely match the body’s natural movement, the Ascent combines comfortable pedal motion with smooth, dual-action, upper-body arms for a dynamic total-body experience. An integrated fan keeps exercisers cool during workouts.

E5xc

The Matrix E5xc elliptical cross trainer offers a simple, easy-to-use console with the same compact platform as the top-of-the-line E7xe. It’s well-equipped with an integrated personal fan, wireless data transmitter, and smooth 21" stride length to accommodate all users for a comfortable workout. Included are 25 resistance levels and seven training programs. The E5xc is designed to accom-modate the company’s FITCONNEXION technology, which utilizes individual flat-screen televisions.

MILoN INDuSTRIES GMBh

Cross-Walker

The milon Cross-Walker features excel-lent workmanship; ideal biomechanics to train the entire body; and 12 programs, including a heart-rate-controlled option. The milon Smart Card System saves training data, which provides post-exercise documentation using the accompanying software. milon industries GmbH, a German company, is a manufacturer and complete supplier of electronic fitness and medical training equipment.



MoTuS uSA

M770EL LCD TV Integrated Embedded Crosstrainer Elliptical

The M770EL Crosstrainer Elliptical features a fully integrated, crystal-clear Samsung LCD TV for multiple viewing options. It operates seamlessly with adaptive strides that glide in sync with the body’s natural movement. The unique SafetyStride utilizes articulating pedals that position exercisers’ feet to ensure that the leg and glute muscles are properly engaged with minimal strain. Moving handlebars facilitate a total-body workout, and dual heart-rate monitors are located on both the stationary and moving handlebars.

NAuTILuS

Nautilus E916 Elliptical

The E916 puts workout controls at exercisers’ fingertips with the Remote Operation Control (ROC) bar. Users can start their workouts and control resistance using keys on the upper-body handles. Other convenient features include: the C51 console with one-touch Quick-Start; the SyncLink articulating footplate, which follows the natural movement of the foot; and integrated, contact heart-rate monitoring on the upper body and front handles (telemetry heart-rate monitoring included).

oCTANE FITNESSSEE OUR AD ON PAGE 16

Pro370 Elliptical Cross Trainer

The compact Pro370 is designed to give vertical markets signature Octane features. Among them: Body-Mapping Ergonomics, for natural, smooth motion; the patent-pend-ing Converging Path and patented MultiGrip handlebars, for superior upper-body motion; a comfortable 20" stride length; and the popular X-Mode, GluteKicker, and Arm-Blaster boosters. With its 30 resistance levels and a variety of programs, the Pro370 is ideal for all exercisers. The self-powered machine boasts heart-rate interactivity; quiet, virtually maintenance-free operation; and durable performance.Manufacturer’s list price: $4,199.00

Where we rank in first aid training.The American Heart Association is the originator of the official resuscitation and first aid guidelines used by all other training organizations. Our Heartsaver® First Aid Courses offer the most comprehensive first aid training in the industry.

Our first aid courses are designed to meet OSHA guidelines and are available online, in a classroom setting, and in Spanish.

Our proven methods of hands-on instruction will give your Health Club Owners, Managers,and Professionals the confidence and skills to handle a variety of emergencies.

Unfortunately, accidents happen. When they do, your Health Club Personnel will be trained by the trusted leader in first aid training.

Learn more about quality First Aid, CPR, AED, and Bloodborne Pathogens training:

877-AHA-4CPR (877-242-4277) www.AmericanHeart.org/workplace

American Heart Associatiocn: First In First Aid.

©2010, American Heart Association. DS3559 1/10


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Time savings with a durable shine. Find out how you can get a competitive edge using Permanon for clean, safe surfaces at www.permacoatings.com.

| Innovations | FIT ExtraTotal-Body Cardio


The third-generation Pro3700 elliptical features Octane’s patent-pending Con-verging Path, patented MultiGrip handle-bars, and a choice of stride lengths (either 20.5" or 24"). For extra comfort, exercisers will appreciate Soft Grip pedals; controls for resistance and programming on the moving handlebars; and an integrated fan. Programs include custom interval training and an exclusive regimen designed by Athletes’ Performance. Track covers help to seal out dust, dirt, and sweat, and bigger rollers yield better performance.Manufacturer’s list price: $4,899.00


This elliptical is packed with Octane’s breakthrough features, including electron-ically adjustable stride length (18"-26"), the patented SmartStride interactive ergo-nomics, the patent-pending Converging Path handlebars, and the patented Multi-Grip handlebars for comfort, variety, and more muscle use. A variety of workouts, such as the challenging 30:30 Interval program from Athletes’ Performance, maximize motivation and results. Conve-nience and comfort are optimized with fingertip controls on the moving handlebars, soft grip pedals, and a personal fan.Manufacturer’s list price: $5,999.00

xR6000 Seated Elliptical

The unmatched xRide by Octane Fitness delivers the cardiovascular, low-impact, total-body benefits of traditional ellipticals— all from a comfortable seated position. Plus, the ergonomically designed seat offers leverage for simultaneous strength training. Studies show that xRide exercisers use more glutes and burn more calories than those on a recumbent bike. With a wealth of programs, the xRide is ideal for users of all fitness levels and outperforms any other seated product on the fitness floor.Manufacturer’s list price: $4,899.00

PARAMouNT FITNESS CoRPoRATIoN

6.85E Elliptical

The rear-entry, self-powered 6.85E Elliptical Trainer features a backlit touch-sensor console with a full-color LCD; 15 motiva-tional training programs; 25 resistance levels; and a space-efficient 33.5" x 71.5" footprint. Patented center drive technology places users directly over the center of rotation for balance, stability, and comfort. Exercisers can easily choose from lower-body, upper-body, or total-body workouts.

PRECoR, INC.

Adaptive Motion Trainer 100i

The Adaptive Motion Trainer 100i features an innovative Stride Dial that allows exercisers to control stride length from 0" to 27", and Precor’s EFX technology provides 20 levels of resistance. Additional features include QuickStart, SmartRate, and touch heart-rate monitor. A numeric keypad controls entertainment and exercise choices, and Tap Control buttons respond to input with a click. The self- powered machine offers comprehensive diagnostics and the optional Cardio Theater PVS screen.

EFX 556i Total Body Elliptical Fitness Crosstrainer

The EFX 556i provides a fixed ramp angle of 20 degrees to increase comfort and provide a natural gait. It features Tap Control “paddles” that facilitate ease of use; a six-phase generator to deliver smooth performance and reduce the risk of over-striding; QuickStart; eight programs; a 10-button keypad for entertainment and machine performance control; SmartRate monitoring, which establishes a user’s target training zones, based on age and body weight; and CSAFE-compatibility.Manufacturer’s list price: $5,695.00



EFX 576i Total Body Elliptical Fitness Crosstrainer

The EFX 576i features the patented Cross-Ramp, which inclines from 13 to 40 degrees, combined with total-body motion. It comes equipped with easy-to-use Tap Control “paddles,” which control resistance and the CrossRamp, while seamlessly inte-grating entertainment with an optional personal viewing screen. Also included are 14 programs; QuickStart; dome switches for added durability; a 10-button keypad that controls workout and entertainment selections; SmartRate monitoring, which establishes an individual’s optimal weight-loss and cardio-training zones; and CSAFE-compatibility.Manufacturer’s list price: $6,795.00

PRoMAXIMA FITNESS

STEX 8020EX

To help keep exercisers entertained and motivated, the STEX 8020EX next-genera-tion elliptical comes with built-in iPod capability and an integrated 19" TFT-LCD personal entertainment system. Featuring easy operation, sturdy design, and depend-able engineering, the STEX 8000 Series Cardio Line is technologically advanced to help members maximize their workouts. Designed with comfort and results in mind, these heavy-duty ellipticals withstand rigorous club use.

SChWINN

Schwinn Airdyne

Incorporating a dual-action, air-resistance system, the Schwinn Airdyne is designed to recreate an outdoor cycling experience. The bike’s large fanwheel generates increased resistance as the exerciser’s pedaling rate increases, and also acts to cool the user. Its patented, synchronized arm and leg movements make it easy for all people to use. Stationary foot pegs allow users to concentrate exclusively on upper-body conditioning, and an on-board computer provides continuous feedback.Manufacturer’s list price: $649.00

SCIFIT

PRO2 Sport—Total Body Exerciser

SCIFIT’s PRO2 Sport provides a total-body strength and cardio workout in one machine. The Iso-Strength program delivers a total-body strength routine; the bidirectional resistance engages the major muscle groups; and the knee-to-elbow motion exercises the core. The standard seat features an expandable step-through design and a 500-pound user-weight capacity, and is removable for wheelchair access. An optional bariatric seat offers a 600-pound user-weight capacity.Manufacturer’s list price: $3,895.00

SPoRTSART FITNESS

NEWS770 Pinnacle Trainer

The unique Pinnacle Trainer blends cardio, core, and lateral training. The combination of forward and lateral motion recruits small muscle groups that are crucial for core stability and balance, and efficiently targets inner and outer thigh muscles. Users can train muscle groups that they typically cannot target effectively on tradi-tional cardio machines, which generally employ only forward/backward motions.Manufacturer’s list price: $7,499.00

STAR TRACSEE OUR AD ON PAGE 5

E Series Total Body Trainer E-TBTi

Star Trac’s E Series Total Body Trainer offers SelectFit technology, giving exercisers a choice of pushing, pulling, or no upper-body motion. With available iPod connec-tivity, it allows users to watch personal video content on a fully integrated 15" personal viewing screen. The USB port charges personal media devices, including iPods, BlackBerrys, MP3 players, and cell phones. The E-TBT model is available without the 15" screen, iPod connectivity, and integrated entertainment controls.Manufacturer’s list price: $8,040.00


© 2010 All Rights Reserved WWW.NICROS.COM 800.699.1975


P Series Total Body Trainers P-TBT and P-TBTx

Star Trac’s space-saving P Series Total Body Trainers offer smooth, varied workouts. The SelectFit feature, found exclusively on the P-TBTx model, provides the ability to integrate strength training; exercisers simply choose either a pushing or pulling motion for two distinct upper-body routines. For lower-body-only workouts, the upper-body motion can be disengaged with the touch of a button. Both machines offer user-focused features, including personal cooling fans, a motivational track, and an intuitive display.Manufacturer’s list price: $5,545.00

S-TBTx Total Body Trainer

The S Series Total Body Trainer (S-TBTx) is a light-commercial, total-body cardio-vascular machine that boasts traditional Star Trac quality. Features include Soft Trac pedals, dynamic heart-rate control, personal adjustable fans, and a user-friendly console with a large message window, motivational track display, 10 user-specific programs, and multiple cup and accessory holders. It comes pre-wired for Star Trac entertainment solutions. It’s also available with a consumer warranty, and is ideally suited for light-commercial facilities.Manufacturer’s list price: $4,995.00

TEChNoGYMSEE OUR AD ON THE BACK COVER

Excite Synchro 500 and 700 Series

Excite Synchro offers an engaging and innovative non-impact workout. Intuitive display options include the iPod-compatible Active Wellness TV or the high-contrast Goal Oriented LED display. Dual hand sensors and Fast Track Controls on the handles allow users to monitor heart rate and change resistance without compromising the workout position. The belt drive ensures a smooth, quiet movement. Equipment is available in powered, self-powered, and TV models, and all machines feature numerous program options.

NEWExcite+ Crossover

Technogym’s new EXCITE+ CROSSOVER provides an easy-to-use, total-body lateral training experience. CROSSOVER combines lower-body lateral training with converging upper-body involvement for a natural, rhythmic, and engaging exercise experi-ence. The unique lower-body movement combines abduction, extension, and exter-nal rotation to recruit different muscles than those used on traditional cardio machines. User-friendly features include dependent pedal action, fast-track controls, dual heart-rate hand sensors, and an optional touch-screen VISIO display.

TRuE FITNESS

CS800 Elliptical

The TRUE CS elliptical cross-trainer features patent-pending side steps that provide added safety, while allowing users to step off the machine and drive using upper-body only. Variable mix3 program-ming gives them an entirely new workout, from their own personal trainer, each time they use the machine, keeping them com-ing back for more. The patented Core Drive system’s space-efficient design provides an incredibly natural movement, offering superior balance, stability, and comfort.

VISIoN FITNESS

X6700HRT

The self-powered X6700HRT elliptical trainer is designed to provide club members with a smooth, comfortable total-body workout. Advanced programming, including the innovative SPRINT 8 program and four heart-rate training options, helps exercisers reach their fitness goals. The unit’s EASY-8 console offers an uninterrupted display of nine types of exercise feedback, an alpha-numeric message display, and a 10" x 14" dot-matrix profile screen. The heavy-gauge steel construction and powder-coat finish look great and are durable.


| Innovations | BuyersMart

Special Advertising Section

The BuyersMart is an effective shopping tool—one that allows you to find out about a wide range of products and services without leaving the comfort of your club. The following companies are also listed on www.ihrsa.org/buyersmart, where an advanced search function enables you to find the companies and products you are looking for easily. For detailed contact information, please refer to the advertiser index at the end of this section.

Product Profiles

Sports & Fitness Insurance CorporationSince 1985, Sports & Fitness Insurance (SFIC) has been in the business of insuring health clubs and fitness centers. For the past eight years SFIC has been IHRSA’s only business partner providing General Liability Insurance for our industry. As a member of IHRSA’s Group Purchasing Program, SFIC offers General Liability Insurance, Property Insurance, Professional Liability Insurance, Umbrellas, Worker’s Compensation Insurance and Surety Bonds for facilities in all 50 states.

» At Sports & Fitness Insurance our service and commitment ensure you a perfect fit. Contact us at Post Office Box 1967, Madision, MS 39130–1967 800-844-0536, Ext 2222 or 2252; 601-898-8464; 601-707-1037 (FAX) [email protected]

»

SPOTLIGHT


®




Aeromat/EcoWise Fitness Products

ASF International CI Solutions

CYBEX International, Inc.

A-1 Textiles

Del Ozone

Del Ozone. Advanced Sanitation Technology. The DEL Clean Ozone Laundry Program reduces the costs and environmental impact associated with your on-premise laundry operations. Ozone safely reduces hot water and chemical needs while enhancing linen quality. Ask about our 100% performance guarantee.

» Contact DEL Ozone to request a free cost savings analysis: 800-676-1335 x 279 ● www.delozone.com

Aeromat/EcoWise 2070 Zanker Road San Jose, CA 95131 Toll-Free: 877-278-6158 Fax: 707-221-4040 [email protected] www.aeromats.com www.ecowisefitness.com

Aeromat/EcoWise Fitness Products specializes in supplying high quality mats and related fitness products to the fitness, sporting and rehabilitation industries, and offers the market both product innovations and brand name recognition.

» For a dealer near you, call today! Call toll-free: 877-278-6158 or visit www.aeromats.com or www.ecowisefitness.com.

CYBEX Bravo functional trainerNo other product offers such game-changing training possibilities and versatility! The Bravo’s unique patent-pending design adds two key features to revolutionize training applications—the Progressive Stabilization Pad, which allows the user to incrementally modify

their stability, and the Cable Width Adjustment, which results in innumerable height and width configurations, giving the most creative trainers unlimited exercise possibilities.

» www.cybexintl.com





HEX TanningdotFIT LLC

Group Strength® by Iron GripIron Grip’s Group Strength® equip-ment offers superior safety, utility and versatility for group strength training classes. The user-friendly urethane-encased weight plates can be loaded onto a bar, or comfortably handled by the grips and used in

place of dumbbells. Group Strength also includes a sturdy bar and durable commercial-grade collars.

» For more information, visit www.irongrip.com, or call 800-664-4766.

WWW.SPORTSMITH.NET/CYBEXPADS

SPORTSMITH UPHOLSTERED PADSMake Your CYBEX Equipment Look &Feel Like New!

Extend the life of your Cybex Classic and VR2 strength equipment and save money with our SPORTSMITH replacement upholstered pads. We use the same quality materials as leadingequipment manufacturers:

> Durable, stain-resistant covers> Top quality dense polyurethane foam> Sturdy 3/4-inch plywood bases> SPORTSMITH savings and value

Your Fitness Parts & Products Superstore

Cybex Classic &VR2 UpholsteredPads Available

SPORTSMITH UPHOLSTERED PADSMake Your CYBEX Equipment Look &Feel Like New!

245cbi

505245_Buyersmart_July_09_FINAL.indd 1 5/19/09 2:35:07 PM

We are a leading provider of gym membership manage-ment software, specializing in customer relationship

management, facility management, and financial services for the health club industry. Conexion Club Management Solutions is our membership and facility management flagship product. This web-based, professionally managed hosted application integrates with any of our financial services and online member portal.

» http://www.motionsoft.net/membership-management (800) 829-4321

Motionsoft, Inc. SPORTSMITH, LLC

Fiserv Iron Grip Barbell Company

With Fiserv, your club has one source to call for technical and revenue support. Integrated club management software and EFT/POS

payment processing services for clubs of all sizes—from a single, trusted and experienced global provider of end- to-end financial e-commerce solutions.

» Fiserv 16969 N. Texas Avenue, Suite 500 Webster, TX 77598 Phone: 888-590-0026 www.clubs.fiserv.com

Founded by a team of leading fitness industry visionaries, dotFIT is rapidly becoming the worldwide leader in personalized nutrition and fitness solutions. Delivered to consumers via fitness clubs, dotFIT provides tools and products to help people

eat, live and feel better, including online nutrition and exercise programs, supplements, and coaching.

Whether you're a national chain or a small club, dotFIT’s flexible licensing options make it easy to connect the dots between you and your customers—and higher profits.

» www.dotFITWorldwide.com and www.dotFIT.com Email: [email protected] Phone: 877-436-8348




Supreme AudioStar Trac

Page Advertiser

74 » A-1 Textiles www.a1athletictowels.com | 800-351-1819

74 » Aeromat/EcoWise Fitness Products www.aeromats.com | 877-278-6158

74 » ASF International www.asfinternational.com | 800-227-3859

74 » CI Solutions www.cisolutions.biz | 800-599-7385

74 » CYBEX International, Inc. www.cybexinternational.com | 508-533-4300

74 » DEL Ozone www.delozone.com | 800.676.1335 ext. 279

75 » dotFIT LLC www.dotfitworldwide.com | 877-436-8348

75 » Fiserv www.clubs.fiserv.com | 888-590-0026

Page Advertiser

75 » HEX Tanning www.hextanning.com | 800-556-3201

75 » Iron Grip Barbell Company www.irongrip.com | 800-664-4766

75 » Motionsoft, Inc. www.motionsoft.net | 800-829-4321

73 » Sports & Fitness Insurance Corporation www.sportsfitness.com | 800-844-0536

75 » SPORTSMITH, LLC www.sportsmith.net | 800-713-2880

76 » Star Trac www.startrac.com | 800-228-6635

76 » Supreme Audio, Inc. www.supremeaudio.com | 800-445-7398

76 » Tune Belt, Inc. www.tunebelt.com | 800-860-1175

Fitness Sound Systems Dedicated exclusively to Fitness Sound Systems since 1975! Free “Professional Fitness Audio Buyer’s Guide” featuring SupremeProAudio, Samson, Shure, Telex, Audio-Technica and Special Projects wireless microphones, variable speed tape decks and CD players, speakers and amplifiers. SupremeFM wireless

entertainment systems.Free Lifetime Technical Support. 24-hour shipping...99% same day! Largest selection of components with 100% secure online shopping. Competitive prices!

» For more information, please call Jane Plaugher at 800-445-7398 or visit www.SupremeAudio.com

For free samples & pricingCall: 1-800-860-1175

visit: www.tunebelt.com

Cardio Entertainment Accessories & Instructor Supplies

• iPod Armbands• Microphone Belts & Batteries• Ten Quality Headphones

Inspired by desire.

The Inspiration Strength™ is Star Trac’s most exceptional strength offering ever.

For more information, contact Star Trac at 800 228 6635 or visit www.startrac.com.

See Your Ad Here!Tune Belt, Inc.

Display your product in the BuyersMart, published quarterly. Your 4-color photo and product description will appear in CBI and on www.ihrsa.org.

» Contact Meghan Burnham, by e-mail at [email protected] or by phone at (800) 228-4772, ext. 179 for more information.

BuyersMart

HEX consultants are with you every step

of the way. We design your center’s

unique, branded tanning equipment.

We guide you through tried and tested

marketing programs that get the most

out of your tanning profit center. We’ve

been helping fitness centers boost their

profits with tanning since 1979.

HEX tanning systems require virtually no

maintenance and almost no time from your

staff. Not only is HEX tanning the most

profitable ancillary service a fitness center

can have, it’s the only ancillary service that

will bring in non-members.

Call or e-mail us today about the

fittest ancillary service you can have.

We’ll design your branded tanning systems and get our tanning marketing concepts humming along, increasing your non-dues revenue and growing your membership numbers.

© 2010 HEX Tanning and Marketing Concepts 281-cbi

Premium tanning concepts from a stand up kind of company™

1-800-556-3201 www.hextanning.com

HEX consultants personally

create systems just for you,

with limitless design options.

505281_CBI_FINAL.indd 1 1/28/10 3:46 PM


April is Keep America Beautiful Month, and we can think of no better way to do that than by helping every American to look their very best. What, after all, is more attractive than a person who’s active, healthy, fit, and happy—benefits that regular exercise imparts. —|


IHRSA Report

First Set 81 | In Brief 82 | International 85 | Club Advisor 87 Ask the Entrepreneurs 88 | Member News 90 | Calendar 99 | Coming Soon 99

Witnessing the spectacle of the 2010 Winter Olympic Games in Vancouver, Canada, has been both exciting and deeply inspiring—on both a personal and professional level. And I’m sure that many of you were also transfixed by the images and sounds that were televised around the world.

More than any other that I recall, the XXI Winter Olympics seems to have been marked by dramatic challenges and heroic accom-plishments. Such amazing athletes! Such remarkable feats!

American skier Lindsey Vonn; Canadian skier Alexandre Bilodeau; and Canadian figure skater Joannie Rochette—who’ll ever forget their performances?

At the Olympics in Turin, Italy, in 2006, Vonn had to be airlifted off of a mountain following a serious crash, and, shortly before the Vancouver Games, she was suffering bruised shins, and wasn’t sure she could race. But race she did—all the way to the gold!

Another highlight, for me, was being there when Bilodeau took the gold in the men’s moguls freestyle skiing. As a Canadian,

I was particularly proud, but it wasn’t his victory that impressed me most—it was his sharing with the world that his inspiration, drive, and determina-tion to win came from his older brother, Frederic, who has cerebral palsy.

Bilodeau is fired by the courage of his brother, who, he explained, never complains and is “the happiest person I know.”

Another Canadian athlete, Rochette, brought tears to the eyes of millions when, two days after her mother’s tragic death, she took the bronze, and, while waiting to hear her score, mouthed, in French, “This is for you, Mama.”

Very often, the thing that fortifies us most, refusing to let us surrender to life’s daunting demands, is the example of people with special needs or facing special challenges. In my case, I owe every success I’ve had in business to my autistic daughter. She’s taught me so much about overcoming obstacles, taking joy in each incremental gain, and not letting limitations preclude a rewarding life.

Vonn, Bilodeau, and Rochette are examples of people who believe in themselves, and, more importantly, believe in the support system provided by those around them—families, friends, coaches, and devoted fans. They never give up, and their example makes us all very proud.

The official theme song for the 2010 Winter Olympics is “I Believe.” It’s about not giving up, even when things are tough. It’s about connecting with those who inspire us and who won’t allow us to shelve our dreams. As the song says, “I believe, together, we’ll fly. I believe in the power of you and I.”

For IHRSA, individual clubs, and the industry, 2010 is a time to believe! —|

| IHRSA Report | First Set

The International Health, Racquet & Sportsclub Association is a not-for-profit trade association open to investor-owned and member-owned fitness, racquet and athletic facilities. Associate memberships are available to manufacturers or suppliers of products and services of use to IHRSA members.

800-228-4772 USA & Canada 617-951-0055 International 617-951-0056 FAXwww.ihrsa.org www.healthclubs.com E-mail: [email protected]

IHRSA Board of Directors

David Patchell-Evans: Chairperson GoodLife Fitness Clubs 519-661-0190 ext. 238

Lynne Brick: Brick Bodies Fitness 410-252-8058

Rick Beusman: Saw Mill Club 914-241-0797

Bob Shoulders: Fayetteville Athletic Club 479-587-0500

Mike Raymond: Curves International 254-399-9285

Susan Cooper: BodyBusiness Health Club & Spa 512-459-9424

Art Curtis: Millennium Partners Sports Club Management, LLC 617-476-8910

Sandy Hoeffer: Western Athletic Clubs 415-901-9243

David Hardy: Franvest Capital Partners 780-953-4273

Kilian Fisher: ILAM + 353 (0) 45 902235

Chuck Runyon: Anytime Fitness 651-438-5000

Kay Yuspeh: Elite Fitness & Racquet Clubs 262-786-0880

Bill McBride: Club One 415-477-3000

Gene LaMott: Ex-officio TW Holdings 360-877-3915

SPECIAL ADVISOR LATIN AMERICA

Richard Bilton: Companhia Athletica (55) 11-5181-2000

® A Time to Believe

w w w . i h r s a . o r g | A P R I L 2 0 1 0 | C l u b B u s i n e s s I n t e r n a t i o n a l 8 1

David Patchell-Evans IHRSA Chairperson

| IHRSA Report | In Brief

IHRSA Continues Campaign for a Healthier America

Early 2009 set in motion a shift in Washington politics: for the first time in more than 16 years, the passage of major healthcare reform legislation seemed possible. As the ensuing political battles raged on, a new movement in the fitness industry was born: the Campaign for a Healthier America.

IHRSA started the Campaign for a Healthier America, a national grassroots project, with the goal of bringing together fitness enthusiasts to make healthy lifestyles a priority for all Americans. The goals of the Campaign are part of IHRSA’s Vision for a Healthier America, which is based on the fundamental idea that any effort to rebuild America’s health and redesign the healthcare system must include physical activity as a core component of prevention and health promotion. The Vision is also a recognition that, while the health club industry offers a major solution to America’s physical inactivity epidemic, we cannot work alone. As such, the Vision seeks to unite fitness professionals with six key groups to effect change: government, employers, medical professionals, insurance pro-viders, children, and individuals.

IHRSA initially set out to lead the industry and be a voice in the healthcare reform debate by engaging government, employers, and individuals. Within the industry, fitness professionals joined the grassroots project in a number of ways. At last year’s IHRSA International Convention & Trade Show in San Francisco, nearly 100 people recorded video messages for the Campaign. In May, fitness professionals traveled to Washington, D.C., for IHRSA’s Summit for a Healthier America to meet with their members of Congress on Capitol Hill to discuss healthcare reform legislation.

Throughout the year, people in the industry and hundreds of club members across the country spoke out by sending messages to Congress and the White House, expressing their support for common-sense solutions to motivate

Americans to become physically active. Hundreds of individuals also interacted with the Campaign on social media networks, such as Twitter, Facebook, and YouTube.

Earlier this year, the effort to pass reform legislation in Congress hit some major stumbling blocks. In spite of this, the Campaign is moving forward. “We’ve seen that the need for cost-effective legisla-tive solutions that get to the root of the problem are gaining support,” says Helen Durkin, executive vice president of IHRSA’s public policy team. “The Campaign is helping to bring together and educate key audiences about the power of exercise, along with its health and economic benefits for the country.”

Next month, IHRSA will conduct its 8th Annual Summit for a Healthier America in the nation’s capital. At this meeting, the most

innovative minds in the health club industry will convene for a national discussion about how clubs can make a positive difference in the future of America’s health while improving the industry’s bottom line.

The Campaign will continue its grassroots outreach to Congress in support of policies that encourage Americans to be more active. That will include a new piece of legislation—which is expected to be introduced this spring—that takes a comprehensive approach to solving the nation’s obesity crisis. The Campaign will also be supporting the launch of the National Physical Activity Plan, which will occur during the week of May 3rd, coinciding with IHRSA’s Get Active America! program and the IHRSA Summit for a Healthier America. As always, the Cam-paign will continue to engage fitness professionals and consumers on Twitter, Facebook, and YouTube.

The American Council on Exercise (ACE), CYBEX, the National Academy of Sports Medicine (NASM), and SPRI are sponsors of the Campaign for a Healthier America. —|

.org To learn more about the Campaign for a Healthier America and to become a part of this national grassroots project, visit www.ihrsa.org/campaign.

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| IHRSA Report | International

Resources & BenefitsA focused approach will aid our children and communities

By David “Patch” Patchell-Evans


There’s a New Zealand Maori proverb that goes, “Ko taku rourou, ko tau rou rou, ka ora te tangata.” For those unfamiliar with Maori, that means, roughly, “With my resources and your resources, everyone will benefit.” It’s an admo-nition our industry would do well to heed.

I’d like to propose that health clubs, suppliers, and allied organizations worldwide work to marshal and target their resources—to the advantage of all.

One of the rewarding things about attending IHRSA conventions, conferences, and congresses is the opportunity they provide to talk to lots of people from many different countries. And one of the things I’ve noticed is that, when people focus on good intentions, their businesses invariably become more successful.

It’s a fact I was reminded of recently when I attended the 2010 Winter Olympics in Vancouver, Canada (see “First Set,” pg. 81). In order to attain Olympic status, athletes focus on a single sport and do everything in their power to master it. But, in order to stand on the winners’ podium, they have to do more: they have to produce a performance that elevates the bar, surpasses everything that’s preceded, and, in essence, yields a new best practice.

When they do so, they’re rewarded with the appreciation, approval, and applause of the crowds.

I believe the same will hold true if we commit our time, energy, resources, and efforts to pursuing excellence on behalf of others.

We can do so in two basic ways: by doing a better job of delivering the benefits that we provide; and by giving back even more to the community.

The first step, I believe, consists of choosing a cause. It doesn’t matter if we choose the same or different causes. What’s impor-tant is that you adopt and own one that inspires you and creates a sense of passion within you. At GoodLife Fitness, 90% of our outreach efforts have to do with two major health challenges. One is autism, which affects one in every 150 children, includ-ing my own daughter. The second is the crisis of overweight and physically unfit children and youth, many of whom have never enjoyed a life enriched by play and exercise.

Today, the majority of children are over-weight, out of shape, and suffering the related emo-tional and psychological implications of low self-esteem.

With respect to the latter, a num-ber of club companies have come up with some great ways to make a difference. Geoffrey A. Dyer, the founder of Lifestyle Family Fitness, the 55-unit, Florida-based chain, created the American Teen Challenge, offering free fitness services to teens each year in July and August, and is expanding the program throughout the U.S.—what an amazing idea! IHRSA has adopted the pro-gram, and, this summer, all of my clubs will be offering it, too.

We can also demonstrate that we, our clubs, the industry, and IHRSA are concerned about the state of the world and committed to setting a higher standard by increasing our community involvement. We show that we care every day, of course, by distributing a product that improves the quality and length of people’s lives, and by constantly working to improve our facilities, equipment, programs, and profes-sional expertise.

We can emphasize the fact that ours are clubs with a con-science by being good corporate citizens. There are countless ways to achieve that, but, just to get things started, I’d like to offer one simple suggestion: If you haven’t already done so, consider donating at least 1% of your pretax profit—a philanthropic standard set by most countries—either via fundraising initiatives at your club or by direct contributions to charity.

What, conceivably, would be the combined effect if we were all to do so?

Together, IHRSA clubs could raise an estimated $14.5 mil-lion in charitable donations every year.

Imagine, in addition, if each club also committed to the equivalent of 10 hours of volunteer community work, per employee, per year.

What a powerful example we could set! What a significant message we could send to the world! —|

– David “Patch” Patchell-Evans, [email protected]

“I’d like to propose that health clubs, suppliers, and allied organizations world-wide work to marshal and target their resources—to the advantage of all.”

| IHRSA Report | Club Advisor

Stopping the ‘Gym Bag Bandit’By Kristen A. Walsh

Post reminders of the risks. As criminals become savvier, the potential costs to victims mount. Their cash and property may be stolen, and their credit cards can be used to rack up unauthorized purchases. In some cases, they can also fall prey to identity theft. In June, a Deerfield, Illinois, club patron told police that an iPhone stolen from his secured locker had been used to make $4,000 in losing stock trades. Remind mem-bers—via signage and other memorandum—of the risk of theft, and remove liability by stating, “The club is not responsible for lost or stolen property.”

Implement a parking lot surveillance system. Police say that burglars gravitate to gym parking lots for several reasons: Their clients may, despite warnings posted in the club, leave cash and valuables locked (and sometimes unlocked) in their cars. And, time is on the criminal’s side; car owners will probably be occupied by their workouts for at least an hour, leaving plenty of time to break in and get away. Unfortunately, mem-bers’ vehicles may be damaged—thieves frequently smash a windshield to gain quick access, a tactic known as “car clouting.” “More clubs are installing and using surveillance video and partnering with law enforcement to reduce crime,” notes the Vancouver, Oregon, police department. “Police use those images to identify and arrest criminals committing crimes.”

Safeguard—or eliminate—the key basket. For conve-nience, many clubs offer a wall-mounted rack or “key basket” at the front desk for members to store their keys. While this practice gives exercisers the freedom to work out without carrying their keys around, it also offers thieves an easy opportunity to “borrow” keys and gain access to cars that don’t belong to them. If your club offers this option, be sure the keys are attended at all times.

Install a locker alarm system. Once inside a locker room, crooks will sometimes cut off a locker’s padlock, steal goods from inside, and then replace it with a new lock to avoid immediate detection. Some will remove a single credit card from an unsecured locker, but leave the rest of the wallet untouched. The missing card may go unnoticed until the next credit card statement arrives—documenting, perhaps, thousands of dollars worth of bogus charges. An Illinois club manager, who requested anonymity, reports that her company has experienced a “significant increase” in locker break-ins and thefts thus far this year. “As a result, we’ve put alarms in several lockers in an attempt to catch the thieves.”

Be vigilant. In June, a woman dubbed the “Gym Bag Bandit” by Sacramento police was sentenced to six years in prison for a series of thefts from a California club chain. Prosecutors said that she used a stolen membership card to enter several fitness centers in Sacramento County. Once inside, she took bolt cutters out of her gym bag, broke into lockers, and stole per-sonal items belonging to members. She then used the victims’ identification and credit cards to commit other thefts, authorities said. She was apprehended after a victim called one of the clubs to see if her stolen membership card had been used; the club’s computer indicated that it had been scanned just minutes ear-lier. As a result, police were able to locate and arrest the “Gym Bag Bandit.”

For additional tips on curbing theft in and around clubs, log on to www.ihrsa.org/bestpractice to read IHRSA’s Best Practice paper on the topic (IHRSA member log-in required). —|

– Kristen A. Walsh, [email protected]

During a recession, crime rates tend to rise—and the parking lots and locker rooms at health clubs are often irresistible targets for thieves. As a result, club operators are now intensifying their efforts to keep their members from being victimized. While different solutions will work for different clubs, here are some strategies for keeping clubs theft-free.


| IHRSA Report | Ask the Entrepreneurs


Technology Enhances the Member Experience and Bottom Line

u JoE AnD RAy GIACoBBE, Owners Power & Fitness Health Club, Rahway, New Jersey

“The Twin oaks software system is very user-friendly, and helps us, as owners, to oversee every aspect of the club. After going through the company’s training, we had a good understanding of how the software works. Its paperless online contracts make enrolling new members fast and easy. Reports are available at the click of a mouse, on anything from club usage to the monthly EFT draft. If we were to run into any problems with the software, we could call Twin Oaks’ service line for assistance. We recommend this software to any health club operator who’s either just starting out or looking for new software.” —|

u TRACEy FLETES, Owner/Cofounder Body-N-Spirit Athletic Club, Harvey, Louisiana

“As a gym owner, staying in touch with our members is essential. By using Constant Contact, an online e-mailing system for small businesses, we’ve been able to stay in contact with members and to conduct surveys, promote events, offer specials, publicize club updates, and much more. Constant Contact has allowed our staff to communicate on personal matters as well as bring in new business through advertising. It’s cost-effective and easy to use, and enhances the member experience and my growing business.” —|

u RyAn VoGT, Fitness Director LifeQuest Fitness Center & Tri-City Court Club, Pasco, Washington

“As the fitness director of multiple locations, MINDBODY Online provides me with access to my personal training department’s schedules, income reports, payroll, usage reports, consultation conversions, etc. The freedom to manage the department from any location has allowed me to devote more time to staff training and team building. The software has a built-in dashboard, making it easy to communicate messages to multiple employees simultaneously. Enrollment in group exercise and small group training classes has increased, now that members can pre-register online for classes. MINDBODY has helped us to simplify business operations, boost revenues, and focus more on members.” —|

What specific software, hardware, Websites, or other technology have contributed the most to your success as a health club operator?

Editor’s note: If you’d like to be profiled in this column, please contact Kristen Walsh, IHRSA’s senior editor, at [email protected].

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Nearly 40 years ago, Richard Reed, an eighth-degree taekwondo senior master, founded ASF International, in Denver, Colorado. Reed,

who also founded the American Taekwondo Association, originally established ASF to assist martial arts franchises in their collections efforts. It didn’t take long for him to discover how effective his services could be to the entire health club industry.

That vision, coupled with the ability to adapt to changes in technology, has been ASF’s hallmark during its three-decades-plus tenure. By 1983, the firm had developed leading-edge com-puterized club-management software, including the early integration of payment processing.

ASF’s suite of services includes pay-ment processing, software management packages, and permanent interactive marketing programs. What differentiates the company is that, for the past 35 years, ASF has helped clients achieve a com-petitive edge with an understanding of how billing and software services interact with a club’s marketing and operational

systems. Today, ASF serves nearly 3,000 clients throughout the U.S., Canada, and Puerto Rico. Robert Riches, ASF’s presi-dent, and Sean Kirby, its national sales director, elaborate on the key factors to the company’s successful growth.

The right tools for the job“Technology is a never-ending, ever-developing, and endlessly growing asset for ASF and our clients,” asserts Riches. “Like being a parent, you’re never done. Constant reevaluation—stemming from feedback through our clients and advances outside our industry—require us to internally house our own IT, R&D, and programming. While other compa-nies may have outsourced or acquired their software developments, ASF has always maintained control of software

development, so that it never impedes our clients’ potential in relation to their finan-cial growth.”

To Riches’ point, ASF recently introduced:

• ASF Dashboard—A business support tool, the Dashboard gives operators up-to-the-minute assessment of their club and its profit centers, offer-ing reports on depos-

its, new sales, prospects, attendance, scheduling, point-of-sale, and more.

• TRIALBox—This customized lead- generation tool is designed to generate greater branding for a club as well as leads. The leads are then tracked in ASF’s prospect database, allowing sales reps to schedule follow-up activities, and measure sales performance against closing ratios.

Full Disclosure ASF International

Like a parent raising a child, ASF is acutely aware of the constantly changing needs its technology has to address

Keeping PT Profitable

To help clubs generate additional revenue through their personal training (PT) profit centers, the company’s point-of-sale system has been integrated with its scheduling program to track PT packages purchased and inventory of sessions available to each member. “What that means,” explains Bob Riches, ASF’s presi-dent, “is that payment plans can now be offered and inventories of sessions adjusted based on payments received and/or rejected. This will not only help our clients grow these profit centers but, more importantly, it will help them manage their profitability.” —|

Sean Kirby

» “Customer serviCe is more than just building the right tools and being polite and Courteous over the phone. it’s about developing relationships and trust. We vieW ourselves as an extension of our Clients and a partner, as Well.”

| IHRSA Report | Member News




ASF International Pro Forma

Year Founded: 1973

Overall Growth, 2005-2009: 48%

Number of Employees: 165

Number of Clients: 2,800

The Bottom Line

“Only by working with our clients in a mutually beneficial environment can we both achieve financial success,” attests National Sales Director Sean Kirby. “To that end, their success is our success.”

Robert Riches

regulations are greatly affecting the ways in which future service member-ships can be processed in our industry. Many operators don’t realize that, by swiping a credit card at their club, they could be considered a Level IV or even a Level III processor by Visa/MasterCard, which makes them liable and responsible for the security of that member’s banking information. The cost to secure this information is great, but the fines for not properly securing bank information can be devastating to a club business. We’ve worked to ensure that our processing services are already PCI-compliant, so our clients avoid those costs and poten-tial risks.”

“Customer service is more than just building the right tools and being polite and courteous over the phone,” concludes Kirby. “It’s about developing relationships and trust. We view ourselves as an exten-sion of our clients and a partner, as well. Only by working with our clients in a mutually beneficial environment can we both achieve financial success. To that end, their success is our success.” —|

• Locker Tracking System—This function is integrated into the member database function for easy tracking.

• Online Point-of-Sale and Appointment Scheduler—Both of these programs are also integrated with the member database to allow better tracking of sales, as well as tracking of sessions purchased, sched-uled, used, and remaining.

“We gather input from our clients with the goal of determining their common needs and the flexibility they require,” Kirby adds. “We also look at best-practice tracking and technologies outside the industry that might better enhance our development. We then work to weed out the ‘need to have’ vs. ‘nice to have’ functionalities and beta test with a large group of clients.”

In addition, ASF’s focus on the devel-opment of new applications extends to, and results in, helping clubs build new profit centers. To accomplish this, the company seeks ways to drill down into club functions and consistently automate the data wherever possible. “The growth of billing for additional profit centers in clubs is still a huge opportunity,” avers Riches. “Clubs must be able to offer mul-tiple payment options for such areas as personal training, enhancement fees, group training, daycare, tanning, and even towel service, and be able to track revenue-generation from these profit centers. We continue to expand our bill-ing services to account for these profit centers by offering increasingly targeted reporting capabilities.”

Alleviating riskAmong the most important services ASF performs for its clients may be in the area of risk-reduction. “The greatest recent challenge has been the new rules and regulations for Payment Card Indus-try Data Security Standard (PCI-DSS) compliance,” Riches notes. “These new



ASSoCIATE PRoFILES ASSoCIATE nEWS

BiProUSA

u Established in 2003, BiProUSA manu-factures two types of unflavored whey protein isolates, BiPro and BioZzz. BiPro is 100% natural whey protein isolate that contains 20 grams of protein per serving, with no protein blends or unwanted ingredients, such as carbohydrates, fat, sugar, lactose, and artificial flavors. BioZzz, an isolated whey protein with 18 grams of protein per serving, is the purest form of alpha-lactalbumin commercially available. It’s rich in tryptophan, 100% natural, and contains no fat or lactose. For more information, contact the company at 877-MyBiPro; www.biprousa.com. —|

Everlast Sports Nutrition u Everlast Sports Nutri-tion offers a complete line of supple-ments, bars, and beverages

that’s been scientifically developed for fitness-minded consumers and serious athletes. New products include: Everlast E-DRENALINE Energy Shots; Everlast Energy Bars (three flavors); Everlast Women’s Multi and Everlast Men’s Multi; and supplements, including Energy, Focus, Defense, and post-workout Recovery. For more information, contact the company at 212-967-9700; www.evernutrition.com. —|

Fitness Marketing Systemsu Fitness Marketing Systems (Fitmarc) is a global supplier of innovative fitness and wellness solutions for fitness professionals and organizations. Its team of more than 50 fitness professionals and strategic business partners offers consulting, > >

Connor Sport Court International, Inc.u The North America, Central America, and Caribbean Volleyball Federation (NORCECA) has signed a long-term contract with Connor Sport Court, making it the federa-tion’s official playing surface. Connor’s outdoor courts are manufactured with the highest standards for UV stability, making them resilient to the tropical heat, sunlight, rain, and humidity that are prevalent in many NORCECA countries. According to Cristobel Marte Hoffiz, the president of NORCECA, “These suspended modular surfaces are extremely cost-effective, provide world-class performance, and reduce shock so that there’s less wear and tear on joints and limbs.” For more information, contact the company at 801-972-0260; www.connorsportcourt.com. —|

Cybex International, Inc.u Cybex International, Inc., recently con-cluded a four-month “Arc Trainer Fitness Challenge” at the Mall of America in Minneapolis, Minne-sota. Shoppers were invited to try the company’s new pat-

ented 750AT Total Body Arc Trainer for two minutes, followed by two minutes on a competing elliptical trainer. More than 800 surveys were collected, with 82% preferring the Arc Trainer; four Arc Trainers were sold; and Chris Lutz of Edina, Minnesota, won the random drawing for a free home unit. For more information, contact the company at 888-462-9239; www.cybexintl.com. —|

H2Omassage Systems u Jason Lemieux, the presi-dent of H2Omassage Systems, is convinced the company’s Ultimate Series 110-220 beds will accelerate its expansion in the health club market. “This is the right equipment for the fitness industry,” he says. The beds offer a wide range of options—including flotation, massage, soft- and deep-tissue manip-ulation, thermo-conditioning, and whirlpool treatment—and are ideal for use either before or after physical activity, minimizing pain and stiffness. Users, lying on the bed fully dressed, can specify partial- or total-body treatment; massage duration; water-jet intensity; and temperature. For more information, contact the company at 866-783-0668; www.H2Omassage.com. —|

Motus USAu Motus USA has selected Dynamic Wellness Solutions, Inc., as the distribution arm for its products in the active aging market. Already a preferred vendor of the International Council on Active Aging (ICAA), Motus USA produces a line of commercial cardio-


< ASSoCIATE PRoFILES < ASSoCIATE nEWS


support, and expert training. Customers represent a wide range of health facilities and organizations across the U.S., including corporate and local health clubs. Fitmarc is an approved GSA schedule contractor, delivering fitness and wellness solutions globally. For more information, contact the company at 800-814-1207; www.fitmarc.com. —|

Steamist

u Based in East Rutherford, New Jersey, Steamist offers a full commercial line of Steambath steam generators and sau-nas, digital controls, and maintenance products for health clubs and day spas. The Total Sense Collection is comprised of a menu of steam bathing products, each of which is designed to deliver a complete, customized steam experience with aromatherapy, chromatherapy, and music. For more information, contact the company at 800-577-6478; www.steamist.com. —|

Trigger Point Performanceu Trigger Point Performance founded Myofascial Compression Techniques (MCT) and Self-Myofascial Release Tech-

nique and Core Workout (SMRT-CORE). It markets its in-home massage products to consumers in the athletic, healthcare, and personal wellness markets, and provides information, media, products, and services that enhance personal development, wellness, and positive lifestyles. For more information, contact the company at 888-312-2557; www.tptherapy.com. —|

vascular equipment designed for the active adult and rehabilitation markets. Its treadmills feature large displays with touch-sensitive buttons, medical handrails, and a low step-up height; its bikes have a walk-through design, pneumatic gas seat adjustments, ergonomic cushions, and retractable armrests. For more information, contact the company at 888-668-8766; www.motususa.com. —|

National Academy of Sports Medicine (NASM)u The National Academy of Sports Medicine (NASM) and its higher-education partner, the California University of Pennsylvania (CalU), have named Jessica Bashioum and Nicole Cahen the spring 2010 recipients of the two organiza-tions’ Pursuit of Excellence in Health and Fitness Award. Both will receive full tuition, valued at more than $15,000, toward a

Master of Science in Exercise Science and Health Promotion at CalU. During the 2010-2011 academic year, they’ll be able to choose a specialization in one of the school’s Internet-based tracks: fitness and wellness; sports performance enhancement and injury prevention; rehabilitation science; or sports psychology. For more information, contact the company at 800-460-6276; www.nasm.org. —|

Peak Pilatesu Peak Pilates has named Kevin Bowen director of educa-tion, responsible for continuing the company’s tradition of delivering progressive, classical education programs. He will oversee Peak Pilates’ expansive external network of teacher trainers and education partners; enhance existing partnerships; and create new strategic alliances. With more than 15 years of experience in fitness, Pilates, and management, Bowen is the cofounder and former presi-dent and executive director of the Pilates Method Alliance. Prior to joining Peak Pilates, Bowen was president/ director of Pilates Miami and the Pilates Education Group. For more information, contact the company at 800-925-3674; www.peakpilates.com. —|

Power Plate North Americau Power Plate machines played an important role in the training of actors who portrayed rugby players in the popular movie, Invictus, which tells the story of the 1995 rugby world in post-apartheid South Africa. According to Grant Roberts, a celebrity trainer and an actor in the movie, “We played full-tilt rugby every day, all day, and I used the Power Plate daily to activate my muscles before filming and to stretch and promote active recovery.” Director Clint Eastwood

and lead star Morgan Freeman reportedly used the machines as well during filming. For more information, contact the company at 949-863-1737, www.powerplate.com. —|

Roberts

Bowen

Bashioum Cahen

IHRSA’s Newest Supplier Members!

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For information on up-to-date products and services in the health club industry,go to ihrsa.org/products.

International Health, Racquet & Sportsclub Association | Seaport Center, 70 Fargo Street, Boston, Massachusetts 02210 USA

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SnAP FITnESS126 E. Main St.Smithtown, NY 11787Mr. Greg Sivin

SnAP FITnESS650 Main St.East Aurora, NY 14052Ms. Bridget Kelley

North CarolinaSnAP FITnESS624 U. S. Highway 17 S.Holly Ridge, NC 28445Mr. Dennis Howard

SnAP FITnESS1848 Martin Luther King Jr. Blvd.Chapel Hill, NC 27514Victoria and Dan Widman

OhioSnAP FITnESS820 Sunbury RoadUnit 606Delaware, OH 43015Mr. Chris Ferch

SnAP FITnESS866 S Third St.Columbus, OH 43206Mr. Matthew Davis

OregonSnAP FITnESS2940 W. Cascade Ave.No. 100Hood River, OR 97031Mr. Mike Kehoe —|

IHRSA Membership Eligibility StandardsMembers of the association must comply with IHRSA’s baseline health, safety, and ethical standards. To learn more, visit www.ihrsa.org/standards or contact IHRSA at 617-951-0055.



Club Industry East will focus on showing you all of the latest ways to help deliver the superior service, innovative programming and wellness options that make everything work for you! Meet the industry’s leading suppliers and see the widest selection of equipment, products and services.

The conference program features 70+ seminars in eight dynamic tracks plus new roundtable luncheon and a networking breakfast, featuring NYC Firefighter Matthew Long who came back from near-fatal injuries to again complete the NYC Marathon and an Ironman Triathlon.

FREE Events for All Attendees!

Keynote Address • Thursday, May 6 • 11:30am-12:30pmBucky Dent, NY Yankees (3-time All-Star, 2-time World Series Winner); Owner, Bucky Dent Baseball SchoolA Game of Moments: Leveraging Your Advantages for Long-Term Success

Industry Forum • Thursday, May 6 • 4:00pmCan Personal Trainers Cure Disease?Phil Kaplan, President, Personal and Club DevelopmentKelli Calabrese, President, Calabrese Consulting

Keynote Address • Friday, May 7 • 9:15 am – 10:00 amAli Vincent: First Female Winner of NBC’s “The Biggest Loser”1+1=3 Together, We Can Accomplish More Than We Do on Our Own

PLUS:• Traditional/Mixed Martial Arts Demonstrations • Group Fitness Competition • The Industry’s Largest Boot Camp

Find StrategiesThat Can Make Your Business Different…and Make a Difference in Your Business!

Conference & Exhibits: May 5-7, 2010 • The Javits Center • New York, NYwww.clubindustryshow.com/east

Register for FREE Exhibit Hall Admission:go to www.clubindustryshow.com/east

Making It Work for You!

CIE10 Ad 8.125x10.875.indd 1 1/26/10 10:52:25 AM

International Health, Racquet & Sportsclub AssociationSeaport Center, 70 Fargo Street, Boston, MA 02210 USA800-228-4772 • 617-951-0055 • www.ihrsa.org • [email protected]

Take Back Your Health:Feel Better. Look Better. Live Better.

What is Get Active America!?The 7th Annual Get Active America! is the IHRSA-organized national membership drive and community health initiativethat helps clubs increase their role in improving the health of their neighborhood while building their membership basethrough a week-long open house.

Get Active America! is an opportunity to come together as an industry, to teach people in our communities ways to takecontrol of their health by integrating regular exercise into their lives. Through the program, your club can educate yourlocal communities about disease prevention and healthy living through exercise.

The program attracts tens of thousands of Americans into IHRSA member health clubs, and is a great opportunity toturn new faces into new members. Participating clubs will be promoted through IHRSA’s national public relationscampaign and on healthclubs.com, our website that gets thousands of hits a month from people looking to start exercising.

Take Back Your Health: Feel Better. Look Better. Live Better.This year, Get Active America! will offer three new program tracks that are designed toguide your members and guests to start and maintain a healthier lifestyle at your club.The 2010 theme of “Take Back Your Health” includes the program tracks: “Feel Better”,“Look Better”, and “Live Better”. The flexibility of the program enables your club to usethe tracks however you see fit — individually, combined, or just focused on the overalltheme of “Take Back Your Health”.

Participating Clubs will receive:

• Get Active America! Program Guide containing instructions for how to develop and run the program successfully. Itincludes programming ideas, public relations tips and strategies, corporate outreach ideas, and marketing materials.

• Email newsletters provide you with updates and best practices.

• Downloadable, high-resolution banner, two posters, and a flyer.

How Do I Enroll My Club?Visit ihrsa.org/getactiveamerica to enroll today. Enrollment is complimentary for IHRSA member clubs!

For general questions, please call 800-228-4772 or email [email protected].

ONE-WEEK OPEN HOUSEMAY 3-6

Member Bring a Guest

MAY 7-9Open House to the Public

May 3-9, 2010

09GAA ad-0410CBI:GAA ad-0410 2/26/10 9:23 AM Page 1

To obtain complete details about, or to register for, all IHRSA events, log on to www.ihrsa.org/meetings..org

| IHRSA Report | Calendar


APRIL 14-17 SPATEC Europe Split, Croatiawww.mcleanevents international.com

APRIL 14-18Russian Fitness Festival 2010Moscow, Russiawww.fitness-convention.ru

APRIL 15-18 Russian Fitness Festival Moscow, Russiawww.fitness-convention.ru

APRIL 22-25 FIBO 2010 Essen, Germanywww.fibo.de

APRIL 30-MAy 2 Australian Fitness Expo Sydney, Australiawww.fitnessexpo.com.au

MAy 5-7 Club Industry East New York, New Yorkwww.clubindustry show.com

JunE 1-5ACSM’s 57th Annual Meeting and World Congress on Exercise Is MedicineBaltimore, Marylandwww.acsm.org

AuGuST 4-8IDEA World Fitness ConventionLos Angeles, Californiawww.ideafit.com

AuGuST 11-15Can Fit Pro International Fitness & Club Business Conference & Trade ShowToronto, Canadawww.canfitpro.net

AuGuST 19-2129th Annual National Fitness Trade ShowGrand Sierra Resort, Reno, Nevadawww.nationalfitness tradeshow.com

SEPTEMBER 23-26SIBEC North AmericaChateau Elan Winery & ResortBraselton, Georgiawww.mcleanevents international.com

SEPTEMBER 23-26SIBEC North AmericaBraselton, Georgiawww.mcleanevents international.com

oCToBER 6-9 Club Industry 2010 McCormick Place, Chicago, Illinoiswww.clubindustry show.com

DECEMBER 2-4 Athletic Business Conference & Expo San Diego, Californiawww.athleticbusiness.com/events —|

Save the date | 2010 IHRSA Events CoMInG Soon In

u Personal Best: Bodyscapes has expanded beyond profitable personal-training centers to first-class full-service facilities

u Pros and Cons: CBI hosts a roundtable discussion with successful pro shop operators

u Legal Ease: A guide to obtaining in-depth expertise on challenging financial or legal issues

u Photo Finish: A showcase of the winners of Awards of Merit and of Distinction in the IHRSA-CBI Photo Competition

u neat niches: Three entrepreneurs share their niche-marketing success stories

u IHRSA 2010 Recap: We share some of the highlights of IHRSA’s 29th Annual International Convention and Trade Show

CluB BuSINESS INTERNATIONAL

MAy 5-68th Annual IHRSA Summit for a Healthier AmericaHyatt Regency Washington on Capitol HillWashington, D.C.www.ihrsa.org/summit

AuGuST 22nd Annual IHRSA Institute for Professional Club Managementwww.ihrsa.org/institute

SEPTEMBER 2-4 11th Annual IHRSA Fitness Brasil Latin American Conference & Trade ShowTransamerica Expo Center, São Paolo, Brazil www.ihrsa.org/meetings

oCToBER 10th Annual IHRSA European Congresswww.ihrsa.org/meetings

noVEMBER 9th Annual IHRSA Asia-Pacific ForumLocation to be Determinedwww.ihrsa.org/meetings

MonTHLyIHRSA Online EducationMonthly Webinar Series For details and topics, visit: www.ihrsa.org/webinars —|

2010 Industry Events

Out of Shape by Stan Tran

IHRSA Webinars

Visit ihrsa.org/webinars or call 800-228-4772 (US/Canada) or +1 617-951-0055(International) for more information.

Sponsored by


“Overall they have been a very positive experi-ence. I’m very pleased and I hope you continue todo them.”

Steve HansenOxford Athletic Club

“IHRSA's May webinar — Turn Your Club into aCommunity — was fabulous! Herb Lipsman(President & CEO of The Health Club Company) isan industry veteran like me and he has great insightinto the business. Once more club operators findout how valuable these webinars are, many morewill sign up.”

Cary L. Adler, PresidentSpa 23 Health and Racquet Club

“No matter how much you think you know, youwill never know it all! IHRSA's webinars prove thisevery time.”

John YoungbloodSanta Barbara Athletic Club

“I thought the webinar was very informative andgave terrific examples of successful marketingcampaigns and ads that have proven to besuccessful.”

Diana KorzenkoSunrise Health and Racquet

“IHRSA's seminars, over and over again, renewideas that might have gotten lost in the cacophonythat surrounds day-to-day athletic club marketing.Always refreshing to hear!”

Jean BraunAlmaden Valley Athletic Club

“Excellent seminar! Was a great use of my time. Thespeaker gave very specific ideas on how to bettermarket our club, how to improve customer service,and the importance of branding our club in thecommunity.”

Stacey MulletSuper Fitness

Praise for

webinars fullp-0410CBI:webinars-0410CBI 2/26/10 9:20 AM Page 1

| Marketplace |

w w w . i h r s a . o r g | A P R I L 2 0 1 0 | C l u b B u s i n e s s I n t e r n a t i o n a l 1 0 1

Employment

NEW CLUBS IN 2009!Visit us at wellbridge.comor send your resume [email protected].

Fitness | Wellness | Sports | Fun

EXERCISE YOURPOTENTIAL!

Continue your career path inthe fitness industry with ourteam of highly motivated &well compensated industryprofessionals at one of ourstate-of-the-art athletic clubsand spas located in CO, FL,GA, MA, MD, MN, MO, & NM.

Lifestyle Family Fitness is one of the fastest-growing premier fitness clubs in the industry. Investing in our employees, creating a culture of teamwork, and building lasting relationships with our members is what gives Lifestyle Family Fitness the competitive edge to achieve great things!

The Company is in an aggressive growth state with locations in Florida, Indiana, Ohio and North Carolina. Our target markets include the Southeast, Mid-West, and Mid-Atlantic.

Give your career more strength and join the Lifestyle Family Fitness team!

Lifestyle Family Fitness has immediate career opportunities for qualified candidates in the following areas:

SALES / OPERATIONS MANAGEMENT• Regional Sales/Operations Managers • District Sales/Operations Managers • Club Sales/Operations Managers

TRAINERS / INSTRUCTORS• District and Area Personal Training Managers• Personal Trainers• Group Fitness Instructors

Experience the benefits of working with some of the most talented people in the fitness industry. Exercise your ability to have a fulfilling career with Lifestyle Family Fitness today!

Lifestyle Family Fitness offers a Competitive Salary, Bonus, & Commission Programs; Robust Benefits Package; State-of-the-Art Fitness Facilities, Certification Reimbursement & Continuing Education, An Energetic, Enthusiastic, Team Oriented Work Environment.

APPLY NOW at www.lff.com. EOE

See your ad here!

Rates start at just $245 per issue for IHRSA members.

Visit www.ihrsa.org/classifieds or e-mail [email protected]

for details.

Business Opportunities

Sport & Health Clubs, Washington DC’s premier provider of over 20 multi-purpose health clubs, is looking

for talented industry professionals to join our team!

We want DYNAMIC individuals who will build and develop teams, drive sales, implement and improve business tactics,

foster member relationships and want to make $$$!

&general managersLead & drive all club activities. 5-10 years of health club sales & management experience, financial management is a must.

&sales directorsDrive sales, build & train sales teams. Implement marketing plans. 3-5 years of industry sales & management experience.

&fitness directorsTrain & develop personal training teams. Create a fitness culture that continues to define Sport&Health. 3-5 years of personal training & industry management experience.

&benefitsCompetitive salaries, aggressive bonus & commission plans, great benefits package, 401(k) plan, relocation assistance, ongoing training & long term career opportunities.

Apply today at:

sportandhealth.com/careers

DO YOU WANT TO SELL YOUR BUSINESS?

Let me help! As a Business Broker, I will perform a valuation to determine what a qualified buyer would pay for your business. I will also list and market your business to thousands of potential health club buyers for only $497.

USBB Certified Business Broker (and previous health club owner)

Shane Massey (469) 288-6249 [email protected]

www.MEDFITBIZBROKER.com

| Marketplace |

1 0 2 C l u b B u s i n e s s I n t e r n a t i o n a l | A P R I L 2 0 1 0 | w w w . i h r s a . o r g

Consulting

Health Clubs Are Hiring!Health clubs and wellness companies located around the world are looking for their next stars. Log on to healthclubs.com/jobs today and start shaping up your fitness career!

TRAInInG WHEn you WAnT ITIHRSA’s top-notch webinars,

sponsored by Parisi Franchise Systems, are now only $39 for members!

ihrsa.org/webinars


Since 2005, ActiveCareers.com has been thehealth club industry’s premier online careercenter. Now, IHRSA has harnessed the powerof healthclubs.com and is pleased to presenthealthclubs.com/jobs.

If you’re hiring, or looking for a job in the industry, healthclubs.com/jobs is for you.

Log on today!

I�troducing . . .

healthclubs.com/jobs .5 page-1009CBI:healthclubs.com/jobs .5pg ad 9/8/09 11:02 AM Page 1

| Ad Index |

Page Advertiser 59 » A-1 Textiles

www.a1athletictowels.com | 800-351-1819

20 » ABC Financial Services, Inc. www.abcfinancial.com | 800-622-6290

62 » Affiliated Acceptance Corporation www.affiliated.org | 800-233-8483

42 » American College of Sports Medicine www.acsm.org | 800-486-5643

66 » American Heart Association www.heart.org | 214-706-1114

2 & 3 » ASF International www.asfinternational.com | 800-227-3859

65 » The Blaster div. Ironman Investments www.multiblaster.com | 760-485-8940

97 » Club Industry www.clubindustry.com | 610-238-9306

45 » CSI Software www.csisoftwareusa.com | 800-247-3431

Inside Front » CyBEx International, Inc. Cover & 1 www.cybexinternational.com | 508-533-4300

56 » dotFIT, LLC www.dotFITWorldwide.com | 877-436-8348

78 » First Degree Fitness, north America www.firstdegreefitness.com | 877-455-3029

7 » Fiserv www.compete.fiserv.com | 800-242-9522

80 » Global Fitness, Inc. www.globalfitness.com | 888-991-9991

36 » GoJo Industries www.gojo.com | 800-321-9647

83 » GRAVITy by efi Sports Medicine www.efisportsmedicine.com | 800-541-4900

58 » Gym Wipes-2xL Corporation www.gymwipes.com | 888-977-3726

51 » Hampton Fitness www.hamptonfit.com | 805-339-9733

52 » HeartSine Technologies, Inc. www.heartsine.com | 215-860-8100, ext. 112

77 » HEx Tanning www.hextanning.com | 800-556-3201

60 » Hydromassage www.hydromassage.com | 727-536-5566

Inside Back » THE InDooRCyCLInG GRouP, GmbH Cover www.indoorcycling.com | +49 (0)911-54450

11 » Iron Grip Barbell Company www.irongrip.com | 800-664-4766

23 » Ivanko Barbell Company www.ivankobarbell.com | 310-514-1155

64 » Jade Distribution www.jadedistribution.com | 800-785-5233

19 » Les Mills International www.lesmillsusa.com | 888-669-8876

Page Advertiser 9 » Life Fitness

www.lifefitness.com | 800-634-8637

84 » Mad Dogg Athletics, Inc. www.spinning.com | 800-847-SPIN

67 » Marketing World / Permacoatings www.permacoatings.com | 802-655-8941

French » Matrix Fitness Systems Cover www.matrix-fitness.com | 866-693-4863

61 » Mondo uSA www.mondousa.com | 800-441-6645

13 » MotionSoft, Inc. www.motionsoft.net | 800-829-4321

89 » national Exercise Trainers Association (nETA) www.netafit.org | 800-237-6242

27 » national Federation of Professional Trainers (nFPT) www.nfpt.com | 800-729-6378

71 » nicros, Inc. Climbing Walls www.nicros.com | 800-699-1975

16 » octane Fitness www.octanefitness.com | 763-757-2662

52 » Petra Hygienic Systems www.petrasoap.com | 800-463-2516

55 » Philadelphia Insurance Companies www.phlycom | 800-873-4552

46 » Power Plate north America www.powerplate.com | 877-877-5283

48 » Ready Care Industries www.readycare.com | 800-477-4283

59 » Salsbury Industries www.lockers.com | 800-562-5377

40 » SPoRTSMITH, LLC www.sportsmith.net | 800-713-2880

57 » SPRI Products, Inc. www.spriproducts.com | 800-222-7774

5 » Star Trac www.startrac.com | 800-228-6635

63 » Suunto www.suunto.com | 801-624-7501

Back Cover » TECHnoGyM www.technogymusa.com | 303-875-0306

14 » Twin oaks Software www.tosd.com | 866-278-6750

86 » ultra Fitness Equipment www.ultrafitnessequipment.com | 877-288-0285

92 » VersaClimber/Exervibe www.versaclimber.com | 800-237-2271

Insert » West Bend Insurance www.thesilverlining.com | 262-334-5571

69 » xerox Corporation www.freecolorprinters.com | 503-381-5211

53 » Zumba Fitness, LLC www.zumba.com | 954-925-3755

w w w . i h r s a . o r g | A P R I L 2 0 1 0 | C l u b B u s i n e s s I n t e r n a t i o n a l 1 0 3

E

| last Rep |

I’m particularly pleased, this month, to introduce the four new members of IHRSA’s board of directors. They are: Richard Bilton, the president of Companhia Athletica; Brent J. Darden, the co-owner and general manager of the TELOS Fitness Center; Scott Gillespie, the president of Saco Sport and Fitness; and Carol Nalevanko, the CEO of DMB Sports Club, Ltd.

ach year, the seating of new directors marks the advent of a process of both education and reflection. The incoming members begin to learn, in much greater detail than they’d ever imagined, about the huge range of products and services that IHRSA provides… and what it takes to produce them.

I do what I can to fill them in.I, for my part, am reminded

that IHRSA is not only an association for, but also of, the taxpaying health and fitness club industry. Its vol-unteer board is composed of people very much like you, accomplished individuals who are dedicated to this business.

Bilton, Darden, Gillespie, and Nalevanko need to know about IHRSA’s product line because, in the months and years to come, they’ll be responsible for delivering and extending it. You need to

know more about it for a different, but equally important, reason: it’s vital to your club’s success.

Let me fill you in:

• IHRSA helps to protect the industry by aggres-sively opposing harmful legislation and business regulation, and helps it to grow by promoting pro-grams and legislation that would prompt more Americans to exercise. Last year, it monitored and tracked more than 200 bills that would have affected clubs.

• DVDs & MP3s: IHRSA and Healthy Learning Videos have produced several high-quality educa-tional DVDs for club operators and their staffs, including ones on Managing the Sales Team and

Process, Engaging New Members in the Club, and Increasing Membership Retention in the Health and Fitness Industry. Audio recordings (MP3 files) of past IHRSA convention sessions are also avail-able (www.ihrsastore.com).

• www.IHRSA.org: IHRSA’s Website features a wide variety of free resources, including articles from CBI dating back to 2002, “Best Practices,” briefing papers on legal issues, and articles on such critical topics as sales and marketing, program-ming, member service, wellness, and retention.

• Ask an Industry Leader: In this online forum, more than 100 of the industry’s best and brightest respond to club operators’ most challenging questions—free of charge (www.ihrsa.org/industry leader).

• IHRSA Research: This section of IHRSA.org provides members with the latest data on virtually every aspect of the health club industry (www.ihrsa.org/research).

• Healthclubs.com/jobs: This site offers developers and operators an efficient, cost-effective way to find new employees, and also provides them with free information on compensation levels and other human resources (HR) issues.

• Webinars: This cost-effective way for industry professionals to remain current and competitive provides training whenever and wherever it’s needed. IHRSA offers a new Webinar each month (www.ihrsa.org/webinars).

• Group Purchasing: This free program provides IHRSA member clubs with attractive discounts on hundreds of products and services from dozens of vendors, including cleaning supplies, HR services, and more (www.ihrsa.org/grouppurchasing). —|

– Joe Moore, [email protected]

Joe Moore IHRSA President & CEO

One Hundred Twenty MillionMembers by 2010

Tracy Pow

ell

1 0 4 C l u b B u s i n e s s I n t e r n a t i o n a l | A P R I L 2 0 1 0 | w w w . i h r s a . o r g

An IHRSA Board Update

WWW.LIVESTRONGFITNES

S.COM

®

INSPIRE YOUR MEMBERS TO BE THEIR OWN HEROESPersonal bests are not just for athletes

LIVESTRONG® by Matrix is proudly manufactured by Johnson Health Tech, a name synonymous with quality fitness solutions for more than 30 years.

Purchases of this product ensure that a minimum of $4M will go to LIVESTRONG® and the fight against cancer.LIVESTRONG is a registered trademark of the Lance Armstrong Foundation. The Lance Armstrong Foundation is a 501(c)(3) under federal tax guidelines.

April 2010 Club Business International (CBI)

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