SUMMER TRAINING REPORT SUBMITTED TOWARDS THE PARTIAL FULFILLMENT OF GRADUATE DEGREE IN BACHELOR OF BUSSINESS ADMINISTRATION WITH COMPUTER AIDED MANAGEMENT SUBMITTED BY: Aditya Srivastava BBA (CAM) (2007-2010) 044151907 INDUSTRY GUIDE FACULTY GUIDE Mr. MAYANK SEHGAL AREA HEAD MARKETING MBS GYMKHANA LTD 1 UNDERSTANDING CONSUMER BEHAVIOUR FOR BRAND DEVELOPMENT
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SUMMER TRAINING REPORT SUBMITTED TOWARDS THE PARTIAL FULFILLMENT OF GRADUATE DEGREE IN BACHELOR OF BUSSINESS ADMINISTRATION WITH COMPUTER AIDED
MANAGEMENT
SUBMITTED BY:Aditya Srivastava
BBA (CAM) (2007-2010)044151907
INDUSTRY GUIDE FACULTY GUIDEMr. MAYANK SEHGAL AREA HEAD MARKETING MBS GYMKHANA LTD
1
UNDERSTANDING CONSUMER BEHAVIOUR FOR BRAND
DEVELOPMENT
TO WHOM IT MAY CONCERN
This is to certify that ADITYA SRIVASTAVA, undertook training on
UNDERSTANDING CONSUMER BEHAVIOUR FOR BRAND
DEVELOPMENT from 4th June 2009 to 30th July 2009.
Ms. Shikha Gupta has successfully completed the projects under the guidance of
Mr. Mayank Sehgal and Nikita Singh. She is a sincere and hard-working student
with pleasant manners.
We wish all success in her/him future endeavors.
Signature
NIKITA SINGH
CORPORATE MARKETING HEAD
Signature
MAYANK SEHGAL
AREA HEAD MARKETING
2
CERTIFICATE OF ORIGIN
This is to certify that Mr. ADITYA SRIVASTAVA, a student of Graduate Degree
in BBA (CAM), Chanderprabhujain College of higher studies, Narela has worked
in the MBS GYMKHANA LTD, under the able guidance and supervision of
MR. MAYANK SEHGAL, AREA HEAD MARKETING, MBS GYMKHANA
LTD.
The period for which she was on training was for 8 weeks, starting from 4th.june
2009 to 30th.July 2009. This Summer Internship report has the requisite standard
for the partial fulfillment the Graduate Degree in BBA (CAM). To the best of our,
knowledge no part of this report has been reproduced from any other report and the
contents are based on his experience.
Signature
(Ms. ANCHAL CHHABRA)
3
ACKNOWLEDGEMENT
I express my sincere gratitude to my industry guide Mr. Mayank Sehgal, Area
Head Marketing, MBS Gymkhana Ltd, for his able guidance, continuous
support and cooperation throughout my project, without which the present work
would not have been possible.
I would also like to thank the entire team of MBS Gymkhana Ltd., for the constant
support and help in the successful completion of my project.
Also, I am thankful to my faculty guide Ms. Anchal Chhabra of my institute, for
her continued guidance and invaluable encouragement.
Signature
ADITYA
SRIVASTAVA
4
TABLE OF CONTENTS
Chapter No. Subject Page No.
1 Executive Summary 7
2 Overviewa. Objectivesb. Research methodology
81012
3
4
Background to the problem
Review of literature
17
19
5 Marketing strategies 26
6 Industry Profile 30
7 Major Players 36
8 Company Overview 43
9 SWOT analysis 61
10 Findings and Analysis 68
5
EXECUTIVE SUMMARY
6
EXECUTIVE SUMMARY
Training at Addiction-India Health & Fitness Club has given me thorough insight into the Indian
Health industry sector. Addiction is a chain of fitness centres spanned over the Delhi and Noida
region.
I was assigned to work in the MANAGEMENT department which looks after the sales,
memberships and corporate services of the Addiction club in Kaushambi. Under Marketing
division there has been a further subdivision into various groups which handle the different
marketing solutions provided by the organization.
As a part of my training I was required to find out the “Understanding of consumer behavior
for Brand development”
The significance of this dissertation is four-fold:
To provide a snapshot of the health club market in Delhi and Noida, India.
To reveal trends in the health and wellness industry with special reference to Addiction-
India fitness centre.
To identify the demography of the users of Addiction-India fitness centers.
To define marketing strategies to be used by ‘Addiction-India health club’
I covered four areas in the duration of two - months internship, as follows:
1. Personal Marketing/Relationship Marketing/Corporate Marketing
2. Cold calling/Customer Relationship Management
3. Responsibility as a Manager
4. Drafting a Case / Presentation7
OVERVIEW
Addiction is a chain of unique and premier health club in Delhi and Noida. Addiction promises a
healthy and balanced life to you. In a short span from its launch of services, Addiction is one of
the most respected names in the Indian Fitness sector and has acquired an enviable list of
customers.
Our mission is to provide fitness solutions to people by using our team of expert trainers and
dieticians. Spread in thousands of square feet in approved commercial premises with
extraordinary ambience, Addiction is the only club with a combination of luxury and
professionalism. Excellent interiors with state-of-the-art infrastructure and highly advanced
equipments have contributed to the success of our Brand.
With exotic spas and sauna facilities, Addiction guarantees a more relaxed and fit you.
Relationship marketing is a valuable element when it comes to a successful business. This
marketing type focuses on the fact that customer retention and the overall satisfaction of those
customers as a whole is an essential component to the overall success of a business. There were a
number of marketing campaigns conducted in the decade of the sixties and the eighties which
implemented the use of direct responses in order to confirm the basis of the relationship
marketing practice.
The scope of relationship marketing is to zoom in on a particular audience when it comes the
promotion of certain services and various products. This form of marketing takes the interests of
the people that it is seeking to appeal to, and uses that information in order to appeal to the
senses of these people. Relationship marketing is a key component to creating, and building long
term relationships that can be productive, beneficial, and long lasting to all of the individuals,
clients, and businesses involved.
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Addiction health and fitness club is the place to relax, retreat, and re-connect. With seven
running centers and two other centers in the pipeline. The staff makes sure you have everything
you need to be perfectly comfortable.
It Provides facilities & services for:
Main workout area
Cardio Area/ Theatre
Group Exercises Classes
Aerobics
Gymnasium & SPA
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OBJECTIVES
It is well evident that work experience is an indispensable part of every professional course. In
the same manner practical training in any organization is must for each and every individual who
is undergoing management course.
Without the practical exposure one cannot consider himself or herself as a qualified capable
manager. During the training period the student learn through his own experience, the real
situation of the corporate world and to put his theoretical knowledge into practice. This
experience is very valuable for the student and plays a leading and an important role in the career
of the student.
Hence to fulfill this requirement, I had completed my two months Training in MBS Gymkhana
Limited , Sector 16-A, Film city, Noida-201301
Entering in an organization is like a stepping into altogether a new world. At first everything
seems to be strange and unheard but at the same time when the time passes one understands the
concept and working of the organization and thereby developed professional relationship.
Initially, it felt as if classroom study was irrelevant and it is useless in any concerns working but
gradually it is realized that all the basic fundamental concepts studies and linked in one or the
other ways to the organization. But how and what can be done with fundamentals depend upon
the intellectual and applicability of the individuals. It is just a matter to modify the theory so as
to apply it to given practical solution.
I worked on all the Practice Areas as a trainee with the Management team in the company. My
foremost objective was for gaining maximum experience and exposure in the company. It always
was a goal for me to complete the given Projects with in the Time constraints and with full
efficiency.
10
I covered four areas in the duration of two - months internship, as follows:
1. Personal Marketing/Relationship Marketing/Corporate Marketing
2. Cold calling/Customer Relationship Management
3. Responsibility as a Manager
4. Drafting a Case / Presentation
I sincerely believe that there is no better place to learn this practical side of management than the
industry itself.
I once again thank all the employees of the MBS Group who have helped me out in the
preparation of the project report and have exposed me into the industry.
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Research Methodology
Primary Objectives:
To provide a snapshot of the health club market in Delhi and Noida, India
To reveal trends in the health and wellness industry with special reference to Addiction-India
fitness centre
To identify the demography of the users of Addiction-India fitness centers.
To define marketing strategies to be used by ‘Addiction-India health club’
Secondary Objectives:
Personal Marketing/Relationship Marketing/Corporate Marketing
Despite the difficulty of establishing an entirely satisfactory classification system, it is helpful to
classify marketing research on the basis of the fundamental objectives of the research.
Consideration of the different types, their applicability, their strengths, and their weakness will
help the student to select the type best suited to a specific problem.
The three general types of research are as follows:
1). FUNDAMENTAL RESEARCH
2) ANALYTICAL RESEARCH
3) DESCRIPTIVE RESEARCH
Descriptive research includes surveys and fact finding enquiries of different kinds. The major
purpose of descriptive research is description of the state of affairs as it exists at present. In
social science and business research we quiet often use the tern ex post facto research for
descriptive research studies. I have used this research in order to accomplish my project. What I
did in my project report is explained below.
First, I had to know about Addiction Gym and its branches all over Delhi and NCR. Before
doing the survey I had to know about the competitors available. Since marketing is a important
issue that is mostly look after by the managers hence I had to trace the market and segment.
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SAMPLING TECHNIQUE USED & SAMPLE SIZE - WHY?
Sample design is a definite plan of obtaining some items from the whole population. The sample design used in this project is two state sampling i.e. Cluster and convenience. In the probability sampling methods, each items in the sample is chosen one at a time from a complete list of universe elements. In marketing research practice, it will sometimes be more expedient to select clusters or groups of universe elements, rather than to choose sample items individually.
SAMPLING METHOD
Sample design is a definite plan of obtaining some items from the whole population. The sample design used in this project is two state sampling i.e. cluster sampling and convenience sampling. The whole city was divided into some geographical areas and I have chosen East Patel Nagar, Shalimar Bagh, Vikas Puri, Noida, South Extension, Janak Puri, and Kaushambi.
CLUSTER SAMPLING
Here the whole area is divided into some geographical area and a definite number of consumers were to be surveyed.
AREA SAMPLING
Area sampling is a sampling technique in which the work is divided according to area. My mentor has given me a eastern area of new Delhi in which I visited various retailers to know the market standing of Addiction Health Club.
CONVINIENCE SAMPLING
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This type of sampling is chosen purely on the basis of convenience and according to convenience. I visited malls and some customers. This technique comes under non probability sampling.
SAMPLING
1. Sampling Technique : Non probability sampling
(A non probability sampling technique is
That in which each element in the
Population does not have an equal
Chance of getting selected)
2. Sample Unit : people who work in Gym.
3. Sample size : 8
4. Method : Direct interview through questionnaire.
5. Data analysis method : Graphical method.
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6. Area of survey : Kaushambi (Ghaziabad).
7. Timing of survey : 09:00 am to 06:00 pm
DATA COLLECTION TOOLS
Primary data . The major source of primary data was the information and questionnaire collected from the journal and the customers. The information collected from the journals and the trainer can also be referred to as the primary data.
Secondary data . The major source of secondary data was the reference books and company’s website. The company’s articles and magazines were also referred to for the information.
GYM ACTIVITY- METHOD USED FOR DATA COLLECTION
I. Questionnaire was prepared keeping the objective of project in mind.
II. Questions were asked to respondents as regards to there willingness to join the Gym.
III. The help of questionnaires conducted direct interviews, in order to get accurate information.
IV. Customer has approached me for accurate information about the Gym.
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BACKGROUND OF THE PROBLEM
Brands are some of the most valuable assets companies own. The overall goal of this is to
analyze the brand management decisions that must be made to build, measure, and manage a
brand. Particular emphasis is placed on understanding psychological principles at the consumer
or customer level that will improve managerial decision-making with respect to brands
“Addiction” is a new brand that has entered the health industries in past three years. Consumers
and retirement homes have turned brain-fitness games and exercises into commercial hits, so
now some consumers and employers are incorporating them into wellness programs that promote
health for the mind as well as the body. As there are many health and fitness clubs that are
already major players in this market. Addiction has to create its brand awareness in the mind of
the customers.
Upon completion of the project we
have to attain a thorough understanding consumers develop brand attitudes and
behaviors,
know the issues, techniques, and decision options in analyzing, planning and managing
brands,
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be able to apply the acquired knowledge to make informed and more successful decisions
in real-world branding problems.
Consumer behavior is the fundamental to marketing as marketing is concerned with supplying
and anticipating customer requirements; therefore understanding how customers behave is at the
very heart of the marketing concept. To understand the consumer behavior was the main aim as
the behavior of the consumer differ according the demography. Like the quarterly charges for the
Kaushambi branch was Rs 5000/- whereas the same scheme was worth Rs 12000/- in the south
extension part of the Delhi and Rs 9000/- in the Noida branch.
The major players with Addiction in the market were Gold gym which is an internationally
acclaimed gym, second is Fitness First which is again an international player and has over 50
centres in India. Thirdly Talwalkar’s which started from Mumbai and now has 18 centres across
India.
To develop brand name “Addiction” and creating its brand awareness was the main goal.
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LITERATURE REVIEW
19
LITERATURE REVIEW
CONSUMER BEHAVIOR
Consumer behavior (in consumer business context) is referred to as the study of when, why,
how, where and what people do or do not buy products. It blends elements from psychology,
sociology, social psychology, anthropology and economics. It attempts to understand the buyer
decision making process, both individually and in groups. It studies characteristics of individual
consumers such as demographics and behavioral variables in an attempt to understand people's
wants. It also tries to assess influences on the consumer from groups such as family, friends,
reference groups, and society in general .Customer behavior study is based on consumer buying
behavior, with the customer playing the three distinct roles of user, payer and buyer.
Relationship marketing is an influential asset for customer behavior analysis as it has a keen
interest in the re-discovery of the true meaning of marketing through the re-affirmation of the
importance of the customer or buyer. A greater importance is also placed on consumer retention,
customer relationship management, personalization, customization and one-to-one marketing.
In Addiction our main motive was to study the consumer behavior of the clients in respect to
demographics. According to demography Kaushambi (Ghaziabad) is not high locality area where
people can afford an annual gym worth 30000 thousands. So according to the area the annual
gym scheme was offered at 15000 which was quite reasonable according to the locality whereas
in south extension branch the same scheme was offered at 45000 thousands which people can
afford easily.
Consumer behavior as 'the process and activities people engage in when searching for, selecting,
purchasing, using, evaluating, and disposing of products and services so as to satisfy their needs
and desires'.
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Consumer behavior yesterday, today and tomorrow
The individual-oriented consumer behavior of the post will change a more collective style in the
1990s.
As the new decade creeped in and the new century approached, a time has come to reflect upon
and predict the consumer's behavior in the marketplace. Many things have changed since the end
of mass marketing and the beginning of market segmentation.
In the past females never carved for gymnasiums, but which the changing environment females
want fitness programmes to keep them fit.
Addiction according to the changing consumer behavior designed special female fitness
programmes. Contrary to popular belief, weight and resistance training is very important
for women of all ages. Instructed properly under the tutelage of Addiction's trainers, the
risk of injury is mitigated to non-existent levels.
To address the other concern or inhibition as it may be appropriately described. Weight training
programs at Addiction are not designed to make you look like "masculine". Strength training
programs for women ensure well-balanced, injury free lifestyles for modern living.
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MARKING YOUR MARK - BRANDING THE GYM
If we think only big corporate names need to think about things like brand names, think again.
Our brand says a lot about us and our business, and that's as true for a local gymnastics gym as it
is for a multi-national conglomerate. In this we look at how creating a strong brand for our
business can help us set ourselves apart and lay the right foundation for the growth of our
business.
Our brand is more than just our business name or the logo on the newspaper ad. It is our
corporate identity. An effective brand tells people who you are, what you do and how you do it,
while at the same time establishing your relevance to your customers.
Your brand is how your business is perceived by customers. If your brand has a high perceived
value, you enjoy many advantages over your competition, especially when it comes to pricing.
Why do you think people are prepared to pay exorbitant money for brand items? Perceived
value; perceived value as a result of very effective brand promotion resulting in high recognition.
.
As the Addiction logo reflects in its punch line “Discover a new you in YOU”. This suggests that
Addiction promises you the results and changes in your activities and stamina.
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The main reason for creating our own brand is to differentiate ourselves from your competition.
Gymnastics programs can be located blocks apart from each other. You need to constantly be
looking for ways to set yourself apart from your competition. Our brand can do that for us.
Another good reason for creating our own brand is to make our marketing more effective and
efficient. You don't have to spend your time with a new client explaining who you are, what you
do and how you do it. Our brand can already communicate that for us. You can spend your time
focusing on students rather than educating your customers about your business.
Your brand needs to say who you are, what you do and how you do it. It needs to do all these
things at the same time as establishing your relevance to your prospective customers. It is
absolutely essential as you build your own brand, that you have a firm grasp of who you are.
A good place to begin thinking about your mission is to put yourself in the shoes of your
customers. If you're in the market for a gymnastics club, what things are important to you?
Different people will be looking for different benefits but you can bet that they want their child
to be safe and well cared for. Cost is also likely to be high on the list as is the training they will
receive. These things will be highly important to some and less important to others. So focus on
the benefits that are likely to be highly relevant to the majority of your target market.
Your mission statement might read something like "Discover a new you in YOU” That's a pretty
general statement and if you decide to focus on a particular niche of the gymnastics market.
When we created our brand, we kept the who, what and how firmly in mind but also use the
brand to establish our relevance to our target market and build credibility with that market.
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BRAND AWARENESS OF “ADDICTION”AMONG CUSTOMERS BY FORMULATION OF DIFFERENT SCHEMES
Increasing brand awareness is one of the major goals of the company. Addiction also to increase
the brand awareness and their clientale launched different schemes according to demography. As
on 3rd of may 2009 Addiction opened its new centres at Kaushambi and Janakpuri introducing an
inaugural offer scheme “BUY 2 QUARTERS GET 2 QUARTERS FREE”. In a month’s time
Kaushambi branch had a sale of Rs12 lakh in its first month. The members who joined in the
first month were around 200. The inaugural scheme was a great success. It was more than what
the company had expected. The marketing strategies used by the company was advertising in the
leading newspapers like Hindustan times and Times of India.
Gradually in the month of June first 15 days the sale dropped from 12 lakh to 4.5 lakh the reason
being the availability of the schemes. Their was only one scheme running in the month of June
that was 25% discount on any scheme you take let it be a quarterly scheme, half yearly, annual or
lifetime membership. The marketing team was questioned by the Heads of the departments. One
reason which could be thought for this downfall was less availability of schemes and weak brand
awareness.
Addiction marketing team, as I was also a part of it designed some new schemes. We started
with Happy hours (11:00am-17:00pm) in which the charges were less. This scheme was
basically to tap the Ladies/females who were home makers. Their was a difference of rupees
1500 in happy hours and regular hours.
Another scheme that was introduced was rupees 35/- per day for an annual gym. It came out to
be rupees 12775/- for a year.
A monthly scheme was also introduced in which the member could avail gym facility in just
rupees 1999/-.
24
To increase the brand awareness of the company the marketing strategies adopted by the
company were:
Direct marketing
Telemarketing
Couponing
Corporate marketing (corporate tie ups)
Co branding
Door to door leaflet marketing
Advertising in newspapers
Direct mails.
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MARKETING
STRATEGIES
26
MARKETING STRATEGIES – “ADDICTION”
DIRECT MARKETING
Direct marketing was a sub-discipline and type of marketing. There were two main definitional
characteristics which distinguished it from other types of marketing. The first was that it attempts
to send its messages directly to consumers, without the use of intervening media. This involved
commercial communication (direct mail, e-mail, telemarketing) with consumers or businesses,
usually unsolicited. The second characteristic was that it focused on driving a specific "call-to-
action." This aspect of direct marketing involved an emphasis on trackable, measurable positive
(but not negative) responses from consumers (known simply as "response" in the industry)
regardless of medium.
Direct marketing is attractive to many marketers, because in many cases its positive effect (but
not negative results) were measured directly. For example, we send out five thousand
solicitations by mail, and three thousand customers were tracked as having responded to the
promotion, we could say with some confidence that the campaign led directly to the responses.
The number of recipients who are offended by the junk mail/spam, however, were not easily
measured.
CHANNELS
We also used media such as door hangers, package inserts, magazines, newspapers, radio,
television, email, internet banner ads, digital campaigns, billboards.
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TELEMARKETING
The second most common form of direct marketing used was telemarketing in which we
contacted consumers by phone. By this process many of the consumers were informed about the
different schemes.
People interested could register on the phone also to avail the special schemes.
COUPONING
Coupons in newspapers and magazines cannot be considered direct marketing, since the
marketer incurs the cost of supporting a third-party medium (the newspaper or magazine);
coupons were designed specifying different schemes available for the month of July. Coupon
were the most effective way to increase the brand awareness and sales of the company
CORPORATE MARKETING
Addiction had corporate tie ups with Ienegizer, Rock man search group. We customized our
schemes for different branches and offered special discounts to the employees of both these
organizations.
CO BRANDING
To put in the words of inter-brand definition, "Co-branding is a form of co-operation, in which
all the participants' brand names are retained."
Co-branding as, "two or more well-known brands combined in an offer" like Addiction and
Kazo (the apparel brand) and each brand sponsors expect that the other brand name will
strengthen the brand preference or purchase intention and hope to reach a new audience. 28
Most companies have explored co-branding at one time or another. But few have realized its full
potential. While there are many forms of co-branding; before a company can decide which
option makes the most sense for its situation, it must fully explore four main types of co-
branding.
DOOR TO DOOR LEAFLET MARKETING
Leaflet Distribution services were used extensively by the health industries, and many other
business focusing on a local catchment Business to consumer business model, similar to direct
mail marketing, this method is targeted purely by area.
DIRECT MAILS
The most common form of direct marketing is direct mails sometimes called junk mail, used by
advertisers who send paper mail to all postal customers in an area or to all customers on a list.
Any low-budget medium that can be used to deliver a communication to a customer can be
employed in direct marketing. Probably the most commonly used medium for direct marketing is
mail, in which marketing communications are sent to customers using the postal service. The
term direct mail is used in the direct marketing industry to refer to communication deliveries by
the Post Office, which may also be referred to as "junk mail" or "ad mail" or "crap mail" and
may involve bulk mail.
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INDUSTRY PROFILE
30
INDUSTRY PROFILE
BUSINESS OF GOOD HEALTH
A modern day gym is a facility where you work out, meditate doing some yoga, feel good with
some aerobics exercise, and relax your senses with a day spa and then look good by grooming at
the saloon. Personal trainers get more and more professional and gyms make sure your follow
the diet prescribed by providing the meals at your doorstep! This industry combines luxury and
exclusivity to the experience of a fitness centre with a professional approach to help individuals
develop to the best of their needs.
Not many years ago a plump Sridevi or a flabby Rishi Kapoor were accepted as superstars
by their fans. Things have changed now and today, the badshaahs of the in dustry require six-
pack abs and the queens need lissome charms to woo their fans. A well-toned body is not
merely a requirement but an obsession. The craze among the Bollywood stars is only a reflection
of the society that is getting serious about battling the bulge. Encashing this trend are the
modern gymnasiums that are adopting a comprehensive approach to the health and well being of
its members.
Gymnasiums have thrived for long in small apartments converted into exercise dens. However,
with popular international health chains entering the country and domestic players getting
organized, this new base of theirs is becoming a haven for the fitness freaks. Largely referred as
'fitness or health centers’, these are no less than 10,000 sq ft in area and include a work out area,
yoga studios, aerobics studios, sauna and steam rooms, day spas, swimming pools, massage
centres, food courts serving holistic food and even DVD libraries ensuring relaxation and
entertainment!
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As per recent estimates, the fitness and wellness segment in India can be valued at Rs 2,500
crore. The growing segment and increasing number of health conscious Indians is attracting
global players. For instance, Fitness First, UK's popular international chain of health dubs,
recently made its debut in India. Vikram Aditya Bhatia, the managing director of Fitness First
India Private Ltd, describes the facility as a large-format gym.
Apart from modern equipment and machines, members can avail free beverages and DVD
library. "The idea is to create a place other than the place to love and work. The comfortable
ambience would encourage people to spend quality time here," says Bhatia. The first center has
come up in Gurgaon and next will open soon in Connaught Place in New Delhi. It will be spread
over 24,000 square feet. The company plans to invest Rs 12-16 crore in each dub and Rs 200
crore over the next three years in India. The center promises to provide five-star fitness at afford-
able prices. The membership is available at Rs 3000 per month exclusive of taxes. If one opts for
a personal trainer, Fitness First offers a wide variety of packages ranging between Rs 600 to Rs
1,500 per session. Another popular international chain Gold Gym already has its presence in
India. It offers the latest equipment and services including group exercises, personal training,
cardiovascular equipment, spinning and yoga, while maintaining its core weight lifting tradition.
Additional facilities include steam, luxury massages and a juice bar.
The idea of complete fitness centre has attracted many entrepreneurs as well. Take for instance,
the two IIM Ahmedabad graduates Nikhil Vaswani and Rohit Shankar. Their brainchild
Wellocity is a ‘wellness centre’ offering programs customized to your requirements. The USP of
this centre is to focus on “helping you implement the programs” essential for your fitness. Our
extensive service lines ensure that the requirements of your wellness programs are fulfilled and
obstacles experienced in your path to wellness are minimized.
It is well known that a healthy diet plays a significant role in keeping your body fit. Yet
maintaining that diet is the biggest obstacle given the modern hectic lifestyles and temptations of
fast food. A side from gymnasium that offers a customized workout package. Addiction offers an
aerobic studio, a yoga studio, a kickboxing center, a day spa and saloon. The centre takes care of
providing the right atmosphere to exercise. While live DJ creates lively ambience at the
gymnasium, peppy music provides an ideal setting for aerobics workouts.
32
A healthy mind is vital for attaining a healthy body. What better way to unwind your mind
through yoga or may be a relaxing massage.
THE RISE OF THE GYM THROUGH HISTORY
Many of us have gym membership or attend classes at a local gym on a frequent basis: in India,
gyms are a million industry, and it's estimated that 12% of the population regularly attend the
gym.
But fifty years ago, gyms as we know them today just didn't exist.
Ancient Greece: The First Gyms
The word "gym" is a contraction of "gymnasium" - derived from the ancient Greek word
gymnasion. The ancient Greek gymnasiums were places where athletes trained for public games
such as the Olympics. Many had libraries (going a bit further than the traditional stack of
magazines in modern gyms...)
19th Century Gyms: Schools, Colleges, YMCA and Turners
After the ancient Greeks, gyms disappeared for centuries. Medieval and Renaissance life was
physically arduous enough, and ordinary people got all the exercise they needed working on the
land and carrying out chores.
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By the 19th century, though, schools and colleges were building gymnasiums (and even today,
the word "gym" means "school gym class" to many people). The YMCA also built a number of
gyms for physical exercise and social sports and games.
During the mid 19th century, the Turnvereins (gymnastics unions) movement led to the founding
of Turners, German-American gymnastics clubs. These had a political as well as an athletic
element.
1930s - Boxing Gyms
A form of gym known as the "boxing gym" began to appear in the 1930s, with the founding of
Cus D'Amanto's Gramercy Gym in Manhattan in 1939.These gyms were to train fighters and
boxers - not places for general exercise.
1960s and 1970s - Early Gym Chains
Gold's gym chain, still going to day, was founded by Joe Gold in 1965 in Venice, California,
which became a landmark for bodybuilders (despite the dirty state of its equipment). Joe Gold
founded the World Gym chain in 1977.
1980s - Corporate Gyms
More and more gym chains were founded during the 1980s, including 24 Hour Fitness (1983)
and LA Fitness (1984).
Do you work in an office building with its own gym? The trend of corporate gyms began in the
1980s, too, as employers began to take on a greater responsibility for employee's health
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Try This Today? If you work for a company without a gym, ask your boss about getting
corporate membership with a local chain - or get together with a bunch of colleagues and
approach the gym yourself.
1990s onwards - Mass Popularization
Today, lots of people are or have been gym members - people who would never call themselves
"bodybuilders", "fighters" or even especially sporty. New gym chains have sprung up over the
past couple of decades; Lifetime Fitness in 1990, Equinox Fitness in 1991, and Virgin Active in
1999.
Widespread celebrity gym-going has encouraged the boon in gym membership, and gyms look
set to be popular for decades to come.
Try This Today? If you've thought about joining a gym, or going to an exercise class, give it a go
(most gyms offer free trials). You don't have to be "sporty", fit or co-ordinated to enjoy modern
gyms.
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MAJOR PLAYERS
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MAJOR PLAYERS IN INDIAN HEALTH CLUB INDUSTRY
GOLD GYM
Gold’s Gym started in Venice California in 1965, and soon became the hotbed for the
development of training techniques, equipment and nutritional concepts that formed the
foundation for the modern fitness revolution. In 1975, Gold’s Gym received international
attention when it was featured in the major motion picture, ‘Pumping Iron’. It was thus
effectively established as the ‘Mecca of Bodybuilding’.
Today, Gold’s Gym has over 680 facilities. It is the largest international gym chain in the world
recognized for its passion, unique heritage, and experience as the final authority in fitness and
lifestyle.
The India chapter of Gold’s Gym started in 2002, when the first Gold’s Gym India branch was
set up at Nepean Sea Road, Mumbai. In the next few years this number grew, and today Gold’s
Gym has cut out for itself 18 gym facilities in various cities of the country in Mumbai - at
Nepean Sea Road, Bandra, Worli, Santacruz, Andheri, Chembur, Mulund and Vashi and outside
South Extension - #E-17, NDSE Market, Part II, Delhi-110049
Janakpuri – Lower Ground Floor, C 3/11 , Janakpuri
Kaushambi – LGF, Pacific Mall, Kaushambi
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SWOT ANALYSIS
ANALYSIS61
SWOT ANALYSIS
Following is the SWOT Analysis for ADDICTION
STRENGTH WEAKNESS
OPPORTUNITIES THREATS
STRENGTH
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it’s fastit has different schemes at best affordable pricesit has special offers for spouse membershipit has national and international certified trainersits membership schemes varies according to the demography
Price Competition from Powerhouse and Talwalkar’s
Untapped central region of Delhi market
It can be difficult to understand the
different market Structure.
Latest technology and low cost advantage.Huge market. National and international expansion and ExposureRichness of facilities for target customers Usage of best machines and technology of the future.
Competition from upcoming health industries.High customer churn.
VERY FOCUSED ON FITNESS : Addiction is largely focused on the fitness of the
consumers; around 73% of the revenue comes from the gymnasiums
EXCELLENT SCHEMES IN BEST AFFORDABLE PRICES: It has been found
that majority of the customers look for suitable schemes and this is one of its major
strength.
PRICING ACCORDING TO DEMOGRAPHY : Prices of all the branches varies
according to the locations. It is like a healthy contribution from our side.
CUSTOMER CARE SERVICES : Customer care services of Addiction have been found
excellent by all its users. 90% of the respondents are satisfied by its customer care services.
WEAKNESS
PRICE COMPETITION FROM POWERHOUSE AND TALWALKAR’S :
Addiction is facing tough competition from the service providers like POWERHOUSE and
TALWALKARS as these two are offering services at a low rate.
UNTAPPED CENTRAL REGION OF DELHI . Although Addiction have strong
Presence throughout the Delhi but still they are far away from the central part and generally this
part is covered by Fitness First and Gold gym so indirectly Addiction is loosing revenue from the
central region.
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OPPORTUNITIES
LATEST TECHNOLOGY AND LOW COST ADVANTAGE The costs of
introducing health services for Addiction are marginal in nature, as it needs only to
augment its equipment capacity and increase the number of base stations. The number of
machinery it has covered already works to its advantage as putting more base stations for
the full coverage. Besides such cost advantages, it has also other cost advantages for the
latest machine technology. As a late entrant into the market, it has dual advantage of
latest technology with modern features, unlike other private gym operators who started
their service more than 4-5 years back.
HUGE MARKET The market for health industries is presently expanding at a
phenomenal / whopping rate every year and there is still vast scope for Addiction to
enter /expand in this market. Many customers are looking towards Addiction for
providing the service to them. With its wide and extensive presence in all the areas,
Addiction poised to gain a big market share in this segment when it expands its services.
THREATS
COMPETITION FROM OTHER UPCOMING HEALTH INDUSTRIES It is time
for Powerhouse gym to improve/expand its services. Fierce and cut-throat competition is
already in place with the markets ever abuzz with several reductions and announcement
of attractive packages, trying to grab most of the ‘mind share’ of the ‘king’ - ‘the
consumer’, whose benefits are increasing with passing of everyday. If Powerhouse is not
innovative and agile, its service will be a flop. It needs to be proactive with attractive
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packaging, pricing and marketing policies lest its presence in the market be treated with
disdain by the private companies.
HIGH CUSTOMER CHURN There is high customer churn i.e. they can come and go
as they please resulting in bad debts.
THE FUTURE OF THE HEALTH FITNESS INDUSTRY
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Building fitness for the future
Health and fitness has always been a key driver to increasing participation in the India
encouraging people to improve their personal fitness levels through regular visits to health and
fitness facilities including gymnasiums, health clubs and fitness suites.
With the current focus on healthy, active lifestyles and the government’s increasing concern
about inactivity levels and obesity, what are the innovative opportunities to be explored for the
health and fitness industry?
In ‘building fitness for the future’ this seminar will reveal the findings of the first-ever National
Audit of Fitness Consumers, profiling users and identifying future fitness trends. To drive up
participation rates the industry will require professional well trained staff to provide high quality
services. What skills are required and what training opportunities are available to inspire and
motivate staff to be the best?
Find out about the latest health and fitness initiatives and campaigns, partnerships and projects as
well as hearing from national award winners who are leading the way in setting standards for the
future of the fitness industry.
The results of the first-ever National Audit of Fitness Consumers – a profile of more that 1.8
million health and fitness club users have been revealed.
This, the largest survey to date, will have far reaching consequences for health and fitness
operators and local authorities in the future provision of health and fitness services and the
government in tackling national initiatives such as obesity.
Data was collected from some 668 public and private leisure centres, health clubs and fitness
centres giving an insight into fitness participation in the UK. The survey profiled 1.8 million
health and fitness consumers, providing a valuable source of business intelligence for health
clubs and sport centres.
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Managing health and fitness gymnasiums and clubs requires special skills and knowledge across
a broad range of areas. Does the industry have the necessary resources, skills and training
opportunities required to build fitness for the future? Are employees positive about remaining in
the fitness industry? Are they happy with their employers, degree of responsibility, hours of
work, job security, remuneration packages and career development prospects? A recent salaries
survey claimed fitness industry wages are rising – is this the case, and is it sufficient to motivate
and retain staff?
With the government now looking towards the active sport and recreation sector to help achieve
its physical activity targets, the industry must make sure it is providing a high quality service
using well trained and professional staff.
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FINDINGS AND ANALYSIS
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FINDINGS AND ANALYSIS
a) In the month of May when Addiction came up with its inaugural scheme then the
clientale raised to 200 in which following was the distribution of members according
to the type of schemes.
Quarterly membership – 110
Yearly membership – 60
Spouse membership - 30
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b) In the following 15 days the number of clientale reduced as there was no scheme applicable. The
number of new members dropped to 62. The membership distribution was
Quarterly membership –32
Yearly membership – 12
Spouse membership -18
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c) Addiction adopted different marketing strategies to increase its brand awareness and study the
consumer behavior. It came up with different schemes which a person can easily afford. After the
introduction of these schemes the clientale again raised to 305.