Small Group Training is a huge trend and opportunity. This deck shows how Les Mills GRIT provides a solution for facilities needing a reliable Small Group Program.

1. LESMILLSGRIT® SERIES
DRIVING ATTENDANCE
AND MEMBERSHIP
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2. Thompson, Walter R. ACSM's Health & Fitness Journal. 17(6):10-20, November/December 2013.
1. HIGH INTENSITY INTERVAL TRAINING
2. BODY WEIGHT TRAINING
3. EDU/CERTIFIED & EXPERIENCED FITNESS PROFESSIONALS
4. STRENGTH TRAINING
5. EXERCISE AND WEIGHT LOSS
6. PERSONAL TRAINING
7. FITNESS PROGRAMS FOR OLDER ADULTS
8. FUNCTIONAL FITNESS
9. SMALL GROUP TEAM TRAINING
10. YOGA
2014 TOP HEALTH & FITNESS
TRENDS

3. 1. ON TREND
2. INCREASE MEMBER
ENGAGEMENT
3. PROVIDE ACCESSIBLE PT
4. DRIVE ASSISTED EXERCISE
ATTENDANCE
8 REASONS WHY SMALL GROUP TEAM
TRAINING WORKS
5. ATTRACT MILLENNIALS
6. DIFFERENTIATE OFFERING
7. DELIVER RESULTS FOR YOUR
MEMBERS
8. GREATER REVENUE
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4. PERSONAL
TRAINING
SMALL
GROUP
TRAINING
GROUP
EXERCISE
POSITIONING IS KEY
• Small Group Team Training is a feeder to both Personal Training and Group Exercise
• Assisted exercise creates both member to staff and member to member engagement
• Research shows there is a positive correlation between facilities with a higher level of assisted exercise on overall
gym attendance and retention.
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5. REVENUE
STREAMS
SGTT CREATES A NEW REVENUE
STREAM
UNASSISTED
EXERCISE
PERSONAL
TRAINING
SMALL GROUP
TEAM TRAINING
GROUP
EXERCISE
• SGTT provides an affordable PT option for members
• In case studies with existing customers, early indications suggest PT revenue is greater at facilities
with successful SGTT
5 5

6. DELIVERS FASTER RESULTS
WITH SHORTER WORKOUTS
SUPPORTS LEAN MUSCLE &
FAT LOSS THROUGH HIGHER
HGH PRODUCTION
IMPROVES AEROBIC CAPACITY
HIGH INTENSITY INTERVAL TRAINING
CONSIDERATIONS FOR SGTT
SIGNIFICANTLY INCREASES
METABOLISM
BURNS MORE FAT
PROMOTES HORMONE PRODUCTION
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7. HIIT IMPACT ON SGTT PROGRAMING
BOOTCAMPS STRENGTH
TRAINING
WEIGHT
LOSS
CORE
TRAINING
FUNCTIONAL
TRAINING
CROSS
TRAINING
HIGH
INTENSITY
INTERVAL
TRAINING
MARTIAL
ARTS
EQUIPMENT
BASED
SKILLS
BASED
RESULTS
BASED
• High Intensity Interval Training (HIIT) as the number 1 trend for 2014
• Source ACSM
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8. LES MILLS GRIT ® Series will push your members to the max
and beyond. The workouts are designed to give members up
close and personal attention – assisted exercise, leading to
increased motivation and results.
• Three unique programs offering fitness results, fast.
• 30 minutes of intense challenge to set training routines.
• Explosive music to send energy levels through the roof.
• Highly-charged certified trainers giving one-on-one attention.
SMALL GROUP TEAM TRAINING
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10. 10
VIDEOS http://www.youtube.com/user/lesmillsgroupfitness

11. “We are unbelievably happy with the results
we’ve seen since launching LES MILLS GRIT®!
We wanted to create value for our members with
these packages, and create a stronger connection
between them and our club. We’ve certainly done
that! In just 6 months we’ve made enough profit to
build a new small group training studio – and a
cycle studio – which will help us to build on the
success we’ve already seen from LES MILLS
GRIT™. This has been a game-changer for our
members, our coaches and our business!”
Lydia Haskell, Owner
The Fitness Rave, Baltimore
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12. KEYTOSUCCESS BESTPRACTICE
TRENDS MATTER1. Be on top of lasting trend, avoid fads
Re-engage members
GREAT
PROGRAMMING
Aim for a range of relevant programs that are
motivating
NAIL THE
BUSINESS MODEL
GET EVERYONE
ON BOARD
RECRUIT & TRAIN
THE RIGHT PEOPLE
GET THE WORD OUT
Set a clear goal and choose a model that
supports.
In-depth Program knowledge
Educate staff on benefits
Qualified professionals
Find new talent and support growth
Have awesome marketing material
Use all avenues to promote
DIFFERERENTIATE
FROM GROUP FITNESS Have a solid implementation plan in place
2.
3.
4.
5.
6.
7.
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13. • October 2013 Market Research to assess club success and best
practice
– 55 of 112 sites surveyed
– 4 week research
– 2-5 appointments each day
LES MILLS GRIT® SERIES
US Best Practice Research
13* December 2013 - 162 licensed GRIT facilities nationally

14. 7 KEYS
1. Establishing a Business Model
2. Pay Structure
3. Value Adds
4. Marketing Message
5. GRIT Coaches
6. Online Booking System
7. Location of Workouts within the Facility
DRIVERS FOR SUCCESS
14

15. • Over 95% of facilities using ancillary revenue models
• Drop In and Block Course are the most popular models
• EFT models used in over a third of facilities
Drop In Package
Block
Sessions
Monthly
Unlimited
Monthly
Limited
Not
Charging
Auto Renew
Package
Auto Renew
Monthly
Facility Type
Chain 13 9 12 1 5 4 1
Single Site 5 2 8 2 2
PT/GF Studios 5 2 3 3 2 1 1
Non Profit 8 4 2 2 2 1
Total Facilities 31 17 25 8 7 2 5 5
% of Facilities 56% 31% 45% 15% 13% 4% 9% 9%
1. ESTABLISHING A BIZ MODEL
Membership ModelAnalysis

16. 1. ESTABLISHING A BIZ MODEL
Price Point Analysis
16
AVERAGES
• All Clubs: $12.50/workout
• Top Performing Facilities $14.50/workout
• Worst Performing Facilities $11.70/workout
• Top Full Service Facilities (no studios) $11.75/workout
• Worst Full Service Facilities (no studios) $9/workout

17. 1. ESTABLISHING A BIZ MODEL
17
• Average session rate $12.50
• Average session cost $44
• Target session attendance 10 people/workout
• Target sessions per week 6-9 /week
• Break Even at 100% capacity $4
• Break Even at 50% capacity $9
Break EvenAnalysis

18. Universal Athletic Club
Premium Membership
$120/month Unlimited Access
LMG, Boxing, CROSSFIT Bundle
Pay: $15 base + $2/head
9 LM GRIT workouts per week
Team Training Studio
$7000 gross/$3800 net
The Fitness Rave
8 week limited Block
$279 per 8 week block
Separate: TRX, P90X
Pay: Bonus $1600 - $650/block
2 LM GRIT workouts per coach
Team Training Studio
$8000 gross/$3200 net
ACAC West Chester
4 week auto-renew block
$13/workout or $99/8 workout block
10 LM GRIT workouts per week
40% commission incentivized lead
Team Training Studio
$4000 revenue increase
MOVE Club
Concession/bulk
$25/session or $20 with Auto-Renew
Separate: TRX
9 LM GRIT workouts per week
$7 per head. Minimum $20
Group Exercise studio
%10 PT revenue increase
1. ESTABLISHING A BIZ MODEL
Options For Success

19. 2. PAY STRUCTURE
Majority of Facilities Use Incentives
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• There are three primary pay models
• Two thirds of the facilities offer incentive based pay
Facility Type Flat Rate Base+/Head % Sales
Chains 11 16
Single Site 6 4 3
PT/GF Studios 4 3 2
Non Profit 9
Total 19 18 21
% of Total Facilities
Contacted 33% 31% 36%

20. 2. PAY STRUCTURE
20
• Flat rates trend toward poor performance
• Incentivized rates trend toward strong performance
• Incentivized rates drive sustainable margins
• Auto-renew processes makes success easier
• Top performing facilities incentivized someone at
management level to help drive sales
Best Practice

21. 2. PAY STRUCTURE
21
• Incentivized pay rates can still yield a +50% profit margin
• 8 week block, 2 workouts per week, $12.50 per workout
• Target 10 people over 9 workouts per week
• Incentivized pay = $15 base + $3 per head
• GRIT Leader pay = 2%
Monthly Annual
Gross Revenue $5412.5 $64,950
Net Revenue $2847.5 $34,170
Profit Margin 53% 53%
Best Practice Example

22. 3. LES MILLS GRIT VALUE ADDS
Assessment and Measurement
Time Test
5-10 min Body composition, waist,
hip, weight
5 -10 min Push up test
5 -10 min Vertical leap test
5 -20 min Anaerobic threshold test

23. 3. LES MILLS GRIT VALUE ADDS
GRIT Challenge
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24. 3. LES MILLS GRIT VALUE ADDS
Nutrition Tips and Cooking Recipes

25. 3. LES MILLS GRIT VALUE ADDS
Social Media

26. 4. MARKETING MESSAGE
Research Builds Credibility

27. 4. MARKETING MESSAGE
Results Campaigns Are Most Effective
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28. 4. MARKETING MESSAGE
New Member Prescription
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POINT OF SALE
6 WEEK INTRO
GET FIT PHASE
3-6
60 minute sessions
a week
Introduce
HIIT/LES
MILLS GRIT®
Getting Fit Together plan
Steadily familiarize to exercise.
Build fitness to 3-4 moderate intensity
cardio sessions. Maximize your “free”
offering take on.
Ready to replace 1
cardio with 2 HIIT
Sessions

29. 4. MARKETING MESSAGE
29
Get More Results From Your Mix
GETFITPHASE GRITPHASE

30. 4. MARKETING MESSAGE
Infographics for Millenials

31. 5. GRIT COACHES
Best Practice
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 Hybrids are the best Coaches
 PTs buy-in when they are
incentivized and see the
prospecting opportunity
 GF instructors need more
sales training than PTs

32. 32
6. ONLINE BOOKING SOLUTIONS
Best Practice

33. 6. ONLINE BOOKING SOLUTIONS
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EVENT BRITE
 No monthly fees
 Credit card processing fee of 3% +
Convenience Fee/transaction of 2.5%
+ .99 cents. Option to add the
convenience fees to the ticket price or
absorb and include in the ticket price.
 Compatible with PayPal and Google
Checkout – integrate with other
aspects of business if these accounts
already exist.
 Ability to post schedule online
 Can have participants choose sessions
as part of ‘ticket’
 No option for auto-renew, but ability to
mass email via RSS feed when new
events are posted
MIND BODY
 As low as $75/month
 Additional credit card processing fees not
listed on site – setup through private
merchant account
 Ability to post schedule online
 Participants can register for specific
sessions to control attendance
 Option to setup for auto-renewal when all
sessions in a package are used
 Training sessions and online videos and
tutorials available
 Reporting functions to analyze business
success and manage metrics
ProsAnd Cons

34. 7. LOCATION OF WORKOUT
Best Practice

35. 35
7. LOCATION OF WORKOUT
Branding

36. 36
7. WORKOUT SPACE TOOLS
Branded Equipment