1. Fitness On Demand University

2. Training Overview

3. Agenda
• Product Knowledge
• Business Planning
• Sales Training 101
Day 1
• Sales Training 201
• Order FulfillmentDay 2
• Administration
• Year 1 GTM
• Business Systems
Day 3

4. Lift Brands – Elevate Wellness
Companies
•Superior Security
•SWAT Team

5. Team Introductions
BDD
(Garrett Marshall)
SBDE - Fitness,
Key Accounts
(Joey Aunan)
BDE - East
(Chad Larson)
BDE - West
(Mark Smilek)
SBDE - Muni,
Key Accounts
(Armin Krienke)
Muni - West
(Tony Fillipi)
Muni - East
(Spencer Murphy)
Police and Fire
(TBD)
Youth Care
Facilities
(Mike Bemis)
Medical Wellness
SBDE - MFH
(John King)
MFH - East
(John King)
MFH - West
(Moses Anariva)
Active
Aging/Student
(Lorene Kessler)
SBDE - Education
(Surrogate: JA)
BDE
(Placeholder)
BDE
SBDE - Corporate
(Armin Krienke)
BDE
(Placeholder)
SBDE - Hopsitality
(Surrogate: JK)
BDE
(Eric Bugenhagen)
Live-In/Golf
Comm.
(TBD)
SBDE - Gov
(TBD)
BDE - Gov
(Mike Herlihy)
BDE - Gov
(TBD)
NON-SALES
Brand
Ambassador
(Alyssa Burns)
Office Clerk
(Sarah Garritson)
Dev Lead
Dev 1 - Web
(Josh Olson)
Dev 2 - Kiosk
(Eric Rodewald)
Dev 3 - NA
(TBD)
SSST
(Nick Kowalski)
SSST
(Zach Okerman)
Exec
Admin/Content
Mngr
(Sienna Suiter)

6. Product Knowledge

7. The Solution
Video Delivery
System
Management
Tools
Programming

8. Programming
 Over 130 classes now available
 4 new classes added monthly
 Elective Content Menu

9. Management
Home
Get Started
Play History
News
Settings
Location details
Class/tag preferences
Security groups
Users
Instructors
Equipment
Schedule
Live/FOD
Public Calendar
RSVP/Facebook
Reports
Resources
Help

10. FOD Web Accessible Control Panel
 What are the benefits to
your client?
 What are the pass through
benefits to your end user?
 Fitness
 Municipalities
 Education
 Hospitality
 Multi-family Housing
 Government

11. Products

12. Video Delivery Systems
• https://www.dropbox.com/sh/6gx5co6r20gbq
gx/OPXq-8-ejb
• Video Delivery Systems
• Audio Enhancements
• Group Fitness Peripherals
• Facility Design Products
• PASSPORT™ Service Program

13. Competitive Analysis
Hardware Cost (MSRP w/
installation)
Monthly Cost
Content Partners/Providers
Video Display Options
Audio Options
Class Updates Frequency
Warranty
Online Scheduling
Social Media Lead
Generation
Support Hours
Advantages/Drawbacks
See Competitive Analysis
Supplement for details.

14. Audio Enhancements
MP# Link -
$299
Audio
Cabinet Link
– $299
Wireless Mic
Package - $1099

15. Group Fitness Accessories

16. Facility Design Services

17. Facility Design Services

18. Facility Design Services

19. Content Management Service
$149.99
/month
Online
Management
Site Access
Monthly
Class
Updates
365
Customer
Support

20. Sales Process Overview

21. Sales Stages
Prospect
Initial
Contact
Qualification
Product
Presentation
Value
Proposition
Proposal/
Negotiation
Closed

22. Sales Stages
Prospect
Initial
Contact
Qualification
Product
Presentation
Value
Proposition
Proposal/
Negotiation
Closed
Prospect
 Research
 Identify
 Target
 Lead List
 Campaigns

23. Sales Stages
Prospect
Initial
Contact
Qualification
Product
Presentation
Value
Proposition
Proposal/
Negotiation
Closed
Initial
Contact
 Source
 Intrigue
 Hot Buttons
 Info Gather
 Product Guide
 Website
 Social Media

24. Sales Stages
Prospect
Initial
Contact
Qualification
Product
Presentation
Value
Proposition
Proposal/
Negotiation
Closed
Qualification
 Understand
Needs
 Product Guide
 Website
 Social Media

25. Sales Stages
Prospect
Initial
Contact
Qualification
Product
Presentation
Value
Proposition
Proposal/
Negotiation
Closed
Product
Presentation
 Product
Education
 Provoke Areas of
Optimization
 Product
Presentation
Webcast
 Program Analysis

26. Sales Stages
Prospect
Initial
Contact
Qualification
Product
Presentation
Value
Proposition
Proposal/
Negotiation
Closed
Value
Proposition
 Restate Needs
 Present
Resolution
 Corroborate
Financially
 Objection
Handling
 Competitive
Comparison
 Guide
 References
 Testimonials
 Case Studies

27. Sales Stages
Prospect
Initial
Contact
Qualification
Product
Presentation
Value
Proposition
Proposal/
Negotiation
Closed
Proposal/
Negotiation
 Ask For Order
 Create Urgency
 Proposal
 Financing
Sales Sheet
 Promotional
Sales Sheet

28. Sales Stages
Prospect
Initial
Contact
Qualification
Product
Presentation
Value
Proposition
Proposal/
Negotiation
Closed
Closed
 Order Form
 Deposit
 Pre-installation Guide
 Orientation Video
 7-Day Follow Up

29. Sales Support Collateral

30. Business Planning

31. Sourcing Leads
How to target prospects in each market
segment?
 Fitness
 Municipalities
 Education
 Hospitality
 Multi-family Housing
 Government

32. Clients

33. Sales Forecasting
Self-generated Leads
100 Contacts
10 Qualified Leads 10%
1 Win 1%
60 Day Sales Cycle
Inbound Leads
10 Leads
7 Qualified Leads 70%
2.3 Win 22%
30 Day Sales Cycle

34. Sales Process: Front End

35. Prospecting
 Create social list (10)
 Create geographical list (10)
 Create client-model list (10)

36. Initial Contact
 “The Art of Delivering an
Opening Statement”
 Create 2 opening statements
for each market
 Fitness
 Municipalities
 Education
 Hospitality
 Multi-family Housing
 Government

37. Qualification/Program Analysis
Budget
Authority
Need
Timeframe
Alternatives

38. Qualification/Program Analysis
•What are you looking to spend?
•Have you allocated budget for this?
•Is this something you’ve planned to purchase?
Budget
•How did you hear about us?
•How do you make decisions?
•Is there anyone else who needs to be involved in this decision?
•What information will you be using to share this with your team? (executive summary)
•How can I assist you in presenting this to your board?
Authority
•What motivated you to look into this?
•What are you looking to get out of your group fitness program?
•What made you pick up the phone today?
•How do you plan to use this product?
•What are your expectations of this product?
•How will this impact your business?
•How long have you been thinking about this?
Need
•What is your timeframe for this?
•When do you plan to open?
•How fast do you need it?
•When will you be making capital decisions?
Timeframe
•What other alternatives are you considering?
Alternatives

39. Sales Process: Back End

40. Product Presentation
• Public Webcast
– Tuesdays, 3pm Central
– Thursdays, 10am Central
• How to register
• Automated follow-up

41. Value Proposition
Ask for the order
Need
Solution
Benefit

42. Handling Objections
Not sure if
my users
will like
Too
Expensive
Ramp-up
with
interest
theory
Need to
assess cost
Out of our
budget

43. Order Fulfillment
Complete
Order Form
• Signed Order Form
• $2000
• PO
Deliver Via
Echo-Sign
• Counter signed
Thank You
Email
• On-Boarding Video
• Pre-Installation Guide
• Ancillary Products Info

44. SalesForce
 Lead creation
 Account contact creation
 Opportunity conversion
 Follow-up tasks
 Performance tracking
 Email sync