May 22-24, 2023 (Mon-Wed)
La Quinta Resort & Club, La Quinta, CA (near Palm Springs)
Educational Agenda and Schedule
Sunday, May 21
4:00pm Registration Opens
5:15pm-6:30pm Director’s Reception
Monday, May 22
7:15am-8:30am Breakfast Available
8:15am-9:15am OPEN FORUM/LIGHTENING ROUND-Stand up and take thirty (30) seconds to share your thoughts about the sales (and/or marketing) component of your Association. No effort to adjust yet? Efforts not impactful? Efforts on the improve? Efforts have turned the corner and are taken off?
SMALL GROUP DISCUSSIONS (THREE ROTATIONS)
9:15am-10:15am (10:10am-11:00am, 11:10am-12:00pm)
DISCUSSION GROUP #1 THINK DIFFERENTLY ABOUT SALES
DISCUSSION GROUP #2 THINK DIFFERENTLY ABOUT STAFFING
DISCUSSION GROUP #3 THINK DIFFERENTLY ABOUT PROGRAM DEVELOPMENT/DELIVERY AND REDESIGN
THINK DIFFERENTLY ABOUT SALES
Is your staff selling or telling stories? What’s your market position relative to fitness and other related services? Do you have a sales system, and if so, does it have a consistent message, accountability, metrics and a feedback loop? What is your message? Who’s delivering the message? Who’s accompanying prospective members on facility tours. Who’s responsible for adjustments & follow up?
THINK DIFFERENTLY ABOUT STAFFING
Does your recruiting, staffing and training mirror your market position, your message and your approach to sales? Who are you hiring to do exactly what? Where do you find them? How do you train them? How do you compensate ‘hunters’ vs ‘farmers?’ Easy to keep farmers; the hunters, not so much. How will you keep them?
THINK DIFFERENTLY ABOUT PROGRAM DEVELOPMENT/DELIVERY AND REDESIGN
Have you retrofitted your fitness floor? Are rows and rows of shiny cardio equipment no longer a magnet? Are you ‘All In’ or ‘Phase In’ on strength training? What is ‘Flex Space’ and what can it do to accommodate the latest ‘hot’ exercise routines? Do you empower your personal trainers or just ‘hire’ them and replace them?
12:15pm-1:15pm Lunch
1:30pm-4:45pm Supplier/Guest Appointments (7)
6:30pm-8:00pm Reception/Dinner
Tuesday, May 23
7:45am-8:45am Breakfast Available
8:15am-9:45am REPEAT DISCUSSION GROUP #1 THINK DIFFERENTLY ABOUT SALES
Divide into three groups, depending on how you ‘rated’ your Association’s sales acumen and continue discussions about improving the sales process.
Facilitators TBA
10:00am-11:50am Supplier/Guest Appointments (4)
12:00pm-1:30pm Lunch and FISA’s ‘MYSTERY SHOPPER TROUPE’ FLASH MOB will share the results of their nationwide hunt for innovation. Hear their latest observations about programs that lead to better engagement…higher member satisfaction…AND A MORE POSITIVE FINANCIAL IMPACT.
‘ALL STAR PANEL’
1:45pm-4:35pm Supplier/Guest Appointments (7)
6:15pm-7:45pm Reception/Dinner
Wednesday, May 24
7:30am-8:30am Blue Jean Breakfast
8:30am-10:30am Supplier/Guest Appointments (6)
Updated 3-2-23