Monday, 20 May 2013

NEW MEMBER JOURNEY - Health Club Management Article May 2013

It’s well known that the initial four to six weeks of membership are critical to building the exercise habit, and therefore key to member retention. Yet so many clubs still get this wrong. Once the sale is made, many think the hard work is over. In fact, it’s only just begun. Guy Griffiths reports, in the first of a three-part retention series 

“We sold 100 memberships last month!”
Great, how many of them are still visiting?
“Who cares? We have to hit 110 this month…” 

Health club operators invest so much in recruiting a new member that it's crazy to lose interest once they have signed up – and in principle at least, most operators know there should be an equal focus on retaining members, particularly just after they've joined. Yet in practice, clubs focus more and more on sales, particularly in today's economic climate and competitive market.