The List
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  • Multiple Profit Centers(MPCs)
    • Philosophies behind MPCs
    • Ratio of income from MPCs vs memberships
    • "My town is different. My members are cheap,
      my economy is bad."
    • $ per visit rule
    • Income based on usage rate
    • Cover each viable MPC
    • Selling MPCs at membership point of sale
    • 20% net rule
    • Net MPC rule
    • Goal-setting
    • Action plans
    • Tracking MPC revenue and $ per visit
    • Marketing and presentation on MPCs (Adon analogy)
    • Philosophies behind trainers
    • Liability
    • Markup of sales items
    • Cost of goods sold
    • Sales tax
    • Growth of MPC income
    • Point of sale software

  • Expenses
    • Expenses bases on square footage vs projected BOE
    • Actual expenses and Owner's phantom expenses
    • How expenses differ from club to club and market to market
    • Advertising
    • Billing
    • Janitorial
    • Rent
    • Fees
    • Repairs/Maintenance
    • Supplies
    • Telephone
    • Insurance
    • Taxes
    • Utilities
    • In-House Promotions
    • Consulting Expenses
    • Travel
    • Education
    • Depreciation and amortization

  • Payroll
    • Philosophies behind payroll
    • How payroll differs from club to club and market to market
    • Sales commissions
         % vs flat fee
    • Wages and Salaries
    • Bonuses and incentives
    • Change a life rule
    • Staffing outline
    • Job descriptions
    • Payroll exercise
    • Performance contracts
    • Action plans
    • Goal-setting
    • Income taxes and worker's compensation

  • Trainers
    • 1099 vs staff
    • Who qualifies as a 1099 independent contractor
    • Liability
    • Taxes
    • Certifications
    • Pay
    • How we develop
    • Goal-setting
    • Upgrade ratios
    • Free sessions vs paid sessions
    • Longevity contracts
    • Non-compete contracts

  • Group Exercise
    • Why aerobics died and group has made a resurgence
    • Philosophy behind group payroll
    • Payroll structure
    • Development of program
    • Training Staff

  • Debt Service
    • Philosophies behind debt
    • What's included in the debt service
    • Long-term debt vs Short-term debt
    • How much can we budget for debt service
    • Build-out allowances included in leased space
    • Lease vs buy on equipment
The start-up programs are called services to get away from the notion that what someone is
receiving is an actual product. Granted, you will receive a demographics package, projections,
and business plan template that you are able to revise, but the ultimate value lies in the
education process. This is a ten to twelve week coaching program(depending on schedules
and appointment availability) where we meet once or twice per week on the phone and cover
the philosophies of developing a health club.

Over the years, because most of the work is done over the phone in a verbal capacity, I had
never actually put a list together of the topics that are covered. Quite frankly, not many people
have asked me for a list over the years.

I have been compiling a list to give people an idea of what we will covering during the process.
By no means, is this a completed list as topics will be added to it as conversations and
questions come up. By the same token, I don't want to be held accountable for not covering
every tiny detail either. Rest assured, we will cover everything that pertains to your project.

During this compilation process I have come to two realizations:

1. Its taken me a lot of time and that is probably why I haven't sat down and created it over the
last fourteen years and; 2. There is a lot of stuff on here and I should probably charge more. ;-)

If you have any other questions, please feel free to call me in the office. Relax, enjoy the
show, and please... try the veal... unless you are a vegan and then salad is fine too.

Sincerely,

Terry
Start-up Service
Start-up Service