GET HCM
magazine
Sign up for the FREE digital edition of HCM magazine and also get the HCM ezine and breaking news email alerts.
Not right now, thanksclose this window
Active IQ
Active IQ
Active IQ
Follow Health Club Management on Twitter Like Health Club Management on Facebook Join the discussion with Health Club Management on LinkedIn Follow Health Club Management on Instagram
UNITING THE WORLD OF FITNESS
Health Club Management

Health Club Management

features

Top talent

Fitness operators savvy enough to financially reward exemplary exercise instructors benefit from strong retention and membership rates. Finlay Macdonald from Les Mills shares his insights

Published in Health Club Handbook 2020 issue 1
Instructors are central to the success of fitness clubs as group classes become increasingly popular
Instructors are central to the success of fitness clubs as group classes become increasingly popular

If a single great instructor can attract and retain hundreds of members to a health/fitness club over time, it stands to reason that a team of instructors can transform an entire club’s future. Conversely, a club that ignores or undervalues instructor quality risks alienating members and undercutting its own financial performance. Yet many clubs continue to do just that.

INVEST IN INSTRUCTORS
According to research white paper The Impact of Instructor Quality In The Physical Activity Sector (May 2019), many club operators are still failing to grasp the true impact great instructors can have on performance – and weakening their bottom line as a result.

Prepared by Les Mills and not-for-profit health body ukactive, the white paper pulls together insights from a range of fitness industry experts, including mainstream and boutique operators, academics, training providers and multiple industry bodies.

The report also looks at relevant in-club examples where operators saw class attendances and retention rise markedly after investing in greater training and pay for instructors.

The white paper delivers five key insights for club operators:

1 Instructors continue to play a central role in the success of clubs, from member retention to marketing. Many members are more loyal to their favourite instructor than to a facility.

2 Group workouts are key to the future of clubs: classes are a major selling point for the new generation of gym members, with 52 per cent of millennials and 50 per cent of Gen Z members engaging in group workouts to enjoy the social benefits of ‘the group effect’.

3 Development of ‘soft skills’ should not be underestimated: the industry must close the skills gaps at the qualification level and invest in quality in-house training and CPD for instructors.

4 Rewards and recognition: while pay is not all that instructors care about, rates have barely increased in 20 years and remain a significant motivator (or demotivator). Operators should explore ways to reward their instructors, not just through increased pay, but also by investing in education and other nonfinancial rewards.

5 Retaining high-quality instructors remains significant for clubs: they possess up-to-date and first-hand insights into the member experience, which operators can harness to understand and improve the member experience and boost retention.

INSTRUCTORS PAY DIVIDENDS
“Instructor pay remains one of our sector’s biggest challenges and it’s where boutiques have stolen a march on traditional clubs,” says Phillip Mills, Les Mills International Executive Director.

“US$27 is still the average instructor fee per class in a traditional club – this has barely changed since the 1980s. It’s difficult to recruit a new generation of rock star instructors when personal training and boutiques pay two to three times as much.”

But Mills says there’s a win-win solution that links pay to qualifications and results. In August 2019, Les Mills launched its new Group Fitness Management (GFM) training programme which shows in detail how clubs can achieve just that.

The GFM programme notes that, firstly, current challenges have to be acknowledged. Instructors in traditional clubs are often paid considerably less than the average hourly fee charged by personal trainers, which is exacerbated when you factor in the travel, preparation and set-up time group fitness instructors must invest in, delivering their classes for no extra pay.

This issue makes it increasingly difficult to attract new talent into the fitness industry. The 2018 IHRSA European CEO Study Report surveyed 86 European health club leaders and found that recruiting and retaining great people was still their number one challenge. The resulting smaller talent pool intensifies competition among clubs and drives up the market value of those standout group fitness instructors who can pull in hundreds of loyal followers each week, driving substantial extra revenue for their club.

This effect has been amplified by the boom in boutique gyms, which have thrived by focusing on specialised group fitness experiences and charging upwards of US$50 per class. These higher margins have allowed them to better reward top talent, with standout boutique instructors able to command upwards of US$100 per class.

HANG ONTO INSTRUCTORS
So what can traditional health clubs do to better remunerate their top instructors and ensure they aren’t snatched away by boutiques in this highly competitive market?

1 SUPERSIZE THE STUDIO
One of the biggest untapped assets for traditional clubs is the space they have to create a jumbo group exercise studio. Research has shown that the studio is the most profitable area of the club when built at the right scale (see Figure 1), so those clubs willing to be bold can yield impressive results. Adding virtual classes into the programming mix can also help spread usage and provide off-peak class options for members.

2 PAY ON PERFORMANCE
By unlocking the economies of scale that come with a bigger studio, clubs can afford to properly pay top instructors and counter the threat of them being poached by boutiques. Either way, clubs can still incentivise instructors with pay related to how well they fill their classes.

Packed classes mean more members joining and staying for longer, with increased revenues allowing greater investment in instructors. In turn, they’re more likely to invest time and effort marketing their classes through their own social media channels.

3 INVEST IN THE TEAM
Club operators are already seeing strong return on investment from focusing on instructors, as evidenced by UK chain Village Gym.

Village’s 30 high-end health clubs saw class attendances jump by up to 40 per cent thanks to a recent focus on upskilling group fitness instructors through Les Mills Advanced Training. Member retention also went up (by an average of 5-10 per cent per month), as did referrals, meaning the better-qualified instructors could receive higher rates of pay. In turn, this led to better instructor engagement and a long list of talented trainers eager to join the Village Gym team.

4 SMART TIMETABLING
For those limited by space, there are timetable opportunities to unlock extra cash and reward top instructors.

For example, research has shown that indoor cycling is the most lucrative activity (per square metre) – and it’s one of the hottest categories among consumers.

Findings from the 2019 Les Mills Global Consumer Fitness Survey (involving 12,000 fitness consumers across 22 countries) indicate that 20 per cent of global consumers are doing or would consider doing indoor cycle classes.

5. MONEY ISN’T EVERYTHING
Even with the best will in the world, a fitness/health club’s budget can’t always stretch to accommodate increased rates of pay for group fitness instructors. But there are still many other options a club can take to ensure their instructors feel valued and rewarded.

Motivation is the fuel that fires a high-performing group fitness team. Uniting them under a powerful purpose, setting challenging goals and building camaraderie through social activities in another way to add a strong sense of fun to a team’s journey.

Rewarding high performers with opportunities for training and development can also help spark a continuous cycle of improvement. Finally, one of the commonly overlooked factors in motivating a team is simply serving as a good coach who clearly cares about growing their skills and developing them.

THE BOTTOM LINE
In summary, there are a variety of ways clubs can leverage instructor quality to improve both the instructors’ own experience and improve the health of the overall business. Instructors are an integral part of the brand. Pay will continue to be an issue – and must be addressed wherever possible – but working together to nurture a stronger culture and better environment for group class instructors will benefit customers, the club’s brand, and ultimately the bottom line of your club.

"Instructor pay remains one of our sector’s biggest challenges and it’s where boutiques have stolen a march on traditional clubs"
– Phillip Mills, Les Mills International Executive Director
Finlay Macdonald is the Content & Comms Director at Les Mills International. [email protected]
www.lesmills.com
Sign up here to get HCM's weekly ezine and every issue of HCM magazine free on digital.
Class instructors can share their up-to-date and first-hand insights into the gym member experience
Class instructors can share their up-to-date and first-hand insights into the gym member experience
Operators should reward group class instructors by investing in
their education and training
Operators should reward group class instructors by investing in their education and training
Incentivise instructors with pay related to how well they fill their classes to encourage social media engagement
Incentivise instructors with pay related to how well they fill their classes to encourage social media engagement
https://www.leisureopportunities.co.uk/images/2020/176564_161717.jpg
Finlay Macdonald from Les Mills explores how to make the most of your finest group exercise instructors. Armed with enough influence to positively boost membership numbers, it’s vital to reward, train and value your best in class
fitness, fitness operators, group exercise, instructors, les mills, gyms
HCM magazine
HCM People

Ben Alderton

Founder, Solo 60
We see a world where every major city has access to Solo 60
HCM magazine
Moving Communities is our chance to demonstrate our value and develop a universal service for all, argues Martyn Allison
HCM magazine
CV kit has been fully connective for some time, but with the rise of the hybrid gym goer, what are strength suppliers doing to meet the demand for a fully connected offer?
HCM Magazine
Interview
We’re targeting an additional 30,000 beds over the next five years, through a mix of the group’s own developments and third party projects
HCM Magazine
Sponsored
HCM Magazine
Facilities
Choosing the right flooring is critical for gym and health club operators. Suppliers share their latest news, tips and product launches to help you choose wisely
HCM Magazine
Policy
As our sector starts to recover, there will be changes in the needs of communities, consumers and the provision of opportunities. To explore this subject we hosted a virtual round table to better understand views on key workforce questions
HCM Magazine
Sponsored
Daniel Jones is the brains behind Orbit4, the world’s first digital ecosystem to manage and facilitate the entire commercial fitness product cycle. We caught up with him at Orbit4 HQ in Cheshire
HCM Magazine
Sponsored
Come join the party!
HCM Magazine
Software
As we adapt to a new way of living, software developers have been supporting the fitness sector with new systems and strategies. We asked operators and developers to share successes
HCM Magazine
Latest News
The government needs to urgently set out its plans to support physical activity and fitness ...
Latest News
Glofox will begin offering health clubs, gyms and fitness studios instant access to financing, following ...
Latest News
Hong Kong-based Bricks Group has revealed plans to launch its health club chain, U Time, ...
Latest News
A £30m luxury leisure development scheme which has been more than a decade in the ...
Latest News
Apple has previewed its much-awaited watchOS 8, the operating system for its Apple Watch. The ...
Latest News
Chinese health club chain Supermonkey has finalised a series E funding round, valuing the company ...
Latest News
Gymbox has signed a partnership agreement to provide members of flexible workspace provider WeWork with ...
Latest News
The number of health club members returning to gyms since lockdown has beaten all expectations, ...
Opinion
promotion
While much of the fitness industry has reopened its doors across the UK over the past weeks, many members are yet to return.
Opinion: Re-engaging your post-lockdown absent members
Featured supplier news
Featured supplier news: First digital ecosystem for fitness equipment is launched after £300,000 funding boost
Orbit4 is the first digital ecosystem that manages and facilitates the entire commercial fitness product cycle.
Featured supplier news
Featured supplier news: INEOS: The future of hand-sanitising
As gyms begin to reopen, cleanliness and hygiene remain an essential part of ensuring staff and members are confident to return.
Featured operators news
Featured operator news: Everyone Active generates £342m in social value
Award-winning leisure operator Everyone Active generated £342million in social value at its sites across the country in 2019/20.
Featured operators news
Featured operator news: Being active helps Parkwood Leisure customers save the NHS £16m
Parkwood Leisure, one of the UK’s leading public leisure facilities operators, helped prevent more than 7,000 cases of stroke, dementia, depression and type 2 diabetes in 2019, saving the NHS £16 million, a new social value report has shown.
Company profiles
Company profile: Octane Fitness UK
A global innovator of innovation and variety in fitness equipment, Octane Fitness, a True Fitness ...
Company profiles
Company profile: fibodo Limited
fibodo is the digital solution helping people lead healthier and happier lives. From grassroots individual ...
Supplier Showcases
Supplier showcase - Funxtion
Catalogue Gallery
Click on a catalogue to view it online
Directory
Independent service & maintenance
Servicesport UK Limited: Independent service & maintenance
Trade associations
International SPA Association - iSPA: Trade associations
Architects/designers
Zynk Design Consultants: Architects/designers
Hydrotherapy / spa fragrances
Kemitron GmbH: Hydrotherapy / spa fragrances
Skincare
Comfort Zone - Davines S.p.A: Skincare
Lockers/interior design
Fitlockers: Lockers/interior design
Fitness equipment
Precor: Fitness equipment
Wearable technology solutions
MyZone: Wearable technology solutions
Flooring
Total Vibration Solutions / TVS Sports Surfaces: Flooring
Exercise equipment
Pendex Fisio S.L.: Exercise equipment
Property & Tenders
Pendine Sands, Carmarthenshire
Carmarthenshire County Council
Property & Tenders
Diary dates
13-14 Jun 2021
Online,
Diary dates
01-04 Jul 2021
Expo Centre & Riviera di Rimini, Italy
Diary dates
18-19 Sep 2021
Locations worldwide,
Diary dates
21-24 Sep 2021
Messe Stuttgart, Germany
Diary dates
28-29 Sep 2021
ExCeL London, London, United Kingdom
Diary dates
04-07 Nov 2021
Exhibition Centre , Cologne, Germany
Diary dates
01-07 Dec 2022
tbc, Dunedin, New Zealand
Diary dates

features

Top talent

Fitness operators savvy enough to financially reward exemplary exercise instructors benefit from strong retention and membership rates. Finlay Macdonald from Les Mills shares his insights

Published in Health Club Handbook 2020 issue 1
Instructors are central to the success of fitness clubs as group classes become increasingly popular
Instructors are central to the success of fitness clubs as group classes become increasingly popular

If a single great instructor can attract and retain hundreds of members to a health/fitness club over time, it stands to reason that a team of instructors can transform an entire club’s future. Conversely, a club that ignores or undervalues instructor quality risks alienating members and undercutting its own financial performance. Yet many clubs continue to do just that.

INVEST IN INSTRUCTORS
According to research white paper The Impact of Instructor Quality In The Physical Activity Sector (May 2019), many club operators are still failing to grasp the true impact great instructors can have on performance – and weakening their bottom line as a result.

Prepared by Les Mills and not-for-profit health body ukactive, the white paper pulls together insights from a range of fitness industry experts, including mainstream and boutique operators, academics, training providers and multiple industry bodies.

The report also looks at relevant in-club examples where operators saw class attendances and retention rise markedly after investing in greater training and pay for instructors.

The white paper delivers five key insights for club operators:

1 Instructors continue to play a central role in the success of clubs, from member retention to marketing. Many members are more loyal to their favourite instructor than to a facility.

2 Group workouts are key to the future of clubs: classes are a major selling point for the new generation of gym members, with 52 per cent of millennials and 50 per cent of Gen Z members engaging in group workouts to enjoy the social benefits of ‘the group effect’.

3 Development of ‘soft skills’ should not be underestimated: the industry must close the skills gaps at the qualification level and invest in quality in-house training and CPD for instructors.

4 Rewards and recognition: while pay is not all that instructors care about, rates have barely increased in 20 years and remain a significant motivator (or demotivator). Operators should explore ways to reward their instructors, not just through increased pay, but also by investing in education and other nonfinancial rewards.

5 Retaining high-quality instructors remains significant for clubs: they possess up-to-date and first-hand insights into the member experience, which operators can harness to understand and improve the member experience and boost retention.

INSTRUCTORS PAY DIVIDENDS
“Instructor pay remains one of our sector’s biggest challenges and it’s where boutiques have stolen a march on traditional clubs,” says Phillip Mills, Les Mills International Executive Director.

“US$27 is still the average instructor fee per class in a traditional club – this has barely changed since the 1980s. It’s difficult to recruit a new generation of rock star instructors when personal training and boutiques pay two to three times as much.”

But Mills says there’s a win-win solution that links pay to qualifications and results. In August 2019, Les Mills launched its new Group Fitness Management (GFM) training programme which shows in detail how clubs can achieve just that.

The GFM programme notes that, firstly, current challenges have to be acknowledged. Instructors in traditional clubs are often paid considerably less than the average hourly fee charged by personal trainers, which is exacerbated when you factor in the travel, preparation and set-up time group fitness instructors must invest in, delivering their classes for no extra pay.

This issue makes it increasingly difficult to attract new talent into the fitness industry. The 2018 IHRSA European CEO Study Report surveyed 86 European health club leaders and found that recruiting and retaining great people was still their number one challenge. The resulting smaller talent pool intensifies competition among clubs and drives up the market value of those standout group fitness instructors who can pull in hundreds of loyal followers each week, driving substantial extra revenue for their club.

This effect has been amplified by the boom in boutique gyms, which have thrived by focusing on specialised group fitness experiences and charging upwards of US$50 per class. These higher margins have allowed them to better reward top talent, with standout boutique instructors able to command upwards of US$100 per class.

HANG ONTO INSTRUCTORS
So what can traditional health clubs do to better remunerate their top instructors and ensure they aren’t snatched away by boutiques in this highly competitive market?

1 SUPERSIZE THE STUDIO
One of the biggest untapped assets for traditional clubs is the space they have to create a jumbo group exercise studio. Research has shown that the studio is the most profitable area of the club when built at the right scale (see Figure 1), so those clubs willing to be bold can yield impressive results. Adding virtual classes into the programming mix can also help spread usage and provide off-peak class options for members.

2 PAY ON PERFORMANCE
By unlocking the economies of scale that come with a bigger studio, clubs can afford to properly pay top instructors and counter the threat of them being poached by boutiques. Either way, clubs can still incentivise instructors with pay related to how well they fill their classes.

Packed classes mean more members joining and staying for longer, with increased revenues allowing greater investment in instructors. In turn, they’re more likely to invest time and effort marketing their classes through their own social media channels.

3 INVEST IN THE TEAM
Club operators are already seeing strong return on investment from focusing on instructors, as evidenced by UK chain Village Gym.

Village’s 30 high-end health clubs saw class attendances jump by up to 40 per cent thanks to a recent focus on upskilling group fitness instructors through Les Mills Advanced Training. Member retention also went up (by an average of 5-10 per cent per month), as did referrals, meaning the better-qualified instructors could receive higher rates of pay. In turn, this led to better instructor engagement and a long list of talented trainers eager to join the Village Gym team.

4 SMART TIMETABLING
For those limited by space, there are timetable opportunities to unlock extra cash and reward top instructors.

For example, research has shown that indoor cycling is the most lucrative activity (per square metre) – and it’s one of the hottest categories among consumers.

Findings from the 2019 Les Mills Global Consumer Fitness Survey (involving 12,000 fitness consumers across 22 countries) indicate that 20 per cent of global consumers are doing or would consider doing indoor cycle classes.

5. MONEY ISN’T EVERYTHING
Even with the best will in the world, a fitness/health club’s budget can’t always stretch to accommodate increased rates of pay for group fitness instructors. But there are still many other options a club can take to ensure their instructors feel valued and rewarded.

Motivation is the fuel that fires a high-performing group fitness team. Uniting them under a powerful purpose, setting challenging goals and building camaraderie through social activities in another way to add a strong sense of fun to a team’s journey.

Rewarding high performers with opportunities for training and development can also help spark a continuous cycle of improvement. Finally, one of the commonly overlooked factors in motivating a team is simply serving as a good coach who clearly cares about growing their skills and developing them.

THE BOTTOM LINE
In summary, there are a variety of ways clubs can leverage instructor quality to improve both the instructors’ own experience and improve the health of the overall business. Instructors are an integral part of the brand. Pay will continue to be an issue – and must be addressed wherever possible – but working together to nurture a stronger culture and better environment for group class instructors will benefit customers, the club’s brand, and ultimately the bottom line of your club.

"Instructor pay remains one of our sector’s biggest challenges and it’s where boutiques have stolen a march on traditional clubs"
– Phillip Mills, Les Mills International Executive Director
Finlay Macdonald is the Content & Comms Director at Les Mills International. [email protected]
www.lesmills.com
Sign up here to get HCM's weekly ezine and every issue of HCM magazine free on digital.
Class instructors can share their up-to-date and first-hand insights into the gym member experience
Class instructors can share their up-to-date and first-hand insights into the gym member experience
Operators should reward group class instructors by investing in
their education and training
Operators should reward group class instructors by investing in their education and training
Incentivise instructors with pay related to how well they fill their classes to encourage social media engagement
Incentivise instructors with pay related to how well they fill their classes to encourage social media engagement
https://www.leisureopportunities.co.uk/images/2020/176564_161717.jpg
Finlay Macdonald from Les Mills explores how to make the most of your finest group exercise instructors. Armed with enough influence to positively boost membership numbers, it’s vital to reward, train and value your best in class
fitness, fitness operators, group exercise, instructors, les mills, gyms
Latest News
The government needs to urgently set out its plans to support physical activity and fitness ...
Latest News
Glofox will begin offering health clubs, gyms and fitness studios instant access to financing, following ...
Latest News
Hong Kong-based Bricks Group has revealed plans to launch its health club chain, U Time, ...
Latest News
A £30m luxury leisure development scheme which has been more than a decade in the ...
Latest News
Apple has previewed its much-awaited watchOS 8, the operating system for its Apple Watch. The ...
Latest News
Chinese health club chain Supermonkey has finalised a series E funding round, valuing the company ...
Latest News
Gymbox has signed a partnership agreement to provide members of flexible workspace provider WeWork with ...
Latest News
The number of health club members returning to gyms since lockdown has beaten all expectations, ...
Latest News
The Jumeirah Group has reopened the 186-room The Carlton Tower Jumeirah, in the heart of ...
Latest News
David Lloyd Clubs has enrolled former Labour Party deputy leader Tom Watson to help raise ...
Latest News
TRIB3 has secured a franchise deal which will see it open 20 studios across Belgium, ...
Opinion
promotion
While much of the fitness industry has reopened its doors across the UK over the past weeks, many members are yet to return.
Opinion: Re-engaging your post-lockdown absent members
Featured supplier news
Featured supplier news: First digital ecosystem for fitness equipment is launched after £300,000 funding boost
Orbit4 is the first digital ecosystem that manages and facilitates the entire commercial fitness product cycle.
Featured supplier news
Featured supplier news: INEOS: The future of hand-sanitising
As gyms begin to reopen, cleanliness and hygiene remain an essential part of ensuring staff and members are confident to return.
Featured operators news
Featured operator news: Everyone Active generates £342m in social value
Award-winning leisure operator Everyone Active generated £342million in social value at its sites across the country in 2019/20.
Featured operators news
Featured operator news: Being active helps Parkwood Leisure customers save the NHS £16m
Parkwood Leisure, one of the UK’s leading public leisure facilities operators, helped prevent more than 7,000 cases of stroke, dementia, depression and type 2 diabetes in 2019, saving the NHS £16 million, a new social value report has shown.
Company profiles
Company profile: Octane Fitness UK
A global innovator of innovation and variety in fitness equipment, Octane Fitness, a True Fitness ...
Company profiles
Company profile: fibodo Limited
fibodo is the digital solution helping people lead healthier and happier lives. From grassroots individual ...
Supplier Showcases
Supplier showcase - Funxtion
Catalogue Gallery
Click on a catalogue to view it online
Directory
Independent service & maintenance
Servicesport UK Limited: Independent service & maintenance
Trade associations
International SPA Association - iSPA: Trade associations
Architects/designers
Zynk Design Consultants: Architects/designers
Hydrotherapy / spa fragrances
Kemitron GmbH: Hydrotherapy / spa fragrances
Skincare
Comfort Zone - Davines S.p.A: Skincare
Lockers/interior design
Fitlockers: Lockers/interior design
Fitness equipment
Precor: Fitness equipment
Wearable technology solutions
MyZone: Wearable technology solutions
Flooring
Total Vibration Solutions / TVS Sports Surfaces: Flooring
Exercise equipment
Pendex Fisio S.L.: Exercise equipment
Property & Tenders
Pendine Sands, Carmarthenshire
Carmarthenshire County Council
Property & Tenders
Diary dates
13-14 Jun 2021
Online,
Diary dates
01-04 Jul 2021
Expo Centre & Riviera di Rimini, Italy
Diary dates
18-19 Sep 2021
Locations worldwide,
Diary dates
21-24 Sep 2021
Messe Stuttgart, Germany
Diary dates
28-29 Sep 2021
ExCeL London, London, United Kingdom
Diary dates
04-07 Nov 2021
Exhibition Centre , Cologne, Germany
Diary dates
01-07 Dec 2022
tbc, Dunedin, New Zealand
Diary dates
Search news, features & products:
Find a supplier:
Active IQ
Active IQ