Health & Fitness Draft Schedule

Chairs:            Larry Mestel, JCC of Louisville 
Patty Simonson, JCC of Greater Buffalo
Institute Staff:            Anthony Slayen

Sunday, March 11, 2007

2:00 p.m.           

Institute #1
Creating a Fitness Community - Staff

How to Compete with Your Local Clubs
Faced with a new or existing competitor? Maybe one of the big boys is coming into your marketplace? Don’t panic! Instead, act from strength and remember what got you to where you are and build from there. As a JCC we must consistently reinvent ourselves, invest in staff and work on a customer delivery system that is second to none. Learn from someone who’s been both a club owner and an industry supplier how to remain on top of your game, be the king or queen of community outreach, make your fitness center a fun environment and know your – and your competitors strengths and weaknesses.
Presenter: Sal Pellegrino, Precor

Monday, March 12, 2007

11:15 a.m.                       

Institute #2

Fitness as a Business - Selling Fitness
Today's fitness professionals must have a good balance between cutting edge training knowledge and business building knowledge.  Unfortunately, most training certifications and exercise degrees don't focus on the basics of building one's business.  In this session, trainers will learn:
·        Why selling isn't a dirty word, but rather selling is simply educating.
·        How to develop rapport for the sales situation.
·        How to identify the needs and wants of a prospective client
·        How to create powerful presentations for selling more services and making asking for the money easy.
·        How to generate powerful, pro-active referral basis.
Presenter: Casey Conrad

4:00 p.m.           

Institute #3

Building Bridges in Customer Service with Membership and Fitness
What fitness industry trends say about a marriage of Membership and Fitness.
The “TO relationship” between Membership and Fitness.
Competitive Action Steps for your JCC.
Presenter: Michael Scott Scudder

7:00 p.m.           

Institute Dinner [shared cost]

Tuesday, March 13, 2007

10:00 a.m.           

Institute #4

Creating a Profitable Partnership with Membership and Fitness – with Membership Institute
What’s going on now in most JCC sales efforts – why it needs transforming.
Closing a sale – why the partnership is necessary.
Competitive Action Steps for your JCC.
Presenter: Michael Scott Scudder

1:30 p.m.                       

Institute #5

Benchmarking: What? So What? and Now What?
Making Your Fitness Department Excellent: Is excellence in your department having more users? Having satisfied users? Balancing your budget?

In the past two years, JCC Association through its Mandel Center for Excellence in Leadership and Management has begun extensive research in determining what makes a JCC and specifically the Fitness department excellent.
Information and data will be presented from the 22 JCC studied that will help you to determine what you need to do to serve your current users and establish the best approach to reach new levels of excellence.  You will answer the question – now what will I do!
Presenter: Alan Goldberg, Vice President, JCC Association, Mandel Center for Excellence in Leadership and Management

3:30 p.m.           

Institute #6

Motivating Peak Performance through Effective Employee Evaluation
Motivating employees to reach their peak level of performance is a critical challenge for every manager. This session will focus on how to show employees the way, join them on the journey and ensure they reach their destination. It will show you how to create a job profile, tie job descriptions to business objectives, establish clear and measurable goals, and develop an evaluation instrument.
YOU’LL LEARN HOW TO:
• Create a job profile.
• Tie job descriptions to business objectives.
• Develop clear and measurable goals.
Presenter: Jordan Shenker, Executive Director, Weinstein JCC, Richmond VA

Wednesday, March 14, 2007

10:00 a.m.           

Institute #7

Challenges for JCC Fitness Centers
As the fitness industry evolves, fitness centers within JCC’s must evolve and adapt as well. This session will address current and future challenges facing JCC fitness centers, and will specifically address the challenges reported from 25 JCC fitness directors and managers in a recent JCCA survey, including:
- Differentiating your JCC Fitness Center from the competition
- Increasing member retention by creating deeper member connections
- Driving revenue by building value into ancillary services
- Making the most with what you have - You may have more than you think!
Presenter: Tom Nelson, Director of Community Centers, Club One Inc.

12:00 p.m.                       

2007 Professional Conference Concludes