|
|
Over the years we have had numerous articles published in the industry's trade magazines. This is a compilation of some of those articles. New articles are added as they appear and as we sift through all of our archives and find them.. |
Opening a Gym? Make Sure you put it in the Right Place! Terry Van Der Mark The single most important task in the development phase of any club project is proving the validity of the business concept, in other words, will the demographics support a facility that will elicit an optimal Return on Investment (ROI). This process must begin with a comprehensive market... The Five "C"s of Lending When seeking assistance with financing, most lender use the Five C's to evaluate an applicant. A commercial bank, mortgage company, SBA lenders, Business Development Finance Corporation and other forms of micro loan programs available bases credit decisions on the evaluation of the following five (5) "C"s that pertain to the loan applicant. These 5 "C"s are defined ... Planning for Financing A company's cash flow can be more important than the profits or losses that are reported in its financial statements. It is not unusual that a business fails even though it experiences great demand for its products or services, is profitable, and has a promising future. Sometimes the failure results from ... The Health Club Environment Terry Van Der Mark Whether or not a health club will survive in today’s market will depend on one factor, the person in charge. In order for someone to become a leader, it requires more than a title and the sensation of power. The person in charge must set the example each and every day, they must act the best... Tracking the Sale Terry Van Der Mark I entered a friend’s apartment and walked into the kitchen head-on into a counter top completely covered with ants. Not only was the counter covered but the trail of ants heading up the wall to a hole in the roof was packed tighter than the Los Angeles freeway on a Friday afternoon... Listening Skills for Salespeople Terry Van Der Mark Did you ever notice that the more someone talks, the less likely you are to continue listening? Some salespeople are just plain confused. They think that to be a good salesperson they need to be a slick-talking pitchman who can rattle off presentations and “control” a conversation. The Front Desk Terry Van Der Mark Club owners and managers haven't yet come to the realization that the front desk staff is the most important staff in the club. Who is the one person in the club that sees every member every day? Who is the one person in the club who has a hand in every sale? Who is the one person ... Receivables Never Lie/Cash Flow Management Thomas Plummer and Terry Van Der Mark A receivables-based financial structure is what health clubs today need to survive. In other words, a club doesn’t really want to collect a lot of cash up front and instead should focus on collecting monthly dues on a consistent basis. In our philosophy, a club is not defensible if it collects more... We Cost More and ...We’re Worth It! Terry Van Der Mark I was in a club the other day visiting a client. I got there early and was waiting for the owner to arrive. Usually, if it’s my first time visiting a club and I don’t know the staff, I’ll pretend to be a prospect and ask for a tour. I like to throw in the typical questions, comments and objections into... Bridge the Gap with Visual Imagery Terry Van Der Mark To paraphrase Earl Nightingale, "Whatever the mind of mind and conceive and believe, it can achieve." Powerful words, to be sure, as they relate to success and setting and reaching goals. If you can visualize already having attained your goal, you'll be able to reach it. If you say, "Sure... The Prospect Follow-up Terry Van Der Mark The United States Ryder Cup golf team this year pulled off the greatest comeback ever in the history of that competition. The most a team had previously ever come from behind on the final day was two points down, and the US was four behind, essentially needing to win eight and ... |
Articles |
Articles |