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Fall 2014The Industry Guide for Fitness Facility Management UNDER ONE ROOF The man behind the resurgence of Stairmaster and Schwinn sets his sights on Nautilus see page 6PRESORTED STANDARD WALLY BOYKO PRODUCTIONS , INC. U.S. POSTAGE PAID P.O. Box 2490 MEDFORD, OR WHITE CITY, OR 97503 PERMIT NO. 40 CHANGE SERVICE REQUESTED

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CONTENTS FALL 2014CHECK OUT OUR FREE ON-LINE VERSIONS OF NATIONAL FITNESS TRADE JOURNAL AT NATIONALFITNESSTRADEJOURNAL.COM 6 The Man Responsible for the Resurgence of StairMaster and Schwinn National Fitness Trade Journal Sets His Sights on Nautilus (541) 830-040010 VersaClimber Ultra HIIT Group Training Publisher Positioned to Energize Clubs Wally Boyko Productions, Inc. Associate Publisher Meshelle Boyko14 Adaptive Motion Trainers Editor Raise the Bar for In-Club Fitness Ronnie Boyko18 Art Direction There’s Nothing Like The XPT Trainer Advent Media adventmedia.us Associate Editors Ashley Boyko-Mattos Richie Boyko22 New Functional Training AbCoaster Machine National Advertising MGR.26 Meshelle Boyko Asst. Advertising Manager Gymtropolis Reverse Auction Jim Clark30 MNFsS. FBitVneicsse®PrUeSsAidCeonotrdinator Take Command Of Michelle Thomson Your Entertainment Controls Contributing Photographers Sami Vaskola, Matt Shepley, Carl Thygesen, Wally Boyko Jr.34 You Don’t Always Need a Ring The National Fitness Trade Journal is published quarterly (four to Get Engaged times a year with an exclusive Trade Show Issue (July) for $25 per year by Wally Boyko Productions, Inc. A California38 Corporation, P.O. Box 2490, White City, OR 97503. Editorial g’Eco: Practical Sports Flooring contributions must be accompanied by return postage and will Made Accessible be handled with reasonable care; however, the publisher is not responsible for unsolicited materials of any kind. Any material42 Risk Management Tip: accepted is subject to such revision as is necessary to meet Fire Your Problem Member! requirements of this publication. The act of mailing material46 shall constitute an express warranty by the contributor that Are You Playing Hard to Get? the material is original and in no way an infringement upon the rights of others. Reproduction of this magazine in part or whole without consent, is prohibited. Send subscription inquiries and address changes to National Fitness Trade Journal, P.O. Box 2490, White City, OR 97503 Phone (541) 830-0400 Fax (541) 830-0410. Wally Boyko Productions, Inc., does not endorse advertised products or services represented in this magazine. Furthermore, WBP is not responsible for any warranties or manufacturer claims of product performance.4 NATIONAL FITNESS TRADE JOURNAL

FALL 2009 | 5

The Man Responsible for the Resurgenceof StairMaster and Schwinn SetsHis Sights on NautilusFive years ago, Michael Bruno ran a successful The team bringing Nautilus back to the market: L–R:consumer and retail fitness manufacturing Dustin Grosz, President, StairMaster; Jon Thorsell,business. His company, Xiamen, China-based Vice President of U.S. Direct Sales; Michael Bruno,Land America, was producing products for Core Owner; Merrill Richmond, Vice President of Sales andothers. Marketing.Today, Bruno and his team have put together The story begins in 2009. Encouraged by then-Nautilus Inc.an unmatched collection of commercial fitness Vice President of Operations Dustin Grosz, Bruno acquired thebrands – StairMaster, Schwinn and Nautilus – StairMaster product portfolio and the licensing rights to Schwinnat a second factory in Independence, Virginia. for indoor cycling from the publicly traded holding company Nautilus Inc. Bruno placed these assets into a new entity, Core Fitness, and Grosz joined as president and CEO. “Being backed by a guy who had successfully built a manufacturing business gave StairMaster and Schwinn a real6 NATIONAL FITNESS TRADE JOURNAL

boost,” Grosz said. “We shared a Grosz recalled. “Carbon Blue has acommon viewpoint: get the product mix profile shaped like teeth that giveright, align production, and focus on the rider a road sensation just likequality and service. With that backbone the Schwinn chain. The belt is alsoin place, we could turn up the product incredibly tough. It won’t stretch – wedevelopment and sales engine.” pulled a 17 ton tractor trailer truckThe turnaround needed to support with one -- there’s no maintenancethe “under new management” required.”StairMaster and Schwinn businesses Shortly after IHRSA 2014, Brunotook only 18 months. The strengths and Grosz discussed a new endeavor,of the StairMaster and Schwinn adding Nautilus to the StairMaster andbrands - high-quality products with Virginia Governor Terry McAuliffe (cutting Schwinn brands.instant name recognition - helped the ribbon) and Jon Little, Vice President of Reports had circulated that Med-new businesses earn steady revenues Operations (right side of McAuliffe), at the Fit Systems, which purchased thethat were reinvested for additional ribbon cutting event at the Independence Nautilus factory in 2010 and licensedimprovements. Bruno and Grosz also Factory. the patents and name from Nautilusstarted work on the turnaround of Inc., was having difficulty turning theStar Trac, a full-line player that Bruno business around.acquired in 2011. “I’ve produced goods in China forWithin two years, the business was firing on all cylinders. over 20 years,” said Bruno, “and the prospect of also having aBruno, a product guy at heart, started reaching out to industry manufacturing facility in the U.S. really appealed to me.”leaders for feedback on product ideas that could help grow their “What’s unique about the team here is we know how toclub membership and improve club operations. turn around businesses in this industry,” Grosz said. “We knowBy 2012, a new product pipeline was bursting with customers care about parts and service, and we’ve built anopportunities to refresh the Schwinn indoor cycling and infrastructure over the last four years that keeps parts in stockStairMaster portfolios. and lead times down.”Work was also underway on what would become a new “With Nautilus, we felt like we could run the same playbookjewel in the StairMaster lineup – a re-engineered version of the as StairMaster and Schwinn. Plus, many of the largest NautilusTreadClimber that Nautilus Inc. launched and later removed distributors globally were doing business with StairMaster. As wefrom the market in 2006. completed our due diligence, we knew we had their support,”“‘Get the TreadClimber right’ was a constant theme,” Bruno Grosz said.recalled. “Club owners said that members loved the experience of “I told Dustin ‘If you have the heart for another turnaround,walking on the TreadClimber and it was one of the most popular let’s do it,’” Bruno said.machines. I knew that if we could get the product right, we’d give Less than four months later, the deal closed and it was timethe StairMaster brand a product to complement the StepMill and to get the factory moving again. Over 100 people were hired inStepper and create opportunities with our current customers.” the first 60 days, relationships with key vendors were forged,StairMaster’s TreadClimber 5™, nicknamed “Black Beauty” parts backlogs were slashed and new orders started to come in.because of its hammertone black finish, sleek lines and purple “We’re on track with the operational items that make upaccent colors, debuted at IHRSA 2013. Design feedback was phase one of the turnaround. Next, we’ll start work on productpositive. development,” said Grosz. “We’re a product-driven company“Veteran buyers and their service teams poked around the and we won’t rest on the Nautilus legacy. Our plans include aproduct at the show. I could tell from their reaction that we had new cardio line, new consoles and additional investments in theit right,” Bruno said. strength business.”At IHRSA 2014, StairMaster premiered the jet-black Additional investments are planned for sales and marketing.Gauntlet™, an up-featured version of the StepMill™ and the Recently, veteran sales executive Jon Thorsell joined thesixth version of the product since its initial launch. The return to organization. “I started my career at Nautilus so it’s especiallythe Gauntlet name and color scheme was a nod to the “toughest exciting to be part of this team at this time,” he said.workout in the gym” heritage and clubs’ interest in high-intensity “Nautilus is open for business,” Bruno added, “and we’reand functional movement workouts. here for the long run.”Schwinn reached another milestone with the introduction ofCarbon Blue™, the first belt drive on a Schwinn indoor cycle.“We looked at a variety of belt options but none delivered the For more information contact [email protected],authentic road feel that is so important to Schwinn customers,” (888) 678-2476, www.StairMaster.com. FALL 2014 | 7

Chemistry X-Lab Spider 1 In Motion X-L ab Spider 2 Fitness facilities all have different layouts and space constraints. X-L ab This is why Torque Fitness created X-Lab Group Training Systems that Edge can fit anywhere. Whether you have an area that is long and narrow, square shaped, along a wall, or in a corner, an X-Lab can be configured to fit your space. All can be customized with the training spaces you choose and expanded at any time. This makes it easier for trainers to conduct ever larger classes and grow revenue accordingly. No other system taps into the chemistry of an existing floor plan so seamlessly. The X-Lab Ramps Up Prof itably as Participation and Revenues Grow X-Lab Spider 1: Square Space // X-Lab Spider 2 : Narrow Space // X-Lab Edge: Corner Space www.torquef itness.com // sales@torquef itness.com // Toll Free 87 7-867-78358 NATIONAL FITNESS TRADE JOURNAL

Spinning® and Star Trac continue to be focused on solutions that grow you business, and innovation thatkeeps us in the forefront of Group Cycle design. The new Spinner® NXT Black Belt™ brings the smooth quietride of a belt to the Spinner bike family. While chain drive remains part of our heritage there is a growingdemand for the function and feel of a belt drive system and the Spinner NXT Black Belt delivers this featurein a robust, iconic design. For more innovation contact Star Trac at 877.782.7872 or [email protected] information about the Spinning Program contact Mad Dogg Athletics at 310.823.7008 (800.847.7746) or www.spinning.com FOLLOW US :©2014 Star Trac. All rights reserved. Star Trac and the Star Trac logo are registered trademarks of Core Industries, LLC. SPIN®, Spinning®, Spinner®, the Spinning® logo and eSpinner® are registered trademarksof Mad Dogg Athletics, Inc. Spinner® NXT Black Belt™ is a trademark of Mad Dogg Athletics, Inc.

VersaClimber Ultra HIIT Group TrainingPositioned to Energize ClubsAs health clubs capitalize on the popularity The “Hardest 30-Minute Indoor Cardio Program Today”of group training, and meet the demand for Members of Sirens and Titans Fitness (S&TF) in Westwood, increatively intense workouts, VersaClimber now the heart of Los Angeles, are regularly pushing their limits andoffers an ideal, exciting solution with its new enjoying exhilaration in owner Jacque DeVore’s FUBAR classesUltra High Intensity Interval Training (HIIT) group using the VersaClimber.classes, which are being implemented in clubs inthe United States. “This is like a Tough Mudder in 30 minutes – not for the faint of heart, but doable,” noted DeVore. “So far, no body has passed out or thrown up.” At S&TF, 15 VersaClimbers (in five High-Tri stations of three machines each) equip a 1,000-square-foot studio with adjustable With exercisers embracing powerful challenges such as lighting, a killer sound system and the “10 Commandments ofCrossFit and Spartan races, VersaClimber provides a unique way FUBAR,” all of which end with “Do Not Quit.” Here, DeVoreto train harder, more efficiently and more effectively in just 30 leads willing – and somewhat intimidated – participants in fourminutes – supported by a group and directed by an instructor in classes daily.a class. VersaClimber Ultra HIIT classes spark new interest andenthusiasm among members, and become a valuable revenue Attendees range from novices to hard-core athletes, andstream for clubs. to promote confidence, beginners are grouped together, with advanced students on different pods. The VersaClimber’s vertical10 NATIONAL FITNESS TRADE JOURNAL

range of motion easily adapts to any fitness level, for a supremely Ultra HIIT Superiorityversatile workout. Since VersaClimbers debuted in the early 1980s, they have been known for their total-body workouts that engage all of the major Classes consist of multiple intervals of work and rest, and muscles, have zero impact and burn four times the caloriesDeVore, a CSCS, cycling coach and avid VersaClimber user, and fat in the least amount of time, compared to traditionalvaries the length of each to challenge participants differently. cardiovascular equipment like ellipticals and stationary cycles.He provides individual coaching throughout, based on each Unlike other cardio modalities, VersaClimber requires exercisersmember’s fitness level and goal. Heart rate training also can to train vertically (versus horizontally), which creates a greaterbe implemented into classes for even greater personalization. cardiovascular challenge that can provide results faster. While everyone works at their own level, competition is Due to their effectiveness, VersaClimbers deliver workouts infostered and celebrated as participants log their total feet 30 minutes (versus 60-minute typical group exercise classes),climbed on a white board during breaks. Some classes also thereby enabling clubs to offer more classes and generateinclude team challenges among the pods. additional revenue. Furthermore, VersaClimber empowers clubs to determine how many units to floor and to design classes to meet Feedback on classes has been phenomenal, with 100 the needs of their members, rather than requiring them to commitpercent of ST&Fs FUBAR participants indicating a sense of to a pre-planned format. Clubs can create beginner and multi-accomplishment and a willingness to return. DeVore attributes level classes, utilizing the adjustable resistance to accommodatesome success to the broad appeal of a 30-minute total-body fitness levels. The compact footprint of VersaClimbers saves floorworkout to today’s busy exercisers. space. “Plus, intense intervals are very hard to do on your own, VersaClimber offers clubs co-op marketing, print advertisingso having a coach’s guidance and the camaraderie of a team and social media support for Ultra HIIT classes. And themakes this rigorous workout more manageable,” DeVore said. motivation generated by VersaClimber classes gives clubs a distinct competitive advantage in membership sales and DeVore continues to promote the FUBAR classes, however. retention.“Not everyone knows what the VersaClimber is – or they arescared to death of it and feel like it’s too hard. The reality is “This could be the new Spinning,” said DeVore. “VersaClimberthat the workout is as hard as you make it. We want people to is absolutely the best piece of cardio equipment, and exerciserscome back.” get so much physiological value in these classes.” Interest keeps growing, as ST&F’s FUBAR classes were For more information call 800-237-2271 or visit VersaClimber.comrecently featured in the Los Angeles Times and on ABC-TV in or email at [email protected]., with more national media coverage to come. At S&TF, VersaClimber classes are fee-based, by class orat a discounted package rate. DeVore is already realizing therevenue potential, particularly as new classes are added, notinga “tremendous impact” on the club. FALL 2014 | 11

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THE ALL-NEW ™BLACK BEAUTYINTRODUCING THE CALORIE KILLER.Since 1983, StairMaster® has been a legendary name in the gym, delivering a real workout and real results. Now,with the new TreadClimber5™ by StairMaster, we’re taking reliability and performance to a higher level. Our designuses proven, safe, conventional technologies – not hydraulics – to move the treadles, and it’s rigorously tested toensure durability. That means TreadClimber5 gives you quality and peace of mind, all while giving your members aworkout that’s easy on the knees, ankles and joints – but tough on calories. 1.888.678.2476 TreadClimber5.com

Adaptive Motion TrainersRaise the Bar for In-Club FitnessVersatile AMT gives personal The AMT was designed as “one exercisers to adjust stride height from 6.8trainers and operators the ability stop shop” piece of equipment, offering to ten inches in a matter of seconds. Forto create highly personalized trainers a variety of cardiovascular, example, an exerciser can go from a long,fitness experiences strength and balance programming low running stride to a high-stepping stair capabilities in a single machine. The climbing stride without breaking pace.By Erica Tillinghast, Global Education AMT combines a variable stride length ofManager, Precor zero to 36 inches with patented Precor In addition to Open Stride, Precor Open Stride™ technology, which allows is the only equipment provider to offerIn today’s quickly evolving fitness variable stride technology with inclineenvironment, club operators 10.0\"are constantly looking for gym (25cm) Level 5equipment that will set their clubexperience apart from those of 6.8\" Level 4their competitors. The versatility (17cm)of the Precor Adaptive Motion Level 3Trainer® (AMT) offers a variety ofbenefits to trainers, operators and Level 2exercisers. With the AMT, trainerscan use one piece of equipment to Level 1create highly personalized fitnessprograms for clients. In turn, 36.0\" (91cm)operators can highlight this uniquefitness experience to differentiatethemselves from their competitors. In late September, Precor will roll out HIGH STEPPING STRIDESAMT education resources and coachingtips focused specifically on familiarizingpersonal trainers on AMT trainingconcepts and key programming elements.The resources will include a newweb-based education portal on Precor.comoffering a range of tutorials for personaltrainers, covering everything from gettingclients started on the AMT to creatingeffective AMT workouts. In addition,the new site will provide resources forcreating personalized AMT regimens, withdownloadable videos and trainer tips.14 NATIONAL FITNESS TRADE JOURNAL

adjustment. The ability to adjust also cue movement styles by directing on the joints; the foot pedals on the AMTresistance and stride length enables exercisers to the patented Stride Dial™ are designed to intuitively mimic thetrainers to create targeted conditioning screen that graphically represents an movements of its users and perfectlyprograms for beginners, elite athletes, match them step for step. These designand everyone in between. For example, exercisers stride length in real time. details are important for providing a safetrainers can coach high-intensity interval The Stride Dial feature provides and adaptable workout environment totraining (HIIT) workouts by leveraging immediate feedback regarding aging club members and those who arerapid transitions, various stride styles and an exerciser’s range of motion, recovering from injuries or seeking joint-a range of resistance levels. And there is where zero to five inches is friendly exercise.no button pushing involved—it’s entirely a stepping stride, 20 to 28automatic. inches is a jogging stride, This accommodating design makes it and over 30 inches is a an essential piece of equipment for any The AMT also incorporates easy to running stride. fitness club operator and a natural fituse features that benefit not only the In addition to for personal trainers looking to integrateuser, but also personal trainers. Using delivering a highly non-impact activities into their clients’the AMT’s touchscreen console, trainers personalized and unique fitness programs.can consult the Workout Progress Panel fitness experience,to show clients which muscle groups are the AMT creates a Considering the variety of club-being used at any point during a workout. non-impact workout differentiating benefits the AMT offersThe AMT’s wide range of motion and environment operators, exercisers and trainers,training capabilities allow trainers to that is the launch of the Precor online educationdevelop workouts that accentuate different easy website will be yet another importantmuscle groups while keeping the client step in further solidifying Precor as anengaged. For instance, trainers can use industry-leading provider of state-of-thethe AMT to target upper body muscles art fitness equipment and exerciseand activate the core by making small information resources.hand position adjustments. Trainers can For more information call 1 (800) 786-8404 or visit www.precor.com.LONG RUNNING STRIDES FALL 2014 | 15

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There’s Nothing Like The XPT Trainer TuffStuff Fitness International has officially entered into an agreement with NFL veteran linebacker, Brady Poppinga, a member of the 2010 Super Bowl Champion Green Bay Packers, to produce and distribute the new XPT Trainer.“From age five, when my father first The XPT Trainer combines the ease of to lift free weights safely and efficientlyintroduced me to resistance training at use and safety of single station machines without the aid of a spotter.the rec center he still operates today, I and cable systems, with the exact samehave used almost every machine, power feel and benefits of free weights. The In addition, the XPT Trainer wasrack, guided barbell system and cable revolutionary design of the XPT Trainer designed by a pro athlete with the trainingsystem known to man”, says Brady allows the everyday fitness enthusiast needs of elite athletes in mind. AthletesPoppinga. “There has always been a will benefit from the XPT’s uniquedilemma in choosing which resistancetraining application to use too beststrengthen and develop muscle mass.Either you use single station machinesand cable systems, for their ease ofuse and high levels of safety, or, yourisk possible injury and train alone atmaximum intensity with free-weights.Unfortunately, training with machines andcable systems forces you to compromisethe optimal muscle strengthening anddevelopment that the less predictableand cumbersome free weights provide.It was always a dream of mine to finda way to combine the safety featuresof single station machines and cablesystems with the enhanced benefits offree weights” adds Poppinga, “The XPTTrainer has solved this dilemma. Thesepictures may speak a thousand words,but the results achieved while using thenew XPT Trainer are priceless!”18 NATIONAL FITNESS TRADE JOURNAL

Training explosively in all directions creates the optimal conditioning environment thatbest translates to the field or court of competition. With its efficient design, the XPT allowsyou to perform all conventional and Olympics lifts without the need of extra bumper platesand lifting platforms, freeing up training space for functional and sport specific movements that are usually performed in conjunction with power and explosive lifts.safety features, which allows the bar to include superior levels of strength, speed, by Brady and the TFI sales team. 2015be moved explosively in any direction power and explosiveness. will also see the introduction of a lowerand still “catch” itself at any position! cost consumer and Light Commercial XPTTraining explosively in all directions “Brady has created a significant unit designed for home applications. Fullcreates the optimal conditioning training tool that delivers the ability scale production of the commercial XPTenvironment that best translates to the to recreate dynamic, sport specific Trainer is slated for the middle of the 4thfield or court of competition. With its movements that enables athletes to gain quarter 2014.efficient design, the XPT allows you to dramatic results and we’re very excited toperform all conventional and Olympics be a part of this groundbreaking project”, TuffStuff Fitness Internationallifts without the need of extra bumper says Mike Ryser, TFI National Sales manufactures a complete line ofplates and lifting platforms, freeing up & Marketing Manager. “With the XPT Residential, Commercial and Youthtraining space for functional and sport Trainer an athlete can train safely and Fitness Equipment. For additionalspecific movements that are usually effectively and see immediate results on information, please contact ourperformed in conjunction with power their respective field of competition. The Sales Department at 909-629-1600and explosive lifts. The unique braking combination of the brake-safe carriage or www.tuffstuffitness.com.system on the XPT Trainer allows for safe and free-flow Olympic bar, delivers aand effective individual execution of true platform where movements like squatsexplosive lifts that most closely mimic and bench presses, can be performedcompetitive movements done on the safely by the everyday fitness enthusiastfield or court. The ultimate benefit is, the without the necessity of a spotter orathlete can perform dynamic movements training partner” adds Ryser.in the weight room that translates toimmediate results on their respective Initial plans call for the XPT Trainerfield of competition. These results to be unveiled at the Mr. Olympia Expo in Las Vegas, September 18th—20th, where a test unit will be demonstrated FALL 2014 | 19

CABLE OR SATELLITE BOX ISSUES?WE CAN CONTROL IT!Eliminate battery operated remotes and operate any cable, satelliteor IPTV set top box using the TV controls on the cardio equipmentconsole. More channels, more HD content and less expensive.Broadcastvision CABSmall device installed in Controls any cable,between the cardio satellite or IPTV setequipment console, the top box.TV & the set top box. CAB (Console Adapter Box)Battery Operated Remote Cable,Satellite or IPTV Box Eliminates battery Set top box can be operated remote located at the cardio control. equipment or up to 200’ away.Charter, Haivision, DIRECTV, Cablevision, AT&T, Dish Network, Verizon, Time Warner, Comcast, Call now for details:Brighthouse & Cox Communications are registered trademarks & not affiliated with orendorsing Broadcastvision products or services. The use of the logos are for reference only. 888-330-4283 [email protected] www.broadcastvision.com

Ask about our great lease deals! Contact: [email protected] HELIXMEMBERS LOVESure, we can tell you that the patented motion of the Helix, the onlytrue 360° lateral trainer, creates radically more muscle activation(including the glutes, inner/outer thigh and core) while training youin all 3 planes. But the simple fact is, MEMBERS LOVE HELIX,and forward-thinking clubs have figured that out. For example: “I actually love the Helix and my members love it, too. I wish I had more of them!” – Daryl Coston, Anytime Fitness, Brandywine, MD “It says a lot about the Helix that almost everyone has a smile on their face when they’re using it.” – Dick Snyder, Lifesport Fitness, Philadelphia, PA “The Helix has proven to be a good selling point with potential members.” – Amanda McFerren, Lancaster YMCA, Lancaster, PAHelixes are the Adding Helixes to your facility has never been easier.most popular new Besides being the world’s first lateral trainer, Helixcardio product at is also the most budget-friendly lateral trainerthe East Bank Club available. And, since it is self-generating,in Cleveland, OHwith virtually no maintenance, cost of ownership isamazingly low. Contact Helix today to learn moreabout our great lease offers.Hundreds of additional testimonials available at:www.helixco.com/testimonials Ask about our great lease deals! Contact: [email protected] World’s First Lateral Trainer™ 888.435.4926 (888-HELIXCO) [email protected]

New Functional Training AbCoaster MachineMany people are familiar with the was launched in 2007 and was an lean core.AbCoaster abdominal machine, immediate hit with professional trainers, While the Hanging Left Lift iswhich features a bottom-up athletes, and consumers alike. The Ababdominal movement similar Coaster took abdominal training in a whole recognized as the most effective abdominalto a hanging leg raise. The user new direction. Unlike popular traditional exercise, it is also the most difficult abkneels on a pad and pulls forward, crunches, which work your abs from the exercise to perform correctly. The exercisecontracting their abs and pulling “top down,” the Ab Coaster works your requires not only tremendous upper bodytheir knees up toward the chest. abs from the “bottom up.” For decades, strength to hang from a bar, but it alsoThe kneepad rotates around professional gymnasts and bodybuilders requires you to perform a lower abdominalso that the user can also target used the bottom-up abdominal movement contraction while lifting the entire weight oftheir obliques. The movement is – known as the “hanging leg lift” – as the your lower body. This exercise sounds harddeceptively fun, but tricks you into most effective way to develop a strong, because it is hard. In fact, for the averagea tough, effective ab workout. person, this exercise is nearly impossible. The Abs Company is launching a The Original AbCoaster CS3000new AbCoaster called the “FT model,”which stands for Functional Training.With the new AbCoaster FT model, all thebasic motion is the same as the originalAbCoaster, and a dramatically new featurehas been added: rather than needing tomove your knees together at all times onthe AbCoaster, you can now move yourlegs independently while exercising. A usercan still move their knees together whileexercising, but now a user can also movethem independently as well, which allows aperson to obtain functional training benefitsduring core exercise. Functional training has gainedenormous popularity recently, asProfessional trainers have known for yearsthat the natural movement of our bodiesis not fully reflected in traditional weighttraining equipment. Most activities of dailylife do not involve bi-lateral movement,and functional training seeks to adapt ordevelop exercises that allow individualsto perform the activities of daily life moreeasily and without injuries. One of thehallmarks of functional training is theability to move your limbs independentlywhile you exercise, which is now possiblewith the new AbCoaster FT. The AbCoaster FT is the latest evolutionof the AbCoaster product line. The firstAbCoaster, now known as the CS3000,22 NATIONAL FITNESS TRADE JOURNAL

But the Ab Coaster made of them would say “My bellythis difficult exercise possible for and waistline” or “My ABS.” Aanyone to perform correctly. Its recent IHRSA survey ranked ABweight-bearing design eliminates MACHINES as a top activity thatthe need to hang from a bar and members value the most in theirplaces the user in a comfortable Health Club, right up there withkneeling position off the floor. The treadmills, ellipticals and freeAb Coaster’s curved track guides you weights.thru a perfect lower abdominal lift Many successful Health Clubswhile eliminating strain to your neck, recognize this trend and nowback and shoulders. several national chains, includingThe distinctive feature of the Planet Fitness and Retro Fitness,original AbCoaster CS3000 is the offer a special area featuring apair of curved steel tracks that circuit of machines dedicatedthe knee pad moves along while solely to training your abs. Toexercising, giving the product support Health Clubs in theirits “roller coaster”-type look and efforts to fulfill this need, The Absfeel. A few years after launch, the Company has developed a conceptAbCoaster design team built a called the “Core Strength Zone”new machine to perform the same that features innovative productsexercise but without the use of the such as the Ab Coaster, Ab Solocurved steel tracks. The AbCoaster and Abs Bench. The FT will be aCTL is completely “trackless” great addition to this area as welland allows the user to perform a when it hits the market later thisbottom-up abdominal exercise in The Tracks Are Eliminated and the AbCoaster CTL is Born year. Now when your membersa similar manner to the AbCoaster and prospects tell you they want3000. Without the tracks, the CTL The emergence and popularity of the to work on their Abs you can bringuses a frictionless resistance system to entire AbCoaster product line underscores them to a dedicated Ab area in your facilityprovide similar results. The motion is very a basic truth about Health Clubs and why that is branded, uniform and gives themeasy to perform for any user, including people join. Core training in Health Clubs exactly what THEY want - a great place torehab and de-conditioned patients. By is an important reason why members train their abs and work on their waistline!eliminating the tracks, the CTL is also join their club in the first place. If youeasier to maintain for Club owners. were to ask your members which body part they want to improve this year mostFunctional Training Gains Popularity andthe AbCoaster FT is BornWith the rise in popularity of functional For more information calltraining in Health Clubs, the AbCoaster 866-219-5335 or visit   www.design team went to work on making t h e a b s c o m p a n y. c o m   o r e m a i l a new product that would respond to [email protected]. the changing desires of trainers andclub members. Starting with thebasic CTL, the designers divided theunitary kneepad into two kneepads,making the AbCoaster FT the latestevolution in abdominal training fromThe Abs Company. Working your corein an alternating motion with either legprovides functional training benefits thatare not possible with either the CS3000or the CTL. FALL 2014 | 23

We Have Over 20 Years ofFlooring Experience Under Our Feet… …That’s why, when it comes to choosing the right flooring for their facilities, health and fitness clients worldwide trust Centaur Floor Systems to do the footwork for them. Centaur steps to the task with a vast selection of high quality brands in floor coverings that stand up to your demands. Call a flooring expert now at 800-536-9007 or hop online to CentaurFloors.com for more information.

“Quality that makes you strong”Cemco Solid Urethane Dumbbells Cemco Urethane Plates● Urethane Encased Dumbbells w/ 5 year ● Integrated Symmetrical Hole Pattern warranty ● Laser Engraved Logo ● Kilo Marking● 32mm Hard Chrome Handle w/ Medium ● High Commercial Grade Knurl ● Narrow Flange● Custom Center Logo Available “The new generation of Cemco● 5-125 x5lb Inc & 7.5-52.5lb Inc Product has arrived. Settle only for the best”Cemco Pro Style Urethane Dumbbells● Featuring 32mm American Made Hard Chrome Handle● Torqued to 130 P.S.I, 2B grade Alloy Bolts and secured locking Compound● Rubber Encased End Plates.● Pro Style Dumbbells are available in the following increments 5-150lb 5lb Increments and 7.5-52.5lb 5lb Inc.● Pro Style Urethane Barbell Sets are also available in 20-115lb in 5lb increments. “Designed and Assembled in the U.S.A”

Gymtropolis “Our goal in creating Gymtropolis isReverse Auction to provide a marketplace and community that enhances the fitness industry byFinally! A better way to compare and making fitness commerce faster, easier,purchase all your gym needs and more efficient for fitness facilities and suppliers,” Schupp explains.Brad Schupp knows a thing or two about the fitness industry. As asuccessful fitness professional for the last 30 years, his commitment We accomplish that goal withto innovation and passion for problem-solving providing the stepping several key features, such as thestones of his entrepreneurial journey. Building on Brad’s experience reverse auction. Much like travel sitesworking with StairMaster, gave him a solid foundation to build on as Expedia and Priceline revolutionizedhe launched the original parts and product support company out of booking travel, the Gymtropolis freehis garage which has evolved over the years into Sportsmith. Schupp’s reverse auction accomplishes anddecades of experience shed light on a new opportunity to add value revolutionizes purchasing exerciseand enhance the fitness industry. Together with his son Aaron, and equipment, fitness products, supplieshis daughter Elise Hopper, Schupp launched out on his newest and and services for fitness professionals.perhaps boldest business venture to date: Gymtropolis.com. One post, multiple bids, one great offer. Everybody wins! Schupp expects Gymtropolis to transform the way that health clubs, fitness facilities and trainers purchase their equipment, as well as the way that fitness service providers and suppliers sell their products and services. At the core of the Gymtropolis website is an innovative reverse-auction system (think EBAY, but reversed) which allows health clubs to enter a bid request for the products that they need. This request is then automatically pushed to relevant suppliers in the Gymtropolis network to allow them the opportunity to bid on the requested item(s). This allows health clubs to quickly and efficiently comparison shop without taking up too much time or effort. Gymtropolis will also provide fitness clubs owners with a traditional auction- style format, as well as individual store setups to allow health clubs to shop at their own convenience. “We have crafted a better, faster and more efficient method to buy all of the best products, supplies, equipment and26 NATIONAL FITNESS TRADE JOURNAL

services that any fitness facility will need to daily basis – google search marathons process of navigating multiple sites tosucceed. Utilizing Gymtropolis unlocks the to find exercise equipment, fitness find the best products.door to high productivity for facility owners, products, supplies and service providers.managers, fitness directors, operations This problem is resolved by consolidating “In addition to our Marketplace, wemanagers and personal trainers.” the leading suppliers, brands and service think the Gymtropolis social network providers in the fitness industry into the may prove to be the greatest value to “Our mission at Gymtropolis is Gymtropolis Marketplace, a robust, one- the fitness community. We’re currentlyto add value to fitness community. stop resource. developing a dynamic social communityWe’re committed to helping our fellow for fitness professionals to collaboratefitness professionals maintain their Simply stated, Gymtropolis provides and exchange ideas and information...allfitness facilities in the most efficient easy and efficient comparison shopping geared towards the effort to build a betterand cost-effective ways possible. which enables fitness professionals to fitness industry,” exclaims Schupp.Gymtropolis enables club owners to research and purchase similar fitnessfocus on the other aspects of developing products from various suppliers, without “I really love the community aspectbetter facilities and services for their having to navigate through an exhaustive of the vision for Gymtropolis. It’s verycommunity,” Schupp states. list of websites. This method results in appealing and makes you feel like you are a purchasing process that’s faster, easier not alone when it comes to the headaches Gymtropolis solves the problem club and more efficient than the antiquated of trying to find the right equipment at theowners and operators face on an almost right price. The site is easy to navigate and very self explanatory. I feel like the“Gymtropolis helped me find a cardio, strength, Gymtropolis team has a great feel on theand free weight gym package to get my new fitness pulse of the fitness industry.” Patrick,center completed. The website is easy to use Hallock Owner, CrossFit Vitaland features multiple resources for gym owners.I recommend Gymtropolis to anyone looking for a Additional user-friendly features ofone stop fitness shop.” Gymtropolis include product and vendor reviews by fitness facility colleagues and- Steve Blackburn, Elite Fitness Training Studio peers. Rewarding suppliers for a fair exchange in value on products based on quality, customer service, and not just the best price, is a winning combination for fitness facilities and suppliers alike. Additionally, suppliers benefit from the Gymtropolis marketplace by receiving relevant product requests from highly qualified buyers. For more information about Gymtropolis, please visit gymtropolis.com. Elise Hopper - Director of Marketing and Sales 918.943.6677 [email protected] Social: fb.com/Gymtropolis / @GymtropolisElise Hopper, Brad Schupp & Aaron Schupp FALL 2014 | 27



PHONE: 800-668-2340 www.theinsuranceguy.comFAX: 303-800-05482425 S YANK CIRCLELAKEWOOD, CO 80228 Ken Reinig, President Tiffany White Sales & MarketingCOMPLETE INSURANCE SOLUTIONS FOR THE FITNESS INDUSTRY• Health Club Property • Personal Trainer • Equipment Manufacturers• Liability & Work Comp • Liability • Product LiabilityKen Reinig and his team have been insuring the health club industry for over 20 years.If you would like to partner up with the industry’s leading risk management specialistand probably save some money on your insurance premiums, give Ken or Tiffany acall at 800-668-2340. Or drop them an email at: [email protected] or [email protected]

Take Command OfYour Entertainment ControlsIntroducing an easy-to-connect device that empowers cable and satellite set topboxes and eliminates battery operated remote requirements on cardio equipment.Due to a FCC ruling early CABLE OR SATELLITE BOX ISSUES?this decade allowing cable WE CAN CONTROL IT!companies to encrypt signalsto provide more HD content, Eliminate battery operated remotes and operate any cable, satellitemany content providers now or IPTV set top box using the TV controls on the cardio equipmentrequire a set top box and a console. More channels, more HD content and less expensive.battery operated hand-heldremote control for each piece Broadcastvision CABof cardio equipment.“This set up is frustrating for club owners, Small device installed in Controls any cable,managers, and exercisers as it creates a between the cardio satellite or IPTV setbunch of issues from a customer service equipment console, the top box.standpoint,” says Mark Blake, COO of TV & the set top box.Broadcastvision. “It’s a frustration that CAB (Console Adapter Box)the exerciser can no longer control theTV using the console controls. Also, the Battery Operated Remote Cable,Satellite or IPTV Boxremote presents hygiene issues, logisticschallenges like maintaining batteries, and Eliminates battery Set top box can bealso leaves members wondering where to operated remote located at the cardiopoint it to change their channel and not control. equipment or up totheir neighbors,” says Blake. 200’ away. The solution to these issues and Broadcastvision CAB Call now for details:more is the Broadcastvision CAB(Console Adapter Box) or an attached Charter, Haivision, DIRECTV, Cablevision, AT&T, Dish Network, Verizon, Time Warner, Comcast, 888-330-4283Broadcastvision Universal Controller. Both Brighthouse & Cox Communications are registered trademarks & not affiliated with oroptions are easy to install and provide endorsing Broadcastvision products or services. The use of the logos are for reference only. [email protected] value. The CAB is specific to cardiowith TV button controls. The Universal www.broadcastvision.com Controller replaces attached legacy The CAB, about the size of a stack of controllers from various companies. Both business cards, fits between the cardio devices communicate directly with the equipment console, the TV and the cable set top box to eliminate the lowly battery or satellite box to turn the console button operated remote control. commands into cable and satellite box30 NATIONAL FITNESS TRADE JOURNAL

commands. With the control issue solved, models from AT&T, Cablevision, Charter, and satellite boxes, content providersclub owners can rely exclusively on cable Comcast, Cox, DirecTV, Dish, Enseo, can offer more channels and HD contentand satellite boxes to provide exercisers Haivision, TimeWarner, and Verizon VIOS at less cost.more channels, including more HD content. among others, plus some overseas providers. Broadcastvision Entertainment For facilities that have cardio Will the CAB and the Universal Controller is a pioneer and leading marketequipment with attached controllers operate more than Broadcastvision TVs? innovator in the fitness entertainmentthe exclusive Universal Controller is the YES, they are used across all brands industry and a complete sourcesolution. The Universal Controller also of fitness screens including those TVs for fitness entertainment includingeliminates the battery operated remote integrated into the console. Call for details FM / 900MHz Wireless, Smart-control and provides additional features or visit www.broadcastvision.com. Phone-enabled local audio fromincluding menu-navigation of the cable and AudioFetch, Large Screen TVs,satellite boxes. How does the CAB enable more channels Sound Systems, Digital Signage, and more HD content? Branded Music, Messaging andWill the CAB and Universal Controller Some facilities have expensive channel- Personal Viewing Screens. To contactwork with all set top boxes? limiting head-end modulation equipment. Broadcastvision Entertainment, visit With the CAB and Universal Controller www.broadcastvision.com or call Yes, the CAB or the Universal Controller providing integration with cable 888.330.4BVE (4283).will work with all Cable, Satellite or IPTVset top boxes including, but not limited to,Easy Money Add new cardio equipment… New strength lines… Tanning beds…Entertainment… Hydromassage… New signage… Whatever you need. Get financed up to $100,000! Just submit our single-page application and the equipment quote(s). Can it be more simple? On approved credit, of course, but keeping it simple is how we do it. Call or e-mail for an application today. AffiliatesCapital.com [email protected] Tel: 978-400-1628 Fax: 972-767-4647 Member: NAELB FALL 2014 | 31

DESIGN NO. 123 We heat treat this stainless steel bar to 218,000 PSI, because our tests ™ tell us anything weaker will bend. We further straighten each bar to a toler- Approved for International Competition, ance of 10/1000 inch, because any- International Powerlifting Federation thing less straight will cause rotation- al torque during heavy lifting. We IVANKO STAINLESS STEEL OLYMPIC BAR make it of stainless steel because it needs no coating, so there’s nothing EngineeredPassion to peel off, chip, or rust. Finally, we ultrasonic test and magnetic particle test every bar to detect internal and external cracks that can cause the bar to snap. The International Powerlifting Federation (I.P.F.) counts our stainless steel Olympic bar among the very few that it approves for International Competition. We appreci- ate the endorsement, I.P.F., but we’re pressing ahead with Design No. 124 anyway.DESIGN NO. 51 Since we introduced the industry’s first rubber dumbbell in 1983, we have uncompromisingly refined and fine- tuned the design 51 times, in passion- ate pursuit of an ideal: a rubber dumb- bell that is gentlest on equipment, safest for people, indestructible, with super tight fastening*, neutralized odor, a classic look, an awesome feel. We’re never satisfied, never finished. Perfec- tion is an elusive goal. But this rubber dumbbell is 51 steps closer to it. IVANKO RUBBER DUMBBELL *Ivanko’s PermaLockTM fastening system employs proprietary machining tolerancesEngineeredPassion and sur face preparation to achieve a metal-to-metal bond that requires 400 foot pounds of torque to twist apar t. (The cor- rect measure of rotational resistance is “foot pounds” of torque, not “psi” which is some- times used incorrectly by manufacturers).!\"#\"$%&'$()*+$$$!\"#$%&'()*$+,$-./00$$$1!,$$$$,-.$/(+\"0()\"((00$$$12'$/(+\"0()\"(/3/$$$222345\"#6)7\"(7&8839):$$$4#;)<45\"#6)7\"(7&8839):

A new fluid way to train laterally With smooth, 3D motion that goes from a vertical elliptical stepping motion to an active side-to-side motion that adjusts on the fly, this one-of-a-kind cardio workout trains the body in new directions for greater challenge, better performance, and total-body transformation. LateralX adds muscle confusion to your cardio floor and takes members in a new direction. Contact your local rep to learn more today STEPPING LATERAL MOTION MOTION Scan this code OCTANEFITNESS.COM • 888-OCTANE4 to see it come to life! © Copyright 2013. All rights reserved by Octane Fitness.Generated by BeQRious.com

You Don’t Always Keeping in touch and reaching out periodically keeps your businessNeed a Ring to relevant and fresh on their minds. Enticing clients to connect withGet Engaged special offers, relevant industry information or exclusive facility opportunities can be helpful tactics. The final step, and possiblyLiving in the ultra-competitive and most important, is to create dynamic content that promoteshyper-connected world we do, it interaction and sharing between clients. The end goal is to createis essential that businesses form a welcoming sense of community for clients who, if approached bymeaningful relationships with their new prospective clients, would provide a glowing review. Here atclients. However, setting that as EZFacility, in an effort to bolster our online community, we beganyour business agenda and actually implementing a user group initiative. By interacting with a rangefollowing through with it can be of customers across multiple disciplines online, we were able todifficult. Here are three great client not only gain insight and perspective into the client experience,engagement tips to form and but also build and strengthen client relationships. As a result, thestrengthen client relationships that feedback we received is playing a direct role in future developmentwe here at EZFacility have found to plans, while our user group initiatives are setting the foundation forbe immensely successful: future online engagement opportunities.1. Engage Online. The greatest thing about the Internet is how 2. Engage the Community. Whether it be participating in aexpansive it is. Engage clients online by giving them a ”WOW” local bake sale or running in a 5k/10k charity event, any opportunitymoment. A “WOW” moment does not need to be anything complex; to interact with and support your community is gold for a business.it just needs to be something that grabs the clients’ attention. Finding an amicable cause that both you and your communityHaving their attention opens the door for clients to connect with you support is a great place to start in terms of building a relationship.using different platforms such as social media or even e-newsletters. After finding a cause, the next step is to find an event or activity that would highlight the strengths of your business while also staying true to that cause. For example, if you are a personal trainer you could hold a pull-up challenge event in your local park having members of the community participate. For every person that is able to do a certain number of pull-ups your business can donate a certain amount of money or time to the cause. At EZFacility, we make it a point to engage our communities and speak with clients face-to-face at tradeshows each quarter. Most recently, we attended the 2014 Indoor Sports Association Facility Operators Conference and debuted new functionality to be released within our software. Having the opportunity to strengthen our relationship with clients in a face-to-face setting always reaffirms for us why we got into this business in the first place.34 NATIONAL FITNESS TRADE JOURNAL

3. Engage In-House. When you think about it, the one For example, perhaps you have been thinking about introducing a new group fitness class into the weekly mix.constant in all of your businesses is the physical location where A good idea and great way to engage your clients would bethat business takes place. Common in-house engagement ideas to set up a pilot program. Select a varying sample of clientscould range anywhere from a member of the month program to try out the new type of class and offer incentives for notto in-house specials aimed at increasing client participation. only their participation, but their feedback as well. Here at EZFacility, we have begun something very similar with our Early Access Program. The program puts new functionality in the hands of a select group of clients prior to its release to the general public, giving them an exclusive experience and the ability to have their voice heard. A steady flow of communication with clients using a variety of channels and utilizing some or all of these tips will ensure your business is truly, engaged. For more information call 1-866-498-3279, e-mail [email protected], or visit www.ezfacility.com. FALL 2014 | 35



TUFFSTUFF FITNESS INTERNATIONAL PROFORMANCE PLUS SERIES • Selectorized Single/Dual Stations • Functional Trainers • Multi-Station Jungles • Plate Loaded • Free Weight Benches & RacksDiscover the difference a focus on strength can make for your facility.www.tuffstuffitness.com1.888.884.8275 CONTRACT GS07F0185M

g’Eco: Practical Sports FlooringMade AccessibleSports and fitness venues have discovered that With the tremendous versatility of g’Eco, your flooringengineered athletic floors can provide an attractive supports all types of court sports, from basketball to volleyballalternative to traditional wood and other synthetic and aerobics to dance. Just choose from one of the threefloors. The performance is excellent, they are kind to available wood colors: latte, expresso or dark roast.the athlete, and much easier to keep clean. With g’Eco,distributed by Centaur Floor Systems, you can bring top g’Eco is a quality playing surface. It minimizes needlessof the line performance to any size facility, without the stresses and strains on athletes, and helps reduce injuries thathigh costs. The engineering of g’Eco provides playing are common with other traditional hard surfaces. g’Eco has acharacteristics and performance that rival costlier natural absorbing effect that lessens the impacts of running,alternatives. But g’Eco makes it all uniquely accessible jumping and even falling. This allows for much less wear andfor sites ranging from the local elementary school and tear on joints and tendons compared to other hard surfaces.recreation centers to college facilities and athletic andfitness centers. With each step on g’Eco, much less of the vibration that can lead to shin splints and stress fractures is experienced. The coefficient of friction provided with g’Eco assures just enough slide to avoid pivoting and twisting injuries, yet all the friction necessary to sprint, stop and turn without slipping. The exclusive g’Eco underlayment creates a subtle spring like effect that returns more power to the player for more speed, agility, endurance, and less fatigue. The ball bounce on g’Eco is consistent with traditional court floors, so there is no need to adjust the game to the surface. g’Eco withstands heavy rolling and static loads without permanently deforming. With its urethane surface and tough vinyl wear layer, scuffs and scrapes are a non -issue. No need38 NATIONAL FITNESS TRADE JOURNAL

for polishes or finishes. The urethane coating seals dirt out and • 7mm thick – 2mm wear layer with 5mm padresists build up. Dry mop on a daily basis and wet mop when • 6 feet wide rolls, 30 feet longneeded; nothing else is required. • Uses E-Grip adhesive • Welding rod in 328 linear feet rolls With its unique seam-welded installation, g’Eco provides • Custom length rolls availablefor an exceptional multi-purpose flooring solution. Comparethe playing characteristics, construction and specifications of g’Eco is the flooring solution for:g’Eco to any engineered sports floor and you will see that g’Ecomatches up head to head on every performance standard and YMCAsquality you need in a sports flooring solution. Stages Elementary, middle and high school gyms g’Eco quick facts: College courts Recreation Centers • Multi-purpose flooring Dance floors • Hygienic because of heat-welded installation Multi-purpose rooms • Quiet underfoot Healthcare facilities • Ergonomic • Low maintenance due to protective wear layer For more information or to request a sample, contact Centaur • Can paint lines on surface Floor Systems @ 800 536 9007 or [email protected]. • Fade resistant/wears well • Easy to clean with vacuum, broom and damp mop g’Eco basics: Cleaning Supplies Right As Featured:Bottle and Towel Holder On The Equipment! NFTJ Summer 2014 Edition pp. 30-31Eliminate expensive disposable wipes Prevent germ & virus transmissionFits all equipment – easy installation Your members will love the convenienceSPECIAL NFTJ PRICING 216-378-4298 www.gymvalet.com [email protected] MONEY: USE DISCOUNT CODE “CLEAN” WHEN ORDERING FALL 2014 | 39

Premium Five-Star Tanning Tanning from a Increase Membership, Stand-Up More Bottom Line Profits Kind of • HEX originated vertical tanning inCompany! 1979 and remains the global leader today • UL listed tanning system with the highest consumer safety rating • Only HEX utilizes green materials in construction • Over 100 finishes available and includes an IPOD docking station and LED signage • Our patented 3 in 1 smart lamps tan the face, body and legs evenly. They also produce a persistant tan color that increases over the next 4-5 days • Only system incorporating electronic ballasts – 25% savings on electrical bills • Service is our #1 Priority. When you call HEX you are greeted by a friendly sales consultant who can answer all your questions and take care of your every need HTS 9000 with attached dressing room programammable LED display optionalFor more information HTS 9000 please contact us at without attached 1-800-556-3201 dressing [email protected] HEX beds can be customized

Take Workoutsto New Heights Get back to basics with the MtEverclimb™ continuous rope climbing system. Provide a total body workout machine to your athletes that’s safer than conventional rope climbing. Call us today at 866-282-5402 to find out how to add MtEverclimb™ to your facility. MtEverclimb.com Made In The USA

Risk Management Tip:Fire Your Problem Member!As business owners that serve the general public, we go out of our Now that you have a visual of atway to try and please all of our customers. We train our staffs to be least one or maybe all of the characterspleasant, helpful, and accommodating to the needs of our members I described above in your gym, whatand, in general, try to go above and beyond their expectations of do you do about it and what the heckcustomer service. This is not only true of the fitness industry, but does this have anything to do with riskevery business. Overall, this approach works well as we strive to management? One thing I have learnedbuild an exemplary reputation in our communities as a result of our over the 25 years I have been insuringmembers touting our world class professionalism to their friends. health clubs, is that a problem member is often an accident waiting to happen.I saw a sign in a bar last week, I know… Here are few examples of the “problem Some of these problem members mightshocker; that stated “We have the right to member”. Stinky Sam: This guy hasn’t be harmless enough, but they are creatingrefuse service to anyone.” It made me showered since the Bush Administration. an environment that makes your otherstop and think that although the bar was Loudmouth Larry: Larry not only grunts members uncomfortable. Worse yet, youropen to the public, this posted statement louder than a constipated Greco-Roman regular fantastic members will be pissedmade me realize that the owner has the wrestler, but he also screams at his off at you because you allow these moronssame right to choose whether or not they workout buddy with shouts of “You can do to work out in your gym. Whether youwant to do business with me…just as I it!” Stewart the Stalker: You know this know it or not, these problem memberschoose whether or not to do business with guy. He is the one following your female are killing your business. From a riskthem. I think that club owners forget that members around the gym and may even management perspective, Loudmouththey too have the right to choose who be offering his “expert” workout advice Larry will be the guy blowing out histhey want to serve. The fact is, some to them even though they clearly want to back during a dead lift or dropping amembers are just too stupid to belong to be left alone. In a word, he is creepy. weighted bar on his buddy’s throat duringyour gym and you need to do something Miserable Mary: This is the woman who is a poor attempt at “spotting”. Your bestabout it. never happy. She berates your front desk female member files a claim against girl because she didn’t make her protein you for sexual harassment because you We all know that when you sign up shake correctly. She also wants you to allowed Stewart the Stalker to continuea member to the club, it is impossible freeze her membership because she is bother her even though she has formallyto know at that time how they will act going to Cabo for two weeks. In general, complained about him to your staffas a paying guest of your establishment. she complains about EVERYTHING! before. If Miserable Mary breaks aThank God, most members are generally Finally, and most importantly we have finger nail, she will call her attorney, andpleasant, sociable, and kind toward your Careless Carl: He is the member who finally, Careless Carl topples your cablestaff and others. On the other hand, there knows or should know proper exercise cross-over machine while attemptingis bound to be one or two that you sign technique but insists on modifying HIS some unique TRX flying bat routine.up that you quickly realize that you wish workout to show off how cool he is. He is a Somebody is going to hurt and you arethat person had joined your competitor’s danger to himself and others around him. going to be sued. As I mentioned earlierclub down the street. in this article, some members are just too stupid to be in your gym and you need to fire them. So how do you do it? First of all you need to establish a WRITTEN set of Club Policies and Guidelines. This document is shared with all new members and you also have posters of these guidelines placed at various points throughout your gym. This is your “go to” document when you need to have a chat with the problem42 NATIONAL FITNESS TRADE JOURNAL

member. For instance, if your Policies if the conduct does not change, they will are not saying anything. In other words,and Guidelines require all members be asked to leave the club. You should one problem member will put at leastto have clean workout apparel…to be have a staff member (preferably your ten of your existing members at risk ofcourteous to other members and staff… manager) present during this meeting as leaving you. In summary, continue to taketo refrain from loud behavior…requires a witness. If the member still does not control of your business by controllingmembers to only use equipment for correct their behavior, simply refund any your members. Bottom line; you will haveits intended purpose and to generally unearned membership or training fees fewer incidents and make more money.practice safe exercise technique, you now and ask them not to return to the club.have a base document on which to point Again…at the end of the day, YOU have If you would like a free copy ofout any violations. the RIGHT to refuse service to anyone our recommended Club Policies and with one MAJOR exception. You do not Guidelines, drop me a quick email to There is a general protocol on how have the right to discriminate for race, [email protected] fire your member. It is known as color, creed, sexual orientation or ANYthree strikes and you are out. First disability; so be careful. Ken Reinig is President of Reinig InsuranceStrike: When addressing a violation of Solutions and TheInsuranceGuy.com.your Club Policies and Guidelines with By keeping the problem memberthe member, always confront them on out of your gym, you will create aa one on one basis privately. There is safer environment and perhaps moreno need to embarrass them in front of importantly, you will find that yourother members or staff. This usually member retention and new sales willclears up the problem. However, if the increase. It is widely known that if onemember does not correct their behavior, member complains about the behaviorthen the Second Strike involves a written of another member, there are 10 otherwarning with a copy to the member that members that feel the same way, butCUSTOM FIT LOCKERS, MADE TO ORDER...You pick the size, configuration and color, 800-88-IDEALthen we build them to your satisfaction, idealockers.comfor a perfect fit. That’s Ideal. 100% AMERICAN MADE LOCKERS » Natural Wood & Plastic Laminate Lockers » Over 35 Years of Manufacturing Excellence Ideal manufactures lockers in the U.S.A. with parts and materials made in the U.S.A., » 11 Series of Lockers with 25 configurations using U.S.A. written guidelines and specifications, all for your benefit. » LEEDS EQ4.1, 4.2 & 4.4 as well as MR5, 6 & 7 » GSA #GS27F0019R Get an online quote today and buy USA! FALL 2014 | 43





Are You Playing Hard to Get?By Gary Hood, Global Fitness Association, LLCMy question for you is simply intervention in the form of taxes andthis: How can we best help regulations.you? We’re writing to you inthis issue of the National The investment picture is no lessFitness Trade Journal because unsettling. We’re seeing more mergersof your loyalty and readership and acquisitions than ever before.over the years, and we need And now, more and more owners areyour help. throwing in the towel than at any other time in our industry’s history. Why is this We have seen fitness facilities and you ask — it’s because many ownersfitness-related businesses come and go, have no other choice but to surrendermany failing from the same struggles. to the competition because they wereWe created Global Fitness Association playing hard to get by not seeking help.to be the place facilities and businessescan turn to not only for help with It’s an awful feeling knowing thatproblems, but to avoid those problems in your business is out of control and thethe first place. other shoe may be about to drop, but not knowing when it will happen and With over 40 years in the fitness industry, we are confident who to turn to is the hardest part.that we can provide you with the resources and tools you need tobe successful in this challenging industry. To give you an idea of what your competition has brought to our attention over the past couple of years, the following list We need to hear from you as soon as possible so that we can outlines their top concerns:better understand your views, goals, hopes, fears, and challenges.Having too much pride to ask for help is not the answer. Hoping #1. Challenging Business Environment. Not surprisingly, ownersthings will get better tomorrow is not the answer. Hope is not a are primarily focused on the challenge of growing their businesses,strategy. Remember, if you don’t ask, you’ll never know. including finding new customers, hiring and retaining the right staff, and dealing with the competition. Many were seeking help For all of us — and especially for the many readers we’ve on ways to attract and retain customers because they generallyheard from lately — the fitness industry suddenly feels like a didn’t have large enough marketing budgets to compete with thevery changing industry, one that just doesn’t seem the same as advertising dollars that larger companies had at their disposal.years gone by. #2. Landlord Issues. This was more common than not, many For ourselves, our families, and our financial success, owners were unaware of their rights based on the lease theywe have to be able to meet the fitness industry’s new and signed. Many of their problems stemmed from paying tooconstant challenges. And that’s why you have to stop avoiding high of rent, not understanding the triple net costs, personallyyour individual business challenges and seek assistance from guaranteeing the lease, and how to deal with problems.seasoned professionals. Don’t play hard to get. Reach out andask questions, ask for assistance, always be moving forward and #3. Understanding Financials. Again surprisingly, ownerslearning. I had a college professor once tell me, “If you’re not didn’t know their numbers, and didn’t understand what theiralways learning, you’re probably falling behind.” percentages should be. Many didn’t understand the correlation between guests, telephone information calls, tours, and sales. Everywhere we look, we see rising tensions between largechains, franchises, and individual locations. New competition... new price wars ... and now, even the threat of government46 NATIONAL FITNESS TRADE JOURNAL

In conclusion, many of the owners spent most of their time Whichever method you choose, please give us your personalworking in their business and not on their business. Although thoughts now, while you’re thinking about it. Hearing fromit’s important to ensure their customers are happy, it’s equally you now will go a long way toward helping you in the mostimportant for them to develop a business plan, which includes effective ways possible as you move forward.guidelines, systems, and strategies. More than half of the people who contact us always seemMy question for you is simply this: How can we best help you? to wait until the last minute — when the smoke has turnedFor the final quarter of 2014 I’m inviting you to contact us to fire. Don’t play hard to get. Contact one of our seasonedat your convenience with no obligation. Tell us how you feel veterans today. You’ll be glad you did.about this challenging industry. What worries you most rightnow? What are your greatest challenges today? How can my A special “Thank you“ to hundreds of fitness center owners,team and I best help you? managers, and other fitness professionals for making Global Fitness Association their number one resource. I’ve made it easy for you — just select the contactmethod you feel most comfortable with. Can you really learn something from seasoned fitness industry veterans? We think so. Give us a call today.Send me an email: Send an email to my personal inbox [email protected]. Special thanks to Cate Sundling, Nick Zavadsky, DebbieSend a comment to our team: Type in www.gfatoday.com/ Swigert, Gary Gresham, and Linda Hood for contributingcms.php and leave a comment. to this article. More information about Global FitnessContact me directly: Simply pick up the phone and dial Association can be obtained through their website at www.775-298-1616 to reach me personally. globalfitnessassociation.com or by calling 775-298-1616. Your #1 Resource for Fitness Industry Success. Wellness Assessment System Discover MicroFit’s high quality wellness assessment system and see how it can improve your facility’s image and your member’s personal health. • Add value to membership • Increase personal training • Improve member retention • Attract medical referrals • Service corporate accounts Free trial software: www.MicroFit.com 800-822-0405 [email protected] FALL 2014 | 47



NFTJWeb.com Your Online One-Stop-Shopping Source Check out our free on-line versions of National Fitness Trade Journal at NationalFitnessTradeJournal.comLIST YOUR COMPANY HERE! 80% of Americans expect to find product information online before they make a purchase.Make sure they find you. List your company’s information in our NFTJ Web Directory, both print and online, for only $500 per year(5 issues). To learn more, go to www.NFTJWeb.com, call (541) 830-0400, or email [email protected] FITNESS ENTERTAINMENT LICENSING/FRANCHISING Gymtropolis • 918-943-6677Gym Valet • 866-435-2009 BroadcastVision • 888-330-4283 Ms Fitness / Miss Fitness www.gymtopolis.comwww.gymvalet.com www.broadcastvision.com 541-830-0400 [email protected]@gymvalet.com [email protected] LOCKERS HOIST Fitness SystemsBILLING SERVICES MYE Club TV Systems Ideal Products • 800-88-IDEAL • 800-548-5438ASF Payment Solutions • 800-779-6759 www.idealockers.com www.hoistfitness.com• 800-227-3859 www.myeclubtv.com [email protected] [email protected] [email protected] NUTRITIONAL PROGRAMS/ MtEverClimb • [email protected] FITNESS TESTING SUPPLEMENTS www.mteverclimb.comEZFacility • 866-498-3279 Microfit • 800-822-0405 SupplementsToGo.com [email protected] www.microfit.com • 877-517-4652 Nautilus [email protected] [email protected] www.supplementstogo.com • 800-874-8941CARDIO EQUIPMENT FLOORING customerservice@supplements- www.nautiluscommercial.comFit Interactive • 877-320-0022 Centaur Floor Systems togo.com [email protected] • 800-536-9007 PUBLICATIONS Precor • [email protected] www.centaurfloors.com Ms. Fitness Magazine www.precor.comGymtropolis • 918-943-6677 [email protected] www.msfitness.com [email protected] FREE WEIGHT EQUIPMENT [email protected] REP-MAXX • [email protected] Cemco Strength • 855-232-3626 National Fitness Trade Journal www.repmaxx.comHelix • 888-453-0166 www.cemcostrength.com www.nationalfitnesstradejournal. [email protected] [email protected] com Star Trac • [email protected] Ivanko Barbell Co. • 310-514-1155 subscriptions@nationalfit- www.startrac.comJacobs Ladder • 866-697-4100 www.ivankobarbell.com nesstradejournal.com [email protected] [email protected] REFURBISHED/ Strength Inc. • [email protected] PowerBlock • 877-316-9853 REMANUFACTURED EQUIPMENT www.strengthequipment.netOctane Fitness • 888-OCTANE4 www.powerblock.com Fitness Equipment Source [email protected] [email protected] • 800-748-5125 Strive Enterprises • 877-941-8784Precor • 800-786-8404 Umax Strength • 888-851-8989 www.fitnessequipmentsource. www.strivefit.comwww.precor.com www.umaxstrength.com com [email protected]@precor.com [email protected] [email protected] Torque Fitness • 877-867-7835reACT • 888-700-6882 FUNCTIONAL FITNESS SAUNA & STEAM EQUIPMENT & www.torquefitness.comwww.reacttrainer.com Fit Interactive • 877-941-8784 SUPPLIES [email protected]@reacttrainer.com www.fitinteractive.com Diamond Fitness • 800-966-7758 Tuff Stuff • 888-884-8275StairMaster • 888-678-2476 [email protected] www.diamondfitness.com www.tuffstuffitness.comwww.stairmaster.com Torque Fitness • 877-867-7835 [email protected] [email protected]@stairmaster.com www.torquefitness.com SERVICES TANNING EQUIPMENT &Star Trac • 800-228-6635 [email protected] Mass Movement • 888-508-6277 SUPPLIESwww.startrac.com GENERAL CONTRACTOR www.massmovement.com International Tanning (HEX)[email protected] Flynn Construction • 800-434-7759 chuck.fedorka@massmovement. • 800-556-3201True Fitness • 800-426-6570 www.flynn-construction.com com www.itehex.comwww.truefitness.com [email protected] SOFTWARE [email protected]@truefitness.com INSURANCE ASF Payment Solutions TRADE SHOWSVersaClimber • 800-237-2271 Reinig Insurance Solutions • 800-227-3859 National Fitness Trade Showwww.versaclimber.com • 800-668-2340 www.asfinternational.com • [email protected] www.keymaninsurance.com [email protected] www.nationalfitnesstradeshow.CERTIFICATION/EDUCATION [email protected] EZFacility • 866-498-3279 comNat’l Fitness Business Alliance LEASING/FINANCING www.ezfacility.com [email protected]• 800-726-3506 Affiliates Capital • 978-400-1628 [email protected] YOUTH FITNESSwww.thenfba.com www.affiliatescapital.com STRENGTH EQUIPMENT Champions Youth [email protected] [email protected] Ab Coaster • 866-219-5335 x4 • 877-294-YOUTH x 3 healthclubEXPERTS www.theabscompany.com www.championsyouthfitness.com • 561-702-5505 [email protected] [email protected] www.healthclubexperts.com BILT by Agassi & Reyes [email protected] • 702-215-2181 www.biltbyagassiandreyes.com [email protected] FALL 2014 | 49