River Valley Club Achieves $2 Million in Personal Training Sales

How would you like to have an independent fitness club with just over 2,000 members sell $2 million in personal training in a single year?

That’s exactly what the River Valley Club in Hanover, New Hampshire did in 2011 with the Pro Fitness Program. Over 90% of that revenue came from single one hour sessions!

Club owner Joseph Asch has been so supportive since bringing me down for the first time in March of 2000 to start teaching the staff the personal training sales system. He taught me that successful business consulting was far more than a one time visit and that leaving some sales training manuals behind would never suffice. Of course he was correct, and it changed the course of our company and the way that we do business. When I arrived in March of 2000 the club did a total of $69,000 i in personal training sales the previous year. With Joe’s advice, I started to visit the facility four times per year to work with every department in the club.

The biggest turning point for the success of the program came when Jen Poljacik took over the Fitness Director Position. She was the perfect fit for the program with her passion and core values matching precisely what our program stood for. By having a champion and leader in the club the program flourished. It is one of the reasons I am so happy to have Jen now consulting for our company and teaching other organizations what it takes to grow a PT Department to record levels.

In 2011, Jen Karr Muzzey took over the reigns of the PT Department with Jen Poljacik moving into the CEO position. That combination was lethal, and in the end they did $2,015,902 in personal training sales. Not only did Jen Karr manage the department but she added $71,694 in renewal sales. Tim Marsh did $142,065 in renewal sales and ended up as our Trainer of the Year. Ryan Jennings finished with $120,725 and Chris Poljacik rounded it out with $120,151. Not bad for a club that only had 5 part- time Trainers struggling to make a living in 2000. The Fitness Consulting team of Cassie Armstead and Chris Acker combined to write over $250,000 out of their consultation office.

I guarantee that any club, no matter what market will have a penetration rate of 15 – 25% of all members doing personal training if they follow our system. Your PT and Membership Rates might be lower but that will not change your averages in terms of having 30% of all new members purchasing a PT package with 5 days of joining your club. Your Trainer will be able to have full time rewarding positions within months of taking on this program and your club retention will increase dramatically. Click here to check out our testimonial page of club owners and ask yourself what possible reason you could have for not implementing this program in your facility.

––Jeff Russo, Pro Fitness Program Founder