IHRSA’s Guide to
How to Generate Profits and
Improve Member Satisfaction
International Health, Racquet & Sportsclub Association
A Welcome Note from IHRSA and ACE
Welcome to IHRSA’s Guide to Personal Training, The American Council on Exercise (ACE) is pleased
which has been generously sponsored by the Ameri- to present IHRSA’s Guide to Personal Training. As the
can Council on Exercise (ACE). country’s leading authority on fitness, we believe in
helping people achieve their wellness goals through
As you will read on the pages to follow, more than safe and effective exercise and physical
90% of IHRSA member health clubs offer personal activity — a mission shared by IHRSA, and captured
by this reference guide.
training. Most, however, have sold only about 9% of
their members on their personal training programs.
Personal training is one of the fastest growing
The goal of this guide is to help you capitalize on
professions in the health and fitness industry. In fact,
this tremendous opportunity and take your club’s the U.S. Bureau of Labor Statistics has predicted that
personal training program to a whole new level! the number of employment opportunities for fitness
and nutrition professionals will increase by 27%
By removing the various barriers (time, cost, anxiety, between 2006 and 2016. The primary reason behind
etc.) that are preventing most of your members from this significant growth is the fact that more people
working out with personal trainers - and following are taking their health seriously today — no matter
more of the tips found in this publication - you can the cost. These days, consumers cannot afford to be
greatly increase your club’s non-dues revenue sick. Since regular exercise has been proven to
stream, just as the businesses profiled in the case lower health care costs, it is easy to understand why
studies section have done. so many are making exercise a preventative health
Not surprisingly, health club members who work out
There is no denying that the United States is battling
with personal trainers get better results in a shorter
a serious health care crisis. According to the Centers
period of time and have stronger connections with for Disease Control and Prevention, 34% of U.S.
the clubs to which they belong. All of this con- adults age 20 and over are considered obese, and
tributes to higher member retention and increased therefore more prone to heart disease, diabetes and
referrals. Talk about a win-win-win for members, many other serious health conditions. Personal
personal trainers and club operators! trainers are essential in this war as they can provide
fitness results in a safe and efficient manner and
Regards, effectively guide people towards optimal health.
As one of the largest organizations dedicated to
fitness certification, education and training, ACE
understands the value of skilled fitness professionals
and how they can elevate your business. We hope
that this guide is the first step towards your
President & CEO, IHRSA
President/CEO, American Council on Exercise (ACE)
© 2009 International Health, Racquet & Sportsclub Association. All rights reserved.
No part of this publication may be reprinted, reproduced, stored in a retrieval system, or transmitted in any form or by
any means — electronic, mechanical or otherwise — without the express permission of IHRSA.
To order the PDF of this publication or other IHRSA publications, visit www.ihrsastore.com or contact:
IHRSA, Seaport Center, 70 Fargo Street, Boston, MA 02210 USA
+1- 617-951-0055, firstname.lastname@example.org
IHRSA’S GUIDE TO PERSONAL TRAINING © 2009
PERSONAL TRAINING improves the health of both clients and clubs. For clients, it
means training and exercise programs customized to their needs and abilities. For clubs, it means greater
customer loyalty and increased profits.
Personal training creates a deeper connection between a client and a facility. Because clients are getting
personalized service, the idea of “going to the gym” gets replaced w