GFM

GROUP FITNESS
PROGRAM IMPLEMENTATION MANUAL
GF_imp_manual_DF6.indd 1 5/02/15 8:56 am

We have to find a
way to make people
fall in love with fitness
Les Mills Snr. 1968
now...
Every week, in more than 15,500 clubs in 80 countries,

millions of people will put aside whatever else is
happening in their lives and lose themselves in the pure
exhilaration of a LES MILLS group fitness class.

2.
Welcome to the tribe!

Phillip Mills, CEO of Les Mills International
Kia ora Welcome to the Les Mills family and thanks for choosing to partner with us. Were an extremely passionate team, and
were really looking forward to working with you to bring inspiration and even greater fitness success to you and your members!
We have huge ambitions for the future. Our ultimate goal is to Additionally, to help you attract and secure engaged and
change the health of the world and create a fitter planet. To make enthused participants, we provide you with marketing
this happen were continually innovating to find new ways to make resources that are so eye-catching and effective youll be
working out fun and effective, to increase the number of people who proud to use them. And well give you ongoing club and
love Les Mills group fitness and support you to grow your business. group fitness training and support, which makes tackling
some of those tricky business issues simple. As part of
Over the last 20 years weve worked with more than 15,500 health and
the international Les Mills community youll love
fitness clubs and have seen first-hand that, no matter how successful
the great networking opportunities, as well
a business is, theres always room for growth. Rather than settling for
as the helpful insights and case studies
the global average of between 500 and 1,000 visits each week, we
that Les Mills clubs across the world are
encourage you to aim higher 2,000, 4,000 or even 6,000 visits each
so willing to share.
week in your club and in group fitness!
This Implementation Manual is just
Some clubs whove been offering Les Mills group fitness for some time
the first of many tools well be making
are attracting more than 10,000 group fitness visits per week and
available to help you. It covers
making an amazing profit from it. If this is where you want to be, we
everything you need to implement
can help you get there.
our programs and become a highly
We know that getting packed facilities and classes comes down to successful market leading business.
having out-of-this-world programming and instructors. Thats why We hope you find it useful and look
weve invested so much in developing the best possible programs and forward to working together to create
creating an industry-leading instructor training system that will supply a successful partnership.
you with hugely inspired and motivated group fitness masters.
FOR A FITTER PLANET.
We help you develop individuals who are committed to supporting
your business goals and bringing thousands of people to your club.

Set up for success
This manual has been designed to support you with the implementation and launch of LES MILLS group fitness programs.
Not only does it feature helpful tips, advice and guidelines but you can use it to record your goals and progress too.
Make sure you always have it on hand!
1. Goal setting 4. Increasing product knowledge

E
stablish your group fitness Big Hairy B
uilding strong product knowledge within
Audacious Goal your team
Staff training plan
LES MILLS program details
2. Scheduling
Global insights
Inserting new programs into your schedule 5. Marketing and promotions
Setting class targets Launching and promoting your new programs
Cost effective launch ideas
3. Recruiting and training

Finding and selecting instructors
Training
Preparing for launch

More people through
the door more often!
Improving pulling power and retention performance is key to our
industrys success and longevity. Together we have to come up with
new ways of engaging customers to help them create a sustainable
exercise habit. Your business flourishes when members achieve results
and have a fantastic time working out. Group fitness is the simplest,
fastest, cheapest and most exciting way to do that!
We can hook people in by providing them with health, motivation and
social solutions to their exercise needs.
Today, millions of people exercise with Les Mills in more than
15,500 clubs around the world. By 2020 we aim to have people
doing 20 million LES MILLS workouts each week.
There is no limit to what we can achieve together.

1. Set your goals
How many people can you get moving

every week with group fitness?
Setting goals for your group fitness attendance

is a must! Giving your team a target motivates
and inspires them and gives them a sense of
whats possible. From a business perspective
you can plan your expenditure and prioritize
your action plan based on the growth you
expect to see within your club.

6.
Setting smaller goals on the way to your BHAG (Big Hairy Audacious Goal) provides you with a useful measuring stick for progress.
How do we know people love our classes? They vote with their feet. Having a target for group fitness visits keeps you focused on
delivering great classes right across your schedule. Classes that members love and attend regularly.
STATUS QUO BHAG (Big Hairy Audacious Goal) SIZE OF THE PRIZE
Whats your BHAG?
Whats your current How many weekly group fitness visits Potential additional annual revenue.
group fitness weekly do you think you could achieve in three Divide the difference between your
attendance? to five years if your instructors were BHAG and your actual attendance by
delivering the best experience in every three (thats the average number of group
% of group fitness
visits to total club visits class? Could you double that number? fitness visits per week per person in clubs
How about tripling it? with LES MILLS classes) and multiply it by
your average yearly membership.
Current
membership size 3-5 year group fitness $
attendance goal?
Tip: If you struggle choosing a number 12 month group fitness

for your BHAG, choose your membership attendance goal
size. It equals the group fitness attendance
you would achieve if 50% of your members
would attend group fitness classes.

8.
2. Scheduling
How many classes should you launch

with? Where are the best time slots on
your schedule to introduce these?
The ultimate benchmark of a schedule is the

number of people it draws in. Always measure
success by how many people are moving
every week. Position the new program(s) in
your schedule to amplify pulling power and
increase class attendance numbers.

Global insights on scheduling approach
BODYATTACK BODYBALANCE/ BODYCOMBAT CXWORX BODYVIVE 3.1
BODYFLOW
WHEN TO Attracts maximum Due to its broad appeal Attracts maximum CXWORX attracts big Attracts maximum
SCHEDULE? numbers when scheduled BODYBALANCE / numbers when numbers whenever its numbers when
during peak and shoulder BODYFLOW attracts scheduled during peak scheduled. scheduled during
times. big numbers across all and shoulder times. peak and shoulder
time slots. times.
Weekdays - late
afternoons and evenings.
Weekends - anytime.
HOW OFTEN? Minimum of 3-5 times Minimum of 5-7 times Minimum of 5-7 times At peak or shoulder times 1-2 Minimum 3-5
per week. per week. per week. a day (between 7-14 times times per week.
a week).
EXTRA TIPS Short format or low Can work well off-peak if CXWORX will fatigue
impact options help fill the class is led by a top participants core muscles.
classes for morning and instructor and given a Following a CXWORX class
lunchtime sessions. strong marketing push. they may not be able to
safely support weight bearing
exercises afterwards.
Avoid running a strength class
e.g. BODYPUMP/LES MILLS
GRIT directly afterwards.

10.
The ideal number of each class depends on your clubs positioning on the
Consumer Matrix Analysis model and on your goals.
LES MILLS GRIT Series BODYJAM BODYPUMP RPM SHBAM BODYSTEP Available
Features three unique 30-minute in two formats:
high-intensity interval training BODYSTEP original and
workouts, each offering distinct BODYSTEP Athletic.
training benefits.
You can offer one or both
LES MILLS GRIT Strength options depending on your
LES MILLS GRIT Plyo target market and goals.
LES MILLS GRIT Cardio Ensure each format is
properly communicated
using correct logos.
Attracts maximum numbers when Attracts maximum Attracts high Attracts high Attracts Attracts maximum numbers
scheduled during peak and numbers when numbers across numbers across all maximum when scheduled during
shoulder times. scheduled during all time slots. time slots. numbers when peak and shoulder times,
peak and shoulder scheduled especially mornings.
times. during peak and
shoulder times.
Minimum of 3 times per week Minimum of 3-7 Minimum of 7-12 At least 10-20 times 5-7 times per Minimum 3-5 times per
per workout (at least 9 workouts times per week. times per week. per week. week. week.
per week). Clubs that have a
dedicated cycling
studio, offer classes
3-7 per day.
Consider charging a booking fee Works well off-peak Most clubs offer Charge a booking Works well off-peak if
per class for a great additional if the class is led at least 2 classes fee per class for a the class is led by a top
revenue stream. by a top instructor per day. great additional instructor and given a
and given a strong revenue stream. strong marketing push.
Please refer to the LES MILLS marketing push.
GRIT Implementation Guide for
more details.

Consumer Matrix Analysis model
Are you adding a new program to satisfy and keep your current target market or
are you aiming to attract a different market segment with a fresh program offering?
1. People choose products and services to satisfy

different emotional needs. Here are the six Sociability
G
AS
PIR
High energy
OIN AT
main categories. Where do you think your U TG IONA

G &O L&
BODYATTACK
TIN LE
IVA AD
PT ING
CA ED
clubs main target market sits in this model? GE
SHBAM
BODYJAM
RPM
ACCESSIBLE & WELCOMING

BODYCOMBAT
Conformity BODYVIVE BODYSTEP Power
LES MILLS GRIT
BODYPUMP
CXWORX
BODYBALANCE
NU
TU
RIN
G
BODYFLOW AS
IVE
&P SU
ER
Renewal RO
TE
CT
IVE NIN
G
&P Perfection
R
CE
DIS

12.
How many classes should you start with?

If the new program is a natural match to your clubs main target market it will be considered a core program. Go for a large number of classes
and make sure you offer it at least two to three times a week across various two-hour time slots.
If you are launching a new program to attract a new market segment its a specialty program. Go with a smaller number of classes, and support
the launch and ongoing classes with heavy external marketing and bring a friend promotions. Wait to get strong attendance before increasing
the number of classes.
2. Identify if your new LES MILLS programs

will help strengthen your natural position Sociability
G
AS
PIR
High energy
OIN AT
or differentiate your offering and target a U TG IONA

G &O L&
TIN LE
PT
IVA BODYATTACK AD
ING
CA ED
new market. GE
SHBAM
BODYJAM
RPM
ACCESSIBLE & WELCOMING

BODYCOMBAT
Conformity BODYVIVEBODYSTEP Power
LES MILLS GRIT
BODYPUMP
CXWORX
NU
BODYBALANCE
TU
RIN
G
BODYFLOW AS
IVE
&P SU
ER
Renewal RO
TE
CT
IVE NIN
G
&P Perfection
R
CE
DIS

14.
Extra tips for a successful schedule

Offering huge variety doesnt lead to big attendance numbers. Typically, two to ve core programs attract nearly 80% of
the weekly attendance. Offering a total of 8 to 10 programs is a good number to optimize attendance. You can
complement your core programs with a few specialty ones to ensure you offer enough variety and options.
Dont offer a program that doesnt attract enough people to ll up two to three classes per week.
Once youve identied your core programs allocate at least 70% of your schedule to them. Schedule them across
all time slots and give them priority in peak and shoulder times.
Your specialty programs shouldnt occupy more than 20% of your schedule. Dont schedule them in peak time slots.
They can be good crowd pullers at shoulder and off-peak times.
Complement your core and specialty programs with a small number of service classes, such as 30-minute introductory classes.
Aim to offer cardio, strength/toning and mind-body/exibility training options in every two-hour time slot.
These are the types of activities people need in their training plan to successfully sustain an exercise habit.
Having a balanced schedule really helps membership sales and retention.
Choose your class format: 60 minutes, 45 minutes or 30 minutes.

Set a target for each new class
Day of Current 6 month 6 week 3 month 6 month 12 month
What does the week Time attendance target check check check target
success look like 1

for you? What 2
class attendance
3
do you want to
achieve in six 4
months time? 5
Tip! 7
8
Consider your previous
class attendance. 9
Choose a target for each 10

class and communicate
it to instructors give 11
them a goal and clear
12
expectations.
13
Review the attendance
target after the first three 14
and six months. Adjust
if you need to. 15

16.
Do!
Count all class
numbers.
Record the numbers

into management
software or a
spreadsheet.
Review class
performance against
targets every
quarter.
Share numbers with

instructors. They
cant play to win if
they dont know
the score.
Every quarter create

an action plan to
reach your targets.

18.
3. Recruit and develop

rock-star instructors
One of the most important factors in

the success of any new program is the
quality of instructors who teach it.
A team of rock-star instructors can bring

thousands of dollars to your facility-through
retention, new membership sales and
opportunities to grow secondary revenue.

Send enough recruits to the training
How many recruits do How and where to nd good talent?
you need:
IN NUMBER OF RECRUITS TO OUTSIDE
Its more than you might think:
CLUB/FACILITY SEND TO TRAINING CLUB/FACILITY
How many classes do
you want to offer on
your schedule?
How many instructors do

Current New talent Certied Instructors New talent
you need to teach them? instructors instructors you could
in your area hire and
How many instructors you could hire train quickly
will come from your
How many are Any members
existing team? willing to take the with potential?
training?
How many recruits do
you need to train?
(Based on industry
feedback we recommend
you add 35% to the
number of recruits you How many could PTs, sales staff,
you win over? gym oor etc.?
think you need).

20.
Get your current instructors on board

This will... What to do
Reduce the number of Download the Getting Your Team On Board email from the Clubs and Facilities section
candidates required to recruit of lesmills.com.
and prepare, leading to a faster
program launch. Send the Getting Your Team On Board email, with the link to the instructors video and brochure,
to your current instructors straight after you sign up for a new program.
Lower potential costs and reduce
Organize a team meeting the following week
the work required to recruit an
entirely new instructor team. Play the Welcome to Les Mills video. You can download it from lesmills.com/eclub.
Try and get instructors to take part in a class.
Show members that theres
Give an overview of the reasons youve taken the program(s) on and share your launch objectives
excitement in the business
and event plan.
for new programs.
Discuss instructor recruitment
Enable instructors to upskill and Give each of them a printed version of the Become a LES MILLS instructor brochure and discuss
improve the overall group fitness how they can become a LES MILLS instructor.
schedule performance.
Explain whether the club will assist in paying for instructor training or if instructors will pay themselves.
We strongly recommend that clubs pay for all or part of training as this removes a potential obstacle
for getting current instructors on board. The more instructors you can inspire to take part in the training,
the easier it will be to build your initial Les Mills team letting you launch faster.
Set a deadline for instructors to decide whether theyd like to join the initial training.
Ask them if they know any great instructors or new talent you can approach.

Casting is everything Pick the right people to pack the room.
Look for balanced internal and external motivations. Ideal instructors are:
C
redible physical role models and passionate about sport
N
aturally able to interact and connect with a large variety of people
N
aturally able to catch and hold peoples attention
P
assionate about inspiring your members and developing social bonds
Looking to positively influence peoples lives and the wider community
Committed to ongoing training and up-skilling
A
ble to represent your club culture and willing to help grow your club

22.

Global best practices
BODYATTACK BODYBALANCE/ BODYCOMBAT CXWORX BODYJAM BODYPUMP
BODYFLOW
BODYATTACK BODYCOMBAT CXWORX BODYJAM BODYPUMP
instructors are BODYBALANCE instructors look instructors are strong, instructors are hip instructors have high
typically energetic / BODYFLOW authentic in martial t and toned, with and funky, with their levels of all-round
and athletic, having instructors are calm, arts and have a high strong core muscles own individual style tness. They look like
upper levels of tness centered and appear tness level to deliver and good posture. On and dance really well. they lift weights and
to deliver high-energy strong and lean. With the program with high top of being physical Instructors ideally have a strong posture.
interval training and moderate to upper energy, explosiveness role models, they are have a background
core conditioning with levels of tness they and power. great coaches and in dance and must Potential talent pools
strength and stamina. have a great ability to natural connectors.. be able to master
coach people through Potential talent pools the various styles in Weight trainers,
Potential talent pools the exercises. Potential talent pools the program to be an personal trainers,
Martial arts clubs and effective coach and team sports players
Super-t and energetic Potential talent pools schools, military and Personal trainers, role model. (track and eld, rugby,
amateurs, gymnastic police forces, athletic weight trainers, soccer etc.) and
schools, triathletes, Yoga teachers and clubs, personal members with an Potential talent pools physical education
running groups, health camps, trainers specialized exercise-science teachers.
running shops, gymnastic schools, in martial arts and background, Dance and acting
physical education Pilates and ghters. instructors schools, dance and
school, sport teams Tai Chi instructors of other group theater companies,
and those with a sports and those with sport tness programs. hip hop groups, dance
aerobic backgrounds. aerobic backgrounds. clubs, cheerleaders,
gymnastics
associations.

24.
RPM SHBAM BODYSTEP BODYVIVE 3.1 LES MILLS GRIT
RPM instructors Typically SHBAM BODYSTEP BODYVIVE LES MILLS GRIT

look and move like instructors are likely instructors have instructors have coaches are tness
cyclists. Appearing to be sociable and fun moderate to high moderate to high role models who
smooth and powerful loving. In addition to levels of tness. levels of tness inspire others through
on the bike, they have being t and natural They are naturally and are able to their physicality and
high levels of aerobic movers, they need to coordinated, dynamic, demonstrate strength.
conditioning and are have vibrant, sassy friendly, upbeat great posture
able to inspire and personalities and be and uplifting. and technique. Potential talent pools
coach riders through able to create a great
hills, ats, mountain party atmosphere. Potential talent pools Potential talent pools Weight trainers,
personal trainers,
peaks, time trials and
interval training. Potential talent pools Gymnastic schools, Fitness experts that members with a sports
sports aerobic, specialize in cross- science background,
They also have a
Dance and acting cheerleaders, dance training and have a team sports players
great ability to
schools, theater and acting schools, passion for mastering (track and eld, rugby,
create team spirit.
companies, sport teams. perfect technique. soccer etc.) and
Potential talent pools cheerleading physical education
and gymnastics teachers.
Triathletes, road associations.
cycling specialists,
cycling shops, courier
companies, physical
education school, and
sport teams.

3-step instructor recruitment process and tools
STEP 1 STEP 2 STEP 3
Review and assess candidates as they take Candidates with teaching experience Interview all selected
a class, introduce themselves and coach a teach 10 minutes on stage candidates thoroughly
simple exercise
STEP ONE MOVE/CHAT PHASE TWO TEACH LES MILLS INSTRUCTOR

CANDIDATE EVALUATION FORM
CANDIDATE NAME:
YES
HAS
POTENTIAL
NO
EVALUATION TOOL for instructors already teaching only
NAME: PROGRAM:
INTERVIEW GUIDE
POTENTIAL PROGRAM: Use this tool during Step Two Teach of the recruitment process. This means youll only use it for candidates that are current LES MILLSTM
CHOREOGRAPHY: EVALUATE WHEN CANDIDATE PARTICIPATES IN CLASS

or free-style instructors. Those successfully evaluated will be interviewed during Step Three of the recruitment process and then will go to the
training module.
TO THE INTERVIEWER GET IN THE INTERVIEWING ZONE
Remember, class members arent guinea pigs, so use this tool in a controlled environment where candidates showcase their skills to a small,
Do they pick up choreography/combinations effectively? select group of instructors. Candidates should teach either two tracks of a LES MILLSTM program or 10 minutes of a free-style class so a Consider what youre offering people who want to become LES MILLS certified instructors. Youre giving them the
reasonable sample of their teaching skills can be evaluated. opportunity to:
TECHNIQUE: EVALUATE WHEN CANDIDATE PARTICIPATES IN CLASS NO
CHOREOGRAPHY YES HAS POTENTIAL Become part of a global family of more than 80,000 instructors
Do they move in time with the music? Take part in lifechanging training for certification in each program
1. The choreography of the track flowed.
Continuously improve through quarterly external training
PROGRAM ESSENCE: EVALUATE WHEN CANDIDATE PARTICIPATES IN CLASS Develop skills to improve the health and wellbeing of their community
2. His/her focus was outward, not on what the next move might be.
BODYATTACK Teach established programs with a global reputation
NO
TECHNIQUE YES HAS POTENTIAL Have access to worldclass training materials
1. They are high-energy
3. The candidate moved in time with the music and on the correct beat. Obtain an international certification that allows them to travel and work
2. They are athletic and have a high fitness level
Access a range of career options.
4. The candidate is physically fit to teach the program.
BODYBALANCE/BODYFLOW The opportunity is substantial, so its critical to set the scene for new recruits by explaining the bigger picture at the
beginning of the interview.
1. They are calm and centered 5. He/she moved in an authentic way for the program.
If youre interviewing a freestyle instructor, its important to effectively manage their preconceptions of choreographed GF.
NO Please review the answer to this everyday challenge (www.lesmills.com/global/en/clubs/3.recruitworldclassinstructors/
2. They look long and strong COACHING YES HAS POTENTIAL
everyday-challenges.aspx) in the LES MILLSTM GFM Explorer (www.lesmills.com/gfm).
BODYCOMBAT 6. The candidates cues were easily understood and followed. .
1. They look authentic in martial arts 7. Participants knew how to correctly execute the exercises/moves.
2. Their movements are high-energy and powerful
BODYJAM
8. Participants got coached and motivated when they were struggling.
CRUCIAL FACTORS TO CONSIDER FOR RECRUITMENT
NO
CONNECTION YES HAS POTENTIAL
1. They are hip and a bit funky Stay on track and select instructors who fit with the essence of the program they want to teach.
9. The candidate was welcoming and caring, and taught in an inclusive way. Past behavior is the best indicator of future behavior; so, whenever possible, get examples from each candidate of
2. They have individual style and dance really well
previous actions theyve taken.
BODYPUMP 10. The candidate taught in an enthusiastic and confident manner.
Be consistent with your questioning so its easy to compare candidates.
1. They look like they lift weights Make sure you understand any gaps in the candidates employment history to
11. Participants responded positively to the candidate.
obtain a clearer outline of their background.
2. They are grounded with a strong posture NO
FITNESS MAGIC YES HAS POTENTIAL Each country and/or state has different legislation regarding recruitment and employment issues, so make sure
BODYSTEP youre clear how local laws affect your interview process.
12. Does this candidate have the potential to consistently pack the
1. They are dynamic, friendly, uplifting and happy room?
2. They are coordinated Ideally, candidates will have a yes or has potential for both items in bold and has at least 6/12 yes or has potential comments
for the whole form.
BODYVIVE
If a candidate has less than 6/12 yes or has potential comments, and/or they do not have a yes or has potential for the items
1. They are approachable and welcoming in bold, consider if you are willing to provide/support the extra training required to help the candidate consistently pack the room for
that program.
2. They have great posture and technique
RPM
1. They look and move like a cyclist
2. They are smooth and powerful on the bike
These tools are in the Manager Recruitment Guide. Download it from www.lesmills.com/eclub
Watch the training video on how to recruit rock-star instructors. Ask your local Les Mills team for more information.

26.
Organize a recruitment seminar

If you need to recruit more than three instructors we suggest you
organize a recruitment seminar.
OVERVIEW AGENDA 4. Thank you
Host a 2.5 hour seminar on 1. Welcome Offer a sincere thank you
an evening or weekend to
What is it like to be a LES MILLS group fitness instructor? to all attendees
attract and meet lots of
candidates at once. Run two Play the instructor video and give them the Getting Started brochure
Explain the rest of the
to three weeks before the Explain the training, and the financial and time commitments required recruitment process
instructor module training. Let candidates hear from both a new and an experienced instructor
A great way of saving time, it is

cost-effective and offers a fun 5. Follow-up and next step of
2. Take candidates through steps one and two of the three step selection
recruitment experience in a
selection process
professional way. Managers compare notes
All recruits participate in either a full or taster class. Offer appropriate on all candidates
Its not an audition but a seminar, technique sessions prior to the class commencing if required
so a wide range of potential Notify unsuccessful
candidates can attend without Have candidates introduce themselves to the group candidates in writing
the stress of a formal audition. Coaching drill: All recruits coach a push-up or a squat to someone else Take all successful candidates
Invite experienced instructors to teach 10 minutes to the rest through a one-on-one
Advertise the seminar two to
of the group interview using the Manager
three weeks in advance, both
Recruitment Guide
internally and externally. Think 3. Q&As
about the best places to find the Book successful candidates
people you are looking for and Offer to answer any questions into the training
advertise to them. Mention some of the most commonly asked questions to get
the ball rolling

28.
Training your instructors with Les Mills

Building rock-star instructors fast
Training actions Les Mills Club

Selection of candidates
Initial module training
Clearance to teach at the end of training - grading system
Team-training before launch
Send videos for instructors certification (up to 12 weeks post module)
International instructor certification
Ongoing training - quarterly workshops
Team-training before quarterly launch
In-house quality control
Advanced instructor training - AIM 1 and AIM 2

Get your team ready to launch
Initial training module to international certification
STEP 1 STEP 2 STEP 3
Initial Instructor Training Nail the basics Practice basic coaching skills Dress rehearsals
Finish learning choreography Level 1: Practice alone or with Plan launch class(es)
DONE 100%. partner focusing on pre-cueing Allocate tracks to instructors
of choreography changes
Practice with DVD: Sort out stage position
Level 2: Practice with partner Choose someone to do
Firstly, face the TV screen to class introduction
and add basic coaching
ensure timing accuracy
cues: track focus, setup and Plan matching or
compulsory cues complementary gear
Secondly, turn away from the TV
Level 3: With partner, then with Script and rehearse class intros
Practice with partner in front of
group, introduce follow-up cues and send-off.
mirror focusing on technique
(how to improve technique and
and timing. Continue individual preparation.
benefits cues), corrections and
motivational cues Organize at least two team
Work on fitness using specific
practices with all instructors in the
program challenge (see Instructor
five days leading to the event:
Program Manual).
DONE The second team practice
should be a dress rehearsal 48
hours (max) before the event
All club staff (including the
sales and front desk team)
should be present and
provide feedback
DONE

30.
STEP 4 STEP 5
Launch day International certification
Instructors run through track Record a full class on video 11

focus, music, choreography and weeks (max) post initial training.
key cues before the class.
Send video to local agency
Do one last run-through with no later than 12 weeks post
team before the class. initial training.
Pre-set the space to ensure International certification.

equipment, microphone, music
are ready to go.
DONE
All instructors in club connecting
with people 30 mins pre-class.
Deliver an unforgettable launch

class experience!
All instructors to mingle with

members and guests after class.
DONE

4. Product knowledge
Getting all your staff involved

is crucial to your success.
Boosting your attendance and membership

sales depends on your teams ability to sell
your program offering to members and
prospects. Give them first-class product
knowledge so they communicate effectively.

32.
2-hour product team training for all staff

Run a dynamic and STEP 1 - Introduce your goals for the program implementation and the launch event.
interactive team- STEP 2 - Instructors teach the new program so the rest of the staff can experience it for real,
as participants and beginners.
training session by
STEP 3 - Give each staff member a copy of the Getting Started brochure and a copy of the
following this outline. product k nowledge page from this manual. Then organize three drills.
DRILL 1 - Features and benefits DRILL 2 - Scenarios DRILL 3 - Overcoming objections
Put staff in groups of three, Invite staff to make different groups of three and give each group one of Ask all of the team to individually
ideally you want a mix of the following profiles: come up with the top five objections
instructors and the sales/front- people might have before attending
desk team in each group. 40-year-old woman who hasnt exercised regularly for some years a class (i.e. why they wouldnt
and is lacking in confidence but wants to lose weight and get back initially want to go), and the top five
Allocate each group three in shape. objections to do a class once theyve
characteristics of each program already tried it.
you are launching. 30-year-old guy with a highly driven personality, has a demanding job
and wants to maintain fitness and shape without spending too much Invite staff to share with the group
For example with time doing it. and then select the top five in both
BODYPUMP: weight training categories across your team.
to music, pre-choreographed 25-year-old woman, exercising already, who is looking for fun and
program, 55-minute full body energetic ways of exercising during the week. Put people into pairs and allocate a
workout, great sounds etc. Ask each group to discuss and prepare how they would present and sell few objections to each group.
Give them five minutes to find the program to that specific prospect or member. They must choose Ask each of them to work out how
three participant based benefits carefully the features and benefits they would use for a specific person. they would overcome each objection
for each of the characteristics. Group role play with one person from another group playing the role of and motivate the person to try the
the customer. class or to do it again.
Ask each group to present and
feedback if necessary. Feedback and repeat for each program you are about to launch. Debrief answers and share ideas of
your own.

STRENGTH
BODYPUMP
BODYPUMP is the original barbell class, now running in more than 14,000 clubs worldwide.
This program is a proven crowd-puller. Its one of the fastest ways to shape up and lose body fat and ideal
for just about anybody who wants to add strength training into their aerobic workout, build lean muscles
and burn fat. Its simplicity makes it a great starting point to develop strength, tness and condence.
Essence The encouragement, motivation Benets
BODYPUMP is a weights and great music you get in a Shape and tone your body
class for absolutely everyone. BODYPUMP class will help
Improve bone health
This form of weight training will you achieve much more than on
your own! Improve your core strength
make you toned, lean and t.
Using light to moderate weights Instructors will show you all the
moves and techniques to make
with lots of repetition (reps), Getting started?
BODYPUMP gives you a your rst class safe and fun. You
will leave feeling challenged You can adjust a BODYPUMP
total body workout that burns
and motivated, ready to come workout to your current tness
lots of calories. Itll also tone
back for more. level:
and shape your body, without
adding bulky muscles. The rep Start with really light weights
effect a scientically proven or even just a bar
Les Mills formula is the secret Build up from four or ve
to developing lean athletic tracks to a full class
muscle without the need for Start slowly with one to
heavy weights. two classes a week

CARDIO
34.
BODYCOMBAT
Essence Benets Getting started?
BODYCOMBAT is a high Have fun learning how You can adjust a
energy martial arts-inspired to punch and kick BODYCOMBAT workout
workout. Youll learn how to Destroy calories to your current tness level:
punch, kick and strike your way Take the options the
Build self-condence
to superior tness and strength. instructor gives
and co-ordination
This non-contact workout
Build up from four or ve
requires no experience but
tracks to a full class
teaches you moves from Karate,
Taekwondo, Boxing, Muay Thai, We guarantee youll walk
Capoeira and Kung Fu. Leave away with less on your
your inhibitions at the door and mind than when you
bring your best ghter attitude walked in - knocking the
youll be releasing stress, door down to your next
having a blast and feeling like a BODYCOMBAT class
champion before you know it.

CARDIO
BODYSTEP
BODYSTEP is a full body Get your heart rate up and All you need to do is follow your
cardio workout that gets increase cardio tness instructor as they coach you
everyone from newcomers to Tone and shape your butt through options:
tness veterans energized. and legs Start with a BODYSTEP
Basic stepping, just like walking Improve coordination Athletic class if you can, as
up and down stairs, is at the and agility you wont need to worry
heart of BODYSTEP - the about co-ordination or
class that will really tone your fancy footwork
butt and thighs. Build up from four or ve
BODYSTEP Classic features tracks to a full class
some quicker stepping where
you get the opportunity to
showcase your rhythm and air.
In the newest variation,
BODYSTEP Athletic, youll also
do moves like burpees, push
ups, and use a weight plate to
work the upper body. Theres
always lots of options to get you
through the workout safely.

CARDIO
36.
RPM
Essence Benefits Getting started?
RPM is an indoor cycling class, Improve your aerobic Instructors will show you how
set to the rhythm of motivating fitness to set up your bike and you can
music. It burns a lot of calories Burn calories and fat adjust an RPM workout to your
and gets you fit. current fitness level.
Based on the sport of cycle Build up from four or five
racing, RPM uses a series of tracks to a full class
simulated climbs and sprints
to create a workout where you
control the intensity - its literally
easier than riding a bike.
Instructors will show you the
all the basic cycling moves
like standing up, sitting down,
changing hand positions,
speeding up and slowing down.
You control your own resistance
levels and sprint speed, so you
can build your training level up
over time.
An RPM class will leave you
with a sense of accomplishment
and feeling euphoric, ready to
come back for more.

FL E X I B I L I T Y/CO R E
BODYBALANCE
BODYBALANCE
Improve strength Instructors will show you
is a new yoga class for anyone and exibility appropriate options to
and everyone. It uses a range of Physical and mental adjust a BODYBALANCE
movements and motion set to benets class to your current level.
music that will improve your mind,
Leave feeling serene Build up from four or ve
your body and your life.
and relaxed tracks to a full class
Bending and stretching
through safe and simple yoga
moves, a BODYBALANCE
class blends elements of Tai Chi
and Pilates to strengthen
your entire body.
Breathing control is a part of all
the exercises, and instructors
will always provide options for
those just getting started.
If you havent tried yoga
before then BODYBALANCE
is a great introduction that
complements all other forms
of exercise. The variety in a
BODYBALANCE class also
makes it appealing to people
already doing some form of yoga.

CARDIO
38.
BODYJAM
BODYJAM is the ultimate Great for overall fitness Wear comfortable loose
combination of music, culture Lose yourself in chart clothing
and dance. Tracks that you topping music and the Build up from four or five
love right now? Theyre in hottest dance moves tracks to a full class
BODYJAM. That new style
Improve coordination
youve heard about? It was in
BODYJAM last year.
BODYJAM is made up of:
House, Hip Hop, Drum n Bass,
Trap, all styles of EDM, its the
soul of BODYJAM.
Choreographed by Gandalf
Archer-Mills.

C A R D I O/CO R E
STRENGTH/
BODYVIVE 3.1
BODYVIVE 3.1 is a 45-minute Build fitness There are always options for
cross-training workout with Tone your body those new to exercise and group
the perfect mix of cardio, core fitness. Take the low impact
Increase energy
and strength. Its designed options, and spend your first
specifically for women, and will few classes learning the moves.
tone the entire body. Its time to get it all, so try a
Developed by a team of BODYVIVE 3.1 class today
leading fitness professionals,
BODYVIVE 3.1 is one of the
safest and most effective
workouts around. We mix
lunges, squats, running and
tubing exercises, with great
music to leave you feeling
satisfied, motivated
and energetic.
Guided by an experienced
instructor, youll get all the
attention you need to execute
movements correctly, whatever
your fitness level.

CARDIO
40.
BODYATTACK
BODYATTACK is a high-energy Functional fitness - feel You can adjust a
fitness class with moves that stronger in everyday life BODYATTACK workout to
cater for total beginners to our Tone and shape your body your current fitness level:
total addicts. We combine Take the low-impact
Improve your coordination
athletic movements like running, options
and agility
lunging and jumping with
Build up from four or five
strength exercises such as push-
tracks to a full class
ups and squats.
A fabulous LES MILLS instructor
will pump out some energising
tunes and lead you through
this whole-body workout. It will
challenge your limits in a good
way, leaving you with a sense
achievement. Be ready to keep
coming back for more.
One of the best things about
BODYATTACK is it improves
your functional fitness thats
the fitness that you need for
everyday life.

CARDIO
SHBAM
A fun-loving, insanely addictive Master simple Wear comfortable
dance workout. SHBAM is an dance moves loose clothing
ego-free zone no dance Have fun whilst working Build up from four or five
experience required. Just bring up a sweat tracks to a full class
a playful attitude, an open
Build confidence
mind and a cheeky smile. Your
instructor will guide you through
simple (yet sassy) dance moves,
all set to a party playlist.

FL E X I B I L I T Y/CO R E
42.
CXWORX
CXWORX provides the vital Stronger core in just Listen for the options
ingredient for a stronger body 30 minutes instructors give so you can
while chiselling your waist line. A Learn how to activate the adjust the workout to your
stronger core makes you better muscles responsible for own tness level.
at all things you do - its the glue optimal core control
that holds everything together.
All moves in CXWORX have
options, so its challenging but
achievable for your own level
of tness. Trained instructors
guide you through correct
technique as you work with
resistance tubes and weight
plates, as well as body weight
exercises like crunches and
hovers. We also include hip,
butt and lower back exercises.
Every CXWORX class
emphasizes great technique and
awareness so you learn about
your body and make it stronger.

HIIT
LES MILLS GRIT STRENGTH

LES MILLS GRIT Strength Rapidly improves strength The coach will provide options
is a 30-minute high-intensity Increases lean muscle and the weight selections cater
interval training (HIIT) workout, for people at different levels
Puts your metabolism into
that improves strength and of fitness.
overdrive, burning calories
builds lean muscle. This workout Use as many breaks as you need
for hours after the workout
uses barbell, weight plate stop, then join in again when
and body weight exercises to Forget hours of training -
youre ready. Build up to use
blast all major muscle groups. 30 minutes is all it takes
only the set rests and recoveries.
LES MILLS GRIT Strength is Train at your own pace with
Build up from 20 minutes to the
scientifically proven to work a motivated team around
full 30 minute workout.
and the exercises are simple to you driving together
execute and easy to follow. It towards great results
will push you to your limits, allow
for optimal recovery and then
push you again even further.
LES MILLS GRIT Strength
takes cutting edge HIIT and
combines it with powerful music
and inspirational coaches who
will be down on the floor with
you, motivating you to go harder
and get fit, fast.

HIIT
44.
LES MILLS GRIT PLYO

LES MILLS GRIT Plyo is Rapidly improves athletic The coach will provide options
a 30-minute high-intensity performance and the variable bench height
interval training (HIIT) Increases power and and weight selections cater
plyometric-based workout, explosiveness for people at different levels
that will make you perform of fitness.
Builds a lean, athletic shape
like an athlete. This workout Use as many breaks as you need
uses a bench and combines Puts your metabolism into
stop, then join in again when
explosive jumping exercises overdrive, burning calories
youre ready. Build up to use
with agility training to build for hours after the workout
only the set rests and recoveries.
a powerful, lean and athletic Forget hours of training -
Build up from 20 minutes to the
body. LES MILLS GRIT Plyo 30 minutes is all it takes
full 30 minute workout.
is scientifically proven to work
Train at your own pace with
and the exercises are simple
a motivated team around
to execute and easy to follow.
you driving together
It will push you to your limits,
towards great results
allow for optimal recovery
and then push you again even
further. LES MILLS GRIT Plyo
takes cutting edge HIIT and
combines it with powerful music
and inspirational coaches who
will be down on the floor with
you motivating you to go harder
and get fit, fast.

HIIT
LES MILLS GRIT CARDIO

LES MILLS GRIT Cardio is a Rapidly improve The coach will provide
30-minute high-intensity interval cardiovascular fitness various options.
training (HIIT) workout that will Increase speed Use as many breaks as you need
improve cardiovascular fitness, stop, then join in again when
Maximize calorie burn
increase speed and maximize youre ready. Build up to use
during the workout
calorie burn. This workout uses a only the set rests and recoveries.
variety of body weight exercises Put your metabolism into
overdrive, burning calories Build up from 20 minutes to the
and provides the challenge and
for hours after the workout full 30 minute workout.
intensity you need to get results
fast. LES MILLS GRIT Cardio Forget hours of training
is scientifically proven to work 30 minutes is all it takes
and the exercises are simple to
Train at your own pace with
execute and easy to follow. It
a motivated team around
will push you to your limits, allow
you driving together
for optimal recovery and then
towards great results
push you again even further.
LES MILLS GRIT Cardio
takes HIIT and combines it with
powerful music and inspirational
coaches who will be down on
the floor with you, motivating
you to go harder to get fit, fast.

46.

6. Marketing and promotion
You cant sell a secret

Tell everyone in your club, their friends
and prospective members about your
new programs.

48.
Make the most of your co-branding

with the global leader in group fitness
Use award-winning marketing material to launch your programs
and promote them on an ongoing basis.
Class passes Email templates Launch and quarterly re-launch resources
SIMPLY HAND THIS COMP

LETED
PASS TO RECEPTION
THIS PASS ENTITLES YOU

TO ANY LES MILLS
GROUP FITNESS CLASS,
FOR FREE AT THIS
CLUB. STRICTLY ONE
PASS PER PERSON.
CLUB DETAILS:
OFFER ENDS:
S
AS
NAME:
ADDRESS:
L
D
IEN
E CS
FR PHONE:
ING A EE EMAIL:
R
BR OR F
N
F
O AS
MEMBERS NAME:
MEMBERSHIP #:
P
EMAIL:
Class pass3.indd 1 Class pass3.indd 2 20/12/13 11:36 am

20/12/13 11:36 am

Top 5 tools to launch your event internally
Think about a movie premiere...
SIMPLY HAND THIS COMPLETE
D
PASS TO RECEPTION
Are you keen to give Les Mills BODYSTEP a try? Find out which variation Describe a typical class
Get results Athletic of BODYSTEP is right for you! There are 12 tracks of music in a BODYSTEP class and 11
THIS PASS ENTITLES

Frequently asked questions
YOU TO ANY LES MILLS
Take regular BODYSTEP
or BODYSTEP tracks of music in a BODYSTEP Athletic class. Each class
has a specific exercise focus to create a full-body workout.
GROUP FITNESS classes and you will:
CLASS, will I be too uncoordinated? feel in flow
tricky FOR
It looks FREEbefore
AT THISyou start to for a leaner body BODYSTEP BODYSTEP Athletic
CLUB. STRICTLY takes a few classes Burn lots of calories
ONE
It usually PASS PER PERSON.Youll feel more comfortable the body 1. WARMUP Warm the body with simple aerobic moves.
step. Dont give up!
on the Tone and shape
If your club runs BODYSTEP fitness levels
FEEL LIBERATED AND ALIVE WITH THIS UNLEASH YOUR POWER AND ATHLETICISM
CLUB DETAILS: with each class you attend. try to attend one Raise overall ENERGIZING AND FUN STEP WORKOUT. WITH STRONG FUNCTIONAL STEP TRAINING.
2. STEP WARMUP Learn how to step correctly as we continue to warm the body.
Athletic intro classes,

and BODYSTEP Improve coordination
3. STEP ORIENTATION In this track, we
before your first class. density gradually lift the intensity of the workout by
bone health and Les Mills BODYSTEP is the invigorating step Les Mills BODYSTEP Athletic is the challenging,
Improve your
increasing our range of motion and adding
to bring? through 3, 4 & 5. In a BODYSTEP
and lung capacity
light propulsions.
workout that pushes your fat-burning systems functional step workout that motivates you to really
What do I need for foot stability. Dress your heart
Your legs
Athletic class tracks 3,4 and
of training shoes Increase into high gear. up the intensity.
Wear a good pair and water bottle. fitness workout 5 feature an interval-based
a full-body cardio
4. STEP ATHLETIC This is the first peak.
and bring a towel functional step training approach,
in comfortable clothes
Its time to lift the energy and your heart rate,
Using a height-adjustable step and movements on, Featuring short bursts of circuit-styled functional
OFFER ENDS: and break a sweat and climb higher with more which includes 45 seconds
to be? programs, new BODYSTEP over and around it, BODYSTEP combines fun, step- training combined with traditional step-based cardio athletic stepping moves. of push yourself to the limit
Like all Les Mills
S
How fit do I need levels. new music and
classes, featuring
intensity followed by 30 seconds
for people of all fitness BODYSTEP Athletic
based cardio blocks with muscle conditioning tracks blocks and muscle conditioning tracks, BODYSTEP
will love it,

BODYSTEP is youre up for a
5. MIXED STRENGTH Time to lower the step of recovery.
months.
is a great option if produced every three that are designed to shape and tone. It all comes Athletic focuses on driving power and athleticism so a level. We ease back on the cardio and place
BODYSTEP Athletic choreography, are
AS
you choose together with popular hit music and vibrant and you can embrace your inner athlete. bigger demands on the legs and glutes for
blast. Whatever option
more intense cardio
lower body strength and toning.
NAME: anytime by engaging instructors.
intensity of the workout BODYSTEP Athletic is the ideal option if you want
you can vary the 6. POWER PEAK Power up for the second peak. We use powerful stepping
of your step. The flavour-fuelled fun of BODYSTEP is ideal if you to push yourself to the limit and propel your fitness up
changing the height
eventually.
exercises and dynamic lateral movement to improve cardio and endurance fitness.
ADDRESS: like the idea of getting your groove on and having a a notch (or three).
CL
I take a class?
ND
How often should BODYSTEP or little fun as you work out.
TRY BODYSTEP ATHLETIC IF:
to attend of three
7. STEP RECOVERY Catch your breath with slower and more controlled stepping
For best results try exercises to focus on balance and stability and on lower body toning and sculpting.
RIE
classes a week. TRY BODYSTEP IF: You thrive on challenge
BODYSTEP Athletic
You get motivation from sing-along
AF E
PHONE: Youre looking to condition and tone your body 8. PARTY STEP Let your hair down and have
8 & 9. In a BODYSTEP Athletic
music and approachable instructors
Any tips for beginners?
fun in this anything goes part of the class.
You like the intensity of cardio blasts class this is where you need to
ING RE
step height We use different themes and movement styles
E
EMAIL: Start on a lower Focus on what
Youre looking to condition and tone your body
You want to push your fitness to the limit - quickly to create a party on the step. be prepared to give it everything
using your arms. youve got its one track featuring

Do the class without
You want to improve your coordination
BR OR F
S
six blocks of intense Athletic
9. SPEED STEP A signature track for
do
ONAS
your feet need to
stepping. This track can come
stepping with a move
BODYSTEP. Lower the step height and
before or after the PEAK track.
a move, continue
F
step faster for speed and agility training.
MEMBERS NAME: If you get lost in if you feel
with. Observe, and
that you feel comfortable
give the move a go
10. PEAK This is the third and final cardio peak where you have the option to raise
MEMBERSHIP #: up to the challenge,
the height of your step. This track is a physically challenging combination of dynamic
propulsive exercises and strong lower-body moves.
Duration Exercise Intensity Burn Equipment Music Results Duration Exercise Intensity Burn Equipment Music Results
P
EMAIL: Type Rate Type Rate
11. RECOVERY/CONDITIONING Catch your breath as you work your
55 minutes Step based Moderate Up to Height Fun and Improves 55 minutes Step High Up to Height Chart Quickly gluteals and legs, then move to the floor for conditioning work for the upper
cardio to high 620 adjustable funky hit heart and based intensity 650 adjustable topping improves body and abdominals.
intensity calories step music lung fitness, featuring calories step tunes heart and
agility and interval lung fitness.
coordination. training Increases
Increases strength, 12. COOLDOWN/STRETCH We stretch our worked muscles as we cool down.
strength and endurance,
endurance agility and
This completes the full-body workout.
coordination
or visit:
ask your instructor
For more information
dystep
lesmills.com/bo BodyStep athletic DLE_FINAL.indd 2 15/01/14 4:15 pm
Class pass3.indd 1 Class pass3.indd 2 20/12/13 11:36 am

15/01/14 4:15 pm
20/12/13 11:36 am
1
DLE_FINAL.indd
BodyStep athletic
Banners Emails Posters Free class passes Getting Started Brochure
Hang/place one banner Send promotional emails Put up in common areas. Instructors, members, To be available at front
in your lobby or common to your members staff: start distributing desk, next to group fitness
area as a coming soon Put up near membership/ to friends, networks, schedule or near group
Four weeks out from sales area.
attraction up to three to prospective members two fitness studio two weeks
event
four weeks prior to your Put up in and near group to three weeks pre-event. pre-event and ongoing.
launch event. Two weeks out from event fitness studios. Send as an event invitation Instructors and staff
Seven days out from
Hang a second banner in Refresh regularly using to non-converted guests distribute to current
event
group fitness studio the new material thats and prospects youve members as needed.
two weeks prior your 24 hours out from event regularly updated at come into contact with
Give to prospects along
launch event. Send promotional emails lesmills.com. over the past three months.
with guest pass.
to your guests Offer reward for members
Membership sales team
Two to three weeks and staff who have free
provides to new members
out from event passes redeemed at
on an ongoing basis.
your club.
Seven days out from
event
Two days out from event
*All resources can be found online at lesmills.com/eclub. Please contact ask@lesmills.com.au or +612 6282 8192 for your log in details

50.
Tip Facebook, Twitter and your own website enable you

to create massive interest and noise at almost no cost!

Social media is now the number one
activity on the internet. Every month,
Facebook has over 1.1 billion, YouTube
1 billion, Twitter 200 million and
Instagram 130 million users.*
Its likely that your existing and

future members are on these
networks Are you?
*Correct at time of going to print.

52.
Leveraging social media is one of the cheapest and most effective ways to connect with your current members.
It creates a genuine, accessible touch-point for customers, increasing loyalty and brand awareness.
It connects members to members, building a community and generating new leads.
Social media tips to get started

1. Make it about them 3. Use a photo or video link Create clubs within the Add a Share badge for
with every post/tweet clubs set up groups based your social media platforms
People are not on social media on either goals (weight loss, (Facebook or Twitter share
to be advertised to: they use it Research shows that posts strength or activities) e.g. button, for instance) on all your
to find out information that is with visuals get much greater We love BODYPUMP. promotional emails and on your
relevant to their lives. Think about engagement; more sharing, Give responsibility to website. This will encourage
what will be useful for them. more likes, more interaction. instructors or program people to share your content,
Imagine you are talking to a friend trainers to run those pages. creating viral awareness of your
when writing on social media. 4. Encourage interaction by
asking questions brand, classes and events.
Drive people back to your club
Simple rule make your posts for real-life interactions and 6. Plan ahead
80% about building relationships Posts that encourage feedback
have been proven to gain connections.
and providing useful content Allocate 30 minutes a week for
and 20% about marketing 90% more engagement (likes, 5. Get your content shared planning ahead.
your products and events to comments or shares).
fans/followers. Remember that people listen to Have a content schedule you
Encourage members to share what their friends like far more get half of your likes in the first
2. Mix it up to keep people their goals, results, tips for than advertising from companies three hours. Post when your
interested success, challenges and to shout and brands. So if you can get customers are online so youre
out to each other. your social media content in their newsfeed, and dont
Vary your content. Share photos, shared, it creates authentic post too frequently.
post videos, ask questions, run Run competitions inviting guests
to share photos and comments. recommendations about your
contests, share research, case product, which helps drive new Schedule time to monitor and
studies, advertise events, offer members through your doors. respond the more interaction
motivational quotes, conduct the better!
polls give updates, new product
info, or put the spotlight on a
member or employee.

Organize a WOW launch
Plan Target Internal marketing actions External marketing actions
Event date
Main event objective: Member

retention or new member sales
Target number of members
Target number of new members

(if relevant)
Number of guests needed
Event format
Event schedule
Event budget

54.
Event debrief
Performance versus targets?
What went really well and are must-dos again at the next event?
What needs more focus and improvement for next time?
Goals and date for next event
Additional comments/thoughts...

56.
Hot tips for great events on low budgets

Activities at almost no cost
Use Les Mills online artwork (which is free to licensees) to Local businesses may welcome the opportunity to promote
create promotional documents, website content and facility themselves at no cost to the facility in order to access a group
newsletter updates for zero additional cost. of potential new customers. Take note of any new restaurants/
cafes, sport shops, massage centers etc. and approach them.
Be bold! Some licensees have managed to get trips for
Forget about mailing flyers go with social media and emails,
two, or flat-screen TVs as prizes by offering local businesses
there is virtually no cost.
representation at an event and on event marketing material.
Organize instructors to do a couple of mini-demonstrations for

Network for free coverage on local radio, TV and in
the public (e.g. on the street or in a shopping mall). After the
newspapers. Organizing charity events is always a great way of
demonstration give the audience free passes to the event!
getting media coverage.
Create good business relationships in your community by

Reward members who have referred a guest who has joined
offering free memberships in lieu of: printing, external signage,
with a free months membership.
free drinks/food at the event, gifts for participants. Giving a
well-connected local business owner a membership can create
powerful word-of-mouth referrals for your facility. Plan competitions and organize raffle tickets.

Step-by-step detailed program roll out Action plan
STEP 1 Determine how many new classes STEP 2 If you with choose to host a
youll offer and at what time. recruitment seminar, confirm
Define your goal for the program Host a team meeting to get
details and organize:
implementation: Member current instructors on-board with
retention or acquisition? Set individual class targets for six Les Mills. You can use the format Date and schedule
months from launch. in the Manager Recruitment Staff to open the seminar,
Set launch event date and goals. Guide. teach the class and assess
Determine your recruitment candidates
needs and plan. How many Begin internal and external
Download the Get Your Instructor and program
instructors do you need to train? recruitment marketing if relevant.
Instructors On Board kit from brochures
How many extra recruits do you
lesmills.com and send the email Use club website, blogs, Instructor evaluation forms
need to find (if any)? How will you
to instructors with the instructor Facebook, Twitter and YouTube (steps one and two)
find them?
brochure attached. to promote recruitment efforts. Name-tags
Watch the Recruiting Instructors Refreshments
Send your current schedule and If you go with a one-on-one
video.
numbers to your Club Coach. recruitment process, review Thank you gifts for attending
candidates resumes and (ie. club guest pass, pro-
Watch the Program DONE information and take them shop voucher, one month
Implementation Module video. through the 3-step recruitment membership etc)
process outlined in the Manager Review instructor recruits
Set group fitness weekly Recruitment Guide. resumes, emails and
attendance goals (BHAG and 12
information as they arrive,
month goal).
in preparation for seminar
Host recruitment seminar.
Confirm candidates making it to

step three of the process.

58.
Take selected candidates Confirm role of each staff Instructors teach a class
though step three (one-on-one member in relation to the Product knowledge drills
interview) using the Manager launch preparation
Discuss launch event and
Recruitment Guide. Confirm deadlines promotion plan
Register successful candidates for Brainstorm additional ideas to
Order launch marketing materials
module training. create interest and enthusiasm
and/or design co-branded ones.
Begin tracking weekly attendance in club before launch event
numbers so you can benchmark. Hang coming soon or watch this Define roles for each staff
space banners or posters in or member before, during and
Assess the performance and near the group fitness studio. after the launch
impact of new programs on
business. Update club website, blog and Provide sales consultants and
Facebook accounts with coming front-desk teams with the
Read the Event Training slides
soon/watch this space info and Selling with Events training
and, if relevant to your launch
include a link to www.lesmills.com. video (if relevant).
goals, watch the Selling with
Events training video.
Instructor module training. Organize a sales and front desk
Plan launch event and establish team meeting to discuss Selling
After training, allocate tracks for with Events process, organize pre-
the marketing plan
instructors as part of the launch booking, pre-event calls, confirm
Set event goals, format preparation plan. event offers and role-play calls
and schedule
and membership presentation.
Internal and external Host an all-team staff meeting to
marketing plans discuss launch and carry out the
product knowledge training DONE
Event membership offers,
if relevant Share goals behind launch of
program(s) and launch event

Step-by-step detailed program roll out Action plan
STEP 3 Display the post-launch group Instructor and staffing plan Celebrate and reward success
Quarterly release launch fitness schedule Food/refreshments with your team/staff after the
Start current member email event with a party or dinner.
Instructor rehearsals. Giveaways
campaign
Guest process Debrief launch results with
Practice pre-event class Begin in-class event
promotional announcements with Membership process and deals team/staff
announcements and handing
instructors. out free event passes for Program and club info/ Measure actual results against
friends or staff and members marketing materials event goals
Give event guest passes to staff Advertise member bring a Discuss what did/didnt go well
and explain how theyll be used. friend and win challenge Host dress rehearsals two days to learn for next time
prior to launch
Promote event membership Brainstorm ideas on how to
Confirm any media involvement special Have as many staff as possible improve your next group
for launch event or VIP dress attend the rehearsal and give fitness event
Post regular Facebook and
rehearsal. feedback
Twitter updates leading up to
the event Update social media with event
Begin external marketing Host an AMAZING launch event! details
campaign three weeks prior Host an event youd want to Post pictures on your website
Open event registration at
to launch. invite your friends and family to
front desk Update club blog
Ensure contact details are Offer experiences everyone will
Begin internal marketing Change event website button/
clearly visible talk about long after the event
campaign - change the look of page to a recap of the event
the club overnight! (two weeks If you have sales objectives, Track results carefully
Upload testimonial videos
prior to launch) start pre-event calls to guests Apply the Selling with from members and guests
Hang program and launch to pre-qualify and book Events process on YouTube and link to
banners appointments on event day Capture as many pictures, your pages
Offer Getting Started Double-check and finalize videos and testimonials as Post pictures on Facebook
brochures at reception/studio/ launch-event plans and ensure possible throughout the event
Use testimonials in
weight training area etc. youre on track for success!
e-newsletters

60.
Confirm when instructors will STEP 4 Start external promotion three STEP 5
receive information for first Quarterly release events weeks before the event. Quarterly release events 2
quarterly release.
Start planning first quarterly Repeat step 4.
release event, repeating Start internal promotion two
Set dates and goals for first the launch process, shifting weeks before the event.
launch. Apply the Selling with Events
the focus slightly more to process 100%.
acquisition. Open class pre-booking two
Send instructors videos for weeks before.
assessment. Review Organizing a WOW DONE
Event and Selling with Events Call all guests to pre-qualify
training. and pre-book for a membership
DONE
presentation on event day.
Organize staff meeting to
discuss next event plan. Instructor dress rehearsal two
days before the event.
Review program performance
(attendance number vs. targets Host an AMAZING quarterly
six weeks after launch) and set release event!
an action plan for growth if
relevant.
DONE
Attend instructor and manager
training/up-skilling session.
Organize sales and front-desk

staff training meeting to go
through Selling with Events
video and work on the process.

62.
Whats next?
Tracking progress versus targets

Quarterly release events
Develop and grow your instructors

6 month check
Top actions: Review performance against targets

Weekly total group fitness attendance Membership size Member attendance at last event
Original Target Actual Original Target Actual Original Target Actual Target
% of group fitness visits to club visits Retention Membership sales at last event
CLASS PERFORMANCE REVIEW

Class Original Target Current To work on Action plan New target
attendance attendance

64.
12 month check
Top actions: Review performance against targets

Weekly total group fitness attendance Membership size Member attendance at last event
% of group fitness visits to club visits Retention Membership sales at last event
CLASS PERFORMANCE REVIEW

Class Original Target Current To work on Action plan New target
attendance attendance

Organizing quarterly release events
Every three months rebuild excitement,
increase member motivation and grow
sales revenue and member retention

66.
Quarterly release events Quarterly events benchmark

for success
Kickstart each members motivation and increase their Attendance = 5 to 10% of your membership
group fitness attendance
One guest for every five members who attend
Increase referrals and help grow new membership
Conversion rate on event day: 50%+
Create a massive social energy in your club and help
build a community
Engage members with staff and other members
Help increase staff motivation, performance and teamwork
Watch the video Selling with Events for

more specific information on generating
memberships through events.

68.
Get your instructors ready for

quarterly release events
STEP 1 STEP 3
Ensure all instructors attend a Les Mills quarterly event or Instructors practice together one hour max
watch the DVD, including the education sessions, and read Ideally, instructors should practice together once or twice between
the choreography notes. Give them one to two weeks to learn the team practice one and the dress rehearsal, without their group
the choreography. fitness managers
During these sessions, they should focus on their visual impact do

STEP 2
they move the same way, is the timing right, use of stage, finales etc.
Team practice two hours
With group fitness manager or head teacher This will ensure they look great team-teaching on stage together.
Discuss the key focus and features of this release, the new exercises STEP 4
and what to bring alive with members to ensure they get the most out Dress rehearsal with group fitness manager or head teacher -
of it. Use the track focus and tips you find in the choreography notes one and a half hours
Discuss the education sessions on the DVD and how instructors can Instructors teach the tracks they will present at the event and they
incorporate the tips into their teaching need to do it well!
Physically go through the release together in front of the mirror. Each If possible, ask some members of the staff to participate in the
instructor should lead others for a few tracks. Here, the objective is class. It will help instructors to be much more effective on the day of
not to teach it really well, just to go through it together, focusing on the real launch
choreography, technique and basic coaching. The instructor teaching
Together discuss the quality of teaching and define what needs to
should also introduce the track focus and explain how they think the
improve before the event
track should be taught to achieve the best result.
Quarterly release events give you a fantastic opportunity to work
with your instructors on an ongoing basis. They should be the
foundation of your regular in-house training plan. Theyre a great
way of team building and having fun together!

Develop and grow
your instructors
Create rock-stars through regular

quality control and coaching on the go.

70.
Quality control and coaching on the go

Make five to ten minute unscheduled visits to classes
Stand discretely at the back of the room and watch. Your feedback should include:
Use the Les Mills assessment sheets specifically designed for group Confirming and congratulating on a key strengths
fitness managers.
Highlighting one or two things where they
When doing spot-checks, you dont always need to fill in the forms. were excellent
Ideally, you should be familiar enough with their content to know what
you are looking for without having to use the form each time. One thing specifically that they can improve
to enhance participants experience for the
Feedback can be delivered after class, by phone or email whatever next class
the instructor will find most efficient and inspiring.
If you can, on top of these informal assessments, do a six-monthly,
Focus on the big picture. What is actually going to improve the more formal assessment of your instructors using a video so you can
participants experience the most? What would help attract more watch it with your instructors as you discuss their next action steps.
people and keep them coming back for more? Forget about the
small details! REMEMBER: Assessments both short and long are a fantastic tool for
coaching and developing instructors but they should be done in such
a way that the person feels inspired by the opportunity to grow, not
destroyed. Dont forget, you are a coach, not a judge!
Do! Watch the In-house Quality Control and Feedback video on lesmills.com/eclub and
use the program coaching forms for each program you will find these in the session workbook.

Let the excitement begin...
This implementation guide is
just the beginning of the many There is a host of online resources at
resources we have on offer to
help you make group fitness a www.lesmills.com/eclub for you to use and
massive success in your club. we encourage you to get really familiar with
Were committed to working
with you to increase your club them to maximize your club performance.
profitability by getting more
people moving, more often.
Were here to help every step of the

way. Contact your local Les Mills office
anytime you need advice or guidance.
Together we can make a real difference

in your club, and in the lives of your
members and the wider community.

72.

If there was an opportunity to
revolutionise your workout,
would you take it?
Test the range!

lesmills.com.au | 02 6282 8192 | equipment@lesmills.com.au

GFM

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GROUP FITNESS

PROGRAM IMPLEMENTATION MANUAL

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Every week, in more than 15,500 clubs in 80 countries,

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Welcome to the tribe!

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1. Goal setting 4. Increasing product knowledge

3. Recruiting and training

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There is no limit to what we can achieve together.

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How many people can you get moving

Setting goals for your group fitness attendance

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Tip: If you struggle choosing a number 12 month group fitness

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How many classes should you launch

The ultimate benchmark of a schedule is the

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1. People choose products and services to satisfy

main categories. Where do you think your U TG IONA

clubs main target market sits in this model? GE

ACCESSIBLE & WELCOMING

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How many classes should you start with?

2. Identify if your new LES MILLS programs

or differentiate your offering and target a U TG IONA

ACCESSIBLE & WELCOMING

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Extra tips for a successful schedule

Choose your class format: 60 minutes, 45 minutes or 30 minutes.

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success look like 1

Choose a target for each 10

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Record the numbers

Share numbers with

Every quarter create

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3. Recruit and develop

One of the most important factors in

A team of rock-star instructors can bring

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How many instructors do

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Get your current instructors on board

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RPM SHBAM BODYSTEP BODYVIVE 3.1 LES MILLS GRIT

RPM instructors Typically SHBAM BODYSTEP BODYVIVE LES MILLS GRIT

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STEP ONE MOVE/CHAT PHASE TWO TEACH LES MILLS INSTRUCTOR

CHOREOGRAPHY: EVALUATE WHEN CANDIDATE PARTICIPATES IN CLASS

2. Their movements are high-energy and powerful

1. They look and move like a cyclist

2. They are smooth and powerful on the bike

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Organize a recruitment seminar