Become a Member

Get access to more than 30 brands, premium video, exclusive content, events, mapping, and more.

Already have an account? Sign In

Become a Member

Get access to more than 30 brands, premium video, exclusive content, events, mapping, and more.

Already have an account? Sign In


Press Releases

Fitness Management & Consulting To Conduct Franchisee Sales Training

Fitness Management & Consulting will perform sales training for all future Fit After Fifty franchisees. In addition to learning decades-old proven sales systems, they will be trained in the advanced "super-objective selling" technique. And, they can ask follow-up questions by email after they get home to be sure they got it right.

Get access to everything we publish when you sign up for Outside+.

May 17, 2006 Ft. Worth, TX — Fitness Management & Consulting (FMC) of Flower Mound, Texas has been retained by the Fit After Fifty express gym franchise company ( to develop a tailored sales training program for its franchisees.

The first training session by FMC will take place on Wednesday May 24, 2006 at the Fit After Fifty training facility in Ft. Worth, Texas. Fit After Fifty is a 30-minute hydraulic circuit training gym franchise targeting both men and women fifty-years-of-age or older.

Health club industry veteran consultant, Jim Thomas, president and founder of FMC, was brought in to instill his proven club sales systems. He will be educating franchisees on how to convert prospects into members based on decades of his proven methods developed in larger health clubs.

Intensive Training Workshop Augmented by Email Follow-ups
“There’s no need to reinvent the wheel,” said Thomas, ” We’ll be taking them from A to Z. We’ll be training them in the core basics of the club business in terms of how to properly utilize a guest register, properly handle a telephone inquiry, properly conduct a club tour, and the importance of managing a sales system. In other words, they’ll learn all the right and wrong things to do in running a professional club sales operation.”

In addition to FMC’s all-inclusive one day workshop, will be an innovative 30-day email follow-up program. Everybody in attendance can email questions and seek follow-up and information they may need to help implement and reinforce what’s been taught to them.

A Unique “Super-Objective Selling” Technique
Although many operators falsely believe that the selling of a 30-minute hydraulic circuit training club is dramatically different than that of a large multi-purpose health club, it really isn’t. People buy for emotional reasons and not necessarily the amenities offered at any particular club. According to Thomas:

“One of the common mistakes most clubs make is a tendency to sell features, or price, which is not what the prospects wants to hear. We teach our ‘super-objective-selling’ approach. That is, understanding the hidden objective of what prospects want to accomplish by exercise.

For example, maybe they want to lose weight because they don’t have the energy to keep up with their grandchildren. An untrained person may quickly presume the objective is to lose weight, but the super-objective is to ‘play with their grandchildren’ — an altogether different approach to communicating.

Whatever that super-objective is, we teach our clients to discover it and to sell accordingly. That’s what that emotional reason is for that person to join. “

This express gym sales workshop is the latest is a series of health club consulting and training innovations by FMC, the most recent being the ability to conduct health club consulting sessions via phone and email.

About Fitness Management & Consulting
Fitness Management & Consulting is a consulting firm specializing in health club business consulting, turnarounds and sales training. Areas of practice include management training and procedures, sales and marketing systems and training, and operations. It’s founder, Jim Thomas, has over 25 years of experience in all aspects of club ownership and management.

Recently, the firm has developed sales methodologies applicable to 30-minute express gyms in addition to it’s multi-media consulting innovations. For further information call (800) 929-2898 or email You can also visit