Work plan of fitness sales 1 In order to further develop the cause of national fitness and extensively carry out national fitness campaigns, according to the requirements of the National Fitness Regulations and the National Fitness Implementation Plan of * * Province, and in combination with the actual situation of our city, the national fitness implementation plan of * * City (XX-XX) was formulated.
I. Basic principles
(1) Adhere to the adaptation of mass sports to economic and social development, closely focus on the work of the municipal party committee and municipal government, and promote the progress of social civilization and rapid economic development.
(two) adhere to the overall planning, focusing on the grassroots, encourage all kinds of people to participate in fitness activities, and promote the balanced development of national fitness.
(three) adhere to the activities and construction simultaneously, focusing on construction, and solidly promote the construction of the national fitness service system and facilities.
II. Objectives and tasks
By xx, urban and rural residents' awareness of physical fitness has been generally enhanced, the number of people participating in physical exercise has increased significantly, the physical quality of the masses has been further improved, and a national fitness service system covering urban and rural areas has been formed in various places.
(1) The number of people who regularly take part in physical exercise has increased significantly. The number of people who take part in physical exercise more than three times a week reaches more than 34%, among which the proportion of urban residents (excluding school students) 16 years old or older reaches more than 12%, urban residents reach more than 20%, and rural residents reach more than 7%. Ensure that students in school take part in physical exercise at least 1 hour every day. Improve the proportion of disabled people participating in physical exercise.
(2) The physical health quality of urban and rural residents has improved significantly. Establish and improve the national physical fitness monitoring network and operation mechanism, and the proportion of urban and rural residents (except students) reaching the standard is higher than the provincial average. "National Sunshine Sports for Hundreds of Million Teenagers" was fully implemented. Students in school meet the basic requirements of the national standards for students' physical health.
(3) Physical fitness facilities have developed greatly. National fitness facilities basically cover urban and rural areas, and the per capita use area of sports venues reaches 1.5 square meters or more. 60% communities and 50% administrative villages have public sports and fitness facilities. Gradually increase public sports and fitness facilities in parks, green spaces and squares. Promote the opening of public stadiums and gymnasiums to the society and realize the social enjoyment of sports resources. * * Build fitness centers in urban areas and all parts of the country that can host high-level competitions and large-scale mass sports activities.
(4) The network of national fitness sports organizations is more perfect. Sports federations have been established everywhere, and sports social organizations such as individual sports associations at the city and county levels have been gradually established, which has greatly developed community sports clubs and youth sports clubs. More than 80% of urban streets and more than 60% of rural towns have sports organizations. Urban communities and rural communities generally have national fitness stations (points).
(v) Further develop social sports instructors. According to the goal of six ten thousandths of the total population, we will build a social fitness instructor service team with reasonable structure, covering urban and rural areas and full service. Strengthen the training of social sports instructors, set up social sports instructor associations at the city and county levels, and realize the standardization and institutionalization of social sports instructor associations.
Third, the specific content.
(a) to carry out in-depth publicity and education of national fitness. Make full use of radio, television, newspapers, internet and other media to expand the influence of national fitness activities and improve citizens' scientific fitness literacy. With the help of "National Fitness Day" and major sports events, we will advocate a healthy lifestyle, popularize scientific fitness knowledge, and form a social atmosphere that advocates scientific fitness.
(2) Strengthen youth sports work. Fully implement the National Standards for Students' Physical Fitness and Health, extensively carry out "sunshine sports", ensure that students participate in physical exercise no less than 1 hour every day, gradually increase physical education hours in primary and secondary schools, and hold at least 1 school sports meeting every year, so that students can master 1-2 lifelong sports skills before graduating from high school. Run youth sports clubs well, hold youth sports competitions and exhibitions, and actively organize individual competitions in traditional schools and the construction of youth outdoor sports camps. Promote the "Millions of Teenagers Going to Snow and Ice Activities", and schools with conditions should offer ice and snow courses according to the actual situation.
(3) Vigorously develop urban community sports. Highlight key points, adhere to community sports as the basis, and vigorously promote the implementation plan of national fitness. Community offices should strengthen the organization of sports work, give play to the role of residents' committees and grassroots sports organizations, and do a good job in community sports work. The sports administrative department shall give support and guidance.
(4) Actively develop traditional sports of ethnic minorities. In ethnic minority areas, physical fitness activities focusing on traditional sports of ethnic minorities are widely carried out. Establish and improve minority sports associations at all levels to cultivate minority sports talents. Excavate, sort out and inherit national traditional sports.
(5) extensively carry out sports for the disabled. Improve the physical quality of the disabled and their ability to participate in activities on an equal footing. Enrich the ways of physical fitness for the disabled, cultivate sports backbones and improve the sports level of the disabled. With "China Special Olympics Activity Day" (July 20th) as the symbol, large-scale fitness experience activities for the disabled will be held.
(6) Developing women's sports and sports for the elderly in an all-round way. Focusing on the activities of "hundreds of millions of women's fitness and hundreds of millions of elderly people's fitness", we attach importance to the physical health problems of women and the elderly, actively advocate scientific and civilized fitness concepts, promote physical fitness methods suitable for their characteristics, and actively support their participation in physical fitness activities. Pay attention to the physical education of female workers with greater labor intensity and more leisure time, and strengthen scientific guidance for physical fitness activities of the elderly.
(7) Accelerate the development of rural sports. All localities should incorporate the development of rural sports into the government's work objectives and the construction plan of new socialist countryside, and coordinate the development of urban and rural national fitness. We will extensively carry out farmers' sports activities and regularly organize township farmers' sports meetings. The "sports going to the countryside" activities with fitness facilities, fitness performances and fitness consultation as the main contents are generally carried out to enrich rural cultural and sports life. Coordinate urban and rural public sports resources to achieve a balanced allocation of public sports resources. Combined with the construction of new countryside, the demonstration project of new countryside and farmers' physical fitness project will be implemented.
Fitness sales work plan II. Direction of joining the gym
(A), the price positioning of fitness clubs
1, determinant
The return on investment of the club determines the basic price of the annual card according to the total investment, expected return rate and membership development forecast of the club.
The price reference of the same club is to determine the price by investigating the price of the club with the same scale and service level. Determine the price according to the characteristics of the club, such as excellent coaching team and special facilities. Common price system
Five Sales Work Plans of Gym
Domestic price system is divided into membership system and card system. At present, clubs generally adopt the card system. Membership: You must pay a certain membership fee, and at the same time, your membership is limited.
Card system: In recent years, the popular membership system in China is actually a card system, in which the common settings of fitness cards are classified according to time: monthly card, seasonal card, semi-annual card, annual card, three-year card, five-year card and so on. Classification by service period: (according to the service enjoyed and the length of validity): gold card, silver card, jade card, diamond card, etc. Classification according to the peak period of site use: in order to make full use of it, it is divided into peak period cards, off-peak period cards, single number cards and double number cards.
At present, 1380 yuan is tentatively scheduled for half a year, and cash will be received for half a year. 65,438+0, one year in 980 yuan and one year in cash. In order to attract more and wider customer groups, we can sign a cooperation agreement with a bank credit card center and name the card as xx special membership card. Customers only need to pay 1, 654,38+0.5 yuan a month (calculated by annual card 1, 380 yuan), which can effectively expand the customer base.
(B), the market positioning of the gym franchise stores
1. Determine the club's core customer base according to the club's software and hardware conditions and market conditions.
2. In the operation of the club, we should adhere to the consistency and operability of market positioning, be proactive and not follow the trend.
3. Don't compete on price, and explore the market based on price.
4. According to the market maturity, decide to develop and maintain the manpower input of members. At present, health and beauty can only take the mid-range route first and gradually cultivate it into a high-end route.
Second, the structure and treatment of the marketing center
The structure of the health club marketing center is as follows: the responsibilities of the account manager:
1, formulate a scientific and reasonable marketing strategy and review it regularly to make it run effectively;
2. Be responsible for the goal decomposition in the region to ensure the achievement of team performance;
3. Be responsible for the daily work of the account director (including the work arrangement of the morning meeting, duty, etc.). );
4. Guide and train the daily sales and market adjustment work of the account director, make market environment and analysis report, and report to the superior in time.
5. Assist the marketing specialist to organize and implement activities and control the cost of activities;
6. Development and maintenance of key customers;
7. Sort out the market information fed back by the customer director and report to the marketing director in time;
8. Complete the temporary work assigned by the superior leaders;
Three. Responsibilities of the marketing specialist:
1. Make annual and quarterly market plans, including product promotion strategy, brand building strategy, specific action plan and budget, refine the market implementation plan in this region, and be responsible for the implementation in this region, and organize, supervise, evaluate and implement it;
2. Be responsible for making new product listing plans, including determining product positioning, developing product interest points, transmitting product listing information and product interest points through the effective use of market communication tools such as pop, promotion, advertising and public relations activities, and planning and implementing new product listing promotion, training and analysis;
3. According to the brand building strategy and plan, be responsible for creativity and production of sales tools related to brands, products and promotion of pop, and be responsible for implementation;
4. Responsible for planning, implementing and evaluating consumer promotion, channel promotion and other forms of brand promotion, so as to improve sales and brand awareness.
Through effective creativity and joint promotion with other brands or companies, the brand influence and sales performance can be enhanced.
5. According to the third-party investigation report and other market information, analyze market competition, find market opportunities, put forward action suggestions such as product development, expanding sales, price and promotion for the purpose of improving market competitiveness, be responsible for organizing internal discussions and promoting the implementation of the action plan.
6. Complete other tasks temporarily assigned by superior leaders; Treatment:
Account director: basic salary 1000+ commission (total sales-3,000) ×12%; Marketing specialist: basic salary 1500+ bonus 500;
Account manager: basic salary 2000+ commission (total team performance-10000) × 4%; Marketing director: basic salary 4000+ commission (total team performance-20000) × 6%; Third, the fitness club's sales strategy is to choose the right publicity media.
The external influence and information of the club depend on the relevant media, which is directly related to the survival and development of the club. Media can be roughly divided into:
Print media: mainly newspapers, magazines and related printed materials.
Electronic media: mainly TV, radio and Internet.
Organizing customers to visit the club: the main process, booking tour guides and discussing the significance of fitness, and agreeing on the first training time to follow up.
Fourth, how the customer director on duty correctly guides the visiting customers to visit this is a very important link, and the guests' visit to the club will directly affect whether they decide to join the club.
In order to let people know more about the club, the front desk staff should take the initiative to guide the guests to visit the open area of the club, and pay attention to the following points when visiting:
1. Before the visit, guests should be required to fill out a "Guest Basic Information Questionnaire". If the guest raises any objection, it should be stated that the purpose of filling in this form is to suit your specific situation, and suggest and provide more suitable services or training methods.
2, when visiting should follow the established route, guide personnel should walk in front of the guests;
3. When stopping to introduce, the tour guide should stand in front of the guest's left and keep a proper distance. When introducing the venue to the guests, hold out your left hand and mark the target with your palm.
When you pass the door, you should open the door for the guests first, let them go first, and then follow.
5. Stay in the place where the guests are interested for a while, don't panic, and don't look at your watch.
6. Guests are not allowed to take photos in the fitness center without the permission of the manager.
7. When visiting for the first time, try to show the potential customers the preferential membership price or promotional materials.
8. Actively and enthusiastically communicate the benefits of fitness to the guests, actively guide the guests to think about the relationship between health investment and health, clearly explain the prices of various service items of the club at an appropriate time, and explain the ratio of price to value at the same time.
9. When accepting new members, we should take the initiative to understand the requirements of customers and agree on the first exercise time at the most suitable time for customers. It is worth noting that you should responsibly tell your customers the best exercise time and respect their schedules and wishes.
10, exercise follow-up, get the feedback information from members or potential customers in time after the first exercise and analyze it. If there are problems in the process of fitness, we should answer them in time and strengthen our fitness belief. After the guests become members, you still need to contact them, let them feel that you are their friend and fitness consultant, and let them integrate fitness into their lives. Pre-sale promotion method:
In the initial stage of promotion, the club has always adopted effective membership promotion methods, summed up previous sales experience and paid attention to "face-to-face" sales. Face-to-face sales will achieve good results, and the sales of booths are in line with the characteristics of membership sales. Clubs usually choose places where people are concentrated and meet the consumption level of clubs, such as shopping malls, office buildings and apartments. , and face-to-face sales.
An exhibition content: printing club advertising pictures, sending text materials, promoting club projects and membership cards on the spot.
B Packaging: Except the packaging consistent with the club image, such as exhibition boards, Yi Labao, tables and chairs, printed matter, etc. Sales staff must undergo strict training, dressing the, who knows the situation of the club very well. The overall visual effect should fully reflect the club's high-quality and distinctive image characteristics.
C venue selection: there will still be strong geographical restrictions in the early stage of the club, so after a long-term investigation of surrounding communities, office buildings and shopping malls, what publicity venues are available for exhibition activities?
Five, gym joining plan-activity promotion:
The promotion of activities is the most important part. You can find some surrounding communities in the early stage, and the common property will engage in some social activities in the community. Member's recommendation: it is mainly the communication ability of club members, and some outdoor activities can be organized. Promotion: Promotion can be described as varied. Only by combining with other big brand companies can products and brands go better, such as China Mobile, China Guangfa Bank, Suning and Gome. Part II: Gym sales training.