fitness manager reference guide 10-1-08 3 -...

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Fitness Manager Reference Guide Index October, 2008

Pg. Fitness Manager Checklist 3

Fitness Manager 4

• Job Description 5

• Fitness Manager Sample Daily Schedule 7

• Fitness Manager Sample Weekly Schedule 8

• Fitness manager Sample Monthly Schedule 9

• Club Profile Guidelines 10

Personal Trainer 11

• Job Description 12

• Personal Training Compensation 13

• Personal Training Level Requirements 16

• Level 5 Nomination Form 17

Personal Training New-Hire Procedures 18

• Recruiting and Interviewing 19

• Termination Policy and Procedures 22

• Personal Training New-Hire Examination 23

• Personal Training New-Hire Examination Answer Key 29

• Personal Trainer Evaluation 35

• Personal Training Certification / Degree Acceptance List 36

• NASM Foundations 37

Personal Training Development 39

• New-Hire Staff Development Schedule 40

• Implementing Personal Training Fundamentals 44

• Pre-Fundamentals Checklist 45

• Coaching and Counseling 46

• Personal Trainer Coaching Sheet 47

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Standard Operating Policies 48

• Automated Personal Training Contracts

• Manual Personal Training Contracts

• Personal Training Pay-As-You-Train Memberships

• Employee PT Agreements

• Personal Training Items Redeemed

• Personal Training Automatic Payment Plan Procedures

• PT Compensation

Essential Forms #

• Important Notice to Personal Training Employees #

• Workout Card #

• Total Fitness Assessment Form (4-page) #

• Personal Training Master Appointment Book #

• Small Group Personal Training Master Appointment Book #

• Sessions Tracking Book #

• Manual Redemption Form #

• Monthly Sales Form #

• Personal Training Manager Appointment Log #

• Personal Fitness Profile #

• Personal Training Planner #

• Personal Training Price Book #

• Personal Training Appointment Sheet #

CMS Procedures #

• Report Generation Instructions – PT Sessions Redemption #

• Items Owed Cancellation Instructions #

• Creating Automated Contracts #

• Pending PT Contracts & Saved PT Contracts #

• Manual Contracts & Make-Good Procedures #

Payroll Procedures #

• Time Keeper #

• PT Compensation Calculator #

Personal Training Reference Guide- Check for Understanding Answer Key #

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Fitness Manager Review Checklist

FM Signature Date Topic Reviewed AFM Initials

____________________ __________ Fitness Manager Job Description/Compensation __________

____________________ __________ Personal Trainer Job Description/Compensation __________

____________________ __________ Personal Trainer New-Hire Procedures __________

____________________ __________ Fundamentals Guidelines __________

____________________ __________ Standard Operating Procedures __________

____________________ __________ Essential Forms __________

____________________ __________ Business Development __________

____________________ __________ CMS Procedures __________

____________________ __________ Timekeeper Procedures __________

____________________ __________ Compensation Calculator Procedures __________

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Fitness Manager

Includes: -Fitness Manager Job Description -Fitness Manager Sample Daily Schedule -Fitness Manager Sample Weekly Schedule -Fitness Manager Sample Monthly Schedule -Club Profile Guidelines

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Job Description

Position: Fitness Manager Department: Fitness Services Reports to: Market Manager

Overview As a Fitness Manager for Bally Total Fitness, the Company has the following expectations and guidelines regarding your job responsibilities and individual performance. The primary role of the Fitness Manager is to build, develop, and lead a team of skilled Personal Trainers and manage their interactions with members. You are responsible for the personal training operations within your club including but not limited to:

Responsibilities

A. Customer Care: Modeling and setting expectations around the Company’s Service Commitment Monitoring the satisfaction of all personal training clients and members

B. Sales and Profitability:

Achieving monthly personal training revenue and operating income goals Achieving individual personal training sales goal and expectation Managing the budgeted scheduled development hours

C. Recruiting and Staff Development: Hiring and developing Personal Trainers based upon club profile guidelines Mentoring Personal Trainers through the new hire development program Mentoring Personal Trainers through their personal training level advancement Assisting with the instruction of Personal Training Fundamentals Leading one staff / business development meeting per week Conducting Personal Trainer performance evaluations

D. Lead Management: Overseeing the development and distribution of personal training leads Managing point-of-sale interactions with new members Contacting new members that are not scheduled for a first workout or personal training session at the

point-of-sale Completing the Sessions Tracking Report for all personal training clients on a weekly basis Conducting club Special Events

E. Business Administration:

Adhering to personal training procedures regarding the use of essential forms outlined in the Fitness Manager Reference Guide

Auditing Timekeeper and the Personal Training Item Redemption Detail by Club by Trainer report utilizing the Master Appointment Book on a daily basis

Approving Personal Training Compensation Calculator bi-monthly Reviewing personal training expenses via Company Financial Statements Attending mandatory Market meetings and conference calls

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F. Education:

Successfully completing Company education programs including but not limited to: NASM Foundations Personal Training Fundamentals

Maintaining current Company approved national personal training certification or equivalent

G. Employee Guidelines: Following employee standards of conduct per the Bally Total Fitness Employee Handbook Abiding by Company rules and guidelines for personal training and membership sales Assisting as an educated resource for Bally Total Fitness nutritional products and services Keeping the gym floor and work spaces clean and organized

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Fitness Manager Sample Daily Schedule

9:00 to 9:30 AM Administrative Time Inspect Master Appointment Book to insure that all personal trainers have filled out and completed their daily

schedule Identify first workouts, consultations and other sale opportunities that are scheduled for the day and insure

that they have been confirmed Utilize trainer availability with assigned Scheduled Development hours Match item redemption reports and Kronos to the Master Appointment Book for sessions completed and

hours worked prior to your arrival Walk the training floor to assess trainer presence, uniforms, and potential independent training Update the Daily Sales Report from Prior day’s contracts and POS PT

9:30 to 12:00 PM Lead Management

Organize phone lists and place calls to the following sources: New members to schedule their First Workouts New members that completed their First Workout the previous day Existing members that completed a prospect workout Existing members that are considered personal training prospects Current personal training clients to evaluate their personal trainer’s professionalism and performance

(punctuality, attitude, intensity level) 30, 60 and 90 day re-evaluations Any other acquired personal training leads New members to schedule their First Workouts

Lead point-of-sale member interactions Facilitate Personal Trainer evaluations and client interactions

12:00 to 2:00 PM Staff Development

Conduct weekly business development and staff development meeting Conduct new hire development cycle Perform new hire recruitment and interviewing

5:00 to 8:00 PM Lead Management / Floor Management

Manage authorized Scheduled Development Lead point-of-sale member interactions Follow-up with all new members, prospects, clients, and Personal Trainers Insure all Personal Trainers are being productive and no personal workouts are taking place

8:00 to 8:30 PM Business Administration

Review the Master Appointment Book to insure the following: All personal trainers have updated any changes throughout the day All availability highlighted for tomorrow has been scheduled and discussed with each Personal Trainer All items that could not be redeemed are listed on the Manual Redemption Form

Insure that all sessions listed on the Manual Redemption Form are legitimate and have been redeemed in items owed

Review the contracts sold for the day Take care of any unfinished business from the day (i.e. phone calls, paperwork)

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Fitness Manager Sample Weekly Schedule (Monday-Friday)

Monday Personal Training Team business meeting

Revenue projections Weekly business plan Performance review and recognition

Fitness Manager conference call with the Area Fitness Manager Revenue projections Weekly business plan Performance review and recognition Market updates

Tuesday

Updating the Sessions Tracking Book Current client interactions

Customer service calls Confirm renewal opportunities Contact ‘abandoned’ clients

Wednesday

Mid-month Area Fitness Manager meeting Fitness Manager development Personal Training Systems audit Performance review and recognition Team building

Hiring and Recruiting focus Thursday

Special Event preparation and confirmation Calculate Friday/Saturday/Sunday revenue projections and business plan

Friday

Conduct a detailed payroll audit Be prepared for an optional Friday Area Fitness Manager conference call

Weekend revenue projections Weekend business plan Performance review and recognition

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Fitness Manager Sample Monthly Schedule

(Week-to-Week)

Week 1 • Follow up on prior month closeout business • Organize monthly business plan

Assess potential renewal business for current month Identify new business needs and strategies

• Review Business plan and expectations with personal training staff • Set up Scheduled Development hours

New Hires Established personal trainers

• Create monthly calendar of events and tasks Week 2

• Review business expectations from prior week Confirmation Accountability

• Perform and participate in development In Club Area level (i.e. Personal Training Fundamentals)

Week 3

• Micro-manage business expectations and trainer-client interactions Detailed plan and execution

• Attend and participate in Fitness Manager meeting and development Week 4

• Closeout! Renewal opportunities detailed out by trainer Prospecting opportunities detailed out by trainer All available hours scheduled and productive

• Anticipate and prepare for Week 1 of the following month Approve scheduled development hours for any trainer availability Generate first workouts and new client opportunities

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Club Profile Guidelines “E” Club Profile

• Part-time Fitness Manager • Average budget less than 25K • 2–6 productive Personal Trainers (minimum 20 direct sessions per pay period) • 1 New Hire PT

“D” Club Profile

• Full-time Fitness Manager • Average budget 25K – 35K • 6–10 productive Personal Trainers (minimum 20 direct sessions per pay period) • 1 New Hire PT

“C” Club Profile

• Full-time Fitness Manager • Average budget 40K – 55K • 10-12 productive Personal Trainers (minimum 20 direct sessions per pay period) • 2 New Hire PTs

“B” Club Profile

• Full-time Fitness Manager • Average budget 60K – 75K • 12-15 productive Personal Trainers (minimum 20 direct sessions per pay period) • 2 New Hire PTs

“A” Club Profile

• Full-time Fitness Manager • Assistant FM • Average budget 80K+ • 15-25 productive Personal Trainers (minimum 20 direct sessions per pay period) • 2+ New Hire PTs

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Personal Trainer

Includes: -Personal Trainer Job Description -Personal Training Compensation -Personal Training Level Requirements -Level 5 Nomination Form

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Job Description

Position: Personal Trainer Department: Fitness Services Reports to: Fitness Manager

Overview As a Personal Trainer for Bally Total Fitness, the Company has the following expectations and guidelines regarding your job responsibilities and individual performance. The primary role of the Personal Trainer is to follow the Bally Total Fitness Personal Training Philosophy in providing exercise and nutrition guidance and training to our members. You are responsible for but not limited to:

Responsibilities

A. Customer Care: Insuring that all members and guests are treated with respect and receive exemplary service by

adhering to the principles included in the Bally Service Commitment B. Business Development:

Fulfilling a minimum of 20 personal training sessions per payroll period within 60 days of hire Following the guidelines pertaining to the approved personal training level(s) Adhering to the approved schedule in the Master Appointment Book as authorized by Fitness Manager Attending the weekly personal training meeting

D. Business Administration: Adhering to personal training procedures regarding the use of essential forms outlined in the Personal

Training Reference Guide Recording hours worked accurately by utilizing the appropriate sessions / scheduled development

“drop-downs” in Timekeeper Insuring clients swipe their membership card prior to participating in scheduled personal training

session or first workout Redeeming items owed within CMS, per policy, for all serviced personal training sessions and first

workouts Wearing proper uniform including nametag

D. Education: Successfully completing Company mandated education programs within the designated time period:

NASM Foundations – 60 days Personal Training Fundamentals – 90 days

E. Employee Guidelines: Following employee standards of conduct per the Bally Total Fitness Employee Handbook Abiding by Company rules and guidelines for personal training and membership sales Assisting as an educated resource for Bally Total Fitness nutritional products and services Keeping the gym floor and work spaces clean and organized

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Personal Training Compensation The following information explains the methodology used to calculate personal trainer compensation. The pay rates used in the examples below are for discussion purposes only and may or may not reflect the wages being paid in your particular club. Personal Trainers are paid minimum wage or minimum market rate for all hours worked. Personal Trainers

must record all hours worked by utilizing the Kronos automated timekeeping system. Personal Trainers must select one of the following options when utilizing Kronos:

Sessions Scheduled Development

Scheduled development hours are not used as an adjustment against redeemed sessions. Session hours are used as an adjustment against redeemed sessions for personal trainers.

The following examples illustrate the methodology used to calculate a personal trainer’s compensation. Additionally, an example of how the Personal Trainer’s paycheck looks is provided. Example 1- Personal Trainer with Job Code 4702, 4602, 4607, 4609: If the Personal Trainer records the following hours in Kronos, (sessions = 20 hours, scheduled development = 20 hours, total hours worked = 40 hours) then the personal trainer would be paid $240 for all hours worked assuming that minimum wage is $6/hour. If the Personal Trainer fulfilled 20 (level 1) sessions at $20/session, the personal trainer would be paid an additional $400 minus (20 hours X $6/hour or $120 for session hours worked and previously paid above), which equals $280. The Personal Trainer would receive total pay of $520, and the paycheck would read as follows: Earn Code Pay Rate Hours 01 REG HOURS $6.00 20.00 53 SESSION HRS $6.00 20.00 Statement of Earnings and Deductions Earnings Hours Current REG HOURS 20.00 $120.00 SESSION HRS 20.00 $120.00 ADJ SESSION $ $280.00 Gross Pay $520.00

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Example 2- Personal Trainer with Job Code 4702, 4602, 4607, 4609: If the Personal Trainer records the following hours in Kronos, (sessions = 30 hours, scheduled development = 10 hours, total hours worked = 40 hours) then the personal trainer would be paid $240 for all hours worked assuming that minimum wage is $6/hour. If the Personal Trainer fulfilled 30 (level 1) sessions at $20/session, the personal trainer would be paid an additional $600 minus (30 hours X $6/hour or $180 for session hours worked and previously paid above), which equals $420. The Personal Trainer would receive total pay of $660, and the paycheck would read as follows:

Earn Code Pay Rate Hours 01 REG HOURS $6.00 10.00 53 SESSION HRS $6.00 30.00

Statement of Earnings and Deductions

Earnings Hours Current REG HOURS 10.00 $60.00 SESSION HRS 30.00 $180.00 ADJ SESSION $ $420.00 Gross Pay $660.00 Example 3- Personal Trainer with Job Code 4702, 4602, 4607, 4609: If the Personal Trainer records the following hours in Kronos, (sessions = 50 hours, scheduled development = 10 hours, total hours worked = 60 hours) then the personal trainer would be paid $420 for all hours worked assuming that minimum wage is $7/hour. If the Personal Trainer fulfilled 50 (level 3) sessions at $30/session, the personal trainer would be paid an additional $1500 minus (50 hours X $7/hour or $350 for session and prospecting hours worked and previously paid above), which equals $1150. The Personal Trainer would receive total pay of $1570, and the paycheck would read as follows:

Earn Code Pay Rate Hours 01 REG HOURS $7.00 10.00 53 SESSION HRS $7.00 50.00 Statement of Earnings and Deductions

Earnings Hours Current REG HOURS 10.00 $70.00 SESSION HRS 50.00 $350.00 ADJ SESSION $ $1150.00 Gross Pay $1570.00

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Example 4- Personal Trainer with Job Code 4702, 4602, 4607, 4609: If the Personal Trainer records the following hours in Kronos, (sessions = 70 hours, scheduled development = 10 hours, total hours worked = 80 hours) then the personal trainer would be paid $560 for all hours worked assuming that minimum wage is $7/hour. If the Personal Trainer fulfilled 70 (level 3) sessions at $30/session, the personal trainer would be paid an additional $2100 minus (70 hours X $7/hour or $490 for session hours worked and previously paid above), which equals $1610. The Personal Trainer would receive total pay of $2170, and the paycheck would read as follows:

Earn Code Pay Rate Hours 01 REG HOURS $7.00 10.00 53 SESSION HRS $7.00 70.00 Statement of Earnings and Deductions

Earnings Hours Current REG HOURS 10.00 $70.00 SESSION HRS 70.00 $490.00 ADJ SESSION $ $1610.00

Gross Pay $2170.00

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Personal Training Level Requirements

Level 1 (4609) Personal Trainer New-hire development cycle

Level 2 (4607) Personal Trainer

NASM Foundations, Personal Training Fundamentals, Stretch Level 3 (4602) Personal Trainer

National Certification/Degree in fitness field 20 direct sessions per pay period (level 2) for 3 pay periods Maintain 20 direct sessions per pay period (level 2+) National Approval

Level 4 (4702) Advanced Personal Trainer

30 direct sessions per pay period (level 3) for 3 pay periods Maintain 30 direct sessions per pay period (level 3+) National Approval

Level 5 (4702) Elite Personal Trainer

40 direct sessions per pay period (level 4) for 3 pay periods Maintain 40 direct sessions per pay period (level 4+) National Approval

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Level 5 Personal Trainer Nomination Form

Prepared By: ______________________________ Date: _______________

Trainer Name: _____________________________ Employee ID#: _______________ Hire Date: _________________________________ Shirt Size: XS S M L XL 2XL 3XL Club Name: _______________________________ Club #: _______________

Primary Certification or Degree Organization or Institution: __________________________________________________ Date completed: _______________ Expiration Date if applicable: ______________

Additional Certifications or Degrees

1. Organization or Institution: __________________________________________________ Date completed: _______________ Expiration Date if applicable: ______________ 2. Organization or Institution: __________________________________________________ Date completed: _______________ Expiration Date if applicable: ______________ 3. Organization or Institution: __________________________________________________ Date completed: _______________ Expiration Date if applicable: ______________ 4. Organization or Institution: __________________________________________________ Date completed: _______________ Expiration Date if applicable: ______________ Production Status (3 Consecutive Pay Periods) Pay Period 1 Dates: __________to__________ Total Direct Production Hours: _________L____ Pay Period 2 Dates: __________to__________ Total Direct Production Hours: _________L____ Pay Period 3 Dates: __________to__________ Total Direct Production Hours: _________L____ Area Fitness Manager Name: ______________________________ AFD Signature: ___________________________________________ Date: _______________

Fax completed form to 773-693-4856

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Personal Training New-Hire Procedures

Includes: -Recruiting and Interviewing -Termination Policy and Procedures -Personal Training New-Hire Examination -Personal Training New-Hire Examination Answer Key -Personal Trainer Evaluation -Personal Training Certification / Degree Acceptance List -NASM Foundations

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Recruiting and Interviewing The Fitness Manager is responsible for developing and maintaining a professional and dynamic personal training staff. The Fitness Manager must therefore recruit and interview trainers on an ongoing basis. Recruiting methods are to be determined by each individual Fitness Manager. Interviewing will follow a two-step procedure outlined below. Step 1: The Fitness Manager interviews new hire candidates at the club level. During these interviews, the Fitness Manager must determine if the candidates meet the criteria to become a Bally Total Fitness Personal Trainer. Criteria includes but is not limited to:

Good communication skills A willingness to learn A dynamic personality A desire to succeed A solid understanding of proper exercise form and technique A Nationally recognized certification or intent to become certified within 90 days or a four-year degree

in a fitness-related field Candidates that meet these criteria are able to proceed to Step 2. Step 2: The Area Fitness Manager and/or District Manager interviews the pre-qualified candidates. This interview should be nothing more than a formality and an introduction because the candidate has been pre-qualified by the Fitness Manager.

It is required that each Fitness Manager sends a minimum of one pre-qualified, new hire candidate to the Fitness Manager Meeting or set up an interview time / location.

All new-hire candidates should understand the expectations and requirements of the Bally Total Fitness

Personal Training Program and be prepared to answer any questions posed by the Area Fitness Manager and/or District Manager.

Interview Questions There are different types of questions that should be asked during the interview process to ensure that proper information is uncovered. The types of questions that should be addressed are:

Background questions Behavioral questions Questions for the specific position (personal trainer)

Background Information Questions An expectation for the personal trainer position is that candidates will express a passion for fitness and a background in training / coaching others with exercise. It’s important to determine upfront during the interview that the candidate has both. Regarding Fitness 1. Tell me about your experience in the fitness industry. What is your fitness background? 2. What experience have you had working at fitness centers? 3. What do you consider to be your strongest area of expertise with regard to fitness?

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Behavioral Questions Behavioral questions help the Fitness Manager to learn about the employee’s past behavior. These questions help to determine non-observable character traits. Some examples are provided below: 1. Tell me about an important goal you set in the past and what was your success at reaching it. (Persistence,

Tenacity, Motivation) 2. What did you do in your last job in order to be effective with your organization and planning? (Organizational

skills) 3. Tell me about a difficult sale and how you went about achieving it. (Persistence, Persuasiveness, Initiative) 4. Tell me about a time when you responded to a dissatisfied or irate customer. (Tolerance for stress, people

skills) 5. Give me an example of a problem you faced and how you solved it? (Decision making, judgment) 6. What do you do on a daily basis to contribute toward a teamwork environment? (Motivation, Attitude) 7. Give me an example of a time you turned a negative into a positive in the work environment. (Motivation,

Attitude, Creativity) 8. Give me an example of a specific occasion in which you conformed to a policy that you did not agree with. (Attitude, Direction, Ethics) 9. Give me an example of a time when you had to go “above the call of duty” in order to complete a job. (Work

ethic, Work Standards)

Questions Specific to Personal Training Depending on the position, it’s necessary to ask specific questions relative to qualifications for that position.

What makes you qualified to be a Personal Trainer? (Certifications and education background) How would you train a de-conditioned person who hasn’t worked out in three years and wants to lose fat as well as increase muscle tone?

Describe a typical workout sequence. Guidelines for Legally Defensible Questions Any questions asked during the interview should be related to the job. Here are some guidelines for “legally defensible” meetings with external candidates. However, they serve as a good guideline when meeting with your staff.

Ask only job-related questions Use a structured plan Treat all applicants equally Take objective notes that are job-related Evaluate based on skills and behaviors Base your decision on job-related issues

Set Expectations for the Position

Describe the personal trainer position Review the job description Explain the interview / hiring process Ask and answer questions

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Information to Cover:

Job Responsibilities

Pay Structure

Training and Career Path Specific to position Hourly rate Opportunities for

advancement Standards of professionalism Customer Service

Responsibilities

Grooming/Dress Standards Work hours/Schedule Work habits

Questions from Employee What questions do you have for me?

Closing Is there anything else you would like to tell me or think I should know?

Thank employee. Explain that they will be either notified with an offer or informed if the position is not available. Let them know that you will follow up with them regarding the final staffing structure and what role they will play.

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Termination Policy and Procedures

There will be instances when it is necessary to issue corrective action and / or terminate the employment of a Personal Trainer. Reasons for termination include but are not limited to:

Theft Time card fraud Tardiness / absenteeism for scheduled training sessions / appointments Consistent failure to attend meetings Consistent failure to redeem sessions Not following uniform policy Failure to attend and complete:

NASM Foundations Level I Personal Training Fundamentals Workshop Partner-Assisted Stretch Workshop Level II Personal Training Fundamentals Workshop

In the event that a Fitness Manager deems it necessary to terminate the employment of a Personal Trainer, he or she must consult with their Area Fitness Manager. The Area Fitness Manager will make the final decision in reference to the employment of all Personal Trainers. Immediately upon termination of a Personal Trainer, the Fitness Manager must contact all of the Personal Trainer’s clients. When speaking to their clients, follow these procedures:

Indicate that their Personal Trainer is no longer employed by the company. Tell the client that you would like to schedule their next session with another Personal Trainer. Listen while showing understanding and empathy. Repeat as necessary throughout the conversation. If necessary, offer a complimentary session with another personal trainer. You may need to schedule additional complimentary sessions with different Personal Trainers until the

client feels comfortable with their new Personal Trainer.

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Personal Training New-Hire Examination

Name: __________________________________ Date: _________________ Club: __________________________________ Score: / 100 Degrees: _______________________________ Date: __________ Certifications: __________________________ Date: __________ 1. List exercises that can be used to work the following muscle(s):

These exercises must be the prime mover for each muscle listed. (21 pts.)

Quadriceps: ________________________ ________________________

Hamstrings: ________________________ ________________________ Deltoids: ant ________________ post ______________ med _______________ Pectoralis Major: ________________ _______ _______ _______________

Latissimus Dorsi: ________________ _______ _______ _______________ Biceps: ________________________ ________________________ Triceps: ________________________ ________________________ Trapezius: ________________________ ________________________ Gastrocnemeus: ________________________ Soleus: ________________________

2. Provide cardiovascular exercise recommendations for a beginner using the following chart: (8 pts.)

Frequency: ___________________________________(days per week) Intensity: ___________________________________(% of maximum heart rate) Time: ___________________________________(how many minutes) Type: 1. ________________ 2. _______________(name 5 different cardiovascular activities) 3. ________________ 4. ________________ 5. _________________

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3. Provide strength training exercise recommendations for a beginner using the following chart: (3 pts.)

Frequency: ___________________________________(how often should each body part be worked) Intensity: ___________________________________(how many repetitions) Time: ___________________________________(how many sets)

4. Provide flexibility recommendations for a beginner using the following chart:

(4 pts.)

Frequency: ___________________________________(days per week) Intensity: ___________________________________(to what point of discomfort) Time: ___________________________________(how many seconds each stretch is held) Type: ___________________________________(static or ballistic)

5. A hypertensive person has: (1 pt.)

A. High cholesterol B. High blood pressure C. High body fat D. High anxiety

6. A food contains 4 grams of fat, 6 grams of protein and 10 grams of carbohydrate.

Determine what percent of total calories each nutrient makes up: (3 pts.)

Fat: __________% Protein: __________% Carbohydrate: __________% 7. Vitamins if taken in high enough doses will give you energy: (1 pt.)

TRUE FALSE 8. A 40-year old male weighs 200 pounds and has a body fat percentage of 20%: (2 pts.)

How many pounds are fat tissue? __________lbs. How many pounds are lean tissue? __________lbs.

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9. What are recommended percentages of carbohydrate, protein and fat in relation to

total caloric intake? (3 pts.)

_____________% _____________% _____________% Carbohydrate Protein Fat 10. List two physiological benefits of a warm-up and cool-down: (4 pts.) Warm-Up Cool-Down

1. ______________________________ 1.______________________________

2. ______________________________ 2.______________________________

11. What are the four muscles that make up the quadriceps (4 pt.)

A. ___________________________ B. ___________________________ C. ___________________________ D. ___________________________

12. Match each food with its primary source of calories: (11 pts.)

Chicken breast __________ C. Complex Carbohydrate

Olive oil __________ P. Protein

Banana __________ F. Fat

Nuts __________ S. Simple Carbohydrate

Broccoli __________

Tuna __________

Whole Milk __________

Avocado __________

Sweet Potato __________

Skim Milk __________

Brown Rice __________

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13. Age 35 Gender: Female Weight: 160 lbs Body Fat: 30% (2 pts.)

What is this client’s Max HR? ___________________________

What is this client’s HR at 60% MHR? ___________________________ 14. What is the most accurate method to test body fat %? (1 pt.)

_________________________________

15. List and describe 2 effective abdominal exercises that involve concentric and eccentric contractions: (2 pts.)

____________________________________________________ ____________________________________________________

16. List and describe 2 exercises that target the Erecter Spinae: (2 pts.)

____________________________________________________ ____________________________________________________

17. List and describe 2 exercises that can be performed using a Resist-A-Ball: (2 pts.)

____________________________________________________ ____________________________________________________

18. List and describe 2 exercises that can be performed using a BOSU Ball: (2 pts.)

____________________________________________________ ____________________________________________________

19. List and describe 2 exercises that can be performed using a Medicine Ball: (2 pts.)

____________________________________________________ ____________________________________________________

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20. List and describe 2 Plyometric exercises: (2 pts.)

____________________________________________________ ____________________________________________________

21. List and describe 2 exercises that can be performed using Resistance Tubing: (2 pts.)

____________________________________________________ ____________________________________________________

22. List and describe 2 Compound exercises: (2 pts.)

____________________________________________________ ____________________________________________________

23. List and describe 3 exercises that would be appropriate during active rest: (3 pts.) ____________________________________________________ ____________________________________________________

____________________________________________________

24. List and describe 2 Regressions from a standard Push-Up: (2 pts.)

____________________________________________________ ____________________________________________________

25. List and describe 2 Progressions from a standard Squat: (2 pts.)

____________________________________________________ ____________________________________________________

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26. Clients should stretch before they warm-up. (1 pt.)

III. TRUE FALSE 27. Define Resting Metabolic Rate. (1 pt.)

____________________________________________________ ____________________________________________________ ____________________________________________________

28. List the six Essential Nutrients. (6 pts.)

1. ____________________________________________________ 2. ____________________________________________________ 3. ____________________________________________________ 4. ____________________________________________________ 5. ____________________________________________________ 6. ____________________________________________________

29. How often would you recommend your clients eat every day to lose weight? (1 pt.)

1. Every Hour

2. Every 1-2 Hours

3. Every 3-4 Hours

4. Every 6-8 Hours

5. Every 24 Hours

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Personal Training New-Hire Examination KEY

E. A minimum score of 80 / 100 (80%)

F. is necessary to proceed with the interview process.

13. List two exercises that can be used to work the following muscle(s): These exercises must be the prime mover for each muscle listed. (21 pts.)

Quadriceps: Leg Extension, Squats, Leg Press, Lunges, Hack Squat

Hamstrings: Leg Curl, Squats, Leg Press, Lunges, Hack Squat Deltoids: Shoulder Press, Military Press, Side Lateral Raises, Front Lateral Raises, Bent Lateral Raises, Reverse Fly, Upright Rows Pectoralis Major: Bench Press, Incline Press, Decline Press, Pec Fly, Chest Press, Dips,

Push Ups

Latissimus Dorsi: Lat Pulldowns, Bent Over Row, T-Bar Row, Seated Row, Chin Ups, Pull Ups

Biceps: Preacher Curl, Barbell Curl, Hammer Curl, Dumbell Curl, Concentration Curl Triceps: Triceps Extension, Triceps Pushdown, Kick-Backs, French Curl Trapezius: Barbell Shrugs, Dumbbell Shrugs, Power Shrugs Gastrocnemeus: Straight-leg Calf Raises Soleus: Bent-leg or seated Calf Raises

14. Provide cardiovascular exercise recommendations for a beginner using the following chart: (8 pts.)

Frequency: 3-5 Days a week Intensity: 55-90% of maximum heart rate Time: 20-60 minutes Type: All continuous, rhythmic movements including:

Walking, Biking, stair/elliptical climbers, running, cycling, group exercise classes, swimming

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15. Provide strength training exercise recommendations for a beginner using the following chart: (3 pts.)

Frequency: Rest each muscle group 48-72 hours between workouts Intensity: 8-12 repetitions Time: 1 set of 8 to 10 exercises that focus on major muscle groups

16. Provide flexibility recommendations for a beginner using the following chart: (4 pts.)

Frequency: At least 2-3 days per week Intensity: Stretch to a point of mild discomfort/ mild tension Time: Hold for 10-30 seconds and repeat 3-4 times Type: Static

17. A hypertensive person has: (1 pt.)

A. High cholesterol B. High blood pressure C. High body fat D. High anxiety

18. A food contains 4 grams of fat, 6 grams of protein and 10 grams of carbohydrate.

Determine what percent of total calories each nutrient makes up: (3 pts.)

Fat: 36% Protein: 24% Carbohydrate: 40% 19. Vitamins if taken in high enough doses will give you energy: (1 pt.)

TRUE FALSE

20. A 40-year old male weighs 200 pounds and has a body fat percentage of 20%: (2 pts.)

How many pounds are fat tissue? 40 lbs. How many pounds are lean tissue? 160 lbs.

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21. What are recommended percentages of carbohydrate, protein and fat in relation to total caloric intake? (3 pts.)

55-65% 15-25% Less than 30%

Carbohydrate Protein Fat 22. List two physiological benefits of a warm-up and cool-down: (4 pts.) Warm-Up Cool-Down Reduces risk of injury Helps prevent sudden pooling of blood Increases blood flow to active muscles Ensures adequate circulation to muscles, heart & brain Increases contraction/ reflex time Reduces tendency toward post exercise fainting or dizziness Increases elasticity of active muscles May assist in preventing delayed onset muscle soreness Helps prepare mentally for exercise 23. What are the four muscles that make up the quadriceps? (4 pt.)

IV. 1. Rectus Femoris 2. Vastus Lateralis 3. Vastus Medialis 4. Vastus Intermedius

24. Match each food with its primary source of calories: (11 pts.) Chicken breast ____P______ C. Complex Carbohydrate Olive oil ____F______ P. Protein Banana ____S______ F. Fat Nuts ____F______ S. Simple Carbohydrate Broccoli ____C______ Tuna ____P______ Whole Milk ____F______ Avocado ____F______ Sweet Potato ____C______ Skim Milk ____P______ Brown Rice ____C______

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13. Age 35 Gender: Female Weight: 160 lbs Body Fat: 30% (2 pts.)

What is this client’s Max HR? 185

What is this client’s HR at 60% MHR? 111 30. What is the most accurate method to test body fat %? (1 pt.)

Hydrostatic Weighing or D.E.X.A. Scan

31. List and describe 2 effective abdominal exercises that involve concentric and eccentric contractions: (2 pts.)

Resist-A-Ball crunch, Bosu-Ball Crunch, Decline Crunch, Lying Crunch, Bicycle Crunch, Crab Crunch, Roman Chair with pelvic lift, Cable Crunches,

32. List and describe 2 exercises that target the Erecter Spinae: (2 pts.)

Free standing Back Hyper-extension machine, Seated Back Hyper-extension machine, Floor Supermans, Resist-A-Ball Supermans,

33. List and describe 2 exercises that can be performed using a Resist-A-Ball: (2 pts.)

Dumbbell Chest Press, Dumbbell Shoulder Press, Bridge, Leg curls, Crunches/sit-ups, Push-ups, Wall Squats, Back Hyper-Extensions, Leg Raises, Pike, Flys,

34. List and describe 2 exercises that can be performed using a BOSU Ball: (2 pts.)

Lunges, Squats, Biceps Curls, Push-ups, Jumps, Shoulder Press, Triceps Extension, Lateral Squat, 35. List and describe 2 exercises that can be performed using a Medicine Ball: (2 pts.)

Chest Passes, Push-ups, Woodchoppers, Sit-ups/Crunches, Squats, Lunges, Lat throws, Oblique Twists

36. List and describe 2 Plyometric exercises: (2 pts.)

Power Lunges, Squat Jumps, Toe taps, Box Jumps, Line Jumps, Clap Push-ups,

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37. List and describe 2 exercises that can be performed using Resistance Tubing: (2 pts.)

Biceps Curls, Lateral Raises, Shoulder Presses, Anterior raises, Rows, Triceps Extensions, 38. List and describe 2 Compound Exercises: (2 pts.)

Squat to Shoulder Press (Anterior Raise, Lateral Raise), Lunge to Bicep Curl, Power Clean, Clean and Jerk, Clean and Press,

39. List and describe 3 exercises that would be appropriate during active rest: (3 pts.)

Jumping Jacks, High knees, Run-in-place, Planks, Bridges, Jog on track, grape vines, crunches, wall-sits,

40. List and describe 2 Regressions from a standard Push-Up: (2 pts.)

Modified Push-ups, Step-Riser Push-ups, Torso supported Resist-A-Ball Push-ups, Wall presses, Selectorized Exercises,

41. List and describe 2 Progressions from a standard Squat: (2 pts.)

Jump Squat, Compound Movements, Single-leg Squat, Bosu Squats, Resist-A-Ball Squats, Overhead Squat,

42. Clients should stretch before they warm-up. (1 pt.)

V. TRUE FALSE 43. Define Resting Metabolic Rate. (1 pt.)

The number of calories a person burns at rest each day.

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44. List the six Essential Nutrients. (6 pts.)

1. Carbohydrates 2. Fats 3. Proteins 4. Vitamins 5. Minerals 6. Water

45. How often would you recommend your clients eat every day to lose weight? (1 pt.)

1. Every Hour

2. Every 1-2 Hours

3. Every 3-4 Hours

4. Every 6-8 Hours

5. Every 24 Hours

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Personal Trainer Certification Auditioner Date Club Location Time

Bally Total Fitness Personal Trainer

Evaluation

U S E Appearance Attitude Safety concerns Purpose of exercise Muscles utilized Demonstrate properly Set clients body position Set proper weight Speed of movement Range of motion Fluent range of motion Grip intensity explained Breathing explained Asking for feedback Different positioning Handling discomfort Myths dispelled Attentiveness Professionalism Ability to motivate Proper cues given Speaking ability

Exercise: Upper Body Chest Press / Shoulder Press / Lat Pull-down / Seated Row Comments: Exercise: Lower Body Leg Extension / Leg Curl / Leg Press / Squat Comments: Exercise: Torso Abdominal: Crunch / Knee Up / Leg Raise Lower Back: Hyperextensions Comments:

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2008 - Bally Total Fitness Personal Training Certification / Degree Acceptance List

AAAI / ISMA – American Aerobics Association International (609) 397-2139

Level II Master Personal Fitness Trainer Certification aaaiismafitness.com

AFAA - Aerobic and Fitness Association of America (800) 446-2322 Personal Trainer / Fitness Counselor Primary Certification afaa.com

ACSM - American College of Sports Medicine (800) 486-5643

Health and Fitness Instructor acsm.org

ACE - American Council on Exercise (800) 825-3636 Personal Training Certification acefitness.org

The Cooper Institute (972) 341-3200

Physical Fitness Specialist cooperinst.org IFPA – International Fitness Professionals Association (800) 785-1924

Personal Fitness Trainer Certification ifpa-fitness.com

ISSA – International Sports Sciences Association (800) 892-ISSA Personal Training Certification issaonline.com

NASM – National Academy of Sports Medicine (800) 460-6276

Personal Training Certification nasm.org NCSF – National Council of Strength and Fitness (800) 772-NCSF

Personal Trainer Certification ncsf.org NESTA – National Education and Sports Trainer Association (877) 348-6692

Personal Trainer Certification nestacertified.com NFPT – National Federation of Professional Trainers (800) 729-6378

Personal Fitness Trainer Certification nfpt.com NPTI – National Personal Training Institute (800) 264-9835

Personal Training Fitness Program nationalpersonaltraininginstitute.com NSCA – National Strength Conditioning Association (800) 815-6826

Strength and Conditioning Certification nsca-lift.org Personal Training Certification

WITS – World Instructor Training Schools (888) 330-9487

Personal Training Certification witseducation.com Bachelors, Masters Degree or Pre-Approved Education Program in a Fitness-Related Field:

Exercise Science, Exercise Physiology, Kinesiology, Physical Education, Fitness Management, Athletic Training, Occupational Therapy, Physical Therapy, Kinesiotherapy, Physiology, Human Performance, Etc.

Updated January 1, 2008

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NASM Foundations All Bally Total Fitness employees are encouraged to participate and complete the NASM Foundations workshop. NASM Foundations is the pre-certification, interactive workshop that Bally Total Fitness Personal Trainers are required to complete. The workshop can be downloaded and viewed from the following website: http://learn.nasm.org. It requires roughly 5 hours to complete in an easy-to-follow format that can be split up amongst multiple days. This website cannot be downloaded from club computers so employees must participate from an outside Internet source: home, library, etc. In addition, all clubs have received a CD-ROM copy of NASM Foundations. The CD-ROM copy can be "checked out" from the Fitness & Nutrition Director to those employees with limited computer / Internet access. The CD-ROM contains the same material available on the website with the exception of the test that must be completed online. At the conclusion of the workshop, a 100 question test must be taken and passed with an 80% score or higher in order to receive passing credit. Those employees that pass the test will be able to print a completion certificate by clicking the "My Certificates" button and choosing print. Enrollment and completion of NASM Foundations can also be tracked by an Excel spreadsheet report sent every two weeks. Employees that are currently certified will also receive .3 continuing education credits for their participation. There is no cost for Bally Total Fitness employees to participate in NASM Foundations, which has a retail price of $149. To access and participate in NASM Foundations: 1. Go to the following website: http://learn.nasm.org 2. In the username field please enter: FOUNDATIONS 3. In the password field please enter: BALLY 4. You will then be prompted to create your own unique username and password. 5. Begin by entering the requested information. Be sure to enter your club number in the location field. 6. When you complete this enrolment page you will see a message that confirms your new username and password. This message will also be emailed to you so that you have a copy of it in case you forget. 7. The last step is to log in with your new username and password. If you return at a later date to start training or to continue a partially completed course, you must log in with your unique username and password. If you use the enrolment key again you will be creating a duplicate account and will have to start your training from the beginning. Please only use the enrollment key once.

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Frequently Asked Questions Q: How can I complete the workshop if I do not have access to the Internet? A: A CD-ROM copy of NASM Foundations is available for “check out” from the club. The test must be completed online. Q: Is there a NASM Foundation course manual? A: Yes and it is available for download on <http://learn.nasm.org>. Q: Is there a cost to participate in NASM Foundations? A: There is no cost for Bally Total Fitness employees to participate in NASM Foundations. Q: What is the passing percentage for the test? A: You must receive an 80% or higher to pass Q: Is there a time limit for taking the test? A: There is no time limit to take the test. Q: Is there a limit to how many times I can take the test prior to passing? A: There is no limit to how many times you can take the test prior to passing. Q: How do I print my certificate? A: After passing the test click the "My Certificates" button and choose print.

Q: Do I have to watch the full NASM Foundations workshop all at once? A: No, you can split up the material amongst multiple sittings. If you return at a later date to continue, you must log in with your unique username and password. Q: Do I need speakers on my computer to participate in NASM Foundations? A: Yes, NASM Foundations is an interactive workshop that requires participants to hear the presented

material.

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Personal Training Development

Includes: New-Hire Staff Development Schedule Implementing Personal Training Fundamentals Pre-Fundamentals Checklist Coaching and Counseling Personal Trainer Coaching Sheet

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New Hire Staff Development Schedule New Hire Staff Development is comprised of organized training modules consisting of fundamental information and skills relative to a Personal Trainer’s immediate success. FM & Personal Trainer Signatures verify completion dates and understanding of materials covered during each day of the 8 day development cycle.

8-Day Cycle

Pre-Staff Development / New Hire Orientation (To be administered immediately upon hire) □ Distribution of Personal Trainer Reference Guide Day 1: Date Completed: □ Operational □ NASM Foundations Enrollment Trainer Signature: □ Job Description □ Development Schedule FM Initials: □ Standard Operating Policies □ Timekeeper □ Sign Compensation Guidelines □ Master Appointment Book

□ Practical □ First Workout (Fitness Manager Performs) □ Fitness Manager First Workout Procedures

□ Floor □ Shadow First Workout through Senior Personal Trainer □ Communication / Relationship Building □ Club Orientation and Staff Introduction ________________________________________________________________________________ Day 2: Date Completed: □ Operational □ CMS Trainer Signature: □ Member Inquiry □ Redeeming Items FM Initials: □ First Workout Appointment Card □ Complete Chapter 1 Quiz

□ Practical □ Communication □ Question Skillfully □ Listen Carefully □ First Workout (Personal Trainer Performs)

□ Floor □ Phone Skills □ New Members □ Confirmations □ Follow-Up Calls □ Telephone Inquiries □ Point-of-Sale Presentations

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Day 3: Date Completed: □ Operational □ Business Organization Trainer Signature: □ Personal Appointment Book □ Goal Setting FM Initials: □ Prospecting □ Funnel □ Walk-a-Way Technique □ 5 Alternative Exercises Technique

□ Practical □ Components of a Session □ Warm-Up □ Functional □ Muscle Strength / Endurance □ Core / Cool-Down □ Flexibility □ Floor □ Prospecting ____________________________________________________________________________________________

Day 4: □ Operational Date Completed: □ Fitness Assessments □ Complete Chapter 2 Quiz Trainer Signature:

□ Practical FM Initials: □ Components of a Session □ Warm-Up Alternatives □ Functional □ Basic Movements □ Squat □ Lunge □ Push □ Pull □ Bending □ Spotting and Cueing of Movements □ Regressions

□ Floor □ Shadow First Workout □ Point-of-Sale / Lead Generation □ Prospecting

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Day 5: Date Completed: □ Operational □ Nutritional Philosophy Trainer Signature: □ Best Start Guide □ RMR Calculations FM Initials: □ Complete Chapter 3 Quiz

□ Practical □ Components of a Session □ Basic Selectorized and Hammer Strength Interaction

□ Floor □ Servicing First Workout □ Prospecting □ Lead Management

Day 6: Date Completed: □ Operational □ Review Program Design and Progression Trainer Signature: □ Four Phases of Training □ Goal Setting and Expectations FM Initials: □ Complete Chapter 5 Quiz

□ Practical □ Components of a Session □ Free Weights / Strength

□ Floor □ Servicing First Workout □ Prospecting □ Lead Management Day 7: Date Completed: □ Operational □ Program Presentation Trainer Signature: □ Price Presentation □ Personal Training Agreement Procedures FM Initials:

□ Practical □ Components of a Session □ Core □ Flexibility / Stretch

□ Floor □ Servicing First Workouts and follow-up appointments □ Prospecting □ Lead Management

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Day 8: Date Completed: □ Operational □ Master Appointment Book Schedule Review Trainer Signature: □ Personal Training Agreement Procedures □ Role Play Price Presentation FM Initials: □ Bring NASM Foundations Certificate □ Complete Chapter 6 Quiz

□ Practical □ Entire First Workout Procedures

□ Floor □ Servicing First Workouts and follow-up appointments □ Prospecting □ Lead Management □ Servicing Clients

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Implementing Personal Training Fundamentals All Bally Total Fitness, all Personal Trainers are required to attend and complete both Level 1 and Level 2 Personal Training Fundamentals. The Personal Training Fundamentals cycle takes place every two months and includes a 3-day, 4-hour a day Level 1 course followed the next month by a 3-day, 4-hour a day Level 2 course (a total of 24 hours). Fitness Managers are responsible for preparing and developing their Personal Trainers prior to, during and after the workshops. Fitness Managers must ensure that Personal Trainers are educated and knowledgeable on the following topics prior to training clients and attending a Level 1 Personal Training Fundamentals Workshop:

All Selectorized and Cardiovascular Equipment in their Club A Minimum of 3 Free Weight Exercises for each Major Muscle Group Calisthenics Compound Movements Small Apparatus Equipment

Fitness Managers must complete a Pre-Fundamentals Checklist for each Personal Trainer prior to attending the Fundamentals program. The purpose of the Pre-Fundamentals Checklist is to ensure that every Personal Trainer attending Level 1 Personal Training Fundamentals has the necessary knowledge to successfully complete the workshop. The Pre-Fundamentals Checklist must be completed for each Personal Trainer by their Fitness Manager. The Personal Trainer must either complete or demonstrate a competency for each task listed on the checklist. The Fitness Manager must check each task and sign at the completion. The signed checklist is to be given to the Personal Trainer. The Personal Trainer must present the checklist to the Personal Training Fundamentals Instructor on the first day of Level 1 Personal Training Fundamentals. After completing Personal Training Fundamentals, all Fitness Managers are required to serve as mentors for all future classes. Personal Training Fundamentals Workshops should be scheduled in clubs that have a group exercise area and / or classroom available during the designated class times.

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Coaching & Counseling

In the business of Personal Training it is often necessary to provide specific coaching and counseling information to the personal trainer on staff. This is not the same as a Corrective Action. If we spend a focused amount of time on coaching and counseling we may often spend much less time "correcting" behavior which unfortunately is also necessary at times. Having these interactions beginning at the point of hire and on a regular basis can ensure a healthy relationship and understanding between the Fitness Manager and Personal Trainer with regard to goals and expectations. It might be helpful to think of the Personal Trainer as a "client" when helping them to become a successful and productive member of the staff. Remember, Personal Trainers need to be instructed in much the same way a client would need instruction and reminding about how to ultimately achieve their specific goals or expectations. It is also important to note that along the path in pursuing success there are obstacles and challenges that the Personal Trainer will need to overcome similar to a client. The most successful Fitness Managers anticipate these obstacles and challenges and spend a great deal of time coaching and counseling Personal Trainers as a mentor, which often involves inspiring and encouraging them along the way. This is done in a very "hands-on" environment where the Fitness Manager and Personal Trainer spend purposeful time reviewing the following:

• The Personal Trainer's personal and professional goals and the plan/program to achieve them (Performance Review)

• The client's needs and goals and the plan/program to achieve them (Client Session Tracker)

• Club and Company expectations and how they relate to the Personal Trainer (Master Appointment Book, and the Personal Trainer's personal appointment book)

• Specific expectations the Fitness Manager may have for the Personal Trainer and directions / suggestions for achieving them (Performance Review)

This manual has provided additional materials located on the following pages to utilize as a "road map" to having these coaching and counseling conversations. Remember, anticipation and pro-activity on the Fitness Manager's part can make these interactions with the Personal Trainer not only productive, but can be a motivating experience for both.

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Standard Operating Policies

50

Essential Forms

Essential Form Product Order Number Important Notice to Personal Training Employees 07-0031 Workout Card (two-ply) 07-0023 Total Fitness Assessment Form (4-page) 09-0114 PT Master Appointment Book 07-0051 SGPT Master Appointment Book 07-0053 Sessions Tracking Book 09-0008 Manual Redemption Form 07-0050 Monthly Sales Form 07-0022 Personal Training Manager Appointment Log ??-???? Personal Fitness Profile Print on demand Personal Training Planner Print on demand Personal Training Price Book ??-???? Personal Training Appointment Sheet ??-????

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Essential Forms

Important Notice to Personal Training Employees The Important Notice to Personal Training Employees Form outlines company time keeping, compensation and session redemption procedures. The form requires the signature of every Bally Total Fitness Personal Trainer and is to be distributed to every Personal Trainer at the time of hire. It is the Personal Training Manager’s responsibility to ensure that every Personal Trainer in their club is aware of company time keeping, compensation and session redemption procedures and has signed and turned in the form. A signed copy of the Important Notice to Personal Training Employees Form will be kept in each Personal Trainer’s permanent personnel file and a photocopy will be given to the Personal Trainer.

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CMS Procedures

Includes: -Report Generation Instructions- PT Sessions Redemption -Items Owed Cancellation Instructions -Creating Automated Contracts -Pending PT Contracts & Saved PT Contracts -Manual Contracts & Make-Good Procedures

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Report Generation Instructions PT Sessions Redemption 1. From Activities at the top of the screen choose Report Viewer 2. If prompted, enter your User ID and Password 3. In Report Generation Wizard scroll down to PT Reports and click Next 4. Choose a Report:

There are four reports you can choose from: PT Redemption Area By Club PT Redemption Area By Trainer PT Redemption Company PT Redemption Detail by Club by Trainer

Choose the Starting and Ending Dates and click Next (NOTE: don’t enter today’s date to avoid discrepancies when running the report for the same date later on during the day)

5. In Data Selection: Find your market within the tree or enter the specific club name or club number and click on

the binoculars Highlight your market/club and click on a single right arrow to move it to Selected Items (To

remove clubs/markets from the Selected Items group highlight them and click on the left single arrow)

Click Next 6. In Report Selection choose the proper printer and click Finished (At this point you will be able to view

the report on-screen). 7. Click on the printer to print.

Please note: the above reports will show you data based on sessions redeemed, which include:

New Member First Workouts PT Membership Sessions Level I-IV PT Sessions, and Complimentary Sessions

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Items Owed Cancellation Instructions 1. From Activities at the top of the screen choose Items Owed 2. Enter the member’s account number into the Mbr Search field to retrieve the record. 3. Choose the appropriate item and click Cancel Item at the bottom of the screen

4. If prompted, enter your User ID and Password 5. Enter quantity of items to be cancelled 6. Choose “(OTHER – PLEASE TYPE)” option in the Enter or Key a Reason… box and type the reason

for cancel.

NOTE: Items cancelled at the club cannot be uncancelled.

STEP #3 STEP #5

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Items Owed Un-Expire Instructions 1. From Activities at the top of the screen choose Items Owed. 2. Enter the member’s account number into the Mbr Search field to retrieve the record.

3. Open the Items Expired tab. Choose the appropriate item and click Clear Expiration at the bottom of the screen.

4. If prompted, enter your User ID and Password. 5. Enter quantity of items to be un-expired and click OK. 6. Items will appear in the Items Owed tab.

NOTE: Only an employee with a level 7 or higher security can un-expire items owed.

STEP #3

STEP #5

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Automated PT Contracts

Getting Started with Automated PT Contracts Although the creation of a new personal training contract in CMS is only a small part of the PT sales process, it helps set the tone for a new client’s total personal training experience. If you complete the activity smoothly and accurately, it will leave PT clients feeling confident that purchasing a PT package was a smart choice. Just as important, the NSC will be able to process the contract quickly and painlessly, so that the new client’s only worry is showing up for their sessions. You can sell PT contracts to members with valid memberships. Valid memberships are ones that do not have a status of Problem, Held, Rewritten Void, Void, Makegood, Expired Non-Renewable, Written-Off, or Cancelled. Members must also be current on all of their previous PT contracts in order to purchase a new PT contract. If they are Past Due on any PT agreement, we must receive full payment of the past due amount to make them eligible for another PT purchase. Use the item code PTPMT in the Point of Sale activity to collect the payment. A non-member with a Guest ID can purchase PT for a member with a valid membership. They can only purchase PT for themselves through a special short term membership sold through the Sales Menu.

1) Choose PT Sales from the Activities menu. 1) Choose PT Sales from the Activities menu.

2) Click the Create an Automated PT Contract button.

Bally Total Fitness- CMS Club Manual-Pending & Saved PT Contracts- 5/27/8

Buyer/Client Info Tab The Buyer/Client Info screen will appear with a yellow background in all fields except Membership ID. The yellow background indicates that the information contained in those fields will fill in automatically when a member is selected.

1) Search for the member who is purchasing PT by typing in their Member ID or their name and pressing Enter, or clicking the binoculars to pull up the Name/Number Search Screen.

2) When you select a member, a Confirm Address screen will appear. Check with the member if the information is accurate and click Yes or No. Clicking No will allow you to update the personal information. Click Yes and the information displayed will be put onto the Buyer/Client Info screen.


Buyer/Client Info Tab Populated with Member Info

2) When you are finished entering the buyer/client info, click the Enter button. The buyer/client information will appear in the bottom part of the screen. Repeat as many times as necessary to enter all clients (maximum 2) on the PT Sale.

If you need to change information or delete a client, highlight the name and click the Update or Delete buttons.

The check marks indicate if they are the Buyer/Client, Buyer/Non-Client or simply a Client.

If you click the Close button the system will ask if you want to save your data before leaving. If saved, it can be retrieved from the Saved PT Contracts button in the PT Sales Menu.

3) When the buyer and clients have been entered, click the Next button to move to the next screen.

FYI

FYI

FYI

1) Indicate here whether the member whose name you just selected is the Buyer, the Client, or both.


PT Package Info Tab The PT Package Info screen is where all of the PT package details and financial information is recorded for the new contract.

Applying a Discount to a PT Contract

1) Choose whether this is a New Client or Existing Client. A New Client is defined as a PT purchase by a member who has never bought sessions from the company in the past. An Existing Client is someone that has bought PT session from the company before. 2) Choose the desired PT Package, Session Level, Session Count and Payment Method from their drop down menus. Note: Use the Statement option for Paid in Full PT contracts.

3) Click the DCT button to apply a discount to the PT contract and the discount screen shown below will appear.

2a) Select the appropriate discount in the drop down menu, and click the Add button, then Finish.

Click the Details button to pull up a screen with all of the financial details of the PT contract, plus any discounts that were applied.

4) Click the Next button to move to the next screen.

FYI


Items Included Tab The Items Included screen lists the clients and the PT sessions plus any other items that are allocated to them with the new PT package. If there is 2 clients in the purchase this is where you indicate if the contract is a Split contract or a Dual contract.

A Split PT contract is one in which two members purchase a PT package with the intention of dividing up the total number of sessions in the package. The quantity of sessions can be split any way they want. The number of sessions allocated to each Client during the PT Sales entry process will print on the contract and in each Client’s Items Owed.

Example of an Individual Purchase

Example of a Split Purchase

When only one client is included on the contract, then the Individual screen is very straightforward. It can be used to show the buyer/client what will be included with their PT package.



1) Click the Split button.

2) In the Quantity column, type in the quantity of this item that should be allocated to each client. --------------------------------------------As you add quantities to the items in the top section of the screen, you will see that the quantities in the Items Available section get smaller. You are finished with this step when all the quantities in this section are 0.

The screen is divided into two main sections: Items Allocated section contains the names of the two clients along with a list of the items included with their package for each client. The bottom section contains the list of the Items Available along with the total quantity of each item that is included with the package.

FYI

FYI


A Dual PT contract is one in which two Members purchase a PT package with the intention of training each session together.

G.

Example of a Dual Purchase


1) Click the Dual button.

If the clients wish to participate in Dual sessions, then selecting this option will not change the appearance of the screen, since there is only 1 set of sessions to be shared and they will show as items only for the first client and only appear in the first client’s Items Owed.

FYI


Additional Info Tab The Additional Info screen is where you: • Enter Social Security # or Alternate ID for Buyer • List the Employee who should receive credit for sale • Select the language you want the PT contract printed • Print Preliminary contract to review with the buyer • Send new contract information to the receipt terminal so you can finalize the sale and print the

contract and receipt

2) The Sold By field will automatically display the name of the person logged in. To change this, choose the correct name from the Employee Name drop down list.

1) Enter all the “Buyer Specific Info” since it is required on all PT contracts except Paid in Full.

Click the Preliminary Print button to review a draft of the printed contract (not a valid agreement) with the buyer to make sure that all of the information is accurate.

3) When you are sure that all the fields on this screen are complete and each of the previous screens are correct, click the Send To Receipt Terminal button.

FYI

If the buyer doesn’t have a Social Security #, choose a different ID type from the drop down list and enter the ID #. A copy of any alternate ID must be attached to the contract. A Driver’s License is not an acceptable alternative to SS #.

FYI


Make Down Payment Activity To complete the PT sale and print the PT contract and receipt, go to a receipt terminal/tend station in your club.

For Paid In Full PT Contracts

1) Click the Make Down Payment icon or choose it from the Activities menu.

2) Select the PT contract you wish to complete from the list.

3) Click the Next button. Click the Refresh button if you do not see your sale in the list.

This yellow field instructs you what to do next.

FYI

FYI

1) If the Buyer is doing Statement billing or paying in full, simply select your contract and click Finish button, which will take you directly to the Point of Sale screen.


Point of Sale Screen for Paid In Full

1) Click on the Tender drop down menu and select the tender type for the amount being paid today.

2) Enter the check # in the Reference field, if required for checks, money orders and traveler’s checks.

3) You may need to enter the amount of the check or cash you are accepting.

4) Click the Complete Transaction button to print the receipt and contract.


For Credit Card EFT

Once you click the Next button on the Make Down Payment screen, the Record Auto Payment Plan and Write Down Payment Receipt screen will appear to record the Credit Card information for Electronic Funds Transfer.

1) Click the checkbox if the buyer is using a different payment method for EFT than the DP; otherwise leave the box unchecked and POS will use the same information for both.

2) Swipe the buyer’s Credit Card thru the Welch Allyn device to record the account information for Credit Card EFT. Only click the Key APP Info button if the card won’t scan or scanner is down and enter the buyer’s Credit Card information manually.


3) Click the Finish button and the Point of Sale screen will appear.

The Buyer of the PT contract’s name is here.

The Buyer of the PT contract must be the one giving us account information for EFT, so if the name on the card does not match the Buyer of the contract, this message will appear.

FYI

1) If you are sure the name on the Credit Card is the Buyer’s name, click Yes to go directly to Point of Sale and print the receipt and contract. If not, click No and then click OK to return you to the previous screen to correct.

2) Click the Finish button to go to the Point of Sale screen.

FYI

FYI


Point of Sale Screen for Credit Card EFT

If you manually entered the credit card information for EFT, follow the instructions in this message so your contract is processable.

2) Ask the Buyer for their billing address Zipcode and enter here.

3) Click the Transmit button to proceed.

FYI

1) Click the OK button to proceed.


The message below is asking if you already called the credit card company and obtained an authorization number for the transaction. If you have not, the system will electronically request an authorization.

Last Steps

A. Go to the Contract Printer and pick up the Buyer’s and NSC’s copy of the PT contract. B. Pick up both copies of the down payment receipt from the receipt printer. C. Review the PT contract information and amounts with the Buyer along with the important contract

clauses, addenda and other documents printed with contract. D. Have the Buyer sign the NSC copy of the down payment receipt if it is a Credit Card or E-check. E. Have the Buyer sign both their copy of the PT contract and the NSC copy of the PT contract including

the EFT section if financed through EFT. F. If the EFT Void Requirements form printed with the contract, imprint a credit card draft with the

Buyer’s credit card, mark the draft void and have the Buyer sign it. Then staple it to the form. G. Hand the Buyer their copy of the PT contract and associated forms. H. Attach the down payment receipt for Credit Card and E-check to the NSC’s copy of the PT contract

and give to your manager. Staple cash, manual check, money order and travelers check to the receipt and follow your club’s procedures for handling currency.

1b) If you did not call and get an authorization, click No and this reminder will appear.

2b) Click OK to complete the transaction and print receipt and contract. The system will obtain the credit card authorization.

1a) If you did call and get an authorization, click Yes and enter that number here.

2a) Click OK to complete the transaction and print the receipt and contract.


How to Re-print an Automated PT Contract Go to the Reprint Contract/Forms activity if you need to reprint a specific PT contract for any reason. You can only reprint an automated PT contract until it is processed by the NSC.

1) Make sure you are on the Ancillary/PT Contracts tab.

2) Under the Automated Sales section on the screen, click on the Reprint PT/Services Contracts from Today radio button; all contracts created today will be listed in the drop down list. Select the contract you would like to reprint, which will activate the Print button.

3) Click the Print button and you will see a message window.

4) Reply No to this message if you want to print just the PT contract. Choose Yes if you also want all the other documents that originally printed with the PT contract. Then go to the Contract Printer for your copies.

1) If you need to reprint an automated PT contract from a day other than today, click on the button next to Reprint PT/Services Contract.

2) Type the PT contract number into the blank field which will activate the Print Button.

3) Click the Print button and you will see the message window described in #4.


Pending PT Contracts &

Saved PT Contracts

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Retrieving a Contract from Pending PT Contracts The Pending PT Contracts option saves for the day all PT contract data that has been entered through the PT Sales Menu and sent to the Receipt Terminal but never tended/completed through the Make Downpayment Activity.

1) Choose PT Sales from the Activities menu.

2) Click the Pending PT Contracts button.

3) In the list of pending PT contracts, click on your contract and then click the OK button.

4) The PT Sales activity will automatically open to the Buyer/Client Info tab, with the information you have already entered for the buyer and client. To complete the PT sale, you will have to re-enter each person’s birthdate, choose the PT components and enter the Buyer’s social security # and work information.

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Retrieving a Contract from Saved PT Contracts The Saved PT Contracts option contains all PT contracts that have been started and saved but never sent to the receipt printer, so contract was never created.

2) Click the Saved PT Contracts button.

3) From the list of saved data, click on your contract and then click the OK button.


4) The PT Sales activity will automatically open to the Buyer/Client Info tab, with the information you have already entered for the buyer and client. To complete the PT sale, you will have to re-enter each person’s birthdate, choose the PT components and enter the Buyer’s social security # and work information.

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Manual PT Contracts & Make-Good Procedures

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Make-Good Procedures

MAKEGOOD #4 - CONTRACT NOT SIGNED / NOT SIGNED BY BUYER- Clubs must insure that the ASSIGNED buyer signs the agreement (not the client if different from buyer)

MAKEGOOD #9 - THIRD PARTY EFT INFO- Third Party EFT

When setting up automatic finance PT agreement, clubs are providing EFT information that differs from both the client and buyer's information listed on the contract.

- Not providing proof of name variations.Example : The last name on the EFT information differs from that on the PT agreement.If the individual has changed their name proof must be provided. (State issued document, marriage certificate)

- Providing imprints of bank cards for automatic payment plan (EFT).All credit cards and bankcards must have a Visa, MasterCard, or Discover logo. If the credit card does not have a logo, you can ask the client to verify with their bank.Note : Payments can not be auto deducted.

MAKEGOOD #9 - NO EFT DOCUMENT ATTACHED- When any portion of the EFT section on the agreement is incomplete, a signed EFT imprint is mandatory.

Example : The name on the credit card does not automatically appear on the "Cardholder" line in the EFT section of the agreement.ALL LINES WITHIN THIS SECTION MUST BE COMPLETED. IF THERE IS ANYTHING INCOMPLETETHERE MUST BE A SIGNED EFT DOCUMENT ATTACHED.

MAKEGOOD #19 - NSC HELD CONTRACT- This code is reserved for special/miscellaneous makegoods.

(Refer to the makegood coversheeet for specific clearing procedures)Example 1. : No proof of discountExample 2. : Invalid coupon / expired coupon / unable to transfer coupon (Bally Rewards).Example 3. : Expired promo.

MOST COMMON PT MAKEGOODS

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1 INCOMPLETE/INVALID ADDRESS

2 INCORRECT CONTRACT PRICE OR TERMS.

4 CONTRACT NOT SIGNED / NOT SIGNED BY BUYER.

5 UNAUTHORIZED AMENDMENT / STRIKE-OVER.

6

7 IN OFFICE USE ONLY

8 NO EXISTING ACCOUNT

9 EFT MANDATORY: INVALID OR NO EFT DOCUMENT PROVIDED.* Third Party EFT.*Invalid/Illegal EFT document.*EFT authorization section not signed.*No EFT document attached.

11 CANNOT LOCATE MONEY IN OFFICE. (NOTATIONS WILL BE MADE ON WHAT MONEY WAS FOUND, IF ANY)

13 CANNOT LOCATE ORIGINAL ACCOUNT NUMBER FOR UPGRADE.

15 INCORRECT FIRST PAYMENT DUE DATE.

17 SIGNATURE VARIATION

19 NSC HELD MEMBERSHIP(OTHER)

20 NO CONTRACT RECEIVED(MISSING CONTRACT)

PARTIAL OR NO DOWN PAYMENT RECEIVED

PT MAKEGOOD CODES

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Makegood Codes :

1 INCOMPLETE/INVALID ADDRESSFinance boxes.

2 INCORRECT CONTRACT PRICE OR TERMS.Incorrect PT Fee, PT Package, # of sessions.

4 CONTRACT NOT SIGNED / NOT SIGNED BY BUYER.No signature / Different name on signature.

5 UNAUTHORIZED AMENDMENT / STRIKE-OVER.Any portion of the agreement manually altered.

6

7 IN OFFICE USE ONLY

8 NO EXISTING ACCOUNT

9 EFT MANDATORY: INVALID OR NO EFT DOCUMENT PROVIDED.* Third Party EFT.

Credit card holder name and buyer name must match.*Invalid/Illegal EFT document.

No ATM cards / Checks / Gift or prepaid credit cards.*EFT authorization section not signed.

Missing signature on EFT section of agreement.*No EFT document attached.

Any incomplete info on EFT section of PT agreement : Must provide signed EFT document

11 CANNOT LOCATE MONEY IN OFFICE. (NOTATIONS WILL BE MADE ON WHAT MONEY WAS FOUND, IF ANY)

13 CANNOT LOCATE ORIGINAL ACCOUNT NUMBER FOR UPGRADE.Unable to locate member account number.

15 INCORRECT FIRST PAYMENT DUE DATE.

17 SIGNATURE VARIATIONSignature does not match buyer name.

19 NSC HELD MEMBERSHIP(OTHER)Misc. errors

20 NO CONTRACT RECEIVED(MISSING CONTRACT)NSC hasnot received PT agreement.

PARTIAL OR NO DOWN PAYMENT RECEIVED

PT MAKEGOOD DEFINITIONS / CODES

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A makegood occurs when the information on the agreement is incomplete or incorrect and therefore, cannotbe processed by the National Service Center.

CODE DESCRIPTION PROCEDURE 1 INCOMPLETE FEDERAL DISCLOSURE

(ADDRESS MISSING OR INCOMPLETE)MANUALLY HANDWRITE A PT AGREEMENT USING THE ORIGINAL PT AGREEMENT # PROVIDING THE COMPLETE ADDRESS INFORMATION

2 INCORRECT CONTRACT PRICE OR TERMS

REWRITE THE PT AGREEMENT USING THE CORRECT NATIONAL PRICING. (PREVIOUS DISCOUNT MAY BE APPLIED AND/OR CURRENT DISCOUNT.)

4 CONTRACT NOT SIGNED/NOT SIGNED BY BUYER

HAVE THE BUYER SIGN THE ORIGINAL PT AGREEMENT.

5 UNAUTHORIZED AMENDMENT / STRIKEOVER

REWRITE THE AGREEMENT CORRECTING THE STRIKEOVER. MAKE SURE THERE ARE NO ALTERATIONS ON THE CONTRACT

6 PARTIAL OR NO DOWNPAYMENT RECEIVED/POST DATED/ CHECK NOT SIGNED

RETURN THE ORIGINAL PT AGREEMENT AND THE PAYMENT TO CLEAR THE SHORTAGE. IF THE MONEY IS IN OFFICE, ATTACH A NOTE TO THE ORIGINAL PT AGREEMENT TO INDICATE WHERE THE MONEY WAS POSTED

9 APP MANDATORY / INVALID, OR NO DOCUMENT ATTACHED

SEE BELOW FOR SPECIFIC MAKEGOOD REASON

* Third Party APP not acceptable Manually handwrite a PT agreement using the original PT agreement #, either by 1) changing the APP information to match the buyer on the agreement and attach a new credit card imprint document or 2) changing the buyer on the agreement to match the name on the credit card and have the new buyer sign the agreement. 3) If the member on the agreement, and the name on the credit card is one in the same. Please provide proof of name change (Marriage Certificate/Valid Identification) Note: Member can call NSC Office to request name change to avoid further makegood problems.

* Invalid/Illegal APP Document: Voided check/ ATM document attached not valid for APP. Credit Card APP only.

Rewrite the PT agreement changing the APP information to credit card and attach a signed credit card imprint.

* APP Authorozation section not signed/Not signed by buyer

Return original PT Agreement with valid signature and complete credit card info.

* No APP Document Attached Return the original PT agreement with the credit card imprint attached, or APP Section of contract must be electronically entered with member name, credit card info, expiration date of cc, and a wet signature. No manually written info will be acceptable in this section if not accompanied by a APP Slip

13 NO EXISTING OR MISSING MEMBERSHIP ACCOUNT NUMBER ON PT AGREEMENT

REWRITE THE PT AGREEMENT PROVIDING THE MEMBERSHIP ACCOUNT NUMBER. BUYER NON-MEMBER MUST BE SOLD AS PAID IN FULL.

14 EXISTING MEMBERSHIP ACCOUNT IS EXPIRED OR PAS DUE (FINANCED DEALS ONLY.)

MEMBER MUST BRING THE MEMBERSHIP ACCOUNT TO CURRENT STATUS BEFORE THE ORIGINAL PT AGREEMENT CAN BE RESUBMITTED FOR PROCESSING. PLEASE ATTACH A NOTE OR COPY OF CMS RECEIPT TO SHOW PROOF OF PAYMENT.

17 SIGNATURE VARIATION REPRINT THE ORIGINAL PT AGREEMENT AND HAVE THE BUYER RESIGN IT . ATTACH A PROOF OF SIGNATURE, IE. STATE ISSUED ID OR DRIVERS LICENSE AND ENSURE THAT THE SIGNATURES ALL MATCH.

19 NSC HELD DEAL(OTHER) REFER TO THE MAKEGOOD COVERSHEET FOR SPECIFIC CLEARING PROCEDURES. IF ADDITIONAL HELP IS NEEDED, CONTACT VALERIE ATILANO AT 562-484-2571

20 MISSING CONTRACT REPRINT THE ORIGINAL PT AGREEMENT AND HAVE THE BUYER SIGN IT . (DO NOT ENTER A NEW PT AGREEMENT THROUGH CMS.)

* ALL PT MAKEGOODS MUST BE RESOLVED WITHIN 60 DAYS OF THE PURCHASE DATE.* When sending makegoods to the NSC office, all makegood PT agreements must be placed in a separate envelope

along with the DR. The envelope should be addressed to the attention of: "PT MAKEGOODS."* When clearing an unresolved Makegood, clubs must submit a request form signed and dated by the Area director.* If you have question or concerns regarding Personal Training issues, you may contact Valerie Atilano at 562-484-2571

PERSONAL TRAINING MAKEGOOD CLEARING PROCEDURES

NOTE:

Revised 05/22/08

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Manual PT Contracts &

How to Fix a PT Makegood

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H. Getting Started with Manual PT Sales You should only create a manual personal training contract when Club Explorer is not functioning. If this occurs, it is vital that you fill out the manually written contract completely and accurately. Since the system will NOT print out a contract at the completion of the manual contract entry process in Club Explorer, the handwritten contract will be the “official” copy of the contract. When you manually enter the contract into Club Explorer, make sure that you enter all of the information exactly as it appears on the handwritten contract. If you discover a problem with the contract that would prevent it from being processed like a math error, then you should contact the Buyer so that a new contract can be written.


2) Click the Create a Manual PT Contract button.

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Buyer/Client Info Tab

The Buyer/Client Info screen will appear with a yellow background in all fields except the Membership ID field. The yellow background indicates that the information contained in those fields will fill in automatically when a member is selected.

Throughout these instructions we will show you each section of the hand written contract, and then mark where that information should be entered on each tab in Club Explorer.

FYI

From PT Contract Page 1

1) Search for the member who is purchasing PT by typing in their Member ID or their name and pressing Enter, or clicking the binoculars to pull up the Name/Number Search Screen.

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Buyer/Client Info Tab Populated with Member Info

Warning messages will appear as you move away from certain fields and from screen to screen alerting you about information that is missing, not accurate or not adding up correctly, so you can fix the errors.

1) Indicate here whether the member whose name you just selected is the Buyer, the Client, or both.

2) When you are finished entering the buyer/client info, click the Enterbutton. The buyer/client info will appear in the bottom part of the screen. Repeat as many times as necessary to enter all clients (maximum 2) on the PT Sale.

FYI

The check marks indicate if they are the Buyer/ Client, Buyer/Non-Client, or simply a Client.

3) When the buyer and clients have been entered, click the Next button to move to the next screen.

FYIIf you click the Close button the system will ask if you want to save your data before leaving. If saved, it can be retrieved from the Saved PT Contracts button in the PT Sales Menu.

FYI

If you need to change information or delete a client highlight the name and click the Update or Delete buttons.

FYI

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VI.

VII.

2) Click on the cone or stop sign then click the Check button to see if the corrected entries fix the problem. If they do, the error message will disappear. If not, repeat step 1.

1) Click on the cone or stop sign then click the Fix button to take you to the tab and field that needs to be fixed. Compare the handwritten contract to the typed entry and make the necessary entry. If any amounts are wrong on the contract you must execute a new correct contract with the buyer.

3) Click the Close button to close the warning screen.

The cone symbol is a warning that something is missing or incorrect with the info typed during the manual entry. The problem that prompted the warning is described. You are able to complete the sale with an unresolved warning, but you run the risk of not getting credit or commission for the sale.

The stop sign indicates unresolved problems with the contract that must be fixed so you can complete the sale and make the down payment.

FYI

FYI

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I. PT Package Info Tab The PT Package Info screen is where you record all of the PT pricing and financial information for the new contract.


1

2

3

1) Choose whether this is a New Client or Existing Client. A New Client is defined as a PT purchase by a member who has never bought session from the company in the past. An Existing Client has bought PT from the company before.

2) Choose the PT Package, Session Level, Session Count and Payment Method from their drop down menus. Note: Use the Statement option for Paid in Full PT contracts.


3) Enter all financial amounts in the Itemization of PT Package fields as they appear on the manual PT contract.

4) Enter all Payment Info amounts in this section as they appear on the manual PT contract.

5) Enter the # of payments, amount of payment and when payments start here in the Monthly Payment of PT Package section as they appear on the manual PT contract.

4

5

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Contract APP (Auto Payment Plan) Tab The Contract APP screen is where you will select and enter the buyer’s payment information.

1) Enter the information for the buyer’s EFT account.

1


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Items Included Tab The Items Included screen lists the clients and the PT sessions plus any other items that are allocated to them with the new PT package. If there is 2 clients this is where you indicate if the contract is a Split contract or a Dual contract.

A Split PT contract is one in which the two members purchase a PT package with the intention of dividing up the total number of sessions in the package. The quantity of sessions can be split any way they want. The number of sessions allocated to each Client during the contract entry process will appear in each Client’s Items Owed. A Dual PT contract is one in which two Members purchase a PT package with the intention of training each session together.

Example of an Individual Purchase

When only one client is included on the contract, then the Individual screen is very straightforward. It can be used to show the buyer/client what will be included with their PT package. 1) Click the Next button to

move to the next screen.

1) Click the Split button. Example of a Split Purchase


2) In the Quantity column, type in the quantity of this item that should be allocated to each client. As you add quantities to the items in the top section of the screen, you will see that the quantities in the Items Available section get smaller. You are finished with this step when all the quantities in this section are 0.

The screen is divided into two main sections: Items Allocated section contains the names of the two clients along with a list of the items included with their package for each client. ---------------------------------- The bottom section contains the list of the Items Available along with the total quantity of each item that is included with the package.

FYI

FYI

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Example of a Dual Purchase If the clients wish to participate in Dual sessions, then selecting this option will not change the appearance of the screen, since there is only 1 set of session to be shared and they will show as items only for the first client and only appear in the first client’s Items Owed.


1) Click the Dual button.

FYI

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Additional Info Tab The Additional Info screen is where you: • Enter Social Security # or Alternate ID for Buyer • List the Employee who should receive credit for sale • Select the language you want the PT contract printed • Send new contract information to the receipt terminal so you can finalize the sale and print the contract and

receipt

J.

1) Enter all the “Buyer Specific Info” since it is required on all PT contracts except Paid in Full.

2) The Sold By field will automatically display the name of the person logged in. To change this, choose the correct name from the Employee Name drop down list.

3) When you are sure that all the fields on this screen are complete and each of the previous screens are correct, click the Send To Receipt Terminal button.


1

2

If the buyer doesn’t have a Social Security #, choose a different ID type from the drop down list and enter the ID #. A copy of any alternate ID must be attached to the contract. A Driver’s License is not an acceptable alternative to SS #.

FYI

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Make Down Payment Activity To complete the PT sale and print the PT contract and receipt, go to a receipt terminal/tend station in your club.

For Paid In Full PT Contracts

1) Click the Make Down Payment icon or choose it from the Activities menu.

2) Select the PT contract you wish to complete from the list.


Click the Refresh button if you do not see your sale in the list.


1) If the Buyer is paying in full, simply select your contract and click Finish button, which will take you directly to the Point of Sale screen.

FYI

FYI

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Point of Sale Screen for Paid In Full

1) Click on the Tender drop down menu and select the tender type for the amount being paid today.

2) Enter the check # in the Reference field, if required for checks, money orders and traveler’s checks.

3) You may need to enter the amount of the check or cash you are accepting.

4) Click the Complete Transaction button to print the receipt and contract.

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For Credit Card EFT

Once you click the Next button on the Make Down Payment screen, the Record Auto Payment Plan and Write Down Payment Receipt screen will appear to record the Credit Card information for Electronic Funds Transfer.

1) Click the checkbox if the buyer is using a different payment method for EFT than the DP; otherwise leave the box unchecked and POS will use the same information for both.

2) Swipe the buyer’s Credit Card thru the Welch Allyn device to record the account information for Credit Card EFT. Only click the Key APP Info button if the card won’t scan or scanner is down and enter the buyer’s Credit Card information manually.


3) Click the Finish button and the Point of Sale screen will appear.

The Buyer of the PT contract’s name is here.

The Buyer of the PT contract must be the one giving us account information for EFT, so if the name on the card does not match the Buyer of the contract, this message will appear.

FYI

1) If you are sure the name on the Credit Card is the Buyer’s name, click Yes to go directly to Point of Sale and print the receipt and contract. If not, click No and then click OK to return you to the previous screen to correct.

2) Click the Finish button to go to the Point of Sale screen.

FYI

FYI

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Point of Sale Screen for Credit Card EFT

1) Click the OK button to proceed.

2) Ask the Buyer for their billing address Zipcode and enter here.

3) Click the Transmit button to proceed.

If you manually entered the credit card information for EFT, follow the instructions in this message so your contract is processable.

FYI

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The message below is asking if you already called the credit card company and obtained an authoriztion number for the transaction. If you have not, the system will electronically request an authorization.

Last Steps

I. Go to the Contract Printer and pick up the NSC copy of the EFT Void Requirement form. Attach the signed voided check or credit card draft to the form and include with the contract.

J. Pick up both copies of the down payment receipt from the receipt printer. K. Review the PT contract information and amounts with the Buyer along with the important contract clauses,

addenda and other documents you included with the contract. L. Have the Buyer sign the NSC copy of the down payment receipt if it is a Credit Card or E-check. M. Check that the Buyer signed the NSC copy of the PT contract including the EFT section if finance through

EFT. N. Attach the down payment receipt for Credit Card to the NSC’s copy of the PT contract and give to your

manager. Staple cash, manual checks, traveler’s checks and money orders to the receipt and follow your club’s procedures for handling currency.

1b) If you did not call and get an authorization, click No and this reminder will appear.

2b) Click OK to complete the transaction and print receipt and contract. The system will obtain the credit card authorization.

1a) If you did call and get an authorization, click Yes and enter that number here.

2a) Click OK to complete the transaction and print the receipt and contract.

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How To Fix a Makegood PT Contract When you manually rewrite a Makegood PT Contract to fix the errors, the unused items owed will move to the Items Cancelled tab with a reason and status of REWRITTEN. The items owed for the new agreement (all unredeemed items from the previous agreement) will appear on the Items Owed tab with the new agreement number. The quantity (QTY) in the Items Owed tab will be the difference between the number of items owed on the “new” (rewritten) contract and the redeemed items from the previous agreement. When you fix the Makegood PT Contract, you cannot change anything on the contract itself with regard to the terms, quantity of sessions, session level, or the names on the contract. The only change that can be made is to fix the monetary amounts.

3) You can get the account # of the member who bought the PT contract from the new agreement you wrote. Enter it and click the OK button.

4) If you do not know the account #, enter the member’s last name or full name and click the binoculars icon.


2) Click the Fix a Makgood PT Contract button.

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Member/Number Search Screen

1) Enter the existing member’s Last/First Name and select the club the member originally joined in the Club Joined drop down menu to narrow search. 2) Click the Search button.

3) Choose the correct member name and click the OK button.

4) When the correct membership number appears in this field, click OK.

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Once the Member ID is selected, all PT contracts associated with that member account number will be listed in a screen as shown below. If you do not see the agreement # here you are trying to fix, check for it in the Saved PT Contracts section of the PT Sales Main Menu.

When you get to this point, follow the same step by step instructions as in Manual PT Sales section to fix the PT contract.

4) Choose the PT Makegood agreement # you wish to fix.

5) Click the OK button.

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How to Re-print Forms for a Manual PT Contract Go to the Reprint Contract/Forms activity if you need to reprint the EFT Void Reprint form for a specific PT contract for any reason. You can only reprint this form for a for a manual PT contract until it is processed by the NSC.

1) Make sure you are on the Ancillary/PT Contracts tab.

3) Click the Print button to print the forms for a manual PT contract.

2) Under the Manual Sales section on the screen, click on the Reprint PT/Services Contract Forms from Today radio button. All manual PT contracts entered today will be listed in the drop down list. Select the PT contract you would like forms to print for which will activate the Print button.

1) If you need to reprint the forms for a manual PT contract from a day other than today, click on the button next to Reprint PT/Services Contract Forms.

2) Type the PT contract number into the blank field which will activate the Print button.

3) Click the Print button.

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Payroll Procedures

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Time Keeper

*See Timekeeper Manual

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PT Compensation Calculator

*See PTCC Manual

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Personal Training Reference Guide Check for Understanding Answer Key

Chapter 1: 1. The typical member: 1. Needs/wants to lose excess body fat. 2. Leads a sedentary lifestyle. 3. Sits for most of the day. 4. Is unfamiliar with most forms of exercise. 5. Has limited endurance. 6. Regularly makes bad food choices. 7. Has poor flexibility. 2. A Bally personal trainer should train their clients in a way that: 1. Requires the body to use large amounts of energy. 2. Utilizes different planes of movement with proper alignment and posture. 3. Challenges the cardiovascular system. 4. Incorporates balance, stabilization and coordination. 5. Educates on proper nutrition. 6. Is fun and purposeful. 3. A "strict client focus" means that while you are training your client, there should be absolutely no distractions. You should not be speaking to others on the gym floor, talking on your cell phone, eating/drinking while training your client, or leave your client alone for any amount of time. Imagine that you are on a stage with your client. The spotlight should be on your client and everything else should be darkness. A strict client focus allows the personal trainer to spot and cue appropriately while making any/all necessary adjustments to the movement being performed by their client. 4. A personal trainer builds value throughout their session by being dynamic. This means that he/she is able to make an obvious impression on his or her client physically, logically and emotionally. A trainer's passion for fitness should be contagious and a client will realize the different intensity level of their sessions without a trainer. A member should not be able to replicate a trainer's intensity. By having the strict client focus the trainer makes the member feel like they are the most important person on earth while they are training. This focus builds a strong emotional motivator for the client. A member may not be able to "visualize" on his or her own. If a trainer does this, he/she once again is able to reinforce the emotional motivation to have a personal trainer. At no other point will the member experience a "hands on, physical style and approach." This approach will obviously affect the intensity level of a session. When juxtaposing this style of training to the one the member will experience on his/her own, the value should be obvious. Finally, at the end of the day, if a client feels like he/she works harder with a trainer than without one, then the trainer is able to build value in their services. 5. a. Compound Exercise- a multi-joint exercise that uses prime movers, synergists and stabilizers to move through all planes of motion. b. Active Recovery--exercises that are intended to promote recovery of a prime mover in between resistance training sets, such as jumping jacks, running in place, mountain climbers, or any various calisthenics. c. Functional Training--Strength and flexibility based movements that imitate everyday life activities.

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Chapter 2 1. The 6 components of a training program are: 1. Warm up 2. Functional Movements 3. Functional Training Exercises 4. Strength training program that challenges the anaerobic and aerobic systems. 5. Core conditioning 6. Cool down and flexibility 2. The Frontal Plane 3. Sagittal Plane 4. Anaerobic activities last for only a few seconds and do not rely on oxygen for proper execution. Anaerobic activities are high intensity and short in duration (up to 10 seconds of activity for the ATP-CP energy pathway & 30-50 seconds of moderate to high intensity and moderate duration activities such as 8-12 reps for the Glycolysis energy pathway). Aerobic activities are activities that are greater than 2 minutes in duration such as walking on a treadmill for 30 minutes to recruit the Oxidative energy system. 5. Concentric--shortening of the muscle under tension. Eccentric--lengthening of the muscle under tension. Isometric--tension of the muscle without a change in length. Isokinetic--maximal force at a constant speed throughout the eccentric and concentric phases (Requires special equipment). 6. Eccentric Phase 7. A trainer should regress the exercise to safely target the appropriate muscle groups for the chosen exercise. This will enable proper muscle recruitment and not put the client at risk for injury. 8. Reduce the intensity of the session. 9. Stop training immediately. If condition does not improve, then call paramedics. 10. eccentric phase, concentric phase. 11. Spotting is a trainer's use of physical assistance with a client that reaches a sticking point or area of failure. Verbal cueing is a simple verbal command intended to prompt/direct the client during an exercise. Physical cueing is light physical contact intended to help illustrate correct form to the client.

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Chapter 3 1. The Assessment is important because it prepares a personal trainer for the emotional, physical, and psychological needs of a client. An assessment is the starting point for every client and enables the trainer to build a roadmap for future success through program design and motivation. The Assessment identifies client limitations and areas of concern. 2. Subjective Assessments--is gathered regarding personal history such as occupation, lifestyle and medical background. Objective Assessments--provide the fitness professional with measurable data like heart rate, body fat %, circumference measurements, BMI and hip-to-waist ratio. 3. Feet, knees, hips, shoulders, head 4. False. The Human Movement system is comprised of the nervous, skeletal, and muscular systems. 5. Max heart rate is 220 - age. 220 - 55 = 165. 65% of 165 = 107 6. True Chapter 5 1. Personal trainers prospect in order to build relationships and set appointments. 2. Floor prospecting (5 Alt. Exercise Technique & Walk away technique) Best Start FWOs Special Events Follow up workouts external leads--prospecting outside the club. buddy referrals client referrals Conducting Assessments Walk ins 3. True

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Chapter 6 1. Maintain a professional appearance, project energy and enthusiasm, SMILE, make comfortable and direct eye contact and use a pleasant and understandable tone of voice. 2. The underlying motivation is the emotionally fueled reason the member has this goal. It's not the "what;" it's the "why". Knowing the underlying motivation will empower the personal trainer to emotionally inspire, encourage and motivate the client. 3. 20%, 80% 4. Time, Spouse, Commitment, Money 5. Time: "How often do you plan on training?" "How many times per week will you need to train to accomplish these goals?" "What time of the day to you plan of coming in to train?" "Are you sure you are ready to invest that time in order to accomplish your goals?" "Is there anything that will prevent you from coming in those days?" Spouse: "Do you have family, friends or a significant other supporting your decision to make health and fitness a priority in your life?" "How will they feel when you achieve your goals?" Commitment: "Why did you decide to get started today?" "Why now?" "Why not sooner?" "Have you attempted this in the past and failed?" "Why do you think you failed?" "Is there anything that is going to prevent you from achieving your goals this time?" Money: "What have you invested in the past to accomplish your goals?" "Did that work?" "How many times per week do you go out to eat? On average, how much do you spend? Do you think you could minimize this in order to help yourself achieve your goals?" "How valuable is your quality of life?" "Do you have friends or family that suffer from obesity related illnesses?" "How much do you think they spend per month on costs associated with doctor's visits and medication? Are you prepared to make those types of investments in the future?"

fitness manager reference guide 10-1-08 3 -...

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