3-Day Sessions

Click the session title for more information about the session and presenter's biography.

Time: 8.15 - 9.30am

A1A: Revenue, retention and results
Bill McBride

Join Bill as he addresses sales and revenue generation, introduces a system for ‘operationalising’ retention and teaches you how to design a revenue-focused approach to member engagement. Your members go on a journey, and this session will help you see the latest approaches and technologies available to support your program with customised scale. Take home the know-how to optimise the lifetime value of members. L

 

Time: 8.15 - 9.30am

A1B: How to onboard for loyalty and long term success
Justin Tamsett

Justin presents a hands-on approach to onboarding your members and clients so they stay with you for the long term. We know new members need to use the club, but there’s so much more to the equation. Take away a road map for the first 16 weeks, featuring ideas you can implement and real club examples of communication and strategies.

Time: 8.15 - 9.30am

A1C: The 6 stages of fitness business growth and development
Tom Hart

There are so many components to growing a small business that it’s easy to get confused. Learn about the 6 Stages of Fitness Growth and Development model, which is born out of 10+ years of helping over 21,000 small businesses grow from startup to over $1M in revenue. Take home a clear roadmap to grow your business now and in the years to come. L

Time: 1.30 - 2.45pm

A2A: Differentiate or die
Paul Bedford

What 10 key areas should you focus on to survive the changing club market? The past five years have seen significant changes in the way that health clubs operate. Low cost gyms have driven down the cost of membership and boutique studios have grown. To survive, you must significantly differentiate your business from your competition. Paul reviews how the new businesses are winning customers and reveals what traditional operators can do to survive. L

Time: 1.15 - 2.45pm

A2B: Lead your team to amazing business success
Andrew Simmons

Too many business owners set goals without educating their teams about what they are and why they’ve been set. Consequently, most businesses never achieve their objectives and struggle to retain their best staff. Join Andrew to learn a proven process used by world-leading companies that will ensure your team is not only more aligned, but also has far greater purpose and motivation. L

Time: 1.30 - 2.45pm

A2C: Heads or tails – Success or fails
Paul Brown

Mr Retention, Paul Brown, presents two opposing and equally compelling arguments addressing a range of conundrums facing health and fitness business owners today – and then sets out the proven rules for when, how and who should apply each model. Discover the pros and cons of topics including contracts v no contracts, service v no service, equipment v functional, hard copy v digital and full facility v niche. L

Time: 3.15 - 4.30pm

A3A: A tactical approach to driving PT revenue
Luke Carlson

Personal and group training is the largest non-dues revenue driver in the health club industry. Luke goes beyond theory to delineate the tactical components of building an iconic personal training department. Discover myriad tools centred on process, people, culture, and sales which collectively contribute to a robust personal training department. Packed with take-aways that can be immediately implemented to drive your club’s performance. L

Time: 3.15 - 4.30pm

A3B: Let’s get your social media in better shape
Michelle Le Grand

Learn how to boost engagement and create more business opportunities with a solid social media strategy. Covering everything from your website, blogs, Google Adwords and advertising, to Facebook, Instagram, YouTube and Twitter, Michelle reveals how to make your business stand out online, generate more leads, communicate more effectively, and create greater loyalty with your fans and followers. L

Time: 3.15 - 4.30pm

A3C: Advocates and assassins – the importance of great customer service!
Darren Jacobson

Gone are the days of muscle-bound trainers equalling success in a health club: today’s operators must be customer service ambassadors. Join Darren to learn how environment and communication can create powerful perceptions of your business. Discover the link between great customer service and perceived value, explore how to differentiate your business through service excellence, and learn how to avoid turning advocates into assassins!

Time: 5 - 6.15pm

A4A: Boutiques, budgets and big boxes: who’s winning the retention battle?
Paul Bedford

How do different operators compare in the same market? The current health club proposition is widening: micro gyms, PT studios, traditional mid-markets and the multinationals are all approaching the job of tackling retention differently. Join retention specialist Paul as he provides fascinating insights into who’s winning and who’s losing.

Time: 5 - 6.15pm

A4B: Leveraging passive income for exponential business growth
Paul Wright

In this ‘outside the box’ session, serial physiopreneur and health business expert Paul shares the step-by-step plan that enabled him to move from being the owner of a physiotherapy business to being the creator of multiple passive income streams. Discover how you can implement this model to create a business that works for you, whatever your role in fitness, transferring money to your account every night. L

Time: 5 - 6.15pm

A4C: Future trends of PT
Ish Cheyne

There has been more disruption in the fitness industry in the past 6 years than in the past 60. From boutiques to wearables, the options for training are diverse. Everyone has been talking about how gyms will survive, but what about personal trainers? Join Ish as he explains how to stay relevant to a changing fitness market and assess where your business is at risk. L

Time: 8.30 - 9.45am

B1A: The psychology of relationship selling
Xen Angelides

The right attitude and mindset in business can make a huge difference to your bottom line. Relationship selling is the key to getting, and keeping customers in our increasingly competitive market. Learn the principles and values that make selling easy when you join Xen for this interactive session, and discover how an ‘Achiever’s Attitude’ can skyrocket your sales. L

Time: 8.30 - 11.45am

B1B: Lead gen and marketing to secure tomorrow’s business today
Brad Sheppard and Jason Urbanowicz

If you understand and master the art of marketing, you will have a more secure, predictable and profitable fitness business. Join Brad and Jason as they explore the theory and psychology of effective marketing, examining what you stand for as a business and what type of clients you want to attract. Learn how to build a lead conversion marketing funnel from scratch – and then actually plan it out in this practical super session. SS, L 

Time: 8.30 - 9.45am

B1C: Purple cows: how and why to create a business in a box
David Norman

Want to stand out? Want people to talk about your facility and training? You need to be a purple cow and offer unique solutions, both in the training offered and the look and feel of your venue. Looking at the increasingly competitive studio model, David explores how existing facilities can create their own ‘business within a box’ to increase yield per member, retain members and build community.

 Business Breakfast

Time: 7.30 - 9.45am

B1D: Meaning: the of sales and branding
Phill Nosworthy and Industry Experts

We live in an era where information overload and fragmentation blunt the impact of advertising. Where employees want ownership, not just instruction. And where customers are deeply engaged in the development and marketing of our products. Add to that rapidly evolving technological innovation and it’s clear that we are in a whole new frontier for branding and sales. Over a delicious networking breakfast, brand advisor Phill Nosworthy unpacks the findings of a two-year study on the pursuit of meaning in modern life and its deep implications for branding and sales. The breakfast wraps up with a panel of industry experts sharing their personal experiences and advice on how to navigate this new era and achieve true meaning in your fitness business. L

 

Time: 10.15 - 11.45am

B2A: The 4 core processes to drive your PT department
Luke Carlson

Defining your department’s unique way of delivering personal training, documenting it, and sharing it with the entire staff is fundamental to delivering a consistent and scalable personal training experience. Luke walks you through the steps for creating core processes around sales, workout execution, trainer compensation/development and client retention. With these 4 Core Processes in place, your PT department’s revenue will grow on a monthly basis. L

Time: 10.15 - 11.45am

B2C: Simon says ‘Sales is simple’
Jai Forster

Even ‘simple’ sales systems can be complicated. True simplicity brings transparency and trust. Discover how, with an understanding of the principles of neuroscience and mind management, you can remove the ‘selling’ from the sales process. Join Jai to learn how to keep track of leads with step-by-step lead generation and conversion metrics, and inspire your prospects with emotion! L

Time: 1.15 - 2.45pm

B3A: 20 steps to accelerated business growth
Amanda Bracks

Join Amanda, one of Australia’s leading business growth experts, to learn how to drive leads to your personal training, fitness or leisure business, and how to maximise your marketing channels and improve your sales skills. Covering everything from planning, social media and outreach, to referrals, media and print, you’ll gain the confidence and the skills to convert leads into full paying customers, without relying on discounting. L

Time: 1.15 - 2.45pm

B3B: How to create valuable partnerships for fitness professionals
Vickie Saunders

Have you ever seen a partnership between a fitness professional and a local business or brand and thought, ‘How can I do that?’ Join Vickie for this practical session and explore how to develop partnerships that grow your business. Learn how, by developing a network of mutually beneficial partnerships, your business can enjoy increased leverage and profits. L

Time: 1.15 - 2.45pm

B3C: How to compete with the indoor cycle boutiques
Andrew Taylor

High cost boutique cycling studios are trending and expanding across the globe. Andrew reviews the commercial strengths and weaknesses of boutiques, explores why millennials love them and looks at the disruptive technologies available to improve your members’ experience. Learn how, by creating a club within a club, you can leverage the latest boutique cycling trends. L

Time: 3.15 - 4.30pm

B4A: The business of creating difference
Troy Morgan

In this increasingly competitive industry, is your organisation creating a real difference for the people it reaches, or is it caught up in an endless cycle of striving to be different from competitors? Join Troy on a journey towards transformation via a one-page roadmap as you recognise opportunities, become a better leader and create value for the people you influence: your customers, employees and community. L

Time: 3.15 - 4.30pm

B4B: The fitness marketing lifecycle
Tom Hart

With multiple elements, a steep learning curve, and often infuriating technology, marketing can be the most challenging part of running a fitness business. If you don’t master a system to continually drive the right new prospects to your business, however, you’ll struggle to grow. Learn the ‘one number’ that can determine the success or failure of your business and how to consistently increase your leads, prospects and clients.

Time: 3.15 - 4.30pm

B4C: Technology and the club experience
Matthew Spandow

In an industry where digital disruption threatens future markets, clubs must evolve digitally in order to remain relevant. Join Matthew as he explores how your club brand can become integrated into your members’ daily lives by using technology, both in and out of your facility, to engage, motivate and personalise your health and fitness offering. L

 Plenary Session

Time: 5 - 6.15pm

B5A: Give your brand a face lift
Derek Barton

People hang out at places that make them feel good. It’s all about the ambience and whether it has the ‘Wow Factor.’ Branding guru Derek showcases examples of plain and boring interiors and exteriors that have come alive with some simple, low cost branding. Bottom line: a low cost makeover for your place can give you a high return. L P

 Plenary Session

Time: 5 - 6.15pm

B5B: Winning in business requires strategy
Bill McBride

Learn how to look at your business from a strategic perspective. Bill dives into the difference between strategy, strategic thinking and operations to stimulate ideas for what you can do to not only survive, but thrive, in the face of changes that are occurring with technologies, business models and consumer behaviour. L P

Time: 8.30 - 9.45am

C1A: 3 ways to use NLP and soft skills - sales, retention and leadership
Steve Jensen

Could your soft skills be losing you sales and team members? Learn how to make the most of every encounter, both personal and professional, by using soft skills to positively influence outcomes and reduce the possibility of losing sales. Join Steve to find out how your hand gestures, sitting position, facial expressions and other actions can influence your communication to increase your success and happiness.

Time: 8.30 - 9.45am

C1B: Authentic selling
China Richardson

Discover the five keys to authentic sales success. Join China to learn how to create a successful sales culture, what sales tools are most effective and how to implement them, why ‘smoke and mirrors’ was last century, and how authenticity is your greatest ally. Leave with your personalised Sales Playbook – as well as the motivation to implement it.

Time: 8.30 - 9.45am

C1C: Developing a website that sells
Matt Palfrey

Is your website underperforming? Discover how you can drive more traffic, increase conversions and improve profits online. Matt covers how to use a website for generating leads, increasing engagement and selling products and services (including those offered by partner companies). Your website can be your hardest working employee, so why not put it to work? L 

 Plenary Session

Time: 10.15 - 11.30am

C2A: SUNDAY KEYNOTE: What's your story
Derek Barton

People love stories. Good stories. Every person and every business has one. How compelling yours is – and how well you share it – will determine your success. Derek explores why everyone in your business needs to be armed with the same clear and relevant narrative, and reveals why every medium you use to reach customers, from print to social media, must carry the same consistent message.

 

 Plenary Session

Time: 10.15 - 11.30am

C2B: Legendary leadership
Steve Pettit

Effective communication is the cornerstone of great leadership and it’s set on a foundation of emotional intelligence. We take our ability to communicate for granted, so rarely work on our communication skills – thereby compromising the quality of our relationships and, ultimately, business success. Join Steve to learn how develop outstanding communication skills in order to grow as a leader and take your business to the next level. L P 

Time: 1 - 2.30pm

C3A: Delivering on the optimal membership enrolment process
Bill McBride

Join Bill to learn how to deliver the optimal sales enrolment process, from A to Z. Discover how the philosophy behind the system is based on a win-win consultative membership enrolment process. Find out how designing the enrolment process with strategic and tactical sales skills enhancement will help improve your sales techniques, sales management, results and accountability. L

Time: 1 - 2.30pm

C3B: Use digital disruption to leverage your business
Amelia Phillips

Join Amelia as she shares her unique insights into the threats and opportunities presented to trainers by digital fitness. Dissecting the latest digital fitness trends and identifying future ones, she uses case studies to highlight why some trainers have had so much success, and reveals the cheap and simple social media tools you can use to build a digital business on a budget, and stand out in an increasingly competitive space. L

Time: 1 - 2.30pm

C3C: Managing with intention
Darren Jacobson

Purposeful management is critical when working with a personal training team made up of several different personalities. Darren explores five common mistakes managers make when setting goals and interacting with their staff – and the solutions to correct them. Plus, learn strategies for identifying risk, effecting change, recruiting with confidence and gaining consistent and credible recognition for staff. L

 Plenary Session

Time: 3 - 4.30pm

C4A: Employee engagement: the untapped organisational advantage
Luke Carlson

A lack of employee engagement is the single greatest hurdle facing businesses today. In this session Luke cuts through theory and folklore to provide the three implementable steps to achieve employee engagement. Join him as he explores the ‘calling’ of management and examines how to achieve life purpose through the vocation of management. L P