Health Fitness Management

Mike Bates is the owner of Refine Fitness Studio, located in Windsor, Ontario. Bates has worked in a variety of positions in the fitness industry, including sales, front desk, personal training, and management. He was recognized as one of the top sales managers at GoodLife Fitness in Canada and achieved one of the club chain's highest retention levels. Bates is also a lecturer at the University of Windsor, teaching courses in sport management, human resource management, and strength and conditioning. He coordinates and teaches personal training and sports conditioning certification courses in Windsor and is a regular speaker at International Health, Racquet & Sportsclub Association (IHRSA), canfitpro, and Club Industry. He was the managing director of Human Kinetics Canada from 1999 to 2007. Bates holds BHK and MBA degrees from the University of Windsor. Michael Spezzano is a consultant in health, fitness, and healthy living program management and development, specializing in medical fitness programs and health care collaborations. Working with staff teams, he develops innovative and effective program solutions that respond to constituent needs and maintain organization health and vitality. Spezzano has extensive experience in developing and managing a broad range of adult and youth programming. Prior to his consulting work, Spezzano had a 35-year career with the YMCA. As vice president of programs and membership at the YMCA of Greater New York, Spezzano managed delivery of health and fitness programs and membership services for the largest Y in the United States. He was responsible for $60 million in annual membership revenue and three annual marketing campaigns responsible for producing 20,000 new members a year. Prior to that, he was the national health and fitness director for the YMCA of the USA. In that position he provided national Y leadership in the field of health and fitness. His responsibilities included program design and development, certification training, resource development, and consultation to 2,600 YMCAs in the United States. Spezzano has been featured in numerous national media outlets, including ABC TV online, New York Times, USA Today, Web MD, Newsweek online, Lifetime online, Men's Health magazine, Weight Watchers magazine, Family Life magazine, and Wall Street Journal. Guy Danhoff has been teaching at Missouri Baptist University (MBU) in St. Louis, Missouri, since 2008. He currently serves as coordinator of the graduate fitness management program within the health and sport sciences division. Danhoff teaches courses in that division (fitness management, sport and social media, and sport marketing) as well as courses within the MBU School of Business (strategic management, entrepreneurial marketing, current issues in marketing, and introduction to marketing for health care systems). Danhoff completed all of his course work in 2018 and is slated to complete his business administration doctoral degree program at Walden University before 2020. His doctoral research capstone project is titled "Social Media Marketing Strategies to Increase Revenue in the Health and Fitness Industry." Danhoff also holds a master's degree in exercise science as well as a bachelor's degree in corporate fitness from Western Illinois University in Macomb, Illinois (magna cum laude). Prior to teaching in higher education, Danhoff spent 14 years in the fitness industry, with positions in sales, sales management, business development, and marketing. He was the director of fitness entertainment technology and operations for MYE Entertainment North America. He was recognized with the Top Producer of the Year award by multiple fitness equipment and fitness technology companies, including Fitness Warehouse, Tectrix, and Netpulse. He was later appointed by Precor to manage two national sales accounts: XSport Fitness and Power Wellness. Today, Danhoff consults with organizations-ranging from small businesses to large global brands-regarding their digital and social media marketing strategies and the use of data analytics to drive business intelligence and revenue generation. Since February 2018 Danhoff has served on the board of directors for the Missouri Association for Health, Physical Education, Recreation and Dance (MOAHPERD), overseeing the direction of the organization's digital marketing and communications.

Part I. Human Resources Chapter 1. Recognizing the Importance of Leaders and Managers Exploring Management and Leadership Theory Acknowledging the Difference Between Managing and Leading Struggling as a Manager: Pitfalls to Avoid Succeeding as a Manager: A Strategy to Manage Talent Chapter 2. Understanding Organizational Design Growth and Management Positions Roles and Responsibilities Writing Job Descriptions For-Profit Organizations Not-For-Profit Community Facilities Hospital-Based Fitness Centers Corporate-Based Fitness Organizations Chapter 3. Recruiting the Best Staff for Your Facility Analyzing Staffing Needs Utilizing Job Descriptions Designing the Appropriate Recruiting Vehicle Developing Interview Strategies Selecting the Best Candidate for the Position Chapter 4. Training and Developing Staff Five Steps to Creating Internal Training Programs Outside Resources for Training and Development Assessment of Training Costs Chapter 5. Managing Staff Performance Role of the Manager in Staff Performance Steps in Managing Performance Employee Termination Chapter 6. Developing a Compensation Program Forms of Compensation Compensation and Management Compensation Program Basics Performance-Based Pay Part II. Member Recruitment, Retention, and Profitability Chapter 7. Marketing Your Program Developing Strategic Marketing Plans Marketing Research Identifying Target Markets Defining Marketing Goals and Objectives Planning the Company Brand and Program Brand Social Media Marketing Best Practices in Modern Marketing Writing an Effective Marketing Plan Evaluating Marketing Programs Chapter 8. Increasing Membership Sales Fostering a Partnership Between the Reception Desk and the Membership Staff Telephone Best Practices Maximizing the Face-to-Face Selling Process Corporate and Group Membership Sales Chapter 9. Focusing on Customer Service Recognizing the Importance of Customer Service and Loyalty Identifying Your Customer Understanding What the Customer Wants Training Staff for Exceptional Customer Service Dealing With Difficult Customers Customer Service Best Practices Monitoring the Effects of Customer Service Chapter 10. Retaining Members Through Program Management Membership Retention Establishing the Purpose of Programming Diversification of Activities Progression of Programs Promotion of Programs Reliability of the Schedule Accountability for Growth and Retention Programming by Logical Progression Developing a Successful Program Recognizing the Importance of Program Directors Chapter 11. Generating Revenue Through Profit Centers Development and Organization of Profit Centers Five Common Profit Centers Part III. Operations and Facility Management Chapter 12. Understanding Financial Management Cash Versus Accrual Accounting Financial Statements Budgeting Income Management Accounts Receivable Sales Analysis Expense Management Tax Considerations Chapter 13. Risk Management: Addressing Health and Safety Concerns Anthony Abbott and Mike Greenwood Creating a Safe Environment Screening Before Activity Administering Physical Fitness Assessments Designing Safe Exercise Programs Providing Safety Orientation Supervising Members Managing Emergencies Risk Management Documentation Chapter 14. Maintaining Your Facility Mike Greenwood and Anthony Abbott Maintenance Activities Four Areas of Maintenance Management Determining Maintenance Needs Performing a Needs Assessment Planning the Facility Maintenance Program Personnel Implementing a Maintenance Program Evaluating Facility Maintenance Developing a Preventive Maintenance Program Chapter 15. Understanding Legal and Insurance Issues John Wolohan Civil Versus Criminal Liability Tort Law Contracts Employment Law Insurance Considerations Chapter 16. Strategic Planning and Evaluation Strategic Planning Evaluation Health and Fitness Evaluation Model Location Analysis Industry Evolution and Differentiation