Les Mills Mid-Atlantic Agency Update Erin Kelly, Chief Operating Officer
LMMA Agency Update Top 3 Agency Objectives Top 3 Agency Objectives Sales Sales Staffing Staffing Building the Les Mills Brand Building the Les Mills Brand Key Learnings Key Learnings Top 3 Innovations Top 3 Innovations
Top 3 Agency Objectives 1. Achieve year 1 & year 2 cumulative sales goals by February 1, Build an effective sales team 3. Cultivate a service driven operational team
Sales Growth
Sales Growth - Clubs 33% growth in new clubs from 3/07 33% growth in new clubs from 3/07 41% growth in new clubs from 1/07 41% growth in new clubs from 1/07
Sales Growth - Programs 18% growth in programs since 3/07 18% growth in programs since 3/07 26% growth in programs since 1/07 26% growth in programs since 1/07
Staffing - Sales Lost 3 Account Managers in the past 6 months Lost 3 Account Managers in the past 6 months LMMA initiated, based on inadequate performanceLMMA initiated, based on inadequate performance Current status - 66% staffedCurrent status - 66% staffed Sales Director – Erin Kelly Sales Director – Erin Kelly Account Manager – J.-J. Gunning Account Manager – J.-J. Gunning Hiring 1-2 additional Account Managers Hiring 1-2 additional Account Managers
Staffing - Operations Transitioned Training & Events Coordinator to Director of Operations & Events Transitioned Training & Events Coordinator to Director of Operations & Events Hired Full-Time Training & Assessment Coordinator Hired Full-Time Training & Assessment Coordinator Hiring Full-Time Club Coach Hiring Full-Time Club Coach
Recruitment & Retention Strategies Hired outside consultant – Karen Woodard Hired outside consultant – Karen Woodard Utilizing job search tools Utilizing job search tools Improved interview strategies Improved interview strategies Support on-going training Support on-going training Created more full-time opportunities Created more full-time opportunities Promote from within Promote from within
Building The Les Mills Brand Increased market share Increased market share Acquisition of chains Acquisition of chains Support all regional industry events Support all regional industry events Quarterlies Quarterlies
Key Learnings Sales is the economic engine of the business Sales is the economic engine of the business Largest agency financial drains – quarterlies, music & clothing Largest agency financial drains – quarterlies, music & clothing New clubs & programs drive the business – not instructors New clubs & programs drive the business – not instructors
Top 3 Innovations 1. Utilizing ‘outside eyes’ to evaluate our business – Karen Woodard 2. Presenting Les Mills as a business solution 3. Implemented strategy to break even on quarterly events