CBE Winter Report.qk - IHRSA

Club Business 

January/February 2008 

The magazine for the 

European Health Club Industry 

Franchising: 

Franchising: 

EUROPE 

Extending 

Our Reach 

Available now: 

2007 European 

Market Report 

7th European 

Congress draws 

400 industry leaders 

Hans Muench 

becomes new 

Director, Europe

A NEW ERA IS EMERGING. 

IHRSA 2008 

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Tracy Powell 

Welcome 

On behalf of IHRSA, let us first wish you and 

your loved ones a healthy and happy 2008! We 

are thrilled to start this year with several new 

offerings in this magazine. 

With this issue, we increase the frequency of Club 

Business Europe from quarterly to bimonthly to bring 

you even more news and special features. We strive to 

keep you informed on the most important developments 

in the industry throughout Europe. 

On 1 January, we welcomed back Hans Muench, 

who assumes the role of Director, Europe from 

Munich. In 1994 Hans became IHRSA’s first director of 

international development in Boston, where he 

established the foundation and strategy for its 

Catherine Masterson McNeil international activities. You can read more about Hans 

in the interview with CBE managing editor Patricia 

Amend on pg. 15. 

Hans’ appointment was formally announced at the 

7th Annual European Congress in Paris, 12-15 November. 

The Congress also saw the first meeting of the IHRSA 

Europe Council, a group formed to guide the 

association in its European development plans. You can 

read more about the Congress on pg. 23. 

In addition, we hope you enjoy the first of our 

two-part series on franchising by CBE London reporter 

Catherine Larner, which begins on pg. 18. 

Also be sure to turn to pg. 21, where you’ll find highlights 

from The 2007 IHRSA European Market Report, 

with new information on Private Equity deals, mergers 

and acquisitions activity, and consumer behaviour. 

Finally, please note “The Finish Line,” a new joint 

Jay M Ablondi 

column by IHRSA president and CEO Joe Moore and 

Hans Muench, which debuts on pg. 28. Here, they 

will give their perspectives on the most important issues 

and opportunities facing our industry today. 

As we begin 2008, we ask you to communicate with us. Give us your 

feedback. Communication helps bring IHRSA members together for the 

common good—and that’s our ultimate goal. 

Regards, 

We strive to keep you informed 

about industry developments 

A Great Year Ahead 

Cathy Masterson McNeil Jay M Ablondi 

Editor-in-Chief Publisher 

2 Club Business Europe � JANUARY/FEBRUARY 2008 � www.ihrsa.org 

Club Business 

EUROPE 

The mission of IHRSA is to grow, 

protect, and promote the industry, and 

to provide its members with benefits 

that will help them be more successful. 

PUBLISHING 

Publisher: 

Jay M Ablondi | jma@ihrsa.org 

Editor-in-Chief: 

Catherine Masterson McNeil | cmm@ihrsa.org 

Managing Editor: 

Patricia Amend | pamend@ihrsa.org 

Contributing Editors: 

Catherine Larner, Guido Willemsen 

Associate V.P. of Advertising: 

Michele Eynon | me@ihrsa.org 

Senior Account Executive: 

Jessica Gutstein | jmd@ihrsa.org 

Advertising Account Executives: 

William Finn | wfj@ihrsa.org 

Donna Garrity | dmg@ihrsa.org 

Christine Paterson | cpaterson@ihrsa.org 

Art Direction, Design, Production: 

HM Studios, Boston, MA, USA 

IHRSA President & CEO 

Joe Moore | jmoore@ihrsa.org 

IHRSA INTERNATIONAL 

DEVELOPMENT DEPARTMENT 

Catherine Masterson McNeil, 

V.P. of International Operations 

cmm@ihrsa.org 

Hans Muench, Director Europe 

hbm@ihrsa.org 

Alison O’Kane, 

Assistant V.P. of International Operations 

aok@ihrsa.org 

Jacqueline Antunes, Manager 

ja@ihrsa.org 

Blakely Sullivan, Manager 

bls@ihrsa.org 

CLUB BUSINESS EUROPE 

EDITORIAL & ADVERTISING OFFICES: 

c/o IHRSA 

263 Summer Street, Boston, MA 02210, USA 

+1 617 951 0055 • +1 617 951 0056 FAX 

E-mail: cbe@ihrsa.org 

www.ihrsa.org 

Club Business Europe is published bimonthly 

©2008 by the International Health, Racquet & 

Sportsclub Association, 263 Summer St., Boston, 

MA 02210 USA 

POSTMASTER: Please send change of address 

to Club Business Europe, c/o IHRSA, 263 

Summer St., Boston, Massachusetts 02210, USA 

VOLUME 5, ISSUE 1

Club Business 

EUROPE 

FEATURES 

page 19 

Franchises for all: A youngster at SHOKK Energie 

News & Notes 

8 9th Forum Il Nuovo Club meets 22-24 February | 

Virgin Active to go public | Esporta chain up for sale | 

Dutch clubs band together for mutual benefit 

9 Niagara Healthcare buys Balance Master | Group 

fitness goals monitored with FitLinxx | Jupp to chair 

standards and qualifications panel 

10 Vivafit chain donates membership dues to charity | 

Golfers use Power Plate at Belfry Hotel | Norwich and 

Union Healthcare offer discounted memberships 

11 Fitness First recognises member achievements | 

CardioScan helps keep Holmes Place members safe | 

Fitness dk shatters its own presale record | Health 

Fact: Reversing the damage 

12 Velocity and IHRSA to partner for UK independent 

operator forums | Rimini Wellness 2008 slated for 

15-18 May | Correction: Holmes Place Iberia not sold 

to Virgin Active 

Photography (cover): Courtesy of SHOKK Ltd 

IHRSA EUROPE COUNCIL 

Christophe Andanson, 

FHRSA, France 

Maria Angeles 

de Santiago Restoy, 

Sports Managers, Spain 

Ramon Canela, 

DiR Fitness, Spain 

Kilian Fisher, 

ILAM, Ireland 

John Harris, 

Stars Fitness, Austria 

Theo Hendriks, 

Sports and Leisure Group, 

The Netherlands 

15 Hans Muench 

celebrates his return 

to IHRSA as the new 

Director, Europe 

18 Franchising: Turning 

Passion into Profit 

Part I: Lessons from the past 

Rod Hill, 

DiR Fitness, Spain 

Rasmus Ingerslev, 

fitness dk/DHF0, 

Denmark 

António Macias, 

Active Life/AGAP, Portugal 

Departments 

2 Welcome 

6 ihrsa.org 

23 Inside IHRSA 

24 What’s New 

26 Calendar 

28 The Finish Line 

Doug Miller, 

Sales Makers, International, 

UK/Scandinavia 

David Minton, 

Leisure Database, UK 

Christian Pierar, 

DFO, Belgium 

JANUARY/FEBRUARY 2008 

21 New & Improved 

The 2007 IHRSA 

European Market Report 

is the best effort yet 

page 8 

Matthias Schmitz, 

Fitness First, Germany 

Anastasia Yusina, 

Strata Partners, Russia

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9 

During the Forum 2008 

CBI_dicembre2008_mezza.ai 13-12-2007 15:55:07 

2008 

Year after year, the Forum Il Nuovo Club grows with the objective of helping the sector 

grow, thanks to its two high quality professional tools: 

the International Congress and the Trade Show Show. The Forum Il Nuovo Club integrates three 

sectors in one single but large professional event: 

- equipment, installations, product, programs and services for fitness and wellness club, 

swimming pools and sports centers; 

- wellness area: professional beauty, spa, natural food and medicine; 

- pool area. 

For more info, subscriptions to the Congress and reservation Trade Fair: 

•Organizing Secretary: ABSOLUT eventi&comunicazione Ph. +39 051 272523 - Fax +39 051 272508 

•Scientific and Sales Secretary: EDITRICE IL CAMPO Ph. +39 051 255544 - Fax +39 051 255360 

info@ncforum.com - www.ncforum.com 

Strategic Partners 

Exclusively 

BUSINESS TO BUSINESS. 

ALWAYS FOR PASSION. 

GOLDEN SPONSOR 

MAIN SPONSOR 

IHRSA is grateful to the following strategic partners 

for their support of the association’s European activities: 

and 

De Fitness Organisatie (DFO - Belgium), Danish Fitness & Health 

Organization (DFHO), European Health & Fitness Association (EHFA), 

French Health Racquet & Sportsclub Association (FHRSA), 

Fit!vak (Netherlands), ILAM Ireland, Les Mills Baltic, 

Qualitop, Sport Managers, G Fitness and Associação de Empresas de 

Ginásios e Academias de Portugal (AGAP)

News & Notes 

9th Forum Il Nuovo Club meets 22-24 February 

> Members of the Italian 

fitness and wellness market 

will meet in Verona on 22-24 

February for the ninth international 

congress and trade 

show, Forum Il Nuovo Club, 

at Centro Congressi-Palaexpo. 

Organised by the magazine 

Il Nuovo Club, this event 

provides an insight into the 

Italian market, which currently 

stands at 8,000 fitness and 

wellness clubs, and a total 

of 15,000 facilities when 

swimming pools and sports 

clubs are included. 

Speakers will include EHFA 

president Harm Tegelaars; 

sales consultant and motivational 

speaker Casey Conrad 

from the US; PR consultant 

Virgin Active 

to go public 

> Sir Richard Branson 

plans to offer shares of 

Virgin Active health club 

chain on the London 

stock exchange according 

to reports carried in 

British newspapers. 

The group, with operations 

in Italy, Spain and 

South Africa, as well as 

Britain, has begun to court 

as many as 10 investment 

banks to work on the 

planned share offering, the 

Sunday Times and Sunday 

Telegraph have reported. 

The club group, which 

includes the Holmes Place 

chain, could be valued 

as high as e1.4 bn (£1.0 

bn), according to unspecified 

sources. It has 167 

clubs and nearly 900,000 

members worldwide. � 

Rapt attention: A session at the 2007 Forum Il Nuovo Club 

Sue Anstiss from the UK; and 

Jim Love, former coach of the 

New Zealand All Blacks team 

Esporta chain up for sale 


who will explain how rugby 

is a powerful inspiration for 

managers and operators. 

> The Esporta saga continues. Reports in The Daily Telegraph 

indicate that Syrian billionaire Simon Halabi will sell the 

upscale UK chain, and, according to an unidentified source, 

he has hired investment bank Greenhill to carry out a strategic 

review of the business. 

Halabi hired bankers from Lazard to sell the Esporta after 

the company breached its banking covenants on a e460.5 m 

(£330 m) loan arranged by French bank Societe Generale. SocGen 

later placed Esporta's holding companies, Bell I and Bell II, into 

administration in an effort to get the loan repaid. 

Potential bidders are said to include former owners Duke Street 

Capital, property group London & Regional, and US hedge fund 

and private equity group Cerberus. � 

Dutch clubs band together for mutual benefit 

> A network has been established 

in The Netherlands for 

independent club operators, 

providing them with a common 

brand identity, website, promotions, 

and purchasing benefits. 

Called WellnessClubs, the 

network has been formed 

by the operators of 14 high 

quality fitness and wellness 

facilities. It was developed 

after research conducted 

by the WellPro Group 

and was launched at the 

Fitness Trade Fair in 

Utrecht in October. 

A national telephone 

number, and the website 

In addition, there will 

be an international panel 

discussion drawing on the 

expert knowledge of professionals 

from the US, UK, 

Holland and Turkey. 

All accredited operators 

will be allowed to enter 

the exhibition area free 

of charge. Last year, 3,400 

operators took advantage 

of the opportunity to browse 

10,000sq m of suppliers to 

fitness and wellness clubs, 

sporting and rehabilitation 

facilities, swimming pools 

and thermal centres. 

For more information, 

call +39 051 25 55 44 or 

visit www.ncforum.com. � 

(www.wellnessclubs.nl.), 

means that consumers 

can enter their postcode to 

find a club near them. In 

addition to this collective 

marketing, the individual 

club owners can also benefit 

from national staff recruitment 

and training. �

Niagara Healthcare buys Balance Master 

Multiple use: the product works in fitness and rehab 

Jupp to chair standards and qualifications panel 

> SkillsActive has appointed 

a new chair to its Technical 

Expert Group. Georgina 

Jupp, MD of CK Academy 

in the UK, will head up a 

panel of industry experts in 

an eight-month project to 

research industry standards 

and qualifications. 

The TEG panel has been 

tasked with confirming 

whether industry standards 

and qualifications are in line 

with jobs within the industry. 

The research will include 

surveys of instructors and 

employers, focus groups, 

Georgina Jupp 

job descriptions, and 

studying existing research 

from Europe, the US 

and Australasia. 

> One of the UK’s leading 

healthcare and mobility 

product manufacturers has 

acquired the BalanceMaster 

vibration machine. 

Niagara Healthcare manufactures 

a range of therapeutic 

lifestyle products and considers 

BalanceMaster a perfect fit 

to its stable. BalanceMaster 

helps the user to improve 

joint mobility and enhance 

muscle stability for the lower 

limb and pelvic regions. It 

also brings an enhanced sense 

of body position and awareness. 

“It has a range of fitness 

and remedial uses, and a 

steadily growing market 

base,” says Niagara’s MD 

Irving Milsom. “We are confident 

the new partnership 

will drive brand awareness 

even further within the fitness 

industry, and spread the word 

about this innovative piece of 

exercise equipment.” � 

Jupp sits on SkillsActive’s 

Fitness Employers Group 

(SAFE) as well as heading 

lifestyle and well-being 

consultancy, CK Academy. 

“After 23 years working 

in the fitness industry… I 

recognise the huge importance 

of this mapping exercise to 

ensure we continue to 

deliver qualifications and 

training that are current, 

fit for purpose, engage 

employer’s views and 

continue to demonstrate 

the professionalism of our 

industry,” Jupp says. � 

News & Notes 

continued 

Group fitness 

goals monitored 

with FitLinxx 

> A club in The Netherlands 

is the first to use 

the FitLinxx computerised 

fitness programming system 

to monitor the goals 

and achievements of the 

participants of its group 

fitness classes. 

Trivium Sport in 

Etten-Leur, a member 

of the WellPro group 

of independent clubs, 

launched the initiative 

in October. All the participants 

of the classes are 

registered using the 

FitLinxx system and all 

their exercise is recorded— 

their gym-based programmes 

as well as any 

activities they do outside 

the club. 

“In addition to the 

pleasure of attending 

group fitness classes, 

our members can now 

receive personal attention 

through FitLinxx,” says 

Miranda Pertijs of Trivium 

Sport. “By professionalising 

our systems and 

recording all the activities 

of our members, we are 

able to give them more 

support and achieve 

greater retention.” 

“Trivium Sport is the 

first club in the world 

which will use FitLinxx in 

group lessons,” says Peter 

Wolfhagen, general manager, 

FitLinxx Benelux. � 

www.ihrsa.org � JANUARY/FEBRUARY 2008 � Club Business Europe 9

News & Notes 

continued 

Vivafit chain donates membership dues to charity 

All for altruism (from left to right): Isabel Ferreira and 

Viviana Tavares from the Portuguese Osteoporosis Association 

APOROS and Constance Ruiz, Vivafit's president 

Golfers use Power Plate at Belfry Hotel 

> Guests at the Belfry Hotel in the West Midlands, UK, 

can now train just like their favourite celebrity pro golfers. 

The Leisure Club at the Belfry Hotel recently installed a 

machine in its gym—the same equipment that internationally 

acclaimed golfers including Colin Montgomerie, Lee Westwood 

and Darren Clarke use in their training to deliver 

optimum fitness, strength, flexibility 

and range of movement. Guests and 

members now use Power Plate pro5 

to warm up and train for a round of 

golf on the hotel’s famous golf 

course, or to relax and unwind with 

the machine’s massage setting after 

a round of golf, enjoying the fact 

that they’re they’re using the same 

equipment that pro golfers use. 

“The Power Plate machine has 

been a big hit with club members 

and hotel guests, who love the 

fact that they can do a really 

intensive workout in such a 

short time,” says Samantha 

Turner, spa and leisure manager 

at The Belfry. “It has been a huge 

success at every level.” � 


> The leading chain for 30minute 

classes in Portugal, 

Vivafit, recently contributed 

all its new membership 

subscriptions to the 

Portuguese Osteoporosis 

Association (APOROS). 

Last August, all 58 clubs 

ran a promotion where 

women could join for just e10, 

and this raised more than 

e28,000 for the organisation 

which supports osteoporosis 

patients and raises awareness 

of the condition. 

Vivafit, which has 25,000 

members, ran the campaign 

to encourage Portuguese 

women to start exercising to 

help prevent or alleviate this 

condition. One in three women 

and one in five men suffer from 

osteoporosis internationally. 

“Vivafit’s campaign is an 

important contribution to our 

efforts to promote the causes, 

consequences and ways to 

prevent osteoporosis and the 

major social and economic 

impact this disease has in 

our society,” said Viviana 

Tavares, APOROS president. 

Vivafit runs 30-minute 

complete circuit training 

sessions using 10 different 

hydraulic machines, suitable 

for all ages and physical 

conditions. The clubs also 

feature a Pilates studio. This 

year will see seven more clubs 

opening in Portugal and the 

first location in Spain. � 

Norwich and Union Healthcare offer 

discounted memberships 

> A leading private medical insurer, Norwich Union 

Healthcare, has joined with Health Force to produce a 

website, www.nugetactive.com, offering discounted gym 

memberships at more than 300 health clubs in the UK, 

including LA Fitness and Topnotch. 

“This website supports our strategy to be a leading 

provider of healthcare solutions,” said Rachel Marsh, 

proposition development manager at Norwich Union 

Healthcare. “It gives us a competitive offering and adds 

tangible value for our customers at no additional cost to 

them. It also helps meet corporate customer needs to 

reduce sickness and absence by encouraging employees 

to look after their health.” 

Established in 2001, Health Force has pioneered 

online sales of gym membership and is currently marketed 

through 1,500 UK companies offering up to a 40% 

discount on gym memberships. 

In addition to new customers, the gym membership 

service will be marketed by Norwich Union Healthcare 

to existing private medical insurance, income protection, 

occupational health and group life customers–covering 

more than 2.4m lives. �

News & Notes 

continued 

Fitness First recognises member achievements 

> A black tie gala dinner on 

31 October in a chic London 

hotel provided the backdrop 

for some emotional and 

inspirational stories of Fitness 

First members who had 

overcome many barriers to 

regular exercise and put 

their lives back on track. 

The occasion was the 

New You Achievement 

Awards, a celebration of 

members who achieved 

their sport and fitness 

goals, including some who 

dealt with serious health 

problems through exercise. 

Now in its third year, the 

New You Achievement 

Awards has quickly become 

CardioScan helps keep Holmes 

Place members safe 

an established annual event 

for the company, which has 

plans to expand it elsewhere 

in Europe. 

The judges, from Fitness 

First management and television's 

Dr Hilary Jones and 

Angie Dowds, spent a day 

with the 16 finalists to find 

the winners. There were 

1,200 entries this year and 

the awards were split into 

five categories—shape, 

health, fitness, sport, and 

staff. The personal trainers 

who helped the finalists 

reach their goals were 

also recognised. 

Senior management were 

among the 200 guests who 

> Holmes Place Iberia has 

adopted CardioScan, an 

early detection system for 

heart problems, in all of its 

clubs as part of its Wellness 

Check service to members. 

Simple changes to daily 

routines can significantly 

reduce cardiovascular 

risk: a balanced diet, regular 

physical activity, and no 

smoking all bring benefits. 

Through offering CardioScan, 

Holmes Place staff can, in 

just two minutes, measure 

the index of cardiac stress 

and calculate the level of 

fitness, identifying any 

cardiovascular risks in an 

apparently healthy person. 

The technology of the system converts graphics from 

electrocardiagram (ECG) into a 3D colour image of the heart. 

CardioScan is made by Energy-Lab Technologies in Germany, 

and distributed in Portugal and Spain by HP Gestao e Consultoria, 

Lda. For details visit www.cardioscan.de. � 

Nick Smith and Ken Hodgson 

watched the video interviews 

with the finalists telling of 

the difference exercise and 

Fitness First had made to 

their lives. 

Needless to say, the stories 

were inspiring. 

Ken Hodgson, winner of 

the health category, received 

his award from Nick Smith, 

fitness director. Three years 

ago, Hodgson was beaten 

unconscious when he tried to 

stop thieves from stealing his 

car. He suffered terrible 

injuries and diabetes was 

triggered by the attack. 

Since he joined Fitness 

First eight months ago, his 

body fat percentage and 

blood pressure have dropped 

and he has gained a new 

purpose and positive attitude 

to life. � 

Fitness dk shatters its own presale record 

> The Dutch chain Fitness dk has opened its 33rd club with 

presale beating all records—a total of 2,952 members at the 

end of the opening day. 

The club in Birkeroed spans 15,000sq ft and features an 

aerobic/boxing area, Spinning area, and gym equipped by 

Technogym. There is also a wellness area. 

“We now serve 90,000 members, which means that one in 

four people who exercises in Denmark is a member of one of 

our clubs,” says CEO Rasmus Ingerslev. “We will continue 

our growth strategy and have the next six new clubs lined 

up. This means we will have 39 clubs in Denmark by the end 

of this summer and expect to have surpassed the 100,000 

members mark by that time.” � 

Health Fact: Reversing the damage 

♥> A study at the University of Leipzig, 

Germany, has found that moderate 

exercise can help heart failure patients 

reverse some of the muscular damage 

caused by their condition. Exercising 

for 30 minutes a day on a stationary 

bike for six months saw the regeneration of muscle 

cells and the formation of blood vessels. � 


News & Notes 

continued 

Velocity and IHRSA to partner for 

UK independent operator forums 

> IHRSA has announced a 

strategic partnership with 

Velocity Health & Fitness 

Speed Meetings to offer more 

than 30 dates throughout the 

UK in 2008. The meetings 

will give 50 independent club 

operators the chance to connect 

with up to 50 equipment 

suppliers and service providers 

one-on-one, in one day. 

Each Velocity event will 

consist of three meetings, an 

IHRSA educational seminar, 

lunch, and an opportunity to 

network with other industry 

professionals in between. No 

other industry event offers 

this opportunity. 

Delegates will receive special 

offers from suppliers and 

a unique package of benefits, 

including a trial membership to 

IHRSA, plus the chance to win 

a trip to the IHRSA Conference 

& Trade Show, 5-8 March in 

San Diego, California. 

“We are delighted to be 

involved with Velocity as they 

are reaching a key audience 

that is vitally important in 

delivering health and fitness 

in the UK,” said Hans Muench, 

IHRSA Director, Europe. 

“Often, single sites do not have 

the same challenges of larger 

chains and IHRSA has long 

recognised that our role 

is to provide information 

and assistance to help these 

clubs grow and become 

more profitable.” 

Attendance is free for 

operators. To register for 

your local meeting, e-mail 

info@speedmeetings.co.uk, 

www.speedmeetings.co.uk, 

or call +44 (0)1903 885595. � 

Correction: Holmes Place Iberia not sold to Virgin Active 

> In the recently released 

2007 IHRSA European 

Market Report, it was 

erroneously reported in the 

Spain and Portugal sections 

that the Holmes Place clubs 

in these countries had been 

sold to Virgin Active. In 

fact, Holmes Place Iberia, 

encompassing clubs in Spain 

and Portugal, is a separate 

company from the recently 

sold Holmes Place. Nick 

Coutts led his Iberian team 

in a management buyout 

of the Spanish and 

Portuguese clubs 

in August 2005. 

With 26 clubs 

(19 owned and 

7 managed), 

100,000 members, 

and projected 

revenues of e100m 

this year, Holmes 

Place Iberia is rapidly 

Nick Coutts 

growing; the 

company plans 

to open six new 

clubs, currently 

under construction, 

in 2008. It 

has three brand 

concepts: Holmes 


Place (the main brand with 

clubs 3,000sq m-4,000sq m 

in size); Europolis (7,000sq m- 

10,000sq m municipal 

concession model clubs); 

and Fitness WorX (small 

quality gyms that are 

200sq m-1,400sq m). � 

Rimini Wellness 

2008 slated for 

15-18 May 

> Mark your calendars 

now. The 3rd edition of 

Rimini Wellness–Fitness, 

Wellness & Sport on 

Stage will be held 15 to 

18 May in Rimini, Italy. 

It is being organised by 

Rimini Fiera SpA at the 

Rimini Expo Centre and 

Riviera, and sponsored 

by the Ministry of Juvenile 

Policies and Sports Activities, 

Emilia Romagna 

Regional Government, 

Rimini Provincial Government, 

and the Municipality 

of Rimini. 

The event is dedicated 

to professionals in the sector, 

including gym owners, 

managers and instructors, 

and directors of sports 

medicine centres, wellness 

centres and beauty salons, 

spas, bathing establishments 

and hotels. It is also 

open to the general public. 

The show will be divided 

into two categories, WFUN 

and WPRO. WFUN will 

have events and shows 

for the greater public: 

DonnAvventura, Well Being 

Oasis, Beach Tennis, Dance 

Future Hall and Strarimini. 

WPRO will be reserved 

for business-to-business 

expositions, including 

Well Being Conferences, 

the Spring Aquafitness 

Meeting, RistoWellness 

and Fiteducation. 

In 2007, Rimini Wellness 

had a record-breaking 

100,023 visitors. 

For details, visit 

www.riminiwellness.com. �

CBE Interview We will make our public and government relations 

efforts more professional and streamlined 

Hans Muench 

celebrates his return to IHRSA as the new Director, Europe 

By Patricia Amend 

CBE: This is a major move for you. What does it feel like to 

rejoin the IHRSA staff? 

HM: It feels like coming home. I am looking forward to 

re-connecting with industry friends and meeting the leaders 

that have emerged over the past eight years. IHRSA has a 

long history of bringing people together to learn, network 

and share best practices. I am excited to work, once again, on 

industry growth initiatives in Europe. 

CBE: You have now worked on both the equipment side and 

the club side of the business. How will this experience help 

you in this new position? 

HM: I have come to understand the different needs, interests 

and interdependencies of the various stakeholders in the 

European fitness industry. In my work with the training and 

education provider BSA/BA in Germany, I also gained 

insight into this important aspect of 

the business and its relevance. 

CBE: What are your goals for your 

position as Director, Europe? 

HM: They are consistent with 

the previous strategy of IHRSA: 

protect and grow the industry. 

We will make our public and 

government relations efforts 

more professional and streamlined. 

We will work with our 

partners in their respective markets 

to coordinate and share 

best practices. 

Hans Muench 

Q&A Highlights 

• goals for the IHRSA Europe Council 

• opportunities and challenges 

• VAT and its effect 

• becoming more professional 

CBE: How will the newly formed IHRSA Europe Council 

advance the needs and goals of the industry? 

HM: The Council will guide IHRSA in its plans to grow the 

industry in Europe. It is really formalising a process that 

has been happening on an informal basis with industry 

leaders over the past several years. We would talk one 

to one with people and incorporate their thoughts and 

ideas into products and services aimed at serving the 

market. The establishment of the Council provides the 

opportunity for these leaders to interact with one another 

on an ongoing basis, and come to agreement together on 

what the industry needs to do to grow in Europe. 

CBE: Overall, what do you see as the “bright spots” or the 

positive developments in the industry in Europe? 

HM: The EU is keen on the anti-obesity message/campaign, 

and could give funding to our industry if they see us as 

part of the solution, and I see tremendous opportunities 

to work with various governments, with health insurance 

companies and with other stakeholders in the wellness and 

disease prevention part of the industry. 

CBE: What are the most significant trends and greatest 

challenges? 

HM: In my view, low-price competitors will grow and the 

middle market will contract. In Germany for example, 

growth is occurring more at the bottom of the market 

right now. I believe the same may be said for the UK. 

Middle market clubs will thrive only if they find their 

market niche and satisfy the needs of those consumers. 

They need to understand their core businesses in order 

www.ihrsa.org � JANUARY/FEBRUARY 2008 � Club Business Europe 15 

�

Interview We will work with our partners 

in their respective markets to share best practices 

to clearly position themselves and deliver 

a product that their target consumers 

desire and value. 

In addition, results-orientated programmes, 

such as weight loss, are on the rise. People 

are very willing and eager to pay three or 

five times the amount that they’d normally 

pay for a monthly membership if they see 

results. Co-pay programmes and subsidies 

from insurance companies are also becoming 

more common. However, insurers are 

requiring proof of qualified staff. Thus, 

certification will be increasingly important. 

CBE: Do you foresee any standards legislation 

coming from the EU on this, or is it 

more likely to happen on a country-bycountry 

basis? 

HM: I see it happening country by country, 

initially. European-wide legislation will 

follow later. 

CBE: What about VAT? 

HM: High or low, VAT affects the net amount 

that a club receives from the member. 

For example, Austria has a VAT of 20%; 

Germany is at 19%. Some countries, such as 

Back to the Future 

Belgium and, I believe, Sweden, have 

a reduced VAT. This is a tremendous 

advantage because they have to pay less 

tax up front to the government. 

There is a law in the EU that allows 

countries to decide whether a lower rate 

of VAT, which now applies to necessities 

such as groceries, can be applied to 

health club memberships as well. 

Once lobbying becomes more concerted 

and more professional in Europe, we will 

see more countries understanding that 

creating an incentive for prevention, with 

a reduced VAT on health club memberships, 

will benefit health, as well as have 

a positive impact on club net revenue 

and profitability. 

CBE: The newly published 

2007 IHRSA European Market 

Report: The size and the scope 

of the health club industry 

shows that market penetration 

rates range from 16.4% 

in the Netherlands to 3.4% in 

Russia. What do clubs need 

to do to improve these rates? 

Hans Muench is well-known to many IHRSA members—for good reason. He 

has had a long and varied career in the industry, and, by selecting him as the 

new Director, Europe, IHRSA has returned to its roots. 

Muench first became involved with IHRSA in 1984 when he was working on an 

IHRSA-sponsored study of the European club industry as part of his MBA thesis. He 

received his degree in international business from the University of South Carolina 

in 1985. In 1994, he became IHRSA’s first director of international development, 

and worked out of the association’s US office in Boston, where he established the 

foundation and strategy for its international activities. He returned to Germany with 

his family in 1999. 

A German citizen who is based in Munich, Muench speaks fluent German, French 

and English. He has a rich history in the fitness industry, ranging from chief 

development officer of a small chain of health clubs to senior executive positions in 

major fitness equipment companies, including Life Fitness Europe. Before rejoining 

the IHRSA staff this year, he was Area Manager for Nautilus in Germany/Austria. 

“We spent the summer months talking to our European members and 

partners to learn more about their needs to help us determine the qualities and 

skills that were necessary in this position,” said Joe Moore, president of IHRSA. 

“Hans embodies what we were looking for, and we are thrilled to have him back 

on the team.” 


HM: Each club must reach out to its 

target consumers and create an image 

that attracts this group. For more people 

to consume our product, the perception 

among consumers must improve. 

In addition, income levels must rise in 

developing markets so that the general 

population can afford to make monthly 

membership payments. 

CBE: The 2007 IHRSA European Market 

Report also details 2006-2007 mergers and 

acquisition activity. In your view, what do clubs 

need to do to attract more Private Equity? 

HM: We need to raise our level of professionalism 

by recruiting talent from 

outside the fitness industry. 

Also, if we collect better numbers, 

track our growth and communicate 

our message better, it 

will help investors make the 

decision to invest with us. 

For example, how many 

potential investors know that, 

for the last 20+ years, our 

industry has grown consistently, 

while proving itself to be 

recession resilient? 

CBE: What does the industry need to do 

to work more closely with the medical 

community? 

HM: Europe needs to have a basic level 

of club standards and certification to 

demonstrate to the medical community 

that we are part of the solution and 

professional enough to be a trusted part 

of their industry. We must also address 

the issue of competitiveness, and our 

industry taking away patients from doctors, 

hospitals and insurance companies. 

CBE: In your view, how can the industry 

become more “professional” in the eyes of 

the press and various governments? 

HM: IHRSA is helping clubs present 

themselves better with studies, statistics 

and strategies. Leading clubs should 

know their various representatives and 

be in touch with them on a regular basis.

Interview We need to raise our level of professionalism 

by recruiting talent from outside the industry 

Back again: Hans Muench socializes with Heather Corbett and Burkhard Luben 

of Cybex and Chuck Leve of IHRSA at the 7th Annual European Congress in Paris 

CBE: Finally, do you have any advice for 

fitness industry professionals in emerging 

markets? What can they learn from countries, 

such as the UK where the industry 

is more mature? 

HM: Newer markets can learn from 

the experiences of more mature ones. 

The backbone of our industry and of 

IHRSA has been to share and learn from 

each other. 

That said, European countries develop 

in different ways. Attempts to apply, 

for example, the UK model to the European 

continent has had mixed success. 

Eastern Europe is growing faster than 

Western Europe. 

However, it is worth noting that 

the UK has done a very good job of 

promoting the benefits of the industry 

to the public and to the press. Also, 

professionals coming from the hotel/ 

hospitality sector have gotten involved 

with health club chains in the UK 

and added a level of professionalism. 

This is a good example of where 

the industry can, and should, go in 

the future. � 

PATRICIA AMEND is the managing 

editor of CBE. 

10 - 13 April, 2008 · Exhibition Centre Essen · Germany 

The Leading International Trade Show for Fitness & Wellness 

FIBO Niederlassung der Reed Exhibitions Deutschland GmbH 

Völklinger Str. 4 · 40219 Düsseldorf · GERMANY · Tel. +49(0)211-90191-300 · Fax +49(0)211-307578 · info@fibo.de www.fibo.de 


PART I: LESSONS FROM THE PAST 

TurningPassion 

FRANCHISING: 

intoProfit By Catherine Larner 

This first installment of a two-part feature on franchising in the European fitness industry 

considers previous franchise endeavours in this market, and how Curves has set a better example. 

As the fitness industry in Europe grows and continues to mature, it seems that 

only the brave or the foolhardy are willing to start their own club companies 

and go it alone against the big, established brands with the big bucks. 

One can’t help but wonder: Is it too late for fitness enthusiasts to turn their 

passion into a thriving business? Certainly not, according to the wave of franchisers 

offering a gamut of products to enterprising individuals. 


Franchise agreements, which offer an established name with instant credibility, 

a tried-and-tested business format, as well as training and support, can give new 

club operators the head start they need to make it in today’s ever more competitive 

marketplace. Ideally, the franchiser to franchisee relationship is two-way, with both 

parties seeking to help and support the other. 

Franchisees are likely to be people who might have recently been made redundant 

(with a cash sum helping towards initial franchise start-up costs), those who wish 

for a more independent career path, and people who see the benefits offered 

by franchising. 

Just as clubs today target a wide range of special populations, so, too, are there 

now franchises for men only, women only, and children, as well as franchises for small 

community facilities, multi-clubs operations, and medical clubs. 

Indeed many businesses have sprung up around niche markets in recent years 

following the phenomenal global success of the 30-minute, circuit-based, women-only 

Curves International concept. Inevitably, Curves’ success has led to imitations—Lady 

Moving and Lady Fitness in France, Fitness Woman in Spain, and energie for Women 

in the UK among others. But it has also encouraged operators to adapt the format 

for other markets.

Starting early: 

A young member 

cycles at 

SHOKK Energie 

While franchisers have had their problems in the past, 

franchising has much to offer the fitness entrepreneur and 

the public at large. The time may be right for franchising to 

become an important key to increasing market penetration. It 

may provide the impetus the industry needs to expand throughout Europe. 

EMULATING CURVES 

Notable franchises in the UK include energie Fitness Group and Rosemary 

Conley Diet and Fitness Clubs, which recently won the British Franchise 

Association Franchiser of the Year Award and has 170 franchisees in the UK. 

Elsewhere, Kieser Training, a Swiss therapeutic gym, which has 147 clubs in five 

countries, has been very successful in Germany, Austria and Switzerland. 

Newer European franchisers have Curves to thank for establishing a viable 

model to emulate. Other companies are now developing franchise concepts 

tailored to meet the needs of additional niche markets 

“No one embraced franchising like Curves,” says Jan Spaticchia, founder 

and chief executive of the energie Group in the UK. “Four years ago we 

didn’t understand franchising.” 

First launched in Texas by founder Gary Heavin in 1992, Curves 

began franchising in 1995, and now boasts more than 10,000 locations in 

44 countries. At the moment there are some 731 Curves facilities throughout 

Europe, including 258 in the UK 

“Many franchisers in England and Germany have tried to copy the Curves 

concept,” says Babette Marzheuser-Wood, a partner with the Franchise 

Group of Field Fisher Waterhouse, which has represented Curves in Europe. 

“The Curves concept is easy to roll out with a low entry cost and a simple and 

appealing exercise model. However, because some franchisers do not have 

the training facilities and support that Curves have, their success has been 

limited to their domestic markets.” 

In the past, franchising failed to thrive for other reasons as well. Some 

still remember the 1990s when it earned quite a bad name. In the UK, 

franchises were led by American companies whose hard core gym image failed 

to take off, reinforcing many of the negative stereotypes associated with clubs. � 

“ 

Catching up: Energie Fitness 

is one of the fastest moving 

companies in franchising 

Jan Spaticchia 

Now that our 

operational systems, 

support network and 

training provision is 

well established and 

demonstrating success, 

we are ready to expand 

our product offering. 

” 

—Jan Spaticchia, 

founder and chief executive, 

the energie Group 


European success: Kieser Training 

operates in five countries 

“ 

Fully fledged fitness 

clubs run under a 

franchise agreement 

in the UK have suffered 

more from the lack 

of investment by the 

potential franchisee 

than from concept. 

” 

—David Minton, founder, 

the Leisure Database Company. 

FRANCHISER SNAPSHOTS 

Curves International, Inc 

Founded: 1992 (franchising since 1995). 

2007 revenues: e1.360 billion. 

Number of units in 2007: 

10,000+ worldwide; 731 in Europe, including 258 in the UK. 

2007 membership (worldwide): 4 million+. 

Costs: Initial franchise fee: e25,227 to e32,649 (varies 

by country). Annual royalties also vary by country. Some 

are a flat fee of e337; some are 6%, with a minimum 

of e201 and a maximum of e610. 

Support: Site selection, sales, marketing, education, training. 

Contact: Jim Johnson, VP of International Operations, 

jjohnson@curves.com, www.buycurves.com. 

energie Group 

Founded: 2003. 

2007 revenues: e7,728,304. 

Number of units in 2007: 33. 

Current membership: 20,000. 

Costs: Start up costs from e26,670.07. Royalties depend 

on franchise product purchased and size of premises. 

Support: Sales, marketing, education, training. 

Contact: www.energiefranchise.com; +44 0845 363 1020. 


Turning Passion into Profit continued 

In France, the public’s perception of the sector is still coloured by a 

number of business failures, including franchises, where members lost 

money and faith in fitness clubs. 

“The concept of franchising fitness in the UK has been slow to take 

off on anything bigger than a small matchbox. Think single room 

for Curves or hired space for class format,” says David Minton, 

founder of the Leisure Database Company. 

“Fully fledged fitness clubs run under a franchise agreement in 

the UK have suffered more from the lack of investment by the potential 

franchisee than from concept,” says Minton. “Energie Fitness has not been 

immune to this form of under-investment. However, the more stringent financial 

barriers to entry the company is employing are now starting to pay dividends.” 

Today, energie is one of the fastest moving companies in this market. Recently, it 

launched SHOKK Energie, a franchise for children, in a joint venture with SHOKK Ltd, 

the operator of youth gyms for children, which will provide equipment and training. 

The first UK SHOKK Energie franchise opened last Summer, and three more have been 

sold. SHOKK intends to launch the franchise concept into its global network, with 

Ireland, Portugal and China committing to sites late last year. 

Energie also has plans for men’s, personal training, and day spa franchises. Franchise 

products will be introduced at various price points to accommodate a range of budgets 

from e6,970 to more than e209,000. 

“Now that our operational systems, support network and training provision are well 

established and demonstrating success, we are ready to expand our product offering,” 

says Jan Spaticchia, founder and chief executive of the energie Group in the UK. The 

company hopes to move into mainland Europe soon. � 

Next in the March/April issue: Franchising as the way of the future. 

Catherine Larner, IHRSA’s reporter in London, can be reached at 

cbe@catherinelarner.com. 

SHOKK Ltd 

Founded: 1999. 

2007 revenues: e2,731,000-e4,097,000. 

Number of units in 2007: 175 company-owned facilities 

worldwide, 148 in the UK, and four SHOKK Energie 

franchises open or sold in the UK. 

2007 membership: 100,000+ youth. 

Costs: e40,965+. 

Support: All areas of 

management, operations 

and marketing. 

Contact: 

www.energiefranchise.com; 

+44 0845 363 1020. 

SHOKK-ing: 

the first SHOKK 

Energie opened 

last summer

NEW 

&IMPROVED 

The 2007 IHRSA European Market Report is the best effort yet 

What do club operators say they covet most? 

The highest quality data they can get on 

the industry, with analysis to match. 

The 2007 IHRSA European Market Report, with 

its industry outlook, baseline statistics and analysis 

of the individual markets, is the answer. Produced 

in conjunction with Deloitte and sponsored by 

Matrix Fitness Systems/Johnson Health Tech, the 

report is a strategic tool not only for club owners and 

operators, but also for researchers, banks, investors, 

governments, insurance companies and suppliers. 

“Compiling useful industry data throughout Europe 

can be a Herculean task,” says Jay Ablondi, IHRSA’s 

Vice President of Publishing. “Since we established 

this report with Deloitte three years ago, our goal 

has been to improve upon the quality of information 

available to club leaders and manufacturers operating 

in Europe, and The 2007 IHRSA European Market 

Report does just that.” � 


NEW & IMPROVED! continued 

“ 

With more than 

40 million healthclub 

members 

throughout Europe, 

the market is 

clearly vibrant. 

” 


CONSIDER THESE HIGHLIGHTS: 

• The outlook. The fitness club industry within Europe certainly is still heterogeneous. 

Differences in market penetration and the market structure concerning single or chain 

operators clearly exist. While the UK and German markets are leading within Europe right 

now, other countries are pushing new trends and are developing very fast. The Russian 

market, especially, looks very promising over the next few years. 

• The opportunities. As obesity—especially in children—and the aging population become more 

present in the minds of the politicians in Europe, individual fitness clubs and chains are in a 

position to further extend the fitness trend and to gear their offerings towards the specific 

customers’ needs. Clubs focusing on children, elderly people or women may expect future growth 

and revenue potential. 

Women-only fitness is already quite established in the US and Europe, e.g., Curves International, 

is the worldwide leader of fitness chains in terms of members and facilities. With the part of the 

population that is older than 50 years continuing to rise, club operators need to realise where to 

invest and create new offerings. Not only does the fitness industry need to adapt to a new customer 

base, the equipment industry also has to develop new devices adjusted to children’s bodies or to 

the physical abilities of the elderly. 

• P-E and M&A activity. Business is robust, with health club chains employing a variety of 

strategies to obtain capital for growth. Private Equity continues to play a major role. However, 

whilst continuing consolidation will provide chains with greater economies of scale, there will 

always be room in the industry for well-run, customer-friendly, independent clubs. 

• Consumer behaviour. The annual consumer tracking study of 6,000 consumers conducted by 

GfK indicates that 27.7 million people belong to health clubs in the following six countries: 

Germany, Spain, Italy, France, the UK and the Netherlands. With more than 40 million health 

club members throughout Europe, the market is clearly vibrant. 

• Market penetration. Examining the age structure of fitness club members within these 

countries gives some useful hints on possible fitness trends. As to be expected, a very low 

percentage (on average 6%) of fitness club members are between 14 and 17 years old. The largest 

groups are comprised of those between 18 to 34 (36,54%) and 35 to 54 years (34,9%). Together 

they occupy more than 70% of the member base in the six countries observed. 

A large potential market not yet utilised by the fitness industry, is the 55+ age group. Seniors 

represent on average only 22% of club members in these six countries. As the European population 

grows older and the anticipated average life expectancy increases, fitness clubs need to develop 

special programmes and facilities aiming at the needs and requirements for elderly people. 

AGE STRUCTURE OF FITNESS CLUB MEMBERS IN SIX MAJOR EUROPEAN COUNTRIES: 

40 

30 

20 

10 

0 

6.33% 

36.54% 

34.90% 

Average over all six countries 

22.22% 

14–17 

18–34 

35–54 

The full report offers additional information on business activity and consumer behaviour 

in the industry, as well as in-depth market penetration data for the UK, Germany, Spain, 

Netherlands, France and Italy. It can be purchased at www.ihrsastore.com/fiintef.html, or by calling 

+1 617-951-0055. IHRSA members can purchase a printed copy or a PDF download for e95. 

55+

Inside IHRSA 

Working Together As an Industry 

Fast friends: Congress attendees enjoy reconnecting in Paris 

> Events at the 7th Annual IHRSA European 

Congress, which took place 12-15 

November in Paris, clearly demonstrated 

how well members of this industry can 

work together. They included: 

• IHRSA Europe Council meeting. 

The consensus of the new group, 

formed to guide the association in its 

European development plans, was that 

IHRSA should strengthen and enhance 

its traditional offerings in Europe, 

including the Congress, IHRSA University, 

Club Business Europe magazine, 

the IHRSA European Market Report, 

the Passport programme, networking 

opportunities, etc., profits from which are 

reinvested in programmes and services 

for European members. 

Joe Moore, president of IHRSA, said 

about the Council, “As clubs and manufacturers 

get involved with the association, 

they begin to think beyond their own busi- 

The IHRSA Europe Council 

nesses and think more about growing the 

industry as a whole. The more people get 

involved, the more the industry benefits.” 

• IHRSA and EHFA working group. 

Christian Pierar, a member of both the 

IHRSA Europe Council and the EHFA 

board, reported that IHRSA and EHFA 

are establishing a working group to 

determine how the two might cooperate 

to grow the industry, particularly in 

the area of public policy. 

• Rasmus Ingerslev received the 2007 

European Club Leadership Award. The 

CEO of fitness dk, was so honoured for his 

efforts as co-creator of the Danish Fitness 

& Health Organisation, and for making 

fitness dk the first to combine membership 

with health insurance in Denmark. 

In addition, Hans Muench was formally 

named IHRSA Director, Europe. Muench, 

who assumes the role in January, will 

be based in Germany. � 

Kilian Fisher, ILAM, Ireland; Antonio Macias, AGAP, Portugal; Maria 

Angeles de Santiago Restoy, Sports Managers, Spain; Ramon Canela 

and Rod Hill, DiR Fitness, Spain; Christian Pierar, DFO, Belgium; Rasmus 

Ingerslev, fitness dk and DHFO, Denmark; Doug Miller, Sales Makers 

International, UK/Scandinavia; Matthias Schmitz, Fitness First, Germany; 

John Harris, Stars Fitness, Austria; David Minton, Leisure Database, UK; 

Anastasia Yusina, Strata Partners, Russia; Theo Hendriks, Sports and Leisure 

Group, The Netherlands; Christophe Andanson, FHRSA, France. 

Rasmus Ingerslev and IHRSA Board Chair Michael Levy 

Coming Soon: 

IHRSA 2008, 5-8 

March in San Diego 

> March will be here before you know 

it… so register now for IHRSA’s 27th 

Annual International Convention & Trade 

Show in San Diego, California, in the US. 

Hear business guru Kjell Nordström 

speak. Attend educational sessions 

simultaneously translated into French 

and Spanish. Stroll around the best 

Trade Show in the industry. Enjoy the 

European Forum and the Around the 

World in 60 Minutes Panel Discussion. 

Catch up with old friends and meet new 

ones at the Planet IHRSA International 

Reception, and at the International Club, 

where you can also check your email. 

Register online at www.ihrsa2008.org, 

or by contacting Blakely Sullivan at 

bls@ihrsa.org or Alison O’Kane at 

aok@ihrsa.org. Prices: e495 for IHRSA 

members / e631 for nonmembers. �

Products 

� Torque Fitness, LLC, (www.torque 

fitness.com), a cutting-edge strength 

equipment company, presents its new 

TQ5 Hybrid Strength Gym System, an 

incredibly progressive, versatile home 

gym that exercisers will not outgrow. 

Torque’s exclusive Hybrid Strength 

Technology (H.S.T.) facilitates virtually 

unlimited ways to challenge every 

muscle and continue progression by 

combining traditional, fixed exercises 

with a multitude of user-defined, 

functional movements that further 

build muscular strength, joint integrity, 

balance and coordination. 

A single vertical pressing platform 

enables users to perform traditional fixed 

exercises such as chest press, shoulder 

press and seated row with an adjustable 

press arm and ergonomically angled, 

T-Grip horizontal and vertical handles. 

Independent, adjustable swivel mid 

pulley arms, along with dual swivel 

high pulleys, move the way the body 

does naturally for a variety of functional, 

user-defined core training 

exercises that help individuals perform 

everyday activities, sports and 

recreational pursuits. 

To facilitate exercises using the pulleys, 

attachments include a short strap 

D-handle, a long strap D-handle, two 

universal adapters with snap hooks, a 

lat bar and an ankle strap. Users can 

also take advantage of the pulleys and 

open TQ5 platform to perform exercises 

with additional accessories such as a 

stability ball, a BOSU Balance Trainer 

or a balance disc (all sold separately). 

The patent-pending dual-pivot leg 

extension/seated leg curl is designed 

specifically to minimize stress to the 

joints and maximize comfort and 

exercise effectiveness, with pivoting, 

tapered roller pads and an ideal resistance 

profile to adequately challenge 

the quadriceps and hamstrings in each 

separate exercise. 

The optional Leg Press/Calf Raise 

features Torque’s Iso-Balance technology 

for a leg press with both legs simultaneously 

or each leg independently for 

additional variety and muscle balance. 


What’s New 

Power Plate Wins Award at LIW 

� Power Plate (www.power 

plate.co.uk) won the Stand of the 

Year honour, which was awarded 

by Exhibiting magazine at last 

Autumn’s LIW 2007 Show at the 

NEC in Birmingham, UK. 

Exhibiting managing editor, 

Roisin Duffy, judged the best stands 

in terms of visual impact. “The 

winning and short listed companies 

presented stands that looked 

thoroughly planned, eye catching 

and highly engaging for visitors.” 

Power Plate’s award-winning 

The pro5 AIRdaptive 

stand covered over 150 square 

metres, showcased the entire 

range of products and offered unique features such as a dedicated 

studio area where individuals could take part in Power Plate 

classes throughout the day. 

The company chose LIW 2007 to launch some innovative 

new additions to its current range, including the pro5 AIRdaptive 

machine, the proTRAC, a software accessory device for gym 

owners offering a credit card and member tracking system, and 

Power PlateEasy-Read, a communications accessory fitted to the 

Power Plate which allows users to view exercises and instructions 

whilst using the machine. 

� Matrix Fitness Systems recently introduced 

a 7" LCD television for health club equipment. As 

the smallest commercial personal viewing screen 

available, it is an economical alternative to 12" and 

15" models. Designed with integrated controls for 

a seamless appearance, the 7" unit is compatible 

with all new and existing 5 Series Matrix cardiovascular 

equipment. 

In addition, the company has rounded out 

its cardiovascular offering with its new selfpowered 

S5x stepper, which features a belt-drive; 

an angled, independent stopping motion; 

and ergonomically designed handlebars. 

“Our S5x stepper lets us offer even more 

variety,” notes Chris Adsit, the product manager 

of bikes and ellipticals at Matrix. 

For more information, contact the company at 

1610 Landmark Drive, Cottage Grove, WI 53527, 

USA; +1 608-839-8686; +1 608-839-8687 (FAX); 

www.matrixfitness.com. 

The 7" LCD tv 

The S5x stepper

Products 

continued 

Duathlon Athletes Compete in London 

Star Trac treadmills in use at Cycle Show event 

� Technogym 

(www.technogym.com) has 

introduced three new products 

to the marketplace: 

• The new EXCITE TOP upper body 

training equipment is the result of 

15 years’ experience as technical 

partner to the America’s Cup’s most 

prestigious teams, including Moro of 

Venice in 1992, Alinghi, Luna Rossa 

The EXCITE TOP 

and Mascalzone Latino presently 

at Valencia. 

It offers a complete workout of 

the upper body—arms, torso and core stabiliser 

muscles. EXCITE TOP can also be employed in 

sport, rehabilitation. The four-minute WARM UP 

patent-pending function ensures upper body 

muscles and joints are lubricated in preparation 

for strength training to improve performance 

and prevent injuries. 

• Technogym’s new Pure Strength line has been 

designed for demanding users, as well as for 

beginners. As a result, it will be used by athletes 

participating in the 2008 Olympic Games in Beijing. 

What’s New 

� Star Trac (www.startrac.com/europe/) supplied 

treadmills for international stars to battle it in the 

Duathlon at the London Cycle Show in October. 

Comprised of two 5km stints on a bike, and a 2km run, 

once again the Duathlon proved to be a major draw 

at the show, not only for the competitors, but also for 

the crowds that supported this highly competitive race. 

The event, which was sponsored by Jim Walker 

in association with Star Trac, Computrainer, and Les- 

Stables, pulled in one of the highest calibre fields ever. 

The race format made use of the Computrainer multi 

racer system and a top of the range Star Trac treadmill. 

The athletes started on the bike with a two-minute 

sprint after which they dashed to the treadmills to 

complete a 2km run, before returning swiftly to the 

bikes to complete the remainder on the 5km bike. 

The field included novices and juniors, but also saw 

an array of international athletes. 

As a four-time official supplier to the Olympics 

(Sydney, Athens, Torino and now Beijing), Technogym 

developed Pure Strength with strong looks, 

a versatile nature and a durable build—ideal for 

intensive use in the gym. Plate-loaded equipment 

conveys the same feeling of naked, raw power as 

free weights but is safer to use and requires less 

coordination, so it offers many advantages. With 

help from a personal trainer, anyone can learn 

how to use the equipment correctly and improve 

their training results and strength quality. 

• FLEXability is a new revolutionary technology 

that aids and promotes the regular practice of 

stretching as an essential part of a well-balanced 

health and wellness program. 

Developed in collaboration with doctors and 

physiotherapists, exercisers can use the product 

to stretch both the anterior and posterior muscle 

chains, reducing execution time and maximising 

results. Users perceive a sensation of deep and 

long-lasting wellbeing that spreads over the body. 

A few minutes are sufficient to achieve functional 

muscle elongation and improve posture. 

FLEXability is suited to different uses in gyms, 

at work, in wellness centres, and in hotels. � 


Calendar of Events 

2008 

2008 IHRSA Events 

5-8 MARCH 

IHRSA 2008 - 27th Annual 

International Convention & 

Trade Show 

San Diego, California, US 

www.ihrsa2008.org/ 

21-22 MAY 

6th Annual IHRSA 

Legislative Summit 

Washington, DC, US 

www.ihrsa.org/meetings 

2008 Industry Events 

16-17 FEBRUARY 

EFAA Fitness and 

Personal Trainer 

Congress 

Noordwijkerhout, 

The Netherlands 

www.efaa.nl/ 

22-24 FEBRUARY 

Forum Il Nuovo Club - 8th 

International Congress & 

Trade Show for Fitness, 

Wellness & Aquatic Clubs 

Verona, Italy 

www.ncforum.com/ 

24-27 MARCH 

ACSM’s 12th Health & Fitness 

Summit & Exposition 

Long Beach, California, US 

www.acsm.org/ 

10-13 APRIL 

FIBO 2008 

Essen, Germany 

www.fibo.de/de/ 

17-19 APRIL 

Club Industry East 

New York, New York, US 

clubindustryshow.com/ 

2-6 JUNE 

3rd Annual IHRSA University 

Barcelona, Spain 


11-15 AUGUST 

20th Annual IHRSA Institute for 

Professional Club Management 

Wellesley, Massachusetts, US 


16-20 APRIL 

World Class Convention 

Moscow, Russia 

www.fitness-convention.ru/ 

22-27 APRIL 

Feria Fitness 2008 

Madrid, Spain 

www.ifema.es 

23-26 APRIL 

SPATEC UK & Europe 

Cyprus 

www.mcleaneventsinternational.com/events/ 

_Sibec/about/ 

2-4 MAY 

15th Annual EFAA 

Fitness, Aerobics & 

Management Convention 

Arnhem, The Netherlands 

www.efaa.nl/ 

15-18 MAY 

Rimini Wellness 

Rimini, Italy 

www.riminiwellness.com 

21-22 MAY 

SIBEC UK 

Wishaw, North 

Warwickshire, England 

www.mcleaneventsinter 

national.com/events/_ 

Sibec/about/ 

28-31 MAY 

American College of 

Sports Medicine (ACSM) 

55th Annual Meeting 

Indianapolis, Indiana, US 

www.acsm.org/ 

29-31 MAY 

International Conference 

on Sports 

Athens, Greece 

www.atiner.gr/docs/ 

sports.htm 

8-12 JULY 

IDEA World 

Fitness Convention 

Las Vegas, Nevada, US 

http://w2.ideafit.com/events 


4-6 SETEMBER 

9th Annual IHRSA/Fitness Brasil 

Latin American Conference & 

Trade Show 

São Paulo, Brazil 

www.ihrsa.org/fitnessbrasil 

8-11 SEPTEMBER 

4th Annual IHRSA Club Business 

Entrepreneur Conference, 

27th Annual IHRSA / Wally Boyko 

Productions’ National 

Fitness Trade Show 



14-17 AUGUST 

Can-Fit-Pro 2008 Toronto 

International Fitness and 

Club Business Conference 

and Trade Show Toronto, 

Ontario, Canada 

www.canfitpro.com/ 



3rd Annual American 

Council on Exercise’s 

Fitness Symposium 

http://www.acefitness.org/ 

symposium/ 


6th Moscow International 

Fitness & Wellness 

Festival (MIOFF 2008) 

Moscow, Russia 

http://mioff.ru/ 


Leisure Industry 

Week (LIW) 

Birmingham, England 

www.liw.co.uk/ 

23-26 OCTOBER 


European Congress 

Lisbon, Portugal 


6-9 NOVEMBER 


Asia-Pacific Forum 

Shanghai, China 

www.ihrsa.org/forum 

3-8 OCTOBER 

Cosmofitness 2008, 

The International Sport 

and Fitness Fair 

Barcelona, Spain 

http://www.cosmowell 

ness.com; +34 93 241 4690 

29-31 OCTOBER 

Fitnessvakdagen 2007 

Utrecht, The Netherlands 

www.fitnessvakdagen.nl/site 

s/www_fitnessvakdagen_nl/ 

5-8 NOVEMBER 

SIBEC Europe 

Cyprus 

www.mcleaneventsinter 

national.com/events/ 

_Sibec/about/

Index 

CBE Advertisers 

Company Page # Contact Phone # Email/Web Site 

Evergreen International Corporation 3 Debbi Lee 866-3-351-3608 www.evergreen.com.tw 

Il Nuovo Club 7 Roberto Maestrami 39 051 255544 www.ncforcum.com 

INJOY 27 Nicole Demski 0049 2362 94600 www.INJOY.de 

Nautilus International SA 5 Nicolas Savioz 41 26 460 7804 www.nautilus.com 

Precor EMEA 1 Rob Barker 44 01276 404900 www.precor.com 

Reed Exhibitions 17 Maren Mehlis 49 211 90191 300 www.reedexpo.de 

Rimini Fiera SpA 13 Claudia Costella 39 0541 744257 www.riminiwellness.com 

Star Trac Europe Inside Front Cover Mark Shade 44 1494 688260 www.startrac.com/europe 

Technogym Back Cover Luca Ceccaroni 39 0547 56047 www.technogym.com 

World Class Fitness 14 Yana Lyutkova 7 495 775 1819 www.fitness-convention.ru 


The Finish Line 

Tracy Powell 

One Hundred Twenty Million 

Members by 2010 


Bringing people together is essential for the industry 

The Meeting of (Great) Minds 

Joe Moore 

IHRSA President & CEO 

Hans Muench 

IHRSA Director, Europe 

Without a doubt, the 7th Annual IHRSA European Congress in 

Paris was a complete success. Christophe Andanson, Dominique 

McCallum and the French Health Racquet and Sportsclub Association 

(FHRSA) partnered with us to create the finest event we have hosted in 

Europe. Christophe opened the festivities with a wonderful presentation 

about the French club industry—the first of many inspiring presentations 

by a great roster of speakers. 

Among the other highlights: 

• Language breakouts. To give delegates a chance to reflect on what they 

learned from the keynote speakers, we once again followed these 

presentations with breakout sessions by language. Participants had the 

opportunity to immediately discuss what they learned in their own 

language, and to provide one another with different perspectives— 

enriching the experience for all. 

• IHRSA Europe Council discussions. Members of this newly formed 

body, comprising club company CEOs, federation heads and other 

industry leaders, gave our staff, including IHRSA Board Chair Michael 

Levy, guidance about IHRSA’s future in Europe. That future is bright! There 

was great consensus on the value of IHRSA and many wonderful ideas 

about what we can do to help grow, promote and protect the European 

club industry. Council members will be a valuable source of input as we 

improve our service to both clubs and the federations. 

• Federations meeting. Representatives from APCO Worldwide, the 

public affairs and strategic communications firm, explained how the 

industry might best engage in the debate at the EU in Brussels. Focus 

groups, which were set up to vet ideas on the process moving forward, led 

to further stimulating and thoughtful discussions. APCO helped us develop 

a clearer view of the process in Brussels and in the individual countries. 

• The 2007 European Club Leadership Award. We honoured Rasmus 

Ingerslev, CEO of fitness dk, for his efforts as co-creator of the Danish 

Fitness & Health Organisation, and for making fitness dk the first club to 

combine membership with health insurance in Denmark. 

• United Nations World Diabetes Day. We commemorated this first-ever 

event with the Exercise for Prevention Eiffel Tower Walk led by Phillip Mills 

and Christophe Andanson. This is a wonderful example of how the 

industry is integrating itself into the healthcare continuum. 

• The Sponsor Showcase. As usual, people were busy networking 

and swapping ideas. Many of the most productive partnerships and 

transactions have started with relationships developed at IHRSA events. 

Bringing people together is essential for the industry, and that is 

exactly what the 7th Annual IHRSA European Congress accomplished on 

a grand scale. �

It won’t be 

The One for All 

without YOU! 

You wouldn’t miss the education. The inspiration. 

The sheer motivation you’ll feel when 

you gather with thousands of your peers at 

IHRSA 2008 in San Diego. Would you? 

So register today for the world-renowned 

speakers. The myriad of educational events. 

The cutting edge exercise classes. The social 

gatherings with friends from around the world. 

And IHRSA’s largest trade show to date, right on 

water at San Diego Bay. Register for IHRSA 2008 today. 

IHRSA’s 27th Annual International Convention & Trade 

Showwon’tbeTheOneforAll...withyou! 

Don’t wait; register now and avoid the wait for on-site 

registration! 

To register, visit IHRSA2008.org or call 800-228-4772 

(US/Canada) or +1-617-951-0055 (international) 

IHRSA’s 27th Annual International 

Convention & Trade Show 

March 5-8, 2008 | San Diego, CA USA 

International Health, Racquet & Sportsclub Association 

Register today! Don’t let 

this important event 

pass you by.

Champions train with Technogym ® 

www.technogym.com 

ITALY - TECHNOGYM SpA 

Ph. +39 0547 56047 

Fax +39 0547 650505 

E-mail: informazioni@technogym.com 

OTHER COUNTRIES - TECHNOGYM SpA 

Ph. +39 0547 650500 

Fax +39 0547 650591 

E-mail: info@technogym.com 

Technogym® and The Wellness Company are trademarks owned by Technogym® S.p.a. in Italy and other countries.

CBE Winter Report.qk - IHRSA

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