Golds Gym Libre

COURSE PROJECT 1

2012

Gold’s Gym Jennifer Alvarez - 98305038

Marvin Ruano - 98305039

[COURSE PROJECT]

2 COURSE PROJECT

Table of Content

Abstract----------------------------------------------------------------------------3 Introduction-----------------------------------------------------------------------4 Job Descriptions------------------------------------------------------------------9 Job Evaluation (Point Method Analysis) ---------------------------------28 Market Salary Survey-------------------------------------------------------- 37 Market Pay level line----------------------------------------------------------43 Pay grade and range-----------------------------------------------------------44 Conclusion-----------------------------------------------------------------------46 References------------------------------------------------------------------------47

COURSE PROJECT 3

Abstract

The purpose of this report is to provide an analysis of the compensation

plan used by Gold’s Gym, an international fitness center. We start with an introduction of the company’s description, history and values. Then, we provide

an evaluation of various job positions within the company and their respective

job descriptions and specifications. Moreover, we use the point method of

analysis to conduct a job evaluation for each position. Furthermore, we create an

internally fair job structure, conduct a market salary survey for benchmark jobs,

draw a market pay level line, decide the pay level policies, draw a pay level policy

line, construct a pay grade, and finally establish a structure that is internally

equitable and externally competitive.

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Introduction

Gold’s gym has been the authority in fitness since 1965 dating back to the

original Gold’s Gym in Venice, California. It was the place for serious fitness.

Thereafter, Gold’s Gym quickly became known as “The Mecca of bodybuilding”. In

1977, Gold’s Gym received international attention when it was featured in the movie

‘Pumping Iron’ that starred Arnold Schwarzenegger and Lou Ferrigno.

Today, Gold’s Gym has expanded its fitness profile to offer all of the latest

equipment and services, including group exercise, personal training, cardiovascular

equipment, spinning and yoga, while maintaining its core weight training tradition.

With 3.5 million members worldwide, Gold’s Gym continues to change lives by

helping people achieve their individual potential.

Mission Statement: "To enhance the quality of life in

the communities we serve, through our fitness philosophy,

facilities, programs, and products; and to instill in the lives

of people everywhere the value of health and fitness."

We are committed to exceeding our members' fitness goals by utilizing our

rich history established over the last 42 years of superior training, information,

support and guidance provided by the largest and the best fitness organization in the

world. "Service excellence is our golden rule."

Vision: To inspire, support, and lead every member in their effort toward a

healthy, productive, and fun life, and to provide a safe, fun, energetic, rewarding, and

fair working environment.

We are the inspiration and the leadership that will guide the Wenatchee

Valley to be the fittest community in America.

We are the Customer Care benchmark.

We are passionate about helping others.

We are a great company for which to work.

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7 Core Values:

Respect – Have regard for others’ beliefs and viewpoints.

Candor – Speak openly and honestly.

Integrity - Don’t “act” as though you have values – Be your values. If you

really don’t care about other people, PLEASE don’t work here.

Learning and Knowledge Sharing – Intellectual capital is our most valuable

treasure. Share what you learn and be open to learn from others.

Teamwork – This isn’t about you or me. It is about us. Make everyone around

you look good.

Humility – We are all equally important….and equally unimportant.

Accountability – True accountability is the process of constantly asking

yourself; “what else can I do to make things better?”

While it may have started out as a humble hard core training gym, Gold's Gym

has grown into a fitness empire. So does big mean bad? Or can corporate gyms still be

a good place for independently minded personal trainers?

With hundreds of locations across the world, the mega fitness employers of 24

hour fitness, Bally Total Fitness and Gold's gym are going to be tempting places

where personal trainers can get almost guaranteed employment. The Personal

Training Job Board is packed with entry level jobs.

Gold's Gym International, Inc. is an international chain of co-ed fitness centers

commonly referred to as "gyms". Each gym features a wide array of exercise

equipment, group exercise classes and personal trainers to assist clients. Its

headquarters are in Irving, Texas

Today, Gold's Gym claims to be the largest chain of co-ed gyms in the world,

with more than 750 locations in 42 states and 30 countries. Gold's Gym has a

membership of more than three and a half million, split almost equally between male

and female patrons. Gold's Gym locations are equipped with cardiovascular and

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strength training equipment and offer group exercise classes such as group cycling,

Pilates, Latin dance yoga and stretching through the company GGX (Gold's Group

Exercise) program. Many gyms also offer basketball, swimming pools and boxing

studios.

Gold's Gym is privately owned. It was acquired from its previous owner,

private equity firm Brockway Moran & Partners, by Robert Rowling's TRT Holdings

in 2004 for approximately $158 million. Brockway Moran had acquired the company

in 1999. The current chief corporate officers include President and CEO Jim Snow,

David Fowler as senior divisional vice president, and Aaron Watkins as senior vice

president of finance and accounting.

Average Gold's Gym Salaries: As of May 30, 2012, the average salary for

gold's gym jobs is $41,000 USD. Average gold's gym salaries can vary greatly due to

company, location, industry, experience and benefits. This salary was calculated using

the average salary for all jobs with the term "gold's gym" anywhere in the job listing.

Jobs: Employees must be at least 18 years of age. Gold’s Gym is an equal

opportunity employer who recognizes the value of having a diverse workforce. It

seeks and encourages qualified applicants regardless of gender, ethnicity, or other

cultural or physical characteristics.

Fitness Sales Manager

o Our Sales Managers are responsible for consistent improvement of

club sales and operations through effective planning, implementation,

use and exercise of independent judgment and discretion in

determining how to best maximize profits, contain costs, and hold club

employees accountable.

Personal Training Sales Manager

o Personal Training Sales Managers are responsible for selling training

packages for our certified personal training staff and holding Personal

Training Sales Counselors and Personal Trainers accountable.

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Fitness Sales Counselor

o A Membership Sales Counselor will actively pursue enrollment of new

members through self-generated and Company-sponsored programs,

promotions and referrals. This includes establishing and maintaining

lead boxes; calling on new businesses for corporate accounts, obtain

leads from existing members, give club tours and membership

presentations, utilize computer programs to track appointments and

sales.

Personal Training Sales Counselor

o A Personal Training Sales Counselor will actively pursue enrollment

of new members into Gold’s Gym Pro Results Personal Training

packages by providing introductory training assessments, and utilizing

computer programs to track appointments and sales.

Operations Manager

o The job of our Operations Managers is to ensure that our members

receive exceptional service from a happy, friendly staff in a clean and

well-maintained facility. Operations Managers hire, train, and

supervise all fitness, babysitting and janitorial staff, resolve all

membership issues, update past due accounts, manage payroll and

supplies budget, and uphold company standards

Club Staff

o The job of our club staff is to meet, greet and check-in members and

guests of Gold’s Gym, provide excellent customer service and update

member’s account information using various computer applications

and be assertive, enthusiastic and punctual.

Group Fitness (Aerobics)

o Group Fitness Trainers are enthusiastic, professional, motivated,

experienced individuals who enjoy teaching group fitness. They have

experience in teaching one or several of the following formats:

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Cycling, Step, Latin, Hip Hop, light weight dumbbells, Kick box

Cardio, Aqua, Mat Pilates and yoga.

Personal Trainer

o The main responsibility of our Personal Trainers is to design and

implement programs for our personal training clients. They are

expected to treat all clients in a professional and compassionate

manner and be prepared to advise clients of what to do during their

“off day” when they are exercising on their own. In general, the trainer

position requires you to be a positive fitness role model for all our

clients and club members

Building Maintenance

o The Building Maintenance personnel must have experience in at least

one of the following specialties: wood floor refinishing, tile work,

HVAC, painting, CPO, plumbing, electrical.

Janitor

o The Janitor maintains the cleanliness and beauty of the club by

cleaning the locker rooms, mopping floors, emptying trash containers,

wiping off counters, cleaning equipment, cleaning mirrors and

windows, etc.

Equipment Technician

o The Equipment Technician must have a solid experience

troubleshooting electrical, electromechanical and mechanical systems.

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Job Descriptions

Front Desk Associate/ Customer Service Representative

Tasks:

Operate office machines, such as photocopiers and scanners, voice mail

systems, and personal computers.

Answer telephones, direct calls, and take messages.

Maintain and update filing, inventory, mailing, and database systems,

either manually or using a computer.

Communicate with customers, employees, and other individuals to answer

questions, disseminate or explain information, take orders, and address

complaints.

Open, sort, and route incoming mail, answer correspondence, and prepare

outgoing mail.

Compile, copy, sort, and file records of office activities, business

transactions, and other activities.

Compute, record, and proofread data and other information, such as

records or reports.

Type, format, proofread, and edit correspondence and other documents,

from notes or dictating machines, using computers or typewriters.

Location 1973 W Malvern Ave

Fullerton, CA 92833

Base Pay $24,000/year

Other Pay: Free Membership for you and a friend;

participate in our fitness programs

Employee Type: Full-Time

Industry Fitness -Exercise

Manages Other: No

Job Type Customer Service

Admin-Clerical

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Complete work schedules, manage calendars, and arrange appointments.

Review files, records, and other documents to obtain information to

respond to requests.

Greets each member and guests promptly, enthusiastically and with a

smile to create a friendly positive entrance into the gym.

Says “Hello” to all incoming guests and says “Good-bye” to all outgoing

guests.

Provides security and control to the front door area of the facility.

Checks each member into the gym using the proper check-in procedures.

Monitor check-ins to identify delinquent accounts and notifies Gym

Operations Supervisor.

Register all guests into the gym using proper registration procedures.

Ensures that guests and appointments are directed to the appropriate

fitness consultant in a prompt, professional manner.

Answers phone by the third ring in a professional and courteous manner

and uses proper phone greeting techniques.

Addresses callers’ requests and/or takes appropriate messages.

Registers all telephone inquiries in the TI register in the Master Production

Binder and transfers the call to the appropriate Fitness Consultants.

Responsible for following up on telephone inquiries to ensure that the

appointment was booked properly.

Responds immediately to member requests, inquiries and concerns.

Maintain neat appearance and wear proper uniform attire with nametag

while on duty.

Distributes keys, towels and other materials as needed.

Reserves time/makes appointments for tanning, special classes or other

activities sponsored by the gym.

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Tools:

Franking or postage machines — Postage machines

Photocopiers — Photocopying equipment

Scanners — Data input scanners

Computers — Laptop and Desktop computer

Technology:

Accounting software — Billing software; Bookkeeping software; Intuit

QuickBooks software

Data base user interface and query software — Alpha Software Alpha Five;

IBM Check Processing Control System CPSC; Microsoft Access; St. Paul

Travelers e-CARMA

Document management software — Filing system software; Records

management software; Transcription system software

Spreadsheet software — Microsoft Excel

Word processing software — Microsoft Word

Knowledge:

Clerical —Word processing, managing files and records, stenography and

transcription, designing forms, and other office procedures and terminology.

Customer and Personal Service — Providing customer and personal services;

including customer needs assessment, meeting quality standards for services,

and evaluation of customer satisfaction.

English Language — Knowledge of the structure and content of the English

language including the meaning and spelling of words, rules of composition,

and grammar.

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Accounting Principles — Understanding of basic accounting principles and

cash processing procedures.

Skills:

Active Listening — Giving full attention to what other people are saying,

taking time to understand the points being made, asking questions as

appropriate, and not interrupting at inappropriate times.

Reading Comprehension — Understanding written sentences and paragraphs

in work related documents.

Speaking — Talking to others to convey information effectively.

Social Perceptiveness — Being aware of others' reactions and understanding

why they react as they do.

Time Management — Managing one's own time and the time of others.

Writing — Communicating effectively in writing as appropriate for the needs

of the audience.

Service Orientation — Actively looking for ways to help people.

Critical Thinking — Using logic and reasoning to identify the strengths and

weaknesses of alternative solutions, conclusions or approaches to problems.

Abilities:

Oral Comprehension — The ability to listen to and understand information

and ideas presented through spoken words and sentences.

Oral Expression — The ability to communicate information and ideas in

speaking so others will understand.

Written Comprehension — The ability to read and understand information and

ideas presented in writing.

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Speech Recognition — The ability to identify and understand the speech of

another person.

Written Expression — The ability to communicate information and ideas in

writing so others will understand.

Information Ordering — The ability to arrange things or actions in a certain

order or pattern, according to a specific rule or set of rules (e.g., patterns of

numbers, letters, words, pictures, mathematical operations).

Work Activities:

Interacting With Computers — Using computers and computer systems

(including hardware and software) to program, write software, set up

functions, enter data, or process information.

Communicating with Supervisors, Peers, or Subordinates — Providing

information to supervisors, co-workers, and subordinates by telephone, in

written form, e-mail, or in person.

Documenting/Recording Information — Entering, transcribing, recording,

storing, or maintaining information in written or electronic/magnetic form.

Getting Information — Observing, receiving, and otherwise obtaining

information from all relevant sources.

Communicating with Persons Outside Organization — Communicating with

people outside the organization, representing the organization to customers,

the public, government, and other external sources. This information can be

exchanged in person, in writing, or by telephone or e-mail.

Processing Information — Compiling, coding, categorizing, calculating,

tabulating, auditing, or verifying information or data.

Organizing, Planning, and Prioritizing Work — Developing specific goals and

plans to prioritize, organize, and accomplish your work.

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Establishing and Maintaining Interpersonal Relationships — Developing

constructive and cooperative working relationships with others, and

maintaining them over time.

Requirements:

Education This occupation requires a high school diploma.

Related

Experience

Some previous work-related skill, knowledge, or experience is

usually needed. For example, a teller would benefit from experience

working directly with the public.

Job Training

Employees in these occupations need anywhere from a few months

to one year of working with experienced employees. A recognized

apprenticeship program may be associated with these occupations.

Job Zone

Examples

These occupations often involve using your knowledge and skills to

help others. Examples include sheet metal workers, forest fire

fighters, customer service representatives, physical therapist aides,

salespersons (retail), and tellers.

COURSE PROJECT 15

Fitness Trainer


Fullerton, CA 92833

Base Pay $42,999




Industry Fitness –Exercise-Training

Manages Other: Yes

Job Type Health Care Management

Tasks:

Observe participants and inform them of corrective measures necessary for

skill improvement.

Instruct participants in maintaining exertion levels to maximize benefits from

exercise routines.

Offer alternatives during classes to accommodate different levels of fitness.

Plan routines, choose appropriate music, and choose different movements for

each set of muscles, depending on participants' capabilities and limitations.

Teach proper breathing techniques used during physical exertion.

Evaluate individuals' abilities, needs, and physical conditions, and develop

suitable training programs to meet any special requirements.

Monitor participants' progress and adapt programs as needed.

Explain and enforce safety rules and regulations governing sports, recreational

activities, and the use of exercise equipment.

Provide students with information and resources regarding nutrition, weight

control, and lifestyle issues.

Administer emergency first aid, wrap injuries, treat minor chronic disabilities,

or refer injured persons to physicians.

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Tools:

Balance beams — Balance boards; Balance disks

Exercise balls — Medicine balls; Weighted exercise balls

Fitness weights — Fitness jog belts; Free weights; Water ankle weights;

Weighted swim vests

Microphones

Technology:

Calendar and scheduling software — Appointment scheduling software;

Contemporary Web Plus Appointment-Plus

Data base user interface and query software — BioEx Systems Exercise

Expert; DietMaster Systems DietMaster

Medical software — BioEx Systems Nutrition Maker Plus

Project management software — BioEx Systems Fitness Maker; Get Physical!

Software Personal Trainer Pro; Natural Fitness Concepts The Trainers Edge;

Vesteon Software Personal Trainer-PDA

Knowledge:

Customer and Personal Service — Knowledge of principles and processes for

providing customer and personal services. This includes customer needs

assessment, meeting quality standards for services, and evaluation of customer

satisfaction.

Education and Training — Knowledge of principles and methods for

curriculum and training design, teaching and instruction for individuals and

groups, and the measurement of training effects.


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and grammar.

Psychology — Knowledge of human behavior and performance; individual

differences in ability, personality, and interests; learning and motivation;

psychological research methods; and the assessment and treatment of

behavioral and affective disorders.

Skills:

Instructing — Teaching others how to do something.






Learning Strategies — Selecting and using training/instructional methods.

Monitoring — Monitoring individuals, or organizations to make

improvements or take corrective action.

Coordination — Adjusting actions in relation to others' actions.



Judgment and Decision Making — Considering the relative costs and benefits

of potential actions to choose the most appropriate one.

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Abilities:

Gross Body Coordination — The ability to coordinate the movement of your

arms, legs, and torso together when the whole body is in motion.

Stamina — The ability to exert yourself physically over long periods of time

without getting winded or out of breath.

Trunk Strength — The ability to use your abdominal and lower back muscles

to support part of the body repeatedly or continuously over time without

'giving out' or fatiguing.



Extent Flexibility — The ability to bend, stretches, twist, or reach with your

body, arms, and/or legs.

Dynamic Strength — The ability to exert muscle force repeatedly or

continuously over time. This involves muscular endurance and resistance to

muscle fatigue.

Speech Clarity — The ability to speak clearly so others can understand you.

Static Strength — The ability to exert maximum muscle force to lift, push,

pull, or carry objects.



Work Activities:

Performing General Physical Activities — Performing physical activities that

require considerable use of your arms and legs and moving your whole body,

such as climbing, lifting, balancing, walking, stooping, and handling of

materials.


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Thinking Creatively — Developing, designing, or creating new applications,

ideas, relationships, systems, or products, including artistic contributions.

Coaching and Developing Others — Identifying the developmental needs of

others and coaching, mentoring, or otherwise helping others to improve their

knowledge or skills.

Assisting and Caring for Others — Providing personal assistance, medical

attention, emotional support, or other personal care to others such as

coworkers, customers, or patients.




Training and Teaching Others — Identifying the educational needs of others,

developing formal educational or training programs or classes, and teaching or

instructing others.

Requirements:

Education Most occupations in this zone require training in vocational schools,

related on-the-job experience, or an associate's degree.

Related

Experience

Previous work-related skill, knowledge, or experience is required for

these occupations. For example, an electrician must have completed

three or four years of apprenticeship or several years of vocational

training, and often must have passed a licensing exam, in order to

perform the job.

Job Training Employees in these occupations usually need one or two years of

20 COURSE PROJECT

training involving both on-the-job experience and informal training

with experienced workers. A recognized apprenticeship program

may be associated with these occupations.

Job Zone

Examples

These occupations usually involve using communication and

organizational skills to coordinate, supervise, manage, or train

others to accomplish goals. Examples include food service

managers, electricians, agricultural technicians, legal secretaries,

interviewers, and insurance sales agents.

COURSE PROJECT 21

Sales Manager

Tasks:

Manage, hire, train and develop sales staff.

Generates sales leads through company's sponsored events while coordinating

with the regional marketing function locally.

Oversees lead generation for sales team through Company’s sponsored (walk-

ins) and employee sponsored (outreach and promotions).

Motivate sales staff and monitor their production levels by using the

established protocols and sales system programs.

Hold daily production meeting with sales team.

Establish and maintain the standard company protocol for sales tours and price

presentation.

Maintain and direct training & development of the gym sales staff.

Establish and maintain an active referral system with the sales team.

Establish and maintain a lead box/lead bowl system and monitor on a monthly

basis.

Develop and retain corporate client relationships through the sales team on a

monthly basis.

Audit sales team on a monthly basis.


Fullerton, CA 92833

Base Pay $50,000

Commission $12,000




Industry Fitness -Exercise

Manages Other: Yes

Job Type Customer Service

Sales

22 COURSE PROJECT

Maintain acceptable level of personal sales production.

Submit monthly game plan for training, promotions and department meetings

to General Manager and Area Manager.

Create, implement and promote special events for the gym with regional

marketing to generate new member sales.

Answers phone by the third ring in a professional and courteous manner and

uses proper phone greeting techniques.

Addresses callers’ requests and/or takes appropriate messages.

Registers all telephone inquiries in the TI register in the Master Production

Binder and transfers the call to the appropriate Fitness Consultants.

Responsible for following up on telephone inquiries to ensure that the

appointment was booked properly.

Responds immediately to member requests, inquiries and concerns.

Maintain neat appearance and wear proper uniform attire with nametag while

on duty.

Distributes keys, towels and other materials as needed.

Reserves time/makes appointments for tanning, special classes or other

activities sponsored by the gym.

Tools:

Desktop computers

Notebook computers

Personal computers

Personal digital assistant PDAs or organizers — Personal digital assistants

PDA

Scanners

Technology:

Calendar and scheduling software — Contact management software;

Scheduling software

COURSE PROJECT 23

Customer relationship management CRM software — Eden Sales Manager;

FrontRange Solutions Goldmine software; Salesforce.com Salesforce CRM;

Vanguard Software Vanguard Sales Manager

Data base user interface and query software — Data entry software; Microsoft

Access

Electronic mail software — Email software; IBM Lotus Notes; Microsoft

Outlook

Spreadsheet software — Microsoft Excel

Knowledge:

Sales and Marketing — Knowledge of principles and methods for showing,

promoting, and selling products or services.

Customer and Personal Service — Knowledge of principles and processes for

providing customer and personal services.

Administration and Management — Knowledge of business and management

principles involved in strategic planning, resource allocation, human resources

modeling, leadership technique, production methods, and coordination of

people and resources.



and grammar.

Personnel and Human Resources — Knowledge of principles and procedures

for personnel recruitment, selection, training, compensation and benefits, labor

relations and negotiation, and personnel information systems.

Economics and Accounting — Knowledge of economic and accounting

principles and practices, the financial markets, banking and the analysis and

reporting of financial data.

Psychology — Knowledge of human behavior and performance; individual

24 COURSE PROJECT

differences in ability, personality, and interests; learning and motivation;

psychological research methods; and the assessment and treatment of

behavioral and affective disorders.

Education and Training — Knowledge of principles and methods for

curriculum and training design, teaching and instruction for individuals and

groups, and the measurement of training effects.

Mathematics — Knowledge of arithmetic, algebra, geometry, calculus,

statistics, and their applications.

Skills:





Coordination — Adjusting actions in relation to others' actions.



Monitoring — Monitoring/Assessing performance of yourself, other

individuals, or organizations to make improvements or take corrective action.


Judgment and Decision Making — Considering the relative costs and benefits

of potential actions to choose the most appropriate one.

Management of Personnel Resources — Motivating, developing, and directing

people as they work, identifying the best people for the job.

COURSE PROJECT 25

Abilities:





Written Expression — The ability to communicate information and ideas in

writing so others will understand.

Problem Sensitivity — The ability to tell when something is wrong or is likely

to go wrong. It does not involve solving the problem, only recognizing there is

a problem.

Speech Recognition — The ability to identify and understand the speech of

another person.

Deductive Reasoning — The ability to apply general rules to specific

problems to produce answers that make sense.

Fluency of Ideas — The ability to come up with a number of ideas about a

topic (the number of ideas is important, not their quality, correctness, or

creativity).

Written Comprehension — The ability to read and understand information and

ideas presented in writing.

Work Activities:

Selling or Influencing Others — Convincing others to buy merchandise/goods

or to otherwise change their minds or actions.





26 COURSE PROJECT





Communicating with Persons Outside Organization — Communicating with

people outside the organization, representing the organization to customers,

the public, government, and other external sources; in writing, or by telephone

or e-mail.

Guiding, Directing, and Motivating Subordinates — Providing guidance and

direction to subordinates, including setting performance standards and

monitoring performance.

Developing and Building Teams — Encouraging and building mutual trust,

respect, and cooperation among team members.

Making Decisions and Solving Problems — Analyzing information and

evaluating results to choose the best solution and solve problems.

Developing Objectives and Strategies — Establishing long-range objectives

and specifying the strategies and actions to achieve them.

Coaching and Developing Others — Identifying the developmental needs of

others and coaching, mentoring, or otherwise helping others to improve their

knowledge or skills.

Requirements:

Education

Most of these occupations require a four-year bachelor's

degree, but some do not. College degree preferred. High school

diploma and some college courses completed is required

Fitness certifications.

Related

Experience

A considerable amount of work-related skill, knowledge, or

experience is needed for these occupations. For example, an

COURSE PROJECT 27

accountant must complete four years of college and work for

several years in accounting to be considered qualified.

Previous experience in the fitness area as manager or sales

head.

Job

Training

Employees in these occupations usually need several years of

work-related experience, on-the-job training, and/or vocational

training. Internal sales training at the fitness center.

Job Zone

Examples

Many of these occupations involve coordinating, supervising,

managing, or training others. Examples include accountants,

sales managers, database administrators, teachers, chemists,

environmental engineers, criminal investigators, and special

agents.

28 COURSE PROJECT

Job Evaluation - Point Method Analysis

Defining Compensable Factors

1. Effort: earnest and conscientious activity intended to do or accomplish

something through the exertion of physical or mental power.

2. Skill: ability and capacity acquired through deliberate, systematic, and

sustained effort to smoothly and adaptively carryout complex activities or job

functions involving ideas (cognitive skills), things (technical skills), and/or

people (interpersonal skills)

3. Contact with Others: reaching out to or being in touch with another person,

business or entity. For example, a salesperson may contact another person or

business for a potential sale.

4. Complexity of Duties: Condition of having many diverse and autonomous but

interrelated and interdependent components or parts linked through many

dense interconnections.

5. Decision Making: Degree to which judgment is required to address typical

problems associated with the position, and the impact that these decisions will

have on the business

http://www.businessdictionary.com/definition/salesperson.html

http://www.businessdictionary.com/definition/sale.html

http://www.businessdictionary.com/definition/condition.html

http://www.businessdictionary.com/definition/component.html

http://www.businessdictionary.com/definition/part.html

COURSE PROJECT 29

Effort

This factor evaluates physical and mental requirements of the job. It considers

the amount of detail work, diversity of tasks, deadline pressures, and emergency

situations.

Degree Description of Characteristics

1 Minimal effort required (e.g., tasks are simple and routine, and use well-

defined procedures)

2 Limited effort required (e.g., tasks are simple but varied, with some

limitations set by standard practices and procedures)

3 Moderate effort required (e.g., tasks have some variation and complexity,with

work governed only by broad instructions and objectives)

4 Substantial effort required (e.g., tasks are highly varied and complex,

involving analysis and evaluation of many complex and important factors)

5 Extreme effort required (e.g., tasks are highly varied and extremely complex,

involving analysis and evaluation of many complex and important factors)

30 COURSE PROJECT

Skills

This factor evaluates the ability to exercise cognitive skills, technical skills,

and/or interpersonal skills.

Contact with Others

This factor evaluates personal interaction with others outside direct reporting

relationships (e.g. employees from other departments, customers, vendors/suppliers, the general

public, etc.) and the degree to which the employee works with or through other people

to achieve organization goals. It includes internal and external contacts and evaluates

the frequency of the contact, the nature of the contact (informational vs. influencing),

and the degree of impact the contact has on the organization.


1 Little skill required (e.g. use of reading and writing, adding and subtracting;

following of instructions, computer literacy and proper speech, with basic

health and fitness skills)

2 Limited skill required (e.g. use of simple use of formulas and formulation of

schedules; operation of equipment and machines; checking of reports, forms,

records, and comparable data, with fitness training skills)

3 Moderate skill required (e.g. use of different methods of analysis; interpretation

of data, equivalent to 1 to 3 years’ applied training in a particular or specialized

occupation with fitness training skills)

4 Substantial skill required (e.g. use of advance methods of analysis and

interpretation, all varieties of measuring instruments, equivalent to complete

accredited apprenticeship in a recognized occupation; or equivalent to a 2-year

health, nutrition or fitness college education and skills)

5 Extreme skill required (e.g. use of higher application of principles and the

performance of related practical operations, together with a comprehensive

knowledge of the theories and practices, health, fitness, management and other

related fields. Equivalent to completing 4 years of health, nutrition or fitness

college or university education and skills)

COURSE PROJECT 31


1 Has little or no interaction with others (less than 20% of work time) and contact is

internal, limited to co-workers and the direct supervisor for the purpose of

supplying or obtaining information on routine matters. (Seeking and exchanging

information, engaging others in conversation, and responding to questions)

2 Has moderate interaction with others (21% to 50% of work time) and contact is

internal with other departments and superiors in other areas, for the purpose of

supplying or obtaining information, but may require some influencing skills, tact

and discretion. (Interpreting and explaining information, outlining alternative

actions, and or gaining information from others)

3 Has frequent interaction with others (more than 51% or work time) and contact is

both internal and external to the organization, for the purpose of supplying or

obtaining information, and may require minimal influencing skills, tact and

discretion. (Interpreting and explaining information, outlining alternative actions,

and gaining information from others)

4 Contact is both internal and external to the organization, for the purposes of

influencing and persuading in order to carry out company policy or goals. Requires

communication skills, tact, discretion, persuasion, and an awareness of dynamics

and organization goals with respect to external contacts (customers, suppliers,

government entities, the community, or others) to gain cooperation. (Convincing

other people, resolving disagreements, leading group activities, making

presentations, or counselling)

5 Contact is both internal and external to the organization, primarily with top

management levels, for the purposes of influencing and persuading in order to

carry out company goals. Requires an awareness of strategy and timing. May

involve difficult or sensitive negotiations requiring considerable tact, discretion,

communication skills, and persuasiveness. (Formal or informal negotiations,

resolution of complex situations, formalized debates or presentations)

32 COURSE PROJECT

Complexity of Duties

This factor evaluates the complexity of duties with regards to the degree of

independent action, standardized job duties, exercise of judgement, job decisions,

exercise of discretion, resourcefulness, or creativity in devising methods, procedures,

services or products.


1 Little Judgement: Understands and follows simple instructions.

2 Some Judgement: Follows detailed instructions and standard procedures to

perform repetitive or routine duties.

3 Simple Analytical Judgement: Plans and performs varied duties requiring an

extensive knowledge of a particular field. Uses a wide range of procedures.

4 Complex Analytical Judgement: Plans and performs a wide variety of duties

requiring a broad knowledge of company policies and procedures in addition to

extensive knowledge of a particular field.

5 Advanced Analytical Judgement: Plans and performs difficult work without set

precedent or procedures. Involves highly technical or involved projects that have

new or constantly changing problems.

COURSE PROJECT 33

Decision Making

This factor evaluates the thought process of selecting a logical choice from the

available options. When trying to make a good decision, a person must weigh the

positives and negatives of each option, and consider all the alternatives.

For effective decision-making, a person must be able to forecast the outcome of each

option as well, and based on all these items, determine which option is the best for

that particular situation.


1 Requires few decisions and duties are usually very standardized.

2 Exercises judgement to analyze facts or conditions to determine what action

should be taken using standard practices.

3 Requires minor decision making.

4 Requires outstanding judgement and initiative to deal with complex factors not

easily evaluated. Makes decisions based on precedent and company policies.

5 Ingenuity and exceptional judgement necessary to deal with not easily evaluated

factors and to interpret results. Makes decisions that involve a great deal of

responsibility.

http://www.businessdictionary.com/definition/process.html

http://www.businessdictionary.com/definition/choice.html

http://www.businessdictionary.com/definition/option.html

http://www.businessdictionary.com/definition/decision.html

http://www.businessdictionary.com/definition/person.html

http://www.businessdictionary.com/definition/effective.html

http://www.businessdictionary.com/definition/able.html

http://www.businessdictionary.com/definition/forecast.html

http://www.businessdictionary.com/definition/item.html

34 COURSE PROJECT

Scaling Compensable Factors

Total: 295

Job: Front Desk Associate

Job Type: Administrative

Compensable Factors Degree

1 2 3 4 5

Weight Total

Effort (20%)

Physical

Mental

X

X

10%

10%

20

40

Skill (30%)

Physical

Experience

Mental

X

X

X

10%

10%

10%

20

20

40

Contact with Others (20%)

Internal

External

X

X

10%

10%

40

30

Complexity of Duties (15%)

Error

Impact

Scope

X

X

X

5%

5%

5%

20

15

10

Decision Making (15%)

Risk

Complexity

Impact

X

X

X

5%

5%

5%

15

10

15

COURSE PROJECT 35

Total: 400

Job: Fitness Trainer

Job Type:

Administrative


1 2 3 4 5

Weight Total

Effort (20%)

Physical

Mental

X

X

10%

10%

50

40

Skill (30%)

Physical

Experience

Mental

X

X

X

10%

10%

10%

50

40

40


Internal

External

X

X

10%

10%

50

30


Error

Impact

Scope

X

X

X

5%

5%

5%

10

15

15


Risk

Complexity

Impact

X

X

X

5%

5%

5%

20

20

20

36 COURSE PROJECT

Total: 450

Job: Gym Sales Manager

Job Type:

Administrative


1 2 3 4 5

Weight Total

Effort (20%)

Physical

Mental

X

X

10%

10%

40

50

Skills (30%)

Physical

Experience

Mental

X

X

X

10%

10%

10%

40

40

50


Internal

External

X

X

10%

10%

50

50


Error

Impact

Scope

X

X

X

5%

5%

5%

20

20

20


Risk

Complexity

Impact

X

X

X

5%

5%

5%

20

25

25

COURSE PROJECT 37

Market Salary Survey (Salary.com and O’net Sources)

Job Description for Customer Service Representative/Front Desk

Processes orders, prepares correspondence, and fulfills customer needs to ensure

customer satisfaction. Requires a high school diploma or equivalent and 0-3 years of

experience in the field or in a related area. Has knowledge of commonly-used concepts,

practices, and procedures within a particular field. Relies on instructions and pre-

established guidelines to perform the functions of the job. Works under immediate

supervision. Primary job functions do not typically require exercising independent

judgment. Typically reports to a supervisor or manager.

Customer Service Representative I - U.S. National Averages Base pay only

10th% 25th% 75th% 90th%

$24,941 $27,533 $34,339 $37,943

Source: HR Reported data as of June 2012

The median expected salary for a typical Customer Service Representative I in

the United States is $30,380. This basic market pricing report was prepared using our

Certified Compensation Professionals' analysis of survey data collected from

thousands of HR departments at employers of all sizes, industries and geographies.

Additional Information:

O’net Source:

Median wages (2011) $13.07 hourly, $27,190 annual

http://swz.salary.com/SalaryWizard/Customer-Service-Representative-I-Salary-Details.aspx

http://www1.salary.com/Customer-Service-Representative-I-Salary.html#JD

http://swz.salary.com/docs/salwizhtmls/methodology.html

38 COURSE PROJECT

Job Description for Fitness Instructor

Coordinates all fitness programs for a facility. Organizes and instructs exercise classes

for all fitness levels. Ensures that all participants are properly trained on the use of the

facility's exercise equipment. Responsible for making sure that the exercise area and

equipment are safe and clean. May require a bachelor's degree in area of specialty and 2-4

years of experience in the field or in a related area. Familiar with standard concepts,

practices, and procedures within a particular field. Relies on experience and judgment to

plan and accomplish goals. Performs a variety of tasks. Works under general supervision.

A certain degree of creativity and latitude is required. Typically reports to a supervisor.


Fitness Instructor - U.S. National Averages Base pay only

10th% 25th% 75th% 90th%

$30,527 $38,492 $68,156 $87,199

The median expected salary for a typical Fitness Instructor in the United

States is $47,240. This basic market pricing report was prepared using our Certified

Compensation Professionals' analysis of survey data collected from thousands of HR

departments at employers of all sizes, industries and geographies.

http://swz.salary.com/SalaryWizard/Fitness-Instructor-Salary-Details.aspx

http://www1.salary.com/Fitness-Instructor-Salary.html#JD


COURSE PROJECT 39

Job Description for Sales

Ensures the maximum effectiveness of the sales force by developing and implementing

training programs. Designs and delivers training sessions on company products, business

practices, and other topics as needed. Monitors and reports on the effectiveness of training

programs and may conduct initial needs analysis. Requires a bachelor's degree in a related area

and 0-2 years of experience in the field or in a related area. Has knowledge of commonly-used

concepts, practices, and procedures within a particular field. Relies on instructions and pre-

established guidelines to perform the functions of the job. Works under immediate supervision.

Primary job functions do not typically require exercising independent judgment. Typically

reports to a supervisor or manager. Directs and oversees an organization's sales policies,

objectives, and initiatives. Sets short- and long-term sales strategies and evaluates effectiveness

of current sales programs. Relies on extensive experience and judgment to plan and accomplish

goals.

Sales Trainer I - U.S. National Averages Base pay only

10th% 25th% 75th% 90th%

$33,274 $37,916 $52,421 $60,985


The median expected salary for a typical Sales Trainer I in the United




http://swz.salary.com/SalaryWizard/Sales-Trainer-I-Salary-Details.aspx

http://www1.salary.com/Sales-Trainer-I-salary.html#JD


40 COURSE PROJECT

Job Description for Sales Manager

Directs and oversees an organization's sales policies, objectives, and initiatives.

Sets short- and long-term sales strategies and evaluates effectiveness of current sales

programs. Recommends product or service enhancements to improve customer

satisfaction and sales potential. Requires a bachelor's degree with at least 10 years of

experience in the field. Familiar with a variety of the field's concepts, practices, and

procedures. Relies on extensive experience and judgment to plan and accomplish

goals. Performs a variety of tasks. Leads and directs the work of others. A wide

degree of creativity and latitude is expected. Typically reports to top management.

Sales Director - U.S. National Averages Base pay only

The median expected salary for a typical Sales Director in the United




http://swz.salary.com/SalaryWizard/Sales-Director-Salary-Details.aspx

http://www1.salary.com/Sales-Director-salary.html#JD


COURSE PROJECT 41

Additional analysis of competitors:

24 Hour Fitness Salaries

Life Time Fitness Salaries

Salaries in USD Avg. Salary Personal Trainer - Monthly

$2,570/monthly

Personal Trainer

$34,000

Front Desk Supervisor - Hourly

$8.67/hr

Bally Total Fitness Salaries

Town Sports International Holdings Salaries

Note: Salaries may vary based on location, years of experience, and/or other factors

Salaries in USD Avg. Salary

Front Desk Associate - Hourly

$8.12/hr

Personal Trainer

$31,000

Salaries in USD Avg. Salary Personal Trainer

$31,667

Front Desk Receptionist - Hourly

$7.75/hr

Sales Manager

$35,227

Salaries in USD Avg. Salary Personal Fitness Trainer - Hourly

$20.83/hr

Front Desk - Hourly

$7.75/hr

42 COURSE PROJECT

Additional Note: Market line construction was based only on Market Salary Survey

(Salary.com and O’net Sources) information; additional competitors information was

excluded.

Summary Data for Front Desk Associate:

BASE SALARY (US Dollars, per year)

Median $30,380

25th $27,533

75th $34,339

Summary Data for Fitness Trainer:


Median $47,240

25th $38,492

75th $68,156

Summary Data for Sales Manager:


Median $76,758

25th $62,758

75th $92,414

Gold’s Gym Comparison with the Market.

Front Desk Market Survey Gold's Gym

Median 30,380

25th 27,533 24,000

75th 34,339

Gold’s Gym adopts a lag policy for their pay policy to Front Desk employees.

COURSE PROJECT 43

Fitness Trainer Market Survey Gold's Gym

Median 47,240

25th 38,492 42,999

75th 68,156

Gold’s Gym adopts a lag policy for their pay policy to fitness trainers employees.

Sales Manager Market Survey Gold's Gym

Median 76,758

25th 62,758 50,000

75th 92,414

Gold’s Gym adopts a lag policy for their pay policy to fitness trainers employees.

Market Pay Level Line

Min Med. Max.

Grade 1 24304 30,380 36456

Grade 2 37792 47,240 56688

Grade 3 53730.6 76,758 107461.2

0 1 2 3

Pay Structure

Sa

lar

y

44 COURSE PROJECT

Grades and Ranges:

FRONT DESK ASSOCIATED

$34,339 (Maximum)

Administrative Group

Administrative Assistant

Front Desk Associated

Clerk/Messenger

FITNESS TRAINER

Technical Group

Head of Traineers

Group Fitness (Aerobics)

Fitness Trainer

$30,380 (Midpoint)

$27,533 (Minimum)

Grade 1

Admistrative Group

$68,156 (Maximum)

Grade 2

Technical Group

$47,240 (Midpoint)

$38,492 (Minimum)

COURSE PROJECT 45

SALES MANAGER

Managerial Group

Top Manager

Sales Manager

Fitness Project Leaders

$92,414 (Maximum)

$76,758 (Midpoint)

$62,758 (Minimum)

Grade 3

Managerial Group

46 COURSE PROJECT

Conclusion

There is little doubt about fitness industry employees’ commitment to their

jobs. Resent industry compensation surveys say that employees remain in their jobs

for 1 year or more. Though employee motivation is strongly derived from an

individual’s passion for his or her work, compensation plays a major role in

satisfaction and retention.

According to the U.S. Department of Labor, fitness instructor’s average salary

is $20.25 per hour, while rates for specialty instructors, yoga/Pilates instructors, group

fitness instructors and personal trainers range from $23.75 to $30.50 per hour, on

average. Only for the entry-level position of fitness floor staff do wages fall

significantly below the U.S. norm, with an average hourly rate of $10.

Knowing how fitness jobs are positioned within the wider employment market

can help keep the industry competitive. However, with increasing numbers of career

fitness professionals, progressive salary changes within the industry are perhaps

equally important.

Gold’s Gym pay is pretty good! Industry wages are generally well above the

U.S. hourly standard.

COURSE PROJECT 47

Reference:

http://www.glassdoor.com/Salaries/personal-trainer-salary-SRCH_KO0,16.htm http://www.bls.gov/ooh/personal-care-and-service/fitness-trainers-and-instructors.htm http://www.careerbliss.com/salary/golds-gym-salaries-284979/ http://www.bls.gov/ooh/personal-care-and-service/fitness-trainers-and-instructors.htm http://www.onetonline.org/link/summary/43-9061.00#AdditionalInformation http://swb.salary.com/salarywizard http://www.simplyhired.com/a/salary/search/q-gold's+gym http://www.lafitness.com/pages/employment.aspx http://www1.salary.com/Personal-Trainer-salary.html http://www.glassdoor.com/Salary/LA-Fitness-Salaries-E12445.htm

http://www.glassdoor.com/Salaries/personal-trainer-salary-SRCH_KO0,16.htm

http://www.glassdoor.com/Salaries/personal-trainer-salary-SRCH_KO0,16.htm

http://www.bls.gov/ooh/personal-care-and-service/fitness-trainers-and-instructors.htm


http://www.careerbliss.com/salary/golds-gym-salaries-284979/



http://www.lafitness.com/pages/employment.aspx

http://www1.salary.com/Personal-Trainer-salary.html

http://www.glassdoor.com/Salary/LA-Fitness-Salaries-E12445.htm

Documents

Golds Gym Libre