herman rutgers - fibo global fitness south africa · pricing club market segment monthly price...
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Herman Rutgers
The current and future Landscape of Fitness
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Key Developments in the Health & Fitness Market;The Good, the Bad and the Ugly….
Facts, figures, observations & thoughts
Herman Rutgers
FIBO African Summit 2018
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Roadmap
• Fitness market
• Personal Training
• Pricing
• Trends
• Boutiques
• Q&A
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2016 Deloitte
Meet Joe
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Lessons from Joe
Ask questions; what does the customer want
Adjust your service-offering on that ( music, airco )
Ensure a “Wow”-effect ( newspapers, drinks )
“Manage expectations” ( traffic )
People make the difference ( same car “hardware” / different “software” )
7
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8
World Health & Fitness Market 2017
Revenues; $ 87,2 Billion (+ 5 %)
Members; 174 Million (+ 7 %)
Clubs 201.000 (+ 0 %)
Fitness is the #1 “sport” worldwide
• IHRSA Global Report 2018 – May 2018
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Top 10 Global Markets (revenue, 2017)
1. USA 30,0 $BN
2. Germany 5,6
3. UK 5,5
4. China 3,9
5. Japan 3,9
6. Australia 2,8
7. France 2,7
8. South Korea 2,6
9. Canada 2,5
10. Italy 2,4
Top 10 markets account for 71% of global revenues ( 70% Mbrs)!
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South African Market ( IHRSA Global report 2018)
• 1 $ billion in revenues ( +6 %)
• 900 clubs
• 1.8 million members ( +7%)
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2018 Deloitte 12
0% 5% 10% 15% 20% 25%
China
South Africa
France
Italy
Spain
Germany
United Kingdom
Australia
Denmark
Netherlands
United States
Sweden
Fitness Penetration (% total population 2017)
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Top 10 Global Operator BrandsFitness brands are mostly national / regional!
1. Planet Fitness (USA) 10,6 MM Mbrs
2. 24 Hour Fitness (USA) 3,5
3. Anytime Fitness (Global) 3,2
4. Gold’s Gym Int. (Global) 3,0
5. McFit Group (EUR) 1,7
6. Goodlife (Canada) 1,6
7. Basic-Fit (EUR) 1,5
8. Bio-Ritmo/Smartfit (LA) 1,5
9. Fitness Time (S-Arabia) 1,1
10. Virgin Active (EUR/SA) 1,1
1. Planet Fitness 2,3 $ Bn
2. Life Time (USA) 1,6
3. Anytime Fitness 1,5
4. 24 Hour Fitness (USA) 1,4
5. Virgin Active ( EUR/SA) 0,8
6. OrangeTheory (Global) 0,7
7. David Lloyd (EUR) 0,5
8. Central Sports (JPN) 0,4
9. Migros Group (EUR) 0,4
10. Renaissance (JPN) 0,4
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14
USA: Franchisor vs. Corporate
Co
rpo
rate
Fra
nc
his
e
Full Service Boutique
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40%
29%
13%
6% 7%5%
Budget < $25 a month Economy $25 to $49 a month Mid-Market $50 to $74 amonth
Premium $75 to $99 a month Premium Plus $100 to $149 amonth
Luxury > $150 a month
Monthly Fee Paid by U.S. Club Members in 2017
% Members
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PricingClub Market
SegmentMonthly Price Range Examples of European and U.S. Club Operators by Segment
Budget < $25 Planet Fitness, U.S. Basic Fit, Europe McFit, Europe The Gym Group, Pure Gym, U.K.
Economy $25 to $49 24 Hour Fitness, U.S. Anytime Fitness, Europe DW Fitness First, U.K. Fitness DK, Denmark
Mid-Market $50 to $75 Fitness Formula, U.S. Gym Box, U.K. David Lloyd Leisure, Europe SATS, Scandinavia
Premium $75 to $99 Lifetime Fitness, U.S. Virgin Active, S.A / Europe DIR, Spain Health City, Netherlands
Premium Plus $100 to $149 Village Sports Clubs, U.S. Body & Soul, Munich Holmes Place, Europe World Class, Moscow
Luxury > $150 Bay Clubs, U.S. Equinox, U.K. Aspria, Europe Third Space, U.K.
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BOUTIQUES100.000+ locations in US
• Massive growth • Generates higher return due to higher pricing and lower overhead
expense• 80% women• More flexible real estate
“THE NEW FASHION” - NYT
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AFS Releases 4th Annual Fitness Studio
Operating & Financial Benchmarking Research Report
Key Findings:
Average Revenue Up 36%;
Retention a Record 81%
OAKLAND, CA, August 1, 2018 – The Association of Fitness Studios (AFS)
announced today the release of its 4th annual financial research study on the fitness
studio market.
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European Studio concepts based on PT / Small Group Training
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• Bifurcating market (self service / full service )
• Discerning customer (complete customer journey)
• Specialised and purposeful environment (do one thing – excellently)
• Business model architecture (location, ambiance, top staff, pay&play)
• Enabling technology ( booking, paying, engagement, etc. on smartphone)
• Entrepreneurship (millenials, franchise)
6 Key Reasons for popularity Boutiques
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The European Health & Fitness Market Report 2018
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252018 Deloitte
MarketsGermany and the UK are the two largest markets in Europe
Top 10 European health and fitness markets by revenue, 2017
2
0
6
4
1
5
3
DE
5.2
RUESIT
2.2
NLUK
5.1
SE
1.3
0.9
PL CH
0.9 0.8
2.2
FR
2.5
0.9
23 others
4.5
+ 3.0%
€ in bn; Change in revenue at constant currency
+ 6.8% + 2.0% + 1.3% + 2.9% + 1.6% + 0.9% + 4.9% + 3.4% n/a
Constant currency growth rates:
83% of total European market 17%
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262018 Deloitte
Ecosystem fitness sector 2018
Online gyms
Fitness apps
Wearable devices
Outdoor fitness
Novelty races
Fitness aggregators
Non-
stationary
Stationary
Boutique & micro clubs
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282018 Deloitte
OutlookProjecting annual membership growth of 3.7%, European market is on pace to reach or surpass 80 million members by 2025
Projected membership development of the European fitness market, 2017-25
Projection
# in m
0
60
90
30
81.9
80.0
20242023202220212020 202520192017
60.057.7
60.0
2016 2018
57.7
+4.0%
+4.0%
+3.7%
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292018 Deloitte
Outlook
The Health and Fitness market in 2018 and beyond
Global Fitness market on pace for 250 million members in 2025
Budget segment and boutiques are the main drivers behind market growth
Increasing market consolidation
Health & fitness as a megatrend
Emergence of non-stationary and hybrid fitness models
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30
-100%
-50%
0%
50%
100%
150%
200%
250%
The Gym Group Basic-Fit Actic Group Planet Fitness Benefit Systems Technogym
Investors love fitness!Indexed stock price development of selected companies
Brexit23 June 16
IPO Actic Group AB7 April 17
IPO Basic-Fit10 June 16
IPO Technogym3 May 16
Note: Benefit Systems IPO was on 21.04.11 and Planet Fitness IPO was on 06.08.2015. For illustration purposes, indexed stock prices are only presented from November 2015
Source: Yahoo Finance, The Wall Street Journal
Nov15 Mar16 Jul16 Nov16 Mar17 Jul17 Nov17 Mar18 Jul18
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Why investors love the fitness business
• Supports global healthy lifestyle trend
• Large and growing market
• Proven track record of key players
• Predictable cashflow
• Increasing awareness of exercise benefits / healthy lifestyle
• Fragmented supply side; Opportunities for consolidation
• Opportunities for international / global growth
• Opportunities for non-dues revenues
• Innovation & Technology enabling efficiency & (new) customer engagement
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Desbonnets Gym in Paris - 1811
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WORLDWIDE SURVEY OF
2018 FITNESS TRENDS -
ACSM
1. HIIT ( High Intensity Interval Training)
2. ( Small) Group training
3. Wearable tech
4. Bodyweight training
5. Strength training
6. Educated, certified, and experienced
fitness professionals
7. Yoga
8. Personal Training
9. Fitness Programs for older adults
10. Functional fitness
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THE 2019 FITNESS FORECAST
Equinox Health Advisory Board
1
2
3
4
5
6
7
8
Resiliency training will gain traction.
Stem cells will go mainstream.
Health business will create a focus on preventing disease.
Next-gen technologies will help us understand our bodies better.
Tracking will be put to more meaningful use.
We'll learn to fight Alzheimer's earlier.
We'll take air pollution seriously.
It'll be the year of the 'every woman'
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Non-Fitness Businesses Affecting Fitness:
• Health ( Government, Insurance, Medical )
• Nike, Under Armour, etc.
• Smart-tech – wearables, data-tracking, software
• All things on-demand
TRENDS
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TRENDS
• Convenience is the new currency – fitness snacking
• Ecosphere of care – wellness, schedule, medical interactions –one integrated platform
• 24/7 on-demand lifestyle modification, nutritional support
• Line extensions to generate income without additional overhead
• Home is the new studio ( Peloton- $ 550MM funding, IPO plans)
• Fitbit, Apple Watch, Samsung Gear Fit, Xiaomi
• Cloud connected Fitbit, Gymkit, Wellness Cloud, HALO, Preva, etc.
• AI, AR, VR
In addition to Tech;
Attention for staff; High Tech > High Touch!
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Key take aways industry
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The Ugly
• Competition on Price
• Short termerism / Too much focus on financial results
• “Fishing in the same pond” – lack of creating new targetgroups
• Attrition – on average clubs loose 50% of members after 1 year
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The Bad;
• Not enough focus on what the customer wants
• Service quality ( if asked, we do not listen or deliver…)
• Staff churn; not enough investment ( Life Long Learning / Career)
• Lack of Life Long Learning ( Professional Development)
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The Good;
• Mega trends support overall continued growth
• Opportunities for new targetgroups
• Governments, medical world and healthinsurance support sector
• Increased professionalism
• Technological Innovation
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Thank you for your attention
The Future is Bright; Cheers to doubling African fitness
market by 2025 !
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Back up slides
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Once per month a postcard with one piece of information…
What figure/information would you like to get?
Hypothesis; 6 Months on a deserted Island, no mobile no internet…
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KPI / Key Performance Indicators
Profit (net profit, EBIT or EBITDA)
Cash Flow
Turnover
Number of new members
Net members gain
Expenses / Costs
Margin
Retention
Staff churn
Etc.
Absolute or difference vs budget / last year
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2018 Deloitte 54
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© 2018 ·55
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Mind
Mouth
Muscle
Dr Pamela Peeke’s 3 M’s Principle
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