Friday, 31 October 2025

A Moment for UKActive to Refocus

 


A Moment for UKActive to Refocus

Ryan Charlesworth

Gym & Fitness Business Consultant, Podcast Host, Author & Network Builder. Helping GYM OWNERS, Hotel Managers, Investors and managers create SUCCESSFUL Fitness Businesses. Black Raccoon Consulting

The changes at UKActive this week mark an important moment. With Dave Stalker stepping in as Chair and Huw stepping down, there’s a genuine opportunity to reset, refocus, and reimagine what the organisation stands for.

I’ve never wanted to be overly critical of UKActive. In many ways, what they’ve achieved is remarkable given the scale of what they’ve tried to take on. Contrary to what many people might think, UKActive isn’t a vast organisation with endless resources. It’s relatively small, yet it has carried an enormous remit — trying to represent every corner of the physical activity sector. That ambition, while admirable, has also been part of the challenge.

When the Fitness Industry Association evolved into UKActive, it did so with a powerful vision. Dave Stalker’s original goal — to broaden the remit, embrace a wider audience and unite the sector — was visionary. But over time, in trying to be everything to everyone, some of the core focus on the fitness industry itself has faded.

Government lobbying has been a major pillar of UKActive’s strategy. Yet despite tireless effort, the results have been limited. Some of that isn’t their fault — the instability of government, changes in ministers and a historic lack of understanding about our sector have made progress difficult. But it’s also fair to say that when lobbying becomes the dominant focus, the day-to-day needs of operators — the gyms, clubs, and studios — risk being sidelined.

The structure, too, perhaps needs review. Having a voluntary board, often weighted towards individuals from outside the fitness industry, can make it harder to stay connected to the realities operators face. Representation from the NHS and other external organisations brings valuable perspectives, but at board level, we also need voices who live and breathe the fitness sector daily. Governance that reflects the industry’s commercial and operational realities — with full-time executives responsible for key areas like membership, finance, and growth — would create a stronger, more responsive foundation.

Most importantly, being a member of UKActive should mean something tangible. Membership should bring visible value — through national campaigns, business support, and sector development that strengthens both public and private operators. The focus must return to supporting the people and organisations that drive participation every single day.

None of this is to criticise the vision. Quite the opposite. UKActive’s intent has always been rooted in the right ideals. But with change at the top, now is the time to be bold enough to evolve again. The organisation can still unite the wider activity sector while giving the fitness industry its rightful voice and focus.

The positive news is that there are already groups of passionate, experienced people ready and waiting to support that change. If UKActive embraces this moment — and those willing to help shape the next chapter — the industry will rally behind them. Membership will grow, engagement will rise, and with it the strength of our collective voice.

Whoever replaces Huw has a huge job ahead. I would implore UKActive to choose a true visionary — someone who recognises the challenges, embraces them, and has the courage to reshape the future. This is a chance to cement a lasting legacy for a forward-thinking, bold group of people who genuinely believe in the power of collaboration and shared purpose.

Imagine an industry where our representatives truly represent every sector, and where clubs, studios, and operators of every size feel not only supported but proud of the work they do and the organisation that stands beside them.

That’s what’s possible — and with the right leadership, this could be the moment UKActive finally becomes what it was always meant to be: the voice of our industry.


Ryan Charlesworth | Black Raccoon Consulting | www.blackraccoon.org

Beyond Memberships: How Gyms Can Unlock Hidden Revenue Streams

 


Beyond Memberships: How Gyms Can Unlock Hidden Revenue Streams

Most gym owners still see their membership base as the main (and often only) source of income. And yes, recurring memberships are the backbone of your business. But if that’s all you rely on, you’re missing out on a world of opportunity.

The reality is this: it’s no longer enough to focus on monthly direct debits alone. To truly grow and stabilise your business, you need to think about diversification — multiple income streams that complement each other, reduce risk, and increase lifetime value per member.

Here’s how you can start thinking bigger.


1. Premium and Tiered Membership Options

Not every member wants the same thing or the same price point.
Creating premium or “platinum” membership tiers can provide extra value while increasing average revenue per member.

A platinum package could include:

  • Monthly PT sessions or small group training

  • Access to exclusive seminars and workshops

  • Free or discounted massages or recovery treatments

  • Branded clothing or nutritional starter packs

  • Priority class booking or extended opening hours

The key is exclusivity. You’re not just selling access — you’re selling belonging. Members who buy premium packages are your advocates, your highest spenders, and your most loyal supporters.


2. Charge a Joining Fee — But Add Value

If your club doesn’t already charge a joining fee, it’s time to reconsider. A modest joining fee not only helps with upfront cash flow but also creates a psychological commitment from the member.

However, simply charging a fee with no tangible value feels punitive. Instead, turn it into an opportunity to add perceived and actual worth.

Consider including:

  • Guest passes for friends and family

  • Free bar or cafĂ© credit

  • Complimentary PT or group PT sessions

  • A branded welcome pack

  • A 30-day onboarding check-in

By framing your joining fee as an investment in their experience rather than an administrative cost, you’ll face far less resistance — and start the relationship on a positive note.


3. Personal Training and Small Group Training

PT should be one of your most profitable divisions, yet in many clubs, it’s underdeveloped or poorly marketed.
Small group PT can be even more powerful — it combines the accountability of personal training with the social element of group exercise, while keeping pricing accessible.

Think four to six people per group, focused on specific outcomes such as fat loss, strength, or endurance.
The trainer earns more per hour, clients pay less per session, and the club generates more overall revenue.

It’s a win for everyone.


4. Nutrition and Supplement Sales

Members spend money on nutrition — the question is where.
If it’s not through you, it’s through someone else.

From protein powders and pre-workouts to healthy snacks and ready-made meals, nutrition sales can add significant revenue.
Even better, you can tie it into education by offering short “Nutrition 101” workshops or personalised meal-planning sessions.

Some clubs go a step further and partner with local food prep companies or cafes to provide branded meals, creating an additional affiliate income stream.


5. Branded Merchandise and Apparel

Gym-branded clothing is more than just a logo on a t-shirt. It’s pride.
It’s a walking advertisement for your club.

T-shirts, hoodies, water bottles, shaker cups, towels — all these items create additional revenue while reinforcing your brand identity.

Set up a small retail display near reception or use print-on-demand platforms to avoid stock risk. The margins are healthy, and the brand impact is even stronger.


6. Facility Rental and Shared Space

Do you have a studio, treatment room, or spare office space sitting empty for part of the day?
Rent it out.

Massage therapists, physios, osteopaths, yoga instructors, or even sports coaches are always looking for professional space to operate.
You can charge a flat fee or a revenue split — either way, it’s extra income with minimal cost.

You can also rent your main space during off-peak times for activities like dance classes, martial arts, or corporate wellbeing sessions.


7. Group Programmes and Clubs

Community-based programmes can build both engagement and income.
Weight-loss clubs, mum-and-baby sessions, teen fitness programmes, or “Back to Fitness” groups for older adults all attract new audiences who might not otherwise join a gym.

Themed programmes also help you market to specific demographics — and once people find a community they belong to, they tend to stay.

You’re not just selling exercise; you’re creating belonging.


8. Education and Events

Workshops, masterclasses, and seminars are another underused opportunity.
Host sessions on topics like strength training for beginners, nutrition myths, mobility for desk workers, or mental wellbeing through exercise.

Charge a modest entry fee or offer them free for higher-tier members.
You can even partner with local businesses, such as physiotherapists, mental health specialists, or nutritionists, to co-host and split costs.

Done consistently, these sessions position your club as an expert hub in your community — not just a place to work out.


9. Food and Vending

This one is simple but effective.
Adding a healthy vending machine or grab-and-go fridge for drinks, snacks, and protein shakes can quietly generate steady income — especially if your club has good footfall.

Even a small smoothie bar can deliver high margins while improving the overall member experience.


10. Corporate Wellness Partnerships

Local businesses are constantly looking for ways to improve employee wellbeing, reduce absenteeism, and enhance morale.
Approach them with a tailored corporate fitness offer: discounted memberships, on-site PT sessions, or lunchtime wellbeing workshops.

One contract with a medium-sized company can bring in dozens of members — and far more stability than one-off sales.


The Common Thread: Value and Experience

The golden rule in all of this is that every additional revenue stream must add value to the member’s experience.
If it feels like a cash grab, it won’t last.

When you create products, programmes, and services that genuinely improve outcomes — whether that’s convenience, education, motivation, or connection — you build trust and long-term loyalty.

That’s where the real profit lies.


Final Thought

Your monthly memberships keep the lights on.
But it’s the extras that create stability, profit, and long-term success.

So stop thinking like a gym and start thinking like a business with multiple channels of value.

The best-run clubs aren’t just selling access to equipment — they’re selling solutions, experiences, and communities.

Monday, 27 October 2025

Black Friday for Gyms: Smart Strategy or Race to the Bottom?

 


Black Friday for Gyms: Smart Strategy or Race to the Bottom?

Every year, as November rolls around, inboxes fill with “BIGGEST DEAL EVER” headlines, and gym owners start asking the same question: Should we do a Black Friday offer?

It’s tempting. The buzz, the urgency, the promise of a flood of new members before Christmas. It all sounds like an easy win.

But the truth is, while Black Friday can deliver a short-term spike in sales, it can also cause long-term damage if not handled strategically. Let’s break it down.


The Pros: Why Black Friday Can Work

1. Quick Wins and Cash Flow
There’s no denying that well-structured offers can drive immediate sales. For gyms heading into a quieter trading period, an influx of upfront revenue can be a welcome boost. It can also help re-engage cold leads — those who’ve been sitting on the fence all year and just need a nudge.

2. Marketing Momentum
Black Friday gives you a reason to shout louder. It’s a moment when the market expects promotions, meaning your audience is actively looking for deals. Handled well, this can cut through the usual advertising noise and give your brand a lift.

3. Upsell Opportunities
If you plan carefully, your Black Friday campaign doesn’t have to be about slashing membership fees. It can focus on added value, like free PT sessions, extended trials, or a “join now, pay nothing until January” model. Done right, this can bring in quality leads who actually experience your club before fully committing.


The Cons: Why Black Friday Can Hurt Your Brand

1. The Wrong Type of Member
Discounts attract deal-chasers, not loyal members. Many of the people who sign up during Black Friday do so because of price, not value. They’ll often cancel as soon as the offer ends, leaving you with poor retention and a skewed sense of success. In other words, you may win the sale but lose the long-term customer.

2. Undermining Perceived Value
When you discount your product heavily, you send a message that it wasn’t worth full price in the first place. For gyms that pride themselves on community, coaching, or premium experience, this can be particularly damaging. You risk training your audience to wait for discounts instead of joining for quality.

3. Operational Strain
Rapid influxes of new members can overwhelm teams, especially if staffing levels are already stretched thin. Without proper onboarding systems, automation, or follow-up processes, your new members don’t get the experience they were promised. That’s when churn spikes and your reputation suffers.

4. Short-Term Thinking
Black Friday is a flash in the pan. It rarely builds sustainable growth. If your entire November strategy revolves around one offer, you’re missing the bigger picture: client experience, retention, and long-term revenue consistency. Too often, gyms chase the short-term dopamine hit of sales numbers instead of building the foundations that actually increase lifetime value.


A Better Way to Approach It

If you do decide to take part, do it strategically, not reactively. The key is to make it fit your brand, not the other way around.

Add value instead of cutting price. Offer a PT package, a free Myzone belt, or small-group training taster sessions rather than deep discounts.

Use exclusivity. "Limited to 20 people" or "members’ friends only" campaigns protect your perceived value while driving urgency.

Focus on the journey, not the sale. Every new lead needs a 28-day nurture plan, clear onboarding, and contact points to convert into a long-term member.

Measure retention and ROI. A good offer isn’t the one that sells the most on Day 1. It’s the one that keeps people paying six months later.


Why Sometimes It’s Best to Sit It Out

There’s no rule that says every gym must join the Black Friday noise. In fact, for many operators, standing against the trend is the smarter move.

Imagine running a campaign that says:
“We don’t discount your health. We just deliver results.”

That message stands out. It positions your club as confident, premium, and focused on real outcomes, not gimmicks.

If you already have consistent lead flow and retention systems, your energy is better spent refining those rather than chasing a one-day event that often brings in the wrong crowd.


Final Thought

Black Friday can be a powerful tool or a dangerous distraction.

Used wisely, it can give your gym momentum heading into the new year. Used poorly, it can devalue your brand, overwhelm your systems, and attract the wrong type of member.

So before you rush to join the noise, ask yourself:

Do we need more sales, or do we need better members?

Because one builds revenue.
The other builds a business.