REPORTING TUTORIAL

P U R E J A T O M I

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Razvan Ion

Revise this document as often as need it to become

behavior! These file can be printed and checked in on a

daily basis!

Reporting Structure Daily

RISK ELIMINATION AND CLUB INSPECTION: o 09:30 - Cass vs. System + MBWB ---> ( if there are damages to the club please send with

pictures ) send out to me and the regional team (including Iulian);

DAY SET UP:

o 09:45 - Corporate Conference Call --> send out to me, all GMs and the regional team; o 10:00 - GMs Conference Call ---> send out to me and the regional team; o 10:30 - Debt Conference Call --> send out to me, all GMs and the regional team; o 11:00 - PT Conference Call --> send out to me, all GMs and the regional team; o 11:30 - Retention Conference Call --> send out to me, all GMs and the regional team; o 12:00 - Reception Conference Call --> send out to me, all GMs and the regional team

with pictures from all the clubs with the water display/offers display/supplements display ( one person send all the pictures after they receive them from the other clubs ) Radu please make sure this happens! ;

PLAN 1ST FOLLOW-UP: o 13:00 - 1st Update --> send out to me, and the regional team;

FEEDBACK AND COACHING:

o 13:00 - Cass Call Afi ( file send ); o 13:30 - Cass Call Constanta ( file send ); o 14:00 - Cass Call Arad ( file send );

PLAN 2ND FOLLOW-UP:

o 15:00 - 2nd Update --> send out to me, and the regional team;

INSPECTING RESULTS VS. GOALS:

o 16:30 - GMs Conference Call --> send out to me, all GMs and the regional team; o 16:45 - Corporate Conference Call --> send out to me, all GMs and the regional team; o 17:00 - Debt Conference Call --> send out to me, all GMs and the regional team;

INSPECTING CLUB BEFORE PICK HOURS:

o 17:00 - MBWB --> send out to me, all GMs and the regional team; o 17:30 - Training Hour; o 19:00 - 3rd Update --> send out to me, and the regional team;

UPDATES the update has to be in the heading of the email and has to be on all departments

stating both result and left business: Sales/Corporate/Debt/PTs/Retention/FDR ex: 2 sales/20 apps left;

2 hybrid/3 meetings left; 12 collections/30 apps left; 2 Conversions/5 apps left; 200 Ron FDR/100 visits

END OF THE DAY:

Email Cass's sent in the proposed structure with feedback to result to all HOD/GM and regional

team (all casses in the same email)

ex: Ref X vs goal

Leads X vs goal

App Tmr X vs goal

Pres X vs goal

Sales X vs goal

Corporate X vs goal

Debt Collected X vs goal

FDR X vs goal

PT interactions X vs goal

PT/Rent sales (if necesary) X vs goal

Retentions X vs goal

Contracts Inspections X-OK vs goal

00:00 - File with the admin changes ( cancelation/freeze/transfer etc. ) One file at the end of the day! If urgency appear that can't wait to be sorted next day call Radu or me!

00:00-Cass's sent in the proposed structure with feedback to result to all HOD/GM and regional team (all casses in the same email)

Reporting Structure Weekly

MONDAY:

o Weekend Plan Review ---> send out to me and the regional team; o MTD vs. Forecast Review ---> send out to me and the regional team; o HOD Meeting Minutes and Week Plan ---> send out to me and the regional team; o SWOT Analyze for the upcoming week ---> send out to me and the regional team; o Product Training Review ---> what services were tested by our members of staff, who

participated in Product Training when and what did they learn;

THURSDAY:

o Weekend Plan ---> send out to me and the regional team

FRIDAY:

o Week Plan Review (Week Target achievement level) ---> send out to me and the regional team

WEAKLY NOTES:

WEEKLY PLAN SWAT ANALYSE EXAMPLE:

Closing Ratio - Strength Apps Level - Strength Leads Level – Strength Activity to maintain - Double Closing with a trainer - Apps Drive Competition - Tombola for leads generation

Show Ratio - Weakness MC head count - Weakness Referrals Level - Weakness Activity to improve: - Confirmation Drives - Interviews Density - Inreach

After this you enforce this information in Action Points and Risk Elimination points EX: Action Points: For sustaining Closing Ratio the need analyses will be completed at

POS by the trainer EX: Risk Elimination Points: For increasing the confirmation drive profitability we will

incentivize confirmation punctuality! Also action points and risk elimination points are completed for rally points in the week like events and deadlines

EXTRA NOTES ON WEEKEND PLAN:

The manager on duty has to complete these with the responsible for departments for that weekend!

The responsible for department will have to come with ideas regarding competition and incentives they can run on for the weekend and have to complete the task management.

Every task needs a goal that will be verified in the Monday review! Also every goal has some focus's that needs to be followed/or some post-action

feedback. Ex: Observation: Focus on Diana's input as her C/A ratio is averaging lower then

everybody!

Reporting Structure Monthly

1ST DAY OF THE MONTH:

o Previous Month Cass Forecast Review o Actual Month Cass Forecast Completion + Action Points for the Month for each

Department (send in the first Cass Email of the month) o Master Plan without the P&L review (as it will not be available to be reviewed)

25TH OF THE MONTH:

o Sent out Master Plan with the Close-out Plan o Master Plan with the review on P&L within 48 hours of P&L production with the 3

initiatives on revenue and costs

MONTHLY NOTES:

Sent Master Plan with the review on P&L withn 48 hours of P&L production with the 3 initiatives on revenue and costs

Revenue tracker is completed first at the beginning of the month based on the revenue tracker of the previous month. Key actions on completion:

Calculate the extra revenue in percentage the net gain provided extra for your month. Ex: 200 net gain on an existing portfolio of 2000 memberships = 10% increase in membership dues

Plan: Begin with the result that needs to be obtained and after that complete all the KPI that

influence this! The heads of departments need to come with all the information! Ex:

Sales 1st week we need 100 sales, we need 70% closing, 70% Show, 25% C/A These means we need 142 Presentations, 204 Apps and at least 816 leads and referrals to be contacted! Having in mind that next week it will be a bank holiday we will collect 1600 leads and referrals that we can contact during the holiday! Same process for all the weeks and all departments Rosa Time:

Ex: Reality: Poor Performance Objective: Improve costumer relationship Solutions (for that month) 32/42 Actions (for that week): nr1, nr2, nr15, nr 42 Pizza Wheel:

Members/Trainers Relationship Infrastructure issues Lack of emphatic due pressure of sales Etc Corporate Pipe-Line:

All companies with which we have/had/tried to have/trying to have a co-op Retail Member List: All memberships still active in the system! Ex: 99 PL Live 500 Pricing: 99 Next Month Leavers 100 (drag a red bar on it to have it on Retention team radar) On debt 50, and Notes

ROTA:

Campaign Find attach example

Events Plan and Review Find attach short example

Bonus and incentives Find attach example Formula of calculation profitability: = extra revenue obtained/1.24( VAT) - bonus and incentive proposed * 1.78 ( EXTRA EMPLOYMENT COST )

Close-out Plan - As all the other reviews but you just have to add a picture with your teams in costumes

Plan overview: Same as all reviews but is done at MTD level

Cass Review and Evaluation - Done at the start of the next month - give feedback on all KPIs on the Cass. Feedback can be on team but also specific on individuals The Cass Review is send with the actual plan but at the start of next month. Basically there are 2 master plans send out at the begining of each month The previous month with all overviews and the actual one for that month!

Thank you for the attention! Please confirm reading it with a replay!