HANDOUT

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 INDEX
SR. NO. LECTURE PAGE NO.
Health screening and Fitness
1 3-12
testing – 2
Health screening and Fitness
2 13-34
testing – 3
3 Scheduling – 2 & 3 35-57

4 Motivation & Adherence 58-69

Health and Safety in fitness
5 70-76
environment

Instruct, Supervise and deliver a

6 77-87
training program

Application of exercise science

7 88-100
to training
8 Business Acumen 101-148

9 Nutrition Assessment 149

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HEALTH SCREENING AND
FITNESS TESTING 2
Client interview, profile and interpretation

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 LECTURE OBJECTIVE

Prepare students for:

1) Client interview:
- Trainer body language, attitude, understanding the client.
- The learner is observed by the Assessor when he conducts the client
interview and fitness assessment.
- Client should be healthy and over 16 years of age.

2) Filling the health screening questionnaire (paperwork)

3) Analyzing and interpreting client’s information. (Paper work)

4) Consent Form and PARQ to be filled up before Client Interview

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INFORMED CONSENT

CLIENTS SIGNATURE

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 PARQ
(PHYSICAL ACTIVITY READINESS
QUESTIONNAIRE)

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 CLIENT INTERVIEW

Basic elements of client interview:

• Put client at ease while you gather information
• How to present yourself:
- Warm smile, full of confidence
- Neat physical appearance, Firm handshake
- Pleasant facial expressions while greeting the client
- Mirror the client.
• Body language should reflect eagerness to build rapport
• Take notes.

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• Use active listening for effective communication
- Nonverbal cues which show understanding such as
▪ nodding,
▪ eye contact,
▪ Leaning forward.
▪ Brief verbal affirmations like “I see,” “I know,” “Sure,” “Thank you,” or “I
understand.”
• Ask for client’s goal – the reason he/she wants to train.

Know your Clients: Ask for their Likes and

Dislikes
• Why should we ask clients for their likes and dislikes?
- Likes and dislikes influence exercise regularity (adherence) and motivation
(motivation is the reason for people’s actions and goals)

• Why are people irregular when it comes to Exercise?

- They are not psychologically ready.
- Most exercise prescriptions are restrictive and so are not motivating.
- Many people find exercise too difficult; fear they may not succeed in learning the
movements.

• If we incorporate client’s exercise preference into their program:

- Improves Adherence
- Client is more comfortable performing the movements
- Helps achieve Short, Medium and Long-Term Goals
Identifying Clients’ Exercise Preference
• Client’s preferences for exercise may include any one or more of the following:
- Exercising in group or alone
- Location: Exercise at home or outdoor or gym
- Time of day: Morning or evening
- Cardio preference: Indoor or Outdoor.

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 Help Clients identify barriers and their
Solutions:
Possible Barriers Possible Solutions
• Insufficient time • Educate client on the health and
• Lack of self-motivation lifestyle benefits of exercise
• Boredom • Suggest group exercise
• Lack of confidence and self-esteem • Get support from family/ friends
• Fear of being injured or having been • Praise previous personal
injured recently accomplishments
• Lack of self-management skills • Plan, Organize and help set goals.
• Lack of encouragement, support or • (Sometimes it is not possible to offer
companionship solutions – depends on nature of
• Lack of Fitness Facility barrier)
• Health concerns
• Lack of Support Network
• Lack of knowledge
• Family, work
• Embarrassed or Feel too old

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Identify client’s reasons for taking part in regular
exercise and physical activity
• Stay healthy (EM)
• Manage stress (EM)
• Enjoy physical activity (IM)
• General fitness (EM)
• Pleasure (IM)
• Meet new people (EM)
• Achieve sporting goals (EM)
• Love to workout (IM)

Apply a variety of motivational techniques when

training clients
• Motivation: desire or willingness to do something.
• Create a motivational environment – clean facility, well lit, air conditioned, and
ergonomically designed equipment.
• Be a good teacher – make sure you know everything about form, technique, physiology
of exercise; Be punctual
• Get client buy-in and encourage commitment – discuss and set SMART client goals,
jointly make an action plan to reach them
• Measure performance regularly and track progress – celebrate little victories or
improvements along the way
• Make every session fun – enjoyable activities are more likely to be repeated. Make the
session engaging and exciting.
• Use of rewards (use judiciously): Free personal training session; gift of workout clothes,
free nutrition consultation, etc.

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Setting Short Term, Medium term and Long
Term Goals:
SMART Goal setting
Goals have to be Specific, Measurable
and Achievable using a current
resource that is Realistic and Time
bound.

Short Term Goals – 4-6 weeks

Achieved more readily, within a
shorter time frame

Medium Term Goals: 8-12

weeks
Helps keep the client motivated during
the times when the long-term goal
feels much too far away.

Long-Term Goals: 6 months

and beyond.
Serve as End Goal, something to
accomplished in Future

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Client goal:
Wants to improve stamina and strength. Feels tired and weak, especially end of day.

Short term:
a. Wake up at 6.30, 3 times a week for morning swim and cycling.
b. Go to the gym 2-3 times a week for weight training.
Medium term:
a. Do moderate intensity interval training: Bouts of walk for 5 minutes; jog for 2 minutes
for duration of 30 minutes.
b. Lift weights that ensure moderate level of effort – 12-15 reps per set.
Long term:
a. Participate in 10k run
b. Lift one-time body weight deadlift.

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HEALTH SCREENING AND
FITNESS TESTING 3
Analyzing Test Results, Guidelines for
conducting fitness tests

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 ANALYSING TEST RESULTS
Assessment Results/Observations Choices and reason for choice
(circle chosen test) If these tests were not carried out,
please explain/justify your reason
Blood pressure
1. Manual
2. Digital

Anthropometrics
1. BMI
2. Waist circumference
3. Waist to hip ratio
Body composition
1. Skinfolds Callipers
2. Bio-electrical impedance

Muscular strength & endurance

1. Sit-up/Curl up
2. Press up/Push up
3. Back extension
4. Repetition maximum test
(Bench press/squat/deadlift)
Cardiovascular fitness
1. Balke treadmill
2. Astrand Bike test
3. Rockport walking test
4. Submaximal predictive test
5. Multistage fitness test
6. Cooper 1.5-mile run
7. Queens College step
8. YMCA 3min step test
Specific range of movement (ROM)
1. Soleus and gastrocnemius
2. Hamstrings
3. Quadriceps and hip flexors
4. Latissimus dorsi
Posture and Alignment observation
1. Head
2. Shoulders
3. Pelvis and lumbar spine
4. Knees
5. Feet and ankles

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 GUIDELINES TO CONDUCT FITNESS TESTS
Organize the equipment so that fitness assessments can be carried out as planned.

Anthropometric data: Height, Weight, Waist Circumference

1. Height measurement on stature meter:
• Explain the procedure.
• Remove shoes. Stand tall and straight, shoulders relaxed, hands at sides, thighs
together, feet flat and slightly apart on floor or foot piece.
• Heels, buttocks and shoulder blades should touch the wall or surface of the measuring
board.
• Lower headboard until it firmly touches crown of head. Record height to nearest ¼ inch
or cm, rounding up or down.

2. Weight:
• Explain the procedure.
• Remove shoes. The subject steps on the center of the scale.
• Make sure that he stands still with even distribution on both feet, and arms hanging
freely at sides.
• Record weight exactly as it appears on the scale.

3. Waist measurement for “Waist Circumference test”:

• Demonstrate this to the subject.
• Stand upright and relaxed.
• Wind the measure tape around the greatest anterior extension of the abdomen, usually
at the level of the umbilicus and directly above the iliac Crest.
• Ask the subject if he may be measured or would he like to measure by himself. The
subject measures himself, if he is uncomfortable being measured by the trainer.
• Record the measurement.

4. Waist measurement for “Waist to Hip Ratio”:

• Demonstrate this to the subject.
• Standing, arms at the sides, feet together, abdomen relaxed, wind the tape at the
midpoint between the lowest rib and the iliac crest.

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 • Ask the subject if he may be measured or would he like to measure by himself. The
subject measures himself, if he is uncomfortable being measured by the trainer.
• Record the measurement.

5. Hips:
• Demonstrate this to the subject.
• Stand erect, feet together.
• Wind the tape around the hips at the maximum circumference of the buttocks.
• Ask the subject if he may be measured or would he like to measure by himself. The
subject measures himself, if he is uncomfortable being measured by the trainer.
• Record the measurement.

6. Calculate BMI using app or calculator; formula: BW in kg/height (m)2

7. Blood pressure:
• Explain the procedure.
• The subject sits on a chair with back support and feet flat on the floor or platform (legs
uncrossed).
• The arm should be placed on a table or flat counter, so that the measurement cuff is
level with the heart.
• Subject should stay still and silent (and not talk on phone or with anyone around him).
• Wrap the cuff around the upper part of the bare arm. The cuff should be smooth and
snug. There should be enough room for you to slip one fingertip under the cuff.
• The tube is placed towards the medial side of the arm.
• Check the placement of the cuff. The bottom edge should be one inch above the crease
of the elbow.
• Turn the power on to start the unit. The cuff will inflate by itself.
• The display screen will show systolic and diastolic pressures. It also shows the
Pulse rate. (Normal range: 120/80; pulse 60-80 bpm)
• Once done, turn power off.

8. Test of Body Composition on BIA Machine:

a. Input the subject’s age, height and gender
b. Step on the scale
c. Record Fat percentage.

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9. YMCA 3-minute (sub-maximal) step test:
a. 12-inch height step board
b. Cadence on metronome: 96 bpm
c. Stopwatch/wristwatch to measure 3 min

• Explain the test procedure to the subject.

• Subject warms up for 3-5 minutes; administer the mobility drills.
• Demonstrate the alternating stepping movement.
• Allow the subject to practice the stepping to the metronome cadence, set at 96 bpm.
Once ready, start the timer.
• The subject steps up and down on the platform/step at the given rate for a total of 3
minutes.
• Use words of encouragement and support all through the test duration.
• Administer the talk test; look for visual signs of fatigue or hyperventilation.
• At the end of 3 minutes, have the subject sit on a chair and locate the pulse
immediately.
• Count the pulse for duration of ONE FULL MINUTE. Record the number.
• This is his Recovery heart rate.

10. ACSM Curl up test/Sit-up Test:

a. Mat
b. Metronome – set at 40 bpm
c. Masking tapes

• Demonstrate the test

• Ask client to lie down on Mat.
• Subject assumes a supine position on the mat with knees at 90* flexion.
• Feet flat on mat, in alignment with the hips.
• The arms are at the side, palms facing down with the middle fingers touching a piece of
masking tape.
• A 2nd piece of tape is placed at a distance of 12 cm from the first tape.
- (12 cm if subject is < 45 years of age; 8 cm if subject is > 45 years of age).
• Metronome is set to 40 bpm and the subject does slow controlled curl ups to lift the
shoulder blades off the mat; the finger to slide to reach the 2nd tape.
• The subject performs maximum number of repetitions to failure.

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11. Push up test/ Press-up Test
Demonstrate the test.
Male subjects:
• Start in the standard position. Hands pointing forward and under the shoulder, back
straight, head up, using the toes as a pivotal point.
Female subjects:
• Legs together, lower leg in contact with the floor or off the floor with knees flexed,
ankles crossed and plantar flexed; use the knee as the pivotal point.
• Rest of the setup is same.

Range of motion:
• Concentric: elbow in full extension; eccentric: chin to touch the floor; abdomen off the
floor.
• Maintain rigid plank like position throughout the body.
• Subject does maximum reps to failure in good form.
• Failure: chin fails to touch the floor; elbow doesn’t reach full extension
• Terminate the test when 2 consecutive reps fail the ROM.
12. Range of motion Tests for Flexibility:
Quadriceps
• The subject lies prone with knees together.
• Have him flex the right knee & gently pull right heel directly to the middle of right
buttock. Heel should comfortably touch buttocks for passing flexibility.
• Hip and knee should not lift off the floor.
• Repeat on left side.

Hamstrings
• The subject lies supine with legs parallel to each other.
• Holding one leg down to stabilize the pelvis, passively raise the other leg to an angle of
70-80* for passing flexibility
• Maintain lordotic curvature of lumbar, without the other knee bending.
• There should be no pain the back of the leg.
• Repeat on other leg.

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 Hip Flexor
• The subject lies supine with hips at the edge of a table/bench,
• Subject wraps both knees into his chest.
• The leg being tested is extended at the hip and dropped.
• Observe the knee position. To pass, it needs to go below the hip.
• Repeat on other leg.

13. Posture Assessment:

Take all 3 views - Front, Back, and Side
Assessment result can be any one of the following:
• Uneven hips.
• Rotated spine/ Hunch back
• One shoulder is higher than the other
• Forward head posture.
• Body appears to be very well aligned.
• Knees converging; or shin bones curving outward
• Body weight on right/left leg

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 TEST NORM SHEETS
Standard Bench marks:
1) Blood Pressure Classification:

2) BMI Classification:

3) Waist Circumference and WHR

• High Health Risk when waist circumference is
o Men > 35.5” (90 cm)
o Women > 31.5” (80 cm)

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 4) WHR (Waist to Hip Ratio):
• To Avoid Risk of Lifestyle disorders,
o Men: ratio should be < 0.95
o Women: ratio should be < 0.86
5) Obesity classification based on Body Fat percentage:
ACE Body Fat% Chart

Description Women Men

Essential Fat 10-13% 2-5%

Athletes 14-20% 6-13%

Fitness 21-24% 14-17%

Average 25-31% 18-24%

Obese 32%+ 25%+

6) 3-minute step test norms:

-Post Exercise Heart Rate Norms for 3-minute Step Test (Women)

Fitness Rating 18-25 years 26-35 years 36-45 years 46-55 years 56-65 years 65+ years

Excellent < 85 < 88 < 90 < 94 < 95 < 90

Good 85-98 88-99 90-102 95-104 95-104 90-102

Above average 99-108 100-111 103-110 105-115 105-112 103-115

Average 109-117 112-119 111-118 116-120 113-118 116-122

Below average 118-126 120-126 119-128 121-126 119-128 123-128

Poor 127-140 127-198 129-140 127-135 129-139 129-134

Very poor > 140 > 138 > 140 > 135 > 139 > 134

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-Post Exercise Heart Rate Norms for 3-minute Step Test (Men)

Fitness rating 18-25 years 26-35 years 36-45 years 46-55 years 56-65 years 65+ years

Excellent < 79 < 81 < 83 < 87 < 86 < 88

Good 79-89 81-89 83-95 87-97 86-87 88-95

Above average 90-99 90-99 97-103 98-105 98-103 97-103

Average 100-105 100-107 104-112 106-116 104-112 104-113

Below average 106-116 108-117 113-119 117-122 113-120 114-120

Poor 117-128 118-128 120-130 123-132 123-132 123-132

Very poor > 175 > 128 > 130 > 132 > 132 > 132

7) Push up test norms:

Push-up Test (Males)

Category 20-29 years 30-39 years 40-49 years 50-59 years 60-69 years

Excellent 36 30 25 21 18

Very good 35 29 24 20 17

29 22 17 13 11

Good 28 21 16 12 10

22 17 13 10 8

Fair 21 16 12 9 7

17 12 10 7 5
Needs
Improvement 16 11 9 6 4

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Push-up Test (Females)

Category 20-29 years 30-39 years 40-49 years 50-59 years 60-69 years

Excellent 30 27 24 21 17

Very good 29 26 23 20 16

21 20 15 11 12

Good 20 19 14 10 11

15 13 11 7 5

Fair 14 12 10 6 4

10 8 5 2 2
Needs
Improvement 9 7 4 1 1

8) Curl up test norms:

Partial Curl-up Test (Females)

Category 20-29 years 30-39 years 40-49 years 50-59 years 60-69 years

Excellent 25 25 25 25 25

Very good 24 24 24 24 24

18 19 19 19 17

Good 17 18 18 18 16

14 10 11 10 8

Fair 13 9 10 9 7

5 6 4 6 3
Needs
Improvement 4 5 3 5 2

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Partial Curl-up Test (Males)

Category 20-29 years 30-39 years 40-49 years 50-59 years 60-69 years

Excellent 25 25 25 25 25

Very good 24 24 24 24 24

21 18 18 17 16

Good 20 17 17 16 15

16 15 13 11 11

Fair 15 14 12 10 10

11 11 6 8 6
Needs
Improvement 10 10 5 7 5

9) Estimating Flexibility Through Visual Assessment:

A)Quadriceps: Heel to touch the buttock

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b) Hamstrings: Angle of 70* to 80*

c) Hip flexors: Knee of hanging leg to go below hip level

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 Analyzing Test Results
Sample Analysis clients test results against standard benchmarks

1. Fitness profile - Mr. Anil Kadam, 34 years old

REASON FOR
TEST YOUR RESULTS CATEGORY
CHOICE OF TEST
Digital Blood pressure 110/80 Normal
Anthropometric data:
BMI (Body Mass Index) 24.5 Overweight
Waist Measurement 35.5 High risk
WHR (Waist to Hip Ratio) 0.96 High risk
Body Composition
BIA (Bio-electrical
33% Obese
Impedance Analysis)
Cardiorespiratory fitness testing:
3 Minute step test 99bpm Above average
Muscular endurance tests:
Needs
Push up / Press ups 3
improvement
Needs
Curl up / Sit ups 4
improvement
Flexibility testing (visual assessments)
Quadriceps L: P, R: P
Hamstrings L: F, R: F
Hip flexors L: P, R: P
Posture Alignment
FLAT FEET
Observation
.

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 Strengths and areas to work on (Sample)

Areas of strength Areas to work on

• Quadriceps and hip flexor flexibility • BMI, WC, WHR
• CV fitness • Hamstrings flexibility
• Press ups
• Curl ups
• Body fat

Sample Summary of assessment results for the client

• Client understood the importance of the Fitness Assessments and showed willingness to
participate in the tests.
• Client has no health problems; measured parameter was within the norms specified.
• BMI, Waist and WHR - on a higher range due to food choices and/or lifestyle
• As per Fitness Assessment client has good Cardiovascular Fitness but needs to work on
posture and muscular endurance.
• Client needs work on hamstring stretching.
• Client is good to proceed for the program.

Sample recommendations for the client’s exercise program

(Training Approach)
• Include exercises that improve strength via Structural/Unsupported Compound
Movements – 3 times a week
• Work towards improvement in Posture with appropriate Stretching modalities – Each
Session
• Cross Training movements, push-ups and curl ups to improve Muscular Endurance – 2
times a week
• Client needs to be on a better Nutrition Plan and Lifestyle, to get maximum out of the
exercise program.

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 2. Fitness Profile: Ms. Zara Shaikh, 27 years.

Test Your Category

results
Digital Blood Pressure 100/75 Normal

Anthropometrics:
1. BMI 25.60 Obese
2. Waist Circumference 33 High Risk

3. Waist to Hip Ratio 0.80 Low Risk

Body Composition: 35% Obese

Bio-electrical Impedance Analysis
(BIA)
Cardiovascular Fitness: 120 bpm Below
3-minute step test average

Muscular Endurance:
1. Press ups/Push ups 18 Good
2. Curl Ups/Sit-ups 6 Fair

Flexibility:
1. Quadriceps L: P; R: P
2. Hamstrings L: P; R: F

3. Hip Flexor L: P; R: P

Posture alignment observation Hunch

Back

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 • Areas of strength
• Muscular endurance
• Quadriceps and hip Flexors flexibility
• Areas to work on
• BMI
• Waist circumference
• Hamstrings flexibility
• Cardiorespiratory endurance
• Body fat percentage

Sample summary of assessment results:

• Client has no health problems presently.
• She has high fat percentage and needs to correct her food habits.
• Endurance is not up to the mark and so she needs to work on cardiovascular fitness
• Client has a good flexibility of hip flexors and quadriceps. Hamstrings on one side has
good flexibility.
• Client is motivated and is ready to begin training.

Sample recommendations: Training Approach

• Client has to work on cardiorespiratory endurance thrice a week

– To be done in a cross-training manner (rowing, jogging and elliptical trainer)
• Strength training will be thrice a week
• Sleeping hours and water intake has to improve
• Client needs to follow a good nutrition plan
• Recommended to stretch hamstrings 5 times a week.

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 3. Fitness Profile: Mr. Zain Mehra, 24 years old
Test Your Category
results
Digital Blood Pressure 100/60 Normal

Anthropometrics: 18.5 Underweight

1. BMI
2. Waist Circumference 28.5 No risk

3. Waist to Hip Ratio 0.85 No risk

Body Composition: 24% Average

Bio-electrical Impedance Analysis (BIA)

Cardiovascular Fitness: 85 bpm Good

3-minute step test

Muscular Endurance:
1. Press ups/Push ups 20 Good
2. Curl Ups/sit-ups 32 Above average

Flexibility:
1. Quadriceps L: F; R: P
2. Hamstrings L: F; R: F

3. Hip Flexor L: F; R: F

Posture alignment observation Body is

very well
aligned

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 • Areas of strength
• CV fitness
• Muscular endurance
• Waist circumference
• Waist to hip ratio
• Press ups
• Curl ups
• Areas to work on
• Flexibility
• BMI
• Body fat

Sample summary:

Client Zain Mehra has good fitness levels even with low levels of muscularity. His
cardiorespiratory and muscular endurance are up to the mark. His waist circumference and
waist to hip ratio indicate good health. Flexibility is below par of hamstrings, quadriceps and
hip flexors. He needs to put on muscle mass and reduce fat percentage. Client is ready to start
training.

Sample recommendations: Training Approach

• Zain Mehra needs to stretch 5days a week. A good program will include dynamic and
static/passive stretches.
• He will be prescribed a muscle gain diet to improve lean mass and decrease body fat.
• A five-day week is planned for him – this will include 2 days of cardio and 3 days of
weight training.

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 Planning appropriate Fitness Assessments
Methods of collecting information for tests
• Methods chosen are based on client’s health screening and medical history
• Certain tests that could be detrimental to client’s health are avoided. (e.g. strength
testing).
• Constant monitoring of client is done by means of Talk test, RPE, visual assessment of
fatigue, hyperventilation, etc.
• Tests are administered using effective verbal and non-verbal Communication

Alternatives to physical fitness assessments

If Client is unable to undergo Physical Fitness Assessment,
• Use industry accepted techniques such as questionnaires, diaries and oral questions
related to lifestyle and health history
• Make decision on client’s readiness for exercise
• In the event of a client being deemed unsuitable for immediate exercise, they can be
referred to an appropriate health care professional such as a General Practitioner (GP).

Principles of informed consent

• It is a process of communication whereby a client is enabled to make an informed and
voluntary decision about starting an exercise program.
• It also legally shows that the client understands the risks and benefits of subjecting
themselves to analysis and testing and that they accept responsibility for their
participation.
• Client consent must be obtained prior to gathering personal and confidential
information, health assessment and testing physical fitness.

Client’s rights to take part in fitness assessments

All clients are advised to get themselves assessed

• For them to be able to understand their current status on health & fitness parameters
• To minimize the risks and maximize the benefits of exercise participation
• For them to know their strengths and areas of improvement.
• To set goals and take steps/programming that lead to achieving results in an optimal
way.

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Fitness industry standards and practices for the conduct of safe fitness
assessments.
• During test administration PTs must stay vigilant at all times.
• The highest levels of professional service should be demonstrated at all times
throughout the appraisal process.
• Informing the client of the sensations and feelings to be felt with each test and making
sure the client is comfortable at all times.
• Tests should be stopped immediately & clients referred in the following circumstances:
- Onset of angina-like symptoms
- Significant drop in blood pressure.
- Failure of the heart rate to increase with increased exercise intensity
- Client requests to stop
- Physical or verbal manifestations of severe fatigue
- Failure of the testing equipment

Results of the fitness assessments you have completed and the implications for
exercise program design.

• Client’s stiff posterior chain will be worked through downward dog stretches. Front
squat is a good movement to add to the leg workout.

• Poor development of middle and posterior deltoids: Comprehensive training to the

shoulders is actioned by inclusion of lateral raises and prone high rows.

• The client also showed poor endurance: The client will be put on 3 times a week cardio
program along with his regular strength training.

Impact of reliability and validity on the value of exercise testing

Valid and reliable tests:
• Helps compare client’s fitness levels to Test Norm sheets and establish a fitness
category.
• Helps to establish client’s strengths and weakness. Contribute to setting goals
• Helps in charting performance-oriented results.
• How well the goals & targets have been achieved can be measured any time.
• Carries the potential to increase motivation.

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Errors that could occur during exercise testing.
• Administration of an inappropriate test or unsafe environment in the testing room
• Poorly maintained equipment
• Errors occurring due to lack of in-depth knowledge of the tests
• Not putting Client at ease during the tests
• Ineffective communication or not explaining the motive or agenda of the test to Client.

Actions that could improve the validity and reliability of testing for exercise
clients.
• Chosen equipment should be ergonomically designed and well maintained.
• Ambient temperature to be maintained and humidity to be controlled.
• Timing of the day for testing– not too early nor too late in the day.
• Client should be prepared by providing guidelines for consumption of food, physical
activity and sleep, appropriate clothing
Impact of poor validity and reliability on exercise testing results in relation to
exercise client motivation and program design.
• Tests of poor validity and reliability will bring results that are biased and distorted.
• Results will be inconsistent.
• Result will not be representative of the client and hence can lead to decline in
motivation.
• Program design will be inappropriate to the client.
• Goal planning will be faulty, leading to incorrect direction & off- track results.
Professional limitations relating to safe operation and scope of practice
Fitness professionals do not:
• Have medical patients as their clients
• Diagnose or treat injury, disease or illness in a client
• Prescribe medication, treatments or other therapies
• Prescribe diets
• Monitor progress for medically referred clients
• Rehabilitate
• Do personal counseling

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 SCHEDULING 2 & 3
Planning Exercise Training Programs

1. Prepare 3 personal training schedule cards

2. Prepare 1 client’s 6-week progression plan

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 The Brief
• Create a range of schedule cards for your client based on your findings in the client
interview and fitness assessment.
• Produce a range of Personal training programs in a range of environments to include:
- An outdoor area i.e. park, beach, playground
- An indoor area that is not a specific fitness environment i.e. Client’s home,
community hall, dance studio
- A fitness environment/gym/personal training facility
• Personal training program for the following clients (any 3)
- Experienced (Intermediate/advanced level)
- Inexperienced (beginner)
- Active (lifestyle)
- Inactive (sedentary)
Overview of the schedule card:
• Cardiovascular (CV) Fitness
• Muscular fitness
• Flexibility
• Motor Skills (For e.g. Proprioception, balance)
• Core stability
Equipment to choose and use:
• Cardiovascular machines
Gym based equipment • Resistance machines
• Free weights – including barbells and dumbbells and
cables where available
• Exercise balls
• Bars
Portable equipment • Bands
• Cardiovascular equipment such as skipping ropes,
aerobic step
• Free weight such as kettle bells

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Each Personal Training program must contain the following
components…
Warm up:
• Appropriate warm up (Cardio warm up, List of mobility drills with reps & sets)
Cardio:
• You must plan and instruct the following types of CV training:
- Interval or Continuous
• Your CV component must be:
- On a different piece of CV equipment to your warmup
- Inclusive of details of the intensity of the CV session (e.g. % MHR, RPE)
- Having key coaching points for the type of equipment you are using.
- Minimum of 15 minutes in duration (excluding warm up).
• Provide options to the exercise program if clients cannot follow as planned.
Resistance:
• This component must include resistance machines and free weights
• You must plan and instruct a minimum of two of the following approaches to training
using different exercises:
- Forced reps - Super sets
- Cheats - Tri-sets
- Drop sets - Giant sets
- Pyramid - Pre-exhaust
- Negative / eccentric - Post-exhaust

• You must include a minimum of 8 resistance exercises on your lesson plan, together
with key coaching points, sets, repetitions, rest periods & intensity.

Core:
• At least one Abs (isotonic) exercise
• At least one core stability (isometric) exercise
Cool down:
• 5 min of easy walk or cycling
• Relevant post-workout stretches. Identify which muscles are being stretched and
whether they are maintenance or developmental stretches.

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 Training techniques – glossary
• Pyramid: You start light and gradually increase the weight and decrease the reps. the
warmup sets become the working sets.

• Super-setting: when 2 sets are done back to back without rest for antagonistic
muscles, it is jointly called as a super set. For e.g. If barbell rows were done immediately
following bench presses, it would be called as one super set.
• Tri sets: the same concept of super set, with the addition of a 3rd set back to back.

• Giant sets: You do four or more exercises for one muscle group consecutively without
taking any formal rest between exercises. A cable chest fly followed by incline machine
chest press followed by bench press followed by pushups.

• Forced repetitions: After reaching concentric failure, the spotter helps the person up
to the culmination of the concentric phase and then lets go of the resistance to allow
the person to use his own eccentric strength to lower the weight under control. This is
done for about 2-3 reps beyond concentric failure.

• Pre/post exhaust: Pre-exhaust, is pre-fatiguing or pre-tiring a certain muscle of a

complex (Pushing/pulling/lower body - e.g., chest, legs, deltoids) using an isolation
exercise first and then finishing with one or two compound movement. E.g. straight arm
pull-down followed by bent over rows.

• Negative/eccentric training: The person takes a weight heavier than his 1 RM, gets
helped to the top of the concentric via a spotter and then concentrates all his energies
on using his eccentric strength in lowering the weight under control. After reaching the
bottom of the eccentric, the person is helped completely on the concentric by the
spotter to again lower down the weight for another controlled negative.

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 Making one program card
Planning Exercise Training Programs for 3 case studies

Case Study 1 Inexperienced; Park

• Mrs. Priti Sharma
• 38 years
• Client goal: Improve fitness level for upcoming trek in Ladakh
• Par-Q: Clear
• Portable equipment for exercise:
- Elastic Resistance Tubing
- Dumbbells
- Mat

• Warm Up:
3-5 minutes of spot marching
Mobility Drills: Each movement 8-10 times
1. Neck - multidirectional
2. Shoulder rolls and swings
3. Torso twists
4. Windmill
5. Lunge side to side
6. Warrior lunges
7. High knees (knee into chest)
8. Butt kicks
9. Heel raises

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Cardio Main: Choose any ONE
Option 1: Brisk walk on the Option 2: Cycling on the Option 3: Swimming
walking track of the park; track around the park and (community pool)
Key teaching points: community area. Key teaching points:
-Attention to gait Key teaching points: -Maintain speed through the
-Spine tall; -Wear your helmet; laps
-Check the brakes and tire -Kick up and down from the
-Chest lifted;
pressure; hips, not your knees;
-arm swings natural and -Look towards where you -Let your strokes be powerful
rhythmic. want to go. -Breathe for every 2-3 strokes
-Maintain a straight back

- Intensity: 50-60% MHR as calculated by Karvonen’s formula / RPE: 4-5

-Total duration: 15 minutes
-Type: Continuous/Steady state

Resistance training:

Sr. no. Exercise Intensity technique Sets Repetitions

1 Squats 15
2 Front squats 15
Giant set 2
3 Lunges 15
4 Step ups 15
5 One arm row 2 15
6 Overhead Press 15
7 Lateral raises Tri set 2 15
8 Dumbbell curls 15

Rest intervals between Giant sets and tri-sets – 30 seconds or until breathing
recovery.
• Specific Instructions:
o Maintain neutral spine throughout the set

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 o Hold the neck steady
o Grip the resistance firmly
• Core:
o Crunch-cum-sit up – 20 reps *2 sets
o Plank – hold for 20 sec * 2 times

• Cool down and Stretches:

o 5 minutes easy pace walk/cycle
o Isolated Stretch for Upper Trapezius-Maintenance stretch
o Developmental stretches:

Stretches Muscles Sets Holding

time
Anterior fascia Muscles in front of the body including 2-3 30 seconds
line quadriceps, rectus abdominus
Posterior fascia Muscles in the posterior of the body 2-3 30 seconds
line including
calves, hamstrings, gluteal, etc.
Spiral fascia Muscles running across the body including 2-3 30 seconds
line obliques, rectus abdominus, latissimus
dorsi, etc.
Lateral fascia Muscles to the sides of the body including 2-3 30 seconds
line tensor
fascia latae, oblique’s, etc.
Arm line fascia Muscles including forearms, biceps, 2-3 30 seconds
pectorals, etc.
Be sure to relax as you stretch...breathe out when trying to reach a greater ROM.

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 Case Study 2: Experienced (Active); Home gym
• Ms. Usha Tripathi
• 33 years
• Client goal: Wants to compete in intersociety Kabaddi tournament
• Par-Q: Clear
• Portable equipment for exercise:
- Skipping rope, Aerobic step,
Kettle bells, resistance bands
• Warm Up:
- Jogging with gradually increasing speed. Then jogging with different
movements added: High Knees, Butt kicks
- Mobility Drills: 1-2 sets of 8-10reps:
1. Neck rotations in multiple planes
2. Shoulder Rotations
3. Retract Protract
4. Elevate Depress
5. Wrist rotations
6. Seated Spine flexion extension
7. Leg swings in multiple directions
8. Tibia hugs, lying down
9. Ankle rotations

• Cardio:
A Circuit for 20-30 minutes of:
1. Burpees x 10 6. 30 seconds Active rest- Walk
2. 30 seconds Active rest- Walk 7. Skip Rope x 2 minutes
3. KB Swings x 50 8. 30 seconds Active rest- Walk
4. 30 seconds Active rest- Walk 9. Rev. Quadruped Walk x10 steps
5. Mountain Climbers x 50 Repeat.

Intensity: 70% - 75% of MHR. RPE: 7-8

Cardio program type: Interval

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 • Resistance training:
Sr. no. Exercise I. Technique Sets Repetitions
1 Jump Squats 3 5
2 Pistol squats 3 10
3 Banded pull through 2 20
4 Banded leg curls 2 20
Push-ups: Hands elevated – regular
5 Pyramid 1 15,10,5
push-ups – typewriter push-ups
6 Renegade rows 10
7 Banded row Tri-set 1 15
8 Straight arm Pull down 20
RPE: 7-8
Rest period between sets: Breathing recovery
Specific instructions:
Pistols: Make sure the arms are outstretched ahead to provide good
counterbalance. Banded rows: Pull your elbows back explosively
• Core:
- Crunch-cum-sit up: 2-3 sets 12-15 reps
- Plank – hold for 20 sec * 2 times

• Cool down and Stretches:

- 5 minutes easy pace walk/cycle
- Isolated Stretch for Upper Trapezius-Maintenance stretch
- Developmental stretches:

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Stretches Muscles Sets Holding
time
Anterior fascia Muscles in front of the body including 2-3 30 seconds
line quadriceps, rectus abdominus
Posterior fascia Muscles in the posterior of the body 2-3 30 seconds
line including
calves, hamstrings, gluteals, etc.
Spiral fascia Muscles running across the body including 2-3 30 seconds
line obliques, rectus abdominus, latissimus
dorsi, etc.
Lateral fascia Muscles to the sides of the body including 2-3 30 seconds
line tensor
fascia latae, oblique’s, etc.
Arm line fascia Muscles including forearms, biceps, 2-3 30 seconds
pectorals, etc.
Be sure to relax as you stretch...breathe out when trying to reach a greater ROM.

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 Case Study 3: Experienced; Commercial gym
• Mr. Sushant Tambe
• 34 years
• Client goal: Wants to continue being fit; focus on muscle hypertrophy and aesthetics
• Par-Q: Clear

• Warm Up:
3-5 minutes brisk walk on Treadmill
Full body mobility drills: 1-2 sets of 8-10 reps
1. Neck rotations in multiple planes
2. Shoulder Rotations
3. Retract Protract
4. Elevate Depress
5. Seated Spine flexion extension
6. Leg swings in multiple directions
7. Tibia hugs, lying down
8. Warrior Lunges
9. Alternate Toe Touches

• Cardio:
- Combo of different Cardio equipment Specific instructions:
for a total of 20 minutes, using - Maintain intensity throughout session
continuous/Steady state training - Use safety clip on the treadmill
technique. - Co-ordinated upper and lower body
- RPE 6-8 movement on the rower and elliptical
- % MHR:65%- 70% trainer.
- No rest while changing cardio equipment

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 • Resistance training:
Sr. no. Exercise I. Technique Sets Repetitions
1 Squats 2 65kg*6
2 Step up 2 20kg*5
3 Low cable rows 2 50lbs*6
4 Lat pulldown wide grip Pyramid 1 70lbs*10,80lbs*8, 90lbs*5
5 Decline D/b press 2 40lbs*8
6 Incline D/b press 2 20lbs*2
7 Calf raises 2 130 lbs*6
Leg curls 100lbs*6, 90lbs*6, 80lbs*6,
8 Drop set 1
70lbs*6, 60lbs*6
RPE – 7-10; Rest Interval between sets: 1-2 minutes
Specific instructions:
- Maintain neutral spine throughout the set.
- Hold the neck steady
- Grip the resistance firmly.
• Core:
- Crunch-cum-sit up: 2-3 sets; 12-15 reps
- Plank – hold for 20 sec * 2 times

• Cool down and Stretches:

- 5 minutes easy pace walk/cycle
- Isolated Stretch for Upper Trapezius-Maintenance stretch
- Developmental stretches:

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Stretches Muscles Sets Holding
time
Anterior fascia Muscles in front of the body including 2-3 30 seconds
line quadriceps, rectus abdominus
Posterior fascia Muscles in the posterior of the body 2-3 30 seconds
line including
calves, hamstrings, gluteals, etc.
Spiral fascia Muscles running across the body including 2-3 30 seconds
line obliques, rectus abdominus, latissimus
dorsi, etc.
Lateral fascia Muscles to the sides of the body including 2-3 30 seconds
line tensor
fascia latae, oblique’s, etc.
Arm line fascia Muscles including forearms, biceps, 2-3 30 seconds
pectorals, etc.

Be sure to relax as you stretch...breathe out when trying to reach a greater ROM.

47 | P a g e
 6-week progression plan
6-week program objectives:
Create a 6-week progressive Personal Training program for your client. The program should be
based on the following:
• Two sessions per week
• Progression over the six weeks
• A prediction of the increase in intensity (Reps, sets, weights, rest etc.)
• A range of cardiovascular, resistance and body weight exercises including exercises for
core stability
• Range of training approaches for cardiovascular & resistance training such as:
- Interval and continuous
- Drop sets, Supersets, Tri sets, Giant Sets, Negatives, Pre/Post-Exhaust, Circuit,
Forced Reps and Pyramids

6-week program should include:

• Appropriate warm up activities
• Appropriate cardiovascular approaches:
- interval training / continuous training
• A minimum of 4 of the following approaches to resistance training (training systems):
- Forced reps - Super sets
- Cheats - Tri-sets
- Drop sets - Giant sets
- Pyramid - Pre-exhaust
- Negative / eccentric - Post-exhaust

A suitable range of resistance equipment:

- This could include resistance machines, free weights
- Appropriate core stability exercises
- An appropriate cool down including the use of suitable stretching.
- Each session should last between 30 – 60 minutes

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 6-week progression plan
Guidelines and Sample workout plan for Mr. Sushant Tambe,
Experienced in Commercial Gym
• Warm up: All workout days
3-5 minutes of Cardio (walking on Treadmill or “march in place”)
Full Body Mobility Drills: 1-2 sets of 5-10 reps
- Neck rotations in multiple planes - Leg swings in multiple directions
- Shoulder Rotations - Tibia hugs, lying down
- Retract Protract - Ankle rotations
- Elevate Depress - Warrior Lunges
- Seated Spine flexion extension - Alternate Toe Touches

• Cool down and Stretches: All workout days

- 5 minutes easy pace walk/cycle
- Isolated Stretch for Upper Trapezius-Maintenance stretch
- Developmental stretches:
Stretches Muscles Sets Holding
time
Anterior fascia Muscles in front of the body including 2-3 30 seconds
line quadriceps, rectus abdominus
Posterior fascia Muscles in the posterior of the body 2-3 30 seconds
line including
calves, hamstrings, gluteals, etc.
Spiral fascia Muscles running across the body including 2-3 30 seconds
line obliques, rectus abdominus, latissimus
dorsi, etc.
Lateral fascia Muscles to the sides of the body including 2-3 30 seconds
line tensor
fascia latae, oblique’s, etc.
Arm line fascia Muscles including forearms, biceps, 2-3 30 seconds
pectorals, etc.

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 Week 1 & 2
Monday & Thursday
(Full Body Workout)
• Cardio:
- Combo of different Cardio equipment Specific instructions:
for a total of 20 minutes, using - Maintain intensity throughout session
- Continuous/Steady state training - Use safety clip on the treadmill
technique. - Co-ordinated upper and lower body
- RPE 6-7 movement on the rower and elliptical
- % MHR: 55%- 65% trainer.
- No rest while changing cardio equipment
• Resistance training:
Sr. no. Exercise I. Technique Sets Repetitions
1 Squats 2 65kg*6
2 Step up 2 20kg*5
3 Low cable rows 2 50lbs*6
4 Lat pulldown wide grip Pyramid 1 70lbs*10,80lbs*8, 90lbs*5
5 Decline D/b press 2 40lbs*8
6 Incline D/b press 2 20lbs*2
7 Calf raises 2 130 lbs*6
Leg curls 100lbs*6, 90lbs*6, 80lbs*6,
8 Drop set 1
70lbs*6, 60lbs*6
RPE – 7-10; Rest Interval between sets: 1-2 mins
Specific instructions:
- Maintain neutral spine throughout the set. - Hold the neck steady
- Grip the resistance firmly.

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 Core:
o Crunches on machine: 2-3 sets 12-15 reps
o Plank – hold for 20 sec * 2 times

Week 3 & 4
Monday (UB) & Thursday (LB)
Progression approach: Split the body
Training techniques used: pyramid & drop sets
• Cardio: Monday and Thursday
- MIIT (Moderate Intensity Interval Specific instructions:
Training) on Treadmill • 4 min walk 2 min jog * 3 times; Total time
- RPE 6-8 is 20 min.
- % MHR: 65%- 75% • Co-ordinated upper and lower body
movement on the treadmill

• Resistance training:
Monday: upper body
RPE: 7-10
Sr. no. Exercise I. Technique Sets Repetitions
1 Dead lift 2 80kg*6 reps
2 Low cable rows 2 60lbs*6
Narrow Grip Lat Pull
3 2 70lbs*6
down
4 Wide Lat pulldown Pyramid 1 70lbs*10, 80lbs*8, 90lbs*5
5 Decline D/b press 3 45lbs*8
6 Incline D/b press 3 50kg*5
7 B/B Push press 3 50kg*5
8 Cable push down Drop set 1 50lbs*5, 40lbs*5, 30lbs*5

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Specific instructions:
- Maintain neutral spine throughout the set.
- Hold the neck steady
- Grip the resistance firmly, no slacking.

Thursday: lower body

RPE: 7-10
Sr. no. Exercise I. Technique Sets Repetitions
1 Squats 2 75kg*6
2 Front squats 2 50kg*5
3 Step up 2 30kg*5
90lbs*15, 135lbs*10,
4 Unilateral leg press Pyramid 1
180lbs*7, 220lbs*4
5 Standing calf raises 3 140lbs*6
6 Seated calf raises 3 125lbs*6
100lbs*6, 90lbs*6, 80lbs*6,
7 Seated leg curl Drop set 1
70lbs*6, 60lbs*6
8 Toe raises 3 15lbs*8

Specific instructions:
- Maintain neutral spine throughout the set.
- Hold the neck steady
- Grip the resistance firmly, no slacking.

• Core:
- Crunches on machine: 2-3 sets 10-12 reps (increase the weight)
- Plank – hold for 20 sec * 3 times

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 Week 5 & 6
Monday (UB) & Thursday (LB)

Progression approach: Increase in poundage, reps and sets.

Training techniques used: Forced reps. Drops sets, Tri sets

• Cardio: Monday and Thursday

- Steady state training Specific instructions:
- RPE 6-8 • Maintain intensity throughout session
- % MHR: 70%- 80% • Use safety clip on the treadmill
- Combo of different Cardio • Co-ordinated upper and lower body movement
equipment for a total of 20 on the rower and elliptical trainer.
minutes. • No rest while changing cardio equipment

• Resistance training:
Monday: upper body
RPE: 7-10
Sr.no Exercise I. technique Sets Repetitions
1 Dead lift 2 90kg*6 reps
2 Low cable rows 2 70lbs*6
Narrow Grip Lat Pull
3 2 80lbs*6
down
4 Wide Lat pull down Forced reps 2 95lbs*5
5 Decline D/b press 3 50lbs*9
6 Incline D/b press 3 30kg*8
7 B/B Push press 3 50kg*8
50lbs*5, 40lbs*5, 30lbs*5,
8 Cable push down Drop set 1
20lbs*5

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Specific instructions:
- Maintain neutral spine throughout the set.
- Hold the neck steady
- Grip the resistance firmly, no slacking.
Thursday: lower body
RPE: 7-10
Sr. no. Exercise I. technique Sets Repetitions
1 Squats 2 85kg*6
2 Front squats 2 60kg*5
3 Step up 2 30kg*5
90lbs*15, 135lbs*10,
4 Unilateral leg press Pyramid 1
180lbs*7, 220lbs*4
5 Standing calf raises 110lbs*6
6 Seated calf raises Tri set 2 105lbs*6
7 Seated leg curl 110lbs*6
8 Toe raises 3 15lbs*8
Specific instructions:
- Maintain neutral spine throughout the set.
- Hold the neck steady
- Grip the resistance firmly, no slacking.
• Core:
- Crunches on machine: 2-3 sets 8-10 reps (increase the weight)
- Plank – hold for 25 sec * 3 times

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 SUPPORT TASKS
Actions taken to provide for motivation, adherence and follow-up
Motivation:
- Frequent reminders about aesthetic appeal of muscles
- Emphasizing the physical benefits of working out and positive effects on hormones.
- Making new friends in the gym and sharing his progress with them.
- Music – playing his favorite numbers during workout.
- Sharing videos of his training and progress with friends and gym group.

Attendance/ Consistency:
- Calendar alerts on smart phone
- Using family to support and remind him about his sessions at the gym.

Alternatives:
- Since client was busy for couple of weeks, volume of workout was cut in half and body
weight workout was used sometimes
- Carry bands if going out for extended time.

- Follow Up & Review:

- Start of program 15th Feb 2020
- Review: every two weeks; marked on Calendar and in the workout diary; reminder set
on Google Calendar
- Next assessment date: 3rd week of March – 18th March 2020.

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 Post 6 weeks
Reassessment & Report of fitness tests of Mr.Sushant Tambe,
Post 6
Test Results Category weeks Category
result
Digital Blood Pressure 110/80 Normal 110/80 Normal
Anthropometrics:
24.5 Overweight 23.5 Overweight
1. BMI
2. Waist Circumference 35.5 High Risk 33.5 Low risk
3. Waist to Hip Ratio 0.96 High Risk 0.91 Low risk
Body Composition: BIA
Bio-electrical 33% Obese 30% Obese
Impedance Analysis
Cardiovascular Fitness: Above
99 bpm 89 bpm Good
3-minute step test Average
Muscular Endurance: Needs Needs
3 8
1. Press ups/Push ups improvement Improvement
Needs Needs
2. Curl Ups 4 8
improvement Improvement
Flexibility:
L: P; R: P L: P; R: P
1. Quadriceps
2. Hamstrings L: F; R:F L: P; R: P
3. Hip Flexor L: P; R: P L: P; R: P
Posture alignment
Bow legs -
observation
Report:
• Client has improved his BMI, Waist circumference and WHR.
• Client has dropped good amount of body fat. He is feeling very good about himself and
is energetic through the day.
• CV test: Recovery heart rate has significantly improved.
• The performance in push-ups and curl ups have doubled.
• Hamstring Test is also pass.

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 Goals, Motivation and Preferences:
• Tracking and monitoring progress were done by videos and photos.
• The measuring tape helped show inch loss; so, client was very happy.
• His short-term goal of waking up early at 6.30 am, 3 times a week, has been achieved
and he was regular in his workouts.
• Since he preferred to work out in the gym, it was ideal to achieve his goal of building
good hypertrophy.

Future course of action:

• Client should stick to nutrition plan to reach fat loss goals.
• He needs to practice pushups and curl ups to get better results. I will increase intensity
in weight training to build better strength.
• He will need more frequent developmental stretches in the posterior chain to maintain
the hamstring flexibility.

Resource Pool of Weight training exercises:

•Squat •Bent over rows •Overhead press
•Front squat •Lat pulldown /chin ups wide •Lateral raise
•Overhead squat •Lat pulldown/chin ups narrow •Prone high rows
•Static lunge •Low cable rows •Dumbbell curls
•Plyometric lunge •Supported rows •Reverse cable curls
•Reverse lunge •One arm row •Pinch holds
•Step up •Shrugs •Farmer walk
•Straight leg calf raises •Dead lift •Gorilla gripper
•Seated calf raises •Good morning •Close grip bench press
•Leg curls •Back extension •Parallel bar dips
•Toe raises •Superman •Cable push down
•Stiff leg deadlift •Decline DB press •External rotation
•Hip thrust •Incline DB press
•Leg press •Standing cable press

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MOTIVATION AND
ADHERENCE

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 Understanding Motivation and Adherence:
• The word ‘motivate’ is derived from the Latin for ‘move’ and can be defined as ‘the
internal mechanisms and external stimuli that arouse and direct our behavior’.
• In other words, motivation is what prompts a person to act. This can include the
motivation to make lifestyle changes in order to cause improvement in overall Fitness. It
is a set of forces that energize, direct and sustain behavior.

• Exercise Adherence: is the ability to maintain an exercise program for an extended time
period. (Regularity/ commitment).
- It is one of the biggest problems for most people.
Role of intrinsic and extrinsic motivation in exercise behavior:
Intrinsic Motivation Extrinsic Motivation
(from inside) (from outside)
• Satisfaction gained in the activity itself • Is related to rewards and punishment
• Reward: taking part in the activity itself • Examples: Wanting to shape up due to
• Enjoyment, interest and competence peer pressure,
are positively related to intrinsic • Fear of becoming sick or
motivation. hospitalization,
• It is a requirement of continued • Wanting to be admired
adherence. • Losing fat to shape up for wedding,
• This type of motivation can be linked to event, etc.
outcome goals: for example, when an • Many people are motivated
individual achieves a certain exercise extrinsically, so it is prudent to
goal it could lead to a positive feeling of ascertain which extrinsic motivational
self-achievement. factors an individual respond best to.
• Being dependent heavily on extrinsic
motivators will adversely affect exercise
adherence in the long run.
• To be successful, it is important to have both Internal and External motivators.

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 Standard Client goals & Expectations they have from PT
Expectations need to be met to sustain motivation and adherence

Goals Expectations from a PT

• Lose fat. • Patience
• Build muscle. • Empathy and compassion
• Get stronger. • Communication skills
• Improve endurance/conditioning. • Professionalism
• Improve athletic skills. • Education
• Improve flexibility and balance • Personality
• Get onto a healthy nutrition plan. • Passion for fitness
• Have a consistent approach to health • Understanding of scheduling
and fitness
• Improve immune system
• Get out of comfort zone

Help Clients identify barriers and their Solutions:

Possible Barriers Possible Solutions
• Insufficient time • Educate client on the health and
• Lack of self-motivation, Boredom lifestyle benefits of exercise
• Lack of confidence and self-esteem • Suggest group exercise
• Fear of being injured or having been • Get support from family/ friends
injured recently • Praise previous personal
• Lack of self-management skills accomplishments
• Lack of encouragement, support or • Plan, Organize and help set goals.
companionship • (Sometimes it is not possible to offer
• Lack of Fitness Facility solutions – depends on nature of
• Health concerns barrier)
• Lack of Support Network
• Lack of knowledge
• Family, work
• Embarrassed or Feel too old

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 Personal and situational factors which can affect exercise
adherence:
• Smoking • Gender,
• Age • Exercise history
• Income • Sporting history.
• Level of education • Efficacy (confidence to do an activity)
• Body – weight and image • Habits and lifestyle
• Personality type • Family situation
• Self-concept

• Adherence means "sticking to” something prescribed.

• Research has shown that some of these factors make it less likely a person will stick to
their exercise routine.
Client responsibility:
• It is important that clients take responsibility for their own fitness and motivation for:
- Achievement of their goals
- Adhering and maintaining their exercise program
- Be accountable (justify action or decision)
- Self-motivation enables the client to expand themselves in a way to motivate
others.

Range of strategies to improve exercise adherence:

• Group training
• Progress charts
• Self-monitoring
• Goals setting
• Personal training contract / agreement
• Choice- provide alternative exercises the client can do successfully
• Reinforcement – acknowledge client’s gains and triumphs.
• Rewards – provide praise for attempts and accomplishments
• Physical setting – create an enjoyable (stress free) fitness training and learning
environment
• Exercise variety – provide skill training and monitor client’s ability to do it.
• Minimized discomfort and injury – realizes client’s fitness level, limitations and abilities.
• Periodic fitness and health assessment – review progress on a pre-set, regular basis.

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Apply a variety of motivational techniques when training clients:
• Motivation: desire or willingness to do something.
• Create a motivational environment – clean facility, well lit, air conditioned, and
ergonomically designed equipment.
• Be a good teacher – make sure you know everything about form, technique, physiology
of exercise; be punctual.
• Get client buy-in and encourage commitment – discuss and set SMART client goals,
jointly make an action plan to reach them.
• Measure performance regularly and track progress – celebrate little victories or
improvements along the way.
• Make every session fun – enjoyable activities are more likely to be repeated. Make the
session engaging and exciting.
• Use of rewards (use judiciously): Free personal training session; gift of workout clothes,
free nutrition consultation, etc.

Behavioral strategies and principles to enhance exercise, health

behavior change and lifestyle modifications:
• Simply asking the individual which stage they think they are at, is sometimes enough, or
the answers they give to the instructor’s questions can make it evident. Depending on
the identified stage of change, the instructor can use below mentioned strategies to
help the individual stay motivated:
• cognitive processes
• behavioural processes
• changes to exercise behaviour
• changes to dietary intake
• lifestyles changes

To cause health behavior change and lifestyle modifications, a

variety of approaches can be used with the client:
• Cognition: Appealing to the logic, reason and judgment of the individual by explaining
the benefits of exercise and by highlighting the ill effects of being sedentary.
• Behavior change strategies include self-efficacy strategy and use of SMART goals:
- By making the clients aware of their potential and ability to succeed, the trainer
can boost his self-belief and confidence to execute and adhere to exercise

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 routines. (Self-efficacy is the individual’s personal judgment of his or her ability to
succeed in reaching a specific goal)

- Setting specific, measurable, achievable targets using realistic resources and by

providing a time frame is an excellent way to keep the client motivated and
engaged into his fitness program.

- Changes to exercise behavior can be caused by constant monitoring of the fitness

and health parameters, and by providing positive reinforcements.

- Dietary intake needs to be tracked constantly. Any new habits or changes to the
current pattern should be picked up in order to avoid relapse.

- Incorporating lifestyle changes is of paramount importance and can be realized by

self-monitoring of goals and also through the support of peer and other groups.

Models of Behavior Change

Trans theoretical Model of Behavior Change (Stages of Change Model)

As can be seen from Fig. above, there are several stages of change that will vary in duration
depending on the individual. Table below describes the stages of change in more detail. It is
interesting to note that stages of change in relation to exercise uptake are cyclical in nature: in
other words, an individual can go from one stage to the next and back again provide help or
support in order for the individual to progress through the stages.

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 Stages of motivational readiness and processes of change:

Models/techniques used to understand and enhance motivation

and achievement:
- Health belief model - The health belief model (HBM) is a psychological health behavior
change model developed to explain and predict health-related behaviors, particularly in
regard to the uptake of health services.
- Trans-theoretical model (TTM) - The TTM is an integrative model to conceptualize the
process of intentional behavior change.
- Social cognitive model: states that learning occurs in a social context with a dynamic
and reciprocal interaction of the person, environment, & behavior.

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 Personal, environmental and cognitive factors can affect
exercise adherence:
• Social Cognitive Theory:
- Behavior change is influenced by environmental factors, personal factors and
attributes of the behavior itself.
- Factors include personality, mood, emotion, stereotypes, general attitudes, past
behavior, education, age, gender, income, religion, race, ethnicity, culture,
knowledge, media intervention (In short Personal factors that can affect exercise
adherence include mood, emotions, general attitudes, age, gender, etc.)
- Environmental factors include weather, traffic, safety, stray dogs, etc.
- Self-efficacy is central to this model
(Individual must believe in his or her ability to perform the behavior and must
perceive an incentive for changing the behavior)

Use of incentives & rewards can strengthen client’s motivation

and adherence:
• Rewards and incentives make a client feel appreciated and like they are in a supportive
environment. People are then excited about participating in gym activities.
• A few ways to strengthen clients’ motivation and adherence:
- Provide free personal training session, nutritional consultation or workout
clothes.
- Gamification: Earning points and stars.
- Have special competitions: Award prizes. Each member’s progress can be
displayed prominently
- Create a show around enrollment anniversaries

Methods Of: Evaluating Self-motivation, Evaluating Self-efficacy,

Evaluating Readiness for Behavior Change
• Evaluate Self-Motivation:
Identifying the stage, the client is currently placed in the Trans-theoretical model of
readiness to change (e.g. contemplation, preparation, relapse, etc.)

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• Evaluate Self-Efficacy:
By assessing the confidence level of the client: On a scale of 1-100%, if their confidence
level is 70% or greater, individuals are more likely to be successful in their behavior
change.
• Evaluate Readiness for Behavior Change:
Readiness for behavior range is supported by goal setting, action steps, support
systems, etc. In a goal setting worksheet, these parameters are graded for certainty of
reaching the goal on a scale of 1-100% by the client. The client should be at least 70%
confident that she can meet the goal within the time frame.

The arousal and anxiety theory, its relationship to exercise

performance, adherence and behavior change:

• At low levels of arousal, performance will

be below par, the athlete is not psyched
up.
• As arousal increases so does performance,
up to an optimal point. After this point,
further increases in arousal lead to
declines in performance.

• If the athlete perceives the demand as a challenge, the result will be an increase in
motivation and performance.
• If it is perceived as a threat, there is an increase in worry and a reduction in
performance.
• Anxiety and arousal can be a barrier to exercise adherence and behavior change.

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 Overcoming arousal and anxiety
• Anxiety management: Support, self-care, sleep, breathing and listening to music.
• Progressive relaxation: reduces anxiety and calms the mind.
• Stress management: meditation, time in nature, sleeping well, connecting socially
and prioritizing tasks.
• Visualization strategies: use during meditation by formulating a clear image of what
you want; combine it with a strong positive emotion.
• Self-talk: change self-talk from negative to positive is an excellent way to manage
anxiety and stress.

Providing positive reinforcement & feedback to clients to

positively influence exercise behavior & increase client’s
confidence
• Reinforcement should immediately follow the action.
- Praise, smile, nod, thumbs up
- Boost Client Motivation via Social Media.
- Motivate with Fitness Challenges.
- Use positive language
- Set Attainable Goals
- Set Fitness Rewards

How to form effective working relationships with clients

• This is critical to client adherence.
• Present a positive image of self to clients
• Clearly define own role and responsibilities
• Communicate clearly with clients in a way that makes them feel valued
• Use instructing styles that match clients’ needs
• Ensure the relationship with clients follows good practice and ethical requirements
• Show that diversity and equal opportunities are valued for all clients
• Maintain confidentiality requirements
• Handle any disagreements and complaints promptly and positively.

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 How to interpret client responses including body language and
other forms of behavior especially when undertaking exercise
• Observe client’s body language (facial expressions, hand and body movements, etc.)
• Interpret pitch, volume and tone of voice.
• Listen to the words spoken.
• It is necessary to consider all 3 elements of communication.
- 57% of communication is via body language - eye contact, gestures (such as
shrugging shoulders), facial expressions, hand and body movements and
breathing patterns.
- A further 36% of communication takes place through tonality; that is, tone (pitch),
tempo (speed), timbre (quality) and volume.
- Words, or the things that are actually said, account for only 7% of
communication.)

Communicate effectively with the client both verbally and non-

verbally
Effective verbal communication Effective non-verbal communication
• Be direct, be clear • Pay attention to your non-verbal signals
• Repeat when needed • Use good eye contact
• Communicate bit by bit • Concentrate on your tone of voice
• Speak slowly and rephrase your when speaking
sentence • Be aware of your body posture
• Don’t talk down to the other person - Hand Gestures
• Listen carefully and patiently - Facial Expression

Importance of valuing equality & diversity when working with

clients
• Equality means that all clients are treated equally & none are discriminated against.
• Diversity means that people from a variety of backgrounds are welcome.
• If equality and diversity are actively promoted, then your business will thrive.
• Ensures the trainer & workplace have high moral, ethical & business values
• Ensures that fitness facility operates within the legal framework of legislation
• Helps to increase clients’ trust and promote adherence
• Depicts highest standards of customer care irrespective of race, color, nationality,
educational achievement, gender, age, disability, political and religious beliefs.

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Importance of being positive, sensitive and polite in responding
to a client’s complaint
Being positive, sensitive and polite in responding to a clients’ complaint, leads to many
positive outcomes:
- Provide better service experience to the Client
- Customer feedback helps to improve service quality
- Enhanced belongingness
- Boost in customer loyalty
- Enhanced client referrals and conversions
- Richer customer experiences
- Enhanced brand image

Standard complaint handling procedure that generally operates

within the fitness industry
• Recognize Client dissatisfaction.
• Listen and take ownership of the complaint.
• Be positive, sensitive and polite in responding to the Client complaint.
• Record the complaint, acknowledge receipt of the complaint and reassure the customer,
explain any delay in dealing with the Client.
• Follow the Organization's policies and procedures to record, handle and carry forward
the complaint to the concerned personnel.
• Make the complaint time bound, if possible, follow up and close the issue raised within
the time period.
• Apologize for the inconvenience caused and thank the Client for bringing up the
opportunity to fix an issue.

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HEALTH AND SAFETY IN A
FITNESS ENVIRONMENT

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 Meaning of Health and Safety in Fitness Environment
• Fitness instructors need to address many health and safety issues due to the emerging
litigation environment that they work in and, more importantly, for the safety of their
clients.
• The main areas for concern are health and safety at work, equipment management, risk
assessment, emergency first aid, potential accidents/incidents and managing special
population clients.
• Gym environment or Fitness facility should be free from anything that can cause harm
or cause a risk to health or life.
• Provision and Maintenance of work premises
• Rectifying risks involved in usage, handling of the facilities
• Constant monitoring to check the quality of premises, cleanliness, ventilation,
temperature, clean drinking water and urinals
• Appropriate arrangement of First Aid and Contingency Plan for Emergencies

Potential risks in Health and Fitness Environment

• A risk in the workplace could cause harm to people. The aim is to make sure that
nobody gets hurt or becomes ill.
• Potential Risks:
Fire and Electricity related Risks
Moving Parts of Machinery or Faulty Machinery
• Certain exercises can also constitute a risk depending on the individual concerned in
terms of injury or disability (handled by special population Instructor)
• Although risks cannot be eradicated completely, they can be recognized, addressed and
minimized.
• When planning an exercise session, it is advisable to complete and document a risk
assessment. This acts as a written reminder for the instructor as well as providing
evidence that preventative steps were taken, should an accident occur.

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 Emergencies and dealing with them
• Slipping/Tripping Hazards • Remain CALM and avoid any panic
• Fire among facility users or workers
• Moving Parts of Machinery or Faulty • Escalate or report the situation to the
Machinery concerned person.
• Ergonomic Hazard (Injuries occurring • Contact emergency services – to
due to Incorrect Usage of Gym minimize any further risks
Equipment) • Assess the situation and take
appropriate action
• Administer first aid as per requirement
• Provide CPR or AED, if needed, and call
the ambulance
• When contacting the emergency
services, clear and accurate
information must be given with regard
to the following:
• Own name
• Nature of emergency
• Details of any casualty
• Time of emergency
• Facility details
• Contact number

Dealing with an Emergency with special population groups

• Children:
- Words and concepts clear and familiar to the children should be used
- Give simple, direct, short and truthful answers to children’s specific questions
- Calm down the children & give them confidence to recover from situation

• Older Adults:
- Consider mobility restrictions and take the nearest exit route and help elders
reach the safe place
• Disabled Users:
- Emergency Procedure similar to older adults
- Arrange required modalities to help disabled users reach to safe place
- Stay Calm and follow standard or set evacuation protocols

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 Importance of following Emergency Procedures calmly and
correctly
• Helps to handle situation effectively as per Emergency Procedures laid down
• Remaining calm helps to provide required help or take appropriate decisions as per the
situation.
• (When faced with an emergency, we are biologically created to be reactive, rather than
thoughtful or critical in our thinking. Panic, therefore, makes us behave in an emotional
manner rather than a thoughtful manner; we react emotionally to the danger facing us).

Fitness Instructor’s Duty of Care

Take responsible care for their own safety and that of others.
Co-operate with employers in matters of safety.
• Do not interfere with or misuse anything provided for safety.
• Coach bio-mechanically correct form and technique of exercises.
• Conduct health screening and fitness assessment of the client
• Share any safety concerns with the client, be it exercise related or usage of the gym
facility
• Minimize risk – assess for all types of hazard in the gym facility
• Instructor to identify and familiarize himself with:
The Normal Operating Procedures (NOPs) (this often includes such things as security
procedures and day-to-day operations) and
Emergency Operating Procedures (EOPs) (such as fire and medical emergency) in the
workplace to become aware of procedures that could help to minimize the occurrence
of accident or injury.
How to select safe exercises
• Weigh potential risks against the potential benefits of the activity/exercise.
• The starting point for the risk assessment must be the written screening carried out
using a physical activity readiness questionnaire (PAR-Q).
• The fitness professional must also carry out verbal screening at start of each session to
find out if participant has any injuries, illnesses or disabilities which may affect them
taking part in the following physical activities.

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 Procedures for accident and illness reporting
• Calm yourself and Assess situation
• Report concerned authorities
• Immediately escalate the situation to the internal staff
• Comply with internal policies and procedures, as set by the management. Instructors
should be familiar with the facility’s EOPs (Emergency Operating Procedures) and
how to report them.
• Take effective measures to avoid any further damage and contact emergency services.
• In the event of an accident or incident during a gym session in which the instructor is in
charge, an accident/incident report must be completed as a record of the event.
The facility at which the instructor is working must provide the relevant form. It is
important that this form is completed at the earliest available opportunity so that
an accurate recall of the event can be made.

Procedure for checking equipment & dealing with unsafe items

• Regular checkup of equipment, using a service contractor for routine equipment
inspections, repairs, and maintenance
• Daily checking of the entire fitness facility, informing floor manager for any discrepancy
noted to take appropriate action
• Before using any gym equipment, take a minute to examine if it is in good order.
• For weight machines, make sure that all safety bars or clamps function before working
out.
• Check that the weight plate pin is completely inserted into the hole for the weight plate,
that the seat or bench is locked into place, and that you have a full range of travel with
the bar or handles.
• Separate out the faulty equipment or unsafe items, mention a note to notify the users.
Educate clients to observe and notify the concerned authority on the same.
• Watch out for any item laying on the floor. Keep the area clean, neat and tidy.

Leaving the environment in a condition suitable for future

use
• It is important to show courtesy to the next user/client and trainer.
• For your and other’s safety, leave the area suitable for future use.
• Ensure that the:
- Space is left clean, hygienic and tidy.
- Equipment is wiped clean to maintain hygiene.

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 - Free weights and other equipment to be safely stored/stacked, pins from
resistance machine should be removed.
- Report and Record maintenance issues/faults.

Client Referral – To a Colleague or other Professionals

• For any health, safety or welfare issues, in accordance with legal and organizational
procedures, refer the person to a Safety and Health Advisor.
• Based on Client Counseling, Health Screening and Fitness Assessments
- Special Population Client to be referred to a Physiotherapist or a Doctor
- To change body composition, refer to Registered Nutritionist.

First Aid Box

• Sterile gauze pads of different sizes.
• Adhesive bandages (Band-Aids) in several sizes.
• Elastic bandage. Antibiotic Ointment
• Antiseptic wipes/solution
• Muscle Relaxant Spray
• An up to date first-aid manual.
• A list of emergency phone numbers

Importance of maintaining hygiene in a fitness environment

• Makes a positive impression on visitors, members and prospective members
• Safeguards the health of all who use or work in the establishment
• Maintains strict sanitary standards in the gym facility.

Managing hygiene in fitness environment

• Create a cleaning schedule and adhere to it strictly
• Educate your staff (particularly cleaning staff) about the importance of cleanliness, show
them the correct way to clean and maintain gym equipment.
• Pay particular attention to showers and locker rooms in your daily cleaning schedule.
• Post signs requesting that patrons make use of the hand sanitizer and use the wipes
provided to wipe down equipment after use.
• Have the right cleaning equipment.

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 Importance of equipment audit
• Helps to identify faulty equipment
• Safeguards users from any potential hazards
• Minimizes equipment downtime
• Keeps equipment in healthier and useable condition
• Is more cost effective and prolongs equipment life
• Provides the best workout possible
• Reduces the chance of injury
• Risk of members quitting in the absence of a good system
• Fully functional equipment is a sign that the facility cares for the consumer, as it is a
consumer driven business where customer service is of utmost importance

Code of Conduct or Ethical Practice and their Evaluation

• Maintain professional boundaries, client confidentiality, avoid any conflict of interest,
treat all clients with dignity and respect, respect for individual difference and diversity.
• Identify core values of the profession
• Be respectful towards the clients, their needs and demands.

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 INSTRUCT, SUPERVISE
AND DELIVER TRAINING
PROGRAMS

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 At the exercise area
• Learner has a moment to prepare the exercise area for the activity, this could include
tidy any areas in preparation for the client, preparing mats etc.
• Learner meets and greets the client, making him feel welcome and at ease
• Learner screens the client either by written and/or verbal screening.
• Learner covers health and safety with the client, showing him where water is available,
first aid, fire exit and toilets etc., ensures bags are put away safely.

The exercise begins

• The learner explains the value and purpose of the warm-up to the client, ensuring they
understand the physical demands of the session
• The learner will then show the client their planned warm-up machine i.e. treadmill,
elliptical trainer, or rower. Warm up can be without machines – spot marching, jumping
jacks, burpees, etc.
• The learner needs to demonstrate the warm-up exercise as follows:
- N = Name of the exercise
- A = Area of the body worked
- M = Muscles used
- S = Silent demonstration
- E = Explanation of the exercise
- T = Teach the exercise
Learner must demonstrate the following
• The assessor chooses the machine for the CV main and using NAMSET the learner instructs
the client to use the machine.
• Sufficient element of the CV main:
- re-warm up and an increase in intensity sufficient to improve CV fitness
- Client is working to the relevant RPE scale or Max HR
• For the strength section:
- Learner will instruct 3 exercises of their chosen 8 exercises from the plan,
- 2 methods of training they are demonstrating.
• Based on what the learner chooses and what the assessor sees, the assessor will ask the
learner to instruct their 3 choices.

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 Training session preparation and execution
• Preparing the environment for exercise
• Step 1: Tidy the area; prepare mats etc.
• Step 2: Prepare the client for a personal training session
• On the arrival of the client: -
- Meet and greet the client
- “All set? Let’s get started” Or “Ready to go?”
- Show where water, emergency exit and first aid are available.

Begin the Training session

The warmup phase
1. Explain – why begin with warm up.
2. Show the planned cardio machine to begin the warmup. (e.g. Treadmill, Elliptical Trainer
or Spot march
3. Ask the client for prior experience or knowledge of the planned exercises.
4. Demonstrate the exercise and safety measures to be taken while using the cardio
machine using the NAMSET method.
- N = Name of the exercise – Warm up on the Elliptical trainer
- A = Area of the body worked – heart and lungs
- M = Muscles used – quadriceps, gluteus maximus, hamstring, etc.
- S = Silent demonstration – Demonstrate the exercise; (do not demonstrate and
explain at the same time).
- E = Explanation of the exercise –Walking with no impact on the joints.
- T = Teach the exercise:
i. Step onto the machine and turn it on by pedaling forward; push and pull
the handles evenly.
ii. Use the Manual button. You can increase/decrease resistance by using the
buttons on the console.
iii. Stand upright on the machine, hold handles & look straight ahead.
iv. Stop after 3 minutes by slowing down.
v. Get off after the machine has fully stopped.

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5. Explain and demonstrate the chosen 3 warm-up stretches using the NAMSET.
- Name – Squat to stand
- Area of the body worked – back and legs
- Muscles used – Gluteus Maximus, hamstring, calves, etc.
- Silent demonstration - demonstrate so that the client can see the exercise being
done.
- Explanation of the exercise – this is a mobility drill
- Teach the exercise:
i. Bend over to catch your toes.
ii. Sit down, straighten your back and look up.
iii. Continue to hold the toes, look down and lift the hip up till knees
straighten, and sit down again. Repeat 5 times.

Re-warm up: Cardio

1. Select a machine which is different from the one chosen for a warmup. Explain the
purpose of Main phase of Cardio.
2. Ask “Have you done cardio on the treadmill before?”
3. Explain the CV exercise using NAMSET method and state safety measures.
- N = Name of the exercise - (equipment) Woodway Treadmill
- A = Area of the body worked - heart and lungs
- M = Muscles used - quadriceps, glutes, hamstrings,
- S = Silent demonstration - demonstrate without speaking
- E = Explanation of the exercise - A brisk walk on the treadmill to work your heart.
- T = Teach the exercise:
i. Step onto the sides of the treadmill holding the handrails and press the
start button.
ii. Step onto the lowest point on the belt and begin to walk towards the
forward of the belt.
iii. Leave the handrails, keep your body upright and look forward.
iv. Increase speed by beginning to jog or run. To slow down drop pace and
drift towards the back of the belt
v. Slow down to a stop. Step off the treadmill.
4. The intensity must be higher than that of warm up e.g. Beg 50%-60% of MHR.

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 Resistance training
1. Choose 3 exercises out of the 8 written exercises and 2 methods of training e.g.
superset, pyramid etc.
2. Explain the purpose of the chosen exercises and its effectiveness in reaching the client’s
goal. (couple of benefits of strength training)
3. Ask “Have you done these exercises before?”
4. Explain all the exercises using the NAMSET method and demonstrate the exercise with
proper technique.
- N = Name of the exercise - Lat pull down
- A = Area of the body worked - Back
- M = Muscles used - Latissimus dorsi, elbow flexor group
- S = Silent demonstration - Demonstrate the exercise.
- E = Explanation of the exercise: Teaches you to pull a weight effectively.
- T = Teach the exercise:
i. Sit down and adjust the anchoring pads.
ii. Stand up, select the weight,
iii. Grip the bar wider than shoulder width with an overhand grip.
iv. Pull the bar down to sit; ensure you are firmly anchored.
v. Inhale arch the back and push the shoulder down.
vi. Pull the bar towards the collar bone and let the bar go back till elbows stop
at shy of lock out.
vii. Maintain an arched back and keep the shoulders down throughout.
viii. Exhale, Inhale and repeat.
(If the client finds an exercise to be too challenging, provide an alternative.)
5. Instruct and demonstrate 3 strength exercises of the assessor’s choice using the above
process
6. Instruct and demonstrate 2 core stability exercises - one core strength exercise e.g.
crunches and one core stability exercise e.g. plank.
7. Explain the purpose of the chosen exercises and its effectiveness in reaching the client’s
goal.
8. Ask for any prior knowledge of the planned exercise.
9. Explain the exercises using the NAMSET method and demonstrate the exercise with
proper technique.
- N = Name of the exercise – crunches
- A = Area of the body worked - core
- M = Muscles used – rectus abdominus
- S = silently demonstrate the crunch cum sit up

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 - E = Explanation of the exercise – crunches strengthens the core.
- T = Teach the exercise
i. Lie on the mat with knees bent and feet flat on the floor.
ii. Interlock your fingers behind the head and elbows close to each other.
iii. Inhale deeply and begin to flex your trunk.
iv. Come up with a lot of force, contracting your abdominals hard. Your
shoulder blades should rise off the floor
v. Exhale throughout the movement.
vi. Inhale as you return to neutral position on the floor.

Special instructions to the Learner

• While execution, assume a position where the client can be observed to ensure the
movement is performed biomechanically correct.
• Observe and analyze the movement and provide constructive feedback. Provide positive
reinforcement to keep the client motivated. Correct the movement whenever necessary
with appropriate cues.
• Use common biomechanical terms while instructing the client for better understanding.
Using cues in a squat like ‘sit’, ‘stand’ which are easily understood than using kinesiology
terms.
• Ensure eye contact with client while communicating, be gentle in tone while instructing
or giving cues, conduct yourself with positive and calm demeanor.

Cool down phase

1. Explain the importance of a cool down after the training session
2. Choose an appropriate exercise to deliver a cool down, a 3 to 5-minute gentle walk
around the gym area, on the treadmill, etc.
3. Demonstrate and instruct the stretch with NAMSET.
- N = Name of the stretch - Downward dog
- A = Area of the body worked - posterior chain
- M = Muscles used - all muscles in the posterior chain
- S = Silent demonstration - demonstrate the stretch
- E = Explanation – this stretch is very important to loosen stiff muscles
- T = Teach the exercise:
i. Go down on your knees with palms flat on the floor.
ii. Lift hip to straighten the knees, press the heels down to the floor.
iii. Hold for 20-30 seconds.

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 Post session
1. Provide clients with feedback and positive reinforcement, with any of the following:
“Great job!! Great effort!! Well done! Good going!”
2. Take a feedback of the training session from your client:
“What did you think about the session? How do you feel?”
3. Explain to client how his progress links to his goals and the overall program:
“The exercises will build your strength & stamina; they will help you to move faster &
effortlessly in your daily activities!”
4. On completion of the session & feedback, re-rack weights that you used.

Reflective statement
• Once you have ended your session:
1. Take the client to one side and ask him for some feedback regarding their
instructing skills
2. Record in box 1 of the reflective statement.
3. The client is now free to leave.
• You must continue to complete the reflective statement.

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Reflective Statement:

Feedback given by the client:

• A. Your instructions were to the point.
• B. Your demonstration of the exercises was easy to understand
• C. It will be helpful if you could speak louder.

Identify how well you managed…

• A comprehensive fitness test was conducted; strengths and weakness identified.
• The training level of the client was taken into consideration while planning the intensity
level.
• Form & technique, neutral spine alignment and proper breathing were given adequate
attention.

Key lessons:
• A. I need to speak louder
• B. To complete well in time, I need to work on time management.

Improving future practice:

• A. Identify my areas of weakness to improve.
• B. improve on and develop skills of delivering a session.
• C. To improvise in case of unavailability of equipment or change in schedule.

3 actions:
• A. Read and discuss latest research on exercise science.
• B. Get myself certified in nutrition science
• C. Learn to market myself through social media
• D. Attend public speaking classes.

Reviewing outcomes:
• Client was willing to perform all exercises planned.
• She was receptive to instructions and followed them as demonstrated.
• Since client’s present cardiovascular health is below average, that part of the session
was more challenging.

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Improving personal practice:
• The session was designed on the client’s need to improve general fitness; hence all the
components of fitness were included.
• Tracking and monitoring her exercise were done by taking pictures and shooting videos;
she eagerly looked forward to tracking her progress in the workout diary.
• Client was comfortable with the boot camp style of instruction and was keen to push
herself.
Professional discussion
• Is done as part of the feedback after the practical observation.
• You must prepare answers for the discussion
• It may be recorded be for internal and external quality assurance, this can be audio or
video recording.
• The assessor will discuss with the learner the points listed in the professional discussion.
• If the assessor feels that the learner has not shown an understanding of all the areas of
the professional discussion, they must record this on the assessor’s feedback and these
discussions can happen again at a later date.

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 ADDITIONAL RESOURCES
The purpose and value of a warm-up and cool down:
WARM UP COOL DOWN
• Improve mobility & blood circulation • Lowering of heart rate after
towards limbs cardiovascular training
• Increase heart rate • Appropriate time for maintenance and
• Skill rehearsal developmental stretches to improve
• Gradual and progressive build up flexibility
leading to main workout.

Instructions for using the Elliptical Trainer

• Step onto the machine.
• Turn the monitor on by pedaling in a forward motion with your feet, pushing and pulling
on the handles evenly.
• Select one of the pre-set programs.
• Use the up and down arrows to increase or decrease the pedaling resistance during your
workout.
• Stand upright on the machine and do not lean forward or backward.
• Avoid gripping the handles too tightly.
• Look straight ahead.
• If at any point during your workout you start to feel faint or feel pain, slow down or stop
completely.
• Before stepping off of the elliptical, make sure that it has fully stopped.

Instructions for using the Woodway Treadmill

• It has no motor and hence no motorized belt.
• Step up from the side and move on to the belt, at the lowest point, holding the
handrails.
• Begin to walk comfortably and move towards the forward of the belt.
• Leave the handrails; keep your body upright and head looking forward.
• Increase speed by beginning to jog or run.
• To slow down, drop pace & allow yourself to drift towards back of the belt
• Slow down to a stop & step off the treadmill.

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 Using the Indoor Rowing Machine
The Rowing Motion:
1. The Catch - This is the beginning of the movement where you are sitting tall on the
rowing machine with your arms straight, back upright, knees and ankles flexed. From
this position, pull your shoulders down.

2. The Drive - The Drive has a specific order of body movements. You begin the Drive by
pushing with your legs. When your legs are straight, hinge at the hips and lean back to
about 45 degrees. The last movement is from your arms as you pull the handle towards
your torso, about a few inches above your belly button.
3. The Finish - To finish the move, you do the same movement, only in reverse order. You
extend the arms, hinge the hips forward, bring the torso over the legs and then bend
the knees so you're back at the Catch phase.

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APPLICATION OF EXERCISE
SCIENCE TO TRAINING

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 CNS & PNS
The Central Nervous System is responsible for integrating sensory information & responding
accordingly. It consists of 2 main components: brain and spinal cord. The brain is protected by
the cranium, while the spinal cord is protected by the vertebrae.

Peripheral Nervous System contains nerves and connects the brain and spinal cord (CNS) to
the rest of the body.

2 subdivisions of the PNS are: (a) Somatic: voluntary movement of the muscles and organs and
reflex movements. (b) Autonomic: Acts largely unconsciously and regulates bodily functions
such as the heart rate, digestion, respiratory rate, pupillary response, etc.
Neurons are specialized cells of the nervous system that transmit signals and information
throughout the body.
Dendrites are extensions of neurons that receive signals and conduct them toward the cell
body. Axons are extensions of neurons that conduct signals away from the cell body to other
cells.
A nerve impulse is the way nerve cells (neurons) communicate with one another

Structure and Function of Muscle

Each cell consists of a structure including the sarcolemma (cell membrane that encloses
each muscle fibre), nuclei (contains DNA in the form of genes), sarcoplasm (contains the
mitochondria), myofibrils, sarcomeres (composed of actin and myosin).
According to the sliding filament theory, the myosin (thick) filaments of muscle fibres slide
past the actin (thin) filaments during muscle contraction.
According to the sliding filament theory, the myosin (thick) filaments of muscle fibres slide
past the actin (thin) filaments during muscle contraction.

Different types of exercises affect the 2 muscle fiber types as under:

Slow twitch: As the duration of training lengthens, slow twitch (endurance) fibers become
increasingly dominant. Aerobic Training improves the function of slow twitch fibers.

Fast twitch: Anaerobic training improves strength, hypertrophy, power and speed.

Skeletal muscles are attached to bones on each end by tendons. The origin is the fixed
attachment, while the insertion moves with contraction.

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Some of the directional terms used are superior, inferior, proximal, distal, anterior, posterior,
medial, lateral.

Muscles are referred by the following names according to the function they are involved
during physical activity: Agonist, antagonist, synergist and stabilizer

A Motor Unit, the basic functional unit of the neuromuscular system is a motor neuron and the
muscle fiber it innervates.
The number
Muscle of motor units
proprioceptors in a musclesensory
are specialized determines the strength
receptors ofendings; they relay
on nerve
muscle contraction. E.g. Tasks requiring sustained muscle force is carried out by slow,
information about motion or position and make us aware of our body position and movement
in space.resistant motor units. Motor unit recruitment is the process by which different motor
fatigue
units are activated to produce a given level and type of muscle contraction.
The higher
stretchthe recruitment,
reflex the stronger
(myotatic reflex) the muscle contraction.
is a pre-programmed muscle contraction by the body to a
According to the size principle, motor units generally are
stretch
recruitedstimulus
in orderinof
a muscle. This reflex
smallest/fewest provides
fibres automatic fibres
to largest/most regulation ofcontraction
as the skeletal muscle
increases.
length. It
Muscle is a protectiveare
proprioceptors measure for the
specialized muscles,
sensory to prevent
receptors over stretching.
on nerve endings; they relay
information about motion or position and make us aware of our body position and movement
in space.
Reciprocal
The stretch Inhibition:
reflex (myotatic reflex) is a muscle contraction in response to stretching within
the muscle; it provides automatic regulation of skeletal muscle length and protects the body
from injury- byThe process over
preventing of muscles
stretching. on one side of a joint relaxing to accommodate
contraction on the other side of that joint is known as Reciprocal Inhibition.
Reciprocal Inhibition and its relevance to exercise
-
Reciprocal Inhibition isexample
A common a reflex of this is the
causing running. The action
antagonist of striking
muscle thewhen
to relax ground
thewill send
impulses from the central nervous system to contract and relax opposing muscles
agonist contracts.
- A common(hamstrings
example ofand thisquadriceps)
is running.toThe ensure a fluid
action and safethe
of striking motion.
ground will send
impulsesNeuromuscular
from the central nervous system to contract
Adaptations and relax
Associated opposing
with muscles
Training
(hamstrings and quadriceps) to ensure a fluid and safe motion.
- It •is used
Improved slow andtraining
in flexibility fast twitch
(PNFmotor unit recruitment
stretching) to increase range of motion
• Improved force production through recruitment of synergist muscles
• Neuromuscular Adaptations Associated with Training
Improved timing of neural stimuli resulting in better co-ordination
Improved slow and fast twitch motor unit recruitment
Improved force production through recruitment of synergist muscles
Increase in tendon strength and of
Benefits better co-ordination
Neuromuscular Efficiency:
• Apply greater
Benefits
force inof Neuromuscular
less time. Efficiency
• Apply force
• Improved in the
muscle proper direction
coordination and through the proper range of motion. (performance of
strength.
dumbbell become
• Movements chest press in the
more beginner
efficient v/s improved
with advanced) stability
• E.g. Apply force in the proper direction through the proper range of motion.
(performance of dumbbell chest presses in the beginner v/s advanced)

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 2 Forces acting on body during Exercise:

• Most of the mechanical forces that act on the skeleton during physical activities are
generated either through:
• Impact with the ground (Gravitational or ground-reaction forces) or
• Through skeletal muscle contractions i.e., muscular forces

3 Common Biomechanical Terms

• Centre of Gravity
• Force
• Range

Effect of changes in lever length on muscle force output.

• A lever length is characterized by the location of the 3 components of the lever system
namely: fulcrum, effort and load. Any change in lever length impacts the efficiency of
the lever making it mechanically advantageous or disadvantageous. Assessing efficiency
of lever system is based on the calculated distance between the fulcrum and where the
load acts- this is called the load arm.
• An activity is perceived easy with a short load arm making the lever mechanically
advantageous.
• For example, machine lateral raise is perceived easy when compared to standing lateral
raises as the lever is shortened (load arm reduced). This makes machine lateral raise
mechanically advantageous over standing lateral raises.
• Hence, it can be concluded that shorter load arm reduces the net muscular force output
and vice versa.

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 Structure and function of ligament of spine

• Ligaments are strong, fibrous bands that have some but not much elasticity.
• Long ligaments secure the spinal column from the front and back; smaller ligaments
attach and secure portions of the vertebra together.
• The anterior longitudinal ligament attaches along the front of the vertebrae, while the
posterior longitudinal ligament runs along the back of the vertebrae.
The supraspinous and interspinous ligaments attach to the tips of the spinous
processes, while the intertransverse ligament lies between the transverse processes.

The muscles around the spine include erector spinae, multifidus, transversus abdominis,
internal and external obliques, rectus abdominis, quadratus lumborum, etc.
These muscles function to flex, extend and rotate the spine, provide protection and stability.
The nerves in the deep stabilizers alert the muscle in advance of movement

Limits lateral flexion

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 Local Muscle Changes due to Insufficient Stabilization
The local muscle group (transverse abdominis, multifidus) is responsible for
segmental stability of the spine. When there is insufficient stabilization, certain
muscles become weak or inactive, while others become overactive. There is
compensation and decrease in movement efficiency.

Effects of Poor Posture

• Poor posture causes deviations from the normally aligned posture - hyperkyphosis,
hyperlordosis, loss of lordosis and scoliosis.
This may lead to some type of dysfunctions which include poor blood circulation, low
back pain, shift in center of gravity, and limited flexibility. There can also be joint
stiffness and pain with increased risk of injury.

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 Types of Stretching
Type Advantage Disadvantage/Risk Applications
Static Safest form of Will decrease power/force At the end of
stretching if performed in between 2 workout.
weight training sets. Beneficial to
everyone

PNF Allows for greater Need for trained personnel At the end of
stretch. Increases workout.
neuromuscular Beneficial for
response everyone
Dynamic Increased output in Does not improve flexibility At the beginning
exercise. Best form of of workout.
warm up. Decreased Critical part of any
risk of Injury workout

Exercises to Improve Posture

• Strength training exercises and stretching when done regularly improves posture. All the
fascia lines should be stretched at the end of workout. Unsupported exercises like squats,
deadlifts, bent over rows and good mornings promote good posture.

Structure & Function of Heart Valves/Coronary Circulation:

• The heart has 4 valves:
- The mitral valve (Bicuspid) and tricuspid valve, which control blood flow from the
atria to the ventricles.
- The aortic valve and pulmonary valve, separate the ventricles from the great
arteries, which control blood flow out of the ventricles.
• Coronary arteries supply blood to the heart muscle. The coronary arteries wrap around
the outside of the heart

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 Effects of Exercise on Blood Pressure

Short term effect of exercise on blood pressure:

1. Increase in blood pressure; systolic up to 160-200 mm HG; diastolic does not change
significantly.
2. The blood vessels of the working skeletal muscles dilate enabling increased blood flow
without putting excess pressure on blood vessel walls.

Long term effect of exercise on blood pressure:

1. lowers blood pressure
2. Decrease in both systolic and diastolic blood pressures during rest and during sub-maximal
exercise

Valsalva Maneuver and blood pressure

• Both systolic and diastolic blood pressure can rise to high, albeit brief, levels during
resistance exercise.
• The basic purpose of Valsalva is to increase air pressure in the thorax and lungs to
help with physical exertion.

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 Endurance/Aerobic Training
Benefits Risks
• Decrease in resting heart rate Training too much or too hard:
• Increase in stroke volume • The body can enter a catabolic state, in
which the tissues break down
• Increase in cardiac output
• Excess cortisol (stress hormone) can be
• Increases VO2 Max released, which not only contributes to
catabolism but also to chronic disease

BP Classifications and Health Risks

Blood pressure is classified into:
1. Low (hypotension)
2. Normal
3. Pre-hypertension
4. Hypertension Stage 1
5. Hypertension Stage 2 and
6. High Blood Pressure Crisis (severe hypertension, requiring emergency care)

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Risk to health due to hypertension include heart disease, stroke,
damage to the arteries, kidneys and eyes.

Contribution of Energy to Exercise

Energy system Duration Intensity Type of activity
ATP-CP 10-12 Sec Very High Sprint, 1 RM
Anaerobic Activities that are Weight Training, Running
maximal for 1-3mins High
Glycolysis 400Metres+
Activities of daily life,
Aerobic Glycolysis 3 minutes Onwards Low marathon run, cycling etc.

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 By Products of Energy Systems and Muscle Fatigue

Impact of Exercise on Bones and Joints

• Weight-bearing exercise:
Increases the strength of the bones.
Induces mechanical loading on the bones causing longitudinal stress, which the body
repairs by making the bone denser and stronger than before.
Stronger and denser bones are less likely to break and help support the body overall.
• Exercise reduces the effects of aging on bones and joints.
• Ligaments become stronger and more resistant to injury.
• Increased thickness of hyaline cartilage – protect bones from wear and tear
• Increased production of collagen fibers – adds strength; reduces risk of osteoporosis
• Increased production of synovial fluid allowing greater range of movement in the joints;
regular exercise reduces the thickness of the fluid which is a consequence of ageing

Delayed Onset Muscle Soreness

• DOMS is the muscle pain occurring a few hours after exercise or activity.
• Typically occurs 12-48 hours after strenuous bout of exercise
• Is caused by inflammatory reactions inside the damaged muscles.

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 Techniques to cause DOMS:

• The eccentric phase of exercise i.e. lowering of weights towards the floor.

• Unaccustomed or strenuous activity

• An increase in duration or intensity of an exercise routine

Short/Long Term Effect of Exercises on Muscles

Long term effects Short term effects
• Hypertrophy • Increased blood supply
• Increased strength & power • Increased muscle pliability and range of
• Increased utilization and coordination movement
of motor units • Micro trauma

• Low intensity training will increase • Increase in core body and

muscular endurance. Increased number muscle tissue temperture
of mitochondria and myoglobin stores
(protein that carries and stores oxygen
in muscle cells)

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Benefits/Limitations of methods of monitoring exercise activity

1. The Talk Test:

Benefits Limitations
• It is simple • It’s not specific.
• Works in all environments – outdoors, • It is hard to determine gradations in
indoors, etc. intensity, e.g. low, moderate.
• Works on all population – cardiac
patients, pregnant women, beginners etc.
• Useful during fitness testing
fitness testing.

2. Rating of Perceived Exertion:

Benefits Limitations
• Quantitative measure of perceived • State of mind and environment may
exertion influence accurate reporting.
• Usable by all age groups. • It measures intensity level
• Especially useful for subjectively
- people who don’t have heart rate
monitors
- Cardiac patients and pregnant women

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BUSINESS ACUMEN
UNIT

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Contents page

Introduction .................................................................................................................
Business acumen ..........................................................................................................
The initial meeting ....................................................................................................
Selling .......................................................................................................................
Objections .................................................................................................................
Pricing .......................................................................................................................
Developing a business plan .......................................................................................
Financial planning .....................................................................................................
Marketing .................................................................................................................
Research ...................................................................................................................
Operational plan .......................................................................................................
Risk management strategies .....................................................................................

This manual has been created to support accredited qualifications approved by

PD:Approval. PD:Approval cannot be held responsible for individual interpretation
and application of the knowledge required to pass the relevant assessments.
Copyright
All rights reserved. No other part of this manual may be reproduced, stored or
introduced into a retrieval system, or transmitted in any form or by any means
(electronic, photocopying, recording or otherwise), without the prior written
permission of the copyright owners of this manual.

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Business acumen
Selling training doesn’t have to be pushy. It’s simply a process whereby you find out
what the client needs and position your services to help.
The initial meeting
This may take various forms, it may be a phone conversation or email, or you might
meet your client for the first time in the initial consultation.
Each client will require different services from you, some may wish to have a
personal trainer weekly, some twice a week but only for a short term to meet a
short-term goal e.g. a summer holiday or wedding. Some may want you to set them
a programme they can work on themselves and only come back to you every 6
weeks for a re-assessment. Ensure you have packages available to suit all client
needs - it is advisable to have these prepared in advance and be clear on your
policies and procedures for booking and cancellations.
The typical questions prospective clients may ask you in the initial meeting/phone
call may be:
• How much does it cost?
• How often do I need to see you?
• What do I need to do to lose xx Kg?
• I just want a programme to do on my own, can you do that?
It is important to understand exactly what the client is aiming to achieve; this may
seem obvious but sometimes a client will start with one goal but really there is
another goal they wish to achieve. They either believe it is not possible or they think
of it only in terms of weight loss for example, so taking the time to understand
exactly what their goals really are will help you to be successful with them.
Remember success breeds success, if they are seeing results, they will continue
their programme, they will tell their friends and family, post on social media and
help your business grow.

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Try to also remember that the client has taken time out of their busy day to come
to see you, you are in the position of power and should be controlling the
conversation, not the other way around. After the small talk, ask them what they
want to achieve and then be quiet and wait for them to answer. It shifts control
and focus and brings you back in control of the conversation.
Listen to what the person tells you and take careful notes - ensure you have a pad
of paper and pen ready. Active notetaking is important to making the client feel
that you care.
When the client stops talking, wait for a count of 5, in silence. Usually, they will
start back up, but if they keep quiet, ask if there is a specific reason why they have
chosen personal training. While they are talking, listen carefully to their emotional
reasons for being there. Why do they want to lose 2.5 Kg? Always remember that
emotion is what drives action.
Once you know what the client wants to achieve, you can begin to sketch out a
game plan.

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It’s important that during these initial meetings you be quiet and let the client
speak. Make sure you ask every potential client the following before moving on:
• Any injuries?
• What are your goals?
• Have you been a member of a gym before?
• Have you had a trainer before?
• Why did you quit (or not achieve success) previously?
• What are your expectations of me?
Pause for several seconds when you think the person is finished before you begin
talking, keep smiling and making eye contact with the client, people often feel
awkward, and may say the first thing that comes to mind, pausing and allowing
them to think deeper will often result in them giving you their deeper purpose for
wanting to exercise, if after a pause they do not add to their initial thoughts, ask
some further probing questions.
Selling
Sell results, not packages.
Once you know what the client hopes to achieve, give them an idea of a plan. You’re
doing it on the spot, so it doesn’t need to be perfect and you can fill in the blanks
later. The client may find it useful to see this visually so try to physically chart out
the plan on a piece of paper in front of them explaining 1-3 of the biggest steps.
Explain why your plan is specifically suited to get them their results.
Be brief. Start to paint the picture, but the details don’t matter yet. You will find
the more you do this the better you get at it, and many of these initial plans will be
very similar. Remember you are adding the

Specific detail later, to make their programme individualized to them.

By the end of this stage, make sure the client has a good idea of what your
programme entails for them. They should already be imagining themselves in the
gym working with you - remember; sell them the results and this amazing plan.

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Objections
Proactively deal with objections, ask the prospective client “What do you think
about the plan?” and then listen to what they have to say.
It’s rare to make a sale without dealing with objections. Try your best to tackle
them after the client is already picturing working with you. By being proactive at
this stage, the client will bring up an objection, but after already having been sold
on your programme, they start to figure out solutions on their own. If possible be
quiet and let them talk through it.
Money is usually the biggest objection. Sell value before you bring up the pricing,
but don’t be shy about talking about money. Don’t add it as an afterthought; be
clear on your pricing. If you appear to be apologizing for the price of personal
training your client will not buy into the value of your services. The cheapest trainer
in the world is too expensive if the client isn’t yet sold on your value.
If a potential client asks what you charge before you talk about your value, try to
change the subject and cover the value and benefits, however, again don’t be shy
about saying how much your services cost.
If the person still demands to know the cost, share your price list with
them and let them hold onto it but say that you don’t yet know which option is best
for them. This way they’ll feel more at ease and it will allow you to gather the
information you need to offer whatever service you feel is best.
Common objections that you might encounter when you’re selling personal
training:
• No time
• I have to think about it
• Too expensive
• I have to ask my spouse/partner
• I had a bad experience with another trainer

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Consider solutions to help resolve these in advance so you are prepared for them.

Pricing
Now it’s finally time to discuss money.
If possible, create a professional price list with three options: a cheap option, a
middle option that’s good value, and an expensive option with all the bells and
whistles. Basic pricing theory suggests that three options work better than two if
your goal is to sell people on your middle price.
For example, if your options were:
• 3 sessions – 100,000 INR
• 12 sessions and 2 assessments – £500, 000 INR
• 30 sessions, 3 assessments, a grocery store tour, £1000,000.00 INR
……look at the difference if you just presented the first two:
• 3 sessions – 100,000 INR
• 12 sessions and 2 assessments – 500,000 INR
500,000 INR now seems like a lot of money. The addition of the third option in the
first example makes the middle price point seem a lot more reasonable. Remember
there isn’t a precedent for personal training prices, it depends on the demand in
your area, the amount of money in your area and the availability of other trainers.
Having higher rate third package acts predominantly as a reference point. You will
find more people will now buy the middle package; if you only had the two options,
most people will probably choose the first option.
There’re also people who want to buy the most expensive thing. So, you may as
well have a high-cost option, just in case.
When presenting the packages, you can reference back to the plan you suggested,
and the number of sessions needed to meet the plan based on their goals.

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It could go something like this:
“Aadarsh, you mentioned that you really want to give this your all and we’ve
set some attainable goals of X, Y, and Z, however in order to hit these goals by
the date you mentioned, I’m going to need you training with me 2x/week and
twice on your own, where I’ll give you a full plan of what to do. The most cost-
effective option is the 12-pack of sessions with 2 assessments, it will take our
training over the next 6 weeks, this is a great first start to seeing measurable
results.
If that’s too big of a commitment for you, I do also offer a 3-session
package, but you find it does not give you enough to enable you to reach that
first target goal.”
It’s great to give two options because it makes for a softer sell and gives the client
a choice. You could remind the client that they can get a refund if they decide not
to pursue training with you after this initial meeting (depending on your policy), but
it’s normally a good idea to build in a cooling off period. You want them to feel they
are doing something for them and not being bullied into the sale, otherwise this
could cause problems later down the line.
Get creative if necessary
If a client agrees to your plan, then all that’s left is to sign the paperwork. If however
they are not sure and not willing to make a decision today, consider other options.
Your client may not initially go for the package that you want, but if they see results,
they may later go for the bigger package.
For example, instead of giving a client a workout each time they come in, you might
give them an hour-long lesson showing them the programme you have created for
them. Ensure they feel confident to follow the programme and are comfortable
working out once or twice a week on their own. At this point try to book in for a re-
assessment in 6-8 weeks’ time, as some clients are self-motivated and can happily
train on their own and push themselves, they just need the guidance and
sometimes just variety to get them going. Provide your client with the tools to be
successful, even if it’s unconventional.

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Remember you are the product; the client is buying your skills, personality,
knowledge, empathy, experience etc. so be confident and don’t undersell
yourself.
Finally create a system that allows you to follow up every lead - a gentle text, email
or phone call 6 weeks later to see how they are doing, if they are still working
towards the goals, they discussed with you etc.

Developing a business plan

To be successful in your business it is important to create a plan to help you
successfully and strategically achieve your goals and objectives. A business will
help to give you clarity, help you to priorities and improve your commitment to the
goals. The benefit of creating a business plan is to achieve better results and an
increase in profit.
When creating your business plan, you will need to consider the following:
• What are your business goals?
• Do you have a unique service? For example, are you working with a specific
client group i.e. women only, body builders, older adults, those focusing on
weight loss, runners etc.?
• Do you have a unique product i.e. online programming, one to one face time
daily, group sessions?
• What are your objectives?
• How will you measure your growth?
• Who are your customers? Try to create a picture of your typical client -
gender, age, needs etc.
• How will you research the need for your services in your area?
• What is your competition in your area?

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 • What is your pricing structure i.e. pay as you go, buy a book of 10, pay
monthly, charge extra for writing programmes?
• Will you be working alone or employing other instructors and other staff i.e.
accountant, admin staff?
• What are your timelines
• Do you have a mission statement describing who you are, what you
represent, what you value?

Financial planning
It is important to ensure you have a financial plan to consider your profit and loss,
taxes, insurances, music, license fees, memberships and CPD. You may work for a
company who is responsible for paying you a salary, but it may not include all
insurances, music and license fees or additional training and CPD, so it is essential
that you consider how you can budget and finance these.
In some organizations you may have opportunities to earn extra income via
secondary spend items such as selling drinks, supplements, clothing and technology
such as heart rate monitors. A great method for selling and keeping clients up to
date with new products and promotions is digital media. Digital media is most
successful when you create a plan; instead of just ad hoc advertising, create a page
or profile and share with clients and prospective clients, ensuring the information
is always up to date and relevant to the clients who may be viewing it. Keep this
separate from your personal profiles.
Before embarking on setting up a personal training business, consider the
expenditure and make realistic forecasts on your potential

earnings. How many clients can you realistically work within a week? How many
hours of planning do you need? How much will you charge
Per client? Will you charge extra for travelling?

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Expenditure
• Rent
• Insurance
• Professional register and other memberships
• Equipment
• Music
• Technology for programming
• Phone bills
• Travel costs
• Pension contributions
• Advertising and marketing
• Training and CPD

Rent
Consider ways to reduce your rent, this will be really useful when starting out
otherwise it can be a big financial commitment every month. If working in a gym
can you do some gym hours in exchange for your rent? This is also a very useful
way to meet new potential clients. Could you go to the client’s home or work
instead of them coming to you in a venue you have to rent?
Marketing
Include yearly budgets for advertising and marketing. Try not to just pay for things
as you go along, consider a budget and research the most effective methods of
marketing. Remember there are lots of things
that you can do that are free.
Plan a yearly marketing plan and pre-empt quiet times and have promotions ready
in advance. For example, holiday’s period can be quiet times, so either plan to take
some time off, participate in training for yourself or do a big promotion beforehand
to ensure that clients are booked in over quiet periods.

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Research
Start with some ‘desk research’, use social media and the website to research the
following:

• Who else offers the same services as you?

• How much do they charge?
• What do they offer, is it the same or slightly different to you?
• Is there a need for your service in the area you are looking?

If possible, do some market research, ask your current clients or friends and family
and if possible total strangers about what services they would want. Create a
customer questionnaire and get as many people to complete it as possible, ideally
asking people in your potential client group.

Operational plan
How will you put the plan in place? Create a list of tasks to do and prioritize those
that need doing first. Remember to give a timeline to each task and check back to
make sure you are staying on track. Ensure you have contingency plans.
As part of the operational plan you will need to consider health and safety issues.
This should cover your health and safety, including the number of hours you are
working, lone working, your ability to be active. For example, if your business model
is running with your clients, what would you do if you had an injury? Can you afford
not to earn for 6 weeks while recovering from an injury?

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Risk management strategies
With every new business there are risks, so if your business is not successful what
are the risks? Will you lose money? Will you lose property? Make a risk
management plan:

• List the individual risks

• Rate each risk based on the likelihood and the impact
• Create an assessment of current controls
• Create a plan of action

Your risk management plan could include:

Risk Likelihood Impact Risk
1 = low 1 = low score
5 = high 5 = high 1 = low
10 =
high
Clients are late paying you 4 3 7
Loss of venue 3 3 6
Poor review on social media 2 5 7
Other trainer undercuts pricing 2 3 5
Bad weather means clients are unable to
2 2 4
attend sessions

113|P a g e
Prioritize the risk based on the likelihood and impact; assess what things you have
in place to help reduce the risks. There are four main strategies that you can use
when looking at each risk:
1. Can you avoid it?
2. Can you reduce the risk?
3. Can you transfer it?
4. What is the impact in accepting the risk?

Avoid the risk

Sometimes a risk will be so serious that you will want to do everything to eliminate
it, for example you may have the use of a venue which is cheap but there is a high
risk that they may double-book you or the venue will not be available, so maybe it
is better to avoid the risk and choose a different venue even though it may cost
more. The advantage of this strategy is that it’s the most effective way of dealing
with a risk,
But the disadvantage is that you may also lose out on the possible benefits, for
example a cheaper venue.
Reduce the risk
If you don’t want to abandon the issue altogether, you could try to reduce the risk
by taking steps to make the negative outcome less likely
to occur or to minimize its impact when it does occur. For example, you could
ensure you have a robust booking system in place for the venue and have a back-
up plan if the venue becomes unavailable.
Transfer the risk
We are all familiar with the concept of insurance, which is basically a transfer of
risk from one party to another, with a payment in return. When you run your own
business, you have the option to transfer
some of your risks to an insurance company. You can insure your property, vehicles
and even yourself, and you can take out various types of liability insurance to
protect yourself from lawsuits.

114|P a g e
Accept the risk
As we have seen above, avoiding, reducing and transferring a risk can have financial
and time implications, so in some cases, such as those with minor risk, it may be
easier to simply accept them. There may be
no sense in investing in an expensive booking system to avoid the risk of clients not
paying on time, when the booking system is expensive. If you can find a low-cost
solution, then use it or accept the risk and continue business as usual.

Once you have put your risk management in place, remember you will need to
regularly check whether it’s working, and monitor and identify new risks so that
you can deal with them.

115|P a g e
 Sample Business Plan-1

Business Plan
Business name:
SNS Enterprise

Owner(s) name:
Saurabh Sharma
Business email address:
[email protected]

SECTION ONE
1.1 Business summary:
SNS Enterprise plans to provide personal training and Nutrition advise to corporate personnel so that
they are improve their body composition. The enterprise will organize corporate training and provide
personal training to those who wish to enroll.
1.2 Business aims:
To target or provide services to corporate sector employees over a specific income bracket.

1.3 Financial summary:

1- Capital investment will be minimal initially. It will increase as the number of clients increase.
2- Capital investment : 50000/-

1.5 Strapline or Mission Statement:

Our goal is Improving our clients’ quality of life, hence making them fit.

SECTION TWO
2.1 Why do you want to run your own business?
• Educate people on right nutrition
• Teach them the best way to perform exercises for best results
• Build clientele and provide them with proper knowledge
• Generate revenue

Page | 116
 2.2 Previous work experience:
-Involved in ABC Company as a Project Manager.
- Worked as a General trainer in IFE Gym (2 years).

2.3 Qualifications and education:

• Bachelor in Engineering
• IT Post and Advanced Graduation
• Diploma in Personal Training
• Sports Nutritionist

2.4 Details of future training courses you want to complete:

• Certified Personal Trainer ( Special Population)

SECTION THREE: Products and services

3.1 What are you going to sell?
☐ a product
☒ a service
☐ both
3.2 Describe the services and products you are going to sell, detail the packages etc.
Product- Personal Training, Diet consultations, Seminars, workshops etc.

SECTION FOUR: The market

4.1 Are your customers:
☐ individuals
☐ businesses
☒ both
4.2 Describe your typical customer:
Executives corporates and companies.

Page | 117
 4.3 Where are your customers based?
Mumbai, plan to expand clientele across other cities depending on the clients

4.4 What prompts your customers to buy your product/service?

• Easy approach and cost
• Service Quality – Customer Centric Approach
• Word of Mouth
• Results given to the clients

4.5 What factors help your customers choose which business to buy from?
• Excellent explanation via Seminars and workshops
• Comfort of getting the service at their doorstep
• Customer centric approach

4.6 Have you sold products/services to customers already?

☒ yes
☐ no
If you answered ‘yes’, give details:
• Personal Training Packages – home based
• Diet planning given to 10 clients already

4.7 Have you got customers waiting to buy your product/service?

☒ yes
☐ no
If you answered ‘yes’, give details:
Enquiry from 2 companies regarding arranging the seminar this month and the next, 30 more clients
expected to be added.

SECTION FIVE: Market research

5.1 Key findings from ‘desk research’:
Based upon:
1. People in our country do not really know what to eat, we as a country are Carbohydrate dominant.
2. Seminars conducted earlier generated a lot of interest and prospective clients who are willing to
take diet consultations and personal training.
3. Similar seminars related to exercise science will be conducted in gyms for members for free initially
on briefing them the kind of exercises they should be doing and why. The “how” comes in as part
and parcel of personal training
4. Personal trainers will be provided on need basis in either gyms for sessions or home (not ideal
though) but they will carry minimal equipment and make the client do exercises which are best.
Page | 118
 5. The aim is to make the client do the “best exercises” and not the most exercises. In addition, they
can avail for the diet planning. The charges will be extra for the same

SECTION SIX: Marketing strategy

Why have you chosen this marketing How much will it
What are you going to do?
method? cost?
This method will generate revenue with
minimal investment from the Every seminar
company’s side. As more and more will be
people are aware about this. The conducted on
seminars also will be charged per the company’s or
Conduct seminars in companies and gyms
person basis, initially though they will gym premises so
and provide personal trainers and diet
be conducted for free. no cost as such
plans
(1000/- per
The seminars conducted themselves for seminar for
free also will generate revenue as the travel and food
attendees will avail for diet planning expenses)
and personal training
• Social media awareness on
Instagram and Facebook as well
Ongoing social media awareness and as LinkedIn will help gather 5000- 10000/-
plans momentum to conduct per month
seminars in various regions
across the country.

• To meet revenue targets

• To attract more customer base
• Reaching prospects first and 1000/- per
Consistent Marketing throughout the year
often! month
• These will be via emails, smses
and posts on social media

200000/-
onetime cost
Easy to approach and communicate to
Plan a website later 10000/- per
get clients (not immediate though)
month
maintenance

Page | 119
Website advertisements through Google
And clients can connect with the 10,000
Pay Ads and approaching Corporates with
company INR/Month
the service offers

200000 (1 time
cost, not
immediate)
TOTAL COST
20000-30000 per
month
(recurring)

Page | 120
SECTION SEVEN: Competitor analysis
7.1 Table of competitors

Name, location and

Product/service Price Strengths Weaknesses
business size
5000/- per
The food Counselling not
Diet planning and food plan per
DietHub, Mumbai calculates the strong, reach not
distribution month, food
macro quantum wide enough
separate
Varies as per Dominant only in
Personal Training at PT (2000 – Mumbai, do not
Myhomedirectfitness Ease of home
home 5000 per focus on
session) functional training

7.2 SWOT analysis

Strengths Weaknesses
• Diet based on the right nutrition • Not keeping pace with emerging trends
• Calculations of macros done for diet planning • Lack of Competitive Analysis
• Regular Counselling clients on why they are • Average Financial Management and
made to eat what is prescribed Forecasting
• Scientific based workouts
• Home based workouts with portable
equipment carried by the PT
• Result oriented deliverables

Opportunities Threats
• Growing demand for Fitness • Attrition
• Growing Health Concerns • Improvement in knowledge base of
• Approaching people where they work (at Trainers and Nutritionists
their workplaces and educating them) • Individual Nutritionists and dietitians
• Clients’ influence towards emerging
market trends

Page | 121
7.3 Unique Selling Point (USP)
Eat and train right at the comfort of your house.
All sections of the clients will be serviced who want to just eat right. And those who do not have time to
go to the gym and want diets and training at the comfort of their home. PTs will be provided even for
clients who go to the gym and want a PT from the company.

SECTION EIGHT: Operations and logistics

8.1 Production
• 2 people Staff initially to take down queries and answer FAQ of clients calling to avail the facility
and informing the potential clients about charges
• Facility operational from 10 am to 11:00 pm.
• As of now no premises need to be hired. Calls can be taken from home.
• Invoices and receipts will be generated and provided to the clients

8.2 Delivery to customers

• Diet consultations at the comfort of the client’s house
• Personal Training Sessions at home or at the gym
• Well organized and planned sessions and regular counselling included in the package
• Logging of client’s performance with each session
• Extreme focus of service quality and customer care along with focused approach towards session
deliverables.
• Keeping the charges reasonable to attract customers

8.3 Payment methods and terms

• Online/Card – One time yearly or half yearly joining fees
• Bank Transfer
• No refund Policy, may subject to change as per management jurisdiction

Page | 122
8.4 Suppliers

Name and location of Items required Payment Reasons for choosing

supplier and prices arrangements supplier

PQR Enterprises Admin staff Cheque Best in the Industry

Home exercise
TryItYourself Company Cheque Best in the Industry
equipment

OPS AMC Contractor – Yearly AMC Contract

Cheque Best in the Industry
for other services agreement

Manpower (Trainers &

K11 Academy of Fitness
Nutritionists as and Cheque Best in the Industry
Sciences
when required)

8.5 Premises
Right now no premises required. 0 investment on premises

8.6 Equipment

If being bought
Item required Already owned?
New or second hand? Purchased from Price

TRX Equipment New

Kettlebells New

Dumbbells New

Resistance Bands
New
& Tubings

Captions of
Crush/Grippers

Page | 123
8.7 Transport
For personal trainers – will be via cabs/local trains/metro/company transport

8.8 Legal requirements

• Commercial Paper Ready
• GST No.

8.9 Insurance requirements

• Equipment Insurance
• Employee Insurance

8.10 Management and staff

• Personal Trainers (Freelancers) – need basis [8-10, the numbers will increase as clientele
increases]
• Business Development Staff – 3 to 4 ( none as of now immediately)
• Nutritionists – need basis (On call, freelancers)

SECTION NINE: Financial forecasts

9.1 Sales and costs forecast

Month 1 2 3 4 5 6 7 8 9 10 11 12 Total

Number 30 x Seminar
of clients 20 x 2500 + costs
x cost per 2500 (5 x 800 added +
session x 12) PT + Diets
Sales
50000 123000 200000
forecast

Page | 124
 Approach HR department of Companies initially via calls or linkedIn profiles and
Assumptions offer free 1 hr seminars to make the prospective clients aware about what to eat
(e.g. Seasonal and why.
trends)

9.2 Personal budget

Section Item Estimated monthly cost

Estimated costs Mortgage/rent Nil as no premises held
Council tax Nil
Gas, electricity and oil Nil
Water rates Nil
All personal and property insurances Nil
Clothing 10,000
Food and housekeeping 10,000
Telephone 5,000
Hire charges (TV, DVD etc.) NA
Subscriptions (clubs, magazines etc.) NA
Entertainment (meals and drinks) 10,000
Car tax, insurance, service and maintenance 50,000
Children’s expenditure and presents NA
Credit card, loan and other personal debt
NA
repayments
National Insurance NA
Other NA
Estimated total costs 85000 * 12 = 10,20,000
Estimated income 24,00,000
Estimated profit 13,80,000

SECTION TEN: Back-up Plan

10.1 Short-term plan

Page | 125
 • Complementary free home training sessions (2 nos)
• Free seminars to corporates no fees

10.2 Long-term plan

• Offer call services for diet consultations over video calls to remote locations where a Nutritionist
may not be able to reach
• Offer group training to multiple members of the family at discounted rates

10.3 Plan B
• Introduce low cost personal training package
• Group Training

Page | 126
 Sample Business Plan- 2

SECTION ONE ...............................................................................................................................................

SECTION TWO ..............................................................................................................................................

SECTION THREE: Products and services.......................................................................................................

SECTION FOUR: The market ........................................................................................................................

SECTION FIVE: Market research ..................................................................................................................

SECTION SIX: Marketing strategy ................................................................................................................

SECTION SEVEN: Competitor analysis .........................................................................................................

SECTION EIGHT: Operations and logistics ...................................................................................................

SECTION NINE: Financial forecasts ..............................................................................................................

SECTION TEN: Back-up Plan .........................................................................................................................

Page | 127
Business Plan
Business name:
xyz Gym

Owner(s) name:
H Arya
Business email address:
[email protected]

SECTION ONE
1.1 Business summary:
XYZ Gym wishes to provide top notch training services to the corporate sector employees working in its
vicinity. The facility targets to improve performance of its clients with effective coaching and counseling,
with improvement in client’s performance as it core value.

1.2 Business aims:

To target or provide services to corporate sector employees over a specific income bracket.

1.3 Financial summary:

We have following financial capital:
3- Saving of 2 Cr. INR.
4- Bank loan of 1 Cr. INR.

1.5 Strapline or Mission Statement:

Our goal is Improving our clients’ life, hence making them fit.

Page | 128
SECTION TWO
2.1 Why do you want to run your own business?
• Building a Brand in the Field of Fitness
• To bring forth correct education and provide real results to people
• More Money
• Entrepreneurship
• Professional Scalability
• Achieve something bigger in life

2.2 Previous work experience:

-Involved in ABC Company as a Manager.
- Worked as a Personal trainer in Gold’s Gym (1 Years).

2.3 Qualifications and education:

• Bachelor in Engineering
• Management Graduate
• Diploma in Personal Training
• Sports Nutritionist

2.4 Details of future training courses you want to complete:

• Certified Personal Trainer ( Special Population)

SECTION THREE: Products and services

3.1 What are you going to sell?
☐ a product
☐ a service
☒ both
3.2 Describe the services and products you are going to sell, detail the packages etc
Product- Yoga Classes, Personal Training, Diet consultations, Boot Camps, Seminars, workshops etc.

SECTION FOUR: The market

4.1 Are your customers:

Page | 129
☐ individuals
☐ businesses
☒ both
4.2 Describe your typical customer:
Top Executives working for corporates in the vicinity of the facility.

4.3 Where are your customers based?

Gurgaon City

4.4 What prompts your customers to buy your product/service?

• Service Quality – Customer Centric Approach
• Our well trained and qualified Human Resource
• Premium Facility
• Our Product Placement
• Word of Mouth
• Results given to the clients

4.5 What factors help your customers choose which business to buy from?
• Compassion for Customer Services – willingness to go one step ahead for the customer
• Location
• Comfort
• Logical decision making and execution in terms of training
• Customer centric approach

4.6 Have you sold products/services to customers already?

☒ yes
☐ no
If you answered ‘yes’, give details:
• Personal Training Packages – Yearly and Half yearly

4.7 Have you got customers waiting to buy your product/service?

☒ yes
☐ no

Page | 130
 If you answered ‘yes’, give details:
Enquiry from 4 corporates, this month 20 more clients will be added.

SECTION FIVE: Market research

5.1 Key findings from ‘desk research’:
Based upon:
6. Target Area
7. Providing the quality product for the right client (paying capacity and willingness to make a
tangible change in life)
8. Identifying Customer needs and fulfilling the demand gap
9. Premium Health Clubs in that area, if any
10. Latest Industry trends and projection of one’s USP for product differentiation
11. Demographics

SECTION SIX: Marketing strategy

Why have you chosen this marketing How much will it

What are you going to do?
method? cost?
To tell prospects:

• Who you are

• What specific (or special)
Setting a USP – Unique Selling services you provide
Nil
Proposition • How you do fitness and
health BETTER
• And why you’re in business

• Enticing prospects to try out

your gym or services
50,000
Ongoing monthly campaign • Rewarding current customers
INR/Month
and ensuring future loyalty

• To meet revenue targets

• To attract more customer base 1,00,000
Consistent Marketing throughout the year
• Reaching prospects first and INR/Month
often!

Page | 131
 • To target accurate
Social Media Targeted Advertisements – demographics 10,000
Facebook & Instagram INR/Month
• Better way to show one’s USP

So gym’s website clearly communicate

the following:

• Who you are

Website advertisements through Google • Which 10,000
Pay Ads and approaching Corporates with
services/classes/perks you INR/Month
the service offers
provide
• That you’re not just a gym but a
place to get Fit

And how to contact you (and make this

OBVIOUS!)
1,70,000 per
TOTAL COST
month

SECTION SEVEN: Competitor analysis

7.1 Table of competitors

Name, location and

Product/service Price Strengths Weaknesses
business size

Gym Fit, Mumbai 40,000 INR Youth is attracted

CrossFit Less Space
Medium Sized Yearly more.

Shape Gym ,Mumbai Zumba, Bollywood, 25,000 INR Well organized or No tangible results
Small Sized Aerobics Yearly systematic to the clients

YPT Gym, Mumbai. Attracts medium Poor service

1,00,000 INR
Personal Training to top level quality with no
Big Player Yearly
executives tangible results

Page | 132
7.2 SWOT analysis
Strengths Weaknesses
• Great Location • Not keeping pace with emerging trends
• Top Class Facilities • Lack of Competitive Analysis
• Qualified Trainers • Average Financial Management and
• Scientific based workouts Forecasting
• Result oriented deliverables

Opportunities Threats
• Growing demand for Fitness • Attrition
• Growing Health Concerns • Improvement in knowledge base of
• Dearth of result oriented Service Providers in Trainers
the Industry • Clients’ influence towards emerging
market trends

7.3 Unique Selling Point (USP)

Delivering great value for services offered and always exceeding your expectations. Once you join here,
you will never look back.

SECTION EIGHT: Operations and logistics

8.1 Production
• Peak Timings – 5 am to 11 am (Morning), 5 pm to 11 pm (Evening)
• Staff availability based on the volume of crowd or PTs, 1 Manager and 2 Business Development
Executives available during the facility operational hours

Page | 133
 • Facility operational from 5 am to 11:30 pm

8.2 Delivery to customers

• Personal Training Sessions
• Well organized and planned sessions
• Logging of client’s performance with each session
• Extreme focus of service quality and customer care along with focused approach towards session
deliverables.

8.3 Payment methods and terms

• Online/Card – One time yearly or half yearly joining fees
• Bank Transfer
• No refund Policy, may subject to change as per management jurisdiction

8.4 Suppliers

Name and location of Items required Payment Reasons for choosing

supplier and prices arrangements supplier

Cybex Equipments Fitness Machines Cheque Best in the Industry

Challenge Bars, Racks

Free weights Cheque Best in the Industry
and Plates

Electric, Interior and

ABC Systems Pvt. Ltd. Cheque Best in the Industry
other amenities

OPS AMC Contractor – Yearly AMC Contract

Cheque Best in the Industry
for other services agreement

K11 Academy of Fitness

Manpower (Trainers) Cheque Best in the Industry
Sciences

8.5 Premises
Rented facility with Gurgaon DLF

Page | 134
8.6 Equipment

If being bought
Item required Already owned?
New or second hand? Purchased from Price

Cardio Machines No New Wood way 5,00,000 INR

Weight Machines No New Cybex 5,00,000 INR

Squat Rack,
No New Hammer Strength 5,00,000 INR
Barbell, Plates

8.7 Transport
NA

8.8 Legal requirements

• Commercial Paper Ready
• Fire/Water/Electricity clearance certificate
• Pollution Clearance Certificate

Page | 135
 • GST No.

8.9 Insurance requirements

• Equipment Insurance
• Furniture Insurance
• Employee Insurance

8.10 Management and staff

• Personal Trainer Staff – 8-10
• Business Development Staff – 3-4
• Club Manager - 1
• Cleaning Staff – 4-5

Page | 136
SECTION NINE: Financial forecasts
9.1 Sales and costs forecast

Month 1 2 3 4 5 6 7 8 9 10 11 12 Total

Number
20 x 30 x
of clients
300 300
x cost per
0 0
session
90,
Sales 600
000
forecast 000
0
Sales dip during summer break (May-June)
Assumptions
(e.g. Seasonal
trends)

9.2 Personal budget

Section Item Estimated monthly cost

Estimated costs Mortgage/rent 2,00,000
Council tax 10,000
Gas, electricity and oil 1,00,000
Water rates 2,000
All personal and property insurances 5,000
Clothing 10,000
Food and housekeeping 50,000
Telephone 5,000
Hire charges (TV, DVD etc.) NA
Subscriptions (clubs, magazines etc.) NA
Entertainment (meals and drinks) 10,000
Car tax, insurance, service and maintenance 10,000
Children’s expenditure and presents NA
Credit card, loan and other personal debt repayments NA
National Insurance NA
Other NA
Estimated total costs
Estimated income
Estimated profit

Page | 136
SECTION TEN: Back-up Plan
10.1 Short-term plan
• Complementary free Personal Training Sessions
• Free Counseling session with nutrition plan

10.2 Long-term plan

• Open 2 more gyms by 2022

10.3 Plan B
• Introduce low cost personal training package
• Group Training

Page | 137
 Sample Business Plan-3

SECTION ONE ...............................................................................................................................................

SECTION TWO ..............................................................................................................................................

SECTION THREE: Products and services.......................................................................................................

SECTION FOUR: The market ........................................................................................................................

SECTION FIVE: Market research ..................................................................................................................

SECTION SIX: Marketing strategy ................................................................................................................

SECTION SEVEN: Competitor analysis .........................................................................................................

SECTION EIGHT: Operations and logistics ...................................................................................................

SECTION NINE: Financial forecasts ..............................................................................................................

SECTION TEN: Back-up Plan .........................................................................................................................

Page | 138
Business Plan
Business name:
In vigor, the Fitness Hub

Owner(s) name:
G N Nath
Business email address:
[email protected]

SECTION ONE
1.1 Business summary:
Invigor, the Fitness Hub promises to address the fitness needs of its patrons and members. Sure to deliver
tangible and aggressive results in the shortest period of time, it is also to a fun place to be in with options
of group activities.
1.2 Business aims:
To provide fitness solutions using the latest and scientifically designed equipment and exercise routines
at affordable prices.

1.3 Financial summary:

Equipment: Rs. 50 lakhs
Accessories: flooring, lighting, air condition: Rs.10 lakhs
Front desk, wet areas and cafeteria: Rs. 5 lakhs

50% from own capital

50% as bank loan

1.5 Strapline or Mission Statement:

Making fitness accessible to everyone by providing quality service at pocket friendly prices.

SECTION TWO
2.1 Why do you want to run your own business?
1. to make a difference to people
2. Achieve a dream of Fit India

Page | 139
 3. To be financially independent
4. To have a creative outlet.

2.2 Previous work experience:

Freelance personal trainer for 10 years
General & Personal Trainer in One-up Fitness, Hyderabad.

2.3 Qualifications and education:

B.A. in Sociology
Diploma in Personal Training from K11 Academy of Fitness Sciences
Certified Personal Trainer for Special Populations from K11 Academy of Fitness Sciences
2.4 Details of future training courses you want to complete:
• Certified Sports Nutritionist

SECTION THREE: Products and services

3.1 What are you going to sell?
☐ a product
☐ a service
☒ both
3.2 Describe the services and products you are going to sell, detail the packages etc
Gym Facility, Group classes for Zumba, kick boxing and Tai Ichi;
Nutrition package for Fat loss and clinical cases

SECTION FOUR: The market

4.1 Are your customers:
☐ individuals
☐ businesses
☒ both

Page | 140
4.2 Describe your typical customer:
Men, women in the age group of 16-75 years.

4.3 Where are your customers based?

Andheri West

4.4 What prompts your customers to buy your product/service?

1. Certified trainers and nutrition providers
2. Professionally Trained in etiquette and grooming
3. Friendly helpful staff
4. Scientifically designed result oriented workout plans
5. Professional services for housekeeping and hygiene

4.5 What factors help your customers choose which business to buy from?
1. professionally trained counsellors
2. thorough product knowledge
3. Audio visual presentation of products in comfortable cabins.

4.6 Have you sold products/services to customers already?

☒ yes
☐ no
If you answered ‘yes’, give details:
Group classes – most popular being Zumba
Fat loss packages

4.7 Have you got customers waiting to buy your product/service?

☒ yes
☐ no

If you answered ‘yes’, give details:

Members of nearby housing society would like a presentation with special tariffs for senior citizens

Page | 141
SECTION FIVE: Market research
5.1 Key findings from ‘desk research’:
1. Identify gyms within range of 2 km
2. Get to know their pt and membership rates for competitive pricing
3. Get to know the facilities they are offering: to create added benefit and earn more money
4. Do a market study of demographics and the budget they would allocate for membership and pt.

SECTION SIX: Marketing strategy

Why have you chosen this marketing How much will it

What are you going to do?
method? cost?
Create brand awareness
Allow target audience to know our
services
Package the product to suit a wide
variety of people.

Highlight the Product 10,000 INR/per

(USP – Unique Selling Proposition) Showcase exactly why someone should month
engage our services

Clearly define why we are better over

the others

Discounts
Offer Price
Credit Policies

Detailing the financial side of the

business
50,000
Pricing Determine how much to spend on
INR/Month
marketing and promotion throughout
the next year.
Determine where this money will come
from

Place 1,00,000
Participate in 1 large and 1 small fitness
Visibility related exhibition or event in a year INR/Month

Page | 142
 Promotions: Use of social media such as:
Facebook
Increasing customer traffic by using the Instagram 10,000
right media tool Radio spots INR/Month
Television
Word of Mouth
1,70,000 per
TOTAL COST
month

SECTION SEVEN: Competitor analysis

7.1 Table of competitors

Name, location and

Product/service Price Strengths Weaknesses
business size
Alltime Fitness,
Amboli Naka 60,000 INR Impressive to a
All services No parking facility
Yearly hip crowd
Large Sized
Curves Fitness Studio, Privacy, up market
LB Park 25,000 INR Too small, not
Personal Training feel, women
Yearly much equipment
Small Sized oriented place

1520 Gym, Irla Personal Training & 40,000 INR Comprehensive Bad reputation
Medium sized Group classes Yearly facility around trainers

Page | 143
7.2 SWOT analysis
Strengths Weaknesses
Proximity to bus and railway station No lift in the building
Fully furnished and comprehensive Wet areas cramped
Motivated bunch of trainers Restaurant in the vicinity has unhygienic staff
Service oriented approach

Opportunities Threats
Emerging commercial and residential complex in the Trainers being picked up by competitors
vicinity
Rising costs of advertising and promotions
Facility to expand and increase gym space in the
Weak client loyalty
building
Increase in health-related problems

7.3 Unique Selling Point (USP)

A vibe like no other place, have personal attention of trainers even when you don’t take personal training.

SECTION EIGHT: Operations and logistics

8.1 Production
• Fitness hub timings: 6 am to midnight; Sundays: 9 am – 6 pm
• General trainers on the floor – 6; Personal trainers – 4
• Front desk executives – round the clock
• Sales and admin staff – normal office hours.

Page | 144
8.2 Delivery to customers
• General customers: fitness testing, reports and workout plans
• Workout plans delivered on mobile phone.
• Personal Training Sessions – tracked on attendance card and on software
• Nutrition counselling: 4 weeks and 12 week plans tracked on software

8.3 Payment methods and terms

• Cash transactions welcome
• Cheque, online, card payments acceptable
• One time registration fees
• Intra product transfer, transfer to family member or friend permitted on payment of nominal
charges.

8.4 Suppliers

Name and location of Items required Payment Reasons for choosing

supplier and prices arrangements supplier

Jerai Equipment Fitness Machines Cheque Reasonably priced

Cougar Fitness Bars,

Free weights Cheque Excellent quality
Racks and Plates

Electric, Interior and

Nagrik Systems Pvt. Ltd. Cheque Good quality products
other amenities

Yearly AMC Contract Reliable and prompt

Umesh AMC Contractor Cheque
agreement service

K11 Academy of Fitness

Manpower (Trainers) Cheque Best in the Industry
Sciences

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8.5 Premises
Premises on lease near Andheri station

8.6 Equipment

If being bought
Item required Already owned?
New or second hand? Purchased from Price

Cardio Machines No New Life Fitness 5,00,000 INR

Weight Machines No New Jerai Equipment 5,00,000 INR

Squat Rack,
No New Cougar Equipment 5,00,000 INR
Barbell, Plates

8.7 Transport
NA

8.8 Legal requirements

• Commercial Paper Ready
• Fire/Water/Electricity clearance certificate
• Pollution Clearance Certificate
• GST No.

8.9 Insurance requirements

• Equipment Insurance
• Furniture Insurance
• Employee Insurance

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8.10 Management and staff
• Personal Trainer Staff – 8-10
• Business Development Staff – 3-4
• Club Manager - 1

SECTION NINE: Financial forecasts

9.1 Sales and costs forecast

Month 1 2 3 4 5 6 7 8 9 10 11 12 Total

Number
20 x 30 x
of clients
300 300
x cost per
0 0
session
90,
Sales 600
000
forecast 000
0

Sales dip during monsoons and festival (July-August)

Assumptions
(e.g. Seasonal
trends)

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9.2 Personal budget

Section Item Estimated monthly cost

Estimated costs Mortgage/rent 2,00,000
Council tax 10,000
Gas, electricity and oil 1,00,000
Water rates 2,000
All personal and property insurances 5,000
Clothing 10,000
Food and housekeeping 50,000
Telephone 5,000
Hire charges (TV, DVD etc.) NA
Subscriptions (clubs, magazines etc.) NA
Entertainment (meals and drinks) 10,000
Car tax, insurance, service and maintenance 10,000
Children’s expenditure and presents NA
Credit card, loan and other personal debt repayments NA
National Insurance NA
Other NA
Estimated total costs
Estimated income
Estimated profit

SECTION TEN: Back-up Plan

10.1 Short-term plan
• Complementary free Personal Training Sessions
• Free Counseling session with nutrition plan

10.2 Long-term plan

• Open 2 more gyms by 2022

10.3 Plan B
• Introduce low cost personal training package
• Group Training

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NUTRITION
ASSESSMENT

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 CLIENT NUTRITIONAL INFORMATION ANALYSIS-

-Analyze the client’s nutritional information in relation to their goals.

The goal is Fat loss and to play a sport of powerlifting. However, the diet is non-supportive as it includes junk food and is low in protein.
There is also very little physical activity.

-Determine client’s daily energy requirements.

BMR=66+(13.7*95) + (5+167.64) - (6.8*41)
= 66+(1301.3) + (838.2) – (278.8)
=1927 Calories / day
(Highly Active) =1927 * 1.375
=2650 Calories/day

-Create and Record SMART targets for client in agreement with them.
S- I want to lose 20kg this year.
M- Monitored by weighing scale and measurement tape.
A- Losing 2-4 kg per month is achievable with exercise
R- This is realistic compared to aiming for 5-6kg per month.
T- Time frame- 1/Jan/2021 to 1/Jan /2022.

-Analyze the client’s readiness to make dietary modifications.

The client is highly motivated as he had attempted weight loss earlier.
This time he is determined to correct dietary habits and wants lower body fat percentage and waist circumference.

-Develop and agree strategies to overcome barriers to achieving their goals.

The biggest barrier is not able to sustain the diet and exercise program. This will be overcome by setting the weekly goals, Self-motivation and engaging family support.

-A comparison of participant’s diet in current healthy eating guidelines. You will need to reference sources.
1-Meals based on starchy carbs 5-High Sugar
2-Less quantity of vegetables 6-Low activity level
3-Berries –Rarely 7-Low hydration levels
4-Fish-Rarely

-Clients current status and nutritional goals.

1-All 3 meals are Starchy Carbs, Quality needs to be improved.
2- 1-2 Snacks/day need to give better options.
3-Low micronutrient consumption. Supplements to be given
4- 1.5 liter water intake to increase to 3 liters

-Give advice to referral to other professionals if applicable.

NOT APPLICABLE ____________________________________

Client’s Name: Abhijit Contact Number: -

Clients Signature: Date: -
Clients Guardians Signature: Date: -
Counsellors Name: Raol.r

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