4:00 p.m. - 4:15 p.m. | Welcome & Orientation

4:15 p.m. - 5:15 p.m. | UNC Faculty Presentation

Leading Resilient Teams Through Change
Matthew Pearsall, Ph.D., Assistant Professor of Organizational Behavior, Kenan-Flagler Business School, The University of North Carolina at Chapel Hill
Organizations must constantly adapt to meet changing market and competitor demands. Leading effective organizational change requires building resilient teams that thrive under adversity, bounce back from failure, and view change as a learning opportunity. Understand the key characteristics of a resilient team, view the change process from the perspective of the people going through it, and learn to empower your team to understand and effectively enact change.

5:30 p.m. - 6:30 p.m. | Networking Activity

Denise Ryan, Professional Trainer & Author, FireStar
Attendees at The Institute not only learn from the faculty but from the experiences of their fellow operators. Get to know your fellow students, faculty and the IHRSA staff with this simple introductory activity.

6:30 p.m. - 9:00 p.m.Reception & Dinner



6:30 a.m. - 7:30 a.m. | Morning Workout

8:00 a.m. - 9:00 a.m. | Networking Breakfast

9:00 a.m. - 10:00 a.m. | Education Class

Industry Trends, Research & Benchmarking
Melissa Rodriguez, MBA, Senior Research Manager, IHRSA
Bill McBride, President & CEO, Active Wellness Sports Clubs & BMC3
The ability to understand trends, performance indicators and research that affect your business is an important factor in planning. Identify the research and resources available, decipher which information is important, and learn how to apply it in order to differentiate your business.

10:00 a.m. - 10:15 a.m. | Networking Coffee Break

10:15 a.m. - 12:15 p.m. | Education Classes

Strategic Planning for Club Executives
Brent Darden, CEO, Darden Consulting
Understanding strategic thinking and developing a solid strategic plan is core to business success. However, your hiring, training, performance management & reward systems, and your organizational objectives must also align to achieve your goals. Discover how to enhance strategic focus and develop high performing teams that deliver desired outcomes and profitability.

Strategic Planning for Club Operations Professionals
Allison Flatley, Industry Consultant
Your department's results affect your company's success. Learn to manage more effectively through the development of goals and objectives, timelines, and implementation plans and understand the importance of resource allocation and positioning your team for growth.

12:15 p.m. - 1:45 p.m. | Networking Lunch

1:45 p.m. - 3:45 p.m. | Education Classes

Marketing Strategies
Christine Thalwitz, Vice President of Marketing, acac Fitness & Wellness Centers
A successful marketing strategy includes a comprehensive marketing plan that enhances your brand recognition and helps you gain your competitive advantage. Learn how to create campaigns, develop timelines, and define and understand your audience, as well as how to integrate your plan with sales, social media and member communication efforts.

Personal & Group Training Management
Jarod Cogswell, General Manager, VillaSport - Beaverton
Hire the right people and develop your team to grow participation and deliver fun, effective, and results-driven training programs. Evaluate fee-based programming and create the personal and group training models that will increase member engagement and build your profits.

3:45 p.m. - 4:00 p.m. | Networking Coffee Break

4:00 p.m. - 5:00 p.m. | Roundtable Discussions

6:00 p.m. - 9:00 p.m. | Networking Dinner



6:30 a.m. - 7:30 a.m. | Morning Workout

8:00 a.m. - 9:00 a.m. | Networking Breakfast

9:00 a.m. - 11:00 a.m. | Education Classes

Financial Management
Rick Caro, President, Management Vision, Inc.
Creating meaningful budgets, managing expenses and understanding variances are core skills for any business leader's success. Collecting relevant data as well as understanding and leveraging key performance indicators (KPIs) will further strengthen your ability to create better solutions for your business.

Sales Management
Bill McBride, President & CEO, Active Wellness Sports Clubs & BMC3
Effective sales teams work with a plan. Learn the importance of goal setting, projections, tracking, the sales cycle, generating leads and referrals and how to motivate your sales team through compensation, incentives and contests.

11:00 a.m. - 11:15 a.m. | Networking Coffee Break

11:15 a.m. - 12:15 p.m. | Education Classes

Day-to-Day Legal Issues
Helen Durkin, J.D., Executive Vice President of Public Policy, IHRSA
Gaining an understanding of the legal issues club operators regularly face can be instrumental to ensure they never become a legal crisis. Learn how to avert headache-causing problems that can consume your time, drain your money and harm your reputation in the community when it “goes viral.” Armed with basic knowledge, you will learn how to identify the legal issues lurking in everyday situations, the steps to avoid them and where to turn to when they can’t be avoided.

12:30 p.m. - 2:00 p.m. | Networking Lunch

2:00 p.m. - 4:00 p.m. | Education Classes

Member Retention, Experience & Engagement
Chris Stevenson, Owner, Stevenson Fitness
Learn how your organization can become more customer-centric and succeed at building member loyalty. Discover the importance of utilizing Net Promoter Scores® and member feedback to deliver great customer experiences and gain the competitive advantage. Develop strategies to help your staff engage and retain members and explore practical approaches to deliver a service culture.

Social Media & Digital Strategies
Bryan O’Rourke, CEO, Integerus, LLC
People spend more and more time online, whether to get their news, updates, or to connect. Learn how search engine optimization, social networks and mobile apps can be used to tell your story, build relationships with prospects and members, and increase brand loyalty.

4:00 p.m. - 4:15 p.m. | Networking Coffee Break

4:15 p.m. - 5:30 p.m. | Education Classes

Health Promotion & Community Service
Amy Bantham, MS, MPP, Vice President of Health Policy & Health Promotion, IHRSA
Learn the importance of positioning our industry as a primary solution to the global inactivity epidemic and about the strides that have been made. You will also discover how community service and health promotion programs can help you establish bonds and build brand loyalty.

Non-Dues Revenue: Management & Growth Strategies
Mark Miller, COO, Merritt Clubs
Membership is only one way for a club to generate revenue. Evaluate your market and determine growth areas to effectively use space, engage members and prospects, drive growth, and increase non-dues revenue and profits.

5:30 p.m. - 6:30 p.m. | Roundtable Discussions

6:45 p.m. - 9:00 p.m. | Dinner & Logo Swap

Which is better . . . to give or to receive? Now you can do both! All Institute attendees are encouraged to bring items printed with their club's logo, such as hats, t-shirts, sweatshirts, water bottles or other distinctive items to swap with fellow attendees. This is a fun networking experience and a great way to show off the uniqueness of your club's logo.



6:30 a.m. - 7:30 a.m. | Morning Workout

8:00 a.m. - 9:00 a.m. | Networking Breakfast

9:00 a.m. - 10:30 a.m. | Education Classes

Employee Hiring, Training & Retention
Debra Siena, President, Midtown Health
Hiring and keeping the right people has a huge impact on the overall success of your business. Understand first how to find people with the right knowledge, talent and skills. Then learn how to train and empower your staff to create a motivated, productive and engaged team.

10:30 a.m. - 10:45 a.m. | Networking Coffee Break

10:45 a.m. - 11:45 a.m. | UNC Faculty Presentation

Building an 'Innovation Tribe'
Al Segars, Ph.D., PNC Distinguished Professor of Strategy & Entrepreneurship and Faculty Director of the Center for Sustainable Enterprise, Kenan-Flagler Business School, The University of North Carolina at Chapel Hill
One of the most significant challenges of leadership is to build culture of innovation. Yet, there are leaders that successfully build ‘tribes' of innovation and entrepreneurship within their organizations. Examine the cultural characteristics of ‘innovation tribes', the tools and techniques that drive corporate creativity, and the role of leaders in creating and sustaining the entrepreneurial spirit.

11:45 a.m. - 12:00 p.m. | Networking Coffee Break

12:00 p.m. - 12:30 p.m. | Group Discussion

Preparing for the Future
Allison FlatleyIndustry Consultant
Debra Siena, President, Midtown Health
In this final session, attendees will share lessons learned and create a roadmap for successfully integrating new ideas upon returning home.

12:30 p.m. - 2:00 p.m. | Graduation & Lunch

“Everyone needs to fill up their gas tanks before starting any new road trip. Attending the IHRSA Institute has served as my fuel for personal and professional development."

Denise Watkins, Newtown Athletic Club
Newtown, Pennsylvania

The 2017 IHRSA Institute Brochure is Now Available

Get a jump start on learning about the exciting IHRSA Institute curriculum, the inspiring speakers, and the wealth of resources that will be included in the 2017 program.