PROGRAM AND SERVICE INNOVATIONS THAT WORK

5 Tips on Developing a Great Mobile Training Program

Create a facility with no walls.

BY JULIE KING

Mobile personal training lets fitness facilities reach potential clients where they live and work, opening new revenue opportunities beyond their four walls.

But success takes more than sending a trainer off-site. John Carrico, owner of Ampersand Fitness and operator of Your Gym, Our Trainers (YGOT), shares five strategies for building a successful program. Based in Seattle, Ampersand Fitness is a 24-hour-access club that just opened a third location in Green Lake, and YGOT is one of the revenue streams that helped them expand. (See sidebar for a sample menu of offerings.)

Carrico

Sample Menu of YGOT Events (with pricing)

Three-Hour Fitness Party—a Standalone, Fitness-Themed Resident Event ($700)

Two-Hour “Your Building Gym Basics” ($500, unlimited guests)

One-Hour On-Site Group Class ($350 for 1–12 clients; $500 for more than 12)

Two-Hour Massage Table ($500 standalone, $400 add-on)

“The strongest prospects combine engaged management, a suitable space, a realistic budget, and proximity that supports reliable service.”

• John Carrico

1. Choose the Right Partners

Target nearby residential communities, senior living facilities, and employers that need fitness programming or coaching. Many of these businesses have fitness spaces but lack staff to help people use them consistently.

“Equipment creates an opportunity; qualified coaching helps people take advantage of it,” Carrico says. “The strongest prospects combine engaged management, a suitable space, a realistic budget, and proximity that supports reliable service.”

Ask about the audience, past activities, and budget. Visit the destination to assess the space and equipment, and identify an internal champion to coordinate access and encourage participation.

2. Turn Introductions Into Referrals and Relationships

Help organizations promote the program by providing flyers, QR codes, and sign-up sheets. Clubs should manage registration to build a direct relationship with participants and secure permission for marketing.

Hosting introductory events lets prospective participants experience the coach and program before committing to ongoing services. But free registration doesn’t guarantee attendance.

“We frequently see people register for free events and never attend,” Carrico says. YGOT encourages a $5–$10 ticket fee, applied toward the event’s cost or refunded when the participant attends. “That gives people skin in the game and reinforces the experience’s value.”

Afterward, follow up with participants who opted in, request feedback, and offer a clear next step. Recurring activities with familiar coaches can build relationships and referrals.

3. Tailor Services to Each Client

Start with a focused menu based on participants’ goals, experience, and schedules, and make it suitable for the available space and equipment. Match instructors with the population’s abilities.

One-on-one training suits people who need individualized programming or flexible scheduling. Small groups work when participants have compatible goals and availability; larger classes offer a social introduction.

“YGOT offers gym orientations because some people need confidence using the existing equipment before they try advanced programming,” Carrico adds.

If there is demand and a suitable environment, clubs can broaden offerings to include massage and other wellness services.

4. Account for Off-Site Logistics

Travel, parking, building access, setup, and cleanup add time beyond the session itself. Carrico recommends grouping nearby properties and scheduling recurring service windows. Multiple appointments at one site—or close together—make better use of a trainer’s day. Maintain backup coverage and consistent client records to support continuity.

“Each property should have an operating brief covering access instructions, contacts, available equipment, approved spaces, and procedures for unexpected problems,” he advises.

5. Make Sure Your Business Model Has Pricing That Works for You

Pricing must cover the full cost of delivery, including travel, staffing, setup, and administration. The host organization can fund programming, participants can pay directly, or the two can share the cost.

Recurring commitments, like monthly events or weekly sessions, make scheduling more predictable and foster relationship-building. Carrico offers greater discounts for larger year-round commitments, but ensures they leave enough revenue to deliver reliable service.

“Evaluate performance by tracking attendance, repeat participation, paid bookings, and delivery costs,” he says. “Expand only when results support it.”

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Health & Fitness Business (HFB) is the leading health and fitness industry publication. Published monthly by the Health & Fitness Association (HFA) and distributed free to the industry, HFB offers analysis of the opportunities, challenges, issues, and news that impact the industry.

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