The PT Opportunity
Personal Training is the highest-margin service in your gym. A well-run PT program can:
- Add 30-40% to total revenue
- Improve member retention (PT members stay 2x longer)
- Create trainer loyalty
- Differentiate from competition
Understanding the PT Economics
Revenue Potential:
- Average PT rate in India: ₹1,000-3,000/session
- Trainer can do 6-8 sessions/day
- Monthly revenue per trainer: ₹1.5-4 lakhs
Cost Structure:
- Trainer salary: 40-50% of PT revenue
- Space cost: Already included in gym overhead
- Admin/software: 5-10%
- Net margin: 40-50%
Structuring Your PT Program
Tier 1: Basic PT
- Group PT (2-3 members per session)
- Junior trainers
- Lower price point
- Entry-level option
Tier 2: Standard PT
- 1-on-1 sessions
- Experienced trainers
- Mid-range pricing
- Most popular option
Tier 3: Premium PT
- Senior/celebrity trainers
- Specialized programs (weight loss, bodybuilding)
- Premium pricing
- VIP experience
Pricing Strategy
Per Session Model:
- Simple to understand
- Flexible for members
- Lower commitment
- Higher per-session rate
Package Model (Recommended):
| Package | Sessions | Price | Per Session |
|---|---|---|---|
| Starter | 12 | ₹18,000 | ₹1,500 |
| Transform | 24 | ₹32,000 | ₹1,333 |
| Elite | 48 | ₹58,000 | ₹1,208 |
Larger packages = lower per-session but higher commitment.
Trainer Compensation Models
Model 1: Fixed Salary + Commission
- Base salary: ₹15,000-25,000
- Commission: 20-30% of PT revenue
- Pros: Stability for trainers
- Cons: Higher fixed costs
Model 2: Pure Commission
- 40-50% of PT revenue
- No base salary
- Pros: Variable costs only
- Cons: Trainer turnover risk
Model 3: Hybrid (Recommended)
- Lower base: ₹10,000-15,000
- Higher commission: 30-40%
- Tiered incentives for volume
- Best of both worlds
Building Your PT Team
Hiring Criteria:
- Certifications (K11, ACE, ACSM)
- 1-2 years experience minimum
- Sales ability (they'll sell PT)
- Communication skills
- Passion and energy
Training Your Trainers:
- Sales training (crucial!)
- Customer service
- Program design
- Nutrition basics
- Technology usage
Selling PT: The Conversion Funnel
Step 1: Free Assessment Every new member gets free fitness assessment:
- Body composition
- Fitness tests
- Goal discussion
- Creates need for PT
Step 2: Trial Session Offer discounted trial PT:
- 1-3 sessions at 50% off
- Showcase trainer quality
- Build relationship
Step 3: Package Recommendation Based on assessment and goals:
- Recommend appropriate package
- Show value calculation
- Handle objections
- Close with urgency
PT Sales Scripts
After Assessment: "Based on your assessment, you need to lose 15kg and your core strength needs work. With regular gym, this might take 12-18 months. With PT, we can do it in 6 months. Would you like to know how?"
Handling "Too Expensive": "I understand. Let me break it down - that's ₹500/day for 3 sessions a week. Less than a coffee at Starbucks. And the results are guaranteed. Which package works better for your budget?"
Tracking PT Performance
Key Metrics:
- PT conversion rate (new members → PT)
- PT retention rate
- Average package size
- Sessions delivered vs sold
- Trainer utilization rate
Weekly Reviews:
- PT sales by trainer
- Upcoming expiries
- Client progress
- Complaints/feedback
Technology for PT Management
Use software to:
- Schedule sessions
- Track attendance
- Manage packages
- Send reminders
- Monitor trainer performance
Common Mistakes
- Not training trainers to sell - They're great at fitness, bad at sales
- Poor scheduling - Double bookings, no-shows not managed
- No expiry tracking - PT packages expire without renewal push
- Trainer favoritism - Best trainers get all clients
- No progress tracking - Can't prove results
Scaling Your PT Business
Once basics are solid:
- Add specialized programs (weight loss boot camp)
- Group PT classes (higher margin)
- Online PT (hybrid model)
- Corporate PT packages
- PT certification programs
Conclusion
PT is your gym's profit engine. Invest in the right trainers, train them to sell, and systematize the process.
WTF Powered includes complete PT management - scheduling, tracking, and automated renewals.