Personal training program effectiveness on sales performance and client retention: a case study of Celebrity Fitness Paragon Semarang
DOI:
https://doi.org/10.47197/retos.v77.117543Keywords:
Personal Training, Sales Performance, Client RetentionAbstract
Introduction: The global fitness industry continues to grow, with personal training (PT) services emerging as a major trend that not only increases revenue but also enhances member retention. Service quality, trainer competence, facilities, and social interaction have been proven to significantly determine satisfaction and loyalty. Therefore, structured PT and quality supervision are key factors in retaining members in a competitive market.
Objective: This study aims to evaluate the effectiveness of personal training programs on sales performance and client retention at Celebrity Fitness Paragon Semarang, as well as to identify core service factors that support long-term member loyalty.
Methodology: This study used a mixed-methods case study design involving 1,243 clients, 13 trainers, and 2 sales managers, analyzing quantitative data in the form of monthly sales, retention, and satisfaction through statistical tests (descriptive, paired t-tests, regression, Cronbach's Alpha = 0.89), as well as qualitative data from semi-structured interviews, which were analyzed thematically using NVivo.
Discussion: The findings revealed an 83% increase in Personal Training (PT) sales and client retention reaching 92.44% in June, despite fluctuations between March and May. Regression analysis identified client satisfaction and trainer relationships as the strongest predictors of retention, whereas session frequency showed only a moderate influence, emphasizing the importance of psychosocial factors in program success.
Conclusions: The effectiveness of personal training programs not only increases short-term sales but also builds client loyalty and retention through the synergy of promotional strategies, service quality, instructor interaction, and psychosocial factors.
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