What Personal Training Model Is Right For My Club?
Why is an Effective Personal Training Model Important?
In today’s highly competitive fitness landscape, an effective personal training (PT) programme is no longer just an optional add-on for health clubs and gyms - it is a strategic necessity to diversify revenue streams and leverage the best return on investment. From increasing revenue to boosting member retention, a strong PT programme delivers advantages that directly impact a club’s bottom line. Having worked across the UK health and fitness sector for over 30 years, from single sites to multi-site operators, I have seen first-hand how well-developed personal training programmes can add significant value to any club.
The key benefits to an effective and managed personal training programme are as follows:
Revenue Growth Beyond Membership Fees
Membership fees alone often operate on thin margins, particularly as the market becomes increasingly price competitive. Personal training offers a high-margin, additional revenue stream.
2. Member Retention & Engagement
Statistics consistently show that members who engage with a personal trainer stay significantly longer than those who do not. According to a 2023 study by UKActive, members working regularly with a PT had a 40% lower attrition rate compared to those who trained independently.
An engaged member who sees progress thanks to structured, guided training is not only more likely to stay but also more likely to recommend the club through word-of-mouth.
3. Differentiation in the Market
Personal training services can be a key differentiator in a saturated market. As "budget gyms" like The Gym Group continue to grow, mid and premium-tier clubs must offer visible value-added services to justify higher price points.
By investing in recruitment, education, and marketing of PT services, clubs can elevate their brand and stand out from purely cost-driven competitors.
4. Community Building and Club Culture
Personal trainers often function as informal ambassadors, helping create a welcoming, community-driven environment. They grow connections, organise social and fitness events, and personalise the member experience.
In summary, an effective personal training programme can be a powerful influence on growth, differentiation, and retention. Clubs that invest time and consideration in their PT service will see stronger financial health and greater member satisfaction. In the UK’s evolving fitness sector, where consumer expectations are rising, offering excellent personal training should be a key deliverable.
Possible Operational Models
There are three main options open to the Club.
1. Build an In-House Employed Model
In simple terms, this involves creating a new employed Personal Trainer role, with set hours on general club duties such as gym cover and reception (paid at a regular hourly rate), then completing personal training sessions outside these set hours paid at a % share of the net session income. In some cases where this model is implemented there would also be an expectation that the trainer reduces the set contracted hours as PT sessions grow, allowing the club to bring in new trainers to cover these hours and start to build their business, hence facilitating organic growth. If managed and supported this progression will lead to a growth in both trainer numbers and personal training revenue.
2. Build a Team of Freelance Personal Trainers
In this model a club allows freelance self-employed personal trainers to offer their services to members (and sometimes non-members) at the club in return for the payment of a monthly rental fee paid as part of a licence agreement with the club. There have historically been some variations of this model involving a reduced rental payment in return for the personal trainer delivering gym instruction hours for the club.
The relationship is managed through a licensor/ licensee relationship and offers some slight variations where the rental fees can be flexed based on tiered options such as training non-members or delivering small group personal training as opposed to just one-to-one sessions.
3. Outsource Provision
Another option would be to outsource provision to a specialist personal training business such as Your Personal Training. These companies manage recruitment, support, management and performance of trainers and the club will receive a % of the rental payments made by the trainers to the outsourced company, typically 50% of the net rental income.
Advantages and Disadvantages
In-House Employed Model
Advantages
Full control over trainer standards, programming, branding, and service delivery
Trainers can be directed to assist in other duties (gym floor shifts, inductions, classes)
Easier integration into member onboarding and club culture
Consistent member experience
Gives staff a career pathway
Disadvantages
High employment costs (PAYE, NI, pension, holiday pa
Administrative burden (HR, performance management, training etc.)
Risk of low productivity (PTs may lack incentive to work for clients)
Financial liability for underperforming staff.
Potential legal risks (tribunals, redundancy)
Investment and cost in training, development, and dedicated management.
Self-Employed Model
Advantages
Predictable, guaranteed rental income.
No employment costs or liabilities
Entrepreneurial trainers grow their own businesses, driving service quality.
Flexibility to scale trainer numbers with demand.
Trainers bring diverse specialist skills at no cost to club.
Easy to remove disruptive trainers if required.
Trainers can bring their own clients who may become members or pay for entry
Disadvantages
Less control over branding, service consistency, and trainer behaviour
Potential conflicts if too many trainers compete for limited clients.
Clubs may need to enforce standards diplomatically (since trainers are independent contractors)
Risk that top trainers leave for competitors
3rd Party Managed PT Provider
Advantages
Outsource PT recruitment, management, and performance oversight
Often no upfront cost; revenue share model means club earns passive income.
Access to experienced PT managers and national trainer networks
Reduces internal management workload dramatically
Disadvantages
Loss of direct control over the PT service and branding
Revenue share means lower overall income potential vs. direct rental model.
Member dissatisfaction if external company standards slip.
Can create a "two brands in one club" feel, confusing members
Summary:
Employed model = highest control, highest risk, and cost.
Self-employed model = balanced income with low risk, requires careful standards management.
3rd party model = lowest workload for club, lower revenue share and less control.
In Conclusion
There is no right or wrong model, simply the one that best suits your Club, it’s unique circumstances, your appetite for risk and the level of control you prefer.
I have seen all models work effectively across single sites, small chains and nationwide chains.
What’s most important is that you take the time to consider your options, plan your launch, deliver with focus, manage daily and review frequently.
Article Posted, 6th June 2025.