As trainers, we individualize our workouts to meet the needs of each client. Deciding on a price point for corporate services needs to be individualized in the same manner. Each company you work with will want something different; something that works specifically for the environment, the employees and the culture of the company. Below are some key questions to consider when putting together your training package. For these questions, I’m assuming you are an Independent Contractor, and not an employee of the company.
- Are you being hired to provide personal training or are you teaching a group?
If you are providing one-on-one training, you’ll want the individual to sign a contract with you and pay in-advance, or the company should pay you in advance. A three month contract should be the minimum. If this is the case, you’re simply going to approach it the same way you would with a personal client. You’ll decide the training times/days and implement your late cancel/no show policies. Proceed with caution if a company wants you to be “on-site” for a few hours a day, so people can train if/when they want. If that’s the case, make sure it’s profitable for you. If you are on-site for three hours and only one person trains with you, would you just get paid for one hour? Is there an hourly rate that you get even if no-one shows up? I suggest only traveling to companies when you know you have a client. If companies start paying you for time when you’re services aren’t being used, you won’t be there very long.
If the company is paying you to teach a class, you’ll want to charge a flat rate, and that flat rate should be about double your personal training hourly rate. Again, make sure the company signs a contract and discuss how often you’ll be paid. I request payment monthly regardless of the contract length.
- Should you buy equipment for the company?
If you have enough of your own equipment and you don’t mind traveling with hundreds of pounds of dumbbells and medicine balls in your trunk (my poor Prius), then bring your own. However, it’s great to suggest that the company buys their own so it can be kept on-site and hopefully used on days when you’re not there. I usually order the equipment for them or give them an invoice with everything we’ll need. $200-$300 should buy enough equipment for groups of 10-15 people. Remember to use your ACE discount on the SPRI website!
- Should you charge based off of group size?
The companies I work with are mid-sized (100-150 employees). In our contracts it’s stated that the rate is based on no more than 20 people attending the class. I don’t turn an employee away if they’re the 21st person to show up, however, if it’s consistently over 20, then I’ll increase the price. You’ll need more equipment and you might want to consider having a co-teacher, these things cost money. And let’s just face it, at the beginning of the program the word hasn’t spread on how awesome a class it is… give it time and you’ll see your numbers sky-rocket. You’ll want to be prepared and have a price increase in place when this happens.
- Are you assisting the company on other health and wellness topics?
If you are experienced in other areas of health, such as nutrition, gait analysis, psychology, consider adding in a monthly seminar into your package. These can be done as a “Lunch and Learn” or an after work event that family members can attend. Simply incorporate your hourly presentation fee (plus prep time) into your contract.
I applaud you on being an advocate for corporate fitness! Best of luck!