Health Club Operators and Manufacturers Share How to Get the Best Deals on Cardio Equipment

From navigating the maze of manufacturers to negotiating price and financing options, purchasing cardio equipment for a health club is a complex process. Fortunately, industry experts are sharing some time-tested advice on how to secure the ultimate cardio equipment deal.

Tried and true is better than trendy and new. Club operators should ask themselves whether they are buying what consumers want or what they are personally intrigued with, says Tim Hicks, senior vice president of franchising and licensing for Gold's Gym International, Irving, TX. If the equipment is not something members will use, then it is not a good purchase, regardless of the deal you get, Hicks says.

"If you're going to equip a new gym, the purchasing decision is going to depend a lot on layout, flow and function," Dal Clayton, chief operations officer for Titan Fitness, McLean, VA, says. The key is to choose a large number of staple pieces—treadmills, ellipticals and, to a lesser extent, cycles and climbers. Clayton warns club operators not to get too excited about the latest and greatest machines. Gauge popularity with one or two machines before investing heavily in the latest fad.

"Warranty and reputation are just as important as price," says Catie Gibson, fitness and safety services manager at the University of Colorado, Boulder. "If you have a machine that is down 30 percent of the time, that is going to affect your reputation and your business."

Gibson advises club operators to get to know the manufacturer's maintenance team in their area. Ask who stocks the parts, how long they will take to arrive, where a local dealer or maintenance person is available and how well-trained they are on this product, she says.

Big orders often equal better deals. When club operators band together in purchasing groups, they can combine their purchasing power for quantity discounts. This tactic can offer significant savings, especially for smaller clubs.

"You have a bigger hammer to negotiate with," Clayton says. "You can definitely leverage a bigger order to get better pricing."