Gym Operator Best Practices: 5 Ways to Grow Revenue When Attendance Dips

A record 81 million Americans held a gym, studio, or fitness facility membership in 2025. Even so, attendance still dips every summer, and new joins slow with it.

As we move toward another attendance dip, I find myself thinking back to the years I spent as a General Manager — first at my own clubs, then at two top-10 national fitness brands. Every year, the same anxious conversations would start in the break room: attendance is dropping, new joins are slowing, what do we do?

The fitness industry is right in the middle of that shift.

These five gym operator best practices show you how to grow revenue when attendance dips, and our operator data shows which numbers to watch along the way.

TL;DR

• Gym operator best practices include treating the members who still show up as your champions, putting renewals and payments on automatic, and earning revenue beyond dues.
• Sell to the members who still show up. They’re your champions, so lead with personal training and supplements to grow ancillary revenue.
• Offer Gen Z small group training at a price they can afford, and build community for free with a weekend run club.
• Use your July joins to test a small price increase, so your gym pricing holds before January.

The Market Backdrop: 2026 Rhymes With 2006

I’ve seen this movie before. When I was running clubs between 2006 and 2007, we faced a striking convergence of headwinds: gas prices were climbing, youth unemployment was rising, and an inflationary climate was squeezing consumer spending power. Sound familiar? 

Today, the parallels are real. Inflation concerns, elevated gas prices, and a challenging job market for young people are all back in the headlines. Youth unemployment has hit 10.8% for workers under 25, compared to the 4.3% broader rate, a structural challenge that directly affects the college-aged members you’re trying to recruit and retain this summer. 

But here’s the critical insight from our latest research that changes everything: when budgets tighten, people don’t cut fitness — they cut other things first. 

The data backs this up hard. A record 81 million Americans held a gym, studio, or fitness facility membership in 2025 — a 5.2% increase year-over-year and an all-time industry high. Total participation, including day passes and guest visits, exceeded 100 million people. The no-show rate — historically the industry’s biggest embarrassment — fell from 10% to just 4.6%, an all-time low. Wellness spending has become a recession-proof priority, particularly for Millennials and Gen Z, even as they pull back elsewhere. Fitness has become the third space people refuse to give up. 

The headwinds are real, but so is your pricing power. And summer is the perfect time to use it. 

Want to learn more about pricing power? Our Unbreakable Gym ebook breaks down how pricing can be an important lever.

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Who’s Still Walking Through Your Door When Attendance Dips?

This is the first thing to understand about the summer dynamic: the people showing up in July are your most motivated members. 

They’re not there because of a New Year’s resolution made in a moment of optimism. They’re there because they built a habit, they made sacrifices during the winter to earn their peak shape, and they are not about to let it slip.

These members — checking in two to three times per week while their peers are on vacation — are your highest-value targets for ancillary revenue. And that’s not an accident. 

Attendance typically dips roughly 15% during the summer months as casual members drift toward outdoor activities and travel. That drop filters out the least committed. The people left are your champions.

Treat them that way.

Strategy 1: Maximize Ancillary Revenue: Personal Training and Supplements

My best personal training months, year after year, were in the summer. Every single time. The motivated member who is checking in consistently is already telling you something: they want results. Your job is to meet them there.

The starter pack is your entry point. Target 25% of your active summer membership with a 4-to-8 session introductory package. Frame it not as a sale but as a challenge: You’ve done the work. Let’s take it to the next level before fall hits. People who are already committed buy in.

Train your front-desk and floor staff to offer the personal training packages too, so every member hears the intro offer at check-in and not only when a trainer is free.

Then accelerate the usage of your existing PT clients. If someone is doing one session per week, a structured two-week push: two sessions one week, one the next, alternating, is easy to sell on the outcome. If they’re already at two sessions per week, go three-two-three-two. They’ll see better results faster, which drives both retention and referrals.

Pair personal training with supplementation. A thoughtful starter stack — protein, creatine, a quality multivitamin — isn’t upselling for its own sake. It’s completing the performance picture for someone who’s already bought in. The summer member’s mentality is goal-oriented. Speak to that.

Strategy 2: Bring Small Group Training to the Gen Z Market

Here’s where the demographic data shapes your summer offer. Gen Z now drives roughly 47% of all new gym joins. But this is also the generation facing rising financial pressure — with college graduates competing in a tighter job market and carrying real financial anxiety. They want community, they want results, and they’re price-sensitive.

Small group training at the $15–$20 per session price point is your answer. HYROX-inspired sessions, functional fitness formats, and run club structures are having a massive cultural moment right now, and they create exactly the social experience Gen Z says is the primary reason they stay with a gym. 

According to ABC Fitness’s research, 57% of active consumers cite social connection as the main reason they join and stay engaged with their fitness communities.

The pull goes beyond Gen Z gym members: in our latest Wellness Watch research, 67% of active consumers say fitness communities increase motivation and accountability.

Design the product for them: bring three friends, train together, pay less than a solo session. You build habits, community, and lifetime value in a single format.

Read: The Demographic Earthquake That’s Reshaping the Fitness Industry

Strategy 3: Build Your Brand in the Community, For Free

Summer is the single best season to do brand-building work that doesn’t require a marketing budget. When I ran my clubs in Chicago, we sponsored street festivals in our neighborhoods. We fired up barbecues in front of our locations. We put our name on community events where our potential members were already gathering.

Start a free weekend run club or walking club. Take your best-attending group fitness instructor or top personal trainer and make them the face of a Saturday morning community event. It costs you nothing but their time, and it creates a lead funnel, a retention driver, and a community signal all at once.

To promote the club online, start with our social media guide.

Connect with your local police and fire departments. Offer summer complimentary memberships to first responders. The goodwill you build doesn’t just create word of mouth — it positions your club as a genuine stakeholder in the neighborhood.

Find the street festivals, farmers markets, and community events within a two-mile radius and get your brand into them. Not as a hard sell. As a neighbor.

Read: The Power of Belonging: How Community is Redefining Fitness

Strategy 4: Beta Test Your Pricing Now, Before January

One of the most valuable things you can do this summer, almost nobody does: use the summer cohort to test your fall price increase.

The people joining in July are your most loyal prospective members. They’re not responding to a January promotion. They made a deliberate choice. If you move your base membership rate from, say, $30 to $32 and they absorb it without friction, you’ve just validated that your pricing power is intact — and you’ve bought yourself six months of data before the January push.

This also protects you in a higher-inflation environment. The fitness industry raised average dues roughly 9% in 2023 without a significant membership drop, and premium operators like Life Time increased individual member dues by $10 to $30 in 2025 without slowing demand. The market will bear thoughtful price increases. Summer is your low-risk testing window.

For the full framework behind gym pricing moves like this, see our pricing playbook.

Consider biweekly billing structures as well. For the price-sensitive Gen Z segment, the psychological barrier to a monthly fee can be real. Biweekly billing often converts better even at the same annualized rate.

Strategy 5: Use Technology to Ring-Fence Members Who Travel

This is where today’s operators have an advantage I didn’t have in 2006: the mobile app is your retention infrastructure.

Summer creates a natural drift. Members travel, routines break down, and the easiest thing in the world is to pause or cancel a membership they’re not using. Your job is to make the app the reason they don’t.

Set up a mandatory communication cadence for personal trainers and sales staff via push notification. Send weekly workouts. Build personalized training plans inside the app so every engaged member has a program they can execute anywhere. Layer in nutrition guidance and supplement recommendations tied to their goals. When someone is traveling, the app should feel like a coach traveling with them.

Automate renewals, payments, and member messages instead of handling them by hand. That keeps your team on the floor and keeps members hearing from you on time, even when nobody is at the desk.

This isn’t a nice-to-have. The gym-goers who don’t use their membership dropped from 10% to 4.6% in 2025 — that shift happened precisely because operators got better at engagement. Keep closing that gap.

Read: Why Mobile Will Define the Future of Fitness

The Numbers to Track Before January

Gym operator best practices only pay off if you can see whether they work. Pull your own figure for each row below and compare it before the slow season ends and January traffic covers the gaps. 

Start with any row where you have no number today. Our data article explains the context behind several of these numbers.

Watch the first 30 days closely. Members who are not yet near five visits are your at-risk members, so a quick message from your team is worth sending before they drift. 

Review the table monthly so you can see how the changes from Strategies 1 to 5 move each number.

The Slow-Season Mindset: Heroes Aren’t Made in January

January gets all the attention. But the operators who win Q3 and Q4 are the ones who didn’t treat summer as a waiting period.

Summer is where you:

• Deepen relationships with your most motivated members
• Build ancillary revenue through personal training and supplements
• Create the community infrastructure that drives retention year-round
• Beta test the pricing that will fuel your January growth
• Plant the brand flags in your neighborhood that generate leads for months

The market data is clear: Americans are prioritizing fitness even as they cut elsewhere. Membership is at an all-time high. Engagement is at an all-time high. The industry has earned something approaching genuine pricing power.

But none of that shows up automatically on your P&L. It shows up because operators made smart moves in July and August when everyone else was waiting for September.

Summer is your runway. Use it.

Ready to transform your member acquisition strategy? ABC Ignite is the growth-driven gym management platform that streamlines your sales, automates member engagement, and provides the insights you need to optimize every strategy in your toolkit. Get a demo today.

FAQs: Gym Operator Best Practices

1. What are the best practices for running a gym in 2026?

Gym operator best practices start with keeping members engaged during their first 30 days, running billing and communication on clear systems, and training staff to follow one playbook. Then grow revenue beyond dues with personal training, small group training, and tested pricing. Our gym member retention strategy covers the retention side in depth.

2. How do gym operators grow revenue when attendance drops?

Sell to the members who still show up. Focus on ancillary revenue: offer personal training packages and supplements to your most consistent members, add small group training for price-sensitive Gen Z gym members, and test a small price rise before January. The members left during a dip are your most motivated buyers.

3. Why does community matter for gym member retention?

Community gives members a reason to keep showing up that goes beyond the equipment. In our latest research, 67% of active consumers say fitness communities increase motivation and accountability. Run clubs, group formats, and local events build that bond, as we explain in the power of belonging.

4. When should a gym test a price increase?

Test before the January rush, while you still have time to read the results. Raise your base rate by a small step for new joins, such as $30 to $32, and watch how they respond before you roll it out wider. Our pricing playbook covers the full framework.

Put These Best Practices to Work

Ready to run these plays across every location? See pricing for ABC Ignite.