12 Behind-the-Scenes Secrets of the Gym

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Gyms and the people who work for them have a nearly impossible mission. Think about it: First they have to get you in the door. Then they have to convince you to shell out money for a membership you almost certainly won’t use enough to justify its cost. Finally, they have to make you feel comfortable with the inherently uncomfortable situation of looking sweaty and disgusting in front of strangers. And yet somehow, they manage to do it.

Still, big-box gyms are having an identity crisis. Smaller studios catering to niche preferences are elbowing into their territory. More than 40 percent of gym members dump their full-service membership every year, according to the International Health, Racquet & Sportsclub Association. Meanwhile, boutique studios like SoulCycle or Pure Barre are the fastest-growing part of the fitness industry, leaving the chain gyms shaking in their boots. 

“All major chains are in major financial disruption,” says Thomas Plummer, author of How to Make More Money in the Fitness Industry. “They know what they do is not working but many are afraid to go to the next step.” While they figure out their next move, here are a few behind-the-scenes insights into how the big gyms work. 

1. THEY COUNT ON YOU NOT SHOWING UP.

“If you are not going to the gym, you are actually the gym's best customer,” writes Planet Money’s Stacey Vanek Smith at NPR. Many big clubs make their money by recruiting as many members as possible, which ends up being far more than they can actually accommodate. So they’re banking on you slacking on your workout goals. According to Smith, Planet Fitness has about 6500 members per gym but can only hold about 300 people at a time, max. 

Kevin Fowler, who directs a relatively small 400-member gym in Mississippi, says “if I had all of them in here even just through the day we wouldn’t be able to keep up with everything. We want the memberships and we want them to pay but we don’t necessarily want them to all come at one time.” 

2. THEY PUT THE CARDIO EQUIPMENT WHERE YOU CAN SEE IT ...

It’s in the big box gyms’ best interest to attract people who want easier, less frequent workouts rather than those with serious fitness goals. One way to do this is by hiding the equipment to avoid intimidating potential new customers. “Instead of displaying challenging equipment like weight benches and climbing machines in plain view, gyms will often hide weight rooms and other equipment in the back,” writes Smith. 

If they show any equipment at all, it’s usually the cardio machines. Ellipticals are the most popular machines because they’re easy to use, but they’re arguably not very efficient at getting your heart rate up. “Sure, the gliding motion of the elliptical burns calories, but that’s about it,” says fitness guru Jennifer Cohen. “It is also easy to slack off on the elliptical.” And who do the big gyms want to attract? Slackers. 

3. ... AND THEY PACK IN AS MUCH EQUIPMENT AS POSSIBLE.

Many large franchise operations get a cut of whatever equipment their franchisees buy—so the more equipment a gym is required to have, the more money the parent company gets. Rudy Fabiano, an architect who designs gyms through his firm, Fabiano Designs, uses the example of Planet Fitness: “They get maybe 10 percent to 15 percent of that package and the typical Planet buys half a million worth of equipment if not more. That’s $75,000 in profits. So it’s a little self-serving.” 

4. THOSE SIGN-UP FEES? YOU DON'T HAVE TO PAY THEM.

A lot of gyms have a one-time fee that comes with a new membership—and those fees are often negotiable. “The gym I worked at before this had a $200 sign-up fee, but I’m not sure anybody actually paid that $200 sign up fee,” Fowler says. Aside from extra money in the gym owner’s pocket, those fees exist mainly as a way of running promotions. If a gym wants to get a bunch of new members, it uses the rule of scarcity and drops the fee for a short amount of time to make new members feel like they're getting a bargain. 

If the only thing preventing you from signing up is that one-time fee, the salesperson will often lower the fee or skip it completely. They’re salespeople, after all, and they’d rather lose that fee and gain a year-long paying member than get nothing at all. “If that fee was a deal-breaker, I would wave it,” says Mo Hall, who spent six months doing membership sales at a fitness chain on Long Island. “If you say you’re not gonna pay it, they’re not gonna let you walk out the door.” 

Also, you’re more likely to get a bargain near the end of the month. “Salespeople work on commission,” one gym employee said on Reddit. “Therefore, they are much more likely to give you a better deal at the end of the month, when they may be below goal or getting a big commission from your sale.” 

5. GROUP EXERCISE RETAINS MEMBERS.

According to Plummer, fitness clubs lose about 50 percent of their members on a year-to-year basis. “In the past, club operators have resorted to fairly sleazy tactics to keep these people going, such as letting the members slip from a contractual obligation at the end of the first year into a month-to-month option with the hopes that he won’t notice and will just keep making those payments or just let the club keep drafting his credit card or checking account,” he writes in How to Make More Money in the Fitness Industry. 

There’s no doubt many clubs still use shady practices to retain members (the Better Business Bureau received more than 6000 complaints about gyms last year, many citing such practices), but other clubs realize there’s an easier way to keep members: get them involved in group exercise like yoga, spin classes or kickboxing.

“I have seen group exercise become very attractive to a large number of people because it offers accountability,” says Jeff Presley, a fitness instructor in Kentucky. “If I don’t show up, people are gonna miss me. If I do, I’m gonna be challenged because I’m working out with other people.” 

According to a Nielsen Global Consumer Exercise survey, gym members who participate in group exercise stay longer and are more likely to recommend their gym to family and friends. 

“You wanna encourage people to interact,” Fabiano says. He incorporates areas for socialization into his gym designs, whether that’s in the lobby, outside the locker rooms, or even on staircases where people have a tendency to gather anyway: “Those social engagements become important in terms of why you would keep going back.” 

6. THE YOGA MATS ARE PROBABLY FILTHY. 

Nothing turns off a customer like filth, and most clubs are aware of this. “Dirty clubs cost you more female members than any other issue,” Plummer writes. He even recommends owners hire “ghost shoppers” to visit the gym and report back on cleanliness. At Hall’s gym, one of the biggest recurring complaints was the strong smell of bleach in the air. 

But, according to Kim, a former fitness instructor in Alabama, the yoga mats are bacteria breeding grounds: “Even if the gym cleans the equipment ‘regularly,’ the regular cleaning may have been a week ago. At our gym, the mats were cleaned once a week. Yuck. Someone else's bare feet and sweaty back has been on that mat.” 

7. YOUR INSTRUCTOR MIGHT NOT BE CERTIFIED. 

When Kim became a group fitness instructor, all that was required of her was a three-day training course. “Personally, I have no background in any kind of physical education, fitness, or health,” she says. “Don't get me wrong—we do genuinely care about helping you get in better shape and keeping you from injuring yourself, but just because I can show you how to do a move doesn't mean it's a good move for you to be doing. Remember that the contract you signed when you joined the gym almost certainly released both the facility and its employees from any liability at all if you get hurt.”

8. PERSONAL TRAINERS KNOW WAY MORE THAN THEY WANT TO ABOUT THEIR CLIENTS. 

“You’re also their life coach and psychologist,” Fowler says. “When they get to know you, they’ll start telling you a lot. They’ll open up to you about their family, their kids, even their bathroom situations. It’s fine with me. I just listen to them and that’s all they want I guess.” 

9. EVERYONE WANTS BETTER ABS.

“The most popular thing people want to know when they come in is how to lose their stomach,” Fowler says. “Probably 90 percent of the people who come in want to know how to lose their stomach. But I’m always the bad guy because I have to tell them you can’t just do sit ups.” 

10. THE SAUNA IS PRIME REAL ESTATE.

“A lot of the older clientele, especially men, love the sauna, and God forbid that thing goes down for even one day,” says Patrick Miller, a former gym employee. Inevitably, though, the sauna does go down because it gets abused. “Whether it's from pouring water on the rock, which you are not supposed to do, to peeing on the rocks, when that sauna does go down, you may as well have just kidnapped their first born child,” Miller says.  

11. GYMRATS LOVE CRIME SHOWS.

For some reason, people tend to watch crime TV when they’re working out. “It’s lot of Law and Order,” Fowler says. “I haven’t quite figured it out yet.” Someone even created a Law & Order: SVU workout. It calls for 10 squats every time Elliot loses his cool. 

Even Emily Nussbaum, the TV critic for the New Yorker, likes watching crime shows on the treadmill. And this is a woman who watches TV (often really good TV) for a living. “Generally, this lineup consists of reruns of Law & Order: SVU and NCIS, which is a show I have actually never watched outside of the gym,” she writes. “I watch using captions, with headphones plugged into Pandora, and since I don’t follow the plot closely, watching the show has evolved into an experimental and soothing experience, all about people glaring and breaking down doors. It’s nearly avant-garde, or like one of those meditation DVDs.” 

12. YES, THE EMPLOYEES ARE WATCHING YOU.

Work in a gym and you’ll notice all kinds of human quirks that go way beyond just grunting and excessive sweating. For example, there are some members who show up regularly but don’t use the gym to work out at all. 

“There was this really sweet lady who would come in and shower at the gym and then leave,” Presley says. “No one would see her work out. It was really strange.” 

Others drop in just to please their employers. “There are still members to this day who come in, scan their cards, and leave five minutes later just so their employer can see they hit their quota for the month and pay for their membership,” Miller says. 

And the locker rooms are like treasure troves of strange human behavior. Presley tells the story of a regular at his gym who everyone called "the ladies man." “He would flirt with all the women and the front desk workers,” he says. “I walked into the men’s locker room one day and he had his toupee off and was combing it and blow drying it.”

16 Biting Facts About Fright Night

William Ragsdale stars in Fright Night (1985).
William Ragsdale stars in Fright Night (1985).
Columbia Pictures

Charley Brewster is your typical teen: he’s got a doting mom, a girlfriend whom he loves, a wacky best friend … and an enigmatic vampire living next door.

For more than 30 years, Tom Holland’s critically acclaimed directorial debut has been a staple of Halloween movie marathons everywhere. To celebrate the season, we dug through the coffins of the horror classic in order to discover some things you might not have known about Fright Night.

1. Fright Night was based on "The Boy Who Cried Wolf."

Or, in this case, "The Boy Who Cried Vampire." “I started to kick around the idea about how hilarious it would be if a horror movie fan thought that a vampire was living next door to him,” Holland told TVStoreOnline of the film’s genesis. “I thought that would be an interesting take on the whole Boy Who Cried Wolf thing. It really tickled my funny bone. I thought it was a charming idea, but I really didn't have a story for it.”

2. Peter Vincent made Fright Night click.

It wasn’t until Holland conceived of the character of Peter Vincent, the late-night horror movie host played by Roddy McDowall, that he really found the story. While discussing the idea with a department head at Columbia Pictures, Holland realized what The Boy Who Cried Vampire would do: “Of course, he's gonna go to Vincent Price!” Which is when the screenplay clicked. “The minute I had Peter Vincent, I had the story,” Holland told Dread Central. “Charley Brewster was the engine, but Peter Vincent was the heart.”

3. Peter Vincent is named after two horror icons.

Peter Cushing and Vincent Price.

4. The Peter Vincent role was intended for Vincent Price.

Roddy McDowall in Fright Night (1985)
Roddy McDowall as Peter Vincent in Fright Night (1985).
Columbia Pictures

“Now the truth is that when I first went out with it, I was thinking of Vincent Price, but Vincent Price was not physically well at the time,” Holland said.

5. Roddy McDowall did not want to play the part like Vincent Price.

Once he was cast, Roddy McDowall made the decision that Peter Vincent was nothing like Vincent Price—specifically: he was a terrible actor. “My part is that of an old ham actor,” McDowall told Monster Land magazine in 1985. “I mean a dreadful actor. He had a moderate success in an isolated film here and there, but all very bad product. Basically, he played one character for eight or 10 films, for which he probably got paid next to nothing. Unlike stars of horror films who are very good actors and played lots of different roles, such as Peter Lorre and Vincent Price or Boris Karloff, this poor sonofabitch just played the same character all the time, which was awful.”

6. It took Holland just three weeks to write the Fright Night script.

And he had a helluva good time doing it, too. “I couldn’t stop writing,” Holland said in 2008, during a Fright Night reunion at Fright Fest. “I wrote it in about three weeks. And I was laughing the entire time, literally on the floor, kicking my feet in the air in hysterics. Because there’s something so intrinsically humorous in the basic concept. So it was always, along with the thrills and chills, something there that tickled your funny bone. It wasn’t broad comedy, but it’s a grin all the way through.”

7. Tom Holland directed Fright Night out of "self-defense."

By the time Fright Night came around, Holland was already a Hollywood veteran—just not as a director. He had spent the past two decades as an actor and writer and he told the crowd at Fright Fest that “this was the first film where I had sufficient credibility in Hollywood to be able to direct ... I had a film after Psycho 2 and before Fright Night called Scream For Help, which … I thought was so badly directed that [directing Fright Night] was self-defense. In self-defense, I wanted to protect the material, and that’s why I started directing with Fright Night."

8. Chris Sarandon had a number of reasons for not wanting to make Fright Night.

Chris Sarandon stars in 'Fright Night' (1985)
Chris Sarandon stars in Fright Night (1985).
Columbia Pictures

At the Fright Night reunion, Chris Sarandon recalled his initial reaction to being approached about playing vampire Jerry Dandrige. "I was living in New York and I got the script,” he explained. “My agent said that someone was interested in the possibility of my doing the movie, and I said to myself, ‘There’s no way I can do a horror movie. I can’t do a vampire movie. I can’t do a movie with a first-time director.’ Not a first-time screenwriter, but first-time director. And I sat down and read the script, and I remember very vividly sitting at my desk, looked over at my then wife and said, ‘This is amazing. I don’t know. I have to meet this guy.’ And so, I came out to L.A. And I met with Tom [Holland] and our producer. And we just hit it off, and that was it.”

9. Jerry Dandridge is part fruit bat.

After doing some research into the history of vampires and the legends surrounding them, Sarandon decided that Jerry had some fruit bat in him, which is why he’s often seen snacking on fruit in the film. When asked about the 2011 remake with Colin Farrell, Sarandon commented on how much he appreciated that that specific tradition continued. “In this one, it's an apple, but in the original, Jerry ate all kinds of fruit because it was just sort of something I discovered by searching it—that most bats are not blood-sucking, but they're fruit bats,” Sarandon told io9. “And I thought well maybe somewhere in Jerry's genealogy, there's fruit bat in him, so that's why I did it.”

10. William Ragsdale learned he had booked the part of Charley Brewster on Halloween.

William Ragsdale had only ever appeared in one film before Fright Night (in a bit part). He had recently been considered for the role of Rocky Dennis in Mask, which “didn’t work out,” Ragsdale recalled. “But a few months later, [casting director] Jackie Burch tells me, ‘There’s this movie I’m casting. You might be really right for it.’ So, I had this 1976 Toyota Celica and I drove that through the San Joaquin valley desert for four or five trips down for auditioning. And in the last one, Stephen [Geoffreys] was there, Amanda [Bearse] was there and that’s when it happened. I had read the script and at the time I had been doing Shakespeare and Greek drama, so I read this thing and thought, ‘Well, God, this looks like a lot of fun. There’s no … iambic pentameter, there’s no rhymes. You know? Where’s the catharsis? Where’s the tragedy?’ … I ended up getting a call on Halloween that they had decided to use me, and I was delighted.”

11. Not being Anthony Michael Hall worked in Stephen Geoffreys's favor.

In a weird way, it was by not being Anthony Michael Hall that Stephen Geoffreys was cast as Evil Ed. “I actually met Jackie Burch, the casting director, by mistake in New York months before this movie was cast and she remembered me,” Geoffreys shared at Fright Fest. “My agent sent me for an audition for Weird Science. And Anthony Michael Hall was with the same agent that I was with, and she sent me by mistake. And Jackie looked at me when I walked into the office and said, ‘You’re not Anthony Michael Hall!’ and I’m like ‘No!’ But anyway, I sat down and I talked to Jackie for a half hour and she remembered me from that interview and called my agent, and my agent sent me the script while I was with Amanda [Bearse] in Palm Springs doing Fraternity Vacation, and I read it. It was awesome. The writing was incredible.”

12. Evil Ed wanted to be Charley Brewster.

Stephen Geoffreys stars in 'Fright Night' (1985).
Stephen Geoffreys stars in Fright Night (1985).
Columbia Pictures

Geoffreys loved the script for Fright Night. “I just got this really awesome feeling about it,” he said. “I read it and thought I’ve got to do this. I called my agent and said ‘I would love to audition for the part of Charley Brewster!’ [And he said] ‘No, Steve, you’re wanted for the part of Evil Ed.’ And I went, ‘Are you kidding me? Why? I couldn’t… What do they see in me that they think I should be this?' Well anyway, it worked out. It was awesome and I had a great time.”

13. Fright Night's original ending was much different.

The film’s original ending saw Peter Vincent transform into a vampire—while hosting “Fright Night” in front of a live television audience.

14. A ghost from Ghostbusters made a cameo in Fright Night.

Visual effects producer Richard Edlund had recently finished up work on Ghostbusters when he and his team began work on Fright Night. And the movie gave them a great reason to recycle one of the library ghosts they had created for Ghostbusters—which was deemed too scary for Ivan Reitman's PG-rated classic—and use it as a vampire bat for Fright Night.

15. Fright Night's cast and crew took it upon themselves to record some DVD commentaries.

Because the earliest DVD versions of Fright Night contained no commentary tracks, in 2008 the cast and crew partnered with Icons of Fright to record a handful of downloadable “pirate” commentary tracks about the making of the film. The tracks ended up on a limited-edition 30th anniversary Blu-ray of the film, which sold out in hours.

16. Vincent Price loved Fright Night.


Columbia Pictures

Holland had the chance to meet Vincent Price one night at a dinner party at McDowall’s. And the actor was well aware that McDowall’s character was based on him. “I was a little bit embarrassed by it,” Holland admitted. “He said it was wonderful and he thought Roddy did a wonderful job. Thank God he didn’t ask why he wasn’t cast in it.”

13 Secrets of Halloween Costume Designers

vadimguzhva/iStock via Getty Images
vadimguzhva/iStock via Getty Images

For consumers, Halloween may be all about scares, but for businesses, it’s all about profits. According to the National Retail Federation, consumers will spend $8.8 billion this year on spooky goods, including $3.2 billion on costumes. “It’s an opportunity to be something you’re not the other 364 days of the year,” Jonathan Weeks, founder of Costumeish.com, tells Mental Floss. “It feels like anything goes.”

To get a better sense of what goes into those lurid, funny, and occasionally outrageous disguises, we spoke to a number of designers who are constantly trying to react to an evolving seasonal market. Here’s what we learned about what sells, what doesn’t, and why adding a “sexy” adjective to a Halloween costume doesn’t always work.

1. Some Halloween costumes are just too outrageous for retail

For kids, Halloween is a time to look adorable in exchange for candy. For adults, it’s a time to push the envelope. Sometimes that means provocative, revealing costumes; other times, it means going for shock value. “You get looks at a party dressed as an Ebola worker,” Weeks says. “We have pregnant nun costumes, baby cigarette costumes.” The catch: You won’t be finding these at Walmart. “They’re meant for online, not Spencer’s or Party City.”

2. … but there are some lines Halloween costume designers won’t cross.

Although Halloween is the one day of the year people can deploy a dark sense of humor without inviting personal or professional disaster, some costume makers draw their own line when it comes to how far to exceed the boundaries of good taste. “We’ve never done a child pimp costume, but someone else has,” says Robert Berman, co-founder of Rasta Imposta. Weeks says some questionable ideas that have been brought to the discussion table have stayed there. “There’s no toddler KKK costume or baby Nazi costume,” he says. “There is a line.”

3. Designers can produce a Halloween costume in a matter of days.

A lot of costume interest comes from what’s been making headlines in the fall: Costumers have to be ready to meet that demand. “We’re pretty good at being able to react quickly,” says Pilar Quintana, vice-president of merchandising for Yandy.com. “Something happening in April may not be strong enough to stick around for Halloween.”

Because the mail-order site has in-house models and isn’t beholden to approval from big box vendors, Quintana can design and photograph a costume so it’s available within 72 hours. If it's more elaborate, it can take a little longer: Both Yandy and Weeks had costumes inspired by the Cecil the Lion story that broke in July 2015 (in which a trophy hunter from Minnesota killed an African lion) on their sites in a matter of weeks.

4. Beyonce can help move stale inventory.

Extravagant custom tailoring jobs aside, Halloween costumes are a business of instant demand and instant gratification—inventory needs to be plentiful in order to fill the deluge of orders that come in a short frame of time. If a business miscalculates the popularity of a given theme, they might be stuck with overstock until they can find a better idea to hang on it. “[In 2016] we had 400 or 500 Zorro costumes that we couldn’t sell for $10,” Weeks says. “It had a big black hat that came with it, and I thought, ‘That looks familiar.’ It turned out it looked a lot like the one Beyonce wore in her ‘Lemonade’ video.” Remarketed as a "Formation" hat for Beyonce cosplayers, Weeks moved his stock.

5. Women don’t usually wear masks as part of their Halloween costumes.

Curiously, there’s a large gender gap when it comes to the sculpted latex monster masks offered by Halloween vendors: They’re sold almost exclusively to men. “There just aren’t a lot of masks with female characters,” Weeks says. “I don’t know why that is. Maybe it’s because men in general like gory, scary costumes.” One exception: Hillary Clinton masks, which were all the rage in 2016.

6. Food costumes are always a hit for Halloween.

At Rasta Imposta, Berman says political and pop culture trends can shift their plans, but one theme is a constant: People love to dress up as food. “We’ve had big success with food items. Bananas, pickles. We did an avocado.”

7. Adding ”sexy” to a Halloween costume doesn’t always work.

It’s a recurring joke that some costume makers only need to add a “sexy” adjective to a design concept in order to make it marketable. While there’s some truth to that—Quintana references Yandy’s “sexy poop emoji” costume—it’s no guarantee of success. “We had a concept for ‘sexy cheese’ that was a no-go,” she says. “'Sexy corn’ didn’t really work at all. ‘Sexy anti-fascist’ didn’t make the cut this year.”

8. People ask for some weird stuff when it comes to Halloween costumes.

In addition to monitoring social media for memes and trends, designers can get an idea of what consumers are looking for by shadowing their online searches. Costumeish.com monitors what people are typing into their search bar to see if they’re missing out on a potential hit. “People search for odd things sometimes,” Weeks says. “People want to be a cactus, a palm tree, they’re looking for a priest and a boy costume. People can be weird.”

9. Halloween costume designers have workarounds for big properties.

Go out to a Halloween party over the past few years and you’re almost guaranteed to run into the Queen of the North. But not every costume maker has the official license for Game of Thrones. What are other companies to do? Come up with a design that sparks recognition without sparking a lawsuit. “Our biggest seller right now is Sexy Northern Queen,” Quintana says. “It’s inspired by a TV show.” But she won’t say which one.

10. People love sharks.

From the clunky Ben Cooper plastic costume from 1975’s Jaws to today, people can’t seem to get enough of shark-themed outfits. “We do a lot of sharks,” Berman says. “Maybe it’s because of Shark Week in the summertime, but sharks always tend to trend. People just like the idea of sharks.”

11. Dead celebrities mean sales.

It may be morbid, but it’s a reality: The high-profile passing of celebrities, especially close to Halloween, can trigger a surge in sales. “Before Robin Williams died, I couldn’t sell a Mork costume for a dollar,” Weeks says. “After he died, I couldn’t not sell it for less than $100.”

12. The Halloween costume business profits from people shopping at the last minute.

Ever wonder why food and other novelty costumes tend to outsell traditional garb like pirates and witches? Because costume shopping for adults is usually done frantically and they don’t have time to compare 25 different Redbeards. “People tend to do it at the very last minute, so we want something that pops out at them,” Berman says. “Like, ‘Oh, I want to be a crab.’”

Weeks agrees that procrastination is profitable. “We make a lot of money on shipping,” he says. “Some people get party invites on the 25th and so they’re paying for next-day air.”

13. It’s not actually a seasonal business.

Everyone we spoke to agreed that the most surprising thing about the Halloween business is that it’s not really seasonal on their end. Costumes are designed year-round, and planning can take between 12 and 18 months. “It’s 365 days a year,” Quintana says. “We’ll start thinking about next Halloween in December.”

This piece was first published in 2017 and republished in 2019.

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