LIFTS Episode 122 – Your Gym Isn't Growing… Because Your Members Don't Show Up | with JJ Creegan

Welcome to the latest episode of LIFTS, your bite-sized dose of the latest fitness industry trends and stories. In this episode, hosts Matthew Januszek and Mohammed Iqbal explore one of the most overlooked drivers of growth in the fitness industry: member frequency. Joined by JJ Creegan, Principal at Creegan Co., the conversation dives into why many gyms plateau despite strong demand and continued industry growth. While headlines suggest the fitness industry is thriving, with rising revenues and participation, a deeper issue is emerging beneath the surface. Many operators are still focused on acquisition and utilisation, while overlooking the single metric that ultimately determines long-term success: whether members consistently show up. Drawing on experience from brands such as Planet Fitness, Orangetheory Fitness, and Purpose Brands, JJ shares a practical framework for understanding where businesses break down as they scale. From reliance on "founder energy" to fragmented systems and inconsistent execution, the discussion highlights why early success can often mask deeper operational fragility. The conversation also explores how operators can better understand their lead funnels, improve execution across teams, and build systems that drive behaviour, not just short-term results. JJ introduces his "SCREAM" framework as a way to evaluate business health across systems, culture, relationships, execution, action, and management. As the episode develops, the panel reinforces a critical insight: growth is no longer just about getting more members through the door. It's about ensuring they stay engaged, build consistent habits, and remain active within your ecosystem. For operators, founders, and investors, this episode provides valuable insight into the shifting dynamics of the industry, including the "disappearing middle," changing consumer behaviour, and the increasing importance of retention in a more competitive landscape. In this episode, we cover: Why frequency of visit is the most important metric in fitness The hidden gaps in the lead funnel (book, show, close) Why "founder energy" doesn't scale The SCREAM framework for building stronger operations The "disappearing middle" of the fitness market How consumer behaviour is shifting towards performance and data Why retention is becoming harder—and more important than ever 👉 To learn more about JJ Creegan, click here:  https://www.linkedin.com/in/jjcreegan/ or https://www.instagram.com/jcreegan/ 👉 To learn more about our sponsor EGYM, click here:  https://bit.ly/3JzsosR Support fitness industry news by sponsoring future LIFTS episodes. Contact us at [email protected] for advertising opportunities. Subscribe to our YouTube channel and turn on notifications so you never miss a new video when it's published: https://www.youtube.com/user/EscapeFitness Or if you prefer, you can receive the latest news direct to your inbox, subscribe here: https://www.liftspodcast.com/newsletter Shop gym equipment:https://escapefitness.com/shop View our full catalog: https://escapefitness.com/support/catalog (US) Join the conversation at LIFTS LinkedIn: https://www.linkedin.com/company/liftspod Timestamps 0:00 Introduction 1:20 The Real Problem Behind Gym Growth 5:30 Why Frequency Matters More Than Members 10:15 Founder Energy vs Scalable Systems 15:00 The SCREAM Framework Explained 20:30 The Disappearing Middle of Fitness 26:00 Performance, Data & Changing Consumer Behaviour 31:30 Fixing the Funnel: Book, Show, Close 36:00 Retention vs Acquisition 40:30 Final Takeaways