TRAINING
Fitness Insights Pt 2: Transforming Observation into a Profit Center by Gretchen M. Ashton , CFT, SFT, SFN, SSC, NBFE, Founder of ScubaFit®
B UILDING LASTING RELATIONSHIPS and client loyalty in the diving industry relies on more than just sharing information – it’s about keen observation. By combining knowledge with attentive observation, dive pro- fessionals can foster longevity and retention among clients, ultimately creating new opportunities for business growth. The Value of Observation: Every interaction with a client – from gear fitting to skill assessment and actual dives – offers a
mended minimum of eight participants per instructor. The program is also valuable for staff development, allow- ing teams to assist with larger classes. Dive centers set their own pricing, and ScubaFit® recom- ▪ mends a minimum fee. The course can be bundled with other certifications for added value, especially during open water, advanced, rescue, and divemaster training. Teaching is classroom-based, with minimal overhead, and ▪ typically takes seven to ten hours, divided into three-hour
chance to observe their physical fitness and health. Observation isn’t limited to first impressions; it involves noticing how divers manage equipment, move in the water, and perform essential tasks. For example, can a diver handle their gear independently and swim confi- dently? These are starting points for en- couraging ongoing improvement and long-term engagement in diving. Gear Fitting as a Fitness Assessment Gear fitting is more than matching sizes; it’s an opportunity to assess flexi- bility, mobility, and comfort. Subtle difficulties, such as trouble putting on fins or a wetsuit, may indicate physical limitations like joint injuries or muscle imbalances. These observations can spark conversations about fitness and introduce clients to exercise programs or specialty courses that enhance diving perform- ance. ScubaFit® Diver Course - A Pathway
segments. The first two sessions can follow morning dives with a healthy lunch, while the third session – featuring exercise demonstrations – must be scheduled at least 24 hours after diving activities. Fitness professionals can earn contin- ▪ uing education units, and dive cen- ters are encouraged to form teams of fitness and diving professionals to de- liver the course. ScubaFit® was devel- oped by experts from both fields to bring comprehensive fitness solutions to divers. Shops interested in promot- ing ScubaFit® apparel can arrange a simple licensing agreement. Observing During Diving Activities: Dive professionals gain the best insights by observing clients on land, at the surface, and underwater. Avoid making assumptions based on appearance, as this can damage relationships and compromise safety. Instead, focus on practical fitness indicators and adapt support to each diver’s needs.
What Retailers Can Do Now 1. Turn Every Gear Fitting Into a Rela- tionship Moment: Use fittings to ob- serve mobility and comfort. Offer performance-focused recommendations such as better-fitting fins, exposure up- grades, or buoyancy training that en- hance both safety and satisfaction. 2. Position Fitness as Performance, Not Limitation: Introduce programs like ScubaFit® as a way to dive longer, stronger, and safer. Bundle fitness educa- tion with Open Water, Advanced, Res- cue, or Divemaster pathways to increase lifetime value. 3. Observe to Personalize: Not to Judge Watch how clients move, manage equip- ment, and adapt underwater. Use these insights to tailor support, recommend specialty courses, and reinforce trust through proactive care.
to Performance and Profit: The ScubaFit® Diver Course, de- signed for the diving community, supports ongoing performance and offers dive shops a way to establish a fitness profit center. Dive professionals can complete the course online. PADI ▪ shops require instructor-level certification to teach this specialty. ScubaFit® suggests divemaster and above and encourages every diver to take the course. After course completion, instructors receive teaching ma- ▪ terials and personalized support from ScubaFit® to tailor the program for their dive center. Courses can be scheduled for groups, with a recom- ▪ PAGE TWENTY-EIGHT | SCUBA DIVING INDUSTRY
Experience and Adaptation: Fitness is key for divers who have overcome illness, injury, or physical challenges. These divers often become more cautious and skilled, adapting their approach to suit their abilities, respect safety limits and demon- strate strong self-awareness, contributing to their longevity in the sport. Instructors, too, adapt their practices over time.
Conclusion: Combining information and ob- servation about fitness for diving is crucial for building client relationships and ensuring a long- lasting diving lifestyle.
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