member profile
MASSAGE ENVY
Turning First-timers
into Repeat Clienteles
“We look for
people with
business,
management
and sales
experience,
exceptional
interpersonal
skills, and the ability to learn
and follow a system. Most
important, a strong financial
background—at least
$500,000 of net worth;
$150,000 liquid capital and
a minimum credit score of
680,” says Massage Envy
Vice President of Industry
Relations and Product
Development CG Funk on
their franchisee criteria.
14 PULSE
■
August 2011
T
orsten Schermer loves to talk about his Massage Envy franchise in
Charlotte, North Carolina. His commitment to the brand’s core values—
affordability, convenience and professionalism—are evident throughout
the day spa and in its courteous staff. Schermer, in fact, was so smitten
with Massage Envy that he decided to take his involvement one step
further and become a regional developer, a role he serves in nearby South Carolina.
“Each regional developer runs at least one day spa on their
BY REBEKAH SELLERS
own,” says Jeanne Fitzsimmons, who serves as regional
developer in North Carolina, where Schermer is one of her franchisees. “It’s the best
way to learn the business.” Schermer currently oversees 11 (soon to be 15) Massage
Envy clinics in South Carolina, and Fitzsimmons 27, soon to be 38. Nationwide,
Massage Envy numbers around 690, another 210 in development.
From First-timers to Regulars
Those core values serve to not only encourage people to try out massage (often for the
first time), but to make massage a regular part of their lives. “First-timers are what
drives our business,” Schermer says. “We get a couple hundred a month. Eventually,