Fabio Saba
No princípio, Deus criou o céu e a terra. A primeira frase do texto bíblico serviu de inspiração para diversos artistas, como Michelangelo na sua pintura monumental, o teto da Capela Sistina, no Palácio do Vaticano, em Roma. E também para o professor João Roberto Gretz, no seu livro O Obvio, que traçou uma interessante analogia entre a criação divina e o sistema de gestão de uma empresa.
No princípio, refere-se ao tempo; Deus é poder; criar é a ação; o céu é o espaço; a terra, a matéria. Pois bem:
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O tempo pode ser relacionado ao horário de trabalho, ao cumprimento de prazos, à agilidade e às oportunidades que aparecem na hora certa.
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O poder diz respeito à hierarquia, organização, normas e procedimentos, liderança da equipe e cobrança da qualidade do serviço ou da produção.
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A ação de criar exige objetividade, eficiência, competência. Envolve também a preocupação com produtividade e segurança.
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O espaço está ligado ao ambiente de trabalho e ainda à distribuição da produção, à área coberta pelo serviço, à repercussão do trabalho.
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A matéria abrange os investimentos, as instalações, o produto, os serviços e, finalmente, o lucro.
Todas essas considerações podem ser aplicadas ao nosso universo, as academias e centros esportivos. Ao falar de gestão, temos que falar de poder, prazos, ações, espaços, serviços e, sobretudo, de gente. Afinal, a lucratividade do negócio academia depende definitivamente de pessoas. Funcionários e professores precisam conhecer os objetivos do cliente e se comprometer em atendê-lo bem a fim de estimular o seu retorno. O sucesso do negócio resulta, portanto, da qualidade do relacionamento interpessoal.
Uma empresa prestadora de serviços que planeja aumentar a lucratividade tem que estar atenta a quatro pilares, diretamente condicionados pelas intenções dos clientes:
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Os pilares da lucratividade
Atendimento
Refere-se a toda ocasião em que o cliente mantém contato com alguém da empresa, seja ele recepcionista, professor, encarregado da limpeza, manobrista. Não se resume àquele momento em que um aluno ou candidato a aluno chega à recepção em busca de informações ou pede orientações para um professor na sala de musculação. Não é preciso estar atrás de um balcão para haver atendimento. Sempre que o cliente se relaciona com algum membro do staff da academia, está em curso o atendimento. Começa pelo proprietário, passa pelos professores e atinge todos os funcionários.
Vendas
Não são tarefas exclusivas da recepção, embora os profissionais dessa área em geral se encarreguem de acolher os clientes, mostrar a academia, explicar os planos e fazer as matrículas. O que chamamos de venda tem um outro conceito, muito mais amplo. Quem vende na academia é toda equipe. A venda é fruto da comparação das somatórias de pontos positivos e negativos observados pelo cliente sempre que utiliza as instalações da academia ou mantém contato com alguém do staff. Ao longo de uma hora de permanência em suas dependências, pode realizar dezenas de avaliações.
- Estaciona o carro facilmente? Ponto positivo.
- O acesso é difícil? Ponto negativo.
- É recebido com um sorriso na recepção? Ponto positivo.
- Passa na catraca sem contratempos? Ponto positivo.
- Encontra o vestiário limpo? Ponto positivo.
- Um professor de outra aula cruza o corredor e não o cumprimenta? Ponto negativo.
Vale a pena acrescentar que nem todos os pontos têm o mesmo valor ponderal. Um ponto negativo pode pesar mais do que 1000 positivos. Tudo vai depender de como cada cliente avalia a questão e também das prioridades individuais.
Quando vai embora, a pessoa tem o escore final do dia, que junta com o de outro dia e de outro e mais outro… até estabelecer o escore final da semana, depois do mês. Na época de renovar o contrato, o cliente consulta essas somas, consciente ou inconscientemente, e toma a sua decisão. Se os pontos positivos superarem os negativos, tende a optar pela renovação. Portanto, a grande venda da academia ocorre no momento de renovar o plano.
Liderança
O atendimento é o que enfraquece ou fortalece a venda. Mas quem determina os rumos que ele deve tomar é o gestor. O atendimento dos professores e funcionários terá melhor qualidade se houver uma liderança competente a dirigir a equipe.
Instabilidades do mercado e crises econômicas podem levar uma empresa a atravessar dificuldades. Mas a responsabilidade é sempre da liderança. Ela responde pela qualidade dos serviços prestados e a agilidade do atendimento. Responsabiliza-se pelas fracassos nas derrotas e divide as glórias nas vitórias.
Não só a liderança maior, mas todas as pessoas que exercem cargos de chefia precisam assumir a condução do projeto para que ele funcione a contento. Se o funcionário ou professor não fizeram o melhor, ou a produtividade deixou a desejar, a responsabilidade é de quem delegou funções, ou os contratou, ou também não os capacitou adequadamente. Ou seja, a responsabilidade é sempre da liderança.
Dia-após-dia, os líderes têm que cobrar a qualidade do atendimento para fortalecer a venda e, conseqüentemente, garantir maior manutenção de clientes.
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