A mother wants to sign up five-year-old Billy to take lessons from
your school. You determine to have her sign a multiple year contract for
several thousands dollars, even though statistics show that the drop out
rate for this age group, on a national average, is very high. Knowing
this, as a martial arts business owner/teacher, are you justified in
talking Billy’s mom into signing a long-term contract?
You set standard rates and present them to your new customers. The
customer naturally assumes that everyone pays the same standard rate. Then
you make a second sales pitch. For X amount of dollars more, your child
can join “The Black Belt Club” In return, you will see that this child receives special attention,
can attend more classes, will be taught more techniques, earn various
awards, and wear a different uniform, so everyone can see that this
student belongs to an elite group. All the parent has to do is shell out a
few more bucks. Those who cannot afford the extra money to join this
unique club will receive your standard martial arts training. The question
is, isn’t the purpose of joining a martial arts school that all
students will receive equal and fair treatment?
3. Your school has a
testing schedule that occurs at predetermined times. No test fees will be returned to the
failing student. The question is, is it ethical for a student to pay the
fees and take the test, even though, as their instructor, you know that
they are not ready and will most
likely fail, or should the test be given to only
those students who have been properly reviewed and whom you know
will pass the test? Or do you pass everyone, ready
or not, because your studio is packed with parents, grandparents
and many friends?
You have a very loyal parent who pays for lessons early, who buys
everything you have to offer, who is constantly working on your studio,
and attends every tournament with you. However, their child is a klutz,
does not pay attention in class, and really does not want to be there. The
parent puts constant pressure on you to promote their child often. Do you
promote this child and retain this valuable asset?
You conduct a tournament each year. One of your friends brings
forty students or more to your tournament each time. He and his six black
belts come early, stay late, and judge your event all day long. Sitting in
the audience are a hundred or more of their parents and friends.
Unfortunately, his students are not very good and usually end up in fourth
or fifth place. Just one or two more points on the scorecards will move
his students into the winner’s circle. The question is, what do you do
to retain this instructor’s friendship and source of income?
Strategies motivated by greed and the desire to succeed at all
costs are potentially profitable in the short-term, but in time this
strategy triggers backlash and failure. The final question: don’t you
think that we professionals should reevaluate our ethics in our martial
arts business and in our personal relationships with others?
you are speaks so loudly I can’t hear what you are saying.”
David L. Grosscup
Professional Karate Association, Inc.
Copyright 2003 Maryland Professional Karate Association, All rights reserved.
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This page was last updated on 07/05/07