How to price class packs for a pilates or yoga studio
Most studios price their packs by looking at the studio down the road. That tells you what the market will bear, but not whether the price works for you. Here is a simple way to set drop-in, pack and membership prices from your own numbers, then sanity-check them against the market.
1. Start with what one class costs you
Add up your monthly fixed costs — rent, utilities, software, insurance, cleaning — and divide by the number of classes you run in a month. Then add what you pay the teacher for that class. That is your cost per class.
Example: $4,000 fixed costs, 100 classes a month, $30 per teacher per class. Cost per class = $4,000 ÷ 100 + $30 = $70.
2. Decide how full a class really is
Don’t price for a full room. Look at your last month of attendance and take the average. If a reformer class has 8 places and averages 6 people, price for 6.
Break-even price per visit = cost per class ÷ average attendance. In the example: $70 ÷ 6 ≈ $11.70. Anything above that is margin.
3. Set the drop-in price as your anchor
The drop-in is the most expensive way to come, and it anchors every other price. Set it well above break-even and in line with your area — in the example, a $25–30 drop-in leaves healthy margin and room to discount packs.
4. Discount packs by commitment, not by habit
Each step up in commitment earns a better per-class price. A common ladder:
| Option | Per class | Price |
|---|---|---|
| Drop-in | $28 | $28 |
| 5-class pack | $25 (−10%) | $125 |
| 10-class pack | $22 (−20%) | $220 |
| Monthly, 8 classes | $20 (−28%) | $160 |
Keep every step above your break-even. If the deepest discount gets close to it, your cost per class is too high or your classes too empty — fix that before you cut prices.
5. Give packs an expiry
A pack without an expiry is a loan to your customer. Common rules: 5 classes in 6 weeks, 10 classes in 3 months. Expiry keeps people coming regularly, which is what keeps them long term.
6. Watch the packs that are running out
The moment to sell the next pack is when someone has one or two classes left — not after the last one. Whether you use a spreadsheet or software, make a habit of checking who is on their last classes before each day starts.
A quick checklist
- Cost per class = fixed costs ÷ classes + teacher pay
- Break-even per visit = cost per class ÷ average attendance
- Drop-in well above break-even
- Packs 10–30% cheaper per class, deeper for more commitment
- Every pack has an expiry
- Renew people before their pack runs out
Let the packs count themselves. Ateliem takes a class off the pack when attendance is taken and shows who’s running out before class.