What gross margin should a class pack have?

Most healthy studios target 50–65% gross margin on class packs. Below 40% leaves too little to cover overhead, marketing, and reinvestment. Above 70% is achievable for studios with low per-class delivery costs, but be careful not to price members out of the habit.

How much discount off drop-in should a pack offer?

A 10–20% discount is the sweet spot for most studios. Enough to make the pack feel like a reward for commitment, not so deep that you're training members to wait for sales. Packs deeper than 25% off often attract price-sensitive one-time buyers rather than loyal regulars.

What should I include in 'cost per class delivered'?

Include a per-class share of instructor pay, any per-booking platform or processing fee, and a proportional slice of variable overhead (cleaning supplies, utilities above your fixed baseline). Exclude fixed costs like rent and base salaries — those are covered by your break-even member count, not per-class pricing.

Class Pack Pricing Calculator

Why pack pricing is harder than it looks

Setting a class pack price feels simple: pick a number lower than your drop-in rate and call it done. But studios that price this way frequently discover — too late — that they've sold several hundred packs at a margin too thin to cover actual delivery costs. The calculator above gives you the full picture before you publish prices.

The four inputs capture everything that matters: how many classes you're selling, what you're charging, what your drop-in rate is, and what it actually costs you to deliver each class. From those, it computes your effective per-class rate, your discount versus drop-in, and — most critically — your gross margin.

How to use the break-even number

The break-even classes figure tells you how many sessions a member must attend before your revenue covers your delivery cost. If your break-even is 7 and your pack is for 10 classes, you have a 3-class buffer. If your break-even is 9 out of 10, any pack that expires partially unused is barely profitable.

This matters because expiry rates are not zero. Studios typically see 15–35% of pack classes go unredeemed — but you cannot count on those breakage numbers when setting prices. Price to profit on full redemption; breakage is upside, not your business model.

Three things to get right before you launch a pack

1. Anchor discount to drop-in, not to a fictitious "retail" price. Your drop-in rate is the real anchor. Members know it, and they'll judge the pack value against it. A 15% discount on a genuine $28 drop-in is compelling. A 30% discount off a $35 "retail" rate that nobody pays is not.

2. Test margin at multiple pack sizes before picking one. A 5-class pack at $110 and a 10-class pack at $200 are not interchangeable — the effective per-class rate, margin, and member commitment level are all different. Model both in the calculator. Studios often find that a larger pack at a slightly higher per-class rate (with a smaller discount) outperforms on both margin and retention because it drives more durable attendance habits.

3. Revisit your costs annually. Instructor rates, payment processing fees, and software costs all drift upward. A pack priced at 55% margin in 2024 might be sitting at 42% margin today if you haven't updated your cost-per-class figure. Run the calculator against your current numbers at least once per quarter.

For a deeper look at when packs outperform memberships — and when they don't — see the class packs vs memberships guide.

Class Pack Pricing Calculator