A drop-in rate, a class pack, and a membership are three prices for the same hour in the same room. Each has a job: the drop-in is for trying, the pack is for regulars, and the membership is for the clients who have made you part of their week.
Getting the three right starts with one fact about classes that changes how you should think about discounts.
Understand what a class costs you
Most of a class's cost is fixed. The instructor, the room, and the hour cost the same whether four people come or twelve. That changes what a discount really costs you.
A discount costs you in two ways. A regular who would have come anyway now pays less for the same class. And in a full class, a pack client takes a spot someone else would have paid the drop-in rate for. It earns in one way: a client who has paid ahead comes more often, and a visit in a spot that would otherwise be empty is almost all income.
- Mostly room to spare: packs that get regulars coming more often fill spots that earn nothing today. The trade usually favors the pack.
- Mostly full: every pack credit is a spot you could have sold at full price. Discount less, and let the drop-in have the few spots left.
- A mix: if your quieter classes are their own class types, a pack can cover only those classes, at a better rate.
Find your floor
Before setting any pack price, work out what each client in a class has to bring in on average. Say an instructor costs ₱1,200 a class and rent and utilities come to ₱800 for that hour, so a class costs ₱2,000 to run. Using your own numbers in place of these:
- At a ₱600 drop-in, four clients cover the class.
- At ₱450 a class, the lowest pack rate below, it takes five.
- If your classes usually have five clients, ₱400 a head is your floor: below that, a typical class loses money.
The floor is for your averages, not for any one client. A discount works when it brings in visits that would not have happened. It costs you when it only lowers what your regulars were already paying.
Set pack prices from the drop-in down
Clients compare packs by what one class costs, so do the division for them. Each step should be big enough to notice, and the deepest one should stay above your floor. Say your drop-in is ₱600:
| Option | Price | Per class | Off the drop-in |
|---|---|---|---|
| Drop-in | ₱600 | ₱600 | None |
| 5-class pack | ₱2,750 | ₱550 | ₱50 a class |
| 10-class pack | ₱5,000 | ₱500 | ₱100 a class |
| 20-class pack | ₱9,000 | ₱450 | ₱150 a class |
In Onsuki, you enter a Package price and the line under it shows the discount against buying each class on its own. When a client books a class, the Pricing step lists the packs that cover it and beat the drop-in per class, smallest first, so they can buy one with the class they are booking. See Packages.
Give every pack an expiry that fits its size
An expiry sets the pace a pack is meant to be used at, and it keeps half-used packs from lingering for years. Size it to how often a regular comes, with room for a missed week.
- A 5-class pack in a month suits someone coming once or twice a week.
- A 10-class pack in two or three months gives the same client room for a busy stretch.
- Start at first booking for clients who buy ahead, so nobody loses days before they start.
Clients see the length on your booking site, such as "Valid 3 months". For an illness or a trip, give one client more time with Change expiry on their profile, and use the same rule for everyone.
Price a membership from how often members come
A membership pays off for the client when it costs less than the packs they would otherwise buy, and for you when it turns a regular into a payment every month. Price it from real attendance, not from a guess.
Say a regular comes eight times a month. On the 10-class pack that is ₱4,000 of classes. A membership of 8 classes a month at ₱3,800 is ₱475 a class: cheaper for them than the pack, and still above the ₱400 floor.
Unlimited is simpler to sell, but its price per class depends entirely on the member. At ₱5,500 a month, a member who comes 8 times pays about ₱688 a class. One who comes 16 times pays about ₱344, under the ₱400 floor. Check how often your most loyal clients come before you set the price. A few heavy members are fine; a membership full of them pulls your average below the floor.
- Classes per period is easier to price and to staff.
- Carry over unused credits is generous, but carried credits stay valid even after the membership ends. Turn it on only if you are happy to honor them.
- Renewal limit ends a membership by itself after a number of renewals, which suits a fixed program, such as three months of a beginner course.
Decide these before you save. In Onsuki, how often it renews, the renewal limit, and carry-over are fixed once a membership is created.
Plan how renewals get paid
Each renewal is a bill the member pays the way they pay you for anything else: GCash, bank transfer, or at the counter. That makes every renewal a small decision to stay, so make paying easy and the amount clear.
- When a period ends, Onsuki emails the member a bill for the next one with a link to pay. They can also pay from their account on your booking site.
- If it is still unpaid after four days, they get one reminder.
- The new period's classes can be booked once the bill is paid. Unused classes from the last period end with it, unless you carry them over.
The Purchased tab under Memberships shows who has paid, and unpaid renewals also appear on your unpaid list.
Write your freeze and stop rules
Members travel, get injured, and move. Decide how you handle it before the first request and put it in the membership's description. A clear freeze rule keeps a member who would otherwise quit.
- Freezes: how many a member gets and for how many days. A freeze moves the end date and the next bill back by the days frozen, so the member loses nothing.
- Stopping: the member keeps the membership until the end of the current period, and no new bill goes out. Nothing is refunded.
- Self-service: with Freezes on, members can freeze their own membership within your limits.
Onsuki sells packs and memberships on your booking site and at the counter, offers the right pack when a client books a class, and bills each renewal. See Packages and, for bringing new clients in, how to fill classes with waitlists and first-timer offers.
