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Pricing Strategy Scenarios

Reveals which pricing options generate the most revenue per visit and highlights cases where lower-priced options might be overused

Kevin Gregor avatar
Written by Kevin Gregor
Updated over a week ago

Jordan raised per-visit revenue by 40% after rebalancing her plans. Elise’s intro pack was eating 35% of visits — until she capped usage and tripled upgrades. Renee revived a forgotten plan that now drives $1,200/month. FitGrid made the data obvious.

Compare Price Per Visit

Jordan

Easily see which pricing options deliver the highest and lowest revenue per visit, so you can rank them by revenue efficiency.

Jordan runs a multi-modality fitness studio and wants to understand which pricing plans are generating the most revenue per class. She uses FitGrid’s Pricing Strategy Analyzer to rank all active plans by price per visit and discovers that her unlimited membership, while popular, brings in significantly less per visit than her class packs. Based on this insight, she decides to test a modest price increase on the unlimited plan and promote her 10-pack option to boost revenue efficiency.

Scenario Implementation

  1. Open the Pricing Strategy Analyzer
    ​    Jordan logs into FitGrid and opens the Pricing Strategy Analyzer from the Business Performance tools.
    ​

  2. Review the “Price per Visit” Column
    ​    She locates the price per visit data for each pricing option, which shows how much revenue is earned each time a client uses that plan to attend class.
    ​

  3. Sort and Rank Plans by Price per Visit
    ​    She clicks the column header to rank plans from highest to lowest price per visit.
    ​

  4. Assess Usage Patterns
    ​    She looks at each plan’s:

    1. % of total visits

    2. Number of clients

    3. Average visits per client
      ​

  5. She sees:

    1. Unlimited plan: $9/visit, 62% of visits

    2. 10-class pack: $18/visit, 21% of visits

    3. Drop-ins: $25/visit, 5% of visits
      ​

  6. Make a Strategic Adjustment
    ​    Jordan raises the price of the unlimited membership by $10/month and creates a short-term promotion around the 10-class pack to increase adoption of higher-yield plans.
    ​

  7. Final Summary: What Was Revealed

    The Pricing Strategy Analyzer revealed that Jordan’s most-used pricing option (unlimited) delivered the lowest revenue per visit, creating a quiet drag on studio earnings. By raising the unlimited rate slightly and promoting a higher-efficiency plan, she took a small step that could lead to a major revenue improvement — all without adding new clients or changing her schedule.

Fix Pricing Cannibalization

Elise

Identify when lower-priced plans are delivering the same or greater value than premium plans, undercutting your intended pricing structure.

Elise owns a boutique strength studio and notices that many clients are sticking with her intro 5-pack instead of upgrading to higher-tier memberships. She uses FitGrid’s Pricing Strategy Analyzer and realizes the 5-pack is delivering a similar price per visit as her unlimited plan — while making up a large share of total visits. To fix this pricing cannibalization, she shortens the expiration window on the intro pack and introduces a follow-up offer that nudges clients toward monthly memberships.

Scenario Calculation Steps

  1. Open the Pricing Strategy Analyzer
    ​    Elise logs into FitGrid and accesses the Pricing Strategy Analyzer in the Business Performance suite.
    ​

  2. Review Key Pricing Plan Metrics
    ​    She focuses on:

    1. Price per visit

    2. % of total visits per plan

    3. # of clients per plan

    4. Average visits per client
      ​

  3. Compare Plans That Should Be Tiered Differently
    ​     She notices:

    1. Intro 5-pack: $10/visit, 30% of visits

    2. Unlimited: $9/visit, 45% of visits

    3. 10-pack: $16/visit, 12% of visits
      → Despite being a low-entry plan, the 5-pack is being overused and offering similar per-class value as unlimited.
      ​

  4. Diagnose the Cannibalization
    ​     Clients are purchasing the 5-pack repeatedly instead of converting to the higher-tier plans, because it offers similar economic value without commitment.
    ​

  5. Take Corrective Action
    ​     Elise:

    1. Reduces the 5-pack expiration from 6 months to 1 month to discourage long-term use

    2. Adds a “next step” upgrade offer after the second purchase to guide clients into monthly plans

    3. Repositions the 5-pack as a true intro offer instead of a recurring option
      ​

  6. Final Summary: What Was Revealed
    The Pricing Strategy Analyzer showed that Elise’s low-cost intro pack was delivering equal or better value per visit than her premium plans — leading clients to choose the cheaper option even after becoming regulars. By tightening the expiration window and creating an intentional upgrade path, she corrected the cannibalization and realigned her pricing strategy for long-term profitability.

Identify Underused Pricing Options

Renee

Spot plans with low client adoption and minimal visit share, helping you decide whether to remove, revise, or promote them.

Renee runs a yoga and mobility studio and suspects that one of her mid-tier plans isn’t getting much traction. She opens FitGrid’s Pricing Strategy Analyzer and quickly sees that her 8-class monthly plan has very few clients and accounts for less than 5% of all visits. With this clarity, she decides to revise the plan’s name and benefits, and relaunch it with clearer positioning.

Scenario Calculation Steps

  1. Open the Pricing Strategy Analyzer
    Renee logs into FitGrid and accesses the Pricing Strategy Analyzer from her Business Performance Suite.
    ​

  2. Sort Plans by % of Total Visits and Number of Clients
    She scans for pricing options with:

    1. Low percentage of total studio visits

    2. Low number of active clients
      ​

  3. Spot the Underused Plan
    Renee sees:

    1. Her “8-Class Monthly” plan is used by only 6 clients

    2. It accounts for just 4% of total visits

    3. The price per visit is similar to her other plans, so the problem isn’t pricing — it’s adoption.
      ​

  4. Decide What Action to Take
    She evaluates the plan’s structure and realizes the name is vague and doesn’t clearly differentiate from the more popular 10-class pack or unlimited plan.
    ​

  5. Revise and Reposition the Plan
    Renee:

    1. Renames it “Focused Flex 8”

    2. Adds a clear target audience (e.g., “Ideal for 2x/week movers”)

    3. Launches a short email campaign to reintroduce it to semi-frequent attendees
      ​

  6. Final Summary: What Was Revealed
    The Pricing Strategy Analyzer helped Renee quickly spot a pricing option that was being overlooked — despite being financially sound. By identifying its weak adoption early, she was able to rework and promote it rather than let it sit unused, unlocking potential revenue with minimal effort.

Understand Plan Usage Behavior

Scenario Overview

See how frequently clients on each plan visit, and whether certain plans are overused or underutilized based on visits per client.

Scenario Details

Nina runs a group training studio and wants to understand how often clients actually use each pricing plan. She uses FitGrid’s Pricing Strategy Analyzer and discovers that clients on her 10-class pack average just 3 visits per month — while her unlimited members average 14 visits. Seeing the imbalance, she adjusts her expiration policy and begins offering guided usage tips to help clients get more value (and increase retention).

Scenario Calculation Steps

  1. Open the Pricing Strategy Analyzer
    ​    Nina logs into FitGrid and accesses the Pricing Strategy Analyzer in her Business Performance Suite.
    ​

  2. Locate and Review the “Avg Visits per Client” Column
    ​    She focuses on this metric to understand how often clients on each plan are actually attending classes.
    ​

  3. Compare Plans for Underuse or Overuse
    ​    She observes:

    1. 10-class pack clients average 3 visits/month (despite a 30-day expiration)

    2. Unlimited plan users average 14 visits/month

    3. Drop-in clients are visiting more consistently than expected (1.5× per month)
      ​

  4. Diagnose Usage Patterns
    ​    Nina sees that her 10-class pack is being underutilized, which may lead to dissatisfaction or lower renewal rates — while unlimited users are heavily engaged.
    ​

  5. Take Strategic Action
    ​    Nina:

    1. Extends the 10-pack expiration to 60 days to give clients more flexibility

    2. Adds automated reminders to prompt usage mid-month

    3. Launches a “Make the Most of Your Plan” email series to increase perceived and actual value
      ​

  6. Final Summary: What Was Revealed

    The Pricing Strategy Analyzer helped Nina see that certain plans were not being used as intended — with one group underusing their visits and another maxing out their value. By understanding usage behavior at the plan level, she was able to realign her policies and messaging to support retention and increase plan effectiveness.

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