What's Inside This Template
Pricing is where most new activity providers get it wrong — either too cheap (unsustainable) or too expensive (no customers). This worksheet removes the guesswork by walking you through a structured pricing process grounded in your actual costs, local market conditions, and business goals.
Template Sections
- Cost Calculator — A detailed cost breakdown covering: venue hire (per hour and per session), instructor costs (per session, including NI and pension if employed), equipment and consumables, insurance (per session), governing body fees (per student), admin and software costs, marketing budget allocation, and overheads. The formulas calculate your true cost per student per session — the number most providers have never calculated.
- Break-even Analysis — Built-in formulas that show exactly how many students per class you need at any given price point to cover your costs. Includes scenario modelling: "At £10/session with 8 students, I break even. At £12/session with 6 students, I also break even." This clarity is invaluable for decision-making.
- Competitor Benchmarking Grid — A structured template for recording what competitors charge, what's included in their pricing, their class sizes, and their apparent market positioning. Includes guidance on how to use this data without simply price-matching.
- Pricing Model Comparison — Side-by-side analysis of block booking, pay-as-you-go, credit packs, subscriptions, and hybrid models. Shows the revenue and cash flow implications of each model using your own numbers.
- Price Presentation Framework — Guidance on anchoring, bundling, and displaying your prices to maximise perceived value. Includes examples of how to present sibling discounts, early-bird pricing, and introductory offers without eroding margins.
- Annual Pricing Review Checklist — A framework for reviewing and adjusting prices each year, including how to communicate price increases to existing customers.
Who This Template Is For
This worksheet is for new providers setting prices for the first time, established providers who feel their pricing might be wrong, and anyone preparing for an annual price review. It works across all activity types and UK regions, with built-in adjustments for London and regional cost differences.
How to Use It
Start with the cost calculator — you can't set prices without knowing your costs. Then complete the competitor benchmarking section. The break-even analysis and pricing model comparison will then guide you to a price point that's profitable, competitive, and aligned with your positioning. Revisit the worksheet annually or whenever your costs change significantly.
