Free Tool
Personal Training Package Pricing Calculator
Work out the session rate and the 5, 10 and 20-session package prices you need to charge to hit your take-home target — after the gym's revenue share, your package discounts, no-shows and the tax you have to set aside.
Your package prices
| Package | Sessions | Discount | Package price | Per session | You keep per session |
|---|
Where the money goes each month (at full capacity)
| Bookable slots per month | 0 |
| Sessions actually paid for (after no-shows) | 0 |
| Gross paid by clients | $0 |
| Less the gym's revenue share | $0 |
| Your net revenue | $0 |
| Less monthly business costs | $0 |
| Profit before tax | $0 |
| Less tax set-aside | $0 |
| Your take-home | $0 |
Capacity, margin and break-even
| Paid sessions per year at full capacity | 0 |
| Annual gross if every session sold at the single-session list price | $0 |
| Annual gross if every session sold inside your deepest-discount package | $0 |
| Margin per session after the gym's cut — at list price | $0.00 |
| Margin per session after the gym's cut — at the deepest package rate | $0.00 |
| Break-even sessions per month at the deepest package rate (covers business costs only, before any profit or tax) | 0 |
Small group vs 1-to-1, per slot
| Small group — gross for the slot (size × per-head rate) | $0.00 |
| Small group — what you keep after the gym's cut | $0.00 |
| 1-to-1 at list price — what you keep | $0.00 |
| 1-to-1 inside your deepest package — what you keep | $0.00 |
| Group advantage per slot vs a 1-to-1 at list price | $0.00 |
| Heads you need in a group to match one 1-to-1 slot at list price | 0 |
Assumptions. A no-show or late cancel earns nothing — the slot is simply lost — so paid sessions = slots × (1 − no-show rate); if your policy charges late cancels in full, set that rate to 0%. The gym's share is taken off what the client pays, before your costs. Tax is applied to profit (net revenue minus business costs), not to turnover, and the percentage is yours to supply because rates differ by country, entity type and income level — this is not tax advice. The single-session list price is anchored so that your deepest-discount package still returns the required average rate; every smaller package therefore earns more per session, which is the conservative way round. Every figure assumes you actually fill your stated capacity — the take-home target is only reachable at full capacity. Sessions and small-group slots are treated as the same length, and the gym’s revenue share is applied to group takings on the same terms as 1-to-1 takings; if your group classes run longer, or your gym splits group revenue differently, adjust the per-head rate to compare like with like. All currency is shown in US dollars for formatting only — the arithmetic works in any currency.
How do you price personal training packages so they still pay you?
Most trainers price backwards. They check what the trainer on the next floor charges, knock a bit off to seem approachable, then discount the 20-session pack because it feels generous. Six months later the calendar is full and the bank account isn't.
The fix is to price forwards, starting from the money you need to keep. Four things sit between a client's card payment and your take-home, and each has to be reversed out in order.
Tax comes off last, so add it back first. If you want to keep $4,000 a month and you set aside 25% of profit for tax, you need $5,333 of profit, not $4,000. Your set-aside percentage is your own — it depends on your country, your business structure and how much you earn — so the calculator asks for it rather than guessing.
Your business costs come off before profit. Insurance, certification renewals, booking software, equipment, marketing and a studio rent or gym floor fee are all paid whether or not anyone books. Add them to the profit you need and you have the net revenue you must clear.
The gym's revenue share comes off the top. This is the number that catches trainers out, because a 30% share is not a 30% price increase — it's a 43% one. You keep 70 cents in the dollar, so you divide by 0.70 to get back to the price the client has to pay. If your gym charges a flat floor fee instead of a percentage, that belongs in monthly costs and the share stays at zero.
No-shows shrink the sessions you can bill. Hold 100 slots open with an 8% no-show rate and you get paid for 92. The other eight still have to be funded, which means the 92 sessions that do happen each carry a little more of the load.
Divide the grossed-up revenue by the sessions you'll actually be paid for and you have the average rate every delivered session has to earn. Package discounts then sit on top of that. The safe way to build them is to anchor your single-session list price so that even the deepest-discounted pack still returns the required average — then a 5-session pack at a modest discount is pure upside rather than a quiet loss. That's what the calculator does, and why the per-session column falls as the pack gets bigger while every row still clears your floor.
Two figures are worth watching afterwards. The break-even line tells you how many sessions a month go purely to covering costs. And the group comparison shows whether four people at a modest per-head rate beats one client at your full rate for the same hour — often it does, and it is the cheapest way to lift income without adding hours. For the tax half, the Tax Set-Aside Calculator handles what to reserve once payments land.
Frequently asked questions
How much should I discount a 10 or 20-session personal training package?
There is no standard figure — it is a commercial choice, not a rule, and we are not going to invent an industry average for you. The usual shape is a small discount on the smallest pack and a deeper one on the largest, because a 20-session pack is cash up front and locks in months of your calendar. Rather than copying someone else's number, set the discount on each package here and watch the per-session amount you would actually keep after the gym's cut — the point where that figure stops being worth the commitment is your answer.
How does the gym's revenue share change the rate I need to charge?
If the gym takes a percentage of what your clients pay, you have to gross up your prices to end up with the same money. At a 30% share you keep 70 cents of every dollar, so your rate has to be divided by 0.70 — roughly a 43% increase on the price you would charge in your own space. Some gyms charge a flat floor or rent fee instead; put that in the monthly business costs box and leave the revenue share at 0%.
Should no-shows and late cancellations really change my prices?
If your cancellation policy means an unfilled slot goes unpaid, then yes — an 8% no-show rate means you deliver 92 paid sessions for every 100 slots you hold open, and the other 8 still have to be covered by the price of the ones that happen. If you enforce a policy where late cancels are charged in full, set the no-show rate to 0% instead, because you are being paid for those slots.
Is the calculated rate the price I should actually advertise?
Treat it as a floor, not a target. It is the price that makes your stated income goal arithmetically possible at full capacity — it knows nothing about what your local market pays, your qualifications, or your results. If the number comes out above what clients in your area will pay, the honest response is to change an input: fewer expenses, more group sessions, a different gym deal, or a lower take-home target for now.
Prices are one thing. Running the business is another.
This calculator prices a package. It doesn't track which clients have sessions left, which packs are due for renewal, what you actually earned last month, or which income stream is carrying you. The Personal Trainer & Fitness Coach Business Toolkit is a set of plug-and-play spreadsheets for exactly that — session and package tracking with remaining-session counts, a client roster, an income and expense tracker, and a pricing sheet you can re-run whenever your gym deal or costs change. Works in Excel or Google Sheets.
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