Pricing a Program
Pricing a program badly creates downstream problems in staffing, retention, and margin. The operator should understand both per-head math and package math before deciding how the offer is sold.
Per-head math starts with the group size, staffing cost, field cost, admin overhead, and target margin. This tells you what the program needs to produce at enrollment levels that are realistic, not optimistic. It is the discipline layer. Without it, operators underprice the group, overstaff the field, or depend on perfect attendance to make the economics work.
Package math frames the offer for the buyer. Families usually buy a block, not a spreadsheet. That means the operator must decide whether the program is sold as a season block, a short-cycle package, a camp seat, or some other defined commitment. The package shape should match the training logic. A recurring season program should usually be sold as a recurring commitment or defined season block. A camp should usually be sold as a fixed-format event with clear inclusion boundaries.
The standard is to let economics shape the back end and product logic shape the front end. Do not expose weak math to the customer by hiding behind vague pricing. Build a coherent offer.