Where each number comes from
- Monthly fee: the charge on the member's card each month, from your membership setup.
- Member visits per month: from your record system, visits by members divided by members and months; your plan if the tier is new.
- Contribution margin per member visit: run the treatment margin calculator at full price for what a member visit usually includes, and bring that number here.
- Credit or discount given back: everything the member gets for the fee, worked out in dollars and then divided by the fee. A share off treatments, bonus credit, a free add-on, all of it. A bank the member spends on treatments is the whole fee plus any bonus.
- Months a member stays: from your record system, join date to cancel date, averaged across members who have cancelled.
- Share of credit unused: credit that was paid for and expired or sat there, from your records. It belongs in the plan only once you have measured it, and your accountant decides how unused prepaid credit is carried on the books.
What the number means
A membership is a pricing decision made once and charged every month, so a tier designed without a margin behind it loses a little on every member and calls it loyalty. The margin per month says whether the fee and the visits cover what you give back. Over the life of the membership, that margin is what one member is worth to the practice, and so what you can spend to sign one. Break-even visits are the behavior the tier needs from a member to stop losing money; check whether your members behave that way.
The full method is in the membership pricing guide, also linked below. It covers setting the fee from margin instead of a competitor's page, and designing the credit so it brings a member in instead of giving the visit away.