Revenue Per Player (RPP): The #1 Metric to Grow Your Tennis & Pickleball Club’s Revenue

If your club’s growth strategy starts and ends with “get more members,” your strategy isn’t just outdated – it’s broken.

Getting more members doesn’t automatically equal more revenue and packed courts don’t guarantee profit. 

This constant push for more members, full courts, and endless bookings might look good on paper, but it’s not sustainable. 

The truth is – many clubs are just chasing numbers. Focusing on membership numbers and court bookings is not enough to succeed long term or in today’s competitive landscape.

Enter: Revenue Per Player (RPP) – the metric your club can’t afford to ignore.

RPP shifts your focus from surface-level metrics like tennis or pickleball court utilization to how much value each player brings to your club – whether it’s through memberships, lessons, events, or retail. 

But, it’s not just a snapshot of your revenue; it’s a playbook for how to grow smarter.

When you understand RPP, you stop guessing and start making data-driven decisions. You see what’s working, where to invest, and how to turn every interaction into meaningful growth.

In this blog, we’ll break down everything you need to know about Revenue Per Player –  including how to increase it. 

TL;DR

Part 1
What is RPP? Definition + formula
Racquet court utilization vs. RPP: Which is better?
Why RPP is the key to your club’s growth
1. Works with the Club Growth Flywheel
2. Provides a clear picture of player value  
3. Identifies revenue opportunities beyond court time
4. Highlights underutilized players
5. Improves experience and retention

Part 2
How to increase RPP
1. Get your pricing right and consider tiered memberships
2. Leverage lessons and clinics
3. Host social events and tournaments
4. Expand retail offerings
5. Introduce food & beverage options
6. Use a club management system

Part 3
Tracking RPP: Why It’s critical for success
How to measure RPP + 3 real-world examples

---

---

What is Revenue Per Player (RPP)?

Revenue Per Player (RPP) is a powerful metric that measures how much revenue each player contributes to your club.

Unlike other tennis and pickleball club metrics, RPP offers a holistic view of player spending across all touchpoints – including memberships, lessons, events, retail purchases, food, drinks, and more.

You can calculate Revenue Per Player by dividing the total revenue by the number of active players in your club.

Using this formula to calculate your RPP, you’ll gain a complete view of player spending. With this information, you can pinpoint opportunities to boost revenue through additional services, events, and offerings – ultimately creating more engaged and profitable members.

Racquet Court Utilization vs. Revenue Per Player (RPP): Which is better?

As you may already know, tennis and pickleball court utilization refers to the percentage of available court time that is actively booked and used within a given time period. It measures how efficiently your club’s courts are being scheduled and occupied for activities such as matches, lessons, clinics, or events.

This metric is a popular way to gauge operational efficiency – helping clubs identify peak usage times, underutilized slots, and opportunities to optimize court availability

Although this metric is a go-to for many tennis and pickleball clubs, court utilization comes with a natural revenue ceiling. Courts are finite resources, and there are only so many hours available for reservations each day.

And while this is a popular approach, it creates a natural revenue ceiling. After all, courts are finite resources, with only so many hours available for reservations each day.

This narrow focus overlooks a crucial factor of running a successful club: the impact individual players have on your club’s revenue.

And that’s where Revenue Per Player (RPP) becomes the superior metric.

RPP delivers a comprehensive view of how players spend and engage with your club. As a result, you gain a deeper understanding of player buying activity and how it contributes to your total revenue.

While court utilization can be a helpful metric for understanding tennis and pickleball court efficiency, it fails to capture the broader financial contributions players make or the revenue opportunities beyond reservations. And because courts are limited resources, this metric naturally caps how much income it can drive.

RPP breaks through these limitations. By focusing on the total value each player contributes, RPP helps you identify new opportunities, from upselling services to creating new revenue streams. And, you gain a holistic understanding of your club’s earning potential – enabling smarter, growth-oriented decisions.

Here’s a breakdown of why RPP is a more powerful and growth-oriented metric than court utilization:

Evaluation Criteria	Racquet Court Utilization	Revenue Per Player
Scope of measurement	Tracks court bookings and time spent on court.	Captures the full spectrum of player activity, including lessons, clinics, pro-shop sales, event entries, etc. – all contributing to revenue growth.
Scalability	Limited by court availability and hours in a day.	Scales with player engagement, allowing you to boost RPP by increasing the services each player uses without maxing out court space.
Value over time	Focuses only on short-term, court-based revenue.	Highlights long-term player value, capturing revenue from lessons, tournaments, gear, and other purchases that court utilization metrics overlook.

Prioritizing Revenue Per Player over court utilization allows you to identify untapped revenue opportunities and adopt targeted growth strategies  – leading to enhanced player experience and maximized revenue from every interaction. 

This shift not only drives greater financial growth for your club, but also works to increase player engagement – ensuring long-term success for your club.

Why RPP is the key to club growth

Unlike traditional metrics that focus on court space or membership sales, RPP helps you uncover new opportunities, identify high-value players, and reimagine how your club generates income. 

Here’s why RPP is the ultimate metric for driving sustainable growth.

1. Powers the growth cycle of your club

Growth doesn’t happen overnight, and it doesn’t come from a single action. Instead, it’s the result of many small, consistent efforts working together to build momentum over time. This idea lies at the heart of the flywheel concept, originally introduced by business strategist Jim Collins.

In this business strategy,  the flywheel is a massive, heavy wheel that takes effort to get moving. But once it gains momentum, it becomes nearly unstoppable. Each push builds on the last, creating a self-sustaining cycle of growth. In the business world, this concept has been applied to help businesses achieve sustainable success by identifying and optimizing key areas that fuel their progress.

We’ve adapted this idea into the “club growth flywheel,” a strategic model designed specifically for tennis and pickleball clubs. It focuses on building momentum across five key areas: organizing operations, managing resources, engaging members, customizing offerings, and expanding your business. 

Success in one area naturally fuels success in the next – creating a continuous cycle of improvement. Think of the flywheel as your blueprint for running and growing your club sustainably.

But what does this have to do with RPP?

RPP turns the flywheel into a dynamic, data-driven system. It highlights what’s working, identifies gaps, and ensures that every investment you make strengthens the cycle. Together, the club growth flywheel and RPP create a sustainable growth engine, propelling your club toward long-term success.

By combining the strategic power of the club growth flywheel with the actionable insights of RPP, your club can achieve measurable, sustainable growth—ensuring every effort contributes to greater profitability and a stronger member experience.

2. Provides a clear picture of player value  

Not all members contribute to your club in the same way. Some players participate in weekly lessons, providing consistent revenue and others may use the courts occasionally but spend significantly on gear, refreshments, or private events.

Tracking Revenue Per Player provides the data you need to understand these unique spending patterns. By analyzing how each player engages financially with your club, you can effectively segment your audience and tailor your strategies to meet their needs.

And with RPP providing data on which player segments drive the most revenue, you can strategically focus your efforts where they’ll deliver the greatest results. Whether it’s upselling premium services, crafting targeted marketing campaigns, or offering exclusive perks, RPP ensures your decisions are data-driven – maximizing both engagement and revenue.

3. Identifies revenue opportunities beyond court time 

Memberships and court bookings are often the primary revenue streams for clubs. However, relying solely on these areas means missing out on significant growth opportunities elsewhere.

RPP provides you with a broader perspective – showcasing additional ways to generate income and encouraging a more holistic approach. From clinics and lessons to social events and pro-shop sales, it reveals revenue streams that might otherwise go overlooked.

This metric also highlights opportunities for upselling and cross-selling to your existing members – turning every interaction into a chance to deliver more value for both your players and your club.

4. Highlights underutilized players

Speaking of upselling and cross-selling, your most active players may not be fully utilizing all of your club’s services.

RPP highlights underperforming segments and engagement gaps – revealing players who regularly use your facilities but don’t take advantage of additional offerings. These insights uncover valuable opportunities to increase participation – and boost your revenue in the process.

With targeted marketing campaigns or personalized offers, you can inspire these players to explore more of what your club has to offer. Whether it’s lesson packages, exclusive events, or special discounts, RPP ensures your efforts are focused on unlocking hidden value.

5. Improves experience and retention

A great player experience is essential for customer retention, and RPP provides the insights needed to enhance both. Tracking how players engage financially with your club highlights areas where their experience can be improved.

Focusing on these insights allows you to deliver personalized, high-value experiences that strengthen loyalty. And when members feel valued and catered to, they’re more likely to stay – and spend – over the long term.

This is all to say – RPP doesn’t just measure revenue; it helps you understand what truly resonates with your players –  transforming their satisfaction into sustained engagement and growth.

---

---

---

How to increase Your RPP

Once you’ve calculated your club’s Revenue Per Player, it’s time to put that data to work. 

Here are actionable strategies to help you take your RPP to the next level:

1. Get your pricing right and consider tiered memberships

Getting your pricing right is essential. Raising prices doesn’t always mean higher revenue – if members feel the cost outweighs the value, they may not return.

The key is finding the right balance between offering valuable services that justify the price while maintaining strong profit margins.

Remember, a one-size-fits-all approach often misses the mark, as different players have different needs and spending habits.

That’s where tiered memberships typically excel. 

By aligning value with price, this model ensures every member finds a plan that suits their budget and preferences. Higher tiers can include premium perks like priority booking or discounts, while entry-level options provide essential access at an affordable rate.

On top of that, tiered memberships boosts RPP, enhances satisfaction, and improves retention by delivering personalized choices that meet diverse member needs – making it a win-win for everyone!

---

Streamline membership management with CourtReserve

---

2. Leverage lessons and clinics

Lessons and clinics are among the most profitable programs for tennis and pickleball clubs – appealing to beginners, intermediate, and advanced players. 

Offering a mix of group classes, one-on-one coaching, and specialized clinics allows you to increase revenue from players of all skill levels. The key to success is to build these into your regular programming and price them appropriately.

As a bonus, integrating lessons and clinics into your core services is not only a great way to increase RPP – but also creates a stronger player experience, fostering loyalty and long-term growth. 

3. Host social events and tournaments

For many players, pickleball and tennis are as much about camaraderie and community as they are about the sport itself. 

That’s why hosting social events and tournaments is such a powerful strategy – they boost player engagement, create memorable experiences, and unlock valuable revenue opportunities.

So if you’re looking to increase RPP, consider hosting club mixers, themed nights, tournaments, and more special events at your club!

When done right, these events turn every interaction into a chance to increase customer loyalty and boost your bottom line.

4. Expand retail offerings

A well-stocked pro shop is more than a convenience or perk for players – it’s a powerful revenue stream. Offering essential gear such as paddles, balls, apparel, accessories, and more ensures members have easy access to what they need and encourages additional spending.

Every purchase – whether it’s a paddle or club-branded shirt – contributes to a higher RPP. Thoughtfully expanding your retail offerings turns a pro shop into a meaningful extension of your club’s experience and a consistent contributor to your bottom line.

5. Introduce food & beverage options

A full-service restaurant and bar can be a fantastic addition to your club, but it often requires a significant investment that isn’t realistic for most facilities. With that being said, offering food and beverage options—at any scale—is still a worthwhile investment. Even smaller, more accessible options can enhance the player experience and provide a consistent boost to your revenue.

Simple additions – such as coffee, protein shakes, energy bars, and so on – can still make a noticeable difference to both total revenue and customer experience. Offering food and beverage options tailored to your club’s resources ensures players leave satisfied and helps increase RPP with every visit.

---

CourtReserve 🤝 GoTab Integration

---

6. Use a club management system

Expanding your offerings using all of the above-mentioned strategies is key to increasing Revenue Per Player. But these strategies only succeed if players actively participate and spend. That’s where a club management system becomes essential.

With a club management system like CourtReserve, you can increase participation and therefore RPP by:

• Making it easy for players to book courts, register for events, and pay for services – reducing friction and encouraging consistent participation.
• Using communication tools to promote offerings, share updates, announce events, and deliver discounts directly to players.
• Viewing comprehensive financial reports – allowing you to calculate RPP and identify opportunities to optimize your revenue strategies with clear, actionable data.

Unlike other systems, CourtReserve goes beyond basic club management to empower clubs at every stage of growth. Built with the club growth flywheel in mind, it’s a solution that scales with your club – helping you increase RPP, streamline operations, and deliver an exceptional experience for your members.

---

Tracking RPP: Why it’s critical for your club’s success

Membership growth and optimizing court utilization will always play an important role in your club’s revenue. However, tracking and optimizing Revenue Per Player (RPP) provides a more long-term path to growth. 

Regularly tracking RPP – on a monthly or quarterly basis – helps you identify trends and pinpoint which programs, services, or offerings drive the most revenue. Armed with this data, you can refine your strategies, adjust pricing, and focus on high-value opportunities.

Over time, these insights allow you to maximize the value each player brings to your club –  creating a stronger foundation for profitability and growth. When RPP becomes a central part of your decision-making process, your club grows smarter, stronger, and more sustainably.

How to measure RPP + 3 real-world examples

<text>

Takeaway

Whether you’re looking to expand your offerings, boost player engagement, or drive profitability, Revenue Per Player is your blueprint for success. And that’s because it shifts the focus from simply growing membership numbers to maximizing the value each player brings to your business.

Prioritizing RPP through strategies like tiered memberships, engaging lessons, dynamic events, and leveraging a club management system enables your club to achieve sustainable growth without relying solely on expanding the player base. This approach not only boosts revenue, but also enhances the overall player experience – leading to higher retention rates and long-term success.

In today’s competitive landscape, clubs that focus on increasing RPP are better positioned to thrive. It’s not just about getting more players through your doors or on your courts – it’s about ensuring each one leaves with a better experience and greater investment in your club.