Updated February 4, 2025
When it comes to generating revenue at your tennis or pickleball organization, there are several different streams available. One stream that can create recurring revenue and “sticky” (i.e. they are loyal to your organization) members is progressive programming.
Read more to find out how technology and a plan can increase your bottom line by an extra $30,000!
The importance of development programming
Progressive lessons and programming can be huge revenue drivers at any tennis or pickleball facility. An example of progressive programming in Tennis is when children progress from red ball to green ball. Private lessons are also a staple in the development of juniors hoping to make their way to a college team.
But what about adults and the transition from beginners to average players in both tennis and pickleball?
A new adult player or member will take an average of 2.5 lessons and then move towards open play or social play. Without a plan or path for continual skill development, not only does the player miss out on advancement, but your club fails to capitalize on the opportunity that the player represents.
That’s where a club management system comes in handy. Using a digital club platform helps you:
- Create the progressive program online for visibility and easy registration.
- Email or text updates to players announcing new dates and motivation to keep playing.
- Easily restrict your programming by groups of players by rating so the same skill levels are competing together.
- Sell additional packages of programming and lessons online so the players can easily pay and keep track of punch cards.
Why players want progressive programming
Today’s players expect a clear pathway to improve their skills while enjoying a social and competitive experience. A structured progressive Program provides that roadmap, keeping them engaged and committed to your club.
Here’s 3 reasons why players want progressive programming:
1. Clear Path to Growth
Without structure, many beginners feel lost after a few lessons. Progressive programming removes uncertainty, helping players advance with confidence through skill-based classes, open play, and competitions.
2. Motivation Through Competition & Community
Programs with skill-based groupings, milestone tracking, and social play keep players engaged. Whether it’s round-robins, ladder leagues, or tournaments, structured programming fosters long-term participation.
3. More Ways to Play = More Reasons to Stay
Offering flexible play options like drop-in sessions, themed clinics, and monthly tournaments ensures players stay active—and at your club.
Engaged players are loyal players. Players want on-demand scheduling and easy access to lessons, clinics, and progress tracking. A digital or mobile platform makes it simple to sign up, receive reminders, and get matched with similar skill levels.
Facilities with specific progressive programs for adults turn on a revenue stream that is often overlooked. And, a well-run progressive program boosts retention, turning occasional players into long-term members. By implementing structured, digital-friendly programming, clubs create a sustainable revenue stream while enhancing the player experience.
Why progressive programming is a win-win for clubs & coaches
A well-structured progressive program benefits both the facility and its teaching pros, creating a steady revenue stream while ensuring players stay engaged.
For the Club: More revenue, happier members
- Higher retention – Members with a clear development path stay longer.
- Increased revenue – Bundling lessons, clinics, and play sessions boosts annual member value.
- Streamlined operations – Digital tools make program management, payments, and reporting seamless.
For the Pro: Consistent lessons & stronger player development
- More booked lessons – Players in a structured program commit to more sessions.
- Better skill progression – A clear roadmap leads to stronger, more engaged players.
- Deeper player connections – Pros become mentors, not just instructors, creating long-term coaching relationships.
By promoting progressive programming as part of membership, clubs unlock a powerful revenue driver, and pros enjoy a steady flow of engaged students who are eager to improve.
Building membership value with progressive programming
A well-structured progressive program can be built into membership fees, offering players a clear development path while boosting club engagement. Facilities can offer a standard program or a customized development plan that includes:
- A number of private / semi-private lessons
- A number of passes for the beginner, intermediate and advanced classes.
- A number of open play or round-robin passes so they can take their new skills and put them into action.
To fully utilize this concept, focus on the progressive program options when educating a new member on your facility.
If your facility does tours, talk them through how members move from beginners to more seasoned players at your club which opens up new opportunities to expand their game. Demonstrate the ease of signing up for lessons and programming by demonstrating your club software platform color coded for instructors and classes.
The revenue breakdown: Progressive program vs. No program
Let’s do some math based on some numbers we have seen:
Option A – Adult membership with minimal progressive program engagement
Player profile: Brand new player.
- $50/month membership for 12 months = $600
- Attends weekly open plays or social round robins for beginners at $5 per session
- Attends 2 times a week for 52 weeks = $520
Total Annual Revenue per Member: $1,120
Option B – Adult membership with full progressive program engagement
Player profile: Brand new player, but after going through the progressive program their skill and ability allow them to now participate in more advanced open plays and round robins.
- $100/month membership for 12 months = $1,200
- Progresses to more advanced open plays and round robins
- Attends 2 Open Plays per week
- Pays for additional activities:
- Weekly round robins: $10 x 25 weeks = $250
- Monthly tournaments: $15 x 10 months = $150
- League sessions: $35 x 2 = $70
Total Annual Revenue per Member: $1,670
Have we mentioned they start telling their friends how much fun they are having?
Dreaded Option C – Lost player
Adult Member who never gets a lesson and who never connects to your club will eventually leave and take their monthly membership with them. If a player at either a tennis or pickleball club doesn’t feel equipped to play and have the opportunity to improve, they will leave.
Added value in a progressive program
- 2 private lessons = $100
- 2 semi-private lessons = $80
- 2 beginner classes = $20
- 2 intermediate classes = $20
- 4 Open Play Passes = $20
- 1 Round Robin Pass = $10
- 1 Beginner Club Tournament Pass = $15
Total Added Value: $265
The bottom line
Take 50 Option A members at $1120 and that totals $56,000. Now take the same 50 members, but Option B at $1670 and that’s $83,500. What would you do with $30,000?
Progressive programming can have a huge impact on generating revenue at a club and helping create sticky members.
Contact CourtReserve to learn more about how we help organizations manage their memberships, set up programming, and more!
