What Is the Pay-and-Play Model? A Simple Guide for School and Property Owners

Pay and play is a straightforward approach that can help bring sports facilities to everyone, without the need for long-term memberships. Users typically purchase their time; the court, field or activity they use, and then use it. This model can transform disused sports fields under developed into active community spaces for schools and property owners and also a source of a regular income.

Sports complexes in India have already implemented the model for using it. As an example, Delhi Development Authority (DDA) sports complex allows the convenience of casual use of available amenities like tennis, badminton, squash, swimming and other sport complexes.

As a landowner, owner of a school campus, residential property, commercial land or sporting facility, an understanding of pay and play may help you determine whether pay and play is right for you.

In what way is a pay-and-play model defined?

Pay or play simply translates to “pay only as you go.” The owner of the facility does not require any annual member’s fee; the amount is based on the number of users needing access.

A customer, for instance, may rent a football turf for one hour for his use. The court for badminton would be available for 40 or 60 minutes, but a cricket ground would be available for longer.

The basic idea is:

Sports Facility Booking Payment Usage

This is an alternative approach to traditional membership models in which users are required to pay entry fees or a recurring membership fee to avail of the services. The general ‘pay to play’ idea is substituting fees for the opportunity to go through an activity.

What is Pay & Play?

Typically, the steps are simple. The facility owner determines whether the facilities can be booked, establishes facility rates, schedule time slots and sells the space.

A Typical Pay-and-Play Process

• Construct or locate the sports facility

• Make decisions on sports/activities to be provided

• Set prices per hour and/or per session

• Schedule time to work on the project

• Enable customers to book online, on the phone or onsite

• Collect payment

• Make available throughout the staged time

• Process for keeping the facility running between sessions

For modern sports operators, the use of booking software or apps to handle the flow of sports bookings, payment systems, occupancy and customer information is a possibility as well. There are some Indian sports operators which are specifically developed to track customer commitment through technology and the utilization of their facilities.

What can work in a “pay and play” setting?

There is no reason why a pay and play arena could not specialize in multiple sports. Requirements for the same combination will vary based on availability of land, demand, investment budget.

Popular options include:

Facility	Possible Use
Football turf	Hourly football bookings
Box cricket	Group and corporate bookings
Badminton courts	Individual or group sessions
Pickleball courts	Casual and regular players
Basketball court	Games, training and events
Tennis court	Hourly court bookings
Futsal court	Small-sided football
Indoor sports hall	Multiple sports
Swimming pool	Sessions, coaching and recreational use
Multipurpose court	Several sports and activities

A facility may even integrate and book for coaching, tournaments, camps and corporate events on an hourly basis.

Why are there increases in Pay and Play in India?

This is one big plus for users. Regular users may be reluctant to pay fees for a long-term membership because they anticipate playing on a particular court/turf without needing to pay fees for the entire membership.

Also, there are examples at scale, implemented at the Indian Public Sports Facility—how it can work. DDA complexes provide pay and play along with the booking of space from a particular period of time to other period of time.

It is also beneficial for the owner of property to be able to use this model, as a sports facility don’t have to be restricted to a single type of users. By giving pupils access to the school grounds/camp in school time or allowing the local community to access selected facilities at appropriate times, a school can improve its surroundings whilst in keeping with any school policies and permissions.

Pay and Play for Schools

Schools may include sporting facilities that are not used outside of lesson time, during the school holidays, or at school events. 

With a thoughtful model, pre-planned facilities can be open after school hours but continue to have the highest concern in keeping the school running safely and keeping the student safe.

Tips on how schools can leverage the Model.

A school may provide:

• Football turf bookings
• Cricket practice nets
• Basketball court sessions
• Tennis match or pickleball bookings
• Badminton facilities
• Summer sports camps
• Weekend coaching
• Corporate Sport events and community sport events

School should first determine what facilities are available for open access to external users and at what time.

Benefits for Schools

A pay-and-play system can assist schools to:

• Further promote the use of sporting facilities
• Generate additional revenue
• Provide more playing opportunities
• To offer assistance for student athletes involved in extracurricular sports programs
• Establish linkages with local people
• Recover part of maintenance and operating costs

The goal of owning a business should not be to make money. All aspects of the facility should continue to be safe, well maintained and consistent with the school’s educational and sporting objectives.

Pay and Play for Property Owners

Sporting facilities are also capable of generating “active” revenues for owners.

For instance, a plot of land that is not in use, a commercial site, residential areas or even a large roofed, unused area of possession may provide scope to carefully plan for sports facilities, if structural, planning, safety and local requirements are met.

A basic process for handling business

Utilise Funding Streams: Land/Property → Sports Infrastructure → Bookings → Revenue → Maintenance → Better Utilisation

The owner benefits in the use of the facilities and the customers benefit from access to the sports facilities without having to commit to a long-term membership.

Construction should start only after studying demand, available space, permissions to construct, expected operating costs and suitability of the site.

How does a pay-and-play centre make money?

One way of earning money is with hourly bookings. The following activities may all be carried out in one facility if the facilities are managed well.

Revenue Source	Example
Court booking	Tennis, badminton or pickleball
Turf rental	Football or box cricket
Coaching	Monthly sports classes
Camps	Holiday or summer camps
Tournaments	Entry fees and venue charges
Corporate events	Team-building sports sessions
Equipment rental	Rackets, balls or other equipment
Food and beverages	Café or refreshment counter
Advertising	Brand displays within the facility

With every location, the best type of arrangement to maximize revenues will vary according to customer demand. For example, a set up close to schools could be successful with children’s programmes and coaching, whereas schools could have a higher number of bookings for evenings or corporate events in a commercial area.

How Should You Decide Whether Pay and Play Will Work?

One thing that the property owners should not consider is the question of which should be selected as a turf to begin with before making any investments.

Start with the market

Step 1: Research the local demand

Check:

• Schools and colleges which are located close by
• Residential societies
• Areas offering office and business space
• Existing sports facilities
• Some of the most popular sports in the area
• Local pricing
• Peak booking hours

Step 2: Study the Property

Take account of space, access, parking, ground conditions, drainage, power supply, possible future developments. 

Step 3: Select the Right Sports

Don’t construct for popularity in being too popular. A sport should be viable in terms of usage, such that it has local demand for use.

Step 4: Calculate the complete cost

Include:

• Civil work
• Sports surface
• Drainage
• Lighting
• Fencing
• Equipment
• Staff
• Electricity
• Cleaning
• Repairs
• Marketing
• Booking technology

Step 5: Estimate Utilisation

Even if the hourly price of a facility seems attractive, a facility that is used just occasionally can have difficulties.

The implication that the price is not everything is the result of a reasonably priced court that was used daily being more effective than an expensive court that was in operation, but not used.

Effective Pay and Play Arena Suite – What Makes it Effective?

Whether a sports facility that has good sports flooring is good or not, is not enough. The whole experience is convenient and reliable for the customer and that gets them back.

Work on these aspects:

• Location:

Demand can be increased if it is collectively accessible and there are residential/commercial blocks nearby.

• Quality:

Well- installed, and properly maintained, surfaces will be encouraging repeat bookings.

• Pricing:

The price should be in line with local demand, local competition and operating costs.

• Booking:

Booking with an online app or on the phone helps to eliminate friction.

• Timing:

For different customer groups early mornings, evenings and weekends may be of importance.

• Maintenance:

Good facilities, working lights, good drainage and clear markings enhance user’s experience.

• Customer Service:

If people go onto your website and need a quick response, it doesn’t necessarily mean that the price is up to their standards or that bookings are consistent, but these two factors alone can convert a one-time visitor and become loyal customers.

Common Mistakes Property Owners Should Avoid

It sounds simple, but with poor planning there can be decreases in profit when meeting your costs with pay-and-play.

Avoid these mistakes:

• Investment in establishments where there was no research of local demand
• Choosing the lowest-cost type of sports surface
• Ignoring drainage
• Underestimating lighting costs
• Limiting parking or access to the property/parking lot
• Having unclear pricing
• Ignoring maintenance expenses
• Constructing an excess of sporting infrastructure all in one location
• Depending only on weekend bookings
• Begins to build without a plan

The usage of the business model should be realistic and not be based upon assumptions.

There is a pay and play requirement or a membership requirement

Factor	Pay and Play	Membership
Payment	Per session/use	Recurring or fixed membership
Entry barrier	Usually, lower	Usually, higher
Best for	Casual users	Regular users
Booking	Specific time slots	Based on membership rules
Revenue	Usage-based	Membership-based
Flexibility	High	Depends on membership
Customer retention	Depends on experience	Often stronger through commitment

There are even some facilities that will permit both to be utilized. Occasional players being able to book single sessions, and regular players able to buy memberships etc., for example.

Should Pay and Play a Good Model for Schools & Property Owners?

There may be, or it could be! There are success factors to ensure that the model is the most effective these include adequate demand at the location, appropriate planning of the facility and the management of operating costs.

The question for the schools will be whether or not external access can be granted without impacting on program, security, and school activities. As a property owner, you are most interested in the demand, investment, utilisation, operating costs and property’s long-term suitability.

Building facilities around use, using the appropriate surfaces and evaluating sites can be facilitated by a good sports infrastructure partner.

FAQs

Q1. What is the meaning of pay and play?

Ans. Pay and play refers to the sport facility in which the users pay for an access to the sports facility during a certain time of the day or during a session without necessarily having to commit to a long-time membership. The charges could be based on an hour, field, court or activity.

Q2. Can pay and play be profitable in India?

Ans. It can be profitable if there are good local demand, good utilisation and appropriate pricing and operating costs control. Location, construction investment, choice of sport, space fullness and maintenance are among the factors that will determine a plant’s profitability.

Q3. In what ways can schools apply a pay and play approach?

Ans. Selected sports facilities can be opened to outside users after school hours/school holidays and/or during the weekend as a potential school development. They can also provide bookings, turf, coaching and camps/tournaments, ensuring they are concerned about school operations and student safety.

Q4. What kind of sports should be used in a “pay-and-play” scenario?

Ans. Football, box cricket, and badminton, pickleball, tennis and basketball work well as long as there are local demand and space available. What’s best should be based on the local market research and not just what is popular.

Q6. What is the difference between PAY and PLAY and membership?

Ans. Generally, pay and play charges users based on their per person use, and membership access is based on a recurring (membership) or fixed amount of use. A business enables them to provide both services for regular and occasional players.

Conclusion

Pay and play not only provides a possible solution to enhancing the use of sports assets but also provides flexible access to quality playing infrastructure for customers. It has quite a simple concept behind it – users pay for what they use or what they use does them.

The model can provide schools with an opportunity to enhance selected facilities more through school beyond school hours. For property owners, a carefully designed pay and play arena can make good space good for business—with several revenue-producing opportunities.

The points of focus must always be seeing how the business can evolve around actual demand and quality infrastructure, safety, pricing, utilization and maintenance. Design the needed facility for the local community, manage it in a professional manner and concentrate on building a facility people want to go back to.