Poor-performing dishes drain your restaurant's profits every single day. Most owners rely on gut feelings to decide what stays on the menu. The numbers reveal exactly which dishes are costing you money and when to cut them loose.
Three metrics that matter
You need three numbers to make smart menu decisions: sales frequency, food cost percentage, and profit per portion. Each metric reveals different problems with underperforming dishes.
- Sales frequency: Weekly order count for each dish
- Food cost percentage: Ingredient costs versus selling price
- Profit per portion: Actual euros earned after ingredient costs
Sales frequency reveals popularity
Dishes ordered fewer than 5 times weekly need your attention. Anything below 2 weekly orders probably doesn't belong on your menu.
💡 Weekly sales breakdown:
Restaurant serving 200 covers weekly:
- Ribeye steak: 45 orders (23% share) → Star performer
- Pan-seared salmon: 28 orders (14% share) → Solid choice
- Rack of lamb: 8 orders (4% share) → Needs monitoring
- Confit duck leg: 3 orders (1.5% share) → Problem dish
That duck leg is bleeding money - but why aren't customers ordering it?
Track trends too. A dish dropping from 15 monthly orders to 5 signals quality issues, pricing problems, or seasonal decline.
Food cost percentage shows profitability
Any dish hitting 40% food cost hurts your bottom line. At 45% or higher, you're practically giving food away. This mistake costs the average restaurant EUR 200-400 per month in lost profits.
💡 Food cost calculation example:
Herb-crusted lamb rack at €38.00 (including 9% VAT):
- Price excluding VAT: €38.00 ÷ 1.09 = €34.86
- Total ingredient cost: €16.50
- Food cost percentage: (€16.50 ÷ €34.86) × 100 = 47.3%
This dish loses money every time someone orders it!
⚠️ Critical reminder:
Calculate food costs using prices excluding VAT. Your menu shows prices with 9% VAT included. Many operators skip this step and underestimate their actual food costs.
Profit per portion tells the real story
High food cost doesn't automatically mean low profits. Expensive dishes can still generate excellent margins. Focus on absolute profit contribution rather than just percentages.
💡 Profit comparison example:
Two dishes side by side:
- Penne arrabbiata (€16.51 ex VAT): €4.20 ingredients = 25% food cost, €12.31 profit
- Grilled lobster tail (€41.28 ex VAT): €18.50 ingredients = 45% food cost, €22.78 profit
The lobster's food cost looks terrible, but it delivers nearly double the profit.
Setting removal criteria
Create specific thresholds for menu changes. Clear rules eliminate guesswork and team arguments about which dishes stay or go.
- Sales threshold: Under 3 weekly orders for 4 consecutive weeks triggers review
- Food cost limit: Above 40% requires immediate price adjustment or removal
- Profit minimum: Under €8 per portion gets replaced with higher-margin options
- Seasonal items: Remove after just 2 weeks of poor performance
Share these criteria with your kitchen and service teams. Everyone should understand the decision-making process.
Smart replacement planning
Don't just delete dishes - replace them strategically. New menu items should target better profit margins and appeal to your customer base. Test replacements as daily specials before making permanent menu changes.
⚠️ Strategic consideration:
Some low-selling dishes serve strategic purposes. Your vegetarian option might get few orders, but removing it means losing vegetarian customers entirely. Consider each dish's role in attracting different customer segments.
How do you set rules for removing dishes?
Collect 4 weeks of sales figures
Note per dish how many times it's ordered per week. Also count the number of covers per week to calculate percentages. This gives you an objective picture of what works and what doesn't.
Calculate food cost and profit contribution per dish
Add up all ingredient costs and divide by the selling price excl. VAT for the food cost. Subtract ingredient costs from selling price for the profit contribution per portion. Focus on your 10 best-selling dishes.
Set clear threshold values
Determine concrete numbers for when a dish must come off the menu: for example below 3× sales per week, above 40% food cost, or below €8 profit contribution. Write down these rules and discuss them with your team.
✨ Pro tip
Establish clear triggers: any dish selling fewer than 2 portions weekly for 3 consecutive weeks gets automatic removal consideration. This prevents underperformers from draining profits for months while you debate their fate.
Calculate this yourself?
In the KitchenNmbrs app you can do this in just a few clicks. 7 days free, no credit card.
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Frequently asked questions
How long should I test a new dish before removing it?
Give new dishes at least 4 weeks to find their audience, unless food costs exceed 45%. Some items need time for word-of-mouth recommendations to build momentum.
What if my chef refuses to remove their signature dish?
Show the actual numbers: weekly sales, food cost percentage, and profit contribution. If a dish consistently loses money, personal attachment can't override business reality. Consider modifying the recipe to improve margins before complete removal.
Should I always remove the lowest-selling item first?
Not necessarily. A dish selling 2 portions weekly at €15 profit each beats one selling 8 portions at €3 profit each. Target loss-makers and low-profit items before simply looking at sales volume.
How many dishes can I safely remove per month?
Limit changes to 1-2 dishes monthly and always provide replacements. Frequent menu changes confuse regular customers and increase printing costs for new menus.
Do seasonal dishes get different removal criteria?
Yes, seasonal items get shorter evaluation periods - just 2 weeks of poor sales justifies removal. Limited seasonal windows don't allow time for gradual improvement.
What role do dietary restrictions play in removal decisions?
Always maintain options for common allergies and dietary preferences like gluten-free or vegan choices. These dishes might sell infrequently but are essential for capturing those customer segments. Consider their strategic value beyond pure profit metrics.
📚 Sources consulted
- EU Verordening 852/2004 — Levensmiddelenhygiëne (2004) — Official source
- EU Verordening 853/2004 — Hygiënevoorschriften voor levensmiddelen van dierlijke oorsprong (2004) — Official source
- EU Verordening 1169/2011 — Voedselinformatie aan consumenten (2011) — Official source
- NVWA — Hygiënecode voor de horeca (2024) — Official source
- NVWA — Allergenen in voedsel (2024) — Official source
- Codex Alimentarius — International Food Standards (2024) — Official source
- FSA — Safer food, better business (HACCP) (2024) — Official source
- BVL — Lebensmittelhygiene (HACCP) (2024) — Official source
- Warenwetbesluit Bereiding en behandeling van levensmiddelen (2024) — Official source
- WHO — Foodborne diseases estimates (2024) — Official source
Food Standards Agency (FSA) — https://www.food.gov.uk
The HACCP standards shown in this application are for informational purposes only. KitchenNmbrs does not guarantee that displayed values are current or complete. Always consult the FSA or your local authority for the latest regulations.
Written by
Jeffrey Smit
Founder & CEO of KitchenNmbrs
Jeffrey Smit built KitchenNmbrs from 8 years of hands-on experience as kitchen manager at 1NUL8 Group in Rotterdam. His mission: give every restaurant owner control over food cost.
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