Dishes that sell poorly cost you money. They take up space in your cooler, demand your chef's attention, and cause waste. A weekly analysis helps you quickly decide which dishes need to come off the menu.
Track your sales figures per dish
The basics are simple: keep track of how much you sell of each dish. Many entrepreneurs have a gut feeling, but no hard numbers. And gut feelings are often wrong.
💡 Example:
Restaurant with 12 main courses, 100 covers per week:
- Steak: 25 portions (25%)
- Salmon: 20 portions (20%)
- Pasta: 18 portions (18%)
- Lamb: 3 portions (3%)
The lamb sells poorly and ties up capital.
Record data for at least 4 weeks to see a pattern. One bad week could be coincidence, four weeks is a trend.
The 80/20 rule for menus
In most restaurants, 20% of the dishes account for 80% of sales. The remaining 80% of your menu contributes little, but still costs time, money, and energy.
- Top sellers: Dishes that make up more than 15% of your sales
- Average: Dishes between 5% and 15%
- Flops: Dishes under 5% of your sales
⚠️ Watch out:
A dish that makes up only 2% of your sales requires just as much attention as a top seller. That's inefficient.
Weekly analysis routine
Every Monday, 15 minutes before your new week:
- Count the sales per dish from last week
- Calculate the percentage of your total sales
- Compare with the previous week
- Mark dishes under 5% as 'at risk'
If a dish falls below 5% for 3 weeks in a row, it's time to act.
Cost of poor sellers
Dishes that sell poorly cost more than you think:
💡 Example costs:
Lamb that sells 3 times per week:
- Inventory in cooler: €120
- Risk of spoilage: €30/week
- Chef time for preparation: 2 hours/week
- Menu space: costs other dishes sales
Replacing it with a more popular dish can save €200+ per month.
Decision criteria for replacement
Replace a dish if it meets 2 or more criteria:
- Sales: Under 5% of total sales, 3 weeks in a row
- Margin: Food cost above 35% due to expensive ingredients
- Complexity: Lots of prep time for little sales
- Shelf life: Ingredients that spoil quickly
- Season: Dish no longer fits the season
⚠️ Watch out:
Never replace more than 2 dishes at once. Guests need time to adjust to changes.
What you replace it with
Look at the gaps in your current menu:
- Price range: Are you missing a dish in the €18-22 range?
- Dietary patterns: Enough vegetarian/vegan options?
- Cooking method: Too many fried dishes, not enough grilled?
- Season: What fits the current season?
Test new dishes first as a 'special' before you permanently add them to the menu.
How do you analyze your menu sales? (step by step)
Gather sales figures per dish
Count how much you sold of each main course in the past week. Use your POS system or count manually with tally marks.
Calculate the percentage per dish
Divide the sales per dish by your total number of main courses and multiply by 100. For example: 8 portions out of 80 total = 10%.
Mark dishes under 5%
Dishes that make up less than 5% of your sales are candidates for replacement. Track this for 3-4 weeks to see a pattern.
Analyze the costs of poor sellers
Calculate what poorly selling dishes cost you: inventory, waste, prep time, and missed opportunities for more popular dishes.
Plan the replacement
Choose a replacement dish that fits your concept, season, and price range. Test it first as a daily special before you permanently add it to the menu.
✨ Pro tip
Replace poor sellers with dishes similar to your top sellers. If steak sells well, try a different cut of beef instead of fish.
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 wait before replacing a dish?
Collect data for at least 3-4 weeks. A dish might have one bad week by chance, but 4 weeks shows a clear pattern.
What if a dish sells poorly but has high margin?
High margin doesn't help if you barely sell it. A dish with 50% margin that sells 2 times per week earns less than a dish with 35% margin that sells 15 times.
How many dishes can I replace at once?
Maximum 2 dishes at a time. Guests need time to adjust to changes, and your chef needs to master new dishes.
Should I consider seasons when replacing dishes?
Yes, season plays a big role. A warm stew sells poorly in summer but can be a top seller in winter.
How do I test a new dish before adding it to the menu?
Introduce it first as a daily special or weekend special. This way you see how guests react without changing your regular menu.
What if my chef is emotionally attached to a poorly selling dish?
Show them the numbers and explain the cost. Suggest keeping the dish as a monthly special so it doesn't disappear completely.
📚 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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