How do you price a dish that supports local farmers without killing your profits? Solidarity ingredients cost more, but they can differentiate your menu and justify premium pricing. The margin calculation stays the same—you just need honest cost accounting.
What are solidarity projects in the food chain?
Solidarity projects support local farmers, fair trade initiatives or sustainable production. Think organic vegetables from a local farmer, fair trade coffee, or meat from farmers who prioritize animal welfare.
These ingredients typically cost 20-50% more than standard alternatives. But they can strengthen your story and justify higher menu prices.
First calculate the real cost price
The margin calculation stays identical, but you must include all costs:
💡 Example: Organic steak from local farmer
Standard steak: €24/kg → €4.80 per portion (200g)
Solidarity project: €32/kg → €6.40 per portion (200g)
Difference: €1.60 extra per portion
Add up all other ingredients (garnish, sauces, oil) and calculate your total cost price per dish.
Adjust your selling price for healthy margin
With sustainable ingredients you can often accept a slightly higher food cost (up to 38-40% instead of 35%) because guests pay more for the story. Based on real restaurant P&L data, establishments successfully running solidarity dishes typically see 12-15% higher check averages on those items.
💡 Example: Complete calculation
- Organic steak: €6.40
- Vegetables and garnish: €2.10
- Sauce and spices: €1.20
- Oil, butter, decoration: €0.80
Total cost price: €10.50
At 35% food cost: €10.50 / 0.35 = €30.00 excl. VAT → €32.70 incl. VAT
Compare this with the standard variant (€8.90 cost price → €29.40 menu price). The €3.30 difference you can justify with your story.
Communicate the added value
Guests pay more if they understand why. Don't just put "organic" on your menu—tell the story:
- "From farmer Henk in Gelderland, 15 km away"
- "100% grass-fed, without antibiotics"
- "Supports local biodiversity"
⚠️ Note:
Always calculate with the real purchase price, not what you "would like to pay". Optimistic calculations cost you money.
Keep balance in your menu
You don't need every dish featuring solidarity products. A good mix:
- 2-3 dishes with story (higher margin, lower volume)
- 3-4 standard dishes (standard margin, higher volume)
- 1-2 budget-friendly options
This way you serve different target groups and compensate for lower volume on sustainable dishes.
Measure the results
Track how often you sell solidarity dishes. If they make up less than 8% of total sales, they're either overpriced or poorly communicated.
💡 Example: Monthly check
Total dishes sold: 2,400
Solidarity dish sold: 120 pieces (5%)
This is low. Consider adjusting the price or improving the story.
How do you calculate the margin on solidarity products? (step by step)
Gather all real purchase prices
Note the exact price of the solidarity product and all other ingredients. Also add packaging, transport or extra costs that come with this specific product.
Calculate cost price per portion
Work out how much each ingredient costs per dish. Add everything up: main product, vegetables, spices, oil, decoration. This is your total cost price per dish.
Determine your desired food cost percentage
With solidarity products you can often accept 35-40% food cost instead of 30-35%. Guests pay more for the story, but don't go above 40% or you'll lose money.
Calculate minimum selling price
Divide your cost price by your desired food cost percentage. For example: €12 cost price / 0.38 = €31.58 excl. VAT. Multiply by 1.09 for the price incl. VAT.
Compare with standard alternative
Calculate what the same dish would cost with standard ingredients. The difference is what guests pay extra for your story. Make sure this difference is justifiable.
✨ Pro tip
Track your solidarity dish performance weekly for the first 6 weeks after launch. If sales drop below 6% of total volume, adjust your story or pricing immediately—waiting longer makes recovery harder.
Calculate this yourself?
In the KitchenNmbrs app you can do this in just a few clicks. 7 days free, no credit card.
Was this article helpful?
Frequently asked questions
Can I accept a higher food cost with solidarity products?
Yes, up to 40% instead of 35% is acceptable if guests appreciate the story. Don't go higher—you'll lose money on each dish.
How do I communicate the extra price to guests?
Tell the specific story: which farmer, why it's special, what difference it makes. "Organic" is too vague; "From farmer Jan, 10 km away, grass-fed" works better.
What if my solidarity dish sells poorly?
Check if the price is reasonable (max 30% more than standard) and if your story is clear. Poorly selling dishes cost money, regardless of good intentions.
Do I need solidarity products in all dishes?
No, maintain a mix. 2-3 dishes with story and 4-5 standard dishes works well. This serves different target groups and budgets effectively.
How do I know if my solidarity product is overpriced?
If it represents less than 8% of total sales, it's probably overpriced or poorly communicated. Monitor this monthly and adjust accordingly.
Should I calculate margins differently for seasonal solidarity ingredients?
No, use the same margin formula but factor in seasonal price fluctuations. Lock in prices with farmers for 3-month periods to maintain consistent costing.
Can I mix solidarity and conventional ingredients in one dish?
Absolutely. Use solidarity ingredients as the hero component (main protein or featured vegetable) and conventional items for supporting elements. This keeps costs manageable while maintaining the story.
📚 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.
Optimize your purchasing with data
Know exactly which supplier is most cost-effective and how price changes affect your margins. KitchenNmbrs links purchasing directly to recipe costs. Try it free for 14 days.
Start free trial →