Every restaurant manager faces this dilemma daily: servers chase high revenue per table while the kitchen fights for healthy margins. This fundamental tension can tear apart even well-run establishments. But you can align both teams around shared success.
Why does this conflict arise?
Service staff earn a percentage of revenue. More sales equals bigger tips, so they're naturally drawn to expensive wines, premium sides, and elaborate desserts. Kitchen staff think differently—they see cost price and margin first. That expensive dish might boost the check total, but it's bleeding money with every order.
💡 Example:
Service staff pushes the ribeye for €38.50:
- Selling price excl. VAT: €35.32
- Ingredient costs: €16.80
- Food cost: 47.6%
High revenue, but a loss on every plate.
Let the real numbers speak
Transparency solves most conflicts. Show your service team what dishes actually cost—not to restrict them, but to help them understand which items truly benefit everyone.
- Create a top 10 of your highest-volume dishes
- Calculate precise food costs for each item
- Highlight the winners (dishes under 35% food cost)
- Explain why certain dishes drain profits
⚠️ Note:
Don't tell them which dishes they SHOULDN'T sell. Focus on what they CAN push.
Create win-win scenarios
Hunt for dishes that deliver both impressive check averages and solid margins. These items become your secret weapons—servers love selling them, and the kitchen loves making them.
💡 Example:
Sea bass with risotto for €28.50:
- Selling price excl. VAT: €26.15
- Ingredient costs: €8.40
- Food cost: 32.1%
Good revenue and healthy margin.
Incentives on the right dishes
Most restaurants offer wine commissions or dessert bonuses. But here's what most kitchen managers discover too late: you should also incentivize profitable mains. An extra euro in server tips on a 30% food cost dish more than pays for itself.
- Identify your 3 most profitable signature dishes
- Offer servers a small bonus for each sale
- Train them on compelling stories behind these items
- Make recommendations feel natural, not forced
Communication about price adjustments
Servers face customer complaints about pricing daily. They need to understand that raising prices isn't greed—it's survival. Without healthy margins, there's no restaurant to work at.
💡 Example:
Beef became 25% more expensive this year:
- Old cost price: €12.00
- New cost price: €15.00
- At €32 selling price: food cost rises from 41% to 51%
Without a price increase you lose €3 per plate.
Weekly check-ins
Schedule brief weekly meetings between kitchen and service teams. Discuss performance, identify trends, and address issues before they explode into full conflicts.
- Which 3 dishes performed best this week?
- Which items are struggling to sell?
- Did any ingredient costs spike recently?
- Which profitable dishes need more promotion?
How do you get service staff and kitchen on the same page?
Calculate food cost for all dishes
Create an overview of your complete menu with exact cost prices. Use the formula: (ingredient costs / selling price excl. VAT) × 100. This gives you objective numbers to work with.
Identify win-win dishes
Look for dishes with good margins (under 35% food cost) and high selling price. These dishes are good for both revenue and profit. Train the service staff to actively recommend these dishes.
Set up incentives on profitable items
Give the service staff a small bonus for selling your most profitable dishes. An extra euro in tips on a dish with 30% food cost easily pays for itself.
✨ Pro tip
Identify your top 3 dishes that both generate strong revenue AND maintain food costs under 32%. Train servers to mention these within the first 90 seconds of taking orders.
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
Should I tell the service staff which dishes are unprofitable?
Focus on what they CAN push instead of what they should avoid. Explain why certain dishes benefit the restaurant more, without being negative about other items.
What if the service staff keeps pushing for revenue instead of margin?
Make concrete agreements about dish priorities. Consider small incentive systems for selling profitable items. Explain that healthy margins protect everyone's jobs.
Can we offer commission on main courses?
Yes, bonuses on profitable mains can work well. First calculate whether the extra margin justifies the commission. Start with your 3 most profitable signature dishes.
How do I explain price increases to the service staff?
Show concrete numbers. If beef becomes 25% more expensive, demonstrate what that does to food cost. Servers will understand why prices must rise to keep the restaurant viable.
📚 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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