Picture this: your signature burger makes €6 profit in your dining room, breaks even on delivery, and earns €8 on the terrace. Each sales channel carries unique costs that can make or break your margins. Platform fees, labor variations, and packaging expenses mean identical dishes need different pricing strategies.
Why different margins are necessary
Each sales channel operates with distinct cost structures. Delivery platforms like Deliveroo or Uber Eats claim 15-30% of your revenue. Your terrace requires fewer staff per table. Meanwhile, restaurant service demands maximum labor but zero packaging materials.
💡 Example cost structure:
Same pasta carbonara across three channels:
- Restaurant: €5.10 food + €4.20 labor = €9.30 costs
- Terrace: €5.10 food + €2.80 labor = €7.90 costs
- Delivery: €5.10 food + €0.80 packaging + €4.50 platform = €10.40 costs
At €18.50 selling price you get three different margins.
Calculate your costs per channel
Begin with base ingredient costs, then layer on channel-specific expenses:
- Food cost: Identical across channels (unless portion sizes differ)
- Restaurant labor: €3-6 per cover (varies by service style)
- Terrace labor: 30-50% lower than indoor dining
- Delivery packaging: €0.60-1.20 per order
- Platform costs: 15-30% of total order value
Set your prices per channel
Different cost structures demand different minimum prices to maintain consistent margins.
💡 Example pricing:
For 30% total margin on pasta carbonara:
- Restaurant: €9.30 / 0.70 = €13.30 minimum (sells for €18.50)
- Terrace: €7.90 / 0.70 = €11.30 minimum (can be €16.50)
- Delivery: €10.40 / 0.70 = €14.90 minimum (must be €19.50+)
This way you maintain the same margin everywhere.
Monitor your margins per channel
After managing kitchen operations for nearly a decade, I've learned that weekly margin reviews prevent nasty surprises. Platform fees shift, wages increase, and packaging costs fluctuate more than you'd expect.
⚠️ Watch out:
Delivery platforms sometimes pass through extra costs (marketing contribution, payment fees). Check your invoices monthly - your actual platform costs can be higher than the base 20-25%.
Consider different menus
Certain dishes excel in specific channels while failing in others. Soup spills during delivery. Salads wilt under terrace heat. Smart operators adapt their offerings accordingly.
- Restaurant: Complete menu, hot preparations, fresh components
- Terrace: Fewer hot items, finger foods, heat-resistant dishes
- Delivery: Travel-stable food, no crispy textures, secure sauce containers
💡 Smart menu engineering:
Many restaurants price their best-selling delivery dishes €2-3 higher than in the restaurant. The extra costs justify this, and customers accept it because they're paying for convenience.
Tools for multi-channel management
Managing different prices and margins across channels gets complicated fast. Food cost calculators like KitchenNmbrs calculate actual margins per dish and channel automatically, eliminating manual cost calculations.
How do you calculate margins per channel? (step by step)
Calculate your base costs per dish
Add up all ingredient costs for one portion. This is your food cost and applies to all channels (unless you use different portion sizes).
Add channel-specific costs
Restaurant: +labor (€3-6). Terrace: +labor but less (€2-4). Delivery: +packaging (€0.80) +platform (20-25% of selling price).
Calculate minimum selling price per channel
Divide total costs by desired margin. At 30% margin: costs / 0.70. This way you know what you need to charge minimum to achieve the same profit margin.
✨ Pro tip
Track your top 3 performers per channel over 30 days - they're usually different dishes. Focus your channel-specific marketing on these proven winners rather than pushing identical menus everywhere.
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
Am I allowed to charge different prices for restaurant and delivery?
Absolutely - different cost structures justify different pricing. Most restaurants add €2-3 to delivery orders without customer complaints.
How do I calculate actual platform costs?
Review monthly platform invoices carefully. Base commissions of 20-25% often include hidden marketing fees, payment processing, and promotional costs. Use your real total costs, not advertised rates.
Do I need different portion sizes for the terrace?
Not required, but often profitable. Terrace diners typically order more sides and drinks during longer, relaxed meals.
What if my delivery margin becomes too low?
Either raise delivery prices or restrict your delivery menu to high-margin items. Some dishes simply can't survive platform fees profitably.
How often should I check my channel margins?
Monthly minimum, weekly preferred. Platform costs change, wages increase, and quick adjustments prevent unprofitable periods.
Should I offer the same promotions across all channels?
No - tailor promotions to each channel's cost structure. A 20% discount might work for terrace sales but destroy delivery margins due to platform fees.
📚 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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