Cost of Sales to Revenue Ratio: 4 Actions to Take to Improve Yours

What is your cost of sales to revenue ratio? This is a crucial financial metric used to evaluate a restaurant’s financial efficiency. By understanding this ratio, you can assess your operational expenses, conduct a loyalty program cost calculation to make more relevant offers, identify areas to cut, and develop strategies for maximizing revenue.  

Want to learn more about the cost of sales to revenue? You’re in the right place. This article will explore how to calculate and optimize this ratio to achieve sustainable business growth. 

What is the Cost of Sales to Revenue Ratio? 

The cost of sales to revenue ratio measures the proportion of revenue that goes toward the direct costs incurred in producing and selling food and beverages. The ratio is an essential indicator of a restaurant’s profitability and operational efficiency. A lower ratio signifies higher profitability, while a higher ratio may indicate issues with cost management or pricing strategies. 

How To Calculate the Cost of Sales to Revenue Ratio 

To determine your cost of sales to revenue ratio, use the following formula: 

Cost of Sales to Revenue Ratio = (Cost of Goods Sold / Total Revenue) x 100 

Here’s an example: say your restaurant generates total sales of $500,000 and incurs $200,000 in cost of goods sold (COGS). The calculation would be: 

(200,000 / 500,000) x 100 = 40% 

This means 40% of your restaurant’s total revenue is spent on the goods sold. 

4 Components of Cost of Sales in Restaurants 

There are several factors that contribute to the cost of sales to revenue ratio in restaurants. Here are four such factors:  

1. Ingredients and Food Supplies: The direct cost of raw materials needed for meal preparation. 
2. Labor Expenses: Labor costs for kitchen staff, waitstaff, and other personnel directly involved in food production. 
3. Distribution Costs: Costs associated with transporting and storing food supplies. 
4. Selling Costs: Expenses related to marketing and promotional efforts. 

Keep in mind that each of these costs is likely to fluctuate over time, impacting your total cost of sales to revenue ratio. For example, the cost of fresh ingredients may increase due to supply chain disruptions, while labor costs may fluctuate due to staff turnover, wage increases, or higher demand during peak seasons. 

If your costs rise unexpectedly without a corresponding increase in total revenue, the sales ratio will climb, reducing overall profitability. Conversely, effective cost management strategies, such as sourcing ingredients from multiple suppliers or optimizing staff schedules, results in a lower ratio and improves financial stability.  

Benchmarking Your Restaurant’s Ratio 

A healthy cost of sales to revenue ratio varies based on the restaurant type and location. Industry benchmarks typically fall within these ranges: 

• Fine Dining: 30 to 40% 
• Casual Dining: 25 to 35% 
• Fast Food: 20 to 30% 

To determine how your restaurant's cost of sales to revenue ratio measures up, compare it with industry benchmarks and similar businesses in your market. Start by analyzing your financial statements over multiple periods to identify trends and fluctuations.  

If your ratio is consistently higher than the industry norm, it may indicate excessive variable costs or inefficiencies in your production process. Ultimately, maintaining a competitive ratio is essential for long-term business growth. 

4 Strategies to Improve Your Cost of Sales Ratio 

To reduce your cost of sales ratio, you can either reduce costs or increase revenue. The key is to do so without compromising customer satisfaction or quality. Here are four effective strategies: 

1. Optimize Inventory Management: Minimize waste and track ingredient usage to control variable costs. 
2. Negotiate with Suppliers: Secure better pricing on bulk purchases to lower direct costs. 
3. Improve Operational Efficiency: Streamline kitchen processes to reduce labor and food waste. 
4. Implement Loyalty Programs: Encourage repeat visits to boost revenue generation with minimal marketing spend. By offering rewards like free items, you incentivize customers to return without incurring significant costs.  

The Role of Technology in Managing Costs 

Modern technology plays a significant role in controlling costs and improving financial performance. Here are three tools to utilize if you want to cut costs: 

1. POS Systems: These help you analyze customer purchasing trends and identify best-selling items. With this data, you can adjust your menu or inventory accordingly to reduce waste and maximize profitability. 
2. Inventory Management Software: With inventory management tools, you can track ingredient usage in real time, prevent over-ordering, and minimize spoilage. This directly lowers food costs. 
3. Automated Scheduling Tools: With scheduling tools, you can optimize labor efficiency by forecasting demand and adjusting shifts accordingly. This prevents overstaffing during slow periods and reduces unnecessary payroll expenses. 

Monitoring and Adjusting the Ratio Over Time 

Maintaining a healthy cost of sales to revenue ratio requires ongoing monitoring and adjustments. Market conditions, ingredient costs, and customer preferences fluctuate over time, so what works today may not be as effective tomorrow. Be sure to regularly review this ratio to identify inefficiencies before they become major issues.  

On top of monitoring your cost of sales to revenue ratio, you should also be looking into your analytics and financial reports for valuable insights into cost trends and revenue patterns. Regularly review profit and loss statements, sales reports, and inventory data to track changes in your cost of sales and pinpoint areas for improvement. You can also use advanced analytics tools, such as real-time dashboards and forecasting software, to predict future costs and revenue fluctuations to make more informed decisions.  

Frequently Asked Questions About Restaurant Cost of Sales to Revenue Ratio 

In this section, we’ll address some common questions about the cost of sales to revenue ratio and its impact on your restaurant's financial health. Understanding these key concepts will help you make informed decisions and optimize your restaurant’s operational efficiency. 

What should cost of sales be for a restaurant? 

The cost of sales (also called cost of goods sold, or COGS) for a restaurant typically ranges between 20% and 40% of total revenue, depending on the type of establishment. Quick-service restaurants may have lower costs, while fine dining venues often see higher percentages due to premium ingredients.  

To maintain profitability, regularly track food costs, minimize waste, and negotiate prices with suppliers. A consistently high cost of sales may indicate inefficiencies, pricing issues, or supply chain problems that need addressing to improve financial performance. 

What is a good ratio of COGS to revenue? 

A healthy COGS-to-revenue ratio for restaurants falls between 20% and 40%. This means that for every dollar earned, about 20 to 40 cents go toward food and beverage costs.  

Keeping this ratio in check is crucial for profitability. If it's too high, you may be overspending on ingredients or experiencing excessive waste. If it’s too low, it might indicate that your pricing is too high, which limits customer demand and prevents you from attracting more customers. Be sure to monitor this ratio and optimize it if necessary.  

What percentage of restaurant sales should be profit? 

A well-run restaurant typically sees a net profit margin of 5% to 10% of total sales. Full-service restaurants often have lower margins, around 3% to 6%, due to higher labor and operating costs, while quick-service restaurants may reach 7% to 10%.  

Achieving strong profitability requires controlling food and labor costs, optimizing pricing, and improving operational efficiency. Factors like location, the restaurant’s concept, and management practices also influence profit margins.  

What percentage of sales should labor be in a restaurant? 

Labor costs should ideally range between 25% and 35% of total sales, depending on the type of restaurant. Quick-service restaurants may operate with labor costs closer to 25%, while full-service establishments often exceed 30% due to higher staffing needs.  

High labor costs negatively impact your profit margins, so it's essential to optimize scheduling, reduce inefficiencies, and cross-train employees so they can work multiple stations. If your labor costs are too high, use automated scheduling tools and monitoring peak hours to reduce labor expenses while maintaining service quality.  

What is a good sales growth percentage for a restaurant? 

A healthy restaurant sales growth rate typically falls between 5% and 10% annually. However, growth targets depend on factors such as location, market conditions, and business maturity. New restaurants may experience higher growth rates as they establish themselves, while mature restaurants may aim for steady, sustainable growth.  

To identify opportunities for growth and expansion, track both monthly and yearly trends while staying informed about industry developments. Keep innovating your menu based on evolving customer tastes, continuously refine your marketing strategies, and work on your customer retention tactics to drive revenue growth.  

Optimizing Your Restaurant’s Finances 

Ultimately, understanding and managing the cost of sales to revenue ratio is essential for maintaining a profitable restaurant. This key financial metric directly impacts your sales performance and allows you to better allocate your financial resources, making it easier to achieve your growth objectives.  

By regularly reviewing and adjusting your strategies based on this ratio, you can optimize costs and drive more revenue for your restaurant. Book a demo to explore how our solutions can drive revenue and boost profitability for your restaurant.