HTM*2030 - Menu Pricing Note.docx

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University of Guelph
Hospitality and Tourism Management
HTM 2030
Connie Zavitz

Menu Pricing Note Menu pricing is determining the price to charge your guests for the items you sell. Menu pricing is both an art and a science. The science is calculating the selling price based on what it costs to produce the item. The art is setting the price at the appropriate level to provide your guests with good value and the operation with good revenue and net income. 
 Approaches to Menu Pricing There are several approaches to menu pricing. First, you can use subjective methods where the manager selects the price but has little or no basis on which to justify that price. Second, you can copy the competition’s price. However, if you use this approach, you need to be aware of how your operation is similar or different from the competitors. Finally, you can use costs as the basis for setting the menu price. 
 Subjective Methods of Pricing Reasonable cost method - the manager assumes they know what a guest is willing to pay and sets the price accordingly. Highest price method - the manager sets the price at the highest price they think the guest is willing to pay. You could also call this method “what the market will bear”. Loss leader method - the manager sets the price very low in the hope of attracting guests who then purchase normally priced or high-priced items to their guests. They make money by selling these higher priced items. Guessing - involves setting the price without any basis for determining the price. Some managers can be successful using these methods because they know and understand their business very well. However, it is more good luck than good management. As well, this also makes the operation very dependent on that manager. If something happens to the manager, the employees will not know what to do. As well, a new manager would be unlikely to be as successful. 
 Cost Based Menu Pricing Methods Cost based menu pricing techniques use the cost of a serving of the item to determine the price. Depending on the method, you consider the food cost percent or the food cost percent and other costs. a. Mark-up or Factor Method
 - The manager determines a base selling price that is the calculated selling price based on the cost of the food ingredients in the meal. After the base selling price is determined, the manager has to set the price that will be on the menu. The mark-up or factor method is generally based on the desired food or beverage cost percent. However, determining the desired food cost percent may be the difficult. You may use historical food cost percent, industry averages or some other food cost percent. The assumption with this method is that the money left after paying the ingredient cost is sufficient to pay for all other operating costs and to provide an acceptable profit. b.Contribution Margin Pricing Method
 With this method, you determine the average contribution margin per cover or guest and add it to the ingredient cost of the meal. Some managers use it because they believe it allows them to offer a wider range of menu items without creating selling prices that are so high his guests won’t buy them. The method will create selling prices that provide reasonable value to your guests when the cost of each menu item is similar. However, as you will see when you do this question in the Menu Pricing Exercise, you obtain some uneven and perhaps unusual food cost percents when the cost of each menu item is quite different. If you use this method, you CANNOT use food cost percent to assess how well you are controlling your food cost. Instead, you need to use ideal food cost in dollars. As well, it only works when you are pricing whole meals that include the appetizer, dessert and tea or coffee. If you want to price these items separately, adding the whole contribution margin to these items is not appropriate. Therefore, you need another method to price individual menu items. c. Base Price Method
 It starts with the selling price and from that, you determine how much in dollars you can spend on food. It is useful for institutions and resorts where the room selling price includes the selling price of the meals that are included with the ro
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