Define the denominator first
Average check is revenue divided by check count. Revenue per guest uses a different denominator: guest count. If parties grow larger or staff split checks less often, average check may rise without any change in spending per guest. Check closing and splitting rules before analysis.
Compare the sales mix
Separate lunch, dinner, delivery and banquets. One large banquet can materially change the daily average while normal traffic remains unchanged. Add items per check, beverage share and discounted-order share. This explains changes more clearly than one overall metric.
Check the number of checks
Example: 200 checks at ₴500 generate ₴100,000. After a price change, 170 checks at ₴560 generate ₴95,200. Average check rose 12%, but revenue fell 4.8%. This does not prove prices caused the decline: check seasonality, weather, events and opening hours.
Review contribution margin
Higher revenue does not guarantee better performance if orders contain more items with high variable costs. Assess popular dishes’ contribution towards fixed costs. Include commission and packaging for delivery, and the actual discounted price for promotions.
Form a testable hypothesis
Instead of a vague goal to increase average check, test a specific offer: a drink with lunch, dessert with dinner or a clear set for two. Measure order count and contribution margin as well as average check. Compare similar periods, record changes and retain solutions that work for guests and the venue’s economics.
Formulas at hand
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