Professional Certificate in Revenue Management for Food & Beverage

Turn Every Table, Menu Item, and Event Into a Stronger Revenue Opportunity

A busy restaurant does not always mean a profitable restaurant. Learn how to combine table yield, strategic pricing, menu engineering, cost control, demand forecasting, and performance analytics to drive sustainable profitability across food, beverage, and banquet operations.

Learning Objectives

By the end of this course, participants will be able to:

  • Apply F&B revenue management and table yield principles using measures such as table turnover, average spend per guest, and Revenue per Available Seat Hour (RevPASH).
  • Use menu engineering techniques to evaluate menu items based on popularity, contribution margin, and profitability and identify opportunities for improvement.
  • Develop effective pricing and sales mix strategies through menu pricing, bundling, upselling, and strategic adjustments that support profitability without weakening brand perception.
  • Improve cost control and banquet profitability through food and beverage cost analysis, portion and waste management, per-head costing, package pricing, and break-even analysis.
  • Build an F&B revenue management plan and performance dashboard using demand forecasts and key indicators such as average check size, sales mix, RevPASH, food cost percentage, beverage margin, and banquet profitability.


Completion

After completing this course, you will be awarded a Digital Professional Certificate

Course Outline

Module 1: Introduction to F&B Revenue Management

  • Why revenue management is not just for rooms
  • How restaurants lose money even when full
  • F&B revenue drivers:
    • volume
    • pricing
    • table turnover
    • average spend per guest
  • Key difference between restaurant sales vs restaurant profit


Module 2: Table Yield Management (The Restaurant Version of RevPAR)

  • What is table yield?
  • Revenue per seat hour (RevPASH concept)
  • Table turnover rate
  • Managing reservation policies
  • Managing walk-ins and waiting time strategy
  • Seating layout and capacity optimization


Module 3: Pricing Strategy and Sales Mix Optimization

  • Why high sales does not mean high profit
  • Pricing psychology in restaurants
  • Bundling strategy:
    • set meals
    • combos
    • drinks pairing
  • Upselling systems for waiters and service staff
  • Pricing adjustments without hurting brand perception


Module 4: Menu Engineering Fundamentals

  • What is menu engineering?
  • Contribution margin explained
  • Popularity vs profitability analysis
  • Menu categories:
    • Stars (high profit, high popularity)
    • Plowhorses (low profit, high popularity)
    • Puzzles (high profit, low popularity)
    • Dogs (low profit, low popularity)
  • Menu design and placement strategy

 

Module 5: Cost Control and Food Cost Percentage

  • Food cost percentage calculation
  • Beverage cost percentage calculation
  • Portion control systems
  • Waste control and spoilage tracking
  • Supplier pricing and procurement control
  • How food cost affects profit margins


Module 6: Banquet Revenue Planning & Event Profitability

  • Banquet pricing structures
  • Per-head costing and markup strategies
  • Event package pricing:
    • venue + food + beverage + staffing
  • Break-even analysis for banquet events
  • Handling deposits, cancellations, and refunds
  • Managing supplier contracts and service add-ons


Module 7: Forecasting and Demand Management for Restaurants

  • Forecasting demand by:
    • day of week
    • seasonality
    • events and holidays
  • Peak vs off-peak pricing strategies
  • Promotions without destroying profit
  • Staffing alignment to demand forecast


Module 8: Building the F&B Revenue Management Dashboard

  • KPIs to track:
    • average check size
    • sales mix
    • table turnover
    • RevPASH
    • food cost %
    • beverage margin
    • banquet profitability
  • Monthly performance review framework