What is Sales Mix, and How Does It Help Boost Profits?

Understanding Sales Mix: Maximising Profit Potential. 

Sales mix refers to the menu items that a restaurant sells, and it essentially tells you how well these are selling. It is the proportion of sales that a single menu item accounts for in comparison to the restaurant’s total sales. 

Sales mix can be defined by the percentage of sales that any given menu item contributes to overall sales. It helps businesses understand the average profit given by each menu item.

The Power of Sales Mix: Why is it important?

Sales mix refers to the combination of products or services that a company sells. It is important because it can have a significant impact on a company’s profitability. By strategically adjusting the sales mix, companies can increase their overall profits.

This can be done by focusing on higher-margin products or services, promoting certain items, or offering bundles or packages. Certain menu items may have higher profit margins or sell at a higher volume, leading to increased revenue and overall profitability. By understanding the sales mix, companies can make informed decisions about pricing, marketing, and product development to maximize their profit potential.

Sales mix helps restaurants understand the performance of individual menu items and this helps when considering menu engineering. Items that aren’t selling well should be removed from the menu, whereas those with a high sales mix are clearly popular; therefore more similar items should be put on the menu. The overall effect of this is a menu with fewer, to no, outliers and improves the performance and profitability of the business. 

Unleashing the Potential: How to Calculate Sales Mix?

To calculate sales mix, you need to determine the proportion of each product or service sold compared to the total sales. This can be done by dividing the sales of each product or service by the total sales. The result is expressed as a percentage, which represents the sales mix for each product or service. 

For example, if Product A generated £10,000 in sales and Product B generated £20,000 in sales, the sales mix would be 33.33% for Product A and 66.67% for Product B. The sales mix formula is below; 

Sales Mix = Number of Menu Items Sold / Total Revenue of the Business

When it comes to calculating sales mix, it’s first important to calculate the profit of any individual item. This is done by subtracting the cost of goods used in making that item, from the price of the item sold to the customer. Calculating the proportion of company sales is then done by dividing the profit by the sales price and multiplying by 100 to give a percentage – the sales mix! 

Taking Action: Strategies to Optimise Sales Mix and Drive Profitability

To optimise sales mix, businesses can analyse their current sales data to identify which menu items are the most profitable. They can then focus on promoting and selling those high-profit items more aggressively.

Businesses can also consider introducing new products or services that have the potential to generate higher profits. Another strategy is to bundle complementary products together to encourage customers to purchase more items.

Adjusting pricing or adding discounts to incentivise customers to choose higher-margin products is another strategy for optimising sales mix.

Regularly monitoring and analysing sales mix data can help restaurants identify trends and make informed decisions to continually optimise their sales mix and boost profits and performance.

Calculating the sales mix in restaurants can help boost profits by identifying which menu items are the most popular and profitable. This information allows restaurant owners and managers to make informed decisions about menu pricing, promotions, and menu engineering.


In conclusion, sales mix refers to the combination of products or services that a company sells. It helps boost profits by maximizing revenue and optimising resources. By understanding the sales mix, businesses can make informed decisions about pricing, product offerings, and marketing strategies to increase sales and drive profitability.