The breakfast ratio is the share of overnight guests who add breakfast — the central steering figure of the breakfast business, which often delivers 10–20% of hotel revenue and far more impact via reviews. Hardly any area is costed as carelessly: between "hidden in the room rate" and "sold à la carte" lie thousands of euros of contribution margin per house — and breakfast is the last impression before the review.
Enter your figures — revenue, contribution margin and the effect of a higher ratio appear instantly.
The ratio lever is the cheapest: room, running buffet and staff are there anyway — each additional breakfast guest costs little more than the goods. Exactly why active selling pays (booking flow, check-in, guest directory).
| Lever | How |
|---|---|
| Raise the ratio | Offer breakfast pre-selected in the booking flow, the check-in question ("may I add breakfast for you?"), late add-on via QR/guest directory until the evening — every stage gains points. |
| Price by value | Anchor on value, not cost of goods: make quality visible (regional, live-cooked). Itemise separately instead of "included" — that keeps upselling and German VAT clean (rooms 7%, breakfast 19%). |
| Steer the costs | Buffet refills in small batches (food waste!), measure goods cost per guest (typically €4–7), couple staffing to yesterday's arrivals (forecast). |
Separately (or as a selectable rate) is usually more economical: transparent prices, clean upselling, correct VAT — and OTA comparability via the lower room rate. Included pays where the ratio is near 100% anyway (resort hotels).
Market range €12–25 depending on category and region. More important than the neighbour's price: the price must reflect the visible value — a demonstrably high-quality buffet carries €18; a tired bake-off assortment doesn't carry €10.
City hotels with business mix often run 50–75%, resorts 85%+. Below 50% is almost always a sales problem, not a product problem — the ratio belongs in monthly reporting next to occupancy and ADR.
With a lean concept yes: a high-quality cold buffet plus good coffee beats a loveless hot offer. Alternatively: cooperate with the café next door (voucher model) — guest value without your own breakfast logistics.