Most restaurants have idle kitchen capacity during off-peak hours. Catering turns that unused capacity into revenue without requiring new hires, a bigger kitchen, or a second location. In 2025, the catering segment grew 11% across Europe, outpacing dine-in growth by a factor of three. Here is how to launch a catering operation from your existing restaurant.
Is Catering Right for Your Restaurant?
Before investing time and money, assess your fit:
Green lights: - Your kitchen has at least 2-3 hours of unused capacity per day (typically mornings or early afternoons) - Your menu includes items that travel well and hold temperature - You have access to a vehicle (even a personal car works initially) - Your location is within reasonable driving distance of offices, event venues, or residential areas - Your food cost sits below 32%, giving you margin to absorb packaging and transport costs
Red flags: - Your kitchen is already at capacity during peak hours and catering would compete for resources - Your cuisine requires plating or finishing that cannot be done off-site (molecular gastronomy, souffles) - You have no staff flexibility for prep during off-peak hours - Local catering regulations require a separate commercial kitchen or special permits you cannot obtain
Step 1: Design a Catering-Specific Menu
Do not simply offer your full dine-in menu for catering. Many dishes do not travel well, and the logistics become unmanageable. Instead, create a focused catering menu of 15-25 items built around these principles:
Choose dishes that hold temperature. Braised meats, grain bowls, roasted vegetables, wraps, and sandwiches travel far better than delicate fish or rare steak. If a dish tastes nearly as good 45 minutes after cooking, it belongs on your catering menu.
Think in packages, not individual items. Corporate clients want simplicity. Offer 3-5 pre-designed packages:
- Basic lunch package: Main + side + drink. Price per person: 12-18 EUR.
- Premium lunch package: Appetizer + main + side + dessert + drink. Price per person: 20-30 EUR.
- Finger food / reception package: 6-8 canape varieties. Price per person: 15-25 EUR.
- Breakfast package: Pastries + fruit + coffee + juice. Price per person: 8-14 EUR.
Allow limited customization. Let clients choose between 2-3 main options within each package. Too much choice creates operational complexity. Too little makes you inflexible.
Account for dietary requirements. Every package should include at least one vegetarian and one gluten-free option. Label allergens clearly on all catering menus and order confirmations.
Step 2: Price for Profit
Catering margins should be higher than dine-in because you are providing convenience, logistics, and event support. Target a food cost of 25-28% for catering (compared to 28-33% for dine-in).
The pricing formula:
- Calculate raw food cost per person
- Add packaging cost per person (typically 1.50-3.00 EUR for quality disposables)
- Add delivery cost (fuel + driver time, typically 20-50 EUR per delivery, divided across guests)
- Apply your target food cost percentage to determine the selling price
- Add a service/setup fee for events requiring on-site arrangement (50-150 EUR)
Example: If raw food cost is 5.50 EUR and packaging is 2.00 EUR, your total cost is 7.50 EUR. At a 27% food cost target, the selling price is 7.50 / 0.27 = 27.78 EUR, rounded to 28 EUR per person.
Minimum order sizes matter. Set a minimum of 8-10 people or 150-200 EUR per order. Anything smaller is not worth the logistics. Be upfront about minimums on your website and all marketing materials.
Step 3: Sort Out Logistics
Logistics are where most restaurant catering operations fail. Plan these details before accepting your first order:
Transport. You need insulated bags or boxes that maintain food temperature for at least 60 minutes. Commercial insulated delivery bags cost 30-80 EUR each. You will need 4-6 for a typical catering order of 20-30 people. For hot food, invest in cambro-style insulated carriers (150-300 EUR each).
Packaging. Use high-quality disposable containers that look professional. Cheap plastic containers undermine the perceived value of your food. Kraft paper boxes, bamboo containers, or compostable options cost more but signal quality. Budget 1.50-3.00 EUR per person for packaging.
Timing. Build a delivery schedule that does not interfere with dine-in service. Most corporate catering is delivered between 11:00 and 12:30. If your lunch rush starts at 12:00, prep catering orders between 8:00 and 10:30 and deliver before your kitchen switches to dine-in mode.
Setup options. Offer two tiers: drop-off (you deliver and leave) and full setup (you arrange food on tables with serving utensils, labels, and napkins). Full setup commands a 50-150 EUR premium and takes 15-30 minutes on-site.
Step 4: Build Your Ordering System
Make it easy for clients to order and reorder:
A dedicated catering page on your website. Include your catering menu (PDF downloadable), package options, pricing, minimum order requirements, delivery area, and a clear ordering process. Do not bury catering under six menu clicks.
Lead time requirements. Require 24-48 hours advance notice for standard orders and 72 hours for large events (50+ people). Communicate this clearly everywhere.
Order confirmation process. When a client orders, send a confirmation email within 2 hours that includes: order summary, delivery time, address, total price, payment terms, and your contact number for day-of changes.
Payment terms. For new clients, require payment in advance (online payment or bank transfer). For established corporate accounts, offer 14-day invoicing. Late payments are the bane of catering businesses, so be firm on terms from day one.
If you use a platform like FoxiFood for your online ordering, you can often extend it to handle catering orders through the same system, which simplifies management and gives clients a familiar ordering experience.
Step 5: Market to the Right Audience
Catering is a B2B sale in most cases. Your marketing approach should differ from consumer-facing restaurant marketing:
Target corporate offices first. They order most frequently (weekly or even daily) and are the most reliable revenue source. Identify offices within a 5-kilometer radius of your restaurant. Visit them with a sample platter and a menu card. Drop off free samples during lunch — this is the single most effective catering marketing tactic.
Build a catering email list. Collect business cards and email addresses from every corporate contact. Send a monthly email with seasonal specials, new menu items, and early-booking discounts for holidays.
List on corporate catering platforms. Services like Caterwings, Just Eat for Business, and local equivalents drive orders from companies that prefer platform-based ordering. Commissions are typically 15-20%, which eats into margins, but the volume can be worth it.
Partner with event planners. Local wedding planners, corporate event organizers, and conference venues need reliable catering partners. Offer them a referral fee (5-10% of order value) for every client they send your way.
Leverage holidays and seasonal events. Summer barbecues, Christmas parties, New Year receptions, team-building events. Plan promotions 4-6 weeks before each major event season.
Step 6: Scale Gradually
Start small and expand based on demand:
Month 1-2: Accept 2-3 catering orders per week. Use this time to refine your packaging, timing, and delivery process. Get feedback from every client.
Month 3-6: Increase to 5-8 orders per week if demand supports it. Consider hiring a part-time prep cook for morning catering prep if your existing team cannot absorb the workload.
Month 6-12: If catering reaches 15-20% of your total revenue, formalize the operation. Assign a catering manager (can be an existing staff member with dedicated hours), invest in proper transport equipment, and develop a repeat client program.
Beyond 12 months: Evaluate whether the demand justifies a dedicated catering kitchen or a second prep shift. Some restaurants eventually split into separate dine-in and catering operations once catering revenue exceeds 30% of total revenue.
Numbers to Track
- Catering revenue as a percentage of total revenue (target: 10-25%)
- Average order value (track weekly and aim for steady growth)
- Client retention rate (what percentage of clients reorder within 60 days? Target: 40%+)
- Food cost on catering orders (should stay below 28%)
- On-time delivery rate (target: 98%+)
- Client satisfaction (follow up with every new client after their first order)
Common Mistakes
Underpricing to win early clients. Low prices attract price-sensitive clients who will leave the moment a cheaper option appears. Price based on your value, not on what the cheapest competitor charges.
Accepting orders that are too small. A catering order for 4 people costs nearly as much in logistics as one for 20. Enforce your minimums.
Neglecting dine-in to chase catering. Catering should supplement your core business, not cannibalize it. If catering prep is delaying your lunch service, you are doing it wrong.
No quality control on delivery. The food that leaves your kitchen should look as good as what you serve in your dining room. Check every catering order before it goes out the door.
Catering is one of the most accessible growth strategies for any restaurant. You already have the kitchen, the recipes, and the team. All you need is a system, a focused menu, and the discipline to execute consistently.