How to implement wine by the glass without losing margin
Wine by the glass is the biggest sales opportunity in hospitality — and the biggest source of loss if poorly managed. This guide gives you the complete framework.
Contents
- 1.Why wine by the glass is a huge opportunity
- 2.The 5 mistakes that destroy margin
- 3.How to select the right glass wines
- 4.Pricing framework: the balance formula
- 5.Waste control: the invisible factor
- 6.Launch checklist
Why wine by the glass is a huge opportunity
Wine by the glass removes the guest's main barrier: commitment.
35-45% of tables that don't order wine would do so if the glass offer were more visible.
A well-positioned glass has a higher gross margin than the bottle when waste is controlled.
Restaurants that sell best by the glass have better rotation, not more references.
The 5 mistakes that destroy margin
Too many open references: start with 4-6
Pricing by intuition: the glass price must be calculated separately
Not measuring waste: without tracking glasses per bottle
Static selection: frequent rotation generates curiosity
Untrained team: if the waiter can't explain why to order that glass, it won't sell
How to select the right glass wines
Prioritise wines that last 2-3 days open without noticeable deterioration.
The 'wine of the month' glass generates narrative and urgency.
Test each reference open for 3 days before adding it to the programme.
Is your wine list performing as it should?
We'll analyse your list and show you concrete improvement opportunities in margin, rotation and average ticket.
Pricing framework: the balance formula
If a glass costs €2 and you sell it at €8, your gross margin is 75%. But if you waste 1 glass, it drops to 60%.
Review glass pricing monthly.
Winerim calculates the optimal glass price factoring in real waste and rotation.
Waste control: the invisible factor
Waste is the difference between what you should serve and what you actually serve.
15% waste instead of 10% reduces gross margin by 8-10 points.
Over-pouring is the most common cause. Train the team with measured pours.
Record courtesy glasses as a marketing expense.
Launch checklist
Week 1: Define selection (4-6 refs), calculate pricing, prepare product cards
Week 2: Train the team (15 min/day × 5 days)
Week 3: Launch with daily tracking
Month 1: Full review — what works, waste levels, adjustments
Exit rule: if a reference sells <3 glasses/week, replace it
Month 3 target: waste <12%, weekly rotation, autonomous team
Related guides
Frequently asked questions
Next step
Winerim optimises your glass programme automatically
Dynamic pricing, waste control, rotation alerts and selection recommendations based on your real data.
Diagnosis with real improvement opportunities. No cost.