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US Catering Platter Pricing Guide: Per-Person Math Without Guessing

Price catering trays with clear per-person math, packaging costs, and labor buffers for U.S. events and offices.

Updated Feb 6, 2026
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Catering looks like big revenue, but the margin can vanish in packaging and labor. This guide gives you per-person pricing math that works for trays, boxes, and office drops.

Quick Summary

  • Price per person, not per tray
  • Packaging and fuel are real costs
  • Use 2-3 menu tiers for protein variability
  • Set a change cutoff to protect labor

The Per-Person Pricing Formula

Price per person = (Food cost + Packaging + Labor + Delivery) ÷ (1 - Target margin)

If your portions are not fixed, your per-person price is a guess.

Portion Rules That Protect Margin

  • Protein: 5-7 oz per person
  • Starch: 4-6 oz per person
  • Salad: 3-4 oz per person

Pick one standard and use it across trays.

Example: 12-Person Sandwich Tray

  • Bread + protein + veg: $32.40
  • Condiments: $3.60
  • Packaging: $6.00
  • Labor: $8.00

Total cost: $50.00

Target margin: 60%

Price = $50 ÷ 0.40 = $125
Per person = $10.42

Do This Now

  • Standardize all portion sizes in grams or ounces
  • Calculate food cost for your top 5 menu items
  • Set up a weekly price check for key ingredients
  • Document your current yield percentages
  • Create a pricing review calendar for the next 12 months

KitchenCost helps you price every catering tray from a single recipe cost sheet.

Frequently Asked Questions

How do I price catering per person?

Add food cost, packaging, labor, and delivery per person, then divide by (1 - target margin).

Do I charge differently for hot trays?

Yes. Hot trays need fuel, insulated carriers, and more labor, so they should be priced higher.

How do I handle last-minute headcount changes?

Set a cutoff time and charge a rush fee for changes after that.

Should I build a buffet or boxed menu?

Start with a simple box menu for predictable portions, then add buffet trays later.

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