Getting a hospitality business through the off-season

What makes the off-season so hard?

A café on the Cairns Esplanade in February, a Thredbo bar in November, a Margaret River restaurant in July, a Bicheno takeaway in mid-winter — they all face the same equation. Revenue falls sharply, but rent, core wages, insurance, loan repayments, power and software subscriptions don’t fall with it.

There’s no single fix. Venues that come through well combine trimming, adapting and planning — and they start in the peak.

Start with three numbers

Before you cut anything, know where you stand:

1. Weekly break-even. What takings cover your fixed costs plus the variable cost of opening the doors?
2. Last year’s gap. Week by week, how far below break-even did you go, and for how long?
3. The low point. From your seasonal cash flow plan, what’s the lowest your bank balance is likely to reach, and when?

Those three numbers tell you how much you need to save, earn or fund.

Tactic 1: Roster to demand

• Use last year’s sales by hour and day to set rosters.
• Keep a core team on steady hours — the chef, the manager and the people customers ask for.
• Cross-train so front and back of house can cover each other.
• Encourage leave in the quiet months, and plan it early. Check the Hospitality Industry (General) Award and the Fair Work Ombudsman’s guidance before changing rosters or hours.
• Consider fewer opening days or a shorter service before a full closure.

Remember the payroll timing has changed: since 1 July 2026, Payday Super means super on every pay run is due within 7 business days.

Tactic 2: Rework the menu

• Shrink it. Fewer dishes mean less waste and shorter prep.
• Lean on high-margin items and dishes that share ingredients.
• Cook with the season. Winter produce is often cheaper and suits heartier, better-margin dishes.
• Reprice carefully. A small lift on high-volume items protects margin with less risk of losing locals.

Tactic 3: Build local and shoulder trade

When visitors thin out, locals carry the business:

• Locals’ nights, midweek set menus or loyalty offers.
• Functions and private dining — birthdays, sporting clubs, work end-of-financial-year events.
• Events — trivia, live music, long-table dinners, winter festivals.
• Takeaway and catering for nearby offices, schools and worksites.
• Conference and business travel in the shoulder months.

Australians travelling at home spend far more than international visitors — domestic tourism consumption was $168.8 billion in 2024–25, against $42.3 billion from international visitors, according to the ABS. Long weekends and each state’s school holidays are worth targeting in your quiet season. See our tourism seasonality data guide.

Tactic 4: Talk to your landlord and suppliers early

• Landlords. Some will agree to seasonal rent — lower in the quiet months, higher in the peak — particularly for reliable long-term tenants. Ask before the season turns, not once you’re behind.
• Suppliers. Ask for extended terms through the quiet months, or consolidate orders for better pricing. Our guide to negotiating supplier terms has scripts.
• Utilities and subscriptions. Review energy plans, booking platforms, POS and software before the quiet months begin.

Tactic 5: Use the quiet months well

The off-season is the right time for:

• Deep cleans, maintenance and small refurbishments.
• Staff training and menu development.
• Next season’s marketing — website, booking system, partnerships with tour operators and accommodation.
• Reviewing insurance, contracts and equipment leases.

These are worthwhile, but they cost money when revenue is lowest, so put them in the cash plan.

Tactic 6: Watch the tax calendar

BAS, PAYG instalments and super don’t pause. A tropical north venue’s October–December BAS is due 28 February, in the wet season. An alpine venue’s January–March BAS is due 28 April, before the snow. Put the money aside in the peak. Our GST and BAS timing guide covers the dates.

Tactic 7: Line up funding before you need it

Even well-run venues often need some funding to bridge the quietest stretch. The key is timing: arrange it near the end of your peak, when bank statements look strongest.

• A line of credit lets you draw for wages, rent and suppliers through the trough and repay as trade returns. It’s generally for businesses trading six months or more, with limits based on turnover and bank statements.
• For larger needs — a kitchen refit, new equipment, clearing an ATO balance — a property-secured loan of $20,000 to $1m may suit, secured on property you or a supporting party already own.

Signs it’s time to rethink the model

Sometimes the off-season exposes a deeper issue:

• The gap grows each year while the peak holds steady.
• You rely on funding every quiet season and don’t fully clear it by the end of the next peak.
• Off-season wage costs rise faster than peak-season revenue.
• Your offer suits visitors but doesn’t bring locals back.

None of these means the venue isn’t viable. They mean the model may need adjusting — shorter hours, a different winter offer, a planned closure or different lease terms — before funding becomes a habit rather than a bridge.

An off-season checklist

Keep the doors open

The venues that come through the quiet months strongest planned for them in the peak. Our tourism and hospitality page explains how we work with cafés, restaurants, bars and lodges, and you can start a 60-second enquiry that doesn’t affect your credit score. To have capital ready before the trough, see standby working capital.