

Espresso: Behavioural Science Lessons From Managing Nightclubs - Pan Koutlakis
Oct 2, 2025
Pan Koutlakis, a hospitality entrepreneur and founder of Eat Club, shares his transformative insights on managing nightclubs. He emphasizes that driving customer volume is vital to profitability, often trumping margin concerns. Pan reveals how increasing venue capacity can unlock significant revenue and warns against premature cost-cutting. He advocates for creative strategies to boost weekday demand, suggesting differentiated offerings rather than shutting down during slow periods. His approach redefines growth in the hospitality industry.
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Volume Beats Tight Cost-Cutting
- Volume matters more than minor cost tweaks for profitability in hospitality.
- Pan argues you must focus on getting more people in rather than obsessively cutting costs early on.
Boosting Capacity Changed The Business
- While managing a club Pan increased permitted capacity from ~115 to ~175 after planning permission.
- That extra capacity dramatically increased revenue and flipped the mindset from cost-saving to growth.
Staff For Growth, Not Bare Minimum
- Do staff for growth, not minimal cost; understaffing destroys service and referrals.
- Pan advises having enough people to deliver great experiences so customers tell others about you.