What Should I Sell in My Concession Stand?

Starting a concession stand requires careful planning, especially when it comes to choosing what products to sell. The right inventory can maximize your profits while minimizing waste and operational challenges. Let's explore the key factors to consider when stocking your concession stand.

Focus on Non-Perishable Items

Non-perishable items are a concession stand owner's best friend. These products have longer shelf lives, reducing waste and inventory management headaches. Items like packaged candies, chips, and sealed beverages can be stored for extended periods without spoiling, allowing you to purchase in bulk and maintain consistent stock levels.

Prioritize Good Profit Margins

The success of your concession stand hinges on selling items with healthy profit margins. While some popular items might have slim margins, others can offer returns of 300-400%. The key is finding the right balance between affordable pricing for customers and profitable returns for your business.

It's particularly important to consider profit margins that leave enough room for waste. Not everything you stock will sell before it expires. For example, if you purchase fast food sandwiches at $3-4 each and only sell one-third of your inventory, you could lose money overall despite the decent per-item profit margin. On the other hand, items like popcorn—with its extremely low cost per serving and longer shelf life—remain profitable even with moderate waste. The most successful concession stands focus on items with a comfortable buffer between cost and selling price to accommodate for inevitable waste.

Understand Food Service License Requirements

Before selling any food items, familiarize yourself with local food service license requirements. Many jurisdictions have different regulations for pre-packaged foods versus freshly prepared items. Generally, packaged snacks require less regulatory oversight than freshly prepared hot foods, which often need proper food handling permits and inspections.

Additionally, it's crucial to review and implement proper safety procedures, especially if your concession stand involves grilling or any equipment with open flames or propane. Create clear safety protocols, train all volunteers or staff thoroughly, keep appropriate fire extinguishers on hand, and ensure proper ventilation. Many local fire departments offer safety inspections or can provide guidance on best practices for fire safety in temporary food service operations.

Download a Concession Stand Food License Chart (General Guidelines) here.

Essential Equipment for Your Concession Stand

Having the right equipment can dramatically increase your sales potential and efficiency. Consider investing in:

• Popcorn Machine: Fresh popcorn has one of the highest profit margins and attracts customers with its irresistible aroma.
• Hot Dog/Pretzel Warmer: These specialized warmers keep prepared food at safe serving temperatures while making them visible to customers.
• Cookie Oven: On-site baked cookies create an enticing aroma and allow you to offer fresh-baked treats throughout the day.
• Warming Drawers: Essential for maintaining food safety standards while keeping prepared foods ready to serve.

If your school district doesn't provide equipment and your program is seasonal, consider sharing equipment costs with another program. For example, the band boosters and athletic boosters might split the cost of a popcorn machine that both groups can use during their respective seasons. This arrangement reduces the initial investment for each program while maximizing the equipment's utility throughout the year.

Refrigeration Options: Coolers vs. Refrigerators

Choosing the right refrigeration solution is a critical decision for any concession stand. Each option comes with distinct advantages and challenges that can significantly impact your operation.

Ice Coolers

Ice coolers offer lower initial costs and don't require electricity, making them ideal for temporary locations or mobile operations. However, they demand constant maintenance—ice needs regular replenishment, temperature control is limited, and melting ice can submerge products in water. Additionally, managing drains can be messy and inconvenient, often creating wet areas around your stand.

Refrigerators

Commercial refrigerators provide superior reliability with consistent temperature control, better product presentation, and lower long-term operating costs. Perhaps most importantly, they eliminate setup time for each event—volunteers can arrive and immediately begin selling cold beverages without needing to purchase, transport, and load ice or wait for drinks to chill. This labor-saving aspect is particularly valuable for concession stands that operate regularly or have limited volunteer help.

The primary drawbacks of refrigerators include higher initial investment, dependence on reliable power sources, and reduced portability compared to coolers. However, for permanent or frequently operating locations, the time saved on repetitive setup can be substantial over a season of events, often justifying the upfront costs.

Making the Right Choice

For temporary or infrequent stands, coolers might be sufficient. However, permanent or regular concession operations typically benefit from the consistency, reliability, and operational efficiency of commercial refrigerators. When calculating costs, consider not just the equipment price but also the ongoing expenses of ice, potential product waste due to temperature fluctuations, and the value of volunteer time saved during setup and teardown.

Embrace Regional Favorites

Every region has its culinary specialties that locals love. Incorporating these regional favorites into your concession menu can significantly boost sales. Whether it's special seasonings on popcorn in the Midwest, uniquely topped hot dogs in Chicago, or regional candy brands in certain areas, tapping into local food preferences creates an immediate connection with your customer base.

In Texas and the Southwest, elote (Mexican street corn) served in a cup has become increasingly popular at concession stands. This flavorful treat combines corn kernels with mayo, cheese, chili powder, and lime in a convenient portable format. Similarly, tacos have proven to be excellent concession items with great profit margins, though they do require some additional preparation.

Some concession stands even become known for signature offerings that transcend typical concession fare. For instance, one band program runs a catfish fry every Friday night at their football games, which has evolved into a regional must-attend event. These unique specialties can transform your concession stand from a simple refreshment option into a destination attraction, driving significantly higher sales and community engagement.

Finding the Right Mix

The most successful concession stands typically offer a balanced mix of:

1. High-margin staples (popcorn, soft drinks) that provide consistent profit
2. Quick-service items (hot dogs, nachos) that satisfy hungry customers
3. Grab-and-go snacks (candy, chips) that require minimal preparation
4. Fresh-baked items (cookies) that create enticing aromas and premium positioning
5. Regional specialties that create customer loyalty and repeat business

Conclusion

When selecting items for your concession stand, balance profitability with practicality. Focus on products with strong margins that match your equipment capabilities and local licensing requirements. Consider the shelf life of items carefully to reduce waste and maintain quality.

Remember that your concession stand isn't just a revenue generator—it's also a representation of your organization. Creating a reputation for quality, value, and unique offerings can transform your stand from a mere convenience into a destination that people specifically seek out.

By carefully analyzing costs, understanding customer preferences, investing in the right equipment, and perhaps creating your own signature regional specialty, you can build a concession operation that maximizes profits while creating a positive experience for your customers and community.