With 10 years' experience working in brand and content for some of the UK's biggest hospitality brands under her belt, Bella leads marketing for Togather's Live events. Owning the go-to-market strategy for festivals, stadia and event partnerships. Recent work includes the Palate Shift trend report and the concepts behind a number of Togather's biggest tender pitches.
Whether you've just started out in your street food venture or you want to take your business to the next level, you might be asking yourself "how much does a festival pitch cost?"
We've seen prices start from around £500 for smaller festivals and go up to about £15,000 for events like Glastonbury, so unfortunately there's no definitive answer. Thankfully, our team of experts and our community of suppliers have worked at hundreds of events, and they're here to give you expert advice on what determines the price of a festival pitch.
Togather partners with dozens of festivals and live events each year and we’re always looking for suppliers for events like Gottwood, Gala, London Pride, The Royal International Air Tattoo and more.
Fixed trader fee: This is the most common way organisers will charge - the fee is determined by the variables such as pitch location, size and the type of product you serve. The trader will pay a one-off pitch fee to secure their spot.
A percentage of sales: An organiser will ask for a percentage of your overall gross sales. For the festivals we’ve been involved in, this fee is usually around 10-15% of your sales but some of our suppliers have reported fees of up to 30% at other festivals.
A percentage of sales + fixed fee: This is definitely the most unusual pricing model but arguable best for spreading the risk between organiser and supplier as fairly as possible.
The supplier will pay a fixed fee upfront plus a percentage of the sales, usually between 3-10%. It works well since the final price is determined by what you sell but the organiser is guaranteed an upfront payment.
The size of the pitch will determine the cost. Smaller and cheaper pitch sizes typically start at 3x3m and are suitable for a business run from a stall or small vehicle. Bigger and more expensive pitches are suitable for a burger van or street food truck.
Event organisers will always consider the location of your pitch when determining the price. If you’re pitched in a high traffic area, like near the main stage at a festival, you’ll pay a premium for that spot.
If your product is likely to sell in high volumes, like the more popular hot food stalls, you might be charged more for your pitch than a business selling more targeted products like smoothies.
If you’re bidding on a pitch and the type of product you sell favours a lower pitch price, don’t be afraid to make a case for it if ever you find yourself negotiating on the cost of a pitch.
If a festival is new on the scene and building its reputation, its pitch cost will be much lower than that of a prestigious and well-known event.
Pitches are often won by bids so there’s room to haggle on price but be realistic. Work out your operating costs in advance of making a bid so you know what’s reasonable. For guidance on how to do this, you can read our guide to festival catering.
If you want access to the biggest, boldest live events across the UK, join Togather today!
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