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How to Approach a Farm Shop About a Mobile Catering Pitch

by Ann
(East Anglia)

Mobile catering trailer parked outside a countryside farm shop in England

Mobile catering trailer parked outside a countryside farm shop in England

Hiya, I have been thinking for quite a while about setting up a mobile catering trailer/van and been looking for a suitable pitch.
The local farm shop and nursery sells a wide range of local products including cakes and jams etc and only has a 'help yourself'coffee dispenser in the corner of the shop. It seems like a good possible location for a permanent pitch.Perhaps selling some of their produce so that customers can try what they buy from the farm.
My question is, after approaching the owners to see if they would be interested in this,I have no idea what would be approppriate questions to ask, or what terms would need to be negotiated. Any advice would be great.
Also an idea of the permits that might be required to work adjacent to the shop would be useful as I would like to be as fully informed as possible before meeting them- (so I don't look too much of a twit!). The farm shop is owned by the farmer and his family work there.
I have a trailer in mind, but unfortunately don't have the room to park it at home, hence looking for a more permanent pitch!
With many Thanks

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Apr 14, 2026
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by: MobCater

Ann, this is a really smart idea and honestly one of the best types of pitch you can find. A farm shop with footfall, no real food competition on site, and an owner who's likely to be approachable. You're already thinking about it the right way.

When you go to meet the farmer, the main things to cover are pretty straightforward. First, explain what you want to do and what you'd be selling. If you can tie your menu into their produce, that's a massive selling point for them. Offer to use their eggs, their bacon, their jams, whatever works. That turns you from "someone who wants to park a trailer on my land" into "someone who's going to help me sell more of what I already grow." That's the angle that gets a yes.

In terms of what to negotiate, you'll want to agree on a pitch fee or a percentage of your takings. A flat weekly rent is simplest, and for a farm shop pitch it could be anywhere from nothing at all (if they see you as adding value to their business) up to maybe £50 to £100 a week depending on the area. Some landowners prefer a percentage of sales, typically around 10% to 15%, but I'd always push for a flat fee if you can because it keeps your costs predictable. You'll also want to agree on trading days and hours, where exactly you'll be positioned, access to water and electricity if available, and how much notice either side needs to give if the arrangement isn't working out. Get it all in writing, even if it's just a simple one page agreement. It protects both of you.

On the permits side, you'll need to register as a food business with your local council at least 28 days before you start trading. That's free and it's a legal requirement. You'll also need a Level 2 Food Hygiene certificate, which you can do online in a few hours. Because you'd be trading on private land (the farmer's property) rather than a public highway, you almost certainly won't need a street trading licence, which is one of the big advantages of a farm shop pitch. Your local Environmental Health Officer will want to inspect your setup before you start, so make sure your trailer meets the requirements: two sinks, hot water, proper food storage, and the right temperatures.

One tip from experience: when you first approach the farmer, don't go in with a formal proposal. Just have a friendly chat, explain your idea, and ask what they think. Farmers are practical people and they'll tell you straight if they're interested. If they are, then you can follow up with the details. Going in too formal too early can put people off.

The fact that you can't store the trailer at home actually works in your favour here. You could offer to leave it on site permanently, which means you're always ready to trade and the farmer gets a feature that draws people in even on days you're not open.

Best of luck

David

Disclaimer: This is based on my experience in UK mobile catering. Rules and costs can change, so always do your own research and check with the relevant authorities before committing.

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