How to Start a Barbecue Catering Business: A Guide to Success

The smell of barbecue wafting through the air...the sound of friends and family laughing and enjoying each other's company...the taste of tender, juicy meat paired with your favorite side dishes. For many, a barbecue catering business is the perfect way to make a living by creating experiences and memories.

If you have a passion for barbecue and entertaining, starting a barbecue catering business could be a great path to pursue. But how do you get started? What equipment will you need? How much should you charge? In this guide, we'll walk you through the essential steps to launching your own successful barbecue catering business.

The Barbecue Catering Market

Barbecue catering businesses typically target local customers for events like weddings, corporate parties, birthdays, and other special occasions. The market can range from budget-friendly to high-end, luxury catering. As a barbecue caterer, you'll want to determine which segment of the market you want to target based on your experience, equipment, and pricing.

Many barbecue caterers start out focusing on more casual, budget-friendly events to build up experience and word-of-mouth marketing before moving into the luxury space. The key is finding your niche and doing it well. For example, you may specialize in Texas-style barbecue, Carolina barbecue, or your own signature style. You'll also need to determine if you want to focus on a specific type of event like weddings, tailgates, or corporate lunches.

Your Barbecue Catering Product

The product for a barbecue catering business is, of course, delicious barbecue cuisine and an amazing overall experience for your customers. To stand out, you'll need to develop signature recipes and styles of barbecue that represent you and your brand. Work with local farms and butchers to source high-quality, fresh ingredients. Pay close attention to every detail from food presentation to staff professionalism to create a memorable experience for your clients.

Your barbecue can be delivered and consumed in a few ways:
• Buffet style: Guests serve themselves from a spread of meats, sides, and sauces. Easy for large events but can require more staff to keep the buffet replenished.
• Family style: Large platters and bowls of food are placed on tables for guests to share. More intimate but may require extra space for the platters.
• Passed appetizers: Staff walk around with trays of barbecue appetizers for guests. Works well as a starter at cocktail-style events.
• Food stations: Different types of barbecue and sides are arranged at separate stations. Guests can customize their plates with their favorites. Requires the most equipment and staff but also very interactive for guests.

To develop your product, start with 3-5 signature barbecue meat recipes and some classic Southern sides. Get feedback from friends and family, then offer samples at local events to get input from a wider audience. Refine your recipes and presentation, then you'll have the foundation set to build your catering menus.

The Economics of Barbecue Catering

To run a successful barbecue catering business, you need to have a firm grasp on your costs and pricing. Your costs will include:
•Ingredients: Meat, produce, spices, sauces, etc. Aim for 30-35% of your total budget.
•Staff: You'll need experienced cooks, servers, and event staff. Plan on 25-30% of your budget for staffing costs.
•Equipment: Smokers, grills, tents, tables, linens, serving ware, transportation, etc. Equipment costs can be 10-15% of your budget.
•Overhead: Insurance, marketing, accounting, and other administrative costs. Around 5-10% of your total budget.

With your costs determined, you can set your pricing. A good rule of thumb is to charge at least 3 times your total cost per person. So if your total cost per person is $30, charge at least $90 per person. You can also offer package deals and discounts for larger events and off-peak days/times.

Many caterers charge a flat fee for a standard package then add additional fees for extras like appetizers, desserts, bar service, etc. You may also charge a separate fee just for the equipment and staff, then add the cost of the food on top of that. Be prepared to negotiate, especially for larger or repeat clients. But never negotiate so low that you end up losing money!

Marketing Your Barbecue Catering Business

To build a thriving barbecue catering business, you need to implement an effective marketing strategy to reach new clients and keep your calendar filled. Some of the top marketing strategies for caterers include:

•Search Engine Optimization (SEO): Optimize your website and content for search engines like Google to rank higher in results for searches related to "barbecue catering" and other relevant terms. SEO is a long-term strategy but can drive high-quality traffic and leads.

•Social Media Marketing: Build your presence on platforms like Instagram, Facebook, and Twitter to raise brand awareness, connect with potential clients, and share photos of your catering services. Engage with your followers by posting regularly and running contests and giveaways.

•Email Marketing: Start collecting email addresses from your website, social media, and events. Send a regular newsletter with updates, special offers, and behind-the-scenes content. Promote your catering services via email to previous and potential new clients.

•Direct Marketing: Reach out to local event planners, wedding planners, corporate event organizers, and venues to promote your catering services. Provide samples and materials to make it easy for them to recommend and hire you. You can also do direct mail campaigns to households and businesses in your area.

•Local Sponsorships: Sponsoring local events is a great way to raise brand visibility in your community. Provide food, signage, or promotional items to exchange for advertising and brand exposure. You may even be able to cater the event and showcase your services to attendees.

•Referral Programs: Launch a referral program to reward existing clients for sending new customers your way. Offer discounts, gift cards, or free appetizers for any referrals that turn into new bookings. Word-of-mouth marketing from happy clients is one of the most effective strategies.

Sales Strategies for Barbecue Catering

To keep sales coming in and your calendar filled as a barbecue caterer, focus on the following sales strategies:

•Upselling: When clients contact you about catering an event, look for opportunities to upsell additional services and increase the total bill. For example, suggest adding appetizers, a dessert buffet, bar service, or upgraded equipment rentals. But only upsell in a helpful way, not in a pushy salesman manner.

•Package deals: Create package deals that bundle your most popular catering services at a lower price than if items were purchased individually. Packages make it easy for clients to choose what they need and can increase your average sales amount. Offer tiered packages at different price points to suit any budget.

•Discounts and special offers: Run special promotions like offering 10% off bookings made within the first month of the year or $200 off weddings booked for Saturdays in the off-season. You can also provide discounts for mid-week, Friday evening, and Sunday events. Promote your special offers heavily on social media, email, and your website.

•Upfront payments: Require a nonrefundable deposit, often 25-50% of the total bill, at the time of booking. This covers you in case the client cancels or reduces the services within a short timeframe of the event date. You may also charge the remaining balance a week or so before the event. Upfront payments provide cash flow and revenue stability for your business.

•Follow up: Following up with leads and past clients is key to making more sales. Check in on past clients to see if they need catering for any upcoming events and would like to book again. Follow up with leads that have inquired about your services but not booked yet. Send an email to reiterate your interest in catering their event and provide some available dates. A friendly follow-up call can also be an effective way to make a sale that may have otherwise been lost.

Operations and Execution

To execute barbecue catering events smoothly, you need to have strong operations and planning in place. This includes:

•Detailed timelines: Create timelines for the overall event as well as separate timelines for food preparation, equipment setup, and breakdown. Review the timelines with your staff and make adjustments as needed to ensure everything runs on schedule.

•Prep lists: Develop prep lists for each catering to list out all the equipment, ingredients, and tasks required. Assign responsibilities to specific staff members so everyone knows their roles. Check items off as you pack the truck to avoid leaving anything behind.

•Staff training: Invest in training your staff on food preparation, safety procedures, customer service, and event responsibilities. Schedule regular meetings to review how previous events went and make improvements for future caterings. Well-trained staff are essential to delivering a quality experience for your clients.

•Equipment organization: Keep your equipment organized and well-maintained so you can easily load and unload it for each event. Label boxes and create an inventory checklist to ensure you have everything you need. Make repairs or replacements as needed to any equipment showing wear and tear.

•Transportation logistics: Carefully plan how you will transport all your equipment, ingredients, and supplies to the event site. You may need a truck, trailer, and additional vehicles for your staff. Map out the location ahead of time to determine the best way to access the site and find adequate parking for your vehicles.

•On-site management: At the event, have a point person in charge of overseeing all aspects from setup to food service to breakdown. Work with the event planner or venue coordinator to make sure you have access when you need it and understand all the details of how the event will run. Be ready to troubleshoot any issues that may arise to prevent disruption.

•Breakdown and cleanup: Once catering service has ended, break down your equipment and clear all remaining food items in an efficient yet orderly fashion. Do a final sweep of the area to collect all your supplies and ensure nothing is left behind. Take out the trash and wipe down any mess. Leave the space as you found it. Breakdown may take as long as setup, so budget enough time and staff to complete it thoroughly.

Legal Requirements

Before launching your barbecue catering business, be sure to research the legal requirements for caterers in your city and state. You will likely need business licenses or permits, liability insurance, and health department certification. Some areas may have zoning restrictions on catering businesses as well.

Check with your local Small Business Administration office to determine exactly what licenses and permits you need. Liability insurance protects you in case a client becomes ill from your food or an accident happens at an event. Health department certification ensures you meet safety standards for transporting and serving food.

You will also need to register your business and obtain tax IDs to report income and pay sales tax. Consult an attorney and accountant to set up the proper business structure for your catering company. They can advise you on contracts, health codes, employment law, and other regulations you must follow as a caterer.

Ready to Fire Up the Grills?

If you have a passion for barbecue and event catering, starting your own barbecue catering business can be an incredibly rewarding endeavor. While there are many details to consider, with some planning and persistence, you can build a thriving catering company. Develop your recipes, nail down your costs and pricing, implement a marketing strategy, focus on sales, plan strong operations, and make sure you meet all legal requirements. By putting all these pieces into place, you'll be ready to fire up the grills and start catering memorable events in your community.