How to Start a Christmas Tree Lot
A Christmas tree lot is one of the purest seasonal businesses there is: a few weeks of intense trading, a product people buy every year and a chance to become part of your neighborhood's holiday routine. This guide shows you how to start a Christmas tree lot from scratch, from finding a site and sorting permits to ordering trees, pricing, staffing and closing out cleanly in late December.
Key takeaways
- Late September is the right time to lock in a site, a grower and your permits, because all three get harder to find by November.
- Rules vary by city in the US and by council in the UK, so check temporary use permits, fire codes, landowner permission and street trading licences early.
- Order trees based on a realistic sales estimate, not hope: unsold trees are almost pure loss.
- Add-ons such as stands, delivery, netting and wreaths often make the difference between a thin season and a good one.
Most tree lots run for roughly four to five weeks, starting around US Thanksgiving or the end of November and winding down before Christmas Eve. That short window is both the appeal and the risk. Everything you do between now and the first weekend of selling decides whether those weeks feel calm and profitable or chaotic and stressful.
A quick note: this article is general information, not legal, tax or insurance advice. Permits, licences and tax rules depend on where you trade, so check with your city or council and talk to a qualified accountant or insurance broker about your own plan.
Decide what kind of tree lot you want to run
Before you call a single grower, picture the business you actually want. Tree lots come in a few common shapes, and each one changes your costs, staffing and risk.
The sidewalk or corner lot
A small stand on a busy urban street with a rack of trees and a few wreaths. Overheads are low, but space is tight, sidewalk permits can be strict and you rely on foot traffic and delivery.
The parking lot or vacant lot
A larger site on private land, such as a church car park or an empty retail lot. You can stock more trees and offer car loading, but you need the landowner's written permission and usually a temporary permit.
The add-on lot
If you already run a garden center or landscaping company, a tree lot extends your season with staff and customers you already have.
Pro tip
Visit three or four existing tree lots this December as a customer, even if you are launching next year. Note where they set up, how they display trees, what add-ons they sell and how long the checkout line gets on a Saturday afternoon. One weekend of observation is worth hours of planning.
Find the right site and get permission
Location does most of the selling for a tree lot. Shoppers want a place that is easy to reach, easy to park at or walk past, and visible from the road. Look for these signs of a good site:
- Visibility. Drivers and walkers should see the trees before they reach you, ideally from a busy road or shopping street.
- Access. Space to pull in, load a tree onto a roof and leave safely. For sidewalk lots, room for people to browse without blocking pedestrians.
- Neighbors. Being near grocery stores, cafes or schools helps, because people already pass by during the holiday rush.
- Power and light. Access to electricity for lighting, a card reader and perhaps a tree netting machine or baler.
- Security. Somewhere you can fence, lock or staff overnight, since trees and equipment sit outside for weeks.
Approach landowners early with a short written proposal: dates, site plan, opening hours, how you will keep the space clean and what you offer in return, such as a flat fee or a share of sales. Churches and schools sometimes like a revenue share because it helps their own fundraising.
Permits and licences to check
In the US, rules vary by city. Many places require a temporary use permit for a seasonal sales lot, and fire codes often cover things like spacing, lighting, generators, heaters, exits and fire extinguishers. You may also need a local business license and to register to collect sales tax. Call your city planning or permitting office first and ask exactly which permits apply to a seasonal tree lot.
In the UK, selling from a car park or private land needs the landowner's permission, and some councils also require a street trading licence, especially if you trade on or near a public street. Check your local council's website and ask before you sign anything. Rules differ between areas, so do not assume a neighboring town's process applies to you.
Common mistake
Ordering trees before your site and permits are confirmed. If a landowner changes their mind or a permit is refused in November, you could be left with a truckload of trees and nowhere to sell them. Get written permission and a clear answer on permits first, then place your order.
Source your trees and plan your stock
Your trees are your biggest cost and your biggest risk. Most new lot owners buy from wholesale growers or tree farms, and the best suppliers are often booked well before the season starts.
- Shortlist growers. Look for wholesale tree farms that supply retail lots in your region. Ask other lot owners, garden centers and local agricultural networks for names.
- Ask about species and sizes. Find out which varieties they grow, the height ranges available and how they grade quality.
- Confirm cutting and delivery dates. Ask when trees are cut, how they are transported and when they can arrive. Fresher trees mean happier customers and fewer needles on the ground.
- Agree terms in writing. Get the order quantity, mix of sizes, price per tree, delivery cost, payment schedule and what happens with damaged trees in a written agreement.
- Plan reorders. Ask whether you can top up mid-season if you sell faster than expected, and how quickly a second load could arrive.
For a first season, a modest order you can sell through beats a huge order that leaves stock behind. You can always try to reorder; you cannot un-buy trees.
Set up your lot, pricing and payments
A good lot feels welcoming and easy to navigate.
Layout and display
- Group trees by size and variety, with clear signs for each section.
- Stand your best trees upright on racks or posts so shoppers can see their shape. Keep the rest netted and stacked in the shade if possible.
- Set up a cutting and netting area away from the main browsing space.
- Put the checkout near the exit, with add-ons such as stands and wreaths displayed beside it.
- Use warm lighting so the lot looks inviting in the early dark of December evenings.
Pricing that customers understand
Most lots price by height band and variety rather than tree by tree. Simple, visible pricing speeds up sales and avoids awkward haggling. To set your prices, start with your total costs: trees, delivery, site fee, permits, insurance, staff, equipment, lighting, signage and payment fees. Then work out what each tree needs to sell for to cover those costs with a healthy margin, assuming you will not sell every tree. Compare your result with nearby lots, but do not simply copy them, because their costs may be very different.
Payments and records
Take cards and contactless payments as well as cash. A mobile card reader usually works well outdoors. Record every sale by size and variety so you know next year what sold first.
A simple season planning template
Copy this table into a spreadsheet and fill in one row per size band. The figures below are made-up examples for illustration only.
| Size band | Trees ordered (example) | Cost per tree (example) | Selling price (example) | Sold by 20 Dec (example) | Left over | Notes for next year |
|---|---|---|---|---|---|---|
| 4 to 5 ft | 80 | $25 | $60 | 72 | 8 | Popular with apartments, order a few more |
| 6 to 7 ft | 150 | $35 | $90 | 141 | 9 | Sold out first weekend of December |
| 8 ft and up | 30 | $60 | $150 | 18 | 12 | Order fewer, offer delivery |
Add columns for "add-on sales" and "delivery jobs" to see where your extra margin comes from.
Hypothetical example
Imagine Dana, who runs a landscaping business and opens a lot on a church car park for a share of sales. Using the made-up figures above, her first season shows that mid-size trees sold out early while tall trees lingered. For year two, she shifts her order toward 6 to 7 foot trees, cuts the tall trees in half and offers delivery and setup for the large ones she keeps. Same site, same hours, but less waste and more repeat customers.
Staffing, safety and customer service
Tree lots are physical work in cold weather, often in the dark. Plan for people and safety from the start.
- Staffing. Weekends and early evenings are usually the busiest times. Have at least two people on site at peak times so one can help customers while the other cuts and loads.
- Training. Show everyone how to lift safely, use saws and netting equipment, handle payments and answer common questions about care and freshness.
- Safety. Keep walkways clear and lit, store tools safely, check cables and lighting, and keep fire extinguishers where fire codes require them. Gloves, warm layers and sturdy boots are essential.
- Insurance. Ask a broker about public liability, cover for stock and equipment, and employer's liability or workers' compensation if you hire staff.
Customer service on a tree lot is simple but memorable. Help people choose, offer a fresh cut at the base, net the tree and tie it securely to the car. A printed care card with watering tips brings people back next year.
Marketing your tree lot
Much of your marketing happens through the lot itself: signs, lights and a busy, cheerful atmosphere. Still, a little planning helps you start strong.
- Google Business Profile. Set up or update your profile with your dates, opening hours and photos. You can publish updates, offers and events on the profile, such as an opening weekend or a delivery deal.
- Local partners. If you trade on a church or school site, ask them to share your opening dates with their community.
- Pre-orders and delivery. Let busy customers reserve a tree size or book delivery, which smooths out your workload and locks in sales.
- Add-ons. Wreaths, garlands, tree stands, recycling collection after the holidays and gift cards all increase each sale and give people more reasons to visit.
Closing out the season
Decide in advance when you will reduce prices on remaining stock and whether you will donate leftover trees. Arrange green waste disposal before the season starts, because collection services get busy in late December.
Return the site in the condition you promised, so the landowner welcomes you back. Then fill in the planning template while the details are fresh.
Your Christmas tree lot checklist
- Choose your lot model and sketch your dates and opening hours
- Shortlist sites and get written landowner permission
- Check temporary use permits, fire codes, business licences and street trading licences
- Talk to an insurance broker about liability, stock and staff cover
- Shortlist growers and agree order, delivery and payment terms in writing
- Plan layout, signs, lighting, power and security
- Set clear prices by size band and set up card payments
- Hire and train staff for weekends and evenings
- Update your Google Business Profile and tell local partners
- Arrange waste disposal and a plan for leftover trees
Frequently asked questions
When should I start planning a Christmas tree lot?
Ideally by late summer or early autumn. Good sites, reliable growers and permits can all take weeks to secure, and many growers plan their deliveries well in advance. Starting in September gives you time to fix problems before November.
Do I need a permit to sell Christmas trees?
Often, yes. In the US, many cities require a temporary use permit and fire code compliance for seasonal lots. In the UK, you need the landowner's permission and sometimes a street trading licence from the council. Check with your local authority before you commit to a site.
How many trees should I order for my first season?
Order based on a careful, conservative estimate of your site's traffic and opening days. It is usually better to sell out and reorder than to be stuck with unsold trees. Ask your grower whether mid-season top-ups are possible.
What can I sell besides trees?
Popular add-ons include wreaths, garland, tree stands, netting, delivery and setup, and tree recycling after the holidays. Each one raises your average sale and gives customers more reasons to come back.
Related reading
The bottom line
Starting a Christmas tree lot is a sprint, but the preparation is a steady walk. Secure your site and permission, check permits, order trees you can realistically sell, set clear prices and plan for safe, cheerful service in the cold. Keep good records so each season teaches you something for the next.
Use the rest of September to lock in your site and grower, and by the time the first shoppers arrive, you will be ready to sell trees with confidence and a smile.
