Vending Business Growth Strategies from Award-Winning CEO Ryan Harrington

Inside Ryan Harrington’s Las Vegas Expansion—The Royal ReFresh Founder and CEO Shares His Top Strategies for Scaling a Refreshment Empire

Thinking about getting into the vending business? It’s tough without the right direction. Scaling a refreshment empire? That takes it to a whole new level—one that Royal ReFresh has reached organically by doing a few key things right.

If you’re looking to grow your own vending business the smart way, don’t miss this Q&A with award-winning operator and Royal ReFresh CEO Ryan Harrington.

This interview has been condensed for brevity.

Becca: Ryan! Thank you for taking the time to chat with us. Congratulations on your latest expansion into Las Vegas!

Ryan: Thank you!

Becca: Correct me if I’m wrong, but this is your first time expanding outside of Washington and Oregon, right?—Why Las Vegas? Why not Sacramento, for instance?

Ryan: Las Vegas stood out as the right market for several reasons. It’s one of the fastest-growing metropolitan areas in the country, with a thriving business sector beyond just tourism. We’ve built a strong presence in the Pacific Northwest, and expanding to a completely different region allows us to test and refine our expansion model in a high-growth, high-demand environment. Additionally, partnering with Sean Rybar, a Las Vegas local with extensive business experience, gave us a strong foundation to launch successfully. While Sacramento and other markets are on our radar, Las Vegas presented the right mix of opportunity, partnership, and timing.

Becca: Got it. How does one find the right mix of opportunity, partnership, and timing? What advice would you give to other refreshment operators seeking a new market?

Ryan: There’s no perfect formula, but I’ve found that the “right mix” happens when three things align: the demand is there, the logistics are doable, and the people involved are the right fit. For me, reconnecting with Sean, someone I trust and who understands our values, was the turning point. I’d advise other operators to first identify what infrastructure they can replicate well, then look for a market that’s underserved, and finally, find someone local who shares your vision and can be your boots on the ground. Don’t expand just to grow, expand when you’re confident you can deliver your best in a new place.

Becca: How long have you been planning to break into the Las Vegas market? What made you realize the time was now?

Ryan: Expanding has always been part of our long-term strategy, and we’ve been considering various markets over the past couple of years. The opportunity in Las Vegas started to take shape when I reconnected with Sean, who had been following the industry closely. His interest, combined with the rapid economic growth in the region, made it clear that now was the right time. We had the right team, the infrastructure, and the ability to execute the expansion properly, which is key to ensuring long-term success.

Becca: What do you think will be your biggest challenge with this expansion?

Ryan: Every new market comes with challenges, but the biggest factor will likely be brand awareness. In Oregon and Washington, Royal ReFresh is well-known in the industry. In Las Vegas, we’ll need to introduce ourselves and build strong relationships from the ground up. Logistics and supply chain adjustments are also something we’ve been preparing for, ensuring that we can provide the same high-quality service and product variety that we do in the Pacific Northwest.

Becca: Brand awareness is huge! Are you doing anything clever to reach the Las Vegas market? A billboard? A slot vending machine? Free dinner at Mon Ami Gabi if they sign up within a certain timeframe? Anything particularly that’s unique to this market versus your Washington and Oregon markets?

Ryan: We’re taking a grassroots approach, our focus is on building real relationships. Sean, who leads our team in Las Vegas, is meeting face to face with every prospective customer, and I’m personally visiting many as well. We’re not leaning on flashy marketing, we’re focused on showing up, listening, and offering thoughtful solutions that reflect what each location actually needs. We’re also leaning heavily on referrals, many of our leads come from people familiar with the service we provide in Oregon and Washington and want that same experience here.

Becca: As you continue to expand, you seem to be able to maintain consistency in high-quality service and product variety. How do you maintain this? It seems like it would be a challenge.

Ryan: It starts with hiring people who care. I’ve always believed that culture drives performance. In both regions, we focus on clear systems, real-time data, and empowering our team to act like owners. Every micro market has a system behind it, from our inventory forecasting to customer feedback, and our team is trained to use that info to deliver a consistent experience. We’re also selective. We don’t just take any opportunity, we take the right ones that align with what we do best.

Becca: What is your hope for Royal ReFresh’s expansion into Las Vegas?

Ryan: Our goal is to replicate the success we’ve had in the Pacific Northwest by providing premium micro markets, pantry, and coffee services to businesses in the Las Vegas area. We see this as the first step in our broader expansion strategy, so we want to establish a strong operational presence, deliver exceptional service, and build lasting partnerships in the region.

Becca: I’m sure this is a common struggle others face too—how will you know it’s time to expand again as part of your larger strategy?

Ryan: We’ll know when we’ve fully stabilized Las Vegas, built a strong team, and have demand pulling us into the next market. I’m not trying to force a timeline, I’d rather get it right than get it fast. We’re already getting interest from nearby regions, but I want to make sure our foundation is solid before we take the next step.

Becca: Do you think inventory will be different for Las Vegas than Portland or Seattle? How are you preparing for those differences?

Ryan: Yes, inventory will differ slightly based on local preferences, climate, and industry demographics. Las Vegas has a unique mix of corporate offices, hospitality, and industrial businesses, which will influence the types of products we stock. We’re working with our suppliers and leveraging data analytics to ensure we’re offering the right product mix from day one. We’ll also closely monitor purchasing trends and adjust accordingly to meet customer demand.

Becca: I bet! Are you finding this market likes healthier items so far or the more traditional chips and sodas? I only ask because my assumption would be Vegas is looking for BFY beverages, fresh fruit, etc., particularly during the hotter months. And are people more picky? Vegas is known for having all kinds of food!

Ryan: Las Vegas is a mixed bag. We’ve definitely seen higher demand for fresh food, hydration drinks, and better for you snacks, especially in hotter months. But the core snacks like chips and sodas still move well too. What’s been most helpful is how quickly we can respond. If one item isn’t moving, we rotate it out. If something’s hot, like energy drinks or fresh wraps, we double down. That flexibility has been key.

Becca: Is there anything else you’d like to say about the latest expansion?

Ryan: We’re incredibly excited about this next chapter for Royal ReFresh. Expanding beyond the Pacific Northwest is a big milestone for us, and we’re confident that the Las Vegas market will be a great fit for our services. We’ve built our business on strong relationships, technology-driven solutions, and a commitment to quality, and we’re looking forward to bringing that same level of service to businesses in Las Vegas.

Becca: Thank you again for your time. I just want to say — super excited for you and wish Royal ReFresh the best!

Ryan: Just that I’m grateful. Expanding into Las Vegas is a huge milestone, and it’s been humbling to see the reception we’ve received so far. We didn’t do this with big investors or a national franchise, we did it as a small team with a strong mission. That means a lot to me, and I hope our story encourages other operators to grow when the time is right, and to build something that reflects who they are.

Follow Ryan on LinkedIn or visit getroyalrefresh.com for more information about micro market services in Las Vegas—and beyond. As always, you can stay up to date on the latest vending news by subscribing to Vending Connection.