Regional Burger Chains Surge Ahead of Fast-Food Giants in Sales Growth
New data reveals that smaller, regional burger brands are experiencing significantly higher sales growth compared to major national chains.
Regional burger chains, including Culver's, In-N-Out Burger, and Whataburger, have dramatically outpaced America's largest fast-food brands in sales growth between 2019 and 2025, according to data from food service research firm Technomic. While national chains like McDonald's, Wendy's, and Burger King remain the largest players in terms of overall sales, their growth rates have been considerably slower than their regional counterparts.
Technomic's U.S. sales growth figures for the period show McDonald's with 36.2% growth, Wendy's with 16.5%, and Burger King with 8.5%. In contrast, Culver's saw its sales surge by 143% to $4.36 billion, In-N-Out's sales climbed 91.7% to $2.58 billion, and Whataburger's grew 68.6% to $4.31 billion over the same timeframe.
David Henkes, senior principal and head of strategic partnerships at Technomic, noted that regional burger chains have substantially outpaced the three largest national brands in sales growth, unit expansion, and average unit volume (AVU). He added that future forecasts suggest continued outperformance from regional operators, with the strongest among them expected to grow faster on a percentage basis than the national giants.
However, this trend is not universal. Some regional chains, such as Steak 'n Shake, Checkers, and Smashburger, have experienced sales declines since 2019, indicating that geographic presence alone does not guarantee success. Henkes identified that winning regional formulas often revolve around strong AVU, disciplined unit growth, and a differentiated brand experience, citing In-N-Out, Culver's, and Shake Shack as prime examples.
Industry experts suggest that the appeal of these regional chains extends beyond just the food. Ravi Sawhney, founder of RKS Design, explained that regional brands often become integrated into a community's identity. While food quality is important, Sawhney believes that emotional loyalty is driven more by factors like scarcity, a desire for brands that feel human rather than corporate, and an appreciation for authenticity, local culture, and craftsmanship.
Sawhney suggested that the success of regional chains lies in their personal connection with customers. For national brands to compete effectively, he advised, they should focus on making their scale feel personal and building the same kind of customer connection that resonates with diners seeking meaning and belonging.
