Contents

Foreword

Preface

Acknowledgments

Introduction

Plan: Preparing for Success

Is the Trucker’s Life for Me?

A Day in the Life

At the Commissary

Setting Up on the Street

Open for Business

Closing

The Best Parts of Operating a Truck

The Worst Parts of Operating a Truck

Deal Breakers . . .

Getting Rich Quick!?

Scared?

Foundations for Success

Beginning with the End in Mind

The Fundamentals: Passion, Cash, and Expertise

Building Expertise

Skills and Attributes That Can’t Hurt

Playing by the Rules

Food Truck Regulations

Typical Paradigms of Food Truck Regulation

Best Practices in Food Truck Regulation

Food Trucks versus Restaurants

The Importance of Advocacy

Picking a Concept

Find a Great Story

Key Criteria to Consider

Operations!

The Right Format

Customers

Vending Locations

Naming Your Truck

Key Metrics

Putting it All Together

Assembling a Winning Team

Hospitality Is about Execution

Business Partners

Key Hires

Professional Services

The Business Plan

Key Assumptions

Overview of Key Accounting Terms

The Outline of a Business Plan

Opening Costs

Modeling Revenue

Seasonality

Considering Costs

How Much Money Will You Make?

Make it Look Good

Raising Money

Empty Your Bank Account!

Friends and Family

Crowdsourcing

Bank Loans

Small Business Administration Loans

Microloans

Asset-Backed Loans or Leases

Professional Investors

Bootstrapping

Start: Making it Happen

Administrative Necessities

Create an Office Space

Set Up a Virtual Office

Set Up a Legal Entity

Getting Insurance

Apply for Licenses

Set Up Your Systems

Cash Registers versus Point of Sales Systems (POS)

Credit Cards

Foundational Paperwork

Finalizing the Menu

Keep Constraints in Mind

Choosing Menu Items

Picking Vendors

Buy Local

Recipes

Food Costing

Pricing

Lay Out Your Kitchen

Keep Constraints in Mind

Don’t Freehand It

Design for Speed of Service

Service Window (or Windows)

Picking Equipment

Water and Power

HVAC

Test Your Kitchen before You Build It

Procuring a Truck

Rent or Build

Picking a Truck

Power

Finishing Touches: Painting and Wraps

Picking a Commissary

Depot versus Commissary

Finding a Commissary

Rent or Build?

Work from Your Restaurant

Key Points of Consideration

Setting Up Your Space

Branding Fundamentals

Exterior

Packaging

Menu Board and Printed Menu

Music

Website

Blog

Professional Photography

Social Media

Planning the Launch

PR

Hiring

Assembling a Team

Hard Skills

Soft Skills

Example Questions

Check References

Initial Training

Picking Vending Locations

Researching Vending Locations

Living the Spot

First Day!

The Opening Schedule

Timing

Key Categories

Succeed: Doing One Truck Right

Responsible Vending

Respecting the Local Community

Respect Other Mobile Vendors

Respect the Law

Do Well by Doing Good

Vending Locations

Improved Street Vending Locations

Catering Private Events

Vending at Special Events

Learn from Customers

Building Spots

Managing the Team

Hiring Right

Building a Culture

Incentives

Training

Being the Boss

Put it on Paper

Resources

HR Forms

Operational Forms

Training Materials

Regularly Update

Watching the Numbers

Measure to Manage

Daily Break-Even Analysis and Daily Revenue Goals

Weekly Profit and Loss Check

Monthly Review of Books

Manage Costs to Your Budget

Purchasing

Refining the Menu

Studying Menu Mix

Actual COGS versus Theoretical COGS

Cost/Margin Menu Analysis

Social Media

The Basics

Measuring and Monitoring

Monitoring Tools

Responding to Posts

Connecting with Customers

Smile

Recognize Regulars

Secret Surprises!

When to Use “Free”

Have a Phone Number

Advertising

Promotion

Seasonality

Should You Stay Open?

Watch Your Cash

Menu Mix

Quality Control

Snow

Maintenance

Truck Maintenance

Generator Maintenance

Equipment Maintenance

Grow: Moving beyond the Truck

Growth Opportunities

More Owner-Operated Trucks

Licensing and Franchising Your Truck Concept

New Markets

Brick-and-Mortar Restaurants

Wholesale

Contract Packing

Does Copacking Work for Me?

Standard Operating Procedures

Finding a Copacker

Choosing a Copacker

Oversight

Distribution

Building the Right Infrastructure

Money

Management Team

Organizational Structure

Shared Services

Technology

Smartphones

Online Scheduling

POS System

GPS Tracking and Guidance

Mobile Surveillance

Exiting the Food Truck Industry

Selling Your Business versus Selling Your Food Truck

Before You Sell

Setting a Price

Afterword

Appendix A

Appendix B

Appendix C

Appendix D

About the Author

Index

Copyright © 2012 by David Weber. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

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Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com. For more information about Wiley products, visit www.wiley.com.

Library of Congress Cataloging-in-Publication Data:

Weber, David, 1977-

The food truck handbook: start, grow, and succeed in the mobile food business / David Weber.

p. cm.

Includes index.

ISBN: 978-1-118-20881-6 (pbk); ISBN: 978-1-118-22867-8 (ebk); ISBN: 978-1-118-24118-9 (ebk); ISBN: 978-1-118-26595-6 (ebk)

1. Food industry and trade—United States—Management. 2. Food service—United States—Management. 3. New business enterprises—United States. I. Title.

HD9005.W38 2012

647.95—dc23

2012004740

For Juliet

Foreword

Mobile vending has seen a monumental shift in the past three years. What was an underground and unseen industry has become one of the fastest growing trends in food service. I have tried to do my part in advocating for the industry both in Los Angeles and on the national scene. However, mobile vending and the advocacy that supports it must be done locally. David Weber has been exceedingly good at running a successful food truck business while diligently advocating for the rights of all mobile vendors in the largest city in the United States. David’s solid restaurant background and inventive style is the reason for Rickshaw Dumpling Truck’s success. Even in one of the most competitive cities in the United States, the Rickshaw Dumpling Truck continues to be a leader in the industry both in quality and business practice. David is also the founder of the New York City Food Truck Association (NYCFTA), an advocacy organization that has led the charge against unfair and overly restrictive regulations. Juggling his time between running a successful food truck business and an advocacy organization in the largest US market makes David one of the premier experts in the food truck field.

The new food truck industry is suffering from a lack of resources when it comes to the new gourmet food truck trend. This book will help prospective mobile vendors understand what it takes to start a mobile food business that will get the attention of customers, turn a profit, and stand the test of time. A large part of running a successful food truck is being able to serve a desirable product quickly while still making a profit. David’s experience with food service in both restaurants and food trucks provides the reader with real world service solutions for day-to-day food truck operations. These solutions are imperative for running a successful food truck business.

Starting a food truck business is no small feat. Menu selection, truck wrap design, cost outs, market research, and dealing with the various regulations all seem daunting to the new food truck operator. A common complaint from veteran food truck operators is that there were no resources available to them before they first launched. Much of their day-to-day operations in the first few months were learning the business on the go. This lack of resources led to a high failure rate in some areas of the country, especially in the more competitive cities. Prospective mobile vendors will find this book a wellspring of information in a new industry with very few resources. The step-by-step layout takes mobile vendors through issues that they will have to deal with while launching their trucks and through the life of their businesses.

As the mobile food industry grows, it is imperative that the resources that support it can provide accurate and up-to-date information about the issues that will have an effect on all vendors. This book takes a step in the right direction by laying the groundwork for a more professional industry. A more professional industry will lead to more respect for vendors and more legitimacy for the industry as a whole. The strong following from customers will continue to extend to local communities if the industry continues to grow responsibly and professionally.

—Matthew Geller

Chief Executive Officer

Southern California Mobile Food Vendors’ Association (SoCalMFVA)

Preface

I first discovered the enormous, life-changing power of entrepreneurship 1,000 kilometers east of Madagascar in the middle of the Indian Ocean. I spent the summer of 2003 in Mauritius, working as a consultant for the World Bank and assessing potential technology investments to support local businesses. I was meant to help five women entrepreneurs with their businesses, but they ended up helping me discover the transformative power of entrepreneurship.

I was amazed at the resourcefulness, ingenuity, and passion of these women. While most of them had started with very little, each of them had become an expert in her field. One woman manufactured stuffed animals for export to Germany; another ran a manufacturing company that sold clothes to France; one had a gourmet food company that made all-natural honeys and jams that were favored by the prince of Morocco; another ran a tourism company that brought visitors to Mauritius from India; and the last had a furniture manufacturing plant. Each of them had taken a risk to open her own business. Each had started small and had grown her business into something larger that was a positive force in her community, family, and personal development.

My experiences in Mauritius lit an entrepreneurial spark in me that I’d like to share with you. The mobile food industry and food trucks, in particular, are exciting because they make entrepreneurship accessible. Everyone has some experience with food, a passion for a special dish, or a family recipe that has been handed down to him or her. However, not everyone has the knowledge or expertise to translate that experience into a successful business. This book is an effort to help build that expertise and make the mobile food industry even more accessible.

I’ve spent the past five years obsessing on the critical success factors in starting and growing mobile food businesses. In addition to running a business that operates four food trucks in one of the most competitive hospitality markets in the United States, I’ve also worked as an advocate to improve the industry to provide safe, healthy choices for consumers, growth opportunity for hospitality professionals, revenue for local government, and a fair market for the local hospitality industry.

This book concisely summarizes much of what I’ve learned and offers practical advice to aspiring entrepreneurs on thoroughly thinking through what it is to own and operate a food truck.

While a truck seems like a much more manageable undertaking than a restaurant, the strict constraints on size mean that each decision made about the design or operation matters more. Consequently, it is extremely important to plan ahead. If you don’t fully consider small details as you’re planning your operation, the consequences can cause a lot of problems in the future. And while operating a food truck can be extremely rewarding in a number of ways, food truck operations are often romanticized by the media. This book aims to cut through much of the hype about the industry and offers an accurate portrayal of life on the street so that potential entrepreneurs can make informed decisions about jumping into the industry.

My goal is to provide a rigorous foundation in the details you’ll most need to consider when planning and operating a food truck business. The book touches on a wide variety of issues, from choosing a concept; to developing a business plan; to picking a vehicle; and to designing the build, branding, marketing, purchasing, hiring, and management strategies for mobile trucks. While this book is aimed at an aspiring food truck entrepreneur, there are lessons to be learned both by mobile food novices and professionals. The book offers food truck fans “insider” info on the real life of food truck operators and provides individuals inside and outside of the food industry with important business advice and insight.

The book is organized into four major sections: Plan, Start, Succeed, and Grow.

Interwoven throughout is a series of interviews to provide some advice directly from operators working on the streets, who share their thoughts on each of the particular issues that pertain to food truck operations.

Writing this book was both thrilling and daunting. The one thing that kept me going was the confidence that it might help you succeed with your entrepreneurial endeavors.

I hope that this book helps you to pave your path toward becoming a successful entrepreneur.

—David Weber

Acknowledgments

This book could not have been written without the help and support of a great number of people.

First, I’d like to thank my business partner, Kenny Lao. The more I wrote, the more I realized how much insight into the hospitality industry I gleaned by working with Kenny. Moreover, without his flexibility and efforts, as well as the contributions of Thor, Carrie, Daniel, Monica, Tom, Letica, and the whole Rickshaw team, I would have never found the time to get this book written. Thank you for keeping the operation organized and running smoothly.

Matthew Geller of the Southern California Mobile Food Vendors’ Association (SoCalMFVA) is doing great work on behalf of the food truck industry across the country. Thank you for your time, assistance, and collaboration in our shared advocacy efforts to improve the future of this growing industry.

Special thanks go to Ari Ginsberg, Derek Kaye, and Tim Volkema, who each took the time to review the book and provided feedback and inspiration that greatly improved the final product.

Susan Povich, Derek Kaye, and Hiassam Atwi all provided invaluable assistance both in sharing their insights and experiences in the food truck industry with me, as well as managing and growing the NYC Food Truck Association. I also thank all the busy entrepreneurs who took time out of their schedules to be interviewed for this book, including Natasha Case of Coolhaus, Thomas DeGeest of Wafels & Dinges, Richard Kallman of CupcakeStop, Keith Klein of Milk Truck NYC, Kenny Lao of Rickshaw Dumplings, Jen Lyon of MeanRed Productions, Randy Miller of MobiMunch, Laura O’Neill of Van Leeuwen Artisan Ice Cream, Susan Povich of Red Hook Lobster Pound, Alex Rein of Kelvin Natural Slush Co., and David Shapiro of Taïm Mobile.

Nick Marsh and Michael Bonadies have been great mentors and have provided me with tremendous advice and counsel over the years. Thank you for your guidance and thoughts on the hospitality industry.

Many thanks to Lucy Schaeffer (lucyschaeffer.com) for her stunning photography and for always making our food, not to mention me, look good.

Many of the interviews and other background details of the food truck industry are based on the contributions of a trio of resourceful researchers: Lucas Adams, Alecia Eberhardt, and Julia Kayser.

Thank you to my family, in particular my wife, Juliet, my parents, Mike and Kathy Weber, and my brother, Jon Weber, for being both sounding boards and sources of support throughout my career as an entrepreneur, and, in particular, throughout the process of writing this book.

I have great appreciation for the grounding in business studies I received at the New York University Stern School of Business. In particular, I’d like to mention Professor Sally Blount-Lyon. You were right: learning how to manage others is more important than any other skill in managing small businesses.

Last, but not least, thanks are due to dessertbaby.com for the amazing cookies that powered me through the final stretch of writing this book.

Introduction

The food truck phenomenon has taken the country by storm. From New York to Los Angeles, the number, the variety, and the quality of food trucks are on the rise. In 2011, the mobile food industry in the United States was estimated to be at $630 million.1 I think this sum dramatically underestimates the size of the industry. I believe that the mobile food industry in New York City alone is at least $450 million. The National Restaurant Association stated in 2011 that food trucks are the single fastest growing sector of the restaurant industry.3

If you have any doubts, you can see this for yourself on the streets. Fans are queuing up across the country for tasty food from local trucks. According to an American Express survey, the percentage of respondents that had visited a food truck doubled from 13 percent in August 2009 to 26 percent in July 2010.4

From Food Network’s The Great Food Truck Race (a cross-country food truck trek) to the Cooking Channel’s Eat Street, media coverage on popular television shows reflects the food truck phenomenon. Zagat’s inclusion of food truck for the first time in its 2011 New York City Restaurants guide has helped make food trucks an integral part of contemporary city life.

Food Truck Fundamentals

The food truck industry has grown rapidly, from 2007 to the present, while the hospitality industry in general has been flagging in the weak economic environment. The rise of the food truck in the public’s imagination is driven by a number of factors including:

• The economic downturn made capital more scarce and the low start-up costs of a food truck more tempting.
• Developments in social media make it easier to track trucks over space and time and have expanded their appeal to broader audiences.
• Relatively rapid improvement can be found in the overall quality and variety of foods now served on trucks.
• The predominant factor, however, may be that customers are looking for more value for their food dollar. Limited by the constraints of operating out of a limited space, today’s food truck entrepreneurs are almost exclusively specialists. They do one thing, and they do it very, very well. The limited overhead keeps costs down, and by focusing on a few menu items, food truck operators can focus on getting good pricing and delivering high-quality food for just a few items, which often results in a product that is above average in quality and below average in price.

Food Truck History

Mobile vendors date back hundreds of years and were present with the growth of most major urban or trade areas throughout the United States. These include what we would consider today to be “pushcarts” or “food carts” that sell premade items.5

Recent Food Truck Milestones

The Future of Food Trucks

Food trucks are far from hitting their peak. The market is still developing, and there are many opportunities for new operators who want to open trucks to sell food that they are passionate about. Technomic, a food industry consulting firm, reported in July 2011 that 91 percent of customers polled believe that food trucks are not a passing fad, but rather a trend with “staying power.”3 Growth in food trucks is driven by two major forces: the growth of a mobile food culture in new municipalities across the United States and the improved access to food that the trucks offer in these markets as well as established markets. Customers appreciate the value and quality of mobile food and will continue to embrace the industry so long as operators deliver clean, tasty, and interesting products at a fair price.

Food trucks are great for cities. They get customers out on the street and create a sense of community. As local municipalities learn the value of what food trucks have to offer in terms of tax revenues, job growth, tourism, activating public space, and fostering entrepreneurship, local regulations will improve. One of the most compelling aspects of food trucks is their ability to act as an incubator for entrepreneurs to start a viable, cash flow–positive business that they can grow into a brick-and-mortar establishment to become a more stable part of the community.

In addition to opportunities for food truck entrepreneurs, there is also a wide variety of opportunities in supporting industries that will develop as the food truck market matures. Food truck operators are looking for better trucks, more eco-friendly power supplies, quieter generators, small-run food manufacturers, more customizable insurance resources, more robust financing tools, marketing partners, and information technology resources.

It is an exciting time for mobile food in America. The industry is big and growing fast. I look forward to seeing what you will bring to the streets.

Notes

1. http://articles.latimes.com/2011/may/08/business/la-fi-food-trucks-20110508

2. www.restaurant.org/research/forecast/

3. www.theatlanticcities.com/arts-and-lifestyle/2011/10/food-truck-industrial-complex/331/

4. www.technomic.com/_files/Newsletters/Marketbrief/Marketbrief_201008.pdf

5. http://marcussamuelsson.com/news/the-wondrous-world-of-street-food

6. www.sidewalksofny.com/index.php/food-truk-tours

7. http://inventors.about.com/library/inventors/blchuckwagon.htm

8. http://lonehand.com/chuckwagon_central.htm

9. http://americanchuckwagon.org/chuck-wagon-history.html

10. www.tablematters.com/index.php/philly-sections/st/sttoms

11. www.barrypopik.com/index.php/new_york_city/entry/lunch_wagon/

12. http://media.wgnradio.com/media/mp3file/2010-01/51777191.mp3

13. www2.macleans.ca/2010/09/30/construction-guys/

14. http://mashable.com/2011/08/04/food-truck-history-infographic/

15. www.qsrweb.com/article/181549/NRA-2011-Food-Truck-Spot-doubles-from-inaugural-year

Plan: Preparing for Success

While planning isn’t the most exciting thing in the world, it is an absolute necessity before jumping into the mobile food-vending industry. Right now, there is a lot of dynamism and energy in the industry, which makes it exciting and attractive, but it is also extremely chaotic. Regulations, competitors, and vending locations are changing daily. The following chapters will help give you the foundation of knowledge and expertise you need to form the initial shape of your business and develop a robust plan to help make the food truck of your dreams a reality.