Original Article: http://www.babson.edu/news-events/babson-magazine/summer-2013/Pages/behind-the-wheel.aspx

Ian So ’08 (left) and Jaemin Lee ’08  Photo: Tom Kates

With their hip status, food trucks seem like a fun, cool way to make a buck. And they are, say those in the business, but these seemingly simple meals-on-wheels can take even the savviest entrepreneur for a bumpy ride.

On a slightly overcast morning, Ian So ’08, co-founder of The Chicken & Rice Guys, drives his bright-yellow food truck down a street near the Prudential Center in downtown Boston. He pulls a U-turn, then heads to where he’s supposed to park for the day’s lunch service. A car, however, is parked in his spot, which has been designated for the truck by the city. “That happens,” says So, who takes it in stride but acknowledges it occurs more often than he would like. “We can call a tow truck, but it takes forever.” Two other food trucks, one selling Middle Eastern fare and the other Vietnamese, already are lined up for lunch. As such, So pulls in front of them and sets up in a no-parking zone. “The police won’t bother us,” he says. “They’re not really sure what the rules are.”

Many cities are still figuring out how to deal with the growing popularity of food trucks. By no means a new idea, the business of selling street food dates all the way to ancient times. But in 2008, gourmet trucks such as Kogi in Los Angeles, which sells Korean BBQ, brought an unexpected flair—and, thus, popularity—to the cuisine. Seeing that success, more trucks have tried to capitalize on the increased interest in foodie street fare. How far have food trucks come since their roach-coach days of selling prepackaged sandwiches at construction sites? An industry report pegged the mobile food business at $1.5 billion in 2012. Even restaurant-guide Zagat now rates food trucks in certain cities.

“Serving food to people is a calling of the highest order, and I don’t say that with any sense of irony at all,” says Andrew Zimmern, entrepreneur in residence at Babson. Zimmern, a multifaceted entrepreneur perhaps best known as the creator, host, and producer of The Travel Channel’s Bizarre Foods, began his career as a chef in the ’80s. Wanting to get back to his cooking roots, he started a food truck called AZ Canteen in the Minneapolis-St. Paul area at the end of last summer.

Zimmern offers the following advice to those interested in the food truck business. “Be prepared. It’s life changing,” he says. “Everyone eats. Everyone thinks they’ve figured it out more than anyone else. Nobody turns to a family member at the dinner table and says, ‘You know what? I’m going to open my own accounting practice.’ Everyone says, ‘Honey, you make the best pork chops in the world. We’re going to open a pork chop shop.’ I think it’s because of our special relationship with food. But you have to be very dedicated. It’s not easy.”

Ian So (top left) and Jaemin Lee (top right) brought flavors from a famous food cart in New York City to the Boston area with their food trucks. Customers especially love their sauces, they say. To let people know the daily locations of their two trucks, they use their website, Twitter, and Facebook.  Photos: Tom Kates

With two trucks and a little more than one year of experience under their belts, The Chicken & Rice Guys—which include So and Jaemin Lee ’08—know how tough the food truck business can be. If the weather is decent, their trucks are out six days a week year-round. Prep starts about 9 a.m., and then the trucks are off to the first location for the 11 to 3 lunch shift. Next they’re off to another location for the 4 to 8 dinner shift. After dinner comes breakdown, with the day wrapping up around 9 or 10 p.m. That’s just the service side of the business. Cooking, shopping, accounting, promoting—all these tasks and more need taking care of as well. “I did not personally expect this much work,” says Lee. “I don’t think Ian did either.”

Business has been good, though, so So and Lee don’t complain. Just how two business-school grads became owners of a food truck operation relates back to So’s hometown roots in New York City. Wanting to start a business together, So, Lee, and So’s high-school friend, Kevin Lau, already had been meeting weekly to toss around ideas. Then one weekend while visiting his parents, So heard about a popular food cart that sells chicken and rice, so he went and tried the food. “The Halal Guys are super popular. They have lines down the block,” he says. “I saw the hype and thought we could bring the food to Boston.”

Next meeting, he proposed the idea to Lee and Lau. Says Lee, “It’s kind of funny, because MIS [management information systems] is my background, and Ian wanted to do something more fancy like IT consulting, and then all of a sudden one day he comes and says we have to do this chicken and rice cart. I was like, what? Do you really want to do street food?” But after a trip to taste the food, Lee was onboard, as was Lau. Jenny Giang, So’s girlfriend, joined soon after as the fourth partner.

With no food experience, the group faced the not-so-easy task of figuring out how to replicate The Halal Guys’ dishes, which include chicken or lamb served on a bed of rice with shredded lettuce, pita, and sauces—white (tangy garlic) and hot—for garnishing. Both So and Lau, also a New York City native, would travel home and buy meals for taste tests. “I asked my mom to taste it first,” says So, “and right off the bat she got a few of the main ingredients.” They would have friends who are fans of the cart try their dishes, and they would bring the sauces back to Boston for more deciphering by the group. “We discovered the best way to figure it out is actually to smell it,” says So. Many nights and recipes later, they came up with what they considered the winning combinations, and even expanded the sauces to include BBQ and two versions of spicy.

Initially, the group bought a cart, similar to what they had seen in New York City. But they soon discovered that the permit to operate a cart was difficult to obtain. “For carts, you can only sell on private property, so you’ve got to find somebody willing to let you sell on their property,” says So, “and most of the good spots are taken. It’s a very old industry.” Boston, however, had started a new food truck program in 2011, and with the city interested in growing the program, getting a permit was relatively easy.

Acquiring a food truck proved more interesting. After deciding to go with a used truck, So searched the Web and discovered one on eBay in Miami. The catch: They had to buy it that weekend. They called the owner, asked him questions, and talked to his mechanic. “His mechanic said everything checked out,” says So, “and we just had to go on our gut that nobody was trying to cheat us.”

So and Lau purchased two one-way tickets and arrived about noon on Saturday. They checked out the truck, which seemed fine, and headed for the bank. “We took out $19,000 and paid him in cash. That was really scary,” says So. “Driving it home was crazy. Kevin drove it first, and he was driving really slow. I was leading with the rental car, and I was like why is he all the way back there? We were driving in the wrong gear for about 20 minutes.” They drove home in 25 hours, taking turns sleeping on the floor of the truck.

With their truck in place, the group now had to find a place to prepare their food. City regulations don’t allow for preparing food at home, so a search for commercial kitchen space commenced. “That was a whole can of worms,” says So. “In the beginning, it was one of our biggest challenges.” To find a spot, they would search on Google, call people, ask for referrals, network, and then show up and try to get the space. “A lot of these kitchens, if something goes wrong, they’re liable, so their business will be impacted, too,” says So. “Some people are charging high fees. Some people won’t let you in at certain times. Our kitchen now—we share our kitchen with seven other trucks—is the most stable location we’ve been in, but we’ve had to switch kitchens about four times.”

Despite the hurdles, The Chicken & Rice Guys launched in April 2012, originally just on the weekends but quickly switching to full time, six days a week. “There was no way we could break even if we were just doing weekends,” says Lee. At this point, So and Lau quit their regular jobs to work exclusively on the business. Lee still has his job as an information systems analyst, but he works weekends, doing the shopping and helping prepare and cook food (he usually makes the sauces), and he helps out during the week when needed.

The group also launched another truck in the winter of this year. Winters, as one might imagine, are tough. After one storm, So had to shovel out a space before the truck could set up for lunch. “We do OK,” he says, “but it’s about half the business.” A bad weather day, regardless of the season, affects business, but their catering business is beginning to pick up, says So, which helps. Future plans include a potential brick-and-mortar restaurant, consulting, even franchising. “I think the food truck industry is plateauing, so to really take this business further, we can’t just be a food truck,” he says.

As surprising as their leap into the food truck world may have been, So and Lee enjoy running their own business. “It’s so fun to see the business grow,” says So. “I love record sales, like how much we can sell in one day. It’s exciting.” And even though Lee doesn’t put in many hours on the truck these days, he likes working with friends and meeting people. “When people like what we do or thank us or recognize our efforts,” says Lee, “it’s worth the hard work.”