Launching and Scaling a Mobile Dessert Business: Lessons From the “Ice Cream Bike Lady”

Launching a mobile dessert business is an exciting opportunity to merge creativity, community engagement, and the joy of serving delicious treats. With the freedom and flexibility to operate from any location, it offers a wholly unique concept and customer experience. Perhaps no one knows this better than Katherine O'Brien, founder of Cream Cruiser, a mobile dessert bike business in Baltimore, Maryland.

Today, we’re sharing how Katherine grew a fun, summer side hustle into a full-fledged business over the course of 10 years. From identifying a niche to overcoming challenges, her story blends passion, persistence, and most importantly, learning to enjoy the ride. Let’s dive in!

Find Your Niche and Start Small

"What better product than ice cream on a hot summer day?"

Katherine’s journey began when she saw a need for ice cream in Baltimore’s Inner Harbor during hot summer days. Instead of going the traditional food truck route, she chose a more affordable and memorable approach: a mobile dessert bike.

By starting with a niche offering and using a bike rather than a truck, she kept costs low and provided an impactful experience for locals and tourists alike. When beginning your own mobile food business, think about what sets you apart and how you can deliver it efficiently.

Secure Permits and Test the Market

"They gave me the same permit as a food truck. I was the first one to ever approach them to sell something from a bike."

Navigating the rules for food businesses can be daunting, but persistence pays off. Katherine’s experience with the Baltimore City Health Department shows the importance of being proactive in seeking permits and approvals.

Once you have the necessary permits, start testing your product at local events, markets, and festivals to build a customer base and gather feedback.

Focus on Organic Marketing and Community Building

"I finally started really, truly sharing my journey, and what that has done for not only my personal life, but for my business is unreal."

Katherine built her brand through social media and by connecting with customers at farmer’s markets. Sharing her journey and showcasing her unique bike setup helped attract loyal customers without needing paid ads.

For new entrepreneurs, using social media to tell your story can create a strong connection with your community, leading to organic growth and more opportunities.

Adapt and Pivot When Necessary

"I lost all events... But now, I say that the pandemic was probably the best thing that ever happened to me."

After Katherine invested in her own manufacturing, the pandemic hit, and her wholesale clients disappeared. Instead of giving up, she pivoted back to catering, where she found higher margins and a renewed connection to her local community.

Entrepreneurship often requires quick thinking and adaptability. Be prepared to adjust your focus as circumstances change, and look for new opportunities that align with your strengths.

Build Strong Relationships and Focus on High-Margin Events

"My catering business does about a hundred thousand dollars between the months of May and September... My margins for catering are about 75%."

By focusing on catering, Katherine was able to grow her business with higher profits and less reliance on wholesale. This shift allowed her to focus on providing a unique experience with her ice cream bike at weddings, corporate events, and other gatherings.

Focusing on high-margin opportunities like catering can maximize your profitability while creating a memorable brand experience for your clients.

Stay Focused and Go All In

"Keep your head down, stay focused, trust the process, and learn from every single thing that goes wrong."

Starting a mobile dessert business is a rewarding challenge that requires dedication and flexibility.

Katherine’s story shows that with the right niche, a focus on community, and a willingness to adapt, you can build a successful and sustainable business.

…Class Dismissed!

Ready to roll out your own mobile dessert bike? A mobile dessert business can be a fun way to turn your passion for sweet treats into a profitable venture. Embrace starting small, finding your niche, building strong community ties, and being ready to adapt when challenges arise. By focusing on high-margin opportunities and leveraging the power of organic marketing, you can build a business that’s both successful and uniquely yours.

Want to hear the full interview with Katherine? Click here!

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