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CONTENTS
Letters to the Editor ..................7
Carrs Corner
LETTER FROM THE EDITOR
no pros in my decision.
I think perhaps that is where we find ourselves,
nearly 10 years later. Credit cards are a necessity
of your business, just like all the marketers and
credit card companies wanted them to be. (Unless
your carwash is in Amish country -- which I know
at least one reader out there is shaking his head at
me because he told me exactly that at a trade show
last year. So, yes, there are exceptions for some rural
market areas.)
But taken as a whole, I think you'll find the
concerns have shifted. The questions is no longer,
Should I offer credit card acceptors? But instead,
How can I protect my business while accepting
credit cards?
In our next issue, well be going in-depth on all of
the latest hubbub about merchant fees and credit
card security and I would like your input as I dig
my way through this chaos: What has your experience been with credit cards? What are some of the
more perplexing or aggravating hassles youve encountered? (There is at least one such grumbling in
our Tricks of the Trade section this issue on page
78.) In what ways have credit cards improved your
business? How have you been able to market credit
card acceptance at your wash or used it as a competitive edge? What were the factors that determined which credit card equipment you installed?
A lot of these questions were raised when we
discussed credit card security in detail at the
Kleen-Rite expo in a session led by Dave Richards
of CryptoPay. (More on the Learn More to Earn
More expo on page 40.) It is apparent from the
concerns voiced in that room that an important
conversation needs to be happening between car
wash operators and suppliers. SSCWN would like
to be a part of that discussion.
To that end, I want to tell you a cautionary tale.
Its a true story, although Ive left out the identifying details of the businesses involved. (If you absolutely have to satisfy your curiosity, you can Google
the story fairly easily by using any of the details below.) But honestly, I think the power of this tale is
improved through anonymity. If you can imagine
yourself in these shoes, you might be able to avoid
being in these shoes.
So, lets set the scene. In May 2014, police officers
in Massachusetts were investigating a robbery. As
part of their investigation they collected the pants
of a suspected gang member who had been stabbed
during the incident so they might test the blood
stains for DNA evidence. Inside these pants were
{continued }
WINTER 2015
Carrs Corner
a startling amount of credit cards which police believed were forgeries of real cards.
It didnt take long for officers to connect the dots
between these cards and a credit card fraud case
that had been called in from South Carolina. A police bureau there had been in contact with the MA
branch after a SC resident reported his credit card
data had been used to purchase goods at a Dollar
Store in Everett, MA.
Check it out!
The methods these gangsters used to collect credit cards might have been complex, but the actual
crime wasnt: Gang members were using forged
credit cards to purchase gift cards at several local
Dollar Stores. The clerks would allow them to swipe
card after card until one of the forgeries worked.
Kate
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WINTER 2015
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LETTERS
Ms. C,
I agree with many of the comments contained in the published letter by Paul Fazio in
the latest edition of the SSCWN.
While identifying a problem is one step toward a solution I think it behooves those of
us who feel there is a problem to make suggestions with regard to possible solutions.
I would like to see ICA programs at The
Show include:
A. More presentations from successful operators about their keys to success.
B. Problems and solutions developed on:
Employee theft issues
Equipment issues.
I am sure others have suggestions as well.
Earl Weiss, Pres.
Speedy Car Wash Co., Niles Car Wash Co.
Fast Car Wash Co.,
C/O Uptown Service Station, Inc.
4900 N. Broadway, Chicago, Il. 60640
Earl,
I think this harkens back to the concerns I
raised in my review of the ICA Show in the
Spring 2014 issue. So much of the value
of attending a trade show (for operators) is
in the educational offerings. Sure, you also
want to kick tires and get a little VIP treatment from the distributor and/or manufacturer -- but most of what the attendees are after is networking and knowledge. Car Wash
Show is the biggest opportunity for our industry. Again I say: Bring back the panel discussions! Bring back the roundtables!
Kate (Ms. C)
Dear
Paul...
Kate,
I read Mr. Fazios 5 pages of whining, really. I suggest that he and everyone else vote with their
wallet; dont go to Europe, dont go to Vegas. I
am wondering if I need to spend money for a
publication that prints 5 page letters like this
as I look at the renewal notice, again voting
with the wallet. Given time it works.
Maybe Mr Fazio should start his own association called North American Only Carwash
Association.
Just my thoughts,
Jim Moran, Owner Alanson Laundry and
Carwash, Sunny downtown Alanson, Michigan
Jim,
I'm glad you wrote in. I don't think it will surprise you
to learn you're not alone in this opinion (although
the vast majority of readers have weighed in with a
more positive response). I have heard similar complaints to yours, though -- even from supporters of
Mr. Fazio -- who felt the letter was longer than necessary and thats its tone was, as you say, whiny.
One reader even took me to task at the Kleen Rite
Show: What kind of editor are you if you cant turn
five pages into five paragraphs?
To that point, Ill try to be brief. The reason I
chose to print the letter is simple:
No other trade magazine in our industry is covering this topic and I think the direction/future of
our largest trade association is an extremely important discussion to have. As such, I feel a responsibility to record as much of the discourse on
this matter as possible.
SSCWN has a long and storied history of being
the only trade magazine with a truly independent
voice. My publisher doesnt put me to task on an
article in the hopes it will draw advertising monies;
8 WINTER 2015
LETTERS
in house now. Oh, and maybe
somebody from the ICA should
help people understand that
flex-serve tunnels may not work
in absolutely every situation. The self-serve and in
bay are here to stay, but you would never know
that as a new investor that actually came through
the ICA or went to a show first.
This brings me to my real point. The ICA should
be spending the US dollars educating the motoring public, educating car manufacturers who still
have car wash warnings in their owners manuals
in 2014. They should be performing community
outreach, grassroots education to the people that
support all of us, and that is the motoring public and households. Spend more time squashing
charity and driveway washing. Spend more money on PSAs, media buying, and billboards. We
would all benefit by moving the needle on the
people who use any type of carwash rather than
doing it themselves. Educating fleets, trucking,
and schools on cost and environmental benefits
would be a noble thought. We pay our dues be-
Dear Editor:
Dear
Paul...
Thank you,
Derald Kannady
Derald,
Im also hoping that other operators write-in with
their thoughts on the matter, and also, more historical data on the carwash industry vs. oil majors (I confess, its a bit before my own time in
the industry).
For myself, I can tell you we were differ on
opinion when it comes to the greatest threat to
the self serve carwash owner. I am of a strong
belief that your greatest competition is actually in the driveway, sudsing up on the weekend.
(And, sometimes, out of the driveway and in
Congress.) I think the type of customer that is
attracted to the express exterior is not usually
a potential SS customer. The only exception
might be in a market that has heretofore been
unexposed to express and those customers that
Sincerely,
Marc Tyndale
Car Wash Systems, Inc.; Harrisburg, PA
Happy washing,
Kate
WINTER 2015
S
G
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T in
Northeast Regional Carwash Convention
The following is a transcript of an early bird panel discussion at
Northeast Regional Carwash Convention as recorded by SSCWN.
BOB KATSEFF: This is a meeting
for all segments; self serve, ex
serve, conveyor, in-bay automatic. Im going to open it up
to any comments, questions.
This is your meeting.
AUDIENCE: Id like to hear some
dialogue on the pros and cons
of free vacuums. Ive been in
business 30 years. Its a basic model; I give a good
value and I charge a fair price for it. Im not the lowest guy in town; Im not the highest guy in town. I
have three competitors that do free vacuums. I dont
do it. And Id like to hear the experience other people have had with their carwashes. I mean I drive by
my competitors, and their vacuum lots are full. Especially the guys with self serve. One guys got a self
serve, and he gives free vacuums with that, and that
lot is always full. But I dont know if hes increased
car counts to really make a difference with those
free vacuums. So Im curious about the experiences
everyone is having out there.
MARK: I have to give the credit to our staff because
every time I asked them what things we should do,
the vacuums would come up. Its tough to take your
10 WINTER 2015
Panelists were:
Mike Conte,
Contes Carwash, NJ, CWONJ
Frank Lash
Frank Lash,
Alliant Car Wash Services,
PA, MCA
Dave Ellard,
Triple Pay Car Wash, MA, NECA
Fred ONeil
Mark Landers,
Perinton Express Wash,
NY, NYCWA
Fred ONeil,
Freds Car Wash, CT, CTCWA
Bob Katseff
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Northeast Regional
Carwash Convention
MARK: Yeah. We converted these vacs. They were actually coin vacuums. We used to give a free token out
if the customer bought the top-of-the-line wash. So
we converted these to a push button. At first, wed
have to go out there and explain to them how the
push button would wok it gives you like sixty seconds. So we created a dialogue with the customer to
let them know they could push the button a couple
times so they werent always running back to the car.
FRED: How weve done the free vac thing is, like
Mark, we have standard old coin-ops that everybody uses. What we went to a couple years ago, is
if you bought one of our upgraded packages, wed
give you a free token to use the vacuum. Were a
little bit constricted in real estate where we are right
now my lots are small. What we found out as we
went through this process, is people would come in
and buy the package they wanted and wed hand
them a token. We literally found ourselves going
through thousands and thousands of tokens. And
you would think that at some point these would
recycle through and people would use them. Wed
give out thousands and wed get dozens back. Maybe they were planning on it later, but people simply
werent using them. Id look in the cars and people would have cupfuls of my tokens. We got to the
point where it was a really nice benefit, but the tokens were so expensive that wed ask the customer
Are you vacuuming today? If theyre not, we printed business cards to hand them. This way, if they
werent washing that day, but they wanted to come
back another time, theyd come back and find an
attendant and hand them the card and the attendant
would give them the token. We have found it to be
a nice benefit, but again, if that is indicative of what
people do I mean, Im telling you: We literally gave
out thousands and thousands of tokens and we got
dozens back. I dont know if that helps you at all, but
thats what happened. Now everybody vacuums at
the back of our washes, and we have three exteriors
where we wipe the cars, and vacuums at all of our
locations and we didnt find it to be overwhelming.
DAVE: I think you asked about pros and cons, right?
At our sites, we have sixteen vacs stationed and we
do charge. We think about the free vac concept, and
first let me say, I think all these concepts are great
they work somewhere. The secret sauce is finding
what combination will work at your site. When we
look at it, our vacs are busy already. My site is busy.
So what scares me a little bit is that Ill make it too
busy. I dont want to have waiting lines, I dont want
traffic jams. So I havent done them because Im
busy enough but if I was looking to increase the
volume on my site, I think its a great way of doing it.
One of the cons that Ive observed from my neighbors and friends in my area that are doing it: Dumpster costs. Its not just that theyre vacuuming their
cars, theyre emptying the trash. You know, theyre
cleaning out the minivan. And Ive seen dumpster
costs triple and quadruple. And then you have the
12 WINTER 2015
economy is not good. New Jersey is just a devastated area; were taxed to death. So were looking at
unlimited plan, were looking at free vacuums. Or
doing tokens for the vacs. So were looking at everything to generate volume because like I said, were
in a devastated area. Were trying to live, much less
wash a car.
AUDIENCE: To address the question about devaluing
our service, you know, 2008 was one of our worst
weather years and that happened to be about the
year that we started the unlimited program. What
weve all been trying to do all these years is to tap
into our existing customers. The easiest thing to do
is to increase the frequency of our existing customers. As our unlimited program has grown since 2008,
every single year since then our profits have been
increasing. Thats what were really trying to do, is to
increase our profits. Were not trying to devalue our
service, were trying to increase profit. And were
also trying to inuence the behavior of our customers. The unlimited program has been the best way to
encourage your customer to wash more frequently.
Now, the other loyalty program weve always had,
are those ticket books. And over the years weve reduced the number of wash tickets in those books.
It wasnt just reducing the number of tickets but
reducing the price. Weve made it more affordable
for that visit for the person to purchase the wash
book. So now we have a two ticket wash book. Basically, if the customer doesnt have any with them,
theyre buying our best wash and then theyre buying the next wash for a total of $19. And between
the unlimited and the ticket books, 80 percent of
our volume every day is from one of those two loyalty programs. We have another location that is two
hours away from other sites, and theyve got 3,600
unlimited customers. Over 80 percent of our volume there is an unlimited customer. We still havent
figured out what the silver bullet is I really think
its both but it depends on how you get started
and if youre willing to suffer through those years or
months of building your unlimited program. It takes
a lot of patience. I dont know that anybody knows
what the right price is, but once you get busier you
can slowly raise the price on your club as you mold
your customers into frequent washers.
BOB: Without getting into numbers at a meeting
like this, but some people have washed a lot of cars
around the country at a lower price and theyre
starting to raise price. Not to increase revenue but
to limit some of the volume. To change the model
a bit. So I think the marketing, whether it be unlimited or books or whatever its another way to
market your business and increase profits.
AUDIENCE: Ive always felt that value added is a
better route. Ive got attended self serve bays.
For the last 25 years, Ive got these branded crevice tools that we pass out to people
vacuuming their cars. And youd think were
handing them a $10 bill because theyre so
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WINTER 2015
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Northeast Regional
Carwash Convention
frustrated trying to get in between the seats and these
crevice tools can get in there. I tell them to keep em
and use them the next time they come by. To this
day, I see hundreds and hundreds of people coming in with those crevice tools. Now I dont know if
its because we gave them the thing or because its
got our name and address on there, but either way,
theyre coming in. When I first started these things
were just 80 cents apiece, now theyve gone up to
a buck. So, for the last few years we havent given
them out. We put them in our vending machine and
we vend them for a few dollars or something. So,
I dont know, its just a different way to add value
without giving away a car wash.
BOB: So, these crevice tools do they just put them
on the hose and leave them for the next customer?
Did you train the customer how to use them?
AUDIENCE: Ah, no. These crevice tools what they do
is they fit right inside the vacuum hose we actually
put a roll of tape in there, too -- and the customer
takes them out after and takes it with them.
BOB: So whats on the end of the hose, if its not the
crevice? The one with the 45-degree angle?
AUDIENCE: Yes.
BOB: SO theyre able to insert the one that you provide,
vacuum, remove it, and then theyre on their way?
AUDIENCE: Yes.
BOB: Good idea. Next speaker?
AUDIENCE: Good morning. Ive got a full service car
wash and our biggest challenge is speedier service
or processing cars in a faster way. Any suggestions?
BOB: Are you talking about on a man-hour basis?
AUDIENCE: Yes. Customers dont want to wait. Rule
of thumb that Ive been told is 10-12 minutes is
about what a customer wants to wait. Were far beyond that. Its our biggest challenge.
BOB: Its interesting, New England Carwash Association did a focus group for customers a couple years
ago. They asked how long would you wait for a carwash? And most people said if they saw four or five
cars in line, they would equate that with a long wait
time. Its too long. You dont really want to add labor
to the equation if you dont have to, but you could
add equipment. You could run the conveyor chain
at a faster speed if it could still maintain quality. But
if you cant do that, youve got to increase labor.
SPEAKER: Im not in that industry, Im in manufacturing, but any time we could buy a tool or do
something to decrease labor and speed up productivity was worth the investment. Im not sure what
youre doing or not doing, but if theres any kind of
tool you could use, you should invest in that because
people dont want to wait.
FRANK: Two ideas: One, look at your procedures.
Do you have set procedures for how you vacuum a
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Northeast Regional
Carwash Convention
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carried out and evaporated. As you try to increase
your revenues, you should also look at how you can
manage costs.
Editors Note: Check out our story on page 26 for more
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18 WINTER 2015
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Northeast Regional
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BOB: Yes, thats available and I think its the most
common way of doing it. And on the show oor
youll see some companies who offer exactly what
youre describing. Is anyone else doing it this way?
AUDIENCE: Yes, we are. We found it was cost prohibitive to retrofit everything to do it companywide
with 13 locations. Were doing it manually now and
hoping to add a site at a time.
AUDIENCE: We tried it that way, too. We used number cards and my greeter had a great memory so he
would just recognize the cars. But it was totally unmanageable. I think we had about 200 people signed
up then. So, now we do it the automatic way. Everything is reoccurring. We do it monthly and yearly
programs. The credit cards make it easier to manage.
AUDIENCE: I havent heard much conversation about
the self serve business. Ive got a full serve, an express
and a self serve location, and I was wondering if everybodys finding the same problems with their self
serves that I am. Theyre just dinosaurs. Business is
going down constantly. Anybody have any ideas on
how to revitalize my self serve?
BOB: Dave, you want to address that?
DAVE DUGOFF, COLLEGE PARK CAR WASH, MD, MCA:
Sure, yeah! Ive had my current location 17 years.
The self serve is still a great business. I dont understand why people have trouble with it. I reinvest.
I just updated my self serve. I replaced my pump
stand equipment, the bays, put oor booms in, added the wheel brush. We opened August 1st. We had
a great month. Self serve is still a very viable business for us. If youre not putting money back into it,
youre missing it. Because its there.
BOB: I feel the same way you do, Dave. The facility
has to be well lit, the equipment has to work. Are
you taking credit cards? Were doing a 20 minute
wash for $8, whether its cash or credit. Credit however, were doing count down, and thats a minimum
of $8 for credit card. Weve thought about changing
that a little bit. A lot of operators like count up. But
were marketing the 20 minute wash, so I think its
important to go out and see what other people are
doing. Youve got to reinvest. Youve got to make
sure everything is clean. There are consumers out there that want to use a self serve.
MARK: I think credit card is important, and
offer other services in there. We have triple foam, sprayers, the brush, the air dryers.
Give them more options and theyll use
more time. We just started count up for our
credit cards and its working real well at one
of our locations. I think theres ways to keep
them in there using the time.
BOB: In self serve, youre selling time. The
more options, the more time theyll use.
Anyone else?
AUDIENCE: Were thinking of offering unlimit-
21
Northeast Regional
Carwash Convention
la carte only. Its made a tremendous amount of
money for us.
DAVE: Yeah, and the thing about hot wax is, not only
is it going to improve your revenue and your ticket,
its one of those services that you can see working. I
mean, our customers are very happy with the way
their cars are turning out. And its all types: Cars,
pickup trucks. It puts a sheen on it and they literally see the improvement. There are many chemicals
that we put on, but they dont give that wow factor.
You just dont see that its doing something good.
But Ive seen at our carwashes that literally, the cars
look better. People know what theyre paying for. I
mean, if you do 10,000 cars a month, and just 10
percent of your customers buy it, thats easy to attain. So if just 1,000 cars are using it, and youre
getting $6 for the service, then thats $6,000. You
could easily be in the game.
FRED: And as for the education, you know, people
know what hot wax is I mean, its been around
since the 70s. Youre not reeducating people to a
new service or a new product that they cant pronounce the name or that they dont understand. I
mean, I think the education is done. Your customers
know what hot wax is.
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Northeast Regional
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DAVE: I put it right before my last mitters and before the
Rain-X and final rinse. I put it where my triple foam
was and moved my triple foam earlier in the tunnel.
BOB: Did you have to add another rinse arch?
DAVE: No. I believe it rinses a lot easier than the
triple foam.
AUDIENCE: Years ago there was a company that
would come to your site and they would tell you
what colors your customers would like. Not what
you want maybe pink or blue or whatever but
they would tell you the right colors. Is that attractive to the customer? These companies would come
by and they would say, Your sign is ugly. I know
you think its wonderful and your great Aunt Betty
designed it, but you need to take that down. Or I
know youre Irish and you like this green, but its
wrong for this site. Rather than painting and designing your site to your likings, it would be for the customers preferences. And I also remember -- I would
hope most of us belong to our regional Associations
- but I remember years ago we could go around to
everyones car washes and we would rip apart each
others car washes. I remember one time I had these
shrubs out there and I said, Guys, how can I make
these shrubs look better? Ive been working on them
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23
WINTER 12/4/13
2015 2:25 PM
24 WINTER 2015
WINTER 2015
25
TM
26 WINTER 2015
Dollars
Down the
Drain:
Can we
stem the
tide?
FROM THE
SSCWN
ARCHIVES
Dollars Down
the Drain
Flow Rates
Test Procedure
1. Completely removed all residue (solids and
fluids) from test trap.
2. All wash and rinse fluids touching floor will
drain to trap via standard bay floor designed
to gravity feed fluids into trap.
3. Established the flow rate of water for the various wash and rinse services (33:5 Pints Per
Minute average flow).
4. Typical wash and water usage:
Performed a variety of maintenance/cleanup activities to bay structures (walls, floors,
signs, etcetera).
Washed and rinsed a wide range of vehicles -from small motorcycle to a semi-truck and trailer.
Wait until wash/rinse water stops draining
into enclosed container (from 5 to 10 minutes,
depending on size of vehicle).
Finally -- measure water in container and
compare to established flow rates (from wand
and foaming brush).
28 WINTER 2015
TWENTY
FIVE
Celebrating
years
WINTER 2015
29
FROM THE
SSCWN
ARCHIVES
Dollars Down
the Drain
#8. Motorcycle
Compact pickup. Substantial time spent flushing wheel wells and mats. Floor was dry.
#10. Van
#12. Semi-Truck
Semi pulled a trailer, but cleaning time was primarily focused on cab portion.
JOE WOLFINGER:
SSCWN reached out to Joe to ask him if he
had been able to tap his city for savings in the 15
years since this article had been republished. His
response (below) is a rather dissapointing, No.
FROM JOE: On the sewer rate situation, the sewer department originally told
me I could install a sewage meter on my line
(my cost $10,000) plus I would have to pay
an additional quarterly fee of $250 to have
it calibrated four times a year. At that time it
would cost me more than the savings I would
receive from actually paying for the amount of
fluids being discharged. Remember this was
about 30 years ago. I approached them one
more time right after the ICA report came out
(in 2002) showing the same 33% difference
between incoming water vs. outgoing sewage.
They rejected that report also and refuse to
give me any reduction in my bill.
In case you are not familiar with the ICA report they conducted a study by an independent
firm that covered a year review in four different
locations in the U.S. Their research found the
same 30-33% less difference between incoming
water flow and sewage flow exiting the wash.
I might add that over the years I had other
sewer departments and individuals contact me
asking about my findings. One sewer department told me they wanted to be fair with their
car wash operators. At this time I can not provide data for anyone looking to approach their
sewer department. I would advise obtaining the
information from the ICA report.
I have not completed any recent research or
test on the sewer flow. As you indicated the data
should still be consistent with my original figures. Everyone is still using the same pressure,
vehicles are basically the same. The atomization,
evaporation and carry out should all still apply.
30 WINTER 2015
In Conclusion
Water/sewer service is essential to this business, and
paying for what we actually use makes perfect sense. This
study does an excellent job of demonstrating how 20-30
percent of our incoming water is typically lost to the sewer. So being forced to pay sewer rates identical to truly water intensive commercial operations that do come very close
to that one gallon in, one gallon out formula (laundries,
restaurants, etcetera) is just not fair or reasonable.
rate adjustments.
Enter Larry Morrison who was
in the latter category of operators -- those with skeptics on his
local board. He wrote the SSCWN and told us what he was
going to do about it. Well let
Larry tell his own story. The following article is taken from letters he was considerate enough
to send us and share with our
readers. His background, experiment, and resulting data should
be of great interest to thousands
of operators today and thousands more of you tomorrow.
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34 WINTER 2015
Dollars Down
the Drain
By Larry Morrison
I am a high school science teacher in La Grande,
Oregon, who decided to build a carwash as a source
for a second income. After extensive research, I settled on a four-bay self serve outfitted with a Southern Pride wash rack from Jim Garner who was my
supplier and carwash coach from Carwash Equipment of Boise, Idaho. About two months after my
grand opening, Jim showed me the Dollars Down
the Drain article from the SSCWN.
I then showed the article to Rod McKee, our
local City Engineer. Mr. McKee said that it was
interesting, but he added that more hard data
would be needed before I could receive an adjustment on my sewer rate charges. He went on
to recommend and outline a method by which I
could collect the type of quality data he required
-- basically a year long monitoring of my water/
sewer usage by way of a water meter and careful
correlation to variables such as weather, season of
the year, equipment, hours of operation, etcetera.
I have a Masters Degree in Science and being
very familiar with proper research procedures, I
was confident that I would be thorough and accurate -- drop for drop. I , therefore, agreed to the
lengthy test and so proceeded in conjunction and
cooperation with both the City Engineering Department and Eastern Oregon State College.
Heres a brief summary of my situation and the
results of that test:
Background
La Grande is a small community of 11,000 people located in a valley surrounded by mountains in
northeast Oregon. We are at 45 degrees north latitude near which are such other cities as Minneapolis, Minnesota and Bangor, Maine. La Grande has
an elevation of 2700 feet and has a very temperate,
moderate climate:
Temperature extremes can range from highs up to
100 degrees (Fahrenheit) and down to as low as -20
degrees. But typically we do not have over one or
two weeks per year of the extremes in temperature.
Our average temperature in July is about 73 and
33 in January. Rain falls at an average of 20 per year,
with much of it in the winter months. We have an
average humidity of 61% and moderate winds.
My wash, the East Adams Carwash, is located
on the east end of Adams Avenue, which is La
Grandes main street. It faces northeast with its
FROM THE
SSCWN
ARCHIVES
GPM, clean ups consist of a fast, heavy flush rather than the more typical low GPM, high pressure,
sharp impact spray from the wands.
My building size is 79 x 28 and my lot is 100
x 110. I wash down my bays virtually every night,
and hose down the lot at least one time per week.
I have landscaping that requires minimal maintenance and relatively little water. Theres no grass,
just 20 small, hardy evergreen shrubs that are
briefly and manually watered (no sustained water
by way of sprinklers) at the very most two times
per week during the growing season...if needed
due to lack of rain. Water used on bushes in the
Summer months is approximated to be 200-250
gallons per month.
35
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800-598-3772
Dollars Down
the Drain
FROM THE
SSCWN
ARCHIVES
Besides water lost to the sanitary sewers because of lot rinse downs and landscape watering there are three major factors: EVAPORATION of overspray water
from the bay walls and floors; direct vehicle CARRY-OUT of rinse water from the bay; and airborne ATOMIZATION of HP spray which floats out of the bay. By
the way, this lost water is generated primarily by the HP rinse process, and therefore, is totally harmless to the environment.
The results
Our city water/sewer billing period is for two
months so I correlated my readings with theirs.
During that first two month period (from June 25,
1989 to August 21,1989) my findings almost exactly matched Joe Wolfingers data:
% of Loss
Water Loss
30-35% 4436
101,179 14,615
(Note: Readings
are in Cubic
Feet, not
gallons. One
cubic foot =
7.48 Gallons.)
% of Loss
Water Loss
25.1% 3344
9.982
13.326
I requested a 25 percent reduction on that periods sewer charge. And I again sought a rebate
which was not granted with my previous rate adjustment. Rather than again ask for a refund for the
whole prior year, I suggested a rebate of only the
same correspondence two month period of 1988.
On my third testing/billing period, I had a 24.9
percent water loss. So I was very surprised to receive a sewer charge that reflected a 90 percent reduction of what y reading indicated it should have
been -- even after a 30 percent reduction! I contacted the Water/Sewer Department and asked
about their bill which seemed much too low. I
was then told that my rebate had finally been approved and that I had been allowed 30 percent
credit from overpayments from the preceding
year the year I opened. The credit whittled my
charge down to only $23 -- what a deal!
Conclusion
Without a doubt water is essential to self service
carwashing. However, it is not really all that water
intensive. Thanks to high pressure at low GPM;
effective, bio-degradable cleaning agents; and the
other special services and tools of our trade self
serve carwashing is (bar none) the most efficient
way to wash a vehicle.
Additional good news can be found in that we
run businesses that are not sewer intensive either. My year long study proved to the satisfaction of our city engineers the significant water loss
due to Carry Off. Evaporation, and Atomization
as well as lot clean up and landscape watering.
That loss ranged from a high of over 35 percent
during a hot, windy summer to a low of almost 7
percent. That low, however, was December 1989
-- the coldest month on record for as much as 100
years in much of the Northern latitudes. It was an
unusually bad winter month for carwashing. Not
only was it much too cold to wash cars, there was
almost no snowfall (or salt on the roads) to dirty
cars! And yet to prevent freeze ups my weep sys{continued }
WINTER 2015
37
FROM THE
SSCWN
ARCHIVES
Dollars Down
the Drain
38 WINTER 2015
2015 UPDATE
FROM LARRY
MORRISON:
SSCWN was also able to contact Larry
Morrison, still in business in Oregon, to
verify he is still enjoying the reduced
sewer rate and savings he achieved over
25 years ago. His response is below:
FROM LARRY: I just went to the
City water deptartment and am still
receiving a 25% reduction in the sewer
portion of my water/sewer bill. Since
more than half of the bill is for sewer
the savings are even greater. Over the
years, I have saved thousands of dollars
due to my research. As you probably
know, the article first ran in SummerFall of 1990 and was then reprinted in
Fall of 2001. I received a number of
contacts at first and very few later.
Since we have moved twice since
1990 maybe that is the reason. If you
wish you can run our e-mail with your
reprint in case others want to contact
me: larrynpammorrison@gmail.com
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FROM THE
SSCWN
ARCHIVES
Dollars Down
the Drain
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WINTER 2015
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Association
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FEBRUARY 17-18
FEBRUARY 22-24
Western Carwash
Association
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Phoenix, AZ
www.wcwa.org
MARCH 16-17
MARCH 29-30
APRIL 23-25
Heartland Carwash
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New Orleans, LA
www.secwa.org
JUNE 22-24
AUGUST 4
AUGUST 23-25
Midwest Car
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SCWA Regional
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Marriott Hotel
Colorado Springs, Colorado
www.swcarwash.org
Sheraton/Convention Center
Myrtle Beach, SC
www.secwa.org
OCTOBER 5-7
OCTOBER 5-7
NOVEMBER 10
Northeast Regional
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WINTER 2015
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52 WINTER 2015
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INNOVATIONS
From Coleman Hanna In Bay Tunnels
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54 WINTER 2015
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INNOVATIONS
Holding your employees accountable while you are off site is a problem most owner operators are experiencing. WashMetrics was developed to keep owners, managers, and employees connected even while
at a remote location. Conveniently check the app and know what is
happening at each location.
Your Wash, Convenience Store, Liquor Store, etc. will be humming,
making sure nothing is overlooked or missed during the day. If something happens while youre, notifications get pushed right to your
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Whether your run one location, or have 30, WashMetrics can be customized to tailor each ones specific needs and duties.Its completely
stand-alone, which means you do not have mess with your tunnel management or POS system.
You built your business to have a better life, its time to start living it.
Digital signage from Peerless-AV allows car washes to easily update their
menus and service offerings, as well as
the opportunity to sell outside advertising. A case study from the owners of
Clean Image Car Wash in Plainfield, IL,
showed how Peerless-AVs Xtreme Outdoor Digital Menu Board with Xtreme
optically bonded LCD
display gave the car
wash a modern look
while simultaneously increasing sales
by promoting daily
upsell specials and
weather-related services. With a kiosk-enclosed,
fully-sealed
display and a rain cap
that doubles as a solar shield to reduce
solar load, the menu
board is a complete
weatherproof signage
solution designed to be
both visually-appealing
and cost-effective. With
the new digital signage
solution,
customers
waiting in line could
more easily review the
current services and
promotions
than
with the previous,
too-busy static board,
leading to an uptick
in add-on services. In
addition, Clean Image now has the ability to swiftly change
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55
56 WINTER 2015
WINTER 2015
57
$24
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Statistic Brain
First Research
IBISWorld
ICA
BILLION
Estimated
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car wash
industry
BILLION
$9
BILLION
58 WINTER 2015
BILLION
59
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61
A Look at the
Numbers
From STATISTIC BRAIN, January 2014
(which cites MSSP, IRS, Professional Carwashing and
Detailing, and the US Census Bureau as sources)
Car wash industry annual revenue $5.8 billion
Car wash industry annual revenue including gas purchases $48 billion
Annual car wash industry revenue growth from 2006-2011 -1.6%
Number of full-service carwashes 9,000
Number of exterior conveyor washes 10,500
Number of self-serve car washes 36,000
Number of in-bay automatics 58,000
Total number of carwashes 113,000
Total number of car wash employees 350,000
Number of cars washed annually 2.3 Billion
Number of cars washed per day 8 Million
Percent of car washes that also dispense gasoline 65%
Percent of car washes owned by small business persons 90%
Estimate number of gallons of water used on each car 38 gallons
Average annual number of gallons of water lost per car wash 48,000
10,500
Number of exterior
conveyor washe
9,000
Number of
full-service
carwashes
62 WINTER 2015
36,000
Number of self-serve
car washes
58,000
113,000
ICA
80,500
First
Research:
14,000
IBIS
World
58,754
Annual expenses
Pricing
Equipment costs
Annual revenues
Other:
Labor costs
Other:
Additional comment:
WINTER 2015
63
64 WINTER 2015
WINTER 2015
65
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Fragramatics Quadra with the Free Vac Key Switch allows you to switch
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Standard vacuum function can be free or pay.
Customers always pay for premium services : Turbo Vac,
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8 different credit card systems to choose from.
(e-Port pictured/wireless). Can accept coins, tokens & bills.
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66 WINTER 2015
060513 FragramaticsAd_FreeVac.indd 1
6/10/13 9:42 AM
INDUSTRY DIRT
Carwashes participating in the
Grace for Vets program washed over
200,000 cars for free this past Veterans Day.
Military veterans in
the U.S., Canada, Australia and New Zealand
were treated to free carwashes at over 2,887
carwash operations as
thanks for their service.
The total number of free washes given in 2014
was estimated to exceed 233,000.
Grace for Vets, a one day event where veterans
and active-duty personnel get their cars washed
at no charge, was started ten years ago by Mike
Mountz, a carwash owner who operated four
washes in the Lancaster, Pennsylvania area. Local operators in each country publicize the event
to ensure that as many vets know about the free
wash as possible.
Its a great event and a super way to show the
men and women who have done so much for us a
small gesture of our appreciation, stated Jack Anthony, owner of Seven Flags Carwash, which operates washes in northern California. We are always
amazed at how much goodwill is generated by the
free washes, not only by those getting the free wash,
but also by the rest of our customers, he added.
Mountz hopes that the event will continue to
67
INDUSTRY DIRT
customer care.
PECO supplies carwash parts, equipment and
systems throughout the world, and it manufactures its own line of conveyorized equipment.
As Bloomberg.com reports, in 2013 Chinas vehicle population reached an all-time high of approximately 240 million cars, hence the need to
build additional state-of-the-art car washes there.
The car wash operators we sell to demand
equipment that delivers clean, dry, shiny cars
every time, so that they can keep their focus on
attracting and retaining customers, not repairing
equipment. We chose SONNYS because they
make equipment thats dependable, durable, reliable, and simply put, built for the long term. stated Shihou Li, A&T Car Wash Systems Owner and
Chairman of the Board
SONNYS The CarWash Factory, is the largest
manufacturer of conveyorized car wash equipment, parts, and supplies in the world.
Airlift Doors has promoted Sabrina Shrack to the position of sales account manager. A press release about the appointment said Shrack has worked for Airlift Doors
since 2008 and will now be charged with managing new and existing accounts while supporting
the rest of the company sales team.
68 WINTER 2015
Bozeman Distributors, a manufacturer and servicer of self serve and automatic car wash systems, received the 2014 Douglas Manship Sr. Torch Award for Ethics in Business
by the Better Business Bureau (BBB) of South
Central Louisiana. The group was acknowledged at
an awards banquet in October,
along with three
other businesses.
The award recognizes businesses that exhibit the
highest ethical standards of behavior toward customers, suppliers, users, shareholders, employees
and the community, according to a press release.
EXTRA!
EXTRA!
Read all
about it ...
Interesting operator news and tidbits from around the industry water cooler.
Hows this for fighting dirty? Los Angeles Waterkeeper, a water conservation group in Los
Angeles, launched a dirty car pledge in November
as a way to encourage residents to reduce their water usage during Californias drought. The pledge,
go dirty for the drought (also referred to as #dirtycarpledge on social media), asked county residents
to stop washing their cars for 60 days. At least 6,000
residents and three city governments participated
in the pledge.
But as a few car wash operators pointed out to a
reporter for Neon Tommy, an online news blog run
by students of the Annenberg School for Communication and Journalism at the University of Southern
California, the (perhaps) well-intentioned pledge
completely ignores the water conservation efforts and
efficiencies of commercial car washes, while also dismissing the very real risk of allowing dirt and oils to
build up on vehicles before they are washed away into
city sewer systems by rain. The Western Carwash Association spoke out against the pledge shortly after it
was announced, calling it careless and misguided.
Los Angeles Waterkeeper seemed to distance
themselves from the original bold statement of the
pledge after speaking with the reporter for Neon
Tommy, claiming the pledge is aimed to make
people think about their overall water use, not only
their car washes. The conservation group told the
news blog they share operators concerns about the
dangers of urban runoff and agreed that professional carwashes are among the more environmentally
friendly options for cleaning a vehicle.
Were in no way against the car wash industry or
trying to put them out of business or anything like
that, Communications Manager Rachel Stich told
the news organization. At least one car wash operator
the blog spoke with claimed the pledge had reduced
volume at their site, though, and the entire industry
69
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you can even get your car washed now that I can
think of is the one on Main Street.
Foster was the second owner of the car wash,
which was built in the mid-1960s by Don Dewhirst. He purchased the site in 1996.
Im certainly not going to miss the graffiti cleanup, he told the newspaper. Sometimes I could
come in on a Friday morning and there was graffiti on the front of the building, and then Saturday
morning graffiti on the back of the building.
Meanwhile, in New England, car
wash operators had a proactive response to news about the pledge in
California, reaching out to local news outlets
in order to espouse the advantages of using a professional carwash. Articles on AutoBlog.com and
Boston.com heralded the environmental benefits of
commercial washes, while also pointing out the corrosive nature of winter road salt on a vehicles finish.
Danny Paisner, president of ScrubADub Car Wash
and a former president of the New England Car
Wash, was quoted to great effect in the piece on
Boston.com, which also cited research by the Environmental Protection Agency on the dangers of dirty
cars contributing to urban runoff in major cities.
74 WINTER 2015
Dilution Ratio
630:1
Dilution Ratio
380:1
Dilution Ratio
250:1
Dilution Ratio
270:1
Dilution Ratio
380:1
Dilution Ratio
64:1
75
www.manniwashsystems.com
1-800-552-4492
1131 Greensburg Road Lower Burrell, PA 15068 Phone 724.337.8255 Fax 724.337.8554
76 WINTER 2015
High volume car washes that can deliver clean, shiny cars need
to be a WORK HORSE, and that is what the TURBO WASH is
often called. In fact, there are more units of the TURBO WASH
basic design that are 10, 20 even 30 years old that are still out
there washing cars. What other manufacturer can make that
statement?
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WINTER 2015
77
TRICKS TRADE
OF
THE
Presenting some of the best discussions of the self serve industrys headaches and
solutions from ACF. You can find more discussions like these on AutoCareForum.com.
Price increase
{continued }
78
WINTER 2015
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WINTER 2015
79
TRICKS TRADE
OF
THE
80 WINTER 2015
CONTACT YOUR
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WINTER 2015
81
TRICKS TRADE
OF
THE
Advice And Awareness From The Self Serve Car Wash Industry
than they have. Conversely, the higher you set the pre
auth amount to be, the more chance you have of a persons card getting declined. For instance, lets say your
pre auth is set at 15 dollars. Customer has 14 dollars in
her account, but was only planning on spending 4 or 5
anyways. Her card will get declined, and you will lose
the 4 or 5 dollars she was going to spend.
Following a time per coin decrease in our bays a few
months ago, I raised our pre auth amount from 15 dollars to 20 dollars. I had left it alone at first, and noticed
that quite a few people were hitting the max amount
limit on their cards because they were now getting less
time for their 15 dollars. So I raised it up to 20.
chaz: What are your cash and credit problems pric-
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82 WINTER 2015
customer used the bay for the maximum amount of time (30mins) and was charged
$18.75 + $1.50 sales tax for a total of $20.25. The charge was batched and processed
on 10/21/14 and a month later I get a notice from the credit card company saying the
charge was in excess of the preauthorized amount. So they credited me with the $8.25.
Ive never had this happen in 6 years of taking credit cards in SS bays. Im wondering if any of you have? I guess I have a couple of options. 1.) I can increase my pre
authorization amount to the maximum amount we would charge ($21.00) but that
will cause even more people to call and ask why they were charged so much when they
see the hold amount. 2.) I could lower our maximum time allowed from 30mins to
the amount that our pre authorization would cover.
Im surprised that this has never come up before, and Im wondering if any of you
have experienced anything like this with credit card clearing house chargebacks??
HAMILTON RNS
HAMILTON XE
ROWE BC-1400
TRICKS TRADE
OF
THE
soapy: I was at the WCA road show in Portland last week on one topic that came up during a round table
discussion was a question asking if anyone had put up a sign explaining expected car wash conduct for customers. He was wondering if anyone had done this and if they had any examples. No one had but all thought it
might be a good idea. The closest I saw to this was a sign about littering with the local enforcement code. I think
a good conduct sign in each bay would go a long way to prevent operator frustration. Does anyone have such a
sign in their car wash. I think a few things I would like mine to say are 1. No mechanical repair in bay 2. Keep
all debris inside bay area. No landscape debris rocks, bark etc. 3. No outside dumping ( carpet cleaners or dog
groomers 4. Exit bay to dry and detail car 5. Leave bay clean for the next car. i do not want it to sound preachy
but would like to spell out a few of the expectations we all have about our washes.
washnshine: I just saw a ss operator who had
signs posted on the property essentially saying:
No loitering on property
No loud music
Police enforced
It was more eloquent than I just wrote, but his sign was
aimed at keeping the wash from becoming a hangout.
WINTER 2015
83
TRICKS TRADE
OF
THE
Advice And Awareness From The Self Serve Car Wash Industry
threads and added ALL of the things I've found people have listed on signs. I like the "Customer Code of
Conduct" idea! Here is my list:
Notice: No Dumping Trash, Garbage, Mud, Grease,
Straw, Hay, Grass Clippings, Manure, Concrete,
Gravel, or other Debris in Bays or on Property.
No Truck bed or trailer washout.
No Hand or Bucket Washing
Bay meter must be activated while bay is occupied.
Vehicles left unattended will be towed
No Washing Engine Parts, and/or Allowing Oil,
Grease, Antifreeze, Paint, or other chemicals
into drains. It is a federal offense to pollute the
sewer system. DNR will be notified of violations.
Trash cans are for PAYING customers ONLY.
No tires, household trash, trash bags, or large
items are allowed on this property. Leaving
items outside of the trash cans is LITTERING
and will be strictly enforced by local police.
Minimum $100 Clean-up fee for any violations
of this notice! SMILE - You are on VIDEO.
Did I miss any??
mjwalsh: LOL ... you mean those aren't just bumble bees flying around. Some might prefer ... "Credit
Cards Only" & then add in fine print "the more access
to info about you the better"
Earl Weiss:
No Body work
No mechanical work
No painting
No using FB to clean out truck beds
No defecating in Bays.
Or simply:
Inconsiderate, idiotic, and stupid behavior will
not be tolerated.
Kevin James: I dont know of any other business
that puts out expensive equipment for the public to
use and allows the public to come onto their property 24/7 without any oversight, no attendant on the
property. With no attendant on the property this pretty much allows the public to do whatever they want.
As long as there are people there will continue to be
problems. Youre not going to change the public so
you might well face the reality that they will continue
to do whatever they want to do. You can put up all the
BS signs, install camera systems, call the Police, try to
fine them, but in the end theyre people and people
are pigs. Then you have to look at the of the self serve
carwash, public perception and the type of people that
come to a self serve car wash, I can tell you its pretty
low as is the class of customer.
sjb: For what it is worth... these are the 3 different
signs that I have around the lot...
Every Step you take, Every move you make,
We will be watching you...
Dance like nobody is watching... Really!
Cameras and Drones in Use Smile!
and at the bottom of each of those 2" by 2" signs it also says
Your friends @ Kirkwood Car Wash!
Twodose: How about "do not allow children to
play with or use equipment." I have told many a child
to not play with that, or get off of that, or if you can't
control yourself then go sit in your parents car till they
get done. I actually have that on one of my signs in one
carwash.
84 WINTER 2015
BE
COOL,
PEOPLE
mmurra: We have two signs on property 1) Cameras ... and 2) "We reserve the
right to refuse service to anyone" and occasionally we do.
gearhead: Why not have both?
The second one to let potential customers know the outstanding benefits
you offer. The first one to let potential
customers know more of the outstanding
benefits you offer.
WINTER 2015
85
86 WINTER 2015
Express Conversion:
Do you Dare...
Kate Carr
impression that these systems and formats are anything new. Gated POP sites have been around since
the 80s and unlimited self serve services even longer. Mini tunnels are a hot topic today, but the concept
is decades old. The first systems specifically branded
and marketed to SS operators were introduced about
15 years ago, while shorter conveyor systems (50-70
feet) have been around for decades before that.
Mini tunnels have enjoyed a lot more marketing
hype ever since the recession forced manufacturers
to push harder for sales and this in turn has seen
more dollars spent on R&D of these systems. As the
OEMs focus on perfecting the systems for the self
serve markets we now have better market data and
equipment for our SS sites. The self serve operator
today can put a 35 conveyor with space-saving wrap
design in an existing self serve bay with very little
changes to your building or site.
The point is: You have options. As youll discover by
reading SSCWNs interviews with Marcus and Marc,
most sites arent going to be able to keep their self
serve building while converting to an express and
some markets just arent worth the expense of a 90
conveyor. The important thing is staying current on
industry and customer trends, re-investing in your
business and remaining open to changing your format when the traditional self serve business is stagnant. After all, as Marcus Kittrell so eloquently put it
in our interview, below: If you want your business to
change, you have to change your business.
{continued }
WINTER 2015
87
Express Conversion
Interview with Marc Wilson, executive director of SECWA,
owner/operator of a converted express exterior carwash in
Pell City, AL, and a self serve in the Atlanta, GA, area.
SSCWN: Lets talk about the reaction to the SS-to-Express
panel discussion at the SECWA Show. It was an extremely
popular topic. I wasnt there and I had folks coming up to
me at trade shows in the Fall to talk about it. Were you at all
surprised by the enthusiasm for the discussion?
88 WINTER 2015
MW: When
MW: Our
{continued }
20%
10%
0
25.5%
9.1%
Without FastPassss
With FastPass
FastPass RFID
pass customers.
WINTER 2015
89
Express Conversion
Did you have experience with operating an express
carwash before you jumped into this?
90 WINTER 2015
Interested
in Gated POP?
MW: Honestly, I
MW: Well, when youre doing the self serve, youve got
a clean-up guy or you go do it yourself. But you find a
lot of self serve guys have another job, so theyve got a
clean-up guy. And hes lazy. So when they think about
express, they worry about how theyre going to manage that person. They think theyll have to be there all
day. But, really, its no different than working with your
clean-up guy, except maybe now hes got a little bit
more to do because he can prep the cars or direct them
on the conveyor. Then its just taking out the trash and
telling people with muddy vehicles they cant come
through. Its really no different.
The equipment is easier. Its like I said earlier, if something breaks, you just retract it and just keep washing
cars. Youre not shutting the whole tunnel down like
you would have to do for an automatic. Its actually
more efficient.
You know, the first time I went into a self service
equipment room and I saw all these solenoids and all
these hoses going everywhere; I was thinking, Oh my
God. But really its not that bad. When its foreign to
you it seems complicated. But the self serve guys can
adjust to that very quickly.
I look at it this way. I am a self serve guy: I had seven
self serves at one point. When I think about my options,
I know a gated wash could have increased business quite
a bit. But the express will change your world completely.
Im doing five times the revenue. Yes, my expenses went
up and Ive got more people, but when you do the math,
the gains are still there. Its a big difference. Youre making some interesting money.
MW: Well start the first of the year (2015). I was going
{continued }
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WINTER 2015
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Express Conversion
MW: Yes, I think so. I think you should try to keep it all.
A 50 foot tunnel and then some free vacuums, and
you get to keep your self serves and your automatic.
Something that Tim Jones [Champion Car Wash in
Tennessee] did, he put the tunnel on the side and then
he has four or five bays of self serve and hes got a gate
on those. You go in, you pay $5 and when it stops, the
gate comes up and you go back to the free vacuums.
Kevin Wood [Snappy Express Wash in GA] did the
same thing. And each time, their self serve business has
increased. Theyre doing a lot of volume. If you have
the space and you can lay it out, it works very well.
MW: What he did with one site -- where the gates are,
if the guy goes in and he only wants to spend $2, well,
he can do that. But hes got to back out of the bay.
The gate stays down. He doesnt get to drive through
for the free vacuums. But most people when they get
used to it, theyll pay the $5 to have the free vacuums.
I mean, it costs you $5 to wash your car anyway, right?
Theres another guy here in Alabama that added
about a 40-50 foot tunnel and kept the self serve. I was
talking to his brother the other day who came up here
to look around. He said he cant afford a tunnel at his
wash right now. He looked at my Pell City site and then
we went to Marcuss gated wash. Hell probably start
with a gated wash and then, if business improves, he
could try to put a little tunnel at the end. Its really not
that much. Worst case scenario you have two people
working for you, if you dont want to be out there. And
its going to keep your self serve clean as a whistle.
Marcus and I would go to Tims place, and first thing
92 WINTER 2015
Express Conversion
as we would normally do because we were going to
tear it down, and you can really tell the difference. People would call and say, Whats going on? The timers
arent working on the vacuums. I mean theyve been
coming there since they were kids when their dads
would take them there. Its a community car wash. But
when you start letting things go down, then they'll let
you know, too.
Its an old car wash. But its clean and its there. Do
the walls need to be replaced? Yes. That kind of thing.
But all the brushes are constantly new. That stuff. Thats
one of the biggest problems; youll hear Dale Reynolds
[Carolina Pride] talk about it all the time. You know,
self serves not dead. Its the people that own it that
are killing it. I mean, the owners are older or they have
another job and they bought it just to make some extra
cash. You need an attendant thats up there a minimum
of two times a day, and then you need to be checking
it each night. Or you need a full time attendant. You
need to gate it if you want to avoid a lot of those headaches. But thats whats happening -- they have other
jobs. And when you talk about express -- theyre not
going to do that.
And some guys are justtheyre just self serve guys.
Like, Greg Pack bought a wash from me a while ago
and I keep telling him he should put an express over
there. Just a little tunnel would quadruple the business.
But he doesnt want to do it. When we had that express, he hated to go over there and work at it. Hes a
self serve guy. I mean, some of them are scared of that.
But the freedom for someone like Greg -- who's got
several car washes -- you can roam around, youre not
stuck at one. And then theyre also worried they wont
make enough money to make it work. I like self serves,
too, but if someone came to me and said, Would you
build a self serve or an express? Id say, Express.
This other carwash that were re-doing, it will do the
same numbers as my Pell City one. And if you have
two of them that do that -- and keep in mind, these are
small communities -- they only do 5,000 cars a month.
You don't have to do these huge numbers. But youre
changing your life money wise. Thats a lot of money.
But I do understand the dilemma or the mindset of a
lot of these guys.
You know, Marcus just bought a self serve and he
was just gonna do two automatics there and I told
him, your whole brand is express. You can keep the
automatic and you can keep the self serve, but put an
express in there and then it matches your model and
you're keeping a very viable self serve business, too.
And he has decided to do that. Hes gonna bite the
bullet; gonna spend a little extra money and just do it.
A lot of these self serves are big enough to do that. I
just didnt have enough room in Pell City to even gate
the ones I had, or I would have tried that first. If youve
got a car wash, a self serve, that was successful and its
gone down now, youre going to know how much business its going to do, pretty much. And thats like, with
Charlie Bell [American Pride, NC] he had successful
car washes, some of the most successful self serves in
the country, and then he just added a tunnel and it
went through the roof. Because you just add on to that
business. Thats pretty neat. I think the self serves can
bring it back and they can bring it back strong. They
just need to be willing to make the leap.
MK: We bought an existing 3 bay self-serve/3 bay automatic. We had actually looked to demolish the whole
property -- the whole building -- to move it, but once
we started looking at it, the building was really sitting
in about the perfect place. So we wondered, Can we
just knock the walls out and put the conveyor inside
that car wash? And it absolutely worked out.
Our site is parallel to the street and we had to
change the entrance and exit of the driveway. Where
people were used to coming into the entrance, they
now had to exit. And where people were exiting,
theres the entrance.
This was already a pretty nice building. When
they built it back in 2003, I think it was doing about
$240,000 a year in gross sales. When I talked to the
guys, back in 2013, the income had dropped to about
$140,000. Still profitable, but they just wanted out.
They considered building an express or adding a mini
tunnel inside one of the automatic bays. At the same
time, though, I had bought some property down the
street and I was going to build a conveyor. We were literally just three blocks from each other. So they came
to me and said, look, theres no point in us competing
against each other. So we struck a deal and we took the
property over. First, we thought like they did that we
would do a mini tunnel, too, and operate the self serves
and the two automatics. But once we really looked at
it, we said lets just make this a conveyor.
MK: Well,
MK: I thought real hard about that, too. I really did. But
there are no conveyors in that market over there. So I
was afraid that if we didnt do it, then somebody would
do a conveyor and then all of a sudden Ive got a gated
self serve thats got to compete with an express. And
Ive got a lot more money in this car wash than I do in
the other one that Ive already gated.
{continued }
WINTER 2015
93
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Express Conversion
pensers that go into the bay so you can offer free vacuums. It just depends on if somebody wants to spend
the money and reinvest in their site.
The problem with self serve guys is theyre not going
to go up on their price. Thats the problem. Theyve got
to go up on the price some. They can get paid for the services theyre offering. Especially if theyre reinvesting in
the site, theyve got to charge the customer for that value.
But I understand the operator concerns. You know, if
I had to depend on my self serve Id be in big trouble.
Thats why we decided to gate it. That was the best
thing I ever did to that particular location. Thats not
for everybody -- not everybodys car wash lays out
that way. But that one does. Youve got to be creative
and youve got to be open-minded. The self serves are
taking a hit, theres no question. But the guys that are
giving up thats not necessary. Theyve got to change
their model some or theyve got to invest in it. Where
self serves and automatics can compete, most of them
are open 24/7, theyre open when it rains. A lot of expresses close. Theres business to be had -- it all depends on how badly you want to be in business. But it
is a tough market. Youve got to be willing to open your
eyes and look at your model and see if you can change
it and make it better.
96 WINTER 2015
MK: I think so, if youve got the right person running it.
You can do that. Theres folks that do that with expresses. That can be done. Is it ideal? Probably not, because
theres going to be days your manager doesnt wanna
show up or is sick. Once you bring people into it, then
youre going to have the people problems. Whether
youre full time with them or youre at work. It doesnt
matter, once you incorporate that, youre going to have
the same problems whether youre there or not. The
question is: How will you handle it? You know, can you
handle it from work? Does your job allow you to? If
youre a fireman or a policeman, itd probably be hard
to take care of something. But if youre in an office and
you can handle some phone calls here or there and put
out fires, you could probably have somebody help you
do that. I wouldnt let that be a roadblock not to do it.
I think the upside is too great. I would rather have that
problem then have the problem of losing money on a
self serve to an express coming down the street.
MK: I only operated it for like a month before the renovation. But they started out at like $240,000 a year.
When I took it over, it was on pace to do $140,000,
I think, based on the numbers I got. So now, where
we were doing, lets say $10,000 a month, now were
doing, $40,000 and $50,000 a month. Im not going to
say it was a no brainer, but Im glad we did it.
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WINTER 2015
97
Express Conversion
MK: You know, it really is just a perfect project that I
was able to trade that other property for. And I have
been looking at this like a self serve guy -- not an express guy. Ive had to ask myself especially since I
dont want to spend too much money how I can improve the bays and the automatics and then Ive had
to consider if I should double up on the automatics or
make the jump to a conveyor. Do I want my cake and
to eat it, too? Ive been working through all that decision making the last few months. Because this is a small
market; this is not a big market at all.
The difference with us is that we already have the infrastructure for the labor. Well pull that from our other
express washes. Weve got that piece of the puzzle. But
we do still have to worry about the return on investment -- so is it worth doing it? Thats where Im at right
now: Is it worth the conveyor? Or, can I have a better
return, not as much money in it, with just a couple automatics and a gated self serve with free vacuums?
Ive got $285k in this site that I traded for; so now
Im saying: If I want to go all out, Ill have to invest
$500k, so now Ive got $800k, maybe almost $900k in
this thing. Can I make it work with a conveyor/automatic in that? Or can I invest maybe just $250k? Dress
up my self serve. Add a new automatic. Add some free
vacuums. But then I have to worry about an express
coming in down the street later on.
Expresses are moving into smaller and smaller markets. Theyre coming. You know, my son is 17 years old.
And Ive been in the car wash business forever; the self
serve, the full serve, the express. But all he knows is the
express. He doesnt know the other types of washes.
And thats what youre seeing. A 16-year-old can go to
an express and get their car washed for $5 or $6, such a
great value, and they only gave up three minutes of not
texting or talking on their phone, because theyre in
the free vacuum cleaning out their car. They only gave
up a few minutes of their time.
I understand the self serve guy dilemma. Thats
why Ive decided, listen, were probably just going to
put a mini conveyor down at this wash that we traded
for. Whether I spend $250k or $500k, I think that we
will get the better return for adding the mini, because
were completely changing the model of that car wash.
Were keeping some of the old, were keeping the self
serve, but were going to Superman it. Were going to
come in and put air dryers in the bays. Were going to
put undercarriage in there for the customer to use.
Were going to give you a way so that if you pay $5,
you can go back as long as you want for free vacuums.
This is how weve decided we have to do this in order
to keep up with me -- because Im the closest competition. Ive got to compete with Marc-1. So how can I
do that? How can I keep Goo Goo or somebody else
from coming in on top of me? And thats how we can
do it. Thats when the decision gets made. Some people dont want to go to the expense of spending a half
million dollars, and I completely understand that, too.
But if youre not willing to play the game, you cant
complain about somebody that is.
MK: They need to look at: How can I improve the self
98 WINTER 2015
{continued }
warsaw-chem.com
WINTER 2015
99
Express Conversion
look at all the customers that are loving it. We went
up to $6 at all our washes last January, and to be
honest, between all four sites, I dont think we heard
from more than 5 people. All we did, when they complained, was give them a free car wash. And that shut
down all the complaints. Ive had no problems. Thats
how we need to operate. Its definitely a big decision.
I can understand that. When you add the mini tunnel, youve got to upgrade your electrical service and
theres a lot of work in that. Youre labor headaches, all
that, your expenses are going to go up. But Ive never
known anyone thats put in a mini tunnel and wanted
to take it out. No ones gone back the other way. The
guys that have made the improvements, theyre not
pulling em out. That tells you something there. But
like, Tim Jones, he loves the mini tunnel. Hes going
to keep making the tunnels longer and longer. But he
loved that model -- that in-bay and the mini tunnel at
the SS. Thats why Im going to copy that. Because if
it works for him, maybe I can make it work, too. The
guys that are changing are the ones that are making
things happen.
MK: Well, I love the car wash industry. And Im into helping out. And Ive always said, if you want to come see my
sites, come on over. Matter of fact, well be meeting some
people on Monday who are flying into town.
We're in a competitive marketplace here in Birmingham, weve got really good operators everywhere, in
express and in self serve. It has made us better operators. Do I like it that Ive got competition building
here and there? No. But theres nothing I can do about
that. But I can change what I can do; or I can say were
going to do better in this area or were going to keep
this cleaner or were going to make sure the customer
wins when he puts his money in or were gonna pay for
an antenna if we break it. Were going to do things in
the right way, and hopefully in the end, that pays off.
So far, it has.
You take, Charlie Bell in the Carolinas. Charlie has
done a phenomenal job in his carwashes. He probably
runs the best self serves and automatics of anyone I
know of. Everything has to be perfect at his sites. Hes
now on his fourth mini tunnel added to his car wash.
Hes been a very successful self serve and in-bay guy,
and all hes doing is adding this one component to his
very successful self serve and his very successful in-bay
and adding a little labor to it. Theyre just 50 foot tunnels. So thats another good self serve operator who
says, Hey, Im going to add this, to expand the model
for the customer, so they dont have to wait in lines.
Thinking about
adding a mini
tunnel? Answer
these questions:
Do you have the space?
A mini tunnel can potentially fit in an existing self serve bay
or replace an in-bay automatic, but self serve operators
also need to consider ingress/egress and stacking space
for throughput. Most of the operators weve spoken with
through the years have insisted a 40-50 conveyor is ideal.
WINTER 2015
101
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Highlights from WCA Show 2014 -- the Associations last ever solo show!
ICA CEO Eric Wulf comments on ICA/WCA Expo Partnership, delivered at the show:
Thanks to Brad for that introduction and overview. I just want to reiterate a couple of things he said. Number one, that this truly is a
partnership and thats how this has been approached for several years. In fact, I really give credit to Brad Hooper, Chris Buscaglia,
Ross Hutchings, and others. This really began, if you go back I think, 3 or 4 years to the Water Savers Program when we began
offering the program to WCA members you neednt only be an ICA member. And the reason we did that was because we felt like
thats an example of a program thats good for the industry. So lets not be parochial lets not fight over this program versus that
program. Its a similar strategy with trade shows. The vision that Brad and his team and the board has put forth for WCA becoming
very impactful locally and for them to not have to handle and give the resources to managing a 3 day trade show every year. And
instead saying, We want to participate in a trade show with ICA we really want to focus on the members and their states, and their
cities, and their counties on water issues or whatever else it might be that impact their business. Thats an exciting vision and its
one that were really happy to support. And so when you see the show in April at the convention center here in Las Vegas, you will see
a true partnership. Youll see the ICA and the WCA booths together, youll see an area where WCA education continues. So we think
this is truly an exciting model for a way that we can both add value and do things best and support each others organizations. But at
the end of the day, its really about supporting operators and suppliers where we can both be impactful. So kudos to this whole team
for driving that vision, and thank you and enjoy your show!
Eric
Wulf
Restricted Commercial
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WINTER 2015
107
Darwin
Carwash
at the
www.TheCarWashShow.com
WINTER 2015
109
And when
Darwin isnt
wearing his
customer
hat or operator hat, hes
sometimes in
a postmans
uniform.
At least thats the story out of
Brampton, Canada, where the manager
of New Image Car Wash found several garbage cans
stuffed full of ad mail over a weekend in October,
and then another estimated 1,900 pieces of mail the
following Tuesday. The local newspaper wrote about
manager Adam Tassones discovery and he even contacted the local post office -- but that didnt stop the
rogue mailman.
This guys pissing me off, Tassone told the
newspaper. Im not a dump site. People seem to
think that at a coin car wash, people can do whatever they want, that they can dump whatever they
want. The mail included flyers from a local orthodontics office, a pizza shop and a campaign postcards for a recent political race.
According to comments made by a Canada Post
spokesman, the person responsible has been identified, but no disciplinary measures were revealed.
SOFTGLOSS XS
NEOGLIDE
BRUSHES
WINTER 2015
111