American Coin-Op - July 2014

EXHIBIT IN PRINT

With no major trade show for our industry this year, how can manufacturers and suppliers deal with this dearth of opportunities to show off their equipment and services, and how can self-service laundry owners and managers learn more about them?

American Coin-Op takes a crack at filling the void by hosting its own “trade show”—the Exhibit in Print. All the pluses of a live trade show come without sore feet and distractions that attendees may encounter inside an exhibit hall.

The show floor is open, and our exhibitors await!

SHOW’ COMES TO

THE BOTTOM LINE: EVERY CUSTOMER MATTERS

A regular (recurring) customer brings in $500 volume every year, columnist Howard Scott reminds us. What’s that mean? It means that every customer is important, and your business should be about building relationships. Scott addresses store promotion and maintaining a continual program of winning new customers.

LOOKS GOOD ON PAPER

‘TRADE SHOW’ THAT COMES TO YOU

The Clean Show is the pre-eminent trade show for the textile care industry, and it’s on an every-other-year schedule. With the next edition still nearly a year away in Atlanta, how can owners and managers of self-service laundries, like you, get their trade show fix?

On even-numbered years (since Clean is staged on the oddnumbered), American Coin-Op fills the void with the Exhibit in Print. We bring our “trade show” to you!

This issue’s display advertisers have set up “booths” to acquaint readers with their latest products and services. For many years, the American CoinOp Exhibit in Print has enabled readers to discover valuable tools and resources without having to leave the comfort of their stores or homes.

There’s no travel expense or hassle, no need to walk miles of aisles. There are no “live” demos here, sure, but you can easily get additional information on any product or service by visiting the exhibitor’s website or calling directly.

You’re already registered—just make your way to page 8 and hit the floor.

TURN UP THE VOLUME

Did you realize, according to small-business columnist Howard Scott, that a regular (recurring) customer is worth $500 in volume a year? That’s why he emphasizes the need for coin laundry owners to actively promote their businesses and maintain a continual program of winning new customers.

Don’t have the time to hit the streets to drum up business, you say? Scott has some suggestions for how you can get the work done and play the Pied Piper. Check them out beginning on page 24.

Here’s hoping that this first issue of summer finds you having fun in the sun!

Bruce Beggs Editorial Director

EDITORIAL

Charles Thompson, Publisher

E-mail: cthompson@ americantrademagazines.com Phone: 312-361-1680

Bruce Beggs, Editorial Director

E-mail: bbeggs@ americantrademagazines.com Phone: 312-361-1683

Roger Napiwocki, Production Manager

Jean Teller, Contributing Editor

Carlo Calma, Editorial Assistant

Lauren Dixon, Charles Thompson II, Interns

Nathan Frerichs, Digital Media Director

E-mail: nfrerichs@ americantrademagazines.com Phone: 312-361-1681

ADVERTISING

Donald Feinstein, Natl. Sales Director

E-mail: dfeinstein@ americantrademagazines.com Phone: 312-361-1682

OFFICE INFORMATION

Main: 312-361-1700 Fax: 312-361-1685

SUBSCRIPTIONS

630-739-0900 x100 www.AmericanCoinOp.com

American Coin-Op (ISSN 0092-2811) is published monthly. Subscription prices, payment in advance: U.S., 1 year $39.00; 2 years $73.00. Foreign, 1 year $89.00; 2 years $166.00. Single copies $7.00 for U.S., $14.00 for all other countries. Published by American Trade Magazines LLC, 566 West Lake Street, Suite 420, Chicago, IL 60661. Periodicals postage paid at Chicago, IL and at additional mailing offices.

POSTMASTER, Send changes of address and form 3579 to American Coin-Op, Subscription Dept., 440 Quadrangle Drive, Suite E, Bolingbrook, IL 60440. Volume 55, number 6. Editorial, executive and advertising offices are at 566 West Lake Street, Suite 420, Chicago, IL 60661. Charles Thompson, President and Publisher. American Coin-Op is distributed selectively to owners, operators and managers of chain and individually owned coin-operated laundry establishments in the United States. No material appearing in American Coin-Op may be reprinted without written permission. The publisher reserves the right to reject any advertising for any reason.

© Copyright AMERICAN TRADE MAGAZINES LLC, 2014. Printed in U.S.A.

Bruce Beggs

CUSTOMER INPUT KEY TO PERFECTING EQUIPMENT MIX

More and more coin laundry customers are flocking to 40and 50-pound-capacity washers, according to the majority (46.3%) of store owners surveyed in June’s American Coin-Op Your Views survey.

While 22% of store owners say they “haven’t noticed any significant [equipment] trends,” 17.1% say customers in their area are “flocking to larger—75-pound plus—washers,” while 12.2% say their customers are also utilizing larger-capacity dryers.

A small share (2.4%) say customer usage of smaller-capacity front loaders (18 and 25 pounds) is decreasing. There were no responses indicating that customers exclusively “want more top loaders” or “don’t want top loaders.”

Regarding the trend of top loaders, three-quarters of respondents say they offer such equipment in their stores, while 25% say they do not.

While one respondent believes top loaders “will be history soon,” others begged to differ.

“While we hear everyone say [they are getting] rid of those top loaders, we have many customers—single people and elderly— that have such small loads [that] our top loaders are in demand,” one says.

A resounding 82.9% say they are satisfied with their store’s equipment mix, while close to 15% say they are not; a small percentage (2.4%) say they are not sure.

The majority of store owners say they “seriously evaluate” their equipment mix annually (43.9%), while even shares of 14.6% say they do this “every one to two years,” “every two to four years,” or that they “don’t evaluate” their mix at all.

Roughly 12% say they evaluate their equipment mix “every four to five” years.

Many store owners believe that staying abreast of customer needs is key to perfecting equipment mix.

“Don’t be afraid to ask questions of customers [and] why they use the machines they do, regardless of load size,” one respondent says.

“We watch and talk to our customers at every chance,” says another. “We listen to what our customers want, and the majority wins. We also educate them on the benefits of doing one large load for less money and much less time in the store.”

American Coin-Op’s Your Views survey presents an unscientific snapshot of the audience’s viewpoints at a particular moment; due to rounding, percentages may not add up to 100%.

Subscribers to American Coin-Op e-mails are invited to participate anonymously in an industry survey each month.

The biggest trade show in the textile care industry is the World Educational Congress for Laundering and Drycleaning — the Clean Show. It’s the one time and place that manufacturers, suppliers, store owners and managers can all come together to check out the latest products, services and more.

But the Clean Show only occurs every other year. New Orleans hosted the last Clean Show last year, and that seems like a distant memory now. Plans for Clean 2015 are under way, and we’ll be heading to Atlanta for that show next April, but that seems like a long way off.

That leaves us with no major textile care industry trade show this year in the United States. How can manufacturers and suppliers deal with this dearth of opportunities to show off their equipment and services, and how can self-service laundry owners and managers learn more about them first-hand?

American Coin-Op is taking a crack at filling this void by hosting its own trade show—the Exhibit in Print—in this month’s issue. This “trade show you can put in your pocket” has a lot of the benefits of a live trade show: letting owners and managers peruse the booths of manufacturers and suppliers and check out all of the latest products and services. The best thing about the Exhibit in Print? All the pluses of a live trade show come without the sore feet and distractions that show attendees may encounter inside an exhibit hall.

All the “booth” articles have been submitted by the exhibiting companies. Any claims made in Exhibit in Print are those of the participating companies, not American Coin-Op.

It’s time to hit the floor!

Setomatic Systems

SpyderWash® Payment System by Setomatic Systems allows Laundromat customers to use debit/ credit cards, coins or a pre-paid loyalty card to start any of the store’s machines. More options mean more satisfied customers, a busier Laundromat, and a better bottom line.

Setomatic Systems has been committed to bringing innovative products to the laundry Industry for more than four decades. First introduced in 2009, SpyderWash® is no exception. By incorporating the latest in payment technologies such as NFC and RFID, Setomatic Systems has developed a system for the future.

Near Field Communication is the newest technology used by such companies as Google for Google Wallet, and ISIS—jointly formed by AT&T Mobility, T-Mobile and Verizon Wireless—for their mobile wallet. With NFC and RFID imbedded into every SpyderWash® Payment System, customers will be able to use these new and growing technologies by either tapping their NFC-enabled phone or an RFID-embedded credit/debit card right on the SpyderWash® reader to start washers and dryers.

With a host of reports and other options available, a busy Laundromat owner can check on operations from any Internet-enabled device; monitor all daily revenue; and receive alerts when coin boxes are ready to overflow. Customers can also benefit from a host of loyalty card features that come standard with the SpyderWash® Payment System.

www.setomaticsystems.com 516-752-8008

Every little hinge, hose and housing is engineered with long-lasting energy savings in mind.

**

The closer you look at Maytag® equipment, the more resourceful thinking you’ll see. Take the innovative TurboWash™ System, for instance, which allows our MFR30 washer to deliver impressive cleaning power—along with the potential to cut your water use by over 60%.* Add to that extra-large capacity that helps you turn more profits per load, plus our 5-year warranty** on every single part. Visit mclaundry.com for digital brochures, or for more information, visit our website at maytagcommerciallaundry.com or call 800-662-3587.

*Average savings by using super cycle, compared to previous Maytag MFR washers; actual savings varies by model.

**Visit maytagcommerciallaundry.com for warranty details. ®

Maytag. All rights reserved.

Continental Girbau

The Express Laundry Center™ package—a proven and complete turnkey solution for new vended laundries from Continental Girbau—is free of franchise restrictions, costs and red tape, the company says.

Express Laundry Centers deliver a 60-minute wash and dry, while offering store owners a variety of advantages, including lower utility costs and increased profit potential. Express Laundry Centers feature high-speed ExpressWash Washer-Extractors and complementing ExpressDry Dryers; branded store services, like Drop & Shop and Load & Leave; marketing and public relations support; as well as management and operational assistance.

Unlike traditional vended laundries, Express Laundry Centers use significantly less water, natural gas and electricity, Continental Girbau says. Company research shows a 3,500-square-foot Express Laundry Center can save an estimated $30,797 per year in utility costs.

www.continentalgirbau.com/exlc 800-256-1073

Gold Coin Laundry Equipment Inc.

The full line of equipment carried by Gold Coin Laundry Equipment is displayed in a working environment in a 13,000-square-foot facility of offices, warehouse space, and an interactive selling floor. Demonstrations on Dexter 100G and 200G washers show potential buyers the differences between the two. Standard’s EasyPay kiosk and a CCI debit card demo system are also up and running.

Begun in 1987 by industry veteran Fred Pratt, Gold Coin is a full-service Dexter distributor with a territory that extends from New York City to Long Island, into upstate New York, and to the northern half of New Jersey. In addition to selling equipment, Gold Coin’s fully stocked parts department ships nationwide.

Gold Coin was named Dexter’s 2013 top Distributor in the East for the sixth consecutive year, as well as 2009’s Distributor of the Year.

Gold Coin’s annual “Founder’s Day Sale” is scheduled for Sept. 17-18.

www.goldcoinlaundry.com 800-952-1474

Hamilton Engineering

Hamilton Engineering’s EVO

Companion water heaters are an ideal water heating solution for any laundry or Laundromat, the company says. The compact water heaters require only a minimal footprint, and they are among the most efficient water heaters available with no flow restrictions or limits on the hot water supplied.

For laundries in areas of poor water

quality, or if a current water heater suffers from buildup, then the Indirect Companion may be the solution. Poor water quality could include hard water, a high pH level, or a water chemistry prone to scale in the water heater. The Indirect Companion heats scale-forming water without the risk of developing scale buildup or a loss of efficiency.

www.hamiltonengineering.com 800-968-5530

How Many Coin Laundries Has Your Insurance Agent Handled?

One or Two? Three?

I’ve personally handled insurance for hundreds of coin laundries! I’ve already dealt with most any issue your business is likely to face. If you have any questions about insuring coin laundries, I can and will give you a prompt, clear answer. Skeptical? Call me with a question and find out for yourself.

There’s more: I’m just one member of a team of experts. NIE has been insuring fabricare business since 1915!

Anne

Maytag® Commercial Laundry

Maytag Commercial Laundry’s exclusive web-based laundry room-management system, Maytag Connect 360°™, allows coin store owners to differentiate themselves from the competition and keep an eye on profits from anywhere. The system offers yet another way to reduce downtime, increase profits and attract today’s technically savvy customers all while simplifying operations for an owner.

Whether at home or on the go, Maytag Connect 360°™ allows owners to:

• Retrieve information on money collection and analyze usage patterns;

• Remotely set up and modify vending prices to maximize profits;

• Review cycle data and predict maintenance needs; and

• Receive service code notifications that can be forwarded immediately to a service technician.

Maytag Connect 360°™ is enabled by a small exterior device that fits current Maytag® Commercial Laundry models or can be retrofitted to work with older units.

www.maytagcommerciallaundry.com 800-662-3587

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Huebsch

Huebsch® provides Laundromat owners an advantage with the HCN060, a 60-pound front-load washer-extractor with eBoost™ technology and Galaxy™ 600 controls. Washer-extractors with eBoost are efficient with an advanced inverter drive technology, improved cylinder design and improved sump system design. The equipment uses 33% less water per cycle than similar models, Huebsch says, while reducing nonwash water below the cylinder, all of which helps an owner save money. Also included is patented Water Guardian leak detection, which warns of problems

in the drain and fill valves and helps eliminate wasted water and resources. Galaxy 600 controls enable store owners to utilize multi-level vend pricing, time-of-day pricing, and the “Extra Wash” and “Extra Rinse” green cycle modifiers. These controls allow owners quick access to machine data and alerts through the use of a computer, along with easy programming and information retrieval for complete control and convenience. www.huebsch.com/info 800-553-5120

ESD Inc.

ESD has served the Laundromat industry since 1969. The company introduced innovations such as the vertical coin slide to the U.S. market; today, that slide is the standard for the world.

In the early 1990s, ESD introduced another innovation by developing a line of electronic Smart Card payment system products. ESD took the lead in the industry, and the company today claims a wide variety of such systems.

ESD developed a magnetic-stripe card system that offers an economical alternative for Laundromats. ESD’s engineering research team is developing new applications that offer dependability, advanced technology and full accountability.

The ESD electronic product line includes an expansive selection of options designed to appeal to a wide range of users. The legacy Smart Card products continue to be widely used in the multi-housing market and in some Laundromats. CyberWash uses the mag-stripe card and features different marketing tools to help entice and hold customers.

CrossLink is a wireless system that allows the acceptance of both coins and mag-stripe cards on the same machine, and, when combined with ESD’s MyLaundryLink software, the tracking of all transactions in real time. SmartLink wireless card readers read both mag-stripe cards and smart cards, and CyberLaundry is a wireless product that adds mag-stripe loyalty cards and a VTM to the mix. CyberLaundry also employs the MyLaundryLink software that offers real-time information accessible from any computer or smartphone in the world.

www.esdcard.com 800-523-1510

Monarch Coin & Security Inc.

Monarch Coin & Security Inc., family-owned and -operated since 1903, manufactures coin and token slides; coin boxes; locks; extensions; security guards; coin-box guards; meters for showers or outdoor lighting; bathroom door locks; and Key Kop locking key rings; as well as soap machines and change machines. The company also offers keyed-alike locks/boxes for no additional charge.

Customer satisfaction is a company priority, and most orders ship within two to three days.

www.monarchcoin.com 800-462-9460

AC Power Co.

AC Power Co., a family-owned and -operated distributor for more than 40 years, specializes in Electrolux and Wascomat laundry equipment and parts. The company’s focus is customer service. AC Power’s service technicians are among the best and most knowledgeable in the business, the distributor says. They work to know their customers, not just on a business level, but also on a personal basis so that they can “see” the customer’s vision. The AC Power staff has more than 150 years of combined coin/debit Laundromat experience.

AC Power builds from the ground up, and offers everything a debit/coin laundry owner needs to be successful. Its business success is based on its customers’ business achievements, and it goes that extra mile to make sure that customers have all the tools they need to be financially successful.

www.acpowerco.com 800-362-1900

NIE Insurance

National Fire and Indemnity Exchange was founded in 1915 to provide insurance products to the drycleaning and laundry industries. Throughout the years, NIE has written thousands of policies for coin laundry operations, including attended, unattended and 24-hour operations. NIE’s staff has the expertise to handle the needs of all types of coin laundries and to help solve any problems customers may have.

NIE is a reciprocal exchange, meaning NIE policyholders own NIE and insure each other; there are no stockholders. All NIE policies are non-assessable so policyholders don’t have to worry about premium assessments if NIE were to become unprofitable.

NIE’s policyholders elect an advisory committee of dry cleaner and coin laundry owners. That committee decides how to invest NIE’s assets, what actuarial firm should analyze NIE’s loss reserves, and what CPA firm should audit NIE’s financial statements. The committee speaks on behalf of all policyholders and in those policyholders’ best interest.

NIE’s workforce is located in St. Louis. When there is a coverage question or service need, customers receive a prompt, efficient answer, the company says.

www.nie.biz 800-325-9522

Card Concepts Inc.

Card Concepts now offers FasCard, designed for vended laundries to allow store owners the ability to accept any form of payment, whether it be coins, credit/ debit cards, loyalty cards or any combination. FasCard can accept and monitor them all.

Easy-to-install, easyto-use wireless card readers provide large graphical displays that work with nearly any

machine. FasCard also allows store owners to implement any number of loyalty programs, including Big Bill Bonus, Free Dry, Loyalty Points, Group Discounts and Time of Day pricing.

Smartphone interface allows customers to interact with the system, start the machines, receive end-ofcycle e-mail notifications, and even check to see if their favorite machine is in use before they come to the Laundromat.

Card Concepts does not require a minimum cardreader purchase, so owners can start with a few readers and add more over time.

www.fascard.com 866-860-1660

CHEETAH FAST CUNNING SLEEK AGILE

Coin-O-Matic

Coin-O-Matic, family-owned and -operated since 1921, is an exclusive full-service laundry equipment distributor in the Chicago area and in northwest Indiana. Distributing Speed Queen laundry equipment, Coin-O-Matic provides its customers with profitable investment solutions. The company’s team of experts offers vend price strategies, utility conservation, site selection, and on-site repair service.

In today’s dynamic marketplace, every Laundromat owner needs a partner with experience, and Coin-O-Matic can provide that component.

www.coinomatic.com 708-371-9595

Mountain Electronics Inc.

Mountain Electronics specializes in repairing computer boards for the commercial laundry industry, repairing all types of electronic control boards from all the major manufacturers, including ADC, Dexter, Continental, Huebsch, IDC, IPSO, Keltner, Maytag, Primus, Speed Queen, UniMac, Wascomat, and Whirlpool.

Mountain Electronics has been repairing the main control boards from all commercial washers and dryers since 2001, and the company stays on the cutting edge of technology in order to be able to repair the newest control boards on the market. Many parts are also becoming obsolete, and Mountain Electronics is able to help Laundromat owners maintain older machines at an affordable price.

The company now repairs Delta variable frequency drives (VFDs) and inverters from Dexter and Wascomat washers.

The company’s goal is to offer high-quality repairs with a fast turnaround time. Each computer board sent in for repairs is thoroughly cleaned, repaired and tested by skilled technicians using high-tech test simulators, Mountain Electronics says.

www.mountain-electronics.com 800-370-6053

Royal Basket Trucks

Royal Basket Trucks continues to offer superior cart solutions supporting commercial laundries and dry cleaners. Royal’s full line of wire laundry carts are produced in Wisconsin and feature a durable, black vinyl-dipped wire basket with PVC topping mounted to a powdercoated steel base. The cart moves easily and quietly on non-marking, polyurethane casters, and carts are available in three sizes, including a tapered front cart

for front-load equipment. All models offer optional single and double garment hangers.

Royal also offers a full line of basket trucks, poly trucks, bulk linen carts, hampers, etc., for sorting, collecting, processing and transporting. Products are made to order and shipped with only a short lead time.

www.royal-basket.com 800-426-6447

www.americancoinop.com

Laundry Concepts

Family-owned and -operated for the past 15 years, Laundry Concepts offers excellent customer service, a representation of quality products, and new, innovative ways to improve the self-service and on-premise laundry industries, the company says.

It offers exclusive Illinois distribution of FasCard, a new wireless card reader designed to provide customers the ability to pay with credit card, coins or even loyalty cards at each washer, dryer or vending machine. FasCard’s remote accessibility and online reporting

features give Laundromat owners the freedom of a loyalty card system without a huge investment.

The Laundry Concepts’ online store is improving its parts availability and provides quick turnarounds. Customers can sign up on the website (www.lcparts.com) to receive monthly and web-only weekly specials via e-mail.

Dion Marcionetti and his family are proud of their relationships with so many successful business owners who have contributed to the growth of the company. With a combined 100-plus years of experience, the company knows how important it is to treat every phone call, walk-in and e-mail with the highest level of respect and customer service, the same way the Marcionettis treat each other— like family.

www.laundryconcepts.com 800-845-3903

Dexter Laundry Inc.

As an industry leader in commercial and on-premise laundries, Dexter Laundry Inc. has been offering quality laundry equipment for more than a century. Completely employee-owned, Dexter offers a complete line of front-loading washers and dryers made entirely in America.

The Iowa-based company annually reinvests millions of dollars into ways of improving the laundry experience for customers. With hard work and research, Dexter now offers its Express machines. They feature heavy-duty bearings and an AISI 304 stainless steel top, front and side panel. A sump-less outer tub design further enhances performance by saving water on every cycle, while perforated cylinders and raised baffles provide excellent wash action.

Dexter Express washers and dryers are available in a wide range of sizes, including 20-, 30-, 50-, 60and 90-poundcapacity washers, as well as 30- and 50-pound-capacity stack dryers. Dexter’s Express washers feature 200-G-force extraction for greater efficiency.

www.dexter.com 800-524-2954

NY Laundry Equipment

Are you looking for unbeatable prices on the largest variety of Laundromat equipment, parts and supplies? If so, contact NY Laundry Equipment Corp., the premier distributor of pre-owned commercial laundry equipment.

Let our expertise work for you: from finding and analyzing locations, to providing the best in refurbished or used equipment, to financing.

NY Laundry Equipment was founded in 1997 after the founder, a Laundromat owner, shopped and purchased some pre-owned equipment. After comparing the benefits of buying new vs. used, he felt other Laundromat owners could benefit by purchasing pre-owned equipment as well.

Our business has been built on our reputation in the

R&B Wire Products

The RB40 40-pound-capacity analog scale and the RB51PL 300-pound-capacity mobile analog scale from R&B Wire Products provide a customer with basic weight measurement. Neither scale is legal for trade.

When a customer must meet federal and state requirements to charge by weight, then one of R&B’s Legal for Trade scales will fit the bill, such as:

• The RB50 is a 50-pound countertop scale with a front and rear display and a proprietary removable basket. It calculates weight only and has the ability to tare the weight of the basket to ensure proper weight measurement.

• The RB2000 is a 60-pound countertop scale with front/rear triple displays to provide weight, unit price and total price, with a proprietary removable basket.

• The RBDL-300, which can be a countertop or floor scale, has a 300-pound capacity. It does not come with a proprietary basket but can be complemented by a standard 21/2 bushel E basket if desired.

R&B has a scale option to assist with any need. Check with an authorized distributor or call for assistance.

www.rbwire.com 800-634-0555

industry, and it is with great pride that we continue to service Laundromat owners nationwide.

Today, we buy, refurbish and sell all equipment related to the laundry business, shipping worldwide. We can design your layout and provide equipment packages for an entire store or assist in the selection of individual items.

Our efforts in the industry have earned us the status of being the largest supplier of pre-owned equipment in the United States. We rebuild more than 2,000 washing machines annually.

Take advantage of a great deal today.

www.nylaundry.com 516-432-3834

Wells Fargo Insurance Services

Jodie Millino has been insuring self-service laundries for many years and continues to specialize in the laundry industry. Formally Edward C. Brodie Insurance, now Wells Fargo Insurance Services, USA, Inc., Millino, along with a staff of professionals, is insuring thousands of store owners throughout the United States.

Wells Fargo also has full SBA loan capability for its clients on a referral basis to the small-business loan division.

Wells Fargo has broad insurance policies designed to fit the important needs of all self-service laundry owners. Policies are priced competitively, with monthly payment plans for operator convenience. In addition, the company is allied with large, national insurance companies. Claims are handled professionally and promptly by local, experienced adjusters.

Self-service laundry owners interested in receiving an estimate can contact Wells Fargo and generally obtain a quote within 24 hours.

800-829-1330

Vend-Rite

Vend-Rite’s Vision line of venders provides an opportunity to offer customers the products they want in any size they need. All venders feature a conveyor delivery system that maximizes product capacity. It can vend items as small as a business card (think “Internet password card”) to as large as a 75-ounce bottle of detergent. Unlike other venders that drop products up to 4 feet, the Vision vender delivers products by an elevator to the convenient collection area. The black interior and LED lighting system promote the advertising packaging colors.

The MDB wiring platform provides for multiple payment systems, coin, bill or card technology. The fivetube coin mechanism will accept nickels, dimes, quarters and dollar coins; and the multi-directional bill acceptor

will accept $1, $5 and $10 bills.

Other features include continuous system check and self diagnostics, product dating, refrigeration check, accountability and sales data. The illuminated front and hours of operation can be programmed, as well as an advertising panel on the delivery elevator. The modular design of the pre-wired shelves, motor assemblies and cabinet configuration offer an owner greater flexibility.

The venders, offering SUN’s Brand Name laundry products, have the Vend-Rite bubble brand artwork on the fronts. Side-panel graphics are optional.

www.vendrite.com 800-777-1802

American Coin-Op

American Coin-Op, “The Independent Voice of the Self-Service Laundry Industry,” tackles all key laundry industry issues. More than 17,000 operators, manufacturers and suppliers receive information on trends, energy-saving methods and management strategies.

You can stay informed about the latest self-service laundry news on a daily, weekly and monthly basis:

• Check out www.americancoinop. com daily for up-to-the-minute industry news and stories. It also features resources such as a Distributors Directory, Buyer’s Guide, and classified ad section that aid self-service laundry owners in starting

or maintaining a business. Industry research reports are also available.

• The Wire, a twice-weekly electronic newsletter, provides news as well as the opportunity to take a monthly industry survey. Anyone interested in registering for the free e-mail service can visit www.americancoinop.com; click on the “Subscribe” button.

• New to the mix is a digital edition of the monthly magazine readable online or using your iPad or tablet.

www.americancoinop.com 312-361-1700

THE BOTTOM LINE: EVERY CUSTOMER MATTERS

A regular (recurring) customer brings in $500 volume a year. While that fact isn’t a surprise to Laundromat owners, it should be ingrained on every operator’s brain.

A patron comes in every week and spends $10. Ten dollars times 50 is $500. He or she might do this through wash/dry/fold business, by doing the family’s wash, by buying snacks. He or she might have extra work, such as the dry cleaning of comforters. But $500 goes into the till.

Moreover, on the margin, each extra $500 yields a disproportionate amount of profits. Since all fixed costs—rent, occupancy expense, administrative,

labor, capital expense—are accounted for, only variable costs increase. That’s pretty much utilities, which typically are 25% of costs. So, 75% of this new revenue goes into profit. With every new $500 customer, $375 (75% of $500) turns into profit. Three new customers yield $1,500 revenue and $1,125 profit. Ten new accounts fill the profit troth with $3,750 bottom-line inflow. That’s serious cash.

This is a different mentality from a retail store or even a restaurant which can’t really estimate how much each customer brings in because purchases are often irregular. Yes, a few customers are recurring, but 80% are not. Therefore, a retail store or restaurant works on one

Howard Scott

VIEW

sale at a time. You, on the other hand, are building relationships. Relationships with a capital R.

What does that mean to you? First, it means that every customer is important. You should treasure every regular customer. Now, one doesn’t go around the Laundromat looking at each customer

as 375 one-dollar bills. No, the person is a human being with family, problems and a distinct personality, and you treat the individual as such. But behind that scrim of personhood is serious profit.

Second, consider setting up goals in specific terms. If you could bring in 10 new accounts this year, you would make $3,750 more profit. If you could bring in 30 more, you would increase profit by $11,250.

Third, it means you should maintain a continual program of winning new customers. Every chance you get, promote your business. Be your biggest booster. And be aware of market changes. For example, if a competitor closes, go into immediate attack to win the lion’s share of the business.

If you had nothing else to do—if your hired staff operated the business—you might spend all your time walking around the neighborhood, soliciting business. Stand in front of apartment buildings and approach people exiting. Go into corner grocers and start a conversation. At gas stations, approach customers filling up.

Now perhaps you don’t have all day to walk around and make personal appeals. So, seize every opportunity you have. Urge your employees to become promoters. And continue to do all the other things to win new business.

Seize on clever marketing opportunities. Conduct event days to bring activity to your store. Gain as much free publicity as possible.

Now you might be thinking that your plan looks wonderful on paper but you’re too busy running your business. Well, consider what could happen if you hired a person to work three hours every morning to do your work, and free up your time to solicit. If you pay the person $10 an hour for 15 hours a week, that’s $150 a week. One new customer covers the expense 2.5 times. So perhaps that’s where you should be some of the time—out there in the marketplace chasing business.

Hard? You bet. But you can rev yourself up for the challenge. Just keep in mind that every new customer adds $375 profit.

■

Howard Scott is a long-time business writer, small-business consultant, and author of four books.

REBUILT MACHINES

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WASCO 184’s 220/1 & 220/3 $2,700

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WASCO 75’s 110 v & 220/3 $1,200

WASCO 620’s 110V $1,600

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If we don’t have what you want, ask us, and we’ll find it for you.

FACILITY DESIGN

From initial site inspections and recommendations to equipment purchase and installation, we are here to help with every aspect of your project.

We can help you with specifications, dimensions, illustrations of commercial and on-premise laundry equipment.

FINANCING

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CG WEST CONFERENCE FOCUSES ON BOOSTINGSTORE PROFITS

Best practices in boosting store profits was the focus of Continental Girbau West’s (CG West) recent annual Conference of Champions Profit Symposium, which saw an increase in attendance among vended laundry owners, the distributor says.

“We had more customers arrive our first morning this year than both days last year,” says Tod Sorensen, Continental Girbau Inc. sales manager – Western U.S. “Every attendee said they learned something that would either make them more money or save them more money. We were very happy with the success of the event.”

Industry experts who presented their ideas and experiences for improving profits included Coin Laundry Association President Brian Wallace, CG West Vice President Van Merrill, Elite Business Investments’ Carol Dang, Continental Girbau Inc. President Mike Floyd, Hamilton Engineering President Jeff Deal, Continental Girbau Inc. Marketing Communications Director Tari Martin, “Laundry Doctor” Jeff Gardner, Card Concepts founder Steve Marcionetti, LG’s Jay Klosterman and Eastern Funding’s J.P. Nicoletta.

In addition to the featured speakers, the event also included parts and equipment specials, financing and giveaways, according to CG West.

HK Laundry earned its first Huebsch distributor award for its “adoption of Huebsch brand values—from taking Alliance Laundry Systems University classes, to attracting new investors through social media and marketing—[making] the organization a leader in the Huebsch distributor network,” Rowen adds.

Accepting the award was Karl Hinrichs, president of HK Laundry Equipment. “At HK Laundry, our sales model is based on consultative sales … We strive to educate our customers on operating the best Laundromats possible by equipping their stores with the most efficient and durable commercial laundry equipment available.”

Huebsch also named Pierce Commercial Laundry Distributors, Mandeville, La., its Newcomer of the Year, and presented Metropolitan Laundry Machinery Sales, Richmond Hill, N.Y., the award for Top Sales Achievement.

“These new awards highlight the distributors that have been especially successful in the past year,” says Rowen. “Pierce and Metropolitan are both committed to doing great business and embody Huebsch values, resulting in impressive service and sales.”

FIRESTONE FINANCIAL GETS NEW HQ, SIGNS MULTI-YEAR CREDIT FACILITY

HUEBSCH NAMES HK LAUNDRY EQUIPMENT 2013 DISTRIBUTOR OF YEAR

Huebsch recently named HK Laundry Equipment, Armonk, N.Y., its 2013 Distributor of the Year, the company reports, during its annual conference.

“We are excited to name HK Laundry 2013 Distributor of the Year,” says Kathryn Q. Rowen, Huebsch North American sales manager. HK Laundry has been a distributor for Huebsch in the Connecticut and New York area since 1967, providing vended and on-premises laundry equipment, parts, service and repair.

The award for Distributor of the Year is based on “sales achievement, customer service and professionalism on behalf of the company,” Huebsch says.

Firestone Financial Corp., a direct lender that provides Laundromat financing, reports that it has relocated its headquarters to 117 Kendrick St. in Needham, Mass.

Firestone says the move allows it to “double its size to accommodate the growth of the company,” which currently has 49 employees and $188 million of assets under management.

The company also reports that it signed a $225 million, multiyear revolving credit facility late last year, an increase from its prior facility of $125 million.

“Over the past few years we have grown very rapidly, and our new office and credit facility will provide us with the tools we need to accommodate our continued growth,” says David Cohen, president and CEO of Firestone Financial. “We are extremely optimistic about the future of our business and the industries we serve.” ■

“Laundry Doctor” Jeff Gardner (standing at right) offers tips on gaining business through social media during Continental Girbau West’s 2014 Conference of Champions Profit Symposium in Santa Fe Springs, Calif.

Kathryn Q. Rowen (left), Huebsch North American sales manager, and Bill Bittner (right), vice president of North American sales, present the 2013 Huebsch Distributor of the Year award to Karl Hinrichs, president of HK Laundry Equipment.