American Coin-Op - August 2017

STORY

YOUR VIEWS: SUMMER DOLDRUMS NOT UNUSUAL IN SELF-SERVICE BIZ

More than half of store owners polled in this quarter’s Your Views survey say that summer is the worst season, or one of the worst, for their business. And don’t even get them started on child-related issues and customer complaints about store temperature! What do you find most challenging about summertime operations?

HOT WASH, WARM GLOW

Goin’ with Cohen visits Indianapolis, where Michael Gilley is hitting on all cylinders in the auto racing-happy city with an oft-forgotten hybrid: laundry and tanning. His boyish looks belie 27 years in the industry that have produced a string of coin-op and tanning hybrids that stretch beyond greater Indy to Kentucky outposts. Gilley isn’t the first to have put washers, dryers and beds under one roof, but he’s taken it to a new level.

SHOULD YOU OFFER COMMISSION ON WDF?

Multi-store owner Steve Schmitt offers 20% to his workers and gave out $36,000 in wash-dry-fold bonuses last year. “The staff really takes care of the customer and that benefits my company,” he says. Longtime business writer Howard Scott takes a closer look at the pros and cons of this management choice.

A CLOSER LOOK 28

Children climb on indoor playground equipment, not machinery, at the Laundry & Tan Connection on Indianapolis’ east side.

(Photo: Nathan Frerichs)

WHAT’S YOUR DEXTER DREAM? For the past 120 years, Dexter has been helping people realize their dreams. Our team is passionate about helping customers just like you build successful businesses.

SUCCESS

As employee-owners, our success depends on your success. Our focus in every product we build and every service we provide is to make you successful and satisfied.

FREEDOM

With DexterLive, you can provide customer service and manage your business anytime, anywhere. This opens new possibilities to live the life you want to ... not the life you have to.

We are proud to build products that we believe in. We refuse to compromise on quality, and we back every machine with lifetime technical support and leading warranties.

PUT THE PEDAL TO THE METAL

Charles Thompson, Publisher

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

Donald Feinstein, Associate Publisher/ National Sales Director

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

Bruce Beggs, Editorial Director

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

Roger Napiwocki, Production

Manager

Nathan Frerichs, Digital Media Director

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

ADVISORY BOARD

Kurt Archer Ann Hawkins

I’d just pulled into my parking spot near the train station and was getting out of my compact SUV when I noticed the sleek, sporty car parked next to mine. Everything about this car screamed, “I can go fast.”

My boring yet beautiful 4-cylinder can accelerate when needed but its “pedal to the metal” speed is surely no match for its gleaming neighbor.

The two cars differ in style and performance, yet still get their drivers where they need to go. I think a similar comparison can be made with vended self-service laundries.

Stores in our industry fill the spectrum, from no-frills utilitarian to modern, retail-inspired oasis. Factors too numerous to mention here go into deciding store type.

If you’ve been thinking about hitting the accelerator and taking your operation to the next level, there’s no better time than after the Clean Show.

Laundry equipment manufacturers have just released—or are planning to release—brand-new or redesigned models. Card payment systems offer new options. Ancillary services demonstrate how they can complement and enhance the tried and true.

Our Clean Show Report beginning on page 8 offers just a sampling of some new products coming to market, so rev things up. Put your foot on the gas and get going!

PRODUCT NEWS CORRECTION

Due to an editor’s error, the motor in Maytag® Commercial Laundry’s new top-load washer was described incorrectly in the Product News section of the July issue.

The paragraph should have correctly read:

Powerful Drive System — Alternating between long and short strokes to generate deep cleaning, the powerful 1/2-HP PSC motor and quad-gear transmission deliver a consistent wash for varied load types, Maytag says.

American Coin-Op regrets the error and apologizes for any inconvenience it may have caused.

Bruce Beggs Editorial Director

Wayne Lewis Kathryn Q. Rowen

OFFICE INFORMATION

Main: 312-361-1700

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American Coin-Op (ISSN 0092-2811) is published monthly. Subscription prices, payment in advance: U.S., 1 year $46.00; 2 years $92.00. Foreign, 1 year $109.00; 2 years $218.00. Single copies $9.00 for U.S., $18.00 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 58, number 8. 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. The publisher reserves the right to reject any advertising for any reason.

© Copyright AMERICAN TRADE MAGAZINES LLC, 2017. Printed in U.S.A. No part of this publication may be transmitted or reproduced in any form, electronic or mechanical, without written permission from the publisher or his representative. American Coin-Op does not endorse, recommend or guarantee any article, product, service or information found within. Opinions expressed are those of the writers and do not necessarily reflect the views of American Coin-Op or its staff. While precautions have been taken to ensure the accuracy of the magazine’s contents at time of publication, neither the editors, publishers nor its agents can accept responsibility for damages or injury which may arise therefrom.

Bruce Beggs

SUMMER DOLDRUMS NOT UNUSUAL IN SELF-SERVICE BIZ

It’s not unusual for the average Laundromat to suffer a slowdown during the summer months. The quarterly American Coin-Op Your Views survey addressed this very topic, and more than half of vended laundry owners and operators who were polled say that summer is either worse than most seasons (25.0%) or is the worst season (30.6%) in terms of business.

Some 31% of respondents say that customer habits change during the summer and thus affect their store hours, attendant scheduling, etc. Roughly 61% don’t find that to be the case, and 8.3% are unsure.

Among those who believe that customer habits change, many commented that summer typically means patrons are wearing fewer and less bulky items of clothing, which translates to smaller loads at their laundry.

One respondent says summer actually brings in more business: “Most people are too busy to do their laundry, so our laundry service booms during the summer.”

Despite the business downturn that is commonly connected to the summer season, virtually every owner/operator surveyed (97.2%) does not run summer specials or promotions.

Summer seems like a perfect time to do major store maintenance, and many owners and operators polled agree. Painting (both inside and out), deep cleaning, landscaping and parking lot sealing/repair are common summertime tasks, according to the survey results. In a few cases, owners chose summer to undertake a complete remodeling or refit.

When it comes to dealing with child-related issues, like kids screaming or running throughout the store, 54.3% of owners/ operators believe they are most prevalent during the summer, while 40% believe they are not. The remaining 5.7% aren’t sure.

One-quarter of respondents say they receive more customer complaints about store temperature in summer than other seasons. Roughly 72% do not, and 2.8% aren’t sure.

As for what challenges respondents most about running a self-service laundry during the summer months, dealing with higher utility bills due to air conditioning or struggling to keep a store cool while customers move in and out were common answers. With school out, seeing and dealing with an increased number of children and youth was also frequently mentioned.

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%.

THEN IMPROVE IT AND CONTINUE TO REINVEST IN IT

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Still Going Strong After All These Years

by Bruce Beggs, Editorial Director

At the age of 40, the Clean Show is still going strong.

The World Educational Congress for Laundering and Drycleaning marked its 40th anniversary with a four-day show in Las Vegas that had attendees and exhibitors buzzing with excitement.

The first two days of the June show were absolutely electric. Aisles throughout the sold-out exhibit floor were crowded on those days, and many exhibitors shared tales of meals and breaks skipped because they simply couldn’t spare the time away from their booths for fear they would miss a business opportunity.

At 227,006 net square feet, Clean 2017 covered a lot of real estate in the Las Vegas Convention Center. It was the exhi-

This view from high above the Huebsch booth provides just a hint of the Clean Show’s massive scope. (Photos: Nathan Frerichs and Bruce Beggs)

Attendees were eager to learn about The Laundry Pass and its laundry card system designed to boost revenue and save Laundromat owners time.

BUILD YOUR BUSINESS BETTER.

Customer loyalty is built when you consistently exceed their expectations. And now, more than ever, your customers are seeking out larger capacity machines so they can wash bigger items and get more laundry done in less time. By reinvesting in your store and making a commitment to your customers, you’re giving them a be er laundry experience. With Speed Queen®, you’ll boost your business revenue and profitability while staying one step ahead of your competition. No other provider has our knowledge, experience and dedication and offers you more complete vended laundry solutions. Build your business be er with Speed Queen. Find out how at SpeedQueenCommercial.com/be erbusiness.

bition’s largest show since 2007, which, coincidentally, also happened to be in Las Vegas.

But the show wasn’t only about the exhibits. Away from the show floor, nearly all of the 22 educational sessions presented free as part of event registration were filled to capacity, according to show manager Riddle & Associates. The most notable example on the vended laundry side was the Coin Laundry Association’s (CLA) session on Facebook marketing, which drew a standing-room-only crowd to a large curtained area away from the exhibits. Several hundred seats were filled for that session.

When the convention center doors closed, attendees headed into the night to enjoy the gaming capital’s food and fun. Trade associations and larger exhibitors threw parties at hotels and local attractions. For instance, CLA turned a ballroom at the Cosmopolitan into “Fabriq,” a pop-up members-only nightclub complete with DJ, for an evening.

Back at the convention center, midway through Clean 2017, show executives announced that attendee registrations in Vegas through two days were running 10% ahead of the 2015 Atlanta show’s final four-day tally.

In the end, Clean 2017 followed a pattern common to previous gatherings: attendees crowded the venue the first two days but dwindled in overall numbers the last two, based on observations. The final attendance of 12,563 (which included 2,271 people representing 96 foreign countries) was 10% greater than Atlanta’s draw two years ago.

As the memories of Clean 2017 fade in the coming months, exhibitors hope that attendees hold onto the desire and need to purchase the equipment, supplies and services they learned about.

This report represents only a sampling of these companies and the products/services shown, as well as their overall experience at this year’s Clean Show. With hundreds of companies in attendance, this article isn’t intended to be all-encompassing.

Be sure to follow American Coin-Op during the coming months for more product announcements from these companies, as well as others.

DEXTER LAUNDRY

Dexter Laundry says it had a full staff of sales, engineering, technical support, and distributors representing nearly 50 countries on hand to answer questions and assist customers with their laundry projects. Laundry owners could also experience Dexter’s commitment to quality first-hand with cutaway

equipment displays and a detailed parts demonstration. Of course, customers could also find the latest products innovations and updates on display.

One of the upgrades focused on the management capabilities of DexterLive, which comes standard on all Dexter C-Series equipment. Newly added remote customer service features and additional PLUS cycle up-sell features, such as “superwash,” give owners even more flexibility and power to run their store from anywhere, anytime, Dexter says. E-mail alerts and the ability to monitor collection times

remotely give owners more freedom to be away from their store.

The Dexter stack washer-dryer family grew with the addition of the T-350 SWD. Now available in capacities of 20, 30 and 50 pounds, the stack washer-dryers deliver the same commercial-grade performance customers expect from a Dexter standalone washer and dryer in half the space, the company says. They can easily fill small spaces in existing laundries or be used in combination with each other to create the perfect product offering in a store with a small footprint.

Pete Valconesi (left), High Mark Manufacturing, discusses the benefits of his company’s bulkheads built to customer specifications.

of BCC Payments, gestures in a video playing in his company’s booth while he speaks with attendees nearby.

VEND-RITE MFG.

Vend-Rite Mfg. used the Clean Show to introduce a few new products. The VM120n is a four-column electronic soap vender that can be networked to other fourcolumn units to create a 12-column vender. Another new item was the Real-Tuff™ laundry cart liner, a plastic bag that lines a cart for clean clothes transfer from washer to dryer, then can be used to lift the laundry out of the cart and tie for transport home.

“Traffic at the show was terrific, as was the level of interest in our new items,” says President Vince Hansen. “It was great to see so many customers, distributors and store owners alike attend the show.”

CARD CONCEPTS (CCI)

Laundry payment systems manufacturer Card Concepts (CCI) unveiled its F2 Card Reader. The new device was designed to build upon years of customer feedback, and CCI says it is the first laundry payment device with a color touchscreen interface.

The new card reader is NFC-enabled to support emerging payment applications such as ApplePay and AndroidPay. It supports dual coin drops for store operators who accept both quarter and dollar coins and is capable of managing both pockets of a stack dryer with a single device, saving store owners money.

“The F2 stands alone in a growing market of payment options,” says Steve Marcionetti, president of CCI. “The capabilities of this device will not only offer stores owners the flexibility they are asking for in terms of payment but will give them the tools to grow their business and make more money.”

The F2 is now being field-tested and is expected to be made available to store owners by late fall.

HUEBSCH

Scheduled to launch in October, Clean Show attendees got a preview of Huebsch® Command™. The networking solution will keep vended laundry owners updated on their businesses like never before, the Alliance Laundry Systems brand says. Building on its Galaxy™ control, Huebsch Command will take control to the next level with wireless access and cloud-based management tools.

Owners will gain access to easy-to-understand reports showing information such as store performance, turns per day, revenue by machine capacity, and cycle modifier usage.

Huebsch Command will also be able to send service alerts via e-mail or text message and provide owners or managers an at-aglance error report showing any issues with machines. Additionally, the cloud-based system enables remote starts and machine setting changes from anywhere there is an Internet connection.

PELLERIN MILNOR CORP.

Milnor’s line of vended washers was restyled for this year’s Clean Show. First introduced to the market at Clean ’05, the washers were retooled with a rounded and recessed door for a sleeker appearance, says Gary Gauthier, Milnor’s national sales

manager for vended laundries.

“These machines are evolving into an important part of Milnor’s product offering and we wanted to give them a new look,” Gauthier says on the show floor. “These units still have the great features that Milnor customers appreciate after all these years.”

Milnor has been supplying machines since 1959 and currently offers washers ranging in capacity from 20 to 60 pounds. Also featured was information on the company’s broad range of vended dryers.

THE LAUNDRY PASS

Attendees were eager to learn about

Monarch Coin & Security’s Danielle Hall (center) says her company serves many international customers and that exhibiting at Clean was the perfect way to meet them face to face.

The Laundry Pass and its laundry card system designed to boost revenue and save Laundromat owners time, says company principal Jacob Lefkovits.

“I looked around and it seemed we had the busiest booth,” Lefkovits says. “There was such interest in our system.”

The Laundry Pass continues to gain ground in the industry as store owners become more familiar with its unique contactless abilities and its vandalism-proof card readers, he says.

Lefkovits says there was also tremendous interest shown by store owners whose older equipment is still working well and don’t want to have to upgrade machines in order to take advantage of advanced payment systems.

“They’re not ready to take those old machines and throw them out, and they were thrilled to learn that for less than $300, they can be upgraded with the latest technology.”

CONTINENTAL GIRBAU

Continental Girbau’s interactive vended and commercial/industrial laundry booths brought together team members from across the globe and gleaned record sales and leads, according to President Mike Floyd.

“We revealed much more than our expansive product offering,” Floyd says. “We showcased our team’s personal commitment to our customers, our unique and industry-changing innovations and solutions, and our energy to outdo our competition. The show was a huge success, with leads totaling over 800 and business opportunities doubling over the last Clean Show in 2015!”

Parent company Girbau Global Laundry Solutions brought representatives from Spain, Australia, United Kingdom, South America, Asia and Africa. It also unveiled its new virtual reality technology, GirbauMax, which allows users to access and design, via VR, vended, commercial and industrial laundries.

Continental’s complete lineup of vended laundry equipment attracted attendees interested in laundry development and equipment replacement. The new 80-pound ExpressWash Washer offers a soft-mount design for simple installation, high-extract speeds reaching 400 G-force, superior efficiency and Continental’s unique ProfitPlus® Control.

Also on display were hard-mount washers, including L-Series and G-Flex models; Express Ironers; and ExpressDry Dryers. For multi-housing, there were LG Commercial

Washers and Dryers and Econ-O-Wash top loaders and Econ-O-Dry dryers.

Potential investors eyed Continental’s branded and turnkey vended laundry concept, Express Laundry Center which combines ExpressWash and ExpressDry equipment with multiple services, operational training and marketing/management support.

“Many Continental vended laundry booth visitors eagerly learned more about how to add new wash/ dry/fold and commercial laundry revenue streams,” says Floyd. Two Express Ironers attracted store owners interested in offering commercial ironing services. “It’s the wave of the future,” he says. “Owners are adding ironers to garner new commercial accounts that require perfectly finished bed and table linens.”

“It’s the wave of the future,” he

SPYNR

Digital marketing and technology company SPYNR (pronounced “spinner”) launched a new pickup and delivery Order Management System at the Clean Show.

The new OMS, which has been in development for two years and was tested in New York City, is designed to help pickup-and-delivery laundry owners streamline the flow of acquiring and maintaining orders in an intuitive and natural system.

The system presents real-time updates that allow operators to stay ahead of their orders and improve customer service, SPYNR says. Another unique feature allows businesses to have a simple ordering process for clients with customizable e-mails and direct messaging.

“The SPYNR OMS is different because it was built from an indus-

“The SPYNR OMS is different because it was built from an industry insider’s perspective and elevates the laundry customer’s online experience,” says Vice President JP Nicoletta. “We’ve been in the trenches with laundry owners and know what they need, so we’ve created something that meets that without neglecting how their customers engage with technology.”

ESD

The engineer and developer of mechanical and electronic payment systems for multi-housing and vended laundry re-

served its largest booth ever for this year’s show, says Sales Manager Wayne Lewis (who is also a member of the American

(CCI) representative describes one of the company’s payment systems. (Below) Milnor’s Gary Gauthier (second from right) says his company retooled its vended washers for this year’s show.

customer listens intently as a Card Concepts

Coin-Op Advisory Board).

Lighted boards and other special eyecatching twists drew attendees, he says, and the extra space came in handy when the company was “slammed” with visitors during the first two days.

ESD displayed a number of its payment systems, with the booth effectively split between multi-housing and store markets. “There were probably more route and multi-housing (systems) on display than at previous shows,” Lewis says.

ADC

Knowing that hard-working, revenuegenerating machines are a necessity in highdemanding commercial laundry environments, ADC offered attendees an interactive experience featuring its versatile machines such as the EcoWash Washer and the I-Series Dryer lineups.

Designed with an inverter-driven motor, EcoWash intelligently measures performance, detects imbalance and adjusts motor limits—helping to optimize water extraction, ADC says. It’s available in both rigidand soft-mount configurations for any coin or OPL laundry need.

The Heavy-Duty ADC™ i-Series Dryer offers versatility and customized solutions to help maximize staff efficiency, optimize dry time and increase throughput, the company says. Ruggedly built, the unit withstands tough laundry environments and comes standard with variable drum speed, trans-axial air flow and easy-to-use Intuitive Micro Controls.

WASH-DRY-FOLD POS

The company unveiled its new comprehensive Premier Package, and owners Brian Henderson and Ian Gollahon were excited by the response.

“From making connections to generating revenue the week after, we exceeded the ‘best case scenario’ that we had envisioned before the show,” Henderson says.

The point-of-sale system package, which the company says has undergone “years of field testing in some of the highest performing Laundromats in the nation,” includes an integrated weight scale; a fan-less touchscreen computer with solid-state hard drive and integrated thermal receipt printer; steel cash drawer; barcode reader; mag stripe reader for creating and selling gift cards or for secure employee card swipe login; thermal label printer for bag labeling; and an integrated EMV chip credit card PIN pad.

“The questions we received from Laundromat owners looking to take their drop-off laundry services to the next level

were excellent and showed a very educated industry about the needs of a modern Laundromat,” Henderson says.

Support for the package includes documentation and training videos; a two-hour training/setup phone call with remote login support; one year of 24/7 software technical support from a U.S.-based call center; and more.

software technical support from a U.S.-based call

MAYTAG® COMMERCIAL LAUNDRY

Maytag® Commercial Laundry displayed its breadth of products, services and solutions, including its recently launched MAT20 top-load washer and MHN33 front-load washer.

The new top loader touts the ease of use and remarkable performance of a traditional deep-wash experience, Maytag says, but also offers exceptional durability, serviceability and flexibility.

its The also offers exceptional durability, servicenew

And in the new front loader, the machine’s DuraCore Drive System is designed and tested to run 15,000 cycles, the company says. It’s engineered with a watertight, flexible triple seal with garter springs, which keeps moisture away from the shaft and protects premium bearings, while the durable shaft sleeve eliminates shaft wear.

In addition to interacting with the brand’s products, visitors were introduced to industry insight and upcoming product launches and had the opportunity to speak with sales and management personnel one-on-one.

SETOMATIC SYSTEMS

Setomatic Systems introduced several new features to its SpyderWash payment system to help the store owner generate more revenue/profits and give the end-user a better experience at the Laundromat, says President Michael Schantz.

The “Free Wash” program enables store owners to set their washers for a free wash after a certain parameter is met, and will work with either a loyalty card or the customer’s own credit/debit card. “This was proven to be a great loyalty feature as customers no longer have to purchase a separate loyalty card in order to receive loyalty,” Schantz says.

The customizable “Free Dry” program can be set up to work every day or on random days as a last-minute special. Store owners decides how many “free” credits each size washer will give and the value is associated with a customer’s loyalty card or credit/debit card.

Using the new SpyderWash Mobile App, laundry customers can register their card of

Vend-Rite Mfg. is known for its wide variety of soap venders, but here booth visitors examine a model that vends candy, snacks and soft drinks.

trucks and specialty laundry carts displayed by Royal Basket Trucks.

There’s going with the flow. And then there’s maximizing it.

Automatic Air Flow Compensator.

That’s real-world innovation from ADC.

Our patented Automatic Air Flow Compensator (AAFC) is designed to make the most of a drying cycle. It senses, calculates, and maintains optimal air fl ow–automatically compensating for restrictions like bends, runs, and basement installations. That means the i-Series dryer delivers daily, thanks to another performance-driving tool from ADC. SEE EVEN MORE AT ADCLAUNDRY.COM

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from

choice, add value to loyalty cards, see their transaction history, follow progress in “Free Wash” and see machine availability (if the laundry owner enables the feature).

“We could not be more pleased with the turnout in our booth,” says Schantz. “We were extremely busy in Atlanta and this show even topped that. It seemed customers came into the booth with a purpose, realizing that they have to do something to make the laundry experience better for their customers and to drive new business to their store.”

this show even topped

SPEED QUEEN

For Laundromat owners weary of cob-

bling together separate systems for payment, machine data, customer relations management and more, Speed Queen previewed SQ Insights and SQ Insights Professional, due to become

(Left) Visitors to the Speed Queen booth assemble for a presentation on the company’s newest innovation, a cloud-based solution coming this fall that will offer store owners two options for leveraging technology to simplify store operations without third-party add-ons.

Because credit card data is encrypted at the moment of card swipe, card data isn’t “in the clear” and at risk, the company says. Wireless swipers reduce installation time and costs.

And the system’s ability to consolidate transactions reduces total charges submitted to the credit card company, thus minimizing merchant fees. The system is especially attractive to small, unattended vended laundries, Richards says, adding, “We keep it intentionally simple, safe and secure.”

IRVING WEBER ASSOCIATES

ing with customers to introduce them to our latest offerings from the Electrolux and Wascomat brands,” says John Olsen, Laundrylux senior vice president of coin and OPL products.

LaundryPulse is an advanced cloud-based management tool that gives owners access to powerful remote functions and detailed analytics. Real-time revenue reports, instant vend price adjustment, promotional campaign support, machine utilization reports, and more are all controlled 24/7 by an owner-friendly application.

Everywhere you looked, an Imonex representative was demonstrating the company’s range of coin drops available for single-coin or multi-coin use.

available in North America in October.

Built upon its Quantum Gold control, the cloud-based solution will offer owners two options for leveraging technology to simplify store operations without thirdparty add-ons, Speed Queen says.

With no software to install, SQ Insights’ setup is easy, and the system provides single- and multiple-store dashboard reports; on-the-go access to store data; and a userfriendly interface. It also offers remote management and configuration, as well as real-time alerts, the company adds.

SQ Insights Professional adds a suite of CRM tools and consumer app with mobile pay. The payment solution is factory-installed (with the exception of a distributor-installed gateway) and -supported, giving the industry an integrated data stream combining payment and machine data.

Still in development is SQ Business Suite, which is conceptualized to build on the SQ Insights Professional platform but add a POS system, inventory management, workforce management and wash-dry-fold management capabilities.

CRYPTOPAY

The company is content to maintain a cost-effective price point on its credit card payment system, says Vice President Dave Richards. There is a low start-up cost with no minimum quantities of card readers to purchase, and store owners can add swipers at their own pace and budget.

“IWA has been attending Clean Shows for 35-plus years,” says Adam Weber, president of the insurance company, “and I have to say that this year’s show in Las Vegas was one of the most successful Clean Shows we have attended in several years.”

IWA staff welcomed the opportunity to meet with potential customers and discuss insurance coverage available to dry cleaners, coin laundries and linen supply operations. “This allowed us to answer questions, announce changes to our program, and respond to any concerns or questions they may have within their business or how items they are considering purchasing at the show may have an impact on their insurance,” Weber says.

The high-tech LaundryPay app allows Laundromat customers to pay for their laundry using their cell phones.

Wascomat washers and dryers now offer a sleek new look with the available high-shine stainless steel front panels. Additionally, they’re equipped with Automatic Savings, PowerBalance technology, EcoPower and more for enhanced water and energy savings.

Blending culture with commerce, the new Electrolux Coin Laundry concept store offers investors a fresh approach to building a new Laundromat or renovating an existing location. It combines forward-thinking design with advanced equipment to create a truly unique laundry experience. ACO

Vice President of Business more munities as the company has

IWA introduced new Vice President of Business Development Steven Wright, and announced more options now available in coastal communities as the company has expanded its program to reach more deeply into areas along the Gulf Coast and up the Eastern seaboard.

LAUNDRYLUX

The Laundrylux booth featured a replica of the Electrolux concept store and a tech-rich virtual reality theater, while attendees immersed themselves in what the company says is the industry’s most complete line of products and business management tools.

“Our team was really looking forward to meet-

to discuss a coin-op’s needs. With incidents of hacking and ransomware on the rise, they say small businesses may want to look into adding supplemental cyber coverage.

Outperform the Competition

Introducing

by Laurance C ohen

The tongue-in-cheek teaser, “May We Tan Them Buns Hun,” on a roadside pylon sign was the first hint. Then there were the two dozen vehicles pulled up to this 7,500-square-foot goliath. Before stepping inside, I knew Laundry & Tan Connection wasn’t a run-ofthe-mill coin-op. In a city famous for its speedway, this Indianapolis-based chain hits on all cylinders with an oft-forgotten hybrid and a drive for family trade.

Loading your jeans for a hot wash and shedding your clothes for a warm glow is a tandem format seldom seen these days, but what really sets this operation apart from the pack is the pampering that moms, dads and kids receive.

TWO BUSINESSES SUIT EACH OTHER

I catch the Saturday afternoon crowd in high gear at the Mitthoeffer Road branch near Indy’s east beltway — one of 11 Laundry & Tan Connections that dot the metropolis.

Here, parents roll overstuffed carts effortlessly through automatic doors and traverse the spacious aisles on their way to the dozens of big-load-dominant washers on offer. Widescreen TVs and amusement games add electricity to the air and give the place a good vibe. Strategically placed compact booths serve double duty as an open invitation for families to linger while helping free up the high-demand folding tables.

Noticeably absent are kids underfoot. You won’t find them monkeying with touchpads and door handles, but instead scurrying around the 800-square-foot

Hot Wash, Warm Glow

“Our business is centered around families,” explains owner Michael Gilley. “I want people to come to our store who have 10 kids because they have more laundry. That has been our focus.”

Gilley’s boyish looks belie his 27

glass front-enclosed playground replete with a mini-theater and a jungle gym of tunnels and tube slides.

Indy chain shines with family-friendly laundry-tan hybrid

Michael Gilley’s boyish looks belie his many years in the industry, during which he’s developed 11 Laundry & Tan Connection stores that dot the Indianapolis metropolis.

A cheeky message on the pylon of the chain’s Mitthoeffer Road venue in eastern Indianapolis is designed to draw the attention of passersby. (Photos: Laurance Cohen)

GOIN’ WITH COHEN

years in the industry. The string of coin-ops and tanning hybrids — with footprints ranging between 3,000 and 8,000 square feet — extend beyond greater Indianapolis to Kentucky outposts, including four in Louisville and one in Lexington.

The man behind the tan wasn’t the first to put washers, dryers and beds under one roof, but he certainly took it to a new level. Gilley credits a trailblazing local operator, who married self-service laundry, sunless tanning and hot-tubbing, for his inspiration. Taking a cue from the pioneer, but dropping the tubs, the savvy entrepreneur survived some turbulent times and has amassed a chain of nine combo wash-tan venues with five to 20 tanning units, a dedicated salon with 42 beds, and five laundry-only facilities.

“The coin laundry and tanning business are identical in the fact you buy capital equipment and rent time on it,” the owner explains. “The two complement each other very, very well.”

When he debuted his round-the-clock, 7,400-square-foot flagship on West 10th Street in 1997, the tanning biz had already been heating up for well over a decade.

“Everyone was tanning. A moron could make money in the tanning business,” Gilley states. “The barrier to entry was not very high.”

The street-smart operator needed a competitive edge to get bods on beds and a coin-op’s built-in extended hours fit the bill.

“Our concept was to be open longer, offer better equipment at a fair price, and the people will come — that’s exactly what happened,” he says. “The main philosophy of the business has never changed and that is figuring out what the customers’

Children climb on the laundry’s indoor Playland jungle gym, not machinery, at Laundry & Tan Connection’s Mitthoeffer Road location on Indianapolis’ east side.

The Huebsch® distributor network earned the highest Overall Distributor Quality Score in the vended laundry industry,* with outstanding marks for prompt response and proactive communication. Proof that whenever, wherever and however you need help, Huebsch distributors are there. Gulf States Laundry Machinery Company was recognized as the 2014 Huebsch Distributor of the Year earning them the designation “The Best of the Best.”

Gulf States Laundry Machinery Company, serving the Houston and Atlanta markets, is determined to provide the best service and best commercial laundry equipment at the best price. It’s the Gulf States Laundry Machinery Company way of doing business.

GOIN’ WITH COHEN

wants and needs are and taking care of it without exception.

“I don’t care if it costs me money. I don’t care if I lose money. Whatever it takes to make the customer happy is what we’re going to do.”

TANNING SURVIVES TAXES, REGULATION

Gilley’s knack for laying out and executing the right format soon put him on “speed dial” for laundry owners intrigued by a tanning component. Consulting soon led to actively providing beds; these days,

his supply arm is the third largest distributor for tanning equipment and lotions in the country, serving coin-ops, fitness clubs and dedicated salons, he notes.

An ambitious Gilley picked up his first laundry as a teenager while rehabbing dilapidated rental houses. The small, 800-square-foot, shotgun-style store was supposed to be his ticket to absentee management.

“I thought this would be great. I can go in, fix all the equipment, and I’ll come by once a week to pick up the money,” he smiles. “It didn’t quite work out that way.”

The now-43-year-old’s most recent build-out was $1.3 million — a far cry from the $5,000 he plunked down for that first project. His payroll numbers 150 employees, including managers to help oversee the two-state operation. He reports that revenues at a few locations are split 50/50 between laundry and tanning, but typically come in around 80/20.

While seasonality of bed demand and the largely female clientele base hasn’t changed over the years, a lot has. Today, it’s more middle-aged patrons walking in who “like to look great and feel great, and like the warmth of the tanning in the winter time,” the veteran shares. “The days of having a bunch of high school kids lined up the two weeks before prom doesn’t happen anymore. Now all those kids — because the government has regulated the industry — will spray-tan.”

Like others, the one-two punch of

Laundry & Tan Connection’s automatic front doorway makes for an effortless entry.

Wash, tan and play in spacious surroundings are on offer under one roof.

Gilley (accompanied by son A.J.) has amassed a chain of 15 large-format laundries in Indiana and Kentucky, including this original 7,400-square-foot flagship store located on the west side of Indianapolis, offering indoor tanning and a host of creature comforts.

GOIN’ WITH COHEN

the Great Recession and government policy took its toll on Gilley’s tanning trade, with the former hitting his coin-ops as well.

“I had customers that told me, “We don’t have any money, we’re washing our clothes in the bathtub.’ It was that bad,” he recalls.

And while the weakened economy flushed out tanning competitors, it was a series of blows from the government that turned off a lot of lights on beds, beginning with a 10% federal excise tax imposed as part of the 2010 Affordable Care Act, followed by a “Call to Action” by the U.S. Surgeon General and a report from the Centers for Disease Control & Prevention on the health effects of the sunless practice. In Indiana, UV tanning for anyone under 16 was banned in 2014.

“The previous administration had a war on the tanning industry for eight years. They haven’t collected one-third of what they thought they were going to raise and they’ve closed 50% of the tanning salons across the country,” Gilley says.

To retain clientele and build repeat business, Laundry & Tan Connection promoted its non-UV instant spray tanning option, as well as loyalty programs with “frequent visitor” package pricing and a “V.I.P. Premiere Club Membership” pass.

The operator remains confident the tan tax will be repealed under the new administration in Washington and sees brighter days ahead.

“I think there’s going to be a better opportunity, especially for combination stores, because there’s probably a lot of niches that are underserved.”

SALON RETAINS SEPARATE IDENTITY

Just like its laundry counterpart, the chain’s tanning section is well-appointed and meticulously maintained. At the original West 10th Street combo venue, a glass door entry off the rear corridor takes you from a bustling coin-op into a tranquil oasis of five private tanning rooms with state-of-the-art apparatus.

While the salon’s dedicated reception desk is located in close proximity to the

main service counter, it retains a separate identity punctuated by an eye-catching, backlit wall display showcasing exoticlabeled lotions like “Sol Struck” and “Worship Worthy.”

To the left of the salon is a wellappointed rear lounge where weary parents looking for a respite from laundry chores can kick back in style.

A stable workforce and Indianapolis’ street grid system were two big pluses in helping chart Gilley’s course.

“It’s all about demographics,” the owner notes. “Some stores are busier than others, but even though it might be busier, our operating costs may be higher in that particular location either because of utilities or rent. Just because it has more revenue doesn’t mean it’s more profitable.”

His handful of Kentucky locations are strictly wash-and-dry, except for a hybrid at the University of Louisville, the chain’s only campus store.

“You certainly notice when the students go home,” he remarks of the 22,000-strong university population. “Our revenue stream can tell us when the students are there and not there.”

Connecting laundry and tan starts with an appeal to Gilley’s core following, namely women.

“We target our advertising to females between 18 and 34, and that coincides very

well for both coin laundry and the tanning salon business,” the owner says. “The mom is generally the one who is making the decision as to where they’re going to do laundry, so we try to cater to women.”

As we watch the Sunday morning crowd at West 10th filter in toting dirty loads, Gilley confides a wish for every square inch of the laundry to remain spotlessly clean.

“If I had one store, it would look like Nordstrom every day, but the problem is, I don’t have just one,” he laughs.

After more than a quarter-century, this operator has no intention of deviating from his tried-and-true blend of a familyfriendly atmosphere housed within a tandem business model. You can forget about seeing any “hot bod contests” anytime soon in the Laundry & Tan Connection wash aisle.

And as for adding another concept under the roof, there’s no hesitation in his response: “I’m busy enough!” ACO

Laurance Cohen crisscrosses the country seeking out the most unique vended laundries. He served as American Coin-Op editor in the early 1990s and currently operates Laundry Marketing Concepts based in Hallandale Beach, Fla. He can be reached at goinwithcohen@outlook.com.

Exotic-labeled tanning lotions like “Sol Struck” and “Worship Worthy” are tastefully displayed behind the backlit salon reception counter.

THE

OF

SHOULD YOU OFFER COMMISSION ON WDF?

The question comes up every so often: Does it pay to offer commissions to staffers who do wash-dryfold (WDF) work for your laundry?

One laundry operator replies, “No, I don’t think it’s necessary. My staff is already adequately paid.”

Another operator says, “The workload generates the effort. As long as they have work in front of them, they’ll push through. You don’t have to pay them extra.”

Steve Schmitt disagrees. He owns five Laundromats in the Evansville, Ind., area, variously named Don’s and Claytons. He offers 20% commission to his staff.

“Last year, we did 180,000 pounds of WDF volume,” Schmitt says. “I charge $1.31 a pound and the staff gets 20%, so that nets me $1.04 a pound. I gave out $36,000 in bonuses. The staff really takes care of the customer and that benefits my company.”

Do Schmitt’s comments change your mind? Giving a bonus is certainly a motivating factor. Workers are apt to forgo their last break, knowing it will mean the difference between a bonus and no bonus. Workers understand that if they get careless, the customer will complain and that will waste a lot of time. As a result, they make sure every garment is acceptable.

Workers are more apt to experiment with new techniques and procedures to boost their efficiency. In the laundry, workers are pleasant and helpful because they wouldn’t want to annoy accounts. Bonuses certainly keep workers focused on the tasks. Finally, workers appreciate that they can earn more than their base pay.

There’s no question that bonuses motivate staffers. There is a direct correlation between performance and pay: the more work done, the higher the take-home. This is a time-honored tradition of rewarding workers for putting out more effort, for showing up every day and for doing the work satisfactorily.

Consider a worker who comes in Monday through Friday to do six hours of WDF. It’s tedious, repetitive, and a drudgery.

Every order must be kept separate. One must concentrate all the time, and is constantly handling garments. Matching pieces is often difficult. If one’s concentration wanders, one may begin to fold sloppily. If one takes shortcuts, he/she will annoy the customer. If one is not

careful, he may miss stains, while the customer may expect the WDF staff to notify him of defects.

On the other hand, if time doesn’t matter, one might be overly finicky, and deliver perfectly folded garments, when maybe the garments don’t need that level of treatment.

Another benefit of providing bonuses is the staffer develops better, faster rhythms of work.

Everyone has a work pace. The person might process 100 garments per hour, for instance. But if he\she is highly motivated, the worker’s pace could increase to 110 garments per hour. Then there’ll be less work than time put in. That will motivate the boss to bring in more work. The result is greater productivity.

In fact, productivity is the key to profit. If you do 80 garments an hour at a cost of $30 per hour (labor plus utilities), that’s a cost of 38 cents per unit. Increase productivity to 100 units per hour, and your costs are reduced to 30 cents. A reduction in cost of 8 cents per garment adds a lot of profit to the bottom line. It translates to a 26% increase in profit. That’s major.

How might this productivity increase come about?

The staffer might develop a faster way of folding T-shirts by flipping them over with one hand and then

Howard Scott

laying them down. He or she could better scan matched socks by spreading them out, toe first, on a wide table and then gathering pairs. The staffer might work in the early morning when he has access to larger machines. He/she could employ a long table to bundle more efficiently. The staffers as a group might devise more efficient ways of switching shifts, improving continuity.

More efficient equipment would also help boost productivity. A new washer might have a shorter running time. A brand-new machine may also spin faster, cutting drying time by a matter of minutes. A new dryer might generate higher heat so that clothes can come out 10 minutes earlier. An extractor can get most of the moisture out of sheets, thereby reducing drying time.

All these efficiencies reduce processing time while increasing productivity and decreasing cost per unit of processing. If your WDF operation can double its profit, from 5% to 10% of volume, then it’s doubling its contribution, which will make a significant impact on profits.

Bonuses add to cost, which encourage operators to keep prices high. Schmitt prices his WDF work at $1.31 a pound, and claims it’s the highest price around. At that price, he is able to provide a 20% bonus to staffers, but there is also sufficient revenue to cover costs ($1.01 per pound) to contribute to profit.

Might staffers get careless with bonuses?

The argument goes that because they get paid for output, they will simply focus on volume. But that strategy will not work over the long run because of customer complaints. One or two complaints and the staffer will realize that she can’t get away with shoddy work, and will continue to turn out acceptable work.

Would the staffer get the work done without the bonus? In other words, are the bonuses unnecessary?

Let’s assume, for argument’s sake, that you throw more work at the staffer. She may push harder on day one. But on day three or four, she will get tired of the exhausting grind, knowing she is not being compensated for the extra production. Most likely, the work will pile up.

Finally, you will feel good about writing larger paychecks, knowing your staffers earned their extra pay. The bonus system ensures that the more the staffer makes, the more the company makes. Plus, it’s a great selling point for new hires.

Bonuses motivate. WDF processing is the best vehicle to give the strategy a try. ACO

Howard Scott is a longtime business writer and consultant. He can be reached at dancinghill@gmail.com.

MAYTAG COMMERCIAL LAUNDRY RECOGNIZES AWARD-WORTHY ACHIEVEMENTS

The Maytag® Commercial Laundry 58th Annual Meeting was nothing short of energizing, educational and full of engaging activities, the company reports.

Hosted in Las Vegas, the brand welcomed 218 attendees from 22 countries to the three-day event, complete with an up-close look at new products and insight to the Maytag® Commercial Laundry strategic approach for the future.

Exemplary customer performances were acknowledged at the Annual Fred Maytag Awards Dinner, with the following honors presented:

• Taking home the most coveted and prestigious accolade, Best Wash Inc., Humble, Texas, won the Fred Maytag Award. This honor is presented to the customer who best emulates the founder’s marketing philosophy and supports the Maytag® Commercial Laundry brand with salesmanship, professionalism and integrity.

• After a year of showcasing how truly dedicated it was to the coin market, Great Lakes Commercial Sales, Brookfield, Wis., earned the Vended Excellence Award.

• Administradora Latinoamericana, Guadalajara, Jalisco, Mexico, received the On-Premises Laundry (OPL) Excellence Award, which identifies a customer for its effective and efficient service to that segment.

• Lakeside Laundry Equipment, Bedford Heights, Ohio, was presented with the Multi-Housing Excellence Award. The honor praises exemplary service to the niche market of colleges and universities, condominiums and apartment buildings.

• Honoring achievements in the development and implementa-

tion of marketing and sales programs, and supporting overall Maytag® Commercial Laundry offerings, SEBCO Laundry Systems, Raritan, N.J., received the Marketing Excellence Award.

• Hercules Corporation, Hicksville, N.Y., was presented with the Red Carpet Service® Award, which recognizes excellent service and dependability characterized by Maytag® Commercial Laundry.

• Winning the International Distributor of the Year Award, Excellence Appliance Technologies, Quezon City, Manila, Philippines, was commended for its service and dependability, strong sales and support of Maytag® Commercial Laundry products outside of the U.S. and Canadian markets.

• Harco Co. Ltd., Mississauga, Ontario, Canada, was recognized as the Quality Partner of the Year. The award praises a distributor for its collaboration and dedication to Maytag® Commercial Laundry, and its commitment to advancing the commercial laundry industry.

“It’s a privilege to celebrate our exceptional distributors for tremendous allegiance to the brand, the industry and their customers,” says Trey Northrup, general manager for Maytag® Commercial Laundry. “Collaboration is paramount to each other’s triumphs, and we look forward to continued success with all of our reputable distributors in 2017.”

DISTRIBUTOR TAKES DIGITAL APPROACH TO PRESENT INVESTMENT INFO

Statewide Laundry Equipment will soon introduce a new digital approach to present laundry investment seminars for newcomers looking to get started in the industry, the company reports.

The distributor is planning to produce webinars hosted by industry veterans and conducted so potential investors can access the information from virtually anywhere.

“We understand not everyone has the free time in their schedule to attend one of our in-house Investment Seminars,” says Jim Rogers, Statewide vice president, Tampa, Fla. “That’s why we want to bring it to the people, from the comfort of their own home or office.

“Some people are on the fence about investing in the industry and may not take the plunge of walking into our offices and sitting down for a seminar. Our goal is to eliminate as many hassles as possible and get these individuals one step closer in the right direction of investing in one of the most promising industries.”

The webinars expected to launch in late fall will last approximately two hours each, and feature a live question-and-answer discussion during which customers can submit questions for the host to answer.

More information about Statewide’s Investment Seminars— including events being conducted in Tampa, Orlando and Miami, Fla.—is available on its website, www.statewidelaundry.com.

Statewide serves the laundry industry throughout Florida, southern Georgia, South and Central America, and the Caribbean.

Best Wash, a commercial laundry equipment distributor based in Humble, Texas, won the Fred Maytag Award this year. Pictured during the award presentation are (from left) Sandy Hightower, Lynch Hightower, Brody West, Rhonda West, James West, Briahna West and Brian Crespo (Photo: Maytag Commercial Laundry)

HUEBSCH NAMES METROPOLITAN LAUNDRY MACHINERY

ITS 2016 DISTRIBUTOR OF THE YEAR

Huebsch, a brand of equipment manufacturer Alliance Laundry Systems, presented Metropolitan Laundry Machinery Sales Inc. with its highest honor, the 2016 Distributor of the Year award, at a June 5 ceremony at Mandalay Bay Hotel in Las Vegas, the company reports.

This is the 13th time that Richmond Hill, N.Y.-based Metropolitan has won the award.

“Huebsch distributors consistently lead our industry in quality of service to customers,” says Kathryn Rowen, North American sales manager for Huebsch. “So, in winning this honor for the 13th time, Metropolitan truly stands out as the best of the best.”

Huebsch says the “best of the best” position showed in the company also winning awards for “Top Sales Achievement,” “Top Regional Sales Growth (Northeast)” and “Million Dollar Distributor.”

“This award is an incredible honor, and one that is earned by every member of the staff at Metropolitan,” says Marc Katzman, president and COO of the distributorship. “We pride ourselves on representing the Huebsch brand with the highest level of integrity. Each day, we work to earn the trust and respect of our customers with every interaction, whether it’s in sales, service, parts or answering questions over the phone.”

“Marc and the entire team at Metropolitan embody the level of professionalism that exemplifies who a Huebsch distributor is,” Rowen says. “They go above and beyond to partner with their customers every day, and it shows in their performance year after year.”

Metropolitan last won the Huebsch Distributor of the Year Award in 2012.

SPYNR ADDS NICOLETTA TO NEW TECHNOLOGY DIVISION

JP Nicoletta and Dennis Diaz, president of Spynr Inc., have created Spynr Technologies Inc., a new technology division of Spynr that complements its mission to help businesses in the laundry and drycleaning industries thrive online, the company reports.

Nicoletta has over 15 years of experience in small-business lending. Prior to joining Spynr, he spent the last seven years as part of the management teams of Eastern Funding LLC, then GSG Financial as vice president of sales and marketing.

He’ll be responsible for new product development at Spynr Technologies, as well as sales for all Spynr services.

Nicoletta has a bachelor of science degree in marketing from Fordham University and an MBA from LIU CW Post’s College of Management.

“JP has a well-established reputation and extensive knowledge of the industry,” says Diaz. “Add our history of success working together to Spynr’s growing presence in the market and this is clearly a perfect match. I’m very happy to have JP here to grow our technology products.”

In addition to digital marketing services provided by Spynr, Spynr Technologies offers a web-based Order Management System for pickup-and-delivery laundry and drycleaning services. Its online marketplace assists business owners with marketing tools to attract, engage and close new customers.

FOWLER EQUIPMENT, SKYLINE EQUIPMENT EARN CONTINENTAL GIRBAU 2016 DISTRIBUTOR OF THE YEAR AWARDS

Continental Girbau Inc. recently honored Skyline Equipment Inc. and Fowler Equipment Co. as its top distributors for 2016.

Skyline was named 2016 Vended Laundry Distributor of the Year, an honor that distinguishes distributors for outstanding performance in the vended laundry market, and Fowler earned the 2016 Distributor of the Year Award for outstanding sales and support in both the vended and on-premise laundry markets.

Skyline, headquartered in Houston, has provided on-premise and vended laundry equipment distribution for more than 40 years. The veteran company provides a full array of laundry consulting services, parts and equipment to benefit customers within its Texas territory.

“Skyline is committed to vended laundry development and it shows in their work,” says Joel Jorgensen, Continental’s vice president of sales and customer services. “The high-performing distributorship has traditionally shined in the on-premise laundry market. Recently, however, they’ve successfully reinvented themselves by investing in and growing their vended laundry market capabilities, expertise and sales.”

Operating from a 10,000-square-foot facility, Skyline is known for its large parts inventory, quick turn-around and quality service, Continental says.

(From left) Kathryn Rowen, Huebsch North American sales manager; Cliff Ross, vice president of sales for Metropolitan Laundry Machinery Sales; Larry Vladimir, Metropolitan regional sales manager; Marc Katzman, president and COO of Metropolitan; Jill Katzman; Keith York, Huebsch Eastern regional sales manager; William Bittner, vice president of North American sales for Alliance Laundry Systems; and Mike Schoeb, president and CEO of Alliance. (Photo: Alliance Laundry Systems)

JP Nicoletta

“Fowler surpassed our expectations once again,” Jorgensen says of the Bloomfield, N.J., distributor that earned Continental’s highest honor as the Distributor of the Year for overall laundry equipment sales, while also being named Multi-Housing Distributor of the Year award.

“Fowler continues to develop, reinvest and grow. It’s a fantastic company with great leadership,” Jorgensen says.

Among the largest vended, on-premise and multi-housing laundry equipment distributors in the Mid-Atlantic region, Fowler is a full-service company offering technical service and parts, as well as expert assistance with vended, multi-housing and on-premise laundry development.

CG WEST WELCOMES MCANINCH AS SALES SPECIALIST

Distributor Continental Girbau West recently welcomed Jason McAninch, of Rancho Cucamonga, Calif., to its team. In his new role as commercial laundry sales specialist, he manages commercial vended and on-premise laundry sales and marketing efforts for CG West, the company says.

“We are really pleased to have Jason join our team, as he brings

several years of sales and customer service experience to CG West,” says Tod Sorensen, CG West vice president and western regional sales manager. “He’s a great person who will make it a point to exceed customer expectations through his knowledge of the industry and willingness to help.”

McAninch comes to CG West with seven years of industrial laundry chemical sales and management experience, as well as nine years of experience in construction sales and management. His professional history includes working with customers on large-scale projects, soliciting new business and negotiating new contracts, nurturing customer retention, and exceeding sales expectations.

“I joined CG West because of the company’s great people and opportunities for growth and success,” says McAninch.

A subsidiary of Continental Girbau Inc., CG West serves the Southern California vended, on-premise and industrial laundry markets by providing equipment, parts, financing, service, warranty and training.

Jason McAninch

EQUIPMENT MARKETERS HOSTS 24TH ANNUAL TRADE SHOW

Commercial laundry distributor Equipment Marketers, which has been doing business in the Mid-Atlantic region since 1945, hosted its 24th Annual Commercial Laundry Trade Show on May 4 at its Cherry Hill, N.J., headquarters. Theme for the event was “Learn, Engage, Succeed!”

The trade show drew hundreds of attendees, the majority being area self-service laundry owners, to see the latest equipment and to learn more about their business and how to make it more successful, Equipment Marketers reports. More than 25 vendors exhibited equipment and other products.

The distributor surveyed attendees and found they came to see the newest commercial laundry models available (56%), network with other laundry owners (47%), attend one or more business seminars (40%), benefit from limited-time equipment or parts sales (42%), gain service advice from seminars held throughout the event (40%) or ask questions of technicians available for oneon-one training (33%).

Among the seminars offered, most popular amongst attendees were How to Become a Better Laundry Operator presented by Eastern Funding’s Brian Grell, What is Your Laundromat Worth? presented by John Culberson, a CPA from Bowman & Co., and How to Negotiate the Best Lease for Your Commercial Property presented by commercial real estate attorney Edward Hovatter.

“Owning a self-service laundry is like a franchise without the franchise fees,” says Dick LaMaina, president of the distributorship. “Equipment Marketers can recommend equipment, store location and design, and facilitate financing. Our job is to make it easy to get into this business.”

MARTIN-RAY WINS SPEED QUEEN DISTRIBUTOR OF YEAR AWARD

Speed Queen awarded its highest distributor honor — 2016 Distributor of the Year — to Martin-Ray Laundry Systems during a June 5 ceremony in Las Vegas, site of the 2017 Clean Show.

Denver-based Martin-Ray has produced significant and steady growth since 2011 in the vended laundry segment of its business, Speed Queen says. In 2016 alone, the company increased vended laundry sales 155% compared to 2015.

“(Co-owners) Jim Hohnstein and Bill Mann are constantly dissecting their company to see what is needed to grow their market share,” says Jim Rosenthal, North American sales manager for Speed Queen. “Martin-Ray is a shining example of how reinvest(continued on page 48)

This was the scene at Equipment Marketers, Cherry Hill, N.J., as the commercial laundry distributor opened its doors and welcomed customers to its 24th Annual Commercial Laundry Trade Show. (Photo: Equipment Marketers)

UPCOMING EVENTS

AUGUST

14-15 Teeters Products

Basics & Advanced

Dexter Service Seminars Fletcher, Ohio Info: 800-521-9864, www.teetersproducts.com

16 Aaxon Laundry Systems

Laundry Service School Ft. Lauderdale, Fla. Info: www.aaxon.com/ service-schools

16 D&M Equipment

Dexter Service Seminar Skokie, Ill. Info: 773-889-5500

24-25 KeeWes Equipment

Annual Laundry Show Quapaw, Okla. Info: 800-383-9274, contact@keewes.com

SEPTEMBER

9 Coin-O-Matic

Speed Queen Service School Alsip, Ill. Info: 708-540-2076

9 Super Laundry NJ Open House Carlstadt, N.J. Info: 908-862-2200

11 Detergent Solutions

Dexter Service Seminar Utica, Mich. Info: 248-408-3919, sales@ detergentsolutions.com

12 Gerrit’s Appliance

Dexter Service Seminar Grand Rapids, Mich. Info: 616-532-3626,

ryan@gerritsappliance.com

15-16 Gold Coin Laundry Equipment

2017 Founder’s Day Sale Jamaica, N.Y. Info: 800-952-1474

19-20 Statewide Laundry Equipment

Laundry Improvement Expo Kissimmee, Fla. Info: 813-877-6434, www. statewidelaundry.com

23 PWS Inc. Fall Show Redwood City, Calif. Info: 650-871-0300

27 Statewide Laundry Equipment

Laundry Improvement Expo Hialeah, Fla. Info: 407-425-9274, www. statewidelaundry.com

28 Hermes Equipment Co. Open House Bloomington, Ill. Info: 800-851-9939

30 ACE Commercial Laundry Equipment

Open House Westminster, Calif. Info: 714-897-4342

30 Martin-Ray Laundry Sys. Open House Albuquerque, N.M. Info: 505-883-7277 ACO

Visit www.americancoinop. com and click “Calendar” for these and other event listings!

ing in your business and building a knowledgeable team pays dividends.”

Martin-Ray has reconfigured its warehouse with new racking, relocated the New Mexico facility, and upgraded its showroom, which is set up to look like a real Laundromat, complete with signage, furniture, laundry carts, detergent vending machines and change machines.

With locations in Denver and Albuquerque, N.M., Martin-Ray has been providing laundry equipment sales and service throughout Colorado, New Mexico, Wyoming, west Texas and western Nebraska since 1988.

“Bill, myself and the whole Martin-Ray team are so proud to win this honor,” Hohnstein says, adding that “each of us believes fully that the Speed Queen products we sell to the vended laundry industry truly are the best on the market. Bar none.”

“2016 was a monumental year for our Speed Queen sales, and a reflection of investments made, quality of the products, and the dedication of the Martin-Ray staff,” Mann says.

WESTERN STATE DESIGN, LAUNDRY PRO EARN DISTRIBUTOR AWARDS FROM DEXTER

Two distributors report they were honored for business performance during equipment manufacturer Dexter’s annual conference earlier this year in Playa del Carmen, Mexico.

Western State Design received the 2016 #1 in Dexter Sales Worldwide award, marking the 10th consecutive year that the Hayward, Calif.-based distributor has been so honored. The company also received the 2016 Chairman’s Award for sales of Dexter equipment exceeding $10 million (for a record fourth time).

“We are truly honored to be recognized as Dexter Laundry’s top producer in 2016,” says Todd Hyrn, Western State Design vice

president. “Our sales specialists, along with the rest of our staff, are committed to providing our customers with the best commercial and coin-op laundry equipment solutions available.”

Laundry Pro of Florida was named the 2016 World Wide Distributor of the Year by Dexter. Laundry Pro became a Dexter distributor in 1996, winning the Rookie of the Year award then. Twenty years later, Andy Kretz, CEO and president of Dexter Apache Holdings, and Craig Kirchner, president of Dexter Laundry Inc., presented the award to the distributor that best represents growth, dedication and investment in the industry.

Ron Jansen, president of Laundry Pro of Florida, sent more than 70% of his staff for training to promote DexterLive controls and the manufacturer’s Dexter Express equipment. And each year, his company presents a themed customer appreciation show featuring Dexter products. ACO

(From left) Jeff Bailey, Speed Queen west region sales manager; Jim Rosenthal, Speed Queen North American sales manager; Bill Mann, co-owner of Martin-Ray Laundry Systems; Timm Mullen, sales at Martin-Ray; and Jim Hohnstein, co-owner of Martin-Ray Laundry Systems. (Photo: Alliance Laundry Systems)

(From left) Pat Albreghts, Dexter Apache Holdings; Kevin Hietpas, Dexter Laundry Inc.; George Rionda, The Laundry Shop; Rick Case, Dexter Laundry; Ron Jansen, JD Rashkin and Frank Paolella, all from Laundry Pro of Florida; Andy Kretz, Dexter Apache Holdings; and Craig Kirchner, Dexter Laundry. (Photo: Laundry Pro of Florida)

Representatives from Western State Design receive their company’s 2016 awards from Dexter during the equipment manufacturer’s annual conference in Mexico earlier this year. (Photo: Western State Design)