Southwest Car Wash Association - ADVANTAGE - 4th Quarter

ADVANTAGE Publication of the Southwest Car Wash Association

Fourth Quarter 2015

Captain Richard Phillips Our Keynote Speaker

2016 Convention & Car Wash EXPO February 28 – March 1, 2016 Arlington Convention Center, Arlington, Texas www.swcarwash.org

Preliminary Program Inside!

Advantage

2

Advantage

President’s Message WELCOME to the 2016 SCWA Convention & Car Wash EXPO edition of ADVANTAGE. Better - Stronger - Together is the theme of our event this year and I can think of no more appropriate theme. In fact this theme is the very basic mission of SCWA and the driving force of our association. I learned a Eric Warden long time ago in my car wash SCWA Preside­­nt business, no man or women is an island. When I combine my ideas and solutions and questions together with other successful operators – everyone benefits and my business is more successful. Consider all the opportunities and possibilities that are present in our industry right now. If we are open to working together and using all the resources that SCWA brings to the table – we can take our business to the next level and enjoy new successes.

The 2016 SCWA Convention & Car Wash EXPO will offer many different avenues to build your business in the coming year. Strategies; Solutions; Innovations along with Inspiration will be a part of EXPERIENCE SCWA 2016.

Now all it takes is for you to register and attend.

Take just a couple of days out of the next 365 to make your business better and stronger.

In our busy social media crazy world we often forget the importance of being in a live face-to-face setting with others from across the car wash community.

There is power in being connected to other people who are active and successful in our industry. Many people think that joining SCWA is enough, but I have realized to capitalize on the return on your investment you need to be engaged and participate. And once you have joined in the events you will not be sorry.

As small business owners we are all busy, so the thought of taking a few days away from the business to participate in the Convention & EXPO can seem like a waste of time. However, these live meetings might be just what you need to uncover new ways to growing your business.

Here are five reasons to EXPERIENCE SCWA 2016.

• Premier Education. No matter how experienced you are at your business, everyone can learn. Working in a small business can often be isolating, and without exposure to a variety of points of view, we can miss new ideas and trends that can impact future results. The educational aspect of EXPERIENCE SCWA 2016 can expose you to new ways of conducting your business and help you discover how to be more productive.

• Connecting with Peers. EXPERIENCE SCWA 2016 provides a great opportunity to network.

Often competitors from other regions of the country can become valuable resources for referrals and best-practices. Avoiding peers for fear of others discovering your competitive advantage can actually limit your own success. Collaboration is the way to approach networking. Together people can help each other uncover ideas and discover inspiration when they get to know each other on a personal level.

• See New Equipment, Products and Services.

Industry suppliers are some of the best people for you to get to know if you want to learn more about the current business climate. Discovering innovative products and services for your business is necessary to stay competitive in today’s fast-paced world. Plus, these vendors who sell to the car wash industry fully grasp what is happening inside your competition. Invest time with the sponsors and turn them into your friends and allies.

• Share with Others. Each of us have ideas or experiences that can be valuable in helping others be more successful. EXPERIENCE SCWA 2016 gives us the chance to make the car wash industry a better place. What better legacy can you leave? If your strategy is to be the best-kept secret in the car wash community, you will be missing a valuable opportunity.

• Have fun. Being in business should be rewarding and fun. All work and no play can get old fast.

EXPERIENCE SCWA 2016 will add a layer of enjoyment to managing your business growth by mixing a social aspect into your learning and industry branding efforts. The Monday evening event will be relaxing and fun.

We know that time and money to attend the SCWA Convention & EXPO is a commitment on your part – so we work hard to make sure our program and speakers bring the most relevant information and solutions.

The truth is meetings are more important than ever.

The value in meetings comes from the human-to-human connections that occur. Often people cite the serendipitous “hallway conversations” they have with other attendees as the most valuable part of attending the Convention and EXPO. It is truly the people that will bring the ROI to your time at EXPERIENCE SCWA 2016.

February 28-March 1, 2016 in Arlington. Register online at www.swcarwash.org.

Come experience the power of the car wash community and in 2016 be Better – Stronger - Together.

Wishing everyone Happy Holidays and a Successful 2016 from SCWA. 3

Advantage

$69.00 each

These Car Wash Pros Know the Difference!

• Diamond Shine Express Wash • Monmouth Junction Car Washes • Foam & Wash Car Wash • Water Drops Express Car Wash • Matt’s Express Car Wash • Fast 5 Express Wash • Ultimate Shine 3 Minute Express • Southland Auto Wash Super Sonic Car Wash

4

Advantage

Industry Briefs Mister Car Wash Partners With Community Service Organizations. With school back in session, parents’ pocketbooks can quickly spread thin from backpacks and school supplies to sports equipment, uniforms, medical care and more, according to a press release.

To help keep parents’ finances secure, community service organizations across 18 states in the U.S. have partnered with Mister Car Wash, stated the release.

“We are honored to partner with organizations that share our passion for being good community partners and inspiring people to shine,” said Lauren Hobbs, fundraising specialist for Mister Car Wash, in the release. Hobbs reported in the release that more than 300 nonprofits have partnered with Mister Car Wash so far in 2015. In Iowa, continued the release, Clive Lions International partnered with Mister Car Wash to raise funds to help provide eye exams and glasses to children whose families could not afford these services on their own. For 15 years, informed the release, Spokane Valley Kiwanis Club has partnered with the car wash to help with international efforts as well as children in need throughout the Spokane community. Moreover, added the release, school booster clubs frequently partner with the wash to support arts and sports programs.

Iconic Business Closes In Madison. The three Octopus Car Wash locations in Wisconsin were recently sold to Mister Car Wash, according to Madison.com. The sale of Octopus Car Wash in Madison was finalized recently and also included two locations in Rockford, Illinois. The iconic car wash changed its name in October, which was also included in the purchase agreement. Founded in 1956, the purchase of Octopus ends a more than 50-year run in Madison. Based in Tucson, Arizona, Mister Car Wash is continuing its “rapid expansion.” The company currently operates 157 locations in 18 states and has added 21 car washes to its portfolio so far this year.

7-Eleven Acquires Large C-store Chain. 7-Eleven Inc. has closed on its acquisition of Tedeschi Food Shops, based in Rockland, Massachusetts, and its approximately 180 convenience stores, according to CSPnet.com. The acquisition more than doubles 7-Eleven’s footprint in the region, adding to its portfolio of 150 c-stores in the Greater Boston and Southern New Hampshire area. 7-Eleven has offered Tedeschi employees who are working at the acquired stores job opportunities. “The Tedeschi Food Shops stores complement our 7-Eleven store operations in the greater Boston area because of their geographical locations,

5

Advantage

6

Advantage food service focus, community-involved franchisees and commitment to serving their neighborhoods,” said Stan Reynolds, 7-Eleven’s chief financial officer and executive vice president. The rebranding of the Tedeschi stores will be gradual, and the acquired c-stores will continue to operate as Tedeschi Food Shops for now. 7-Eleven plans to remodel and rebrand several of the locations later this year.

Austin Car Wash Chain Makes Eco-Friendly Upgrades.

Circular Energy announced it is commissioning two 14.88 kW solar installations for iShine Express in Austin, Texas, according to a press release. iShine is a chain of eco-friendly car washes and detailers.

The solar installations will help the chain’s members advance its sustainability goals and reduce power costs. The car wash will offset 20 percent of electricity costs, a savings of more than $3,600 dollars each year, with the roof-mounted installations. Additionally, the chain uses mini water treatment plants on-site, which permits them to reclaim most of the water used during the washing process. Biodegradable shampoos are also used to “provide a gentler clean to both cars and the surrounding environment.”

“We’ve always been interested in further greening

Is your Reclaim System turned off?

our operations by powering our facilities with solar,” said Jaron Stone, owner and head of operations for iShine Express. “Circular Energy presented us with a scenario that made solid business sense, including a number of financing options tailored to our specific needs. Circular Energy came highly recommended by their existing customers and delivered a high level of professionalism and expertise throughout this process.” During the 25-year system lifetime and solar panel warranty period, the wash is projected to save nearly $100,000 in energy savings. “We are very excited to announce the completion of the combined 29.76 kW solar power installations for iShine and even [happier] about helping them power their ecofriendly operations with a lifetime of clean energy,” stated Richard Estrada, vice president of Circular Energy’s Commercial Solar Division.

Three Fundraisers At KWIK. The Rotary Community Corps (RCC) of Parker, CO was able to raise over $1,100 at their car wash fundraiser held at Kwik Car Wash on Saturday, July 11. In addition to earning 50 percent of Kwik’s car wash sales for the duration of the fundraiser, RCC members and volunteers were able to raise additional funds by vacuuming and cleaning win-

Is your reclaim water smelly and dirty?

How would you like a reclaim system with NO filters that makes water clear and is built to run?

Super Clear

®

Water Treatment System

as little as

$5000

*

Purchase options available. Contact a Blendco representative for details!

A Division of DuBois Chemicals One Pearl Buck Court • Bristol, PA 19007 800.446.2091 • www.blendco.com

*$5000 is based on the SuperClear 200 unit and does not include a small monthly fee and SuperClear chemicals. Contact a Blendco representative for more details.

7

Advantage

8

Advantage dows. The RCC of Parker is designed for special-needs adults to become active in their community. In late July, the Kwik Car Wash location in Parker, CO teamed up with Heritage Pet’s mobile dog grooming service to raise funds for Waggin’ Tails Canine Rescue. This year, more than 30 dogs were washed, five dogs were adopted, and $820 was raised at the fourth annual “Dog Days of Summer” event. Kwik Car Wash donated 50 percent of all car wash sales to the cause, while Heritage Pet offered free dog washes with all tips going to Waggin’ Tails Canine Rescue as well. On Saturday, August 8, 2015, the Chaparral High School men’s soccer team was able to raise over $1,500 at their car wash fundraiser held at the Kwik Car Wash location in Parker, CO. Kwik donated 50 percent of wash sales during the fundraiser, while team members and volunteers vacuumed and towel-dried cars for additional donations.

OSHA Issues Proposed Rule On Work-Related Injuries. The Occupational Safety and Health Administration (OSHA) recently issued a Notice of Proposed Rulemaking, according to a press release.

This proposed rule clarifies an employer’s “continuing obligation to make and maintain an accurate record of each recordable injury and illness throughout the fiveyear period during which the employer is required to keep the records.” OSHA issued the rule in light of the U.S. Court of Appeals for the D.C. Circuit’s decision in AKM LLC v. Secretary of Labor (Volks), which clarifies its longstanding position that “the duty to record an injury or illness continues for as long as the employer must keep records of the recordable injury or illness.”

“Accurate records are not simply paperwork, but have an important, in fact life-saving, purpose,” said OSHA Assistant Secretary of Labor Dr. David Michaels. “They will enable employers, employees, researchers and the government to identify and eliminate the most serious workplace hazards — ones that have already caused injuries and illnesses to occur.”

CDC Report Reveals Carwash Chemical Can Be Dangerous. Based on a study conducted by the Washington Department of Labor and Industries, a report published by the Centers for Disease Control and Prevention (CDC) found new evidence that chemicals used in car washes can be dangerous for workers, according to Pulse Headlines and News. The research evaluated workers’ compensation reports from 2001-13 and found that 48 employees suffered burns from car wash products containing hydrofluoric acid (HF). One investigated case revealed that a worker died after accidentally ingesting some of the product. “Exposure to hydrofluoric acid causes corrosive chemical burns and

potentially fatal systemic toxicity,” informed the CDC report. “Because HF exposure can result in potentially severe health outcomes, efforts to identify less hazardous alternatives to HF-based industrial wash products are warranted.” HF is used in some carwash chemicals to remove road grime and brighten aluminum. Workers reported suffering burns to the eyes, head or hands after handling the chemical, and seven of the 48 employees studied were hospitalized, with two requiring surgery for their burns.

Perspective THE CHEMISTRY CONNECTION

Chemicals are essential to achieve optimal productivity. Having the right chemistry is important for most things in life, whether figuratively or literally. For car washes, chemistry is an essential component in the equation for optimum productivity.

The type and amount of chemical will vary from region to region, location to location and, often, even process to process. No all-in-one chemical is available for every specific need a car wash may require, especially if multiple services are offered to customers.

Continued on pg. 13

Grit Trap Disposal Testing • Waste testing that meets any landfill or disposal site requirements.

• Soil, water, waste and air testing.

day o t s u l l Ca ial for spec g. ricin SCWA p

INTEGR TY testing Chris Ewert • (512) 891-7777 cewert@austin.rr.com 8127 Mesa Drive, #C-305 • Austin, TX 78759 www.integritytestingaustin.com 9

Advantage

On the Road Again...

Houston

More than 270 car wash owners and suppliers recently gathered in Houston for the SCWA Car Wash Tour. According to SCWA President Eric Warden, “we are excited about the continued growth of our tours and this was the largest car wash tour SCWA has hosted”.

The day began with a presentation by OSHA highlighting car wash safety and the new OSHA reporting requirements and HAZCOM standards for car wash owners.

Following the meeting and lunch – attendees toured Presidential Car Wash; Cypress Station Car Wash & Lube; iShine Express; Zoom Express Car Wash and Swish Car Wash.

The day concluded with a Reception and time to unwind talking about the activities of the event.

“When you can bring together a large group of successful car wash owners and vendors plus talk about and visit car washes everyone benefits and that is our goal.

This tour displayed true state of the art operations and the evolving car wash industry,” according to Warden.

10

Advantage

Thanks to Houston Sponsors Bus Sponsors Big Man Washes DRB Systems Innovative Control Systems Lunch Sponsors AP Formulators Auto Clean Midlothian Insurance Rider Wash Systems Reception Sponsor Coleman Hanna Motor City Wash Works Stinger Chemicals Event Sponsors Carwash TVNetwork Car Wash Insurance by McNeil Hydra Flex TARA Energy Wheel-eez Zep Vehicle Care

11

Advantage

The Tunnel Experts

YOU CAN’T FAKE EXPERIENCE. ’s

Sonny

Sure, our equipment is reliable, easy to maintain, and affordable, but that’s only a small part of why Sonny’s is the bestselling conveyorized car wash equipment in the world. When you choose Sonny’s, you’re getting a partner that has been washing cars since 1949 with the hands-on operating experience to guide you every step of the way.

ü Maximize your properties revenue potential with our

site layout engineering team that creates over 13,000 site-specific drawings each year for many of the most profitable car washes on the planet.

ü Eliminate costly project delays with as many as 50 pages of mechanical drawings, free of charge, with every equipment purchase backed by a company with Dun & Bradstreet’s highest rating since 1997.

ü Protect your investment with Sonny’s retrofit-able

Foundation Frame architecture. You’re able to mount additional components to increase wash throughput and retrofit new technologies as your site matures.

ü

Grow your business with new training, technology, and equipment innovations engineered to adapt to your existing Sonny’s tunnel and ensure your competitive advantage for generations to come.

We make car washing easy!

ash — Car W

TM

956

etts, 1

achus

Mass

Testimonial Our decision to work with SONNY’S was the single most important factor in our early success as an organization. We came into this business without any industry experience and SONNY’S incredible team of former operators, industry experts and warm and responsive service staff helped us get off the ground, learn how to operate a great car wash and has continued to support us on a regular basis. I couldn’t imagine working with anyone else in the industry.

Tom D’Eri

Left to right: Donna, John, Andrew and Tom D’Eri

COO /Co-Founder Rising Tide Car Wash Boca Raton, FL

You be the judge!

FREE Site Evaluation Call today to claim your free site evaluation. Whether you’d like to evaluate how a component upgrade could improve customer satisfaction, or run a complete proforma to retrofit your site to a different wash format, we’ll show you your potential, with 3D renderings you can take to the bank.

www.SonnysDirect.com | 800-327-8723

Designed Here. Built Here. Backed Here.™

Thank You for Making SONNY’S the Largest Manufacturer of Conveyorized Car Wash Equipment In The World!

12

Advantage Ingredients will vary for every location when crafting a recipe for chemical success. However, Cook reports car washes should consider the car wash equipment, the cleaning environment, water quality and local soil challenges.

In terms of local soil challenges, Tony Vertin, CEO of Ver-tech Labs, asserts that carwash owners and operators need to identify the types of soil specific to their locations.

He advises that car wash owners and operators should keep in mind whether they are cleaning the typical transportation soil comprised of oil, grease and dirt, or if they are in an area in which clay, silts and fine sands are predominant, advices Virtin.

Seasons also play a roll in soile type. “During winter months, there may be salt from roadways that needs to be neutralized and cleaned off a car, and in spring months, bugs and organic matter may [be] predominant,” notes Vertin, adding that many manufacturers develop products for specific soils, seasons and other similar conditions.

“Work closely with your chemical sales representative to identify what products are best suited for the car wash location and are titrated properly to ensure [the right amount of chemical] is being used for optimum cleaning performance,” suggests Vertin. “Titration of chemicals is one of the best ways to manage cleaning performance and monitor cleaning costs.”

Continued from pg. 9

“Our industry is not a one size fits all,” explains Craig Celentano, vice president of distributor development for Qual Chem. “The details of amounts, low or high pH and the best process will be determined by the desired results of the operator and with some help [from] a qualified [chemical company representative].”

Finding the right chemical may come down to trial and error. However, general best practices can be followed to help car washes select the best chemical for the job at hand.

“A properly trained and experienced chemical technician will be able to explain what chemical product options are available to meet [a car wash’s specific] criteria, [as well as] evaluate what equipment variables might come into play and affect the intended outcome,” says Doug Marquis, Assistant Vice President for Lustra Professional Car Care Products, a division of Cleaning Systems Inc. (ICI).

Regardless of the chemical type, one constant all car wash owners and operators should consider is quality.

To determine if a chemical is of high quality, Marquis suggests evaluating the following factors: • Technical expertise of the chemical formulation • Quality of the ingredients used in manufacturing • Consistency of the manufacturing process.

“Reputable chemical manufacturers should have highly experienced chemical formulators on staff. They should purchase materials from globally recognized raw chemical supply companies and have material testing systems in place,” states Marquis. “[Furthermore], they should ideally be [certified by the] ISO (International Standards Organization) to ensure they have manufacture control and measurement procedures that are stringently followed.”

Nevertheless, an effective product is just one of many components necessary to achieve excellent chemistry.

Considering the impacts from outside influences, such as water quality, temperature and storage, is just as, if not more.

Recipe for Success

If the car wash environment isn’t up to par, the overall performance of the chemical won’t be either.

“The operator, with help from his [or her] chemical provider, should evaluate the overall cleaning and drying capabilities of the facility,” says Ryan Cook, director of distributor sales and development for Diamond Shine® Car Wash Solutions.

Cook suggests car wash owners and operators determine the cleaning “recipe” needed to produce a “clean, dry and shiny vehicle,” adding, “Chemicals in a car wash typically do not stand alone, and all applications must be considered when determining the right recipe.”

SWS FSB Ad - JP.PDF

1

6/9/15

10:52 AM

Continued on pg. 17

C

M

Y

CM

MY

CY

CMY

K

John Park Sr. Vice President, SBA Lending 112 E. Pecan Street, Suite 800 San Antonio, Texas 78205 (210) 771-8878 john.park@transpecosbanks.com

13

Advantage

14

Advantage

15

Advantage

16

Advantage Continued from pg. 13

Chemical Performance Considerations

Another important way to manage performance, as mentioned in Cooks’ recommended cleaning recipe, is water quality.

“Good water cannot only improve performance but can [also] influence the cost per car [with regards to] products,” states Celentano. “Cost and performance can be affected by as much as 25 percent.”

The first step to ensure high-quality water is proper testing. Knowing what is in your water sets the foundation to achieve the quality you need.

Another crucial step is to obtain balance, informs Cook. “With water quality, finding the right balance is key [for] consistently good results,” he shares. “Finding a specialist to help refine a wash’s water portfolio is one of the best investments an operator can make.”

In addition to water quality, time and temperature (and in correlation, storage) are also fundamental aspects regarding chemical performance.

Chemicals can come with expiration dates, so car washes must consider the “best by” dates, if relevant, when storing products to limit waste and maintain a high level of performance.

Likewise, extreme temperatures can diminish the effectiveness of a product. “Storage of chemicals in extreme weather conditions can damage the product,” says Vertin.

“While chemicals are manufactured to tolerate a wide range of temperatures, extreme heat or cold can result in separation and/or chemical degradation.”

Also, if left to the outdoor elements, chemicals can freeze during winter, states Marquis, while direct sunlight can negatively affect certain materials used in several car wash products.

To help reduce or eliminate poor performance caused by inadequate storage, store chemicals indoors at a consistent and appropriate temperature. And, adds Celentano, make sure the drums and containers are kept off cold floors.

Once proper storage measures are in place, owners and operators must make sure all employees properly handle the chemicals before, during and after application.

Safety fundamentals For safe chemical handling, Celentano offers the following tips: • Have a strong Occupational Safety and Health Administration (OSHA) program in place.

• Implement employee training programs.

CarWashAdvisors.com

17

Advantage

Big Man Washes The Complete Car Wash Company S e rv i n g

T e x a s

CONSTRUCTION Design

&

&

O k l a h o m a

g

Bi d l i u B

Development

ig

EQUIPMENT

B h s a W

Sales

&

Installation

ig

B n a e l C

CHEMICALS & DETAI L Sales

&

ig

ly B p p u S

Service

SERVICE Maintenance

&

g

Bi e c i v r Se

Repair

PARTS Repair

&

Replacement

To see more BIG THINGS Visit us @ www.bigmanwashes.com Big Man Washes, Inc. is a member of SONNY’S Select Service Organization (SSO).

B I G M a n Wa s h e s , I n c .

18

•

Decide With Confidence SONNY’S remarkable financial stability is recognized

by Dun & Bradstreet, the world’s leading source of commercial information and insight on businesses.

3 4 2 1 S . B r i e ry Roa d

•

I rv i n g , T X 7 5 0 6 0 • T E L : 9 7 2 - 9 8 6 - 7 2 3 9

Advantage • Limit the number of personnel who handle the chemicals.

• Have all the proper safety gear and materials available in the area.

• Above all, maintain training, supervision and enforcement of safety requirements for all workers.

“Every car wash employee should be trained in the proper handling of chemicals,” asserts Cook. “There are now excellent online training programs available that are cost-effective and provide that important service. It is also up to management to follow through on those best safety practices.”

Moreover, adds Cook, every chemical used should have a phone number on the container label for 24/7 help in case of an emergency.

However, safety goes beyond simply making sure chemicals are handled properly. New innovations at the product stage are leading to safer products overall.

“Credible chemical manufacturers today will have environmental and user-friendly protocol in place to ensure the products they manufacture are safe for everything long term,” says Marquis. “I recommend working with a company that has a ‘green system’ or is associated with a recognized green organization. Responsible companies will operate with transparency on this issue and provide

lists of potentially dangerous ingredients and whether they are or aren’t included in the products they sell.”

Furthermore, Vertin reports some products are formulated for cleaning performance in car washes utilizing reclaim systems, adding that they are packaged in 15 gallons, which increases the working area in the chemical rooms, makes chemical handling easier for employees and requires less packaging. “A key safety feature is the use of a closed-loop system with an insert extending to the bottom of each 15 gallon drum,” says Vertin. “Switching products out requires the employee to only switch the cap to a fresh drum.”

Chemistry innovations

Safety enhancements are not the only chemical advancements circulating through the industry. More car washes are incorporating aromatic fragrances and colors, which enhance the wash experience for their customers.

Incorporating these “attractions” can help grow and retain a strong customer base.

“Chemistries, colors [and] scents [are all] being used to upsell consumers by providing the extra incentive and ‘wow’ factors that … go above and beyond the typical ‘clean, dry, shiny’ mantra that the industry has [known] for years,” says Marquis. “Being able to use chemistry

CryptoPay Credit Card System Engineered to Reduce Fees STOP PAYING TRANSACTION FEES ON EVERY SWIPE! Auto Cashiers

Pet Wash

Self Serve Bays

Vacuums

Vending

Go online now to learn how CryptoPay reduces fees, secures your transactions and simply stops fraud.

719-277-7400 | getcryptopay.com

19

Advantage

20

Advantage to separate a site’s wow factor from the competitor up the street can often [be] the difference in the consumers’ purchase decisions. You always have to hit the key components: a clean, dry [and] shiny car for a comparatively competitive price; but after that, the frills can make the difference.”

Vertin adds that a customer’s experience beyond a visually clean car can influence his or her decision to purchase extra services as well as the overall perceived car wash value. When selecting a fragrance, Vertin advises owners and operators to be subtle.

“Car washes should focus on pleasant, subtle fragrances. Enough fragrance should be in the products to drift out of the bay/tunnel so others in line, or nearby, will smell a fresh car wash,” he continues. “Car washes with overpowering scents could be perceived as cheap.”

What’s next?

In addition to increasing the overall customer experience by incorporating sensual attractions, such as fragrances and colors, Vertin believes the future of chemicals will bring continued progress in the ability to safely clean vehicles while relying on lower amounts of friction to accomplish a task.

Marquis concurs, adding that the future also holds more development in chemical technology and efficiency

as well as advancements in pumping, metering and tracking systems designed specifically for the car wash industry.

After all, concludes Celentano, “Chemical [manufacturers] share a common mindset with operators: to produce products that create clean, dry and shiny cars; because that’s what our customers expect.”

By Maia Woodie, Assistant Editor, Professional Carwashing & Detailing

Operations PREVENTATIVE MAINTENANCE

Poor-performing wash equipment can slow down, and even shut down, production. “What keeps you up at night?” This is a question we often ask the readers of Professional Carwashing & Detailing in quality assurance surveys and during reader visits. And, equipment maintenance is almost always brought up as a top concern for car care business owners and operators.

While strong-performing equipment can help increase car counts and enhance results, poor-performing equipment can slow down, and even shut down, production.

“Equipment failure can come in many forms and happen on just about any piece of equipment if not properly cared Continued on pg. 27

Washworld of Central Texas Your Source For All Things Car Wash ®

Washworld of Central Texas is the only stop you need to make for Washworld equipment. As a Stocking Parts Distributor, we carry a large inventory of parts for Washworld systems as well as the PDQ Laser 4000. For Washworld equipment sales & service, chemicals and National Pride self service, Call Wes Frank at ®

Washworld’s Profile, is a soft touch system with standard features such as Washview® HMI On-Site , VS2® Vehicle Sizing System and Flex Pass® Dual Application System The wall mounted system eliminates the gantry for an open bay while Washworld’s exclusive Digital Surface Profile (DSP) utilizes 3D imaging to insure optimal cleaning.

Washworld’s best selling Razor® has earned the reputation of a proven system for its quality, dependability and longevity. Stainless steel throughout, Razor is built to last. Razor combines all of the great features for which Washworld is known.

Profile and Razor were both designed with emphasis on durability, simplicity of use and reduced maintenance.

830.624.4277

21

Advantage

Everything

YOU HAVE COME TO EXPECT FROM LASERWASH

®

A WHOLE LOT MORE! • Aircraft grade anodized aluminum bridge and main rails - Now Standard • New redesigned LaserWash 360Plus Navigation System for improved bridge movement, accuracy, and speed • Non-corrosive materials used – stainless and aluminum • Fluid valves eliminated from the bridge • Air valves now enclosed for increased reliability • New stainless steel pump station design focused on improved functionality and low maintenance costs • 25 gallon water tank – Now Standard • Welded manifolds replacing assemblies of fittings – reduces leak points • Larger low pressure pump that feeds spot free to the bridge, eliminating the need to pressure feed spot free through the main pump, reducing energy/saving costs • Ultimate cover package – Now Standard

22

February 28 – March 1, 2016 Arlington Convention Center, Arlington, Texas

EXPERIENCE SCWA 2016 and together we can become Better - Stronger - Together The convention will focus on the strategies, solutions and innovations for you to take your car wash business to the next level.

Sunday, February 28

Monday, February 29

12:30

7:00 State Discussion Tables 8:00-10:15 Car Wash Investors Basics

Creating a Unique Customer Experience – CEO Perspective

What is the special edge that makes one car wash more successful than another. Many will say it is the “unique customer experience” that makes the difference. Learn insights on how you can create a customer experience that will set you apart from your competition.

2:00-6:30

EXPO Floor Open

“The SCWA EXPO with all the new equipment plus networking with all the successful car wash operators is a great way to start the year.”

Brett Meinberg, Car Wash Express, Denver Colorado

If you are considering entering the $23 billion professional car wash industry or a current car wash owner new to the business or changing models - this session is for you.

8:00-9:00

Fast Track

Pick your topics and circulate between discussion tables. Each session is 15 minutes. Explore topics such as: Car Wash Plans; Renovating/Updating Your Car Wash; New Employee Regulations; Financial Planning; Slash Overhead.

9:15-10:15 Idea Exchange Sessions

Breakout sessions discussing problems, challenges and practical solutions for all types of car wash models and lube operations. a. Conveyor/Express b. Self Serve/Automatic

“The SCWA Convention is truly amazing with the contacts, the car wash knowledge all in one place.”

Damon Van Winkle, Manager of Arbor Car Wash

10:30

2015 AWARDS PRESENTATION & Keynote Address

Captain Richard Phillips For five days in April 2009, the world was glued to their TV screens as Captain Richard Phillips became the center of an extraordinary international drama when he was captured by Somali pirates who hijacked his ship, the first hijacking of a U.S. ship in more than 200 years. To protect his crew, Captain Phillips made a conscious decision to put himself directly in harm’s way, knowing full well that he might pay the ultimate price for his decision. Amid the standoff, he offered himself as a hostage.

Tuesday, March 1 8:00-11:30

Car Wash Academy

No nonsense business solutions; management strategies and innovative car wash business ideas.

Car Wash Academy Concurrent Sessions 8:00

Car Wash Safety

Marketing New Ideas for Today’s Marketplace

Cut Overhead and Save Money

9:15

Self Serve Maintenance

How to Reduce Customer Claims

Financial Planning

10:30

Labor & Hiring A to Z

Buying or Selling Your Car Wash

Art of Ticket Writing

Professional Detailing Educational Sessions Presented by the International Detailing Association

This drama was recreated in the recent Tom Hanks movie, Captain Phillips. Hear more about the lessons Captain Phillips learned in establishing priorities in your life and business.

12:00

Lunch with Exhibitors

1:00-5:00 EXPO Floor Open 6:30 SCWA Celebration Event

After a full day of convention & EXPO activities, join us for a casual and relaxing evening of food, fun and friends.

“The SCWA Convention is our Car Wash Super Bowl – decision makers, great leads and a fun time.”

Clay Wilson, Lone Star Car Wash Systems

12:15

Closing Luncheon

• Introduction of 2016-2017 SCWA Officers & Directors • Annual Report from the SCWA President • Great Door Prizes to End a Great Convention

• The 2016 SCWA EXPO will showcase companies from across the nation with over 50,000 square feet of the latest in car wash and lube equipment, services and supplies.

• Network with successful car wash owners from across the nation. Attend premier education and interactive “hands on” training workshops.

Sheraton Hotel Our Headquarters Hotel is the Sheraton Arlington Hotel, next to the Arlington Convention Center (SCWA EXPO location) & across the street from the Texas Ranger Ballpark & Cowboys Stadium at 1500 Convention Center Drive. Reservations must be made before Thursday, February 12, 2016 to guarantee the reduced rate. The SCWA Group Convention room rate is $152 per night, single or double occupancy. Indicate your affiliation with SCWA when making your reservation.

VISIT SWCARWASH.ORG FOR HOTEL RESERVATION LINK OR CALL SHERATON ARLINGTON HOTEL AT (800) 442-7275

Register Today: www.swcarwash.org Register Early & Save Register before February 5, 2016 for your registration discount.

Approved refunds will be processed after the convention.

SOUTHWEST CAR WASH ASSOCIATION

4600 Spicewood Springs Road, Ste. 103 Austin, Texas 78759 (800) 440-0644, (512) 343-9023, Fax (512) 343-1530

2016 Exhibitors (To Date) A Plus Design Group AAdvantage Laundry Systems Acquire Video Aerodry Systems Air Logic Low Pressure Systems All Paws Pet Wash American Changer American Lube Supply AP Formulators Arimitsu Pumps Astromatic Auto Clean/Gulf Coast Washing Systems Auto Vac-AVI Car Care Auto Wash Services/Wash Sales AV Car Wash Solutions-Autec Baker Equipment & Supply Belanger Big Man Washes Blendco Systems Bric Management Car Wash Insurance-Off. by McNeil Co. Car Wash USA Carolina Pride Carwash CarWash Superstore-National Pride CarWashKing.com CarWashWorld CAT Pumps ChemQuest CK Enterprises Clean World Distribution Cleaning Systems, Inc.-Lustra Car Care Coast Commercial Credit Coleman Hanna Carwash Systems Con-Serv Water Recovery Systems Crypto Pay - Genesys Technologies Cummins-Allison D&S Car Wash Systems Dealer Industries Delta Kits Diamond H20 Diamond Shine Dixmor Doyle Vacuum Systems DRB Systems Dultmeier Sales eGenuity Entech Signs Erie Brush & Manufacturing Etowah Valley Equipment Eurovac Exacta Extrutech Plastics G&G LED Lighting Gallop Brush Company General Pump Genesis Modular Building Systems GinSan-Industrial Vacuum Systems Hamilton Manufacturing Hi-Performance Wash Systems Hydra-Flex IDX Innovative Control Systems International Carwash Association Istobal USA J.E. Adams JBS Industries Kidd Wash Kim Supply-Service Champ

Kleen-Rite Klopp Money Handling Equipment KO Manufacturing Kwik Industries Laguna Industries Links Construction Lone Star Carwash Systems Mark VII Equipment Micrologic Associates Midlothian Insurance Agency Mighty Auto Parts Mile High LED Systems Modern Building Systems Motor City Wash Works Mr. Foamer Octaform Parker Engineering & Manufacturing PDQ Manufacturing PECO Car Wash Systems Plains State Bank Premier’s Dryers & Vacs PreVac Systems Pro Equipment Pro-Tech Service Company Proto-Vest PurClean/PurWater Qual Chem Ra-Lock Company Rowe Bill Changers Ryko/MacNeil S. Thomas & Associates Scotch Plaid Self-Serve Car Wash News Sellers Publishing Simkar Simoniz SoBrite Technologies Sonny’s The Car Wash Factory Southwest Car Wash Association Standard Change-Makers Stinger Chemicals Suntech Building Systems Superior Auto Extras Superior Control Systems SWYPIT Tara Energy Texas Microfiber The Insurancenter Tidal Wave Chemicals Trans-Mate TSS Car Wash Services Turtle Wax Pro Twin Distributing Unilube Systems Unitec Vacutech Vaughan Industries Ver-Tech Labs Warsaw Chemical Wash Solutions WashCard Systems Washlink Systems Washworld Westech Supply Company WET - Washing Equipment of Texas Wheel-eez Xtreme Wash Gear Zep Vehicle Care

SCWA 2016 Convention & Car Wash EXPO Sponsors Keynote Address

ProTech Service Company CEO Forum

Big Man Washes Sunday EXPO Reception

DRB Systems Convention Lanyards

AP Formulators Hotel Key Card

Big Man Washes Celebrate SCWA Reception Stinger Chemicals Celebrate SCWA Event CSI-Lustra Exacta Lone Star Car Wash Systems Qual Chem EXPO Closing Grand Prize Blendco Monday Breakfast ConServ Water Recovery Systems Monday Attendee Lunch with Exhibitors Scotch Plaid Tuesday Breakfast Kleen Rite Tuesday Closing Luncheon Innovative Control Systems Refreshment Breaks Midlothian Insurance Prize Drawings Mr. Foamer Superior Control Systems SWYPIT Westech Supply Company

Advantage Continued from pg. 21

for,” explains Robert Andre, vice president of training and education for SONNY’S The CarWash Factory. “And, some failures can shut your car wash down at the most inopportune times.”

Any equipment that can cease overall operations needs the most attention when it comes to maintenance, adds Andre.

Avoid shutdowns

A shutdown car wash in turn will shut down profits.

Car wash owners and operators must take time to implement an effective maintenance program to safeguard their facilities from profit-hindering downtime and ensure prolific operations.

“Maintenance is the key to high-volume sites. Not only will it keep your car wash open during peak times, but it will also set the tone for what customers come to expect,” says Andre. “The reason a customer comes back to a business is because he or she liked what happened last time. In order for your customers to get the same experience every time, you have to have and [uphold] high maintenance standards.”

Creating a system of “checks and services” will keep equipment working like new for years to come for any business, asserts Andre. Furthermore, he continues, car washes should start a maintenance program as soon as the equipment is purchased and installed.

“I think when the equipment is new, or you’re doing a good job of maintaining it, you don’t see any problems; and you tend to forget about it,” reports Andre. “Once the maintenance stops, it’s only a matter of time before the problems start.”

Treat your customers with TLC with luxurious microfibercloths from Texas Microfiber

TM

Soft and long lasting Better than cotton Lint and scratch free No streaks Wax removal Water removal Wheel cleaning 16 x 24 & 16 x 16 in stock & ready to ship

Team effort

Once you have developed an effective maintenance program, Andre suggests having all team members involved in the process to establish a work environment where everyone is responsible.

“As an owner or manager, your biggest challenge is keeping your team on course with the required checks and maintenance,” he explains. “Having the proper checklist and putting systems in place that require the checks to be done, and consequences when they aren’t, are key.”

Moreover, continues Andre, motive and praise employees when they successfully perform necessary maintenance tasks.

“Let’s face it, maintenance is not very flashy or exciting,” notes Andre. “So be sure to tell your team what a good job they are doing when you do not have any breakdowns or maintenance issues.”

More uptime

Establishing a team-driven maintenance program is not the only consideration car wash owners and operators must keep in mind regarding their wash equipment. Today, factors such as current drought conditions and a more on-the-go customer base are driving more and more cars to commercial car washes. This influx

ORDER ONLINE TODAY !

www.texasmicrofiber.com

Texas Microfiber 214-810-9563 800-742-2913 27

Advantage

28

Advantage in business can take a toll on the wash equipment, asserts Andre.

Manufacturers are looking for innovative ways to make wash equipment last longer. And, many are also working toward producing products that can extend the time between service intervals, thus creating more uptime for car washes.

Uptime is one consideration that should weigh heavily when deciding to purchase new equipment, notes Andre. Any immediate loss of sales from downtime associated with poor maintenance or under-performing equipment could be avoided by installing long-lasting equipment geared toward optimizing uptime.

Moreover, Andre advises evaluating the availability of parts for the equipment you plan to purchase. “This can play a big role in the ongoing cost to maintain the equipment,” he adds.

After all, malfunctions and failures can cost car wash owners and operators hundreds, and even thousands, of dollars to repair and/or replace the equipment.

“I saw an article recently about a U.S. Air Force plane that [caught fire] due to a nut that was not properly tightened.

If the proper maintenance was done, this should have been caught. The loose nut endangered the lives of the 27 people on board and cost the Air Force $62.4 million in damages. Keep that in mind when looking at issues in the car wash,” reports

Andre. “Even a small problem could shut down [operations] for the day, costing you thousands of dollars.”

By Maria Woodie, Assistant Editor, Professional Carwashing & Detailing

Car Wash Safety LIGHTING CAN IMPACT LIABILITY AND PROFITS

Modern products can be functional and lucrative.

Safety is a prime concern for most businesses. This is especially true for car washes operating self-service bays, which cater to the public any time during the day or night.

Unfortunately car washes regardless of location or price, cannot thrive, let alone survive, without a reputation for reliable customer service. Few people will venture to dingy, dark locations without doubts about their personal welfare and the safe, efficient treatment of their cars.

Choosing the right lighting is crucial. While most owners take safety and liability very seriously, they often undervalue the ability of the newest, energy-friendly LED systems to create bright, clear environments that foster a sense of security and attract customers during evening or early morning hours. These LED products are also ideal

Distributors for: ◆ Hanna-Sherman International, Inc. ◆ Meguiar’s Magnum Products ◆ Polychem Products ◆ Turtle Wax ◆ X-Treem

10701 King Williams Dallas, Texas 75220 29

Advantage

30

Advantage for cost-efficiently lighting areas that are often prey to theft and vandalism as well as reducing potential hazards, such as fire and shock risks.

Seeing is believing

Furthermore, a well-lit wash is often viewed as inviting and always open for business. Some owners have even noted customers actually thought tunnels and related equipment looked new after the facilities were retrofitted with the latest LED technologies. Consequently, many other patrons have reported that dimly-lit locations, which appear dark or unsafe from the street, can result in customers who fail to visit during any time of the day or night — circumstances that are never good for increasing car counts and profits.

“UL Listings not only help ensure products are not fire or shock hazards, but they also help to eliminate liability.”

In the past, few lighting choices were available. And, these older options were predominantly specified by architects, engineers and even car wash owners, who were unaware about the latest LED options. This included the installation of high-intensity discharge fixtures (e.g., metal halide) that tend to lose about half their light output mid-

way through their life cycles. These fixtures also generate heat that can “bake” residue from the car wash environment onto the hot lens. Another option was the use of compact fluorescent lamps (CFLs), which are known to falter in severe applications, especially cold temperatures, and cause health risks if broken or cracked.

Recent advancements in LED

In contrast, LEDs have been around for decades but have only recently advanced enough to supply warm color values with heatless fixtures designed specifically for wet, harsh environments like car wash tunnels and bays. A great way to add flair and ambiance at price points that can pay for themselves within two years of installation, LEDs dramatically reduce energy consumption when compared to their traditional counterparts. For instance, LEDs do not burn out like typical bulbs, offering 10-plus years of operation life while still emitting up to 70 percent of initial light output after this point. They also commonly use 60 to 70 percent less energy than metal halide and CFL bulbs.

Moreover, lighting that is Underwriters Laboratories (UL)-listed also has safety advantages. UL is a global safety consulting and certification company that provides the UL Listing of products tested against the organization’s set standards of safety found to meet rigorous UL requirements. UL Listings not only help ensure products are not fire or shock hazards, but they also help to eliminate liability.

31

Advantage

Endorsed by

32

Advantage Section 410.6 of the National Electric Code published by the National Fire Protection Association (NFPA) requires that “all luminaires and lamp holders shall be listed.” In addition, if government inspectors find non-UL equipment or products on-site, the liability resulting from their use may fall directly onto the property owner.

Unfortunately, some LED manufacturers have assembled and sold “quick-and-dirty” fixtures without seeking the rigorous testing of recognized organizations like UL. Buying from these businesses can be risky since the quality of their components and manufacturing processes is difficult to verify.

“the DLC requires manufacturers to submit demanding industry standard test data” UL Listings for wet-rated lighting products offer car care businesses a high safety value and are great choices for car washes, which are usually wet, chemical-laden environments. Non-UL, wet-rated fixtures in these locations can pose significant shock hazards, especially when mounted to machines, tunnel arches and other metallic equipment. These same conditions will also intensify the chances for a fire.

Operators should also be mindful of LED products listed on the DesignLights™ Consortium (DLC) Qualified Products List (www.designlights.org), which is an independent listing of “qualified LED fixtures that meet energy

efficiency, color quality and projected lifetime requirements.” Used to promote the latest quality, energy-efficient technologies, the DLC requires manufacturers to submit demanding industry standard test data on products as part of their applications. The purchase of DLC-listed products (the DLC logo can be found on specification sheets and other marketing materials) can make carwash owners eligible for any available rebate programs offered in their areas.

In addition, reliable LED lighting manufacturers offer quality warranties accompanied by excellent customer service, including a limited, five-year warranty for products that surpass industry standards and are manufactured in the U.S. under stringent, quality-control conditions.

However, as mentioned and most importantly, never risk the safety of employees and customers as well as the bottom line on lighting products that fail to display the proper certification for use in very demanding car wash settings.

Without the certification label, there is no clear-cut indication of the LED fixture’s efficacy or even long-term durability in these harsh, wet and hot applications. Choosing products that are certified, such as by UL, not only removes the guesswork, but also greatly diminishes exposure to liability.

By Jason Baright, president of G&G LED, co-founded the company in 2010 to fill industrial lighting needs for high-quality, linear LED products, especially those suitable for wet locations and harsh environments.

33

Advantage

CV-A

Features

■ Fragramatics 1600 hr Turbo Motor ■ Poly or aluminum dome ■ Computer controlled timer ■ UV protected graphics ■ Filters – Four-bag system uses high performance,

synthetic filtration media with 15 sq. ft. filtration area. Two easy-access service doors on rear ■ 2” dia. vac hose – high-flex, vinyl, crushable, 15 ft. long. Includes cuff and polyethylene hand tool ■ ¼” x 25’ Wire braid or coil hose with inline gauge

Specifications

■ 1.25 HP ‘Big Dog’ high output compressor ■ Brushed Stainless Steel Tank and Main Cabinet ■ Coin acceptor – mechanical ■ Electrical - 120 V ac, 25 amps ■ Mounting - One internal and two external lugs with security collars. Uses 3/8” bolts for secure installation.

■ Tank Dimensions - 18.5”dia. x 42”h ■ Unit Weight - Net 145 lbs. Ship weight 185 lbs.

■ Ships in carton/pallet: 67”h x 32”w x 31”d Options

■ Multi-coin acceptor ■ Lighted dome ■ Debris catcher ■ Dome colors: red, orange, yellow, green, blue, white ■ Hose colors: red, orange, yellow, green, blue, white, gray, black

fragramatics.com 34

3021 Midland Drive • Pine Bluff AR 71603 800-643-1574 • sales@fragramatics.com

Advantage

Management Grow Profit - The Groundwork to Gaining the Unfair Advantage

If you believe your car wash is stuck and that you have tried everything possible to increase your revenue and it is not working, I am here to tell you that you are looking in the wrong place for the right solution. What if I tell you that you can grow your profit exponentially no matter how successful your car wash is today, or no matter how stuck you believe your car wash is?

You cannot erect a building without a foundation.

Likewise, you cannot grow a business exponentially without it having a strong foundation. The following intangible principles are the groundwork that separates good companies from great companies: personal success recipe, asking the right questions, and creating a team culture.

THE PERSONAL SUCCESS RECIPE On a daily basis, read books about successful entrepreneurs and profitable companies. Learn their philosophy and strategic marketing ideas. Write down these ideas and ask yourself how can you adapt them and implement

them at your own car wash. You don’t have to re-invent the wheel, just change the hubcap.

Network with friends that are more successful than you are now or with those that already achieved their goals or dreams. If you are among your friends and you are the smartest person in the room, run and start searching for new friends. Network with the community you live in and join the local chamber and at least one nonprofit organization.

Hire a mentor or a consultant. A consultant is a person who has over 20 years of experience in your field who can teach you how to avoid many mistakes and direct you toward proven strategies and techniques that produce results.

According to the American Small Business Administration: • 30 percent of small businesses fail within the first year • 50 percent of small businesses fail within the first five years • 90 percent of small businesses fail within 10 years But wait; there is a twist: 90 percent of franchisees succeed over 10 years. The question is why?

Forbes magazine conducted a study to find out the main reasons why many small business fail. The Small Business Administration and Success magazine conduct-

35

Advantage

36

Advantage ed similar research and reached similar conclusions. The five main reasons why small businesses fail: • Failure to understand customers and their buying habits • Failure to clearly define and understand the market • Failure to price product or service correctly • Owners believe they can do everything themselves • Owners’ unwillingness to hire an expert As you see, all the above reasons are controllable.

Most entrepreneurs fail because of their inexperience in the business world. It normally takes 20 years of hard work, research, and implementation to become an expert at running a successful business. Yet small business owners will most likely fail within one to 10 years. Experience and wisdom comes with time and there are no short cuts.

The outcome of small business can change if, but only if, the owner hires a qualified mentor or consultant with a proven record. It is mind boggling that a person invests hundreds of thousands of dollars in a car wash, yet does not invest thousands of dollars in a mentor or coach.

Now you know the reason why franchisees succeed.

The franchisors act as the consultant or mentor of the franchisees. They invested time, energy, and money into creating a profitable system that the franchisees have to follow.

ASK THE RIGHT QUESTIONS

Socrates’ most famous quote is “Life not examined is not worth living.” My mentor, the marketing guru, Jay Abraham, revised the quote to apply to the business world. Jay’s quote is “Business not examined and reexamined constantly is not worth owning.”

As a car wash owner, you must be asking yourself the right questions every day. The common denominator among the great companies and entrepreneurs such as Apple and Steve Jobs, Microsoft and Bill Gates, Amazon and Jeff Bezos is that they are really good at asking the right questions. Their great success, countless solutions to existing problems, and breakthrough ideas were born from asking the right questions then finding the answers through masterminding.

Asking the right questions is critical to disrupt the status quo, to innovate, and to grow profit. Asking the question, “Why is business slow?” is the wrong question to ask. Your brain will give you hundreds of reasons why business is slow. Instead, refuse to accept the current reality and ask the right questions such as: • What can I do differently to increase dollar per transaction?

• What can I do differently to increase the number of customers?

37

Advantage

38

Advantage • What can I do differently to promote our services more effectively?

• What can I do differently to improve customer satisfaction?

• What can I do differently to eliminate bottlenecks?

Whenever you are faced with a challenge, there are only two things you can do: either just complain or blame it on the economy, location, competitors, etc.; or question the issue by asking, “How can I overcome the specific challenge?” Many times the solution is intangible; therefore it is not visible to the naked eye.

Why are you in the car wash business?

Most entrepreneurs would answer by saying, “to make money.” Well, that is the wrong answer. Money is only the measurement of how successful a person is in solving a problem and providing an experience at the same time. Money is only the report card that is reviewed every month or every quarter to analyze how successful you are as an entrepreneur in servicing your clients.

For example, if you are in the car wash business, you are not in the business of washing cars. You are in business for something much bigger: to create an experience while solving a problem.

You are in the business of creating happiness and to make each and every client feel and look great every time they drive off your lot.

Once clients leave your property, can you guarantee they will come back to you for the next service? The answer is yes. You are in control. If you provided your clients with a great experience, great value, and wow service every step of the way, they have no choice but to come back. Clients will drive past competitors regardless of whether they have lower pricing or are more conveniently located.

When someone asks a car wash owner, what do you do? The answer should not be “I am in the car wash business,” but rather, “I am in the business of creating happiness. I am in the business to make sure every time you get in your car you will feel great, drive happy, and say wow.”

When someone asks you what do you do, a better answer is to leave them hanging. The best responses are those that pique the listener’s interest and that leads to more questions. A good formula to follow when asked what you do is: • Did you know (list a problem or statistic from the car wash industry)?

• What I do is (list a solution you provide)

Site Evaluation Demographic Reports Carwash Market Evaluations

Training On-Site Training Training Seminars

Design & Development Modular Building Systems Construction Assistance Site-Plan Design Complete Equipment Installation

PDQ ICON®, LASERWASH® & TANDEM® (Touchless & Soft-Touch In-Bay Automatics)

Financing Preferred Lending Sources Equipment Leasing Programs Marketing Signage Programs Promotional Ideas Advertising Assistance

Equipment/Parts/Supplies ®

MACNEIL® Tunnel Equipment LUSTRA® Vehicle Wash Solutions CAROLINA PRIDE® Self-Service Equipment ISTOBAL® Bus & Truck Automatic Washes ISTOBAL® Modular Buidings KOOLER ICE® Water & Ice Vending Machines

Visit Us at www.wet-texas.com or Call 800-966-WETT (9388)

Austin (512) 389-2822

Dallas (972) 602-4442

Houston (281) 657-0575

Odessa (432) 367-9388

San Antonio (210) 404-9456

Corpus Christi (361) 289-2715

Harlingen (956) 423-9949

Laredo (210) 404-9456

San Angelo (325) 658-5700

Temple (254) 228-5076

39

Advantage

Increase revenue and cars washed per hour with a Coleman Hanna express tunnel system!

Create the Best Customer First Impression Pack a tremendous amount of cleaning power with the LED Backlit Grand Entrance Arch! into a small footprint with the In Bay Tunnel!

Increase revenue per car by adding popular deluxe services such as Wall of Foam Conditioner, Sun Seal® Ultimate Vehicle Protectant, and the Shammy Shine Hand Dry Quality Service.

5842 W 34th St • Houston, TX 77092 1.800.999.9878 • 1.713.683.9878 www.colemanhanna.com Find us on Facebook: /ColemanHannaCarwash

40

Advantage By saying what you achieve rather than what you do, you’ll have them hooked in.

CREATE A TEAM CULTURE

As a car wash owner you may oversee your operation and get to know some clients, but your employees are in direct contact with the clients every day. The manner in which you treat the employees is mirrored back to the way the employees treat the customers. If a business philosophy is based on building a culture to serve the employees and has the staff feel as if they are owners and are empowered to do what is right, then employees will put forth the effort to please customers and keep the best interest of the car wash at hand.

The American Society for Quality conducted a study and concluded that 96 percent of the reasons clients stop doing business with a company are attributable to lack of a relationship. That lack, the study found, is made up as follows: • 68 percent of clients are turned away by the attitude of the service provider • 14 percent are dissatisfied with the product or service • 9 percent are lured away by competition • 5 percent are influenced by friends • 3 percent relocate • 1 percent die If you created a team culture and have a good relationship with your clients, they will, if they ever have a problem with your service, let you know, so you can solve the problem. Do you think your clients can be lured away by competition if you have built a strong relationship with them? Do you think their friends can influence them or, rather, will they influence their friends to come to you because of that strong relationship?

To have a successful car wash business, it is imperative that you understand and prepare this foundation for success. It is what separates the good from the great.

helps prevent rollovers, is standard equipment on all new vehicles. Other features, such as the Tesla Model X’s air-­f iltration “­b ioweapon defense mode,” seem excessive. But with many of the other safety features that are available, it’s not clear yet how effective they are. Here’s a rundown of today’s safety features and verdicts on their effectiveness…

▪ Automatic Emergency Braking. Studies have found that automatic braking can reduce the odds of getting in an accident by more than 25%. Sometimes called “autobrake,” this feature uses cameras, radar or lasers to sense the danger of a forward collision and then automatically slows or stops the vehicle. This technology, available on some high-end ­vehicles for some time, is becoming available on more affordable cars, often as part of an options package. (The technology should not be confused with the similarly named ­“antilock braking system,” or ABS, which prevents brakes from locking up.)

Verdict: This is worth having.

▪ Headlights that turn from side to side with your car.

“Adaptive headlights” that turn to the left or to the right when the steering wheel is turned do a better job lighting the road ahead than standard headlights and significantly reduce the risk for accidents. They’re available mainly on

AJ Rassamni, an entrepreneur, inventor, and market strategist is the author of two books on the car wash industry: Increase Business 30% in 30 Days, and Dirty Cars Filthy Rich.

Technology The New Car-Safety Features That Could Save Your Life

Just because a new car boasts a top safety rating and lots of ­impressive-sounding safety features doesn’t necessarily make it very safe. Effectiveness and availability vary widely. Some very effective features, including backup cameras, now are common in new cars. Electronic stability control (ESC), which 41

Advantage

42

Advantage luxury cars but are offered as an option on a few mainstream vehicles as well.

Examples: Adaptive headlights are included or optional in some versions of the Mazda3 and CX-5…and ­Volkswagen Golf and Jetta.

Verdict: Worth getting if you do lots of nighttime driving on curvy roads.

▪ Systems that warn drivers of potential dangers.

It’s impressive to hear about “lane departure” alarms that sound when drivers start to drift out of a lane…and “blind spot” alarms that inform drivers when ­obstacles lurk where they cannot easily be seen, but an IIHS study has found that vehicles equipped with these do not get into significantly fewer accidents.

Verdict: Choose these only if they don’t add a lot to the price.

Potential exception: A blind spot warning system could make sense for a driver who has limited physical flexibility and difficulty turning to fully check blind spots in the usual manner…or for a ­vehicle that has very large blind spots or limited rear visibility.

▪ Less powerful engine that can serve as a safety feature for a teen driver. Many of today’s vehicles, even some moderately priced ones, have breathtaking amounts of power compared with vehicles from even

10 years ago. For example, the Honda Civic Si has 205 horsepower (hp), the Ford Focus ST has 252 hp and the Ford Mustang V-6 has 300 hp—and each of these cars starts below $25,000. Less powerful engines tend to be associated in our minds with low price and good fuel economy, not safety—but buying a modestly powered car can be a low-tech, low-cost way to reduce the odds that a teen will travel at dangerously high speeds.

Verdict: Choose a midsize sedan with a four-cylinder engine and moderate power.

▪ “Head-up” display. A growing number of cars now can project information such as speed and navigation system directions up onto the windshield, where drivers can see it without moving their line of sight from the direction of the road. That sounds like a great safety feature—accidents can occur when drivers glance down at the dash.

But concerns have been raised that project­ing information into a driver’s field of view actually could increase the danger by distracting the driver and shifting the focus of the eyes even though the eyes remain pointed forward.

And because the information is right in front of the driver, it actually might distract him/her more often. On the other hand, many test drivers who regularly drive with head-up systems swear by them.

NEVER STOPS

WORKING FOR YOU The HTK is an automated transaction kiosk designed and built to improve customer convenience and grow your business through technology, security, and legendary Hamilton durability.

CONVENIENCE Cash Credit Card Coins Barcode Reader Tokens RFID Coupon Codes Dual Bill Dispenser À La Carte

For information on our full range of high performance products, visit us at hamiltonmfg.com or call 888-723-4858

INNOVATION

Custom wraps Custom display Video Special event times & pricing Customer Value Cards Hamilton Tokenotes® Hamilton Hosted Solutions (cloud-based, real time reporting)

SECURITY

High security, 11-gauge door Alarm Standard security camera Password protection Heavy duty locks Separate locked cash chamber Email & text notifications

ALWAYS LEAD. NEVER FOLLOW.

43

Advantage

44

Advantage Verdict: These systems remain uncommon enough that there is not yet sufficient data to reach a conclusion.

EVALUATING SAFETY SCORES

There are two major organizations that evaluate vehicle safety in the US—IIHS and the National Highway Traffic Safety Administration (NHTSA), run by the US Department of Transportation. Both produce valuable safety ratings—but not every vehicle that earns a seemingly stellar score from these organizations is as safe as car buyers might imagine…

▪ “Top safety pick” doesn’t really mean “top.” A car that is advertised as an IIHS “top safety pick” hasn’t actually achieved top safety status. There’s a rating above top—the very safest vehicles get “top safety pick-plus” status. These vehicles not only do a great job protecting occupants in crashes—they also have advanced collisionavoidance technology to reduce the odds of getting into an accident in the first place. Pricey luxury cars dominate the top safety pick-plus list, but some affordable vehicles do make the cut.

Examples: The 2015 Mazda3 and Mazda6 and 2016 Mazda6…2015 Subaru Impreza and Legacy, Forester, Outback and XV Crosstrek and 2016 WRX…2015 Chrysler 200…2015 Mitsubishi Outlander…2016 Hyundai Tucson and Sonata…2015 Toyota Prius and Prius V, Camry and Sienna…2015 Honda CR-V…2016 VW Golf, GTI and Jetta four-door models…2016 ­Scion iA…and 2016 Fiat 500X. Most of these vehicles achieve this status only when optional safety or technology packages featuring emergency braking systems are purchased. (Note that 2015 model year vehicles are listed if the 2016s were not tested by press time.)

▪ Performing well on crash tests does not guarantee that a car will perform well in all real-world crashes.

Automakers know exactly how NHTSA and IIHS testcrash cars—and they ­design their cars to do well on these specific tests. Trouble is, doing well on these tests does not guarantee that vehicles will do a good job protecting occupants in other types of accidents.

Because IIHS is not a government agency, it says it has greater freedom to modify its tests as it feels necessary. In 2012, it added a “small overlap front” test to find out how well vehicles protect their occupants when the vehicle’s front corner experiences an impact. Many vehicles fared poorly—including some that did very well in the more common head-on collision tests.

Example: The 2015 Kia Forte car received the top five-star safety rating from NHTSA but a score of “marginal” on the IIHS small-overlap-front test. The 2015 Dodge Grand Caravan and Chrysler Town & Country minivans ­received a respectable four-star score from NHTSA, but the lowest score—poor—on the smalloverlap-front test.

What to do: Shop for a car that performs well in IIHS and NHTSA tests.

▪ A high safety score for a small vehicle does not necessarily mean that it’s safe. If you want a safe vehicle, other things being equal, bigger is definitely better.

Don’t be fooled into thinking a small car will do a great job protecting your family because it earned five stars from NHTSA or “top safety pick-plus” from IIHS. Both of those organizations rate vehicle safety within that vehicle’s category. In other words, a small car that earns top safety marks likely is safe compared with other small cars—but it likely isn’t as safe as a large sedan or SUV. When you’re in a big ­vehicle, there’s simply more metal around you to absorb an impact.

Examples: Most of the vehicles with the highest rates of driver fatalities are small cars such as the Kia Rio…Nissan Versa…Chevrolet Aveo…and Hyundai Accent. The list of vehicles with the lowest death rates is dominated by SUVs such as the Kia Sorento (2WD)…Lexus RX 350 (4WD)…

Mercedes GL and M class (4WD)…Toyota Highlander and Sequoia (4WD)…Honda Pilot (4WD)…GMC Yukon (4WD)…Chevrolet Equinox (2WD and 4WD)…Ford

BOARD OF DIRECTORS President:

President-Elect:

Vice President:

Treasurer:

Past President:

Vendor Vice President:

Eric Warden Southlake, TX (817) 329-8777

Don Witt Dallas, TX (214) 358-2575

Dave Swenson Austin, TX (512) 346-8050

Clayton Clark Houston, TX (832) 678-3031

DeWayne Hall Oklahoma City (405) 414-14890

Directors

Tyler Greffin Burnsville, MN (952) 808-3640

Robert Duncan Artesia, NM (575) 308-9248

Brett Meinberg Centennial, CO (720) 934-7289

Jeff Blansit Dallas, TX (214) 912-1729

Tyler Furney Harker Heights, TX (254) 245-8657

Alan Palermo Houston, TX (713) 946-1600

Wes Dawson Dallas, TX (972) 986-7239

Troy Kunkel Fort Worth, TX (817) 808-8769

Andrew Zamora Lubbock, TX (806) 543-2775

Larry Ayres Wichita Falls, TX (940) 636-3685

Executive Director: Chuck Space

4600 Spicewood Springs Rd., Ste. 103 Austin, Texas, 78759 (800) 440-0644

www.swcarwash.org The Advantage is the official publication of the Southwest Car Wash Association. It is published four times each calendar year by SCWA, 4600 Spicewood Springs Rd., #103, Austin, Texas 78759. The officers, directors and members of the Southwest Car Wash Association, as well as The Advantage editors, in accepting advertising for this publication, make no independent investigation concerningthe services or products advertised and neither endorse nor recommend or make any claims as to the accuracy and therefore assume no liability thereof. The opinions expressed in the articles are not necessarily the opinions of SCWA and its publisher and therefore makes no warranties and assumes no responsibility for accuracy or completeness of the information herein. (512) 343-9023.

45

Advantage Expedition (4WD) and Flex (2WD)…and Mazda CX-9 (4WD). The difference in fatalities between these two groups is massive. While the small cars listed above each experienced at least 86 driver deaths per million registered ­vehicle years in a recent study, the SUVs each had death rates of five or fewer per million registered vehicle years.

(Death rates are based on research by IIHS featuring the 2011 model year and equivalent earlier models. The latest models have not yet been driven long enough to compile sufficient data.)

▪ A used car from 2010 or earlier might not be as safe as its NHTSA rating makes it appear. The government agency made it significantly more difficult to earn high scores starting with the 2011 model year—but it did not go back and adjust pre-2011 scores downward when it did so.

Carroll Lachnit, consumer advice editor for Edmunds.com, a leading automotive information and vehicle review website.

Did You Know That…

Every virus you have been exposed to can be identified in a drop of blood? A new experimental blood test can detect exposure to more that 1,000 strains of viruses from 206 species–virtually all the viruses known to affect humans.

Lump-sum pension buyouts can no longer be offered to certain retirees? The Treasury Department and IRS have notified employers that they can no longer offer onetime lump-sum pension buyouts to retired employees who are receiving ongoing regular pension payments. The new policy is retroactive to July 9, 2015. Lump sums may be offered to employees who are not yet receiving pension payments.

Gridlock adds 42 hours per year to average commutes in major cities? Cities with the worst traffic: Washington, DC–congestion adds 82 hours per year to average commutes…Los Angeles, 80 hours…and San Francisco, 78. For the full list, go to Mobility.tamu.edu/ums.

Welcome New Members The SCWA members listed below have joined SCWA since our last issue. We Appreciate your Support!

John Able West Road Car Wash, LLC Houston TX

Mohammad Dosani Regency Car Wash Houston TX

Robert Kuczik Wheel-eez Jacksonville FL

Ben Scott Stripes San Angelo TX

Bubba Barnett Wes-Tex Power Washing San Angelo TX

Brenda Edwards Plains State Bank Houston TX

Bobby Nami Bee Clean Car Washes San Antonio TX

David Solis Simkar San Antonio TX

Michael Beren Parkway Auto Spa McKinney TX

Doug Garratt Exacta One Ltd. Calgary AB CN

Jason Parker WHP Properties Southlake TX

Brett Stratil Future Endeavors San Antonio TX

Nichole Bracknell Santa Fe Car Wash Santa Fe TX

Mark Harlan Cypress Station Cypress TX

Robert Pearson KWeaver Law Friendswood TX

Heath Sumrow Tomball TX

Colin Brown Ocean Carwash Houston TX

Feliciano Hernandez Shine Brite Lube Center & CW San Angelo TX

Hershel Pierce SBA-Capital Flower Mound TX

Rick Carley Auto Scents, Inc. Albuquerque NM

Cal Holzheauser Wildhorse General Holdings Houston TX

Burt Retter Eurovac North York ON Canada

Scott Crawford Zep Vehicle Care Midlothian TX

John Hooker Southlake TX

Arthur Riddle Top Line Chemical Solutions Charlotte NC

Ryan Darby Mister Car Wash Lubbock TX Chad Dieterichs CSD Carwash 360, LLC Austin TX

46

Patrick Jaehne Bastrop’s Finest Car Wash Bastrop TX Alisa Kraemer Texas Microfiber, Inc. Carrollton TX

Ronnie Roberts Lee Street Car Wash Greenville TX Steve Schmitt Jack Schmitt Car Wash Hazelwood MO

Steven Teas Entech Signs - Alpha LED Grand Prarie TX Ash Ullah Mr. Car Spa Richmond TX Michael Zunker Auto Oasis Canyon Lake TX

Advantage

47

Southwest Car Wash Association 4600 Spicewood Springs Road Suite 103 Austin, Texas 78759

presorted standard U.S. Postage

paid

Austin, TX Permit No. 1142