Access Industry Resources to Better Your Business

Carwash volume is down and, for many operators, so are profits. You keep thinking that it will stop raining and the sun will shine. The economy will get better. Maybe your competition will go out of business. Many think things will improve “if I can just hang in there.” Others just complain about all of their bad luck.

Get over it! The only way things are going to get better is if you make them. Just like Darwin’s law of natural selection, our economy is weeding out the weak. If you sit back and wait for things to get better you might just end up on the wrong side of the natural selection process.

“What can I do?” you might ask. There are many things you can do to better position your business.

Expense Control. This may be an obvious choice, but lowering expenses is not just about cutting your workforce. I’m talking about going through all of your expenses, line by line, and making sure they are in line with the best practices of our industry.

There is a lot of excellent information in the industry’s trade magazines, as well as reports issued by the International Carwash Association, including its benchmark "Cost of Doing Business" report. You also can talk with other operators in the industry, who are not your direct competitors, to get helpful information.

Increase Your Income. There are two ways to do this: increase the number of cars you wash or increase your income per car. Easier said than done, you say! What if I tell you I can just about guarantee that you will improve your sales if you attend the International Carwash Association’s Car Care World Expo, April 1-4, in Las Vegas?

You might be thinking, “It’s too expensive. I can’t afford to go.” Wrong. You can’t afford not to go! Thousands of operators, educational seminars and all of the latest equipment and technology will be there to help you wash cars better, faster and cheaper.

With that in mind, it is a good idea to formulate a strategic plan to optimize your show experience. What do you want to accomplish? In what areas do you need the most help? I recently spoke with Eric Wulf, the ICA’s new executive director, about ways to make sure the expo is a success for those who attend.

From polling past attendees, the ICA says most attendees are there to see new products and services, participate in educational programs and network with other carwash professionals. “Preplanning will help you get the most from your experience,” agrees Wulf.

“Before you arrive, take the time to reflect upon what products or services you know your business needs and what problems or inefficiencies you’re experiencing that you’d like to solve,” he says.

“If you know the issue you’re trying to solve, you can then more effectively evaluate potential product and service solutions,” he continues.

One way to get a jumpstart on gathering the most pertinent information is to read the educational seminar descriptions in advance so that you can determine which topics interest you the most. “If you are attending the expo with more than one person from your company, encourage them to attend different programs to gather different ideas,” Wulf recommends.

If you are in a fact-finding mode, remember to bring materials to take notes with so that you can review the information once you return home.

“For those trying to expand their professional network, the educational sessions are typically the best place to start,” notes Wulf. “Introduce yourself to someone you don’t know, or ask the speaker after the program whether he or she knows of carwash operators or suppliers who may have interests or issues similar to your own.”

Wulf also suggests using designated “meeting spots” on the expo floor as opportunities to network. Take advantage of any opportunities where you can meet and share information with professionals in the same carwash segments.

He also says attendees may need to “suspend belief” somewhat, along with binding, preconceived notions. “Open your mind to ideas and products, even if you previously believed they wouldn’t work for your business,” Wulf recommends. “In these times of rapid technological change and a demanding marketplace, there is no better opportunity than the expo to test your theories and challenge your established thinking.”

These are difficult times for almost every industry. The one constant of successful businesses is their willingness to make necessary changes to stay successful. In order to find out what successful operators are doing you must stay in touch with the trendsetters. Reading industry media, sharing information with other carwash operators, attending the ICA show and visiting other successful carwashes are all ways to stay current and relevant in the industry.

If you want to sit back and wait for the government’s stimulus package to help improve your business, good luck!

Jack Anthony is a past president of the International Carwash Association and owner of 7 Flags Car Wash, which operates eight carwashes in northern California.