ADVANTAGEPublication of the Southwest Car Wash Association First Quarter 2021 FORWARD TOGETHER

JUNE 9-11, 2021 FORT WORTH CONVENTION CENTER

Michael Dominguez Steve Forbes Sonny Fazio CEO Keynote Convention Keynote 2021 Lifetime Achievement PRELIMINARY SCHEDULE INSIDE Registration & Program - www.swcarwash.org 2 ADVANTAGE PRESIDENT’S MESSAGE

JEFF BLANSIT, SCWA PRESIDENT­­

Welcome to the 2021 SCWA Convention & Car Wash car wash community. This panel discussion will focus on EXPO edition of the ADVANTAGE. the dynamics of the industry as we move forward in a new As I write this article, plans are being finalized for the First landscape. From pandemics to consolidations – how can Big Car Wash Show in 2021 and everyone is very excited we use the opportunities and changes to make us all better to be coming back together again. The SCWA Board’s operators. decision to move the event to June 9-11 has opened so many new opportunities and options for participation. Even with Many of our attendees talk about how much they the vaccine being available to everyone by June, SCWA enjoy visiting the SCWA EXPO because they will continue to implement all safety protocols necessary get to see all the great car wash companies both to assure our attendees have a safe and comfortable event environment. For more information on the protocols that large and small in a relaxed and comfortable will be in place just visit the SCWA website. atmosphere. The SCWA event continues to be one of the most popular car wash events and continues to grow bigger and better every The highlight of the educational program will be the year. Attendees come from not only the Southwest but also Keynote Speaker, Steve Forbes. Forbes, Chairman of the across the U.S. Forbes Media empire, will give us important insights and guidance to navigate the business and economic The 2021 SCWA edition will feature over 325 exhibit booths environment resulting from the pandemic and the new in over 80,000 square feet of EXPO space featuring the very Biden administration. latest in car wash, lube and detail equipment, supplies and services. So be sure to check out the impressive list of As small business owners, we are all busy and have a exhibitors in this edition and plan to come experience the lot going on in our lives – so the thought of taking a few EXPO in person. Many of our attendees talk about how days away to attend a convention can seem like a stretch. much they enjoy visiting the SCWA EXPO because they get However ROI is the key and if you can come away with to see all the great car wash companies both large and small only one good idea or new equipment insights to improve in a relaxed and comfortable atmosphere. your business and increase your profits – then it is certainly worth the investment. In addition to the EXPO – SCWA highlights the best all around education program to be found. We will kick Here are five solid reasons to EXPERIENCE SCWA 2021. off with the CEO Forum featuring Michael Dominguez, • Premier Education – No matter how experienced you are who will help us understand our customers’ new way of – every one of us can learn and grow. Working in a small thinking and needs following the pandemic. If you are business can often be isolating and without exposure to serious about your car wash business and want to make a variety of points of view, we can miss new ideas and sure you stay relevant to your customers – this kick off is trends that can impact future results. EXPERIENCE one you will not want to miss. SCWA 2021 will expose you to new ways of conducting your business and being more productive. EXPERIENCE SCWA 2021 is June 9-11, 2021 at the • Connecting with Other Car Wash Owners – Fort Worth Convention Center and offers something EXPERIENCE SCWA 2021 provides a great opportunity for everyone. to network. Often competitors from other regions of the state or region can become valuable resources for referrals and learning new best practices. Avoiding peers for The popular EXPO Quick Talks happening every hour fear of others discovering insights in your business can on the EXPO floor will be back again with a full range of limit your success. Collaboration is the easy approach important car wash topics and speakers. to networking - because together people can help each The Friday Car Wash Academy offers a slate of workshops other uncover ideas and discover inspiration when they designed for car wash owners and operators from all get to know each other on a more personal level. experience levels. The Academy will conclude with a • See the Latest Equipment, Products and Services – panel discussion moderated by Professional Car Washing Industry suppliers are some of the best resources for & Detailing, Rich DiPaolo. The past year has produced you to learn more about the current business climate. both challenges and opportunities on many fronts for the Discovering innovative products and services for your

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www.DRB.com #ExploreGrowth ADVANTAGE and above par for wash results to reach maximum If you have multiple checking or sav ings accounts, efficiency. Monitoring the equipment with daily and consider consolidating to one of each, preferably at the weekly checks are a must to prevent potential mishaps or same bank-more accounts mean higher odds of overdrafts. out-of-control usage — water, chemistry, etc. Especially troublesome are accounts with automated “Speaking from the standpoint of our systems only, if withdrawals or payments-easily overdrawn if no one is completely biodegradable chemicals are always used and paying close attention. If there are lots of CDs, savings routine maintenance followed, quarterly nutrients need accounts and/ or money market accounts at different to be added to the system, and an annual filter change is institutions, some could be easily overlooked. required,” Gibney says. Stick with paper statements. It's perfectly fine for FINAL RESULTS you to access your accounts online, but it's easy for someone else to overlook or be shut out of your online If maintained correctly, the final results provided only accounts, which may be difficult to access. Bills and by closed-loop carwashing should rival conventional statements that arrive in the mail provide a wonderful wash quality, the NWI team states. The path to achieve fail-safe. That's true even if the financial agent doesn't live this quality is not without some increased maintenance near you-your mail can be forwarded to that person by the requirements and equipment costs. But, these factors post office or a trusted neighbor. should be weighed against the savings of reduced DRAFT A ROAD MAP water and sewer costs to determine the feasibility and profitability of closed-loop operation. Create a concise guide to your finances. Having all of Ideally, a closed-loop wash is using completely your financial information in one place will save your biodegradable chemicals, operating a true restoration system designated agent a lot of time and greatly reduce the odds that removes chemicals from the water and following the that something will be missed. Handwrite this list, or type manufacturer’s required maintenance, Gibney concludes. and print it. But don't save it on your computer or send it via e-mail-that would increase the risk that this sensitive If so, customers will not be able to tell any difference in info could be stolen. Among the details to include... wash quality compared to the use of fresh water. Income sources. Note how each of your income streams By freelance contributor, Jonathan Abrams, Professional arrives-pensions and Social Security payments often are Carwashing & Detailing. direct-deposited into bank accounts, for example. If you ADVANTAGE business is necessary to stay competitive in today’s FINANCIALfast changing world. Plus our vendors who sell to the operatorscar wash canindustry appreciate fully grasp the simplicity what is happening and convenience with of Eventually, bill acceptors were added to the meter bay Preparecredityour market.card payments. InvestYour the While Financestime some in the operators EXPO forto mayknow an object the to door and thenGrit credit card readers. Trap Since some of the first transactionsuppliers and fees turn or monthly them into maintenance your friends charges and allies. by banks credit card readers were “a little pricey,” some operators Emergencyor processors, these feesHandoff are outweighed by the increased would opt for only one or two bays to accept credit • Share with Others – Each of us has ideas or experiences Disposal Testing revenue.thatCould can besomeoneAdding valuable a step credit in helpingin cardand sucsystemothers. cessfully toEXPERIENCE a baymanage will moreyour cards, McCarty explains. Operators would monitor the financialthanSCWA pay 2021affairs for givesthe if investment youus the are chance unable in the to makeshortto do term.the so caryourself? wash Of performance and hold down associated costs. With new, Customers will spend more time washing their vehicles affordable credit card acceptance systems, operators can course,industry you a bettercould executeplace. aWhat "financial better legacypower canof attorney'' you • Waste testing that designatingafterleave? this If yourupgrade, someone strategy asas ismosta to"financial be credit the best agent"card kept systems to secret act on inutilize your economically add credit card acceptance to their self-serve behalfathe “count car in wash financialup” community versus matters a “count you if will you'redown” be missing incapacitated.charging a valuable method. But bays, meets vendingany machines, landfill vacuums, Call etc. us today justWalteropportunity. drafting states that that documentwith standard with cash an paymentattorney, equipment,which you EVEN or disposal MORE ADD-ONSsite the self-serve bay timer will start counting down once for special shouldHave FUNdo, doesn't – Being guarantee in business that should this be relative, rewarding friend or • the minimum payment is met. Typically, there is a “last The requirements. most popular add-on service equipment for self- adviserand fun. will All know work whatand no to play do. canThe get issue to be isn't old fast.so much SCWA pricing. minute” alert horn that goes off as time is running down. serve locations is tire shiners and air dryers, according to whetherEXPERIENCE he/ she SCWA lacks financial2021 will savvy-it's add a layer that of figuringenjoyment out With a credit card payment, the system starts counting McCarty.• Soil, water, Tire shinerwaste equipment can be added in a bay or someoneto your businesselse's finances life by on mixing the fly a socialis a massive aspect intochallenge. your up once the transaction has been authorized. Once the on a vacuum station. One reason tire shine is a popular learningHaving and a financial business plan development. in place for health emergencies and air testing. wash is completed, the customer is instructed to push add-on service is because the results are immediately is especially on many people's minds now because of the EXPERIENCEa stop button SCWA to end 2021 the istransaction June 9-11, 2021and atdetermine the Fort the visible. There is nothing like rubbing the pad on the Worthcoronavirusfinal Conventioncharge. pandemic, “This Center method but and an offers keepsincapacitating something the customer emergencyfor from tires and seeing that rich, dark finish; it truly accents everyone.couldrushing come to The upfinish,” program at any Walter time. and Here's says.registration “There how to information is prepare no ‘alert’ finances is horn a clean vehicle. Air dryers in the bay are increasing in included in this edition of ADVANTAGE and you can also forto aninstinctively emergency hurry handoff… them up. Some operators have seen popularityI becauseNTEGR they finally give self-serve TY customers visit www.swcarwash.org to register online. SIMPLIFYaverage wash IN tickets ADVANCE increase by 50% versus using cash.” the opportunity to air dryt ae vehicle. s t Dryersi n ghave proven Join us for the FIRST BIG CAR WASH SHOW of the YEAR! hugely popular in areas with a lot of motorcycles. ConsolidateMcCarty notes credit that cards years and ago bank self-serve accounts. carwashes Missed Chris Ewert • (512) 891-7777 I encourage you to come experience the power of the car With the advancement in credit card technology, gift creditwere calledcard “quarterpayments carwashes” are among simply the becausemost commonthat was [email protected] washthe only community payment as option you only available. can in theAt first,Southwest! self-serve sites cards and loyalty programs are new options available missteps when someone takes over your finances. The 8127 Mesa Drive, #C-305 • Austin, TX 78759 Meetwould me have in Fort a bill Worth. changer, and eventually many operators for bay washes, Walter says. The credit card systems that more cards you use, the greater the odds that there will be www.integritytestingaustin.com began adding tokens. These token dispensers could process utilize loyalty or gift card options offer customers payment -a Jeff problem. Blansit, Cut SCWA back Preside to only­­nt two, if possible. credit cards, so it provided an economical way to accept flexibility. They can use these loyalty or gift cards in many 31 credit card payments at a self-serve carwash. different ways and on multiple pieces of equipment at the Washworld of Central Texas Your Source For All Things Car Wash

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6 ADVANTAGE 5 ALTERNATIVE MARKETING STRATEGIES

MARKETING

If you own a carwash business, you take pride in getting cars squeaky clean. However, there is so much more to running a successful carwash business than just soap and water. For your new business to thrive, you need customers, and customers are brought in by good marketing. After all, you’re not the only carwash business in town, so you have to find ways to stand out. Step 1: Use carwash marketing channels If you’re looking to market your business, there are plenty of marketing channels that you can use. Of course, each channel comes with distinct characteristics. Some have a better return on your investment than others, and some cost more. You really need to do your due diligence to find out which ones will be a better fit for your particular business. Here are some specific examples of how to market your new business: • Direct mailers • Adverts showcased in local shopping guides Let’s have a look at how you can attract new customers: • Radio ads on local stations • Know your customers: This point is a no-brainer. It’s the first step in trying to market anything to your potential Local TV ads • client base. If you don’t know what your customer wants, • Online video Ads then your marketing will miss the mark. • Curbside displays and inflatables • Personalize the customer experience: This follows on • Managing your social media management (free posting to from knowing your customers. When you identify your social media) exact target market, you can more easily personalize your interactions with them. • Social media advertising (actually paying for additional exposure) When you master the above, you can create a powerful marketing strategy that gives a seamless, intimate customer • Online pay-per-click (PPC) ads (you’ll be charged per experience. This in turn results in driving growth and click that redirects to your site via Google ads) retention. • Online SEO (optimizing of your website so that it is Step 3: How to improve customer loyalty found through search engine results) Any serious business owner knows how crucial it is • Email marketing (the use of email marketing and public to retain customers. The small carwash landscape is a records to reach new and existing customers). competitive one. If customers are not going to be loyal to So there are clearly many options open to you. Don’t be you, they will be loyal to another business. overwhelmed though, just take your pick or go through Here are a few ways you can increase customer loyalty at each one until you find what works best for you. Of course, your carwash: you do need to consider your capacity and budget when making that choice. • Provide first-class service: Everyone loves great customer service. It’s a surefire way to keep customers coming Step 2: Attract new customers back. Make sure you provide fast but good-quality Every new business relies on attracting new customers. washes and detailing. Use superior chemicals and Your business needs to do more than just survive if it has equipment. Provide a memorable experience by using any chance of success. This can only happen when you pleasantly fragranced foam, cut down customer wait have a steady stream of clients coming through your doors. times, and attend to inquiries quickly.

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Learn more. Visit us at opwvws.com/ics • Offer great value: Most consumers love low prices, but friendly. that’s not often enough to retain their loyalty. If you offer • Showcase a detailed menu: Your signage should be top-notch services that have perceived value, you will legible, informative and presented in such a way as leave a lasting impression. Offer services that cannot be to encourage customers to buy more. Offer a number easily replicated by the carwash down the road while of different packages, but don’t overwhelm with too ensuring you don’t price yourself out of the market. much detail or too many options. Three wash packages • Incentivize with a rewards program: Your carwash will along with three extra services are ideal, and use simple benefit greatly from having a loyalty program that gets package names like “Gold,” “Silver” or “Bronze.” customers to keep coming back. After all, who doesn’t • Make sales pitches: Make use of signage and staff to like perks and rewards? Offering a free carwash after highlight managers’ specials and particular packages. X number of washes, or giving out military or senior Your staff should be trained to promote upsells and citizen discounts leaves a very positive feeling in your additional services or products. Also, you can get creative customers. Their loyalty will ultimately mean more for by offering seasonal or event-specific deals. your bottom line. • Maintain a spotless site and tunnel/bay: A pristine Step 4: Improve your average carwash ticket site and tunnel or bay are crucial to evoking customer Getting your customers to spend more per visit is vital (if confidence. Ensure your foamers are working well, you consider the shrinking or stagnant car counts at many and use LED lighting, inviting fragrances and package locations). This requires that you take the time to figure out confirmation signage at the tunnel/bay entrance. how to increase your average ticket. Step 5: Use email marketing So, here’s how to improve your average carwash ticket: In the U.S., e-mail is among the most popular digital • Put your best foot forward: First impressions really do activities, which has evolved from a networking tool to a matter. Make sure you hire staff that will represent your valuable marketing strategy. In North America, the use of business with a smile and who will be trained in how the email newsletter is a leading content marketing tactic to properly handle customers. This will build consumer used by B2B and B2C marketers, allowing digital marketers confidence and lead to higher ticket values. If you use to engage with existing and potential customers in a cost- an automated pay station, ensure it projects customer- effective and quick way. oriented messages that come across as helpful and These are some of the ways emails serve as powerful CERAMIC PROTECTION - HIGHEST LEVEL AVAILABLE! RESISTS DIRT & DEBRIS REFLECTS HARMFUL UV RAYS ULTIMATE SHOWROOM SHINE

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Connected cameras MONITORING SYSTEMS track a vehicle from With the ramped-up speeds and maximum loading the pay station to the efficiency needed, it is easy to see the importance of tunnel, ensuring that proper control in the world of express tunnel washing. the equipment will Integrated and cooperative monitoring systems have provide the purchased proven to be a profit protector for many bustling car services to the correct care operations. How do modern controllers enable these vehicle, Davy explains. monitoring systems to prevent both loading issues and Controllers also provide damage complaints in carwash tunnels? safety for the consumer Here, camera systems can provide on-site tracking by controlling the and help avoid delays caused by a loader, which prevents conveyor and other slowed productivity and missed rollers. Inside the tunnel, equipment, automatically cameras can even stop the conveyor when the vehicle is pausing the tunnel when not where it is supposed to be, Davy states. Stopping the there is a problem. tunnel can prevent costly accidents and the downtime This tight control they create. These anti-collision systems allow a carwash can allow for to run vehicles closer together, further increasing valuable customers to receive throughput and revenue on busy days. a custom “light show” Vehicle proximity devices, such as sonar, help identify in the tunnel as well, Davy states. This feature can create a features on vehicles so a wash can provide a better unique experience for each customer based on what was clean, Davy notes. For example, these devices can detect selected and purchased. Modern controllers can even the windshield location, allowing for special windshield activate unique signage or special lighting for any visiting wash services or side mirror rinses. It is also possible to unlimited wash club members. identify truck beds, allowing a wash to automatically turn EFFICIENT PROFITABILITY off devices. This can prevent too much soap from being Another advantage controllers enable is to-the-inch dumped into the truck bed or turn off blowers so they will application of chemicals. This precise application means not blow debris out of the bed onto other vehicles. marketing:operators can effectively control their washes’ chemical • costs.Creation When of personalized set up correctly, content: equipment You can use only email sprays themarketing vehicle, and not public the gap records between to create vehicles, your customer Davy notes. Thisprofile to-the-inch and develop application targeted continuescontent. through the entire tunnel and applies to such services as ceramic coatings, Links that direct traffic to your website: Make sure to • wax applications and other necessary chemistry. This have relevant content on the pages that you redirect universal control not only saves on chemistry costs, but it people to (such as coupons or discount codes). This is a also provides customers a better wash experience. greatEnergy way toefficiency get people can to engagebe another with youradvantage. brand and “Your tunnelbuy your controller services. also helps you save electricity by driving • eachPromote piece your of brandmachinery to new in customers: the tunnel, Statistics activating show your vehiclethat email frequency-driven is almost 40 times devices more andeffective controlling than social signage andmedia lighting in attracting around new your customers. facility,” You Davycan easily continues. share “Additionally,information about your your tunnel business controller and send can discount help conserve codes energyand coupons by leaving via email. your dryers on when multiple cars are in the tunnel, avoiding costly start-ups of the dryer Email marketing is great for building customer loyalty, system. Without wasting chemical or electricity, you are driving sales and strengthening brand recognition, so you better able to control your per-car costs and make each really should jump onto it if you haven’t already. service more profitable.” So thereBath you points have to it: efficient five alternative look-ahead ways features to market in a carwash yourtunnel new that business can include and reach the controllerboth existing keeping and potential the blowers customers.running for We’ve the discussedfollowing many vehicle. options, Again, but this the step best saves strategyenergy isand the creates one that cost works savings. for you “There and yourare many business. features Thisthat article can help should operators give you save the power, head-start water, you etc. need. When you understand all these modern-day features, your process - Emily Andrews, Marketing Communications Specialist, will benefit as well as your cost savings,” Bath says. RecordsFinder 21

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TECHNOLOGY

The modern automated carwash features plenty of bells investment in space and money. and whistles. On newly constructed express exterior sites, “For example,” continues Ragle, “a smaller tunnel with for instance, double-digit vacuums, high-tech equipment, advanced point-of-sale systems and accelerated conveyor a typical equipment package may only need 50 or 60 speeds are common. This workhorse equipment creates functions.” He adds that the controller needed to power perfect synchronization to power today’s automated this type of operation might only require less than three carwashes to serve elevated car counts. But, before these linear feet of wall space. For a larger operation that might components can combine and effectively meet demand demand two or three enclosures, operators should plan for — providing to-the-inch cleaning — the “brain of the as much as 7.5 linear feet of wall space. carwash” must work hard behind the scenes to conduct the “Keep in mind the tunnel controller is the brains of your whole performance. operation, so you shouldn’t skimp when choosing a These “brains,” also known as carwash controllers, are controller that will wash your customers’ vehicles. Whether only getting smarter and more versatile. In short, operators you expect to wash 200 or 2,000 cars per day, the controller have more analytical information about their businesses is what will keep your tunnel humming,” asserts Ragle. than ever before. As a result of both this now-available information and fail-safe features, advanced, automated Controlled and connected washes are also much safer to visit. Using today’s controllers, carwash operators can both High-tech meets high IQ monitor and operate their washes remotely, tracking analytics throughout the day. Using a mobile or internet- New private equity capital is entering the professional carwashing market at a rapid pace. Major operators and connected device, operators can simply access their manufacturers have taken advantage of this interest and controller, track operations and create efficiencies from used the opportunity to recapitalize their businesses, anywhere in the world. That ability extends to all functions including making investments in product research and available from the controller itself, including overriding development over the past decade. The result is smarter devices, changing settings and current service counts, etc., equipment that reduces costs and maximizes performance according to Ragle. — all in an effort to satisfy demand and customers. With In addition to the commonly used features of a carwash unlimited plans, automated carwashes that seek to remain controller, operators can likewise remotely access some of competitive must focus on speed, convenience, consistency and quality of service. the lesser-used functions of today’s carwash controllers. What are some of these underrated features? Newly funded equipment manufacturers are answering the call with smart equipment. Smart equipment needs “Some [leading examples] of the most commonly under- advanced controllers. utilized features of modern carwash controllers include power management, targeted chemical application According to Dave Ragle, DRB’s lead software engineer, if capabilities, wireless connection for timing the tunnel and an operator of a highly automated tunnel carwash is asking, “Do I need a carwash controller?” he or she is already running on keypad in an emergency,” lists Bill Myers, asking the wrong question. Ragle notes that the operator Innovative Control Systems’ (ICS) support director. Myers should instead be asking the following three power also notes that a best practice operators can use is to questions: connect to the controller to a smartphone in order to time the equipment while in the tunnel. • What type of wash do I have? Controllers are also responsible for such advanced What features do I need? • equipment as sonar and sensors that initially determine the • Which carwash controller offers the features that I need? vehicle type and adjust both equipment positioning as well In other words, it’s not a matter of whether or not a modern as chemical and water applications accordingly. In addition automated carwash should have a controller — it’s a matter to reducing waste, this capability also reduces damage of what type. claims and — even more costly — extended downtime. “The answer to those questions will help determine how “Another under-utilized feature is device saturation control, much investment in space and money is required,” adds which automatically cuts off solutions, such as tire shine, Ragle. when enough chemical has already been applied to the For a tunnel carwash, conveyor length as well as the type device to handle the next vehicle,” Ragle concurs. “This of equipment and number of devices the controller will results in less waste of expensive chemicals and reduces operate are leading factors that will dictate an operator’s ‘sling’ caused by over-application.”

12 ADVANTAGE ADVANTAGE 13 ADVANTAGE

24Peco Regional 2017 SCWA 7.5 x 9.5.indd 1 8/17/17 12:59 PM ADVANTAGE

SCWA is continuing to identify resources that will help SCWA MEMBERS IN members and the greater car wash community rebound strongerBay thanbreeze ever. We believe there are opportunities THE NEWS to be Whilefound sophisticated even in times tunnel like equipment now. This requires effort large will lead advance to heighten safety on the road, the trip through Periodically SCWA members are featured in national publications. into thebrainpower 2021 Convention behind the scenes & EXPO to operate, and in-baybeyond. automatic SCWA a carwash is taking center stage with sometimes poor and self-serve equipment controls are generally embedded outcomesRecently forSCWA operators member and The vehicle Wash owners. Tub’s employee was highlighted is developingin the equipment plans toitself. expand With fewer many moving of these parts efforts and in a broadertighter and integration, expanded less role control over isthe needed next toseveral effectively years. Controllerin Professional equipment Carwashing manufacturers & Detailing. are hard at work helping to resolve these issues and keep conveyor Theoperate SCWA this website equipment provides in order toresources meet savings and and links as satisfaction requirements. carwashes30 and “humming.” Under Rising Stars: we all continue to navigate this unprecedented time – However, according to Ragle, many in-bay automatic “PerhapsAustin the most Mitchan compelling feature I see on the horizon www.swcarwash.orgoperators also have the ability to monitor and access is precise wash equipment control based on the make, Here areequipment just a andfew information of the actions remotely. SCWA “Your undertook: in-bay modelWe are and proud year of to a vehicle.recognize As more today's and risingmore vehicles young star automatic equipment manufacturer should be able to give withplayer, onboard Austin ‘beacons’ Mitchan. are on the roadways, and as more Worked with Texas Governor Abbott to have car and more vehicles are able to securely communicate with • more details on how improvements in control allow for Austin Mitchan works as a manager for The Wash Tub in washingimprovements confirmed in wash as “essentialquality from businesses” an in-bay automatic in Texas. external infrastructure, such as carwashes, look for carwash machine,” he adds. controllersSan Antonio. to be ableAccording to fully customize to his nominator, how the equipment Area Director • WorkedOn the withhorizon SCWA members in many other states, washesMike theMireles, vehicle Mitchan based on is that making information,” an impact educates at a young age. Ragle. suchSimilar as: toColorado, other equipment New found Mexico, at leading Hawaii, carwashes Kansas, Thank you, Austin, for making our industry better. Marylandacross the and country Ohio; today, by providing controllers informationcontinue to evolve as to and the AName: high controller Austin IQ Mitchan means going beyond the basic information of vehicle dimensions and tire locations. In the essentialget better. business So, what nature is on theof carhorizon? washing. Age: future, operators24 will have access to such information as Manufacturers and operators should be excited about the Title: Manager • Workednext generation with many of controller city and features county that officialswill bring totheir give factory and perhaps even aftermarket additions, including carofferings washes andthe businessesoption to to open the front as essentialof the competitive businesses theWorkplace: exact dimensions The Wash and locationsTub, S.E. ofMilitary external location, “shark fin” San Antonio antennas, types of wheels, etc. in class.local communities such as Dallas; Fort Worth; Impact: Austin Mitchan has been with The Wash Tub for As mentioned, by leveraging the information gleaned from “Wealmost can even two expect years these and vehicles has greatly to inform impacted the carwash the business Greenville; Houston; Albuquerque. controller of problems, such as windows that are not fully entry sonar and sensors, leading carwashes are providing in that short amount of time. Mitchan is from the San Accordingto-the-inch to cleaning. President However, Jeff Blansit, this capability “I have is limitedbeen very to closed and vehicles in park instead of neutral. They will proudthe of vehicle’sthe role size, SCWA shape has and played protruding in trying surfaces. to keep the evenAntonio be able community to automatically and disengage graduated automatic from Highlands braking High systems,” concludes Ragle. car washWhat community is missing is discoveringworking as the an vehicle’s “essential DNA, business”. including School. Following high school, he was accepted to the We standany accident ready toprevention continue or safetyour efforts sensors on and behalf features of that our - RichMays DiPaolo School is the of Associate Business Publisher at Texas – Editorial A&M ofUniversity, where are included. As vehicle tech continues to evolve and Professional Carwashing & Detailing magazine. members and the car wash community”. he graduated with his bachelor’s degree in business.

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7 16 ADVANTAGE TAKE AN 8-HOUR SHOWER EACH WEEK: THE BENEFITS OF CREATIVE TIME

PERSPECTIVE

When do you get your most creative ideas for your prioritize creative time so that innovation will follow. business? I suspect it’s not during your normal busy With this conviction, I asked my executive assistant to workday or in the middle of a client meeting. Most likely, rearrange my calendar to free up Wednesdays, and, it’s when you are alone, relaxed, and allow your mind to the following week, I had my first Creative Wednesday wander. on my calendar. Much to my initial surprise, all of my How many amazing ideas or aha moments have you had responsibilities condensed into four days without missing while taking a shower? Without distractions and to-do any deadlines or obligations. lists, creative ideas flow when mindlessly showering. Fresh ideas and improved focus Psychologist Scott Barry Kaufman, author of Wired to Create, found that 72 percent of us get our best ideas in the Once I had the recurring Creative Day scheduled on my shower. calendar, my mind started spinning with ideas of how I As an entrepreneur, I want to keep generating ideas, would spend my day, and I found that my enthusiasm improvements and creative innovations. I found that my helped me be more efficient leading up to that day. days were filled with meetings, problem-solving, and As an entrepreneur, my mind is always creating new ideas, doing day-to-day tasks. In spite of my best intentions to and I feel more relaxed knowing that I have a day to spend fit in creative time, it never seemed to materialize. My best doing what I do best. Throughout the week, as ideas come creative ideas came to me in the morning while taking a to my mind, instead of allowing the idea to compete with shower, but were quickly forgotten as I sat down at my the responsibilities I had for that day, I jot it down. Then, desk for the first meeting. on Creative Wednesday, I spend part of the day giving that In my frustration with elusive creative time, I chuckled idea the time it deserves to grow. thinking that I simply needed to take a shower for the entire One of the best parts of my creative day is that I am able workday. In spite of that sounding ridiculous, I figured out to be entirely present in the moment, and have found that how to give myself the space and time I needed to focus on throughout the week, my meetings are more purposeful. the business, and not just run the business. And that’s how Knowing that I have a day to give my ideas the time they my Creative Wednesdays emerged. need to develop, I’m no longer trying to juggle competing But I’m too busy... thoughts. My first thought was that since I could barely keep up with Sometimes, I will collaborate with some of my leaders my packed meeting schedule, how in the world could I during my creative day, and we develop new innovative cram five business days into four days? Surely, I would processes or ways to better systematize our business miss deadlines, or miss new client opportunities, or let challenges. down my direct reports. It just didn’t seem feasible. I barely As a family man, my creative day makes room for my had time between meetings to get a drink of water so how wife and kids. Occasionally, I will take my sons out for could I possibly remove a workday from my schedule? a surprise lunch, or schedule a family outing. Having a What gets scheduled, gets done. I schedule everything happy home makes for better workdays. on my calendar to make sure I don’t allow my highest My creative days allow me to make new business priorities to be overcome by interruptions. I even schedule connections and enhance current relationships. I enjoy time with my family, exercise on my Peloton bike, lunch scheduling virtual coffees with my connections to hear with friends and so on. What I realized was that I hadn’t about what’s working in their business, incubate ideas and scheduled time for my own needs, which included fostering generally encourage one another. my entrepreneurial gifts. So, as an entrepreneur, why not afford yourself the luxury I realized that creativity precedes innovation. To of an eight-hour shower each week? Consider fostering the continually innovate and grow my business, I need to allow creative serial entrepreneur within as an investment into time to create new ideas, processes and directions. Doing the same thing over and over again will inevitably produce the future growth of yourself and your business. the same results. I owe it to my employees and clients to - Jason Hennessey, MSN

16 ADVANTAGE ADVANTAGE 17 ADVANTAGE

18 ADVANTAGE

20 SCWA MEMBER HIGHLIGHT: ERIC WARDEN

SCWA NEWS

Hands down, full service still has a place in the car wash industry. While the trend is to build or convert to express, Mustang Elite Car Wash in Grapevine, Texas is proof customers still value and seek out the full-service experience. To talk about his track to success, we sat down with Eric Warden, owner of Mustang Elite Car Wash. Originally built in 1994, Warden purchased the car wash and lube center in 2007 with his wife, Jenny, and has operated the family business ever since. They upgraded equipment and converted the location to a boutique car wash complete with a fireplace in the lobby and a shop that sells specialty candles, local school gear, and auto accessories. “Our goal is to be the locals’ go-to neighborhood car wash by creating lasting relationships through a personalized experience,” shares Warden. “Being a full-service car wash with a lube center, customers spend more time with us. We know we have to deliver a great finished product, but what encourages customers to return is creating a good feeling in a comfortable environment while they wait.” To accomplish that, Warden says they start from the top down and make sure their staff feels valued by the organization. With approximately 50 employees in a dynamic business, remembering names can become difficult. Warden takes a picture of each team member and Warden. “Now online reviews have probably the greatest adds it to their company profile. “Calling every staff by impact on your reputation. Like it or not your online name from day one helps set the tone,” says Warden. “Our reputation matters.” employees are by far our most valuable asset and make the At times online reviews can feel a bit one-sided. “While greatest impact on a customer’s experience.” negative feedback is never fun, I embrace it and learn from it,” says Warden. “People willing to take the time to share “Our goal is to be the locals’ go-to neighborhood their experience, good or bad, is valuable and appreciated. car wash by creating lasting relationships through It’s their perception that shapes our identity and can be the best form of advertising,” Warden notes it’s his top priority a personalized experience... We know we have to to reach out directly to customers to address the concerns deliver a great finished product, but what encourages or clear up misunderstandings to foster a relationship and customers to return is creating a good feeling in a to improve service for the next customer. comfortable environment while they wait.” Wrapping up our time together, we asked Warden why he is a long-time member of SCWA: “The camaraderie with Warden continues, “while you build a business over many members and the personal relationships are incredibly years, you are still measured by a customer’s most recent valuable. I’m so thankful to the members who have taken visit. To succeed long term we have to approach each day the time to mentor me over the years. The SCWA also does with the same attention to detail as the very first time. Great so many things for the membership behind the scenes. The service doesn’t just happen you must constantly work on amount of information, education and research available is it.” priceless. When we share ideas and encourage each other, even as competitors, we raise the standards of the car wash And these days, customers aren’t shy about letting businesses know what they think. “Customer feedback is industry as a whole.” an integral part of measuring our business,” comments - Lanese Barnett, SCWA Board Member

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20 ADVANTAGE SCWA 2021 LIFETIME ACHIEVEMENT AWARD

SCWA NEWS

Sonny Fazio, founder of Sonny’s The CarWash Factory - 1926-2013 Salvatore “Sonny” Fazio was born in Boston in 1926. Sonny joined the Navy in 1944 and served our country during World War II. Sonny married the love of his life, Gloria and together they had four children, Paul, Michael, Barbara and Marie. It didn’t take Sonny long to find the car wash industry by becoming the owner of a full serve car wash in the Boston area in 1949. His car wash life shifted to the “supplier” side of things when he founded Sonny’s Enterprises, Inc. in 1978. Sonny said he never thought he would manufacture equipment, but he needed to keep busy after his sons, Paul and Michael, took over operation of his carwashes. He would test out the equipment at his sons’ locations and made sure every piece and part was functioning perfectly. In 1981, Sonny’s business started to grow and he began to manufacture equipment for friends along with his family and Sonny’s The CarWash Factory was born. The new business quickly grew to a 23,000 square-foot manufacturing plant in Fort Lauderdale to meet growing demand. And today, Sonny’s The CarWash Factory, is the world’s largest conveyorized car wash equipment manufacturer. those of you that went on a factory tour with Sonny, I am Paul Fazio offered his memories of his dad, “Anyone who willing to bet it was an experience you will never forget. knew Sonny knows his life revolved around three things: On the tour he would tell what I considered to be the most His family, his friends and his work. There was no room inappropriate stories to the students about car washing’s left for anything else. He lived for those three things – not past history. He knew I hated it when he would tell those necessarily in that order! Car washing was his life. If you stories. He would laugh when I would say to him “you knew him, you know just how true that is. To say he had a can’t say that stuff” and he would respond with “I’m 86 passion for it would not even come close. He loved it and years old ― I can say anything I want.” he loved the people that loved it. They were indeed his family. Helping people made him happy and of course he “Dad was old school and very black and white in his loved going to the car wash shows”. opinions. He had no trouble letting you know exactly what he thought. He had no patience for bologna. He loved “Following his “retirement” and the passing of our mother, seeing the industry grow. He told me when I took over Gloria, there were two things that kept him going. First there was his extended car wash family. Many car wash as CEO of Sonny’s in 1991 that if I didn’t continue to help friends called and wrote him regularly to make sure he people - he would take his name off the building – and he was doing okay. Ben Alford, an operator in Louisiana meant it. He loved telling me I was becoming more like him and longtime friend, called Dad every Saturday right till every day. He knew that made me crazy.” the end. It amazed me that two men with such different Sonny passed away on April 17, 2013 at the age of 86. The backgrounds could become so close. Both men described SCWA Board of Directors and membership are pleased to the relationship to me on separate occasions as simply honor Sonny Fazio with the 2021 SCWA Lifetime Award in being brothers.” recognition of his significant contributions to the car wash “The second thing was his love for telling stories– especially industry and to thank Sonny and his entire family for their to those going through the Sonny’s CarWash College. For support of SCWA and the car wash industry.

20 ADVANTAGE ADVANTAGE 21 TOM DES US IG C N E D

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Scan to Watch Video www.SonnysDirect.com/signage Time for a Refresh? Call 800-327-8723 or email [email protected] Scan to Watch Video Make CarWashing Easy www.SonnysDirect.com or Call 800-327-8723 22 ADVANTAGE SCWA 2021 KEYNOTE SPEAKERS

CONVENTION & EXPO

Steve Forbes - Thursday General Session Steve Forbes is Chairman and Editor-in-Chief of Forbes Media. Steve writes editorials for each issue of Forbes under the heading of “Fact and Comment.” A widely respected economic prognosticator, he is the only writer to have won the highly prestigious Crystal Owl Award four times. The prize was formerly given by U.S. Steel Corporation to the financial journalist whose economic forecasts for the coming year proved most accurate. In 1985 he was appointed by President Ronald Reagan to head the Board for International Broadcasting, which oversaw Radio Liberty and Radio Free Europe and he was reappointed to the position by President George H.W. Bush. In 1993, with Jack Kemp, a former congressman and fellow proponent of free- market economics, he founded Empower America, a group advocating so-called supply-side policies, including low taxes and deregulation, as the best means of stimulating growth. Steve’s newest project is the podcast “What’s Ahead,” where he engages the world’s top newsmakers, politicians and pioneers in business and economics in honest conversations meant to challenge traditional conventions as well as featuring Steve’s signature views on the intersection of society, economics and policy. Steve helped create the recently released and highly acclaimed public television documentary, In Money We Trust?, which was produced under the auspices of Maryland Public television. The film was inspired by the book he co-authored, Money: How the Destruction of the Dollar Threatens the Global Economy – and What We Can Do About It. The latest book by Steve is Reviving America: How Repealing Obamacare, Replacing the Tax Code and Reforming The Fed will Restore Hope and Prosperity co-authored by Elizabeth Ames (McGraw-Hill Professional). In both 1996 and 2000, Steve campaigned vigorously for the Republican nomination for the Presidency. Key to his platform were a flat tax, medical savings accounts, a new Social Security system for working Americans, parental choice of schools for their children, term limits and a strong national defense. Steve continues to energetically promote this business agenda.

Michael Dominguez - Wednesday CEO Forum Michael is President & CEO of Associated Luxury Hotels International (ALHI). Dominguez brings an outstanding reputation for helping companies and small business achieve amazing customer service and branding. In his role with ALHI he leads a team of nearly 80 professionals located among 26 offices across North America and Europe, ALHI serves a membership group of hotels that are Independent Hotels & Independent Brands that are an exclusive luxury collection. Prior to joining ALHI, Michael served in executive sales leadership roles with MGM Resorts, Loews Hotels, Hyatt Hotels, Starwood Hotels and many more. Michael is actively involved in leadership roles in the Meetings and Events Industry and currently serves as a Past Chairman of the International Board of Directors for MPI. Michael speaks on business topics helping small business handle disruption; and create amazing customer service environments for service centered industries. Michael has been recognized in several magazines surveys as one of the top business and industry speakers and has been an invited speaker at South by Southwest.

22 ADVANTAGE ADVANTAGE 23 SPECIALCONVENTION THANKS TO SCHEDULE OUR SPONSORS TUESDAY, JUNE 8 DIAMOND DRB Systems 5:00 pm SCWA Happy Hour at the Hampton Hotel Meet your friends at theSonny’s Hampton Hotel CarWash to kick off your Services 2021 SCWA TexasEXPERIENCE. SPONSORING HOST: CHEMQUEST WEDNESDAY, JUNE 9 KEYNOTE ADDRESS Pro-Tech Service Company 9:00-6:30 Convention Registration 9:30 Pre-Convention Devotion CEO FORUM - Scott Hicks Innovative Control Systems Enjoy a motivational start to your SCWA EXPERIENCE with industry friends. Kleen-Rite 10:30 CEO Forum - Michael Dominguez, President & CEO of ALHI SPONSORS: INNOVATIVE CONTROL SYSTEMS KLEEN-RITE EXPO RECEPTIONS CELEBRATE SCWA EVENT Coleman Hanna Gallop Brush Company 1:00-6:30 EXPO HOURS See BelowEverWash for Quick Talks Sessions Schedule in the EXPO Area.Sonny’s The Car Wash Factory 4:30 – WELCOMEQual Chem RECEPTION IN EXPO AREA SPONSORING HOSTS: COLEMAN HANNA REGISTRATION BAGS BADGE HOLDEREVERWASH Auto Vac Sonny’s CarWash ServicesQUALCHEM Texas Blendco 6:30 SCWA Happy Hour at the Hampton Hotel Meet your friends at the Hampton LUNCHHotel WITH EXHIBITORS HamiltonSPONSORING Manufacturing HOST: CHEMQUEST Scotch Plaid Chemical Micrologic Associates Velocity Water Works

HOTELEXPO KEY CARDS QUICK TALKS – EXPODIGITAL HALL ADVERTISING Elektrim Clean World Distribution All QUICK TALKS Sessions take place in the back corner of the EXPO Hall. Take a Quick Break for an informal Quick Talk while enjoyingMotor the EXPO City Floor. WashEach session Works will provide at least “THREE” solid takeawaysNational to immediately Carwash use in Solutions your business. National Carwash Solutions WashScape Wednesday – June 9 Thursday – June 10 HAMPTON HAPPY HOURS REFRESHMENT BREAKS 2:30 OSHA – New Guidelines for the Car Wash 1:30 Social Media Tips for the Car Wash Owner (hazmatChemQuest guide) -ZachAuto Davis, Wash WashMore Services Media – Wash Sales -John P. Walsh, OSHA Fort Worth Office Midlothian Insurance Agency 2:30 Women – Changing the Car Wash Landscape 3:30 Mini Express Conversions -Iona Kearney -Mel Ulrich ATTENDEE BAG STUFFER ITEM 4:30 New Detailing Ideas for Your Car WashHuron Valley3:30 SalesOperations 101 – Manager Panel (lights; -Prentice St. Clair conveyor chains and belts; best practices) EVENT SPONSORS-Tim Hutchins 5:30 5 Steps to Get an Employee to DoAmerican What You Need Lube Supply 4:30 COVID – WhatStinger You Really Chemical Need to Know - Patrick GesueleCon-Serv -Chad Dieterichs, MDSwypit Elektrim

24 ADVANTAGE FORWARD TOGETHER

THURSDAY, JUNE 10 7:00 Convention Registration 7:30 Continental Breakfast - State Discussion Tables Tables will be designated for attendees to discuss state issues.

8:00-10:15 Car Wash Investor Basics If you are considering entering the $23 billion professional Car Wash industry: a current car wash owner, new to the business or changing models; this session is for you. Open only to car washers present or future. MODERATORS: Andrew Zamora, Jeff Blansit

8:00 Fast Tracks Pick your topics and circulate between discussion tables. Each session is 25 minutes. How to Know Your Coverage Labor and Other Legal Business Issues Managers Insights Pat McCurley, Sharon Wadsworth Jacob Monty Damon Van Winkle, Tim Hutchins Evaluate Your Car Wash Business Tips & Strategies for Unlimited Plans Training 101 (Best Training Programs) George Adden Clayton Clark Steve Gaudreau Targeted Marketing to Attract Top Social Media Tips to Increase Your Detailing Options for Your Car Wash Talent Customer Base Prentice St. Clair Sarah Turner Zach Davis

9:00 Idea Exchange Sessions Breakout sessions discussing challenges & practical solutions for all car wash models & lube/ detail operations. A. Conveyor/ Exterior Idea Exchange Session B. Automatic/ Self-Serve Idea Exchange Session MODERATORS: Tyler Furney, Steve Holcomb MODERATORS: Mel Ulrich 10:15 Break 10:30 General Session Welcome: Jeff Blansit - President Presentation of the 2021 SCWA Lifetime Achievement Award: Sonny Fazio Keynote Address - Steve Forbes, Chairman of the Forbes Media Empire SPONSOR: PRO-TECH SERVICE COMPANY 12:00 Attendee Lunch with Exhibitors SPONSORING HOSTS: HAMILTON MANUFACTURING MICROLOGIC ASSOCIATES SCOTCH PLAID VELOCITY WATER WORKS

1:00-5:00 EXPO HOURS See Previous Page for Quick Talks Sessions Schedule in the EXPO Area. BREAK SPONSORS: AUTO WASH SERVICES – WASH SALES MIDLOTHIAN INSURANCE AGENCY

5:30 SCWA Heads to Billy Bob’s – Fort Worth Stockyards ENJOY AN EVENING OF FUN, FOOD & FRIENDS SPONSORING HOSTS: BIG MAN WASHES GALLOP BRUSH COMPANY SONNY’S THE CAR WASH FACTORY

24 ADVANTAGE ADVANTAGE 25 FRIDAY,SPECIAL JUNE 11 THANKS TO OUR SPONSORS 7:45 Morning Break DIAMOND DRB Systems 8:00-9:00 CONCURRENT SESSIONSSonny’s - (All CarWash sessions will Services repeat from Texas 9:15-10:15) Virtual Car Wash Tour - 808 Car Wash - Kapulei, Hawaii Presenter: Rick Price KEYNOTE ADDRESS Get an up close and personalPro-Tech virtual tour of Service the new 808 CompanyCar Wash plus operational ideas from owner Rick Price. MODERATOR: Andrew Zamora CEO FORUM Mini Express Conversions Presenter: Mel Ulrich Innovative Control Systems One of the trends in the self-serve car washKleen-Rite market today is mini express conversions. Hear first-hand one operator’s experience and learning curves in their conversion. MODERATOR: Bobby Story

CharEXPOacteristics RECEPTIONS That Good Car Wash Managers Have CELEBRATE SCWA EVENT Presenter:Coleman Steve Gaudreau Hanna Gallop Brush Company Why do successful assistant managers often fail when promoted to site managers? This session will look at both car wash assistantEverWash managers and site managers, clarify their differences,Sonny’s Theand look Car at Washways to preventFactory promotion failures. PhysicalQual Chem attributes, experience, beliefs, and behaviors for both positions will be reviewed. Deciding on whom to promote internally, as well as hiring in a manager in training, mayREGISTRATION never be the same BAGS after this program. MODERATOR:BADGE John HOLDER Agnew Auto Vac Sonny’s CarWash Services Texas Blendco Behind the Mask – Creating A Customer Focused Culture Presenter: Lanese Barnett LUNCH WITH EXHIBITORS This year has presented new challenges for the car wash operator in making sure employees connect with Hamiltoncustomers in aManufacturing positive and friendly way. This session will provide greatScotch ideas andPlaid guidelines Chemical for your employees onMicrologic creating a culture Associates that sets your car wash operation apart. Velocity Water Works MODERATOR: Steve Holcomb HOTEL KEY CARDS DIGITAL ADVERTISING International Detailing Association’s Sessions MODERATOR:Elektrim Prentice St. Clair Clean World Distribution Motor City Wash Works National Carwash Solutions 9:15-10:15National Above Sessions Carwash Will Solutions Repeat WashScape

10:45-11:45 GenerHAMPTONal Session HAPPY – HOURS REFRESHMENT BREAKS AdaptingChemQuest to Change in Today’s Car Wash World Auto Wash Services – Wash Sales Rich DiPaolo – Professional Car Washing & Detailing Magazine Midlothian Insurance Agency PANELISTS: Justin Alford & JT Thomas 2020 produced both challengesATTENDEE and opportunities BAG onSTUFFER many fronts ITEM for the Car Wash Community. The dynamics of the industry are evolving and as weHuron move forward Valley in aSales new environment - we will face a new landscape. This general session panel will discuss many of the challenges and changes as we move forward together. EVENT SPONSORS Noon ClosingAmerican Luncheon Lube Supply Stinger Chemical IntroductionCon-Serv of 2021-2022 SCWA Officers & Directors Swypit Elektrim

26 ADVANTAGE SPECIAL THANKS TO OUR SPONSORS

SPECIAL THANKS TO OUR SPONSORS DIAMOND DRB Systems Sonny’s CarWash Services Texas

KEYNOTE ADDRESS Pro-Tech Service Company

CEO FORUM Innovative Control Systems Kleen-Rite

EXPO RECEPTIONS CELEBRATE SCWA EVENT Coleman Hanna Big Man Washes EverWash Gallop Brush Company Qual Chem Sonny’s The Car Wash Factory

BADGE HOLDER REGISTRATION BAGS Sonny’s CarWash Services Texas Auto Vac Blendco Systems

LUNCH WITH EXHIBITORS Hamilton Manufacturing Sonny’s CarWash Chemistry Micrologic Associates Velocity Water Works

HOTEL KEY CARDS DIGITAL ADVERTISING Elektrim Clean World Distribution Motor City Wash Works National Carwash Solutions National Carwash Solutions WashScape - Freechise Car Wash Investing

HAMPTON HAPPY HOURS REFRESHMENT BREAKS ChemQuest Auto Wash Services – Wash Sales Assured Partners/Midlothian Insurance Agency

ATTENDEE BAG STUFFER ITEM Huron Valley Sales

EVENT SPONSORS American Lube Supply Stinger Chemical Con-Serv Swypit Elektrim Ver-tech Labs

26 ADVANTAGE Sponsors to Date – Call Today and add your name to ADVANTAGEthe list! 27 SCWA FORT WORTH CONVENTION CENTER UNE - WEDNESDAY – FRIDAY

SPECIAL THANKS TO OUR SPONSORS EXHIBITORS DIAMOND(To Date) A Plus Design Group 505 Dencar 137 Oasis Car Wash Systems 135 BREAK AV CW Solutions AUTEC 727 DiamondDRB H2O Systems 647 AREA Octaform 947 352 453 551 650 651 750 751 850 851 950 Acquire Video 204Sonny’sDixmor CarWash Services124 TexasOptSpot 931 Aerodry Systems 101 DRB 805 Parker Engineering & Mfg. 126 Airlift Doors 925 Econocraft 926 PDQ 625 QUICK 449 548 649 747 849 948 949 All Paws Pet Wash 112 eGenuityKEYNOTE ADDRESS939 PECO Car Wash Systems 717 TALKS 247 347 EXPO Allied Powers 338 Elektrim Motors 436 Premier Companies 105 Pro-Tech Service Company 447 546 LOUNGE 647 746 947 American Changer 736 Erie Brush 334 Professional CW & Detailing 950 745 845 American Lube Supply 651 Etowah Valley Equipment 935 Promo Car Care 546 245 345 445 645 945 AP Formulators 141 Eurovac CEO FORUM 851 PROTO-VEST 205 Arcadian Services 541 Everwash 621 Qual Chem 817 140 Ardent Advisory Group 449 InnovativeExtreme Signs Controland Lighting Systems 540 RDM Industrial Electronics 945 141 241 441 540 541 740 841 Arimitsu Pumps 140 Extrutech Plastics 911 Kleen-Rite Retention Express 929 440 739 939 Ascentium Capital 437 EZ PVC 836 136 338 439 Rug Beater by Dralco 116 637 736 837 Assured Part.-Baldwin Cox 537 First Insurance Services 650 137 236 237 337 536 537 636 SCWA 104 436 437 737 836 Assured Part.-Midlothian Ins. 335 FluidLytix 440 134 Attlee Realty 324 G&G Industrial Lighting 345 Self-Serve Carwash News 949 334 635 835 935 EXPO RECEPTIONS CELEBRATE SCWA EVENT 135 235 335 435 535 735 AUTEC Car Wash Systems 747 Gallop Brush Company 401 Shadazon 352 Auto Laundry NewsColeman Hanna750 General Pump 923GallopSimoniz Brush USA Company 209 130 Auto Vac EverWash525 Genesis Modular Building Sonny’s117 TheSoBrite Car Technologies Wash Factory 229 Auto Wash Serv.-Wash Sales 427 Ginsan Industries 231 Sonny’s CarWash Chemistry 217 231 829 931 Qual Chem 128 AutoBrite Company 247 GS Light Systems 241 Sonny’s CarWash Services TX 511 729 REGISTRATION BAGS 427 Baker Equipment and Supply 517 Hamilton Manufacturing 109 Sonny’s The Car Wash Factory 405 127 226 229 328 827 929 126 325 525 625 926 Beacon Mobile BADGE HOLDER746 Hilton Displays 441 STI Auto Vac 227 227 727 825 BelangerSonny’s CarWash Services605 Huron Texas Valley Sales 130 StingerBlendco Chemical 435 124 324 824 925 Big Dot Lighting 948 Hydra-Flex 729 Suds Creative 900 225 725 Big Man Washes 305 IDX 701 Superior Auto Extras 119 823 LUNCH WITH EXHIBITORS 123 223 322 723 923 Blair Ceramics 813 InnovateIT Car Wash Equip. 837 Sutra Innovations 447 118 Blendco Systems 535 Innovative Control Systems 123 820 Hamilton Manufacturing ScotchSWYPIT Plaid Chemical 551 220 419 721 Brink Results 308 International Carwash Assn. 751 Micrologic Associates VelocitySynergy Water Solutions Works 100 119 319 C B Chemical 810 International Detailing Assn. 850 Tavacon 322 517 621 116 C K Enterprises 608 International Drying 745 Texas Microfiber 509 216 217 717 817 917 Car Wash Advisors 223 Istobal 820 117 HOTEL KEY CARDS DIGITALThe Insurancenter ADVERTISING 721 114 Car Wash Buildings 225 Jasco Construction 849 Elektrim CleanTri-State World Car Distribution Wash Supplies 136 Car Wash Kingdom.com 739 JBS Industries 337 Turtle Wax Pro 536 112 113 Carolina PrideMotor City Wash445 WorksJE Adams Industries National245 Valvoline Carwash Solutions 128 213 713 813 911 Carwash Boilers 110 Jolt Software 636 110 National Carwash Solutions VelocityWashScape Water Works 829 511 909 Carwashworld-Continental 235 Kleen-Rite 118 711 810 Ver-tech Labs 237 CAT Pumps 220 KLOPP: Money Handling 439 108 209 308 305 405 Wash Mechanics 347 109 605 805 ChemQuest HAMPTON HAPPY824 HOURSKO Manufacturing 735 REFRESHMENT BREAKS 509 608 Wash Solutions 213 Clean World DistributionChemQuest 917 Kwik Industries Auto637 Wash Services – Wash Sales WashCard System 127 705 905 Coast Commercial Credit 601 L&D Distributing Midlothian711 Insurance Agency 105 204 205 505 Coinless 841 Laguna Industries 226 Washify 453 104 Coleman Hanna 319 Micrologic Associates 845 Washlink Systems 835 Commercial Plus-Amplify 905 MileATTENDEE High LED BAGSystems STUFFER ITEM134 Washmore Media 737 Complete Signs 548 Miracle Real Estate 909 WashScape 723 Huron Valley Sales 100 101 401 601 701 900 Con-Serv Manufaturing 328 Motor City Wash Works 419 Washworld 113 Cooper General Contractors 216 N1 BuyingEVENT Group SPONSORS 827 Welcomemat Wash Solutions 825 CryptoPay 108 National Carwash Solutions 325 WET-Washing Equip. of Texas 645 CSI/Lustra American Lube635 SupplyNationalPride/CW Superstore 823 StingerWheel-eez/Cork Chemical Industries 725 ENTRANCE D & S Carwash EquipmentCon-Serv 705 New Horizons 114 WindtraxSwypit 236 SCWA EXPO REGISTRATION Dealer Industries.com Elektrim713 Nuform Building 740 Zep Vehicle Care 649

28 ADVANTAGE SCWA EXPOFORT FLOOR WORTH CONVENTION PLAN CENTER UNE - WEDNESDAY – FRIDAY

SPECIAL THANKS TO OUR SPONSORS DIAMOND BREAK AREA DRB Systems Sonny’s352 CarWash453 551Services650 651 Texas750 751 850 851 950

QUICK TALKS KEYNOTE449 548 ADDRESS 649 747 849 948 949 247 347 EXPO Pro-Tech447 Service546 LOUNGE Company647 746 947 745 845 245 345 445 645 945 CEO FORUM 140 Innovative Control Systems 141 241 441 540 541 740 841 440 Kleen-Rite 739 939 136 338 439 637 736 837 137 236 237 337 536 537 636 436 437 737 836 134 334 635 835 935 135EXPO RECEPTIONS235 335 435 535 CELEBRATE735 SCWA EVENT 130 Coleman Hanna Gallop Brush Company EverWash Sonny’s The Car Wash Factory 231 829 931 128 Qual Chem 729 127 226 229 328 427 REGISTRATION BAGS827 929 126 BADGE HOLDER 325 525 625 Auto Vac 926 227 727 825 124Sonny’s CarWash324 Services Texas Blendco824 925 225 725 823 123 223 322 LUNCH WITH EXHIBITORS 723 923 118 820 Hamilton220 Manufacturing 419 Scotch Plaid721 Chemical 119 319 Micrologic Associates 517 Velocity621 Water Works 116 216 217 717 817 917 117 114 HOTEL KEY CARDS DIGITAL ADVERTISING Elektrim Clean World Distribution 112 113 Motor City 213Wash Works National Carwash713 Solutions813 911 110 National Carwash Solutions 511 WashScape 909 711 810 108 209 308 305 405 HAMPTON109 HAPPY HOURS 509 608 605REFRESHMENT BREAKS805 ChemQuest Auto Wash Services705 – Wash Sales905 105 204 205 505 Midlothian Insurance Agency 104 ATTENDEE BAG STUFFER ITEM 100 101 Huron401 Valley Sales601 701 900

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28 ADVANTAGE ADVANTAGE 29 ADVANTAGE NEW DATE! 2020 Wade Welch Memorial Golf Classic MORE WASH POWER™

GET AHEAD OF YOUR COMPETITION GET MOTOR CITY Tuesday – October 20, 2020 – COWBOYS GOLF CLUB 1600 Fairway Drive • Grapevine, Texas • (817) 481-7277 • www.cowboysgolfclub.com ATTENTION: Car Wash Owners and Vendors Enjoy a day of Golf, Food, Fun and Great Prizes!! SCHEDULE OF EVENTS

TUESDAY, OCTOBER 20TH 7:00am Check In; Driving Range; Putting Contest; Pro Golf Tips More Throughput Reliable Superior Quality Faster Line Speeds More Uptime Reduce Your Re-wash % 8:00am Shot Gun Start We have taken specific Designed to run... and stay Designed to clean... Better 1:00pm Lunch and Awards Ceremony measures in designing our running longer than the than any other! It is amazing equipment to perform competition. We select to see how well we clean. exceptional at line speeds in premium components to See for yourself, take some excess of 160 cars per hour. ensure our customers are as time to visit several washes Simply said, we clean at successful as they can be. and compare. Experience the faster line speeds! WOW factor! For Hotel Reservations, Please visit SCWA website for reservation link Courtyard Grapevine 2200 Bass Pro Court • Grapevine, Texas • (817) 251-9095 WASH STREET. 100 Individual Registration 125FT. RWP SYSTEM For Team Sponsorship & Registration - visit website or call SCWA Headquarters • Only Team Sponsors are guaranteed Team Member requests. • Limited to the first 72 paid registrants. • $175.00 per person includes breakfast, green fee, cart, prizes, driving range balls and lunch.

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Company: ______Mailing Address: ______City: ______State ______Zip ______Email: ______ManufacturerManufacturer ofof ExceptionalExceptional ConveyorizedConveyorized CarwashCarwash EquipmentEquipment Phone: ______Fax:______Handicap: ______Or Average Score: ______Total Golf Fee Enclosed: $ ______866.362.6377 [email protected] www.motorcitywashworks.com Player & Team Space is limited and will be confirmed only upon receipt of the reservation form and payment. Mail completed form with payment by Wednesdayday, Sept. 30, 2020 to SCWA, 4600 Spicewood Springs Road, Suite 103, Austin, Texas 78759 Motor City Wash Works, Inc. 48285 Frank Street Wixom, Michigan 48393 Register & pay by credit card online at www.swcarwash.org 32 Phone (800) 440-0644 (512) 343-9023 Fax (512) 343-1530. ADVANTAGE can attest to the exponential increase of technology inside washes depend on functional speed and accuracy, and facilitiesIT’S since theA dawn NEW of professional “BAY”carwashing. From these important factors are generated by the best integrated automated pay stations to modern wash media to effective controller and management systems. drying systems, the pace of technical advancement has The list of ways a controller keeps a carwash moving beenFOR astounding. SELF-SERVE & isIBA impressive. Model controllers across the industry have This continued development has created across-the- very efficient abilities that allow bumper-to-bumper board change in the car care industry. Speed is king, and washing while providing precise results. Bath points out wash cycle speeds have surged as daily vehicle counts that new controllers do this by allowingSELF-SERVE different types of have climbed. But, this process of acceleration also ushered automation, like raising the roller, to maintain a regular inA theccording expectation to research of new compiled services by Internationaland improved Carwash wash “Newflow of technologies vehicles. are driving IBA and self-serve washes results.Association Now, (ICA), both bay tight wash timing formats and — effectiveinbay automatics operation intoToday, the next car-per-hour decade,” Jim conveyor Waterman, speeds National currently Carwash vary in have(IBA) become and self-serves important — consistfor every of approximately wash cycle performed. 72% of Solutions’the industry business — speeds development of 150 cars manager, per hour remarks, up to even adding 220 that antiquated washes struggle to remain competitive if allTo retail maintain carwash pace locations in this in the hyper-competitive U.S. That share of themarket, cars per hour are common across the express world, Bath pie is even higher in Europe and Australia — where IBAs they’re not embracing and employing new technologies. every owner must stay current on the capabilities of reveals. The large tunnel properties where operators have and self-serve locations comprise 88% and 97% of total today’s carwash control systems. Often called the “brain” In20-plus this article, vacuum we’ll spaces review have some really new pushedand proven up speedsstrategies and locations respectively, notes ICA. But, while these formats of the modern carwash, these carwash controllers connect IBAprofits and across selfserve the operators board. can leverage to remain aren’t new, what’s happening in and around these bays is competitive.Overall, carwash tunnel controllers help operators dial thechanging different with phasesthe times. of automated operation. Wash equipment, business systems, HR functions and more Asin theirProven profits As The and Day provide Is Long a clean, dry and shiny vehicle, Why are these formats needing to change? Simply put, according to Todd Davy, senior vice president of sales for communicate and share information. Only by learning In order to understand the longevity and success of IBA although conveyor locations are still in the minority, DRB Systems. Other advances that modern technology about this technology and implementing industry best and self-serve models, one needs to peel back a few layers. competition and new locations in that segment are allows are integration of a controller and a point-of-sale practices can a carwash owner hope to ensure dependable Why do IBAs and self-serves outnumber conveyors in spreading across the country, and the need for speed and (POS) system. To this end, the controller communicates and profitable operation. the regions mentioned earlier? One major reason is that convenience are omnipresent in many customers’ minds. with the POS system to make sure every customer receives KEEP IT MOVING these formats are an easy entry for investors and easier to How can IBA and self-serve operators compete against scalethe wash at gas services stations, for c-stores, which etc. he Consideringor she paid. that a new- contactlessBrian Bath carwash with purchasing, Innovative free Control vacuums Systems and all notes buildTime-wasting express exterior and carwash costly might rewashes cost upwards can become of $5 a thatthe showthe newest elements carwash present controllers in a tunnel? allow Outside vehicles of free to be millionproblem and if amore vehicle these receives days, IBAs the andwrong self-serves services. are Modern a processedvacuums, bayfaster operators than ever should before. follow High-volume suit. express considerablycontrollers work more with cost-effective other systems option. to address this issue. NEW! 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Providing World-Class Premanufactured Car Wash Buildings Across North America CarWashBuildings.com | (800) 994-0024 However, without customers, these businesses aren’t much Later, we’ll look at ways to invest back in your business, of a business. including strategies to increase throughput and upsell. First though, another insider offers more reasoning behind a Gary Baright, co-owner of Foam & Wash Car Wash in customer’s preference for bay washing. Hudson Valley, New York, has operated a self-serve location for over 35 years. Currently, Baright operates eight “One of the benefits of an IBA is that the customer self-serves with IBAs as well as five conveyor locations. associates that little extra time in the bay versus a tunnel Baright calls the self-serve wash option “more personal” with a better quality wash,” asserts Larry McCarty, vice for the customer, as it offers the operator an opportunity president of sales for Mark VII Equipment Inc. to connect with customers, since they get out to wash their This, of course, presents a double-edged sword, since vehicles themselves. operators must first be able to stand behind and live up to “Remember who your customer is,” states Waterman. quality results and then deliver these results consistently. “They are a DIY (do it yourself) type customer and not a Bay Care DFM (do it for me). Market to the after-hours patrons — the DIYs — and make your wash clean and comfortable for At a minimum, IBA and self-serve locations must deliver them to spend time in.” wash quality in order to effectively compete. Customers have more carwash options than ever before, so customer IBA and self-serve operators must realize that while experience matters. That experience includes but is not conveyors can be considered competition, many customers limited to: reasonable wait times (more on that topic later), prefer bay formats, and these operators should leverage strength of customer service, quality wash results, a safe this preference through strategic marketing. However, and inviting environment to visit and an attentive operator remember that just like in tunnels, customer experience and/or staff. is everything when it comes to retaining or losing their loyalty. Baright’s advice: Don’t have short arms and deep Lack of soap or water pressure; malodorous bays; faded pockets. signage; dirty walls, floors and ceilings; poorly performing vacs; overflowing trash cans; and anything that you wouldn’t “Here is the problem with many self serve operators: Many want to see when you take your family to a restaurant or of them are just so damn cheap,” reveals Baright. “They another retail location can result in loss of business. won’t spend any money [reinvesting in the wash], and then they want to know why business drops.” Consider updating your signage; incorporating LEDs;

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28 upgrading your payment options; investing in landscaping customers’ shoes by visiting the competition as well as their and wash equipment, such as modern brushes; adding own sites to see and feel what the customer is experiencing. easy-to-clean wall panels; installing modern vacuum Subpar wash results are bad enough, but when people booms; and connecting with other IBA and selfserve are waiting 20 minutes or longer to get ripped off, it’s operators to learn what they’re doing right. a situation that can infuriate today’s on-the-go, online- review-sharing customers. “Customers notice that next level of commitment by the business owner,” says Baright, “and they don’t mind Especially when competing against an express exterior, spending their hard-earned money at your business when improving throughput should be high on your priority list they see it’s being operated properly.” as an IBA or self-serve operator. Updating and upgrading payment terminals and processes with new technologies Baright also advises his bay format counterparts to stop is a win for customer experience and also a victory for counting cars and start counting ticket averages. throughput. Upsell services, such as hot wax, dryers, tire shine and “The operator should stand outside the bay with a vacuums, can add to the customer experience and help stopwatch and watch flow,” recommends McCarty. “Time make operators’ pockets deeper. Again, Baright says every package, and then get with your service tech. There that offering extra services shouldn’t command a thrifty are some options in the wash process that can be doubled approach. “Hot wax is a must, but don’t chince out on it,” up, such as presoak and tire cleaner. This will eliminate a he advises. “Market [hot wax] appropriately, and then pass and save time.” don’t be afraid to charge for it. In IBA and self-serve … the vehicle is in there for several minutes anyway, so why not Examining all phases of the wash and consulting with a maximize the dollars while it’s there?” Baright reveals that service tech or equipment manufacturer can also lead to tire shine is included in his $20 top IBA package, and about decisions on whether you need to speed up or slow down one-third of customers currently purchase this package. certain applications. Fine-tuning your wash regularly can help throughput while not sacrificing results. Flow is also Waterman also mentions foam brushes, triple foam, contingent on site design, so it’s important to allow for undercarriage cleaning and ceramics as “today’s hot spacious stacking and turning radiuses. Bays can now also ticket items.” “Ceramics are quickly developing a cult- be designed to maximize throughput. like following on Yelp and Google reviews. They are a great package-based upsell or even better as an à la carte “One of the biggest enhancements that I’ve seen that can help option. What is great about these [products] is they work an IBA increase throughput is having free-standing dryers. unbelievably well, and they can be added to both IBA or For most IBAs that have an onboard dryer, you’re probably selfserve,” he notes. looking at about one minute, 45 seconds to two minutes added to the wash process. With free-standing dryers, that The customer experience leading up to the wash shouldn’t time is reduced to about one minute,” says McCarty. be minimized either. The experts recommend employing new technologies in payment processing, including RFID, McCarty adds that remote monitoring and studying the advanced point-of-sale (POS) systems and mobile payment analytics now available are also helping bay operators stay compatibility as examples. “Payment systems and their capabilities are paramount to keeping up. Don’t forget about support equipment either. Newer, more-efficient water treatment capabilities as well as new technologies for less consumption of electricity and gas or propane can really help the bottom line. Technology continues to evolve and set new standards for how washes operate. If you ‘set it and forget it,’ you could be left behind,” warns Waterman. Free-standing tire shiners and LED foam shows can also create a positive experience for customers. Adding colorful soaps with great scents as well as hand-held dryers in self-serve locations can make a difference in ticket averages and repeat business. Still, don’t forget to deliver value statements along the way. According to McCarty, consumers are looking for a great value against the price, and IBAs deliver a great value as long as they’re providing effective soap application; quality wash processes; and clean, dry and shiny results. Bay Watch Quality IBA and self-serve operators put themselves in their

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36 ADVANTAGE ahead of the curve. Baright’s larger IBA sites offer a case study in improving throughput with strategic dryer placement. He notes that his larger IBA sites are twice as long as a traditional IBA. Customers wash in one bay, a door opens, and they enter the next bay for drying while the next car in line enters the first bay. “It’s really a game-changer. With IBAs, there is only a certain number of vehicles that you can wash per day, but if you can increase that by 50%, it makes a huge difference,” asserts Baright, who adds that this approach has helped strengthen his bottom line as well. “We’re averaging well above $13 a car in our IBAs, which is more than we average at our tunnels.” Dawning of A New Bay The benefits of wash club programs have been well documented in this publication and on Carwash.com. Although he understands why his bay counterparts do it, Baright, like others, currently does not offer an unlimited wash club at his IBA and self-serve locations, citing concerns of congestion, losing higher-paying-per-visit customers and a reduction in overall lower ticket averages. Alternative marketing and loyalty strategies include offering discounts for prepaid washes, discount codes and tokens, and regular specials. Others in the industry, however, do recommend subscription-based models — including unlimited — for IBAs and self-serves. “Any time you have a subscription- based membership program, it really pays off, because it provides a steady level of income each month, and it conveys value to the customer that they are saving money — it’s a win-win,” explains McCarty. If your wash is considering this route, management and efficiency of the program(s) is paramount. Sign-up, renewal, managing the account (such as changing payment methods) and cancellation must be easy. If you’re not going to commit the time and effort to do membership right, experts say don’t bother doing it at all. “With app-based technologies and new web-based plans accessible by smartphones for sign-ups, payment and renewing customers, transacting has become much easier. No longer is waiting for RFID tags in the mail or meeting an attendant on-site the only way to sign members up instantly. Ensure you are using the latest technologies and that the pay station [or POS system] is prompting clients along the transaction,” educates Waterman. Regardless of the wash segment and changing customer buying habits, all carwashes must deliver quality at a value. And, when the time comes to reinvest, update and upgrade your business and its site, IBA and self-serve operators must make sure the financial resources are within reach and ready to deploy without hesitation - Rich DiPaolo is the Associate Publisher – Editorial of Professional Carwashing & Detailing magazine.

36 ADVANTAGE ADVANTAGE 37 ADVANTAGE

38 ADVANTAGE Continued from pg. 31 have income that arrives by check, explain where it comes Helpful: Man insurers allow you to name a third party, from, when it should arrive and what to do if it doesn't such as a friend or family member, to be notified if the arrive. Example: If you have a rental property, your policy is behind in payments. tenants or property management company might send Bank, investment and credit card accounts. Include you paper checks each month. each institutions's name and contact phone number, Recurring payments—including mortgage/rent, account number and passwords/PINs. utilities, taxes (estimated income taxes and property Financial professionals you work with. This could taxes), insurance premiums… payments made to personal include a tax preparer, estate attorney, financial planner, or household assistance providers… and other bills that investment adviser and/or trust officer. Provide phone recur on a regular basis. Search your checking account and numbers and e-mail addresses. These pros might be able credit card transactions histories to make sure you haven't to help the agent answer questions about your finances— missed any of these. For each listing, provide your account though likely only questions related to their specialties. In number, password/PIN and the company's contact phone addition to keeping this list with your plan, give it to loves number or website as well as a brief description of when ones so if all else fails, these people can piece together and how it is paid. Indicate where you wire a check or your financial activity. have set up automatic payments from an account. Your personal information. Provide your full name, Any payments made annually or semiannually deserve mailing address, email address and phone number(s), special attention—the less often a recurring bill is paid, the date of birth, Social Security number and mother's maiden greater the odds that your financial agent will overlook it name. If you were widowed within the past five years, when reviewing your finances. The is common with long- in clude your late spouse's personal info, too. Photocopy term-care insurance, home/auto insurance and property your driver's license and health insurance/Medicare card taxes. Highlight the dates these are due, and add a and attach these to your financial guide. Example: warning that this date is important. A woman PROVIDE FURTHER GUIDANCE was in a rehab facility when her long-term-care policy's bill arrived. The deadline passed before she or her loved Confirm that your financial guide is understood and properly stored. When you hand your guide to your ones realizedContinued fromanything pg. 35 was amiss. The insurer fused to reinstate the policy. financial agent, ask him to read it in your presence so

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analysis for all employers when determining whether availing themselves of the exemption and its compensation they qualify as "retail or service" establishments for flexibilities. If establishments on the withdrawn non-retail purposes of an exemption from overtime pay applicable list now qualify for the exemption, they have added to commission-based employees. flexibility regarding commission-based pay arrangements Section 7(i) of the Fair Labor Standards Act (FLSA) with their workers. For these employers and workers, they provides an exemption from the FLSA's overtime pay could consider whether, for instance, more commission- requirement for certain employees of retail or service based pay is sensible. establishments paid primarily on a commission basis. Establishments in industries that had been on the "may Today's rule withdraws two provisionsWashSolutions from WHD's be" retail list may continue to assert that they have a retail regulations. The first withdrawn WashSolutionsprovision listed concept. Moving forward, WHD will apply the same analysis industries that WHD viewed as having "no retail concept" to all establishments to determine whether they have a retail and thus were categorically ineligible to claim the section concept and qualify as retail or service establishments, 7(i) exemption. The second withdrawn provision listed promoting greater clarity for employers and workers alike. industries that, in WHD'sYour view, "may single be recognized assolution WHD is issuing for this rule withoutall notice and comment, retail" and thus were potentially eligible for the exemption. and it will take effect immediately. Notice and comment As the rule explains, somecar courts wash have questioned and whether detailand delaying the needs. effective date are not required because these lists lack any rationalcar basis. wash and detailboth lists being withdrawnneeds. were part of WHD's interpretive CHEMICALS WashSolutions.com EQUIPMENT As a result ofCHEMICALS the withdrawal of these WashSolutions.comtwo lists, regulations and were EQUIPMENToriginally issued in 1961 without establishmentsDETAIL in industries SUPPLIES that had been on the214.904.1800 non- INSTALLATION DETAIL SUPPLIES 214.904.1800notice and comment INSTALLATIONor a delay. retail list may now assertPARTS that they have a retail concept,800.880.0499 SERVICE and if they meet the existingPARTS definition of retail and800.880.0499 other DID YOU KNOW-TIPSSERVICE criteria, may qualify to use the exemption. These other criteria include paying a regular rate at least one and a half Retirees can skip required minimum distributions times the minimum wage and providing commissions that (RMDs) from their retirement accounts this year under comprise more than half the employee's compensation a provision of the coronavirus economic stabilization for a representative period. Some establishments on the package signed into law in March. That means retirees can avoid the tax payments that they normally would face withdrawn non-retail list may have been deterred from 35

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3021 S. Midland Drive • Pine Bluff AR 71603 • 800-643-1574 • 870-535-5777 Email: [email protected] • www.fragramatics.com ADVANTAGE WELCOME NEW MEMBERS wash site. IfThe designed SCWA membersproperly, listed operators below can have put joined the gift SCWA since• ourDoes last the issue. wash We have Appreciate doors onYour the Support! bay, and are they card swipesKemp in theChilds bays, on vacuums, vending machines, air closedDanielle on Clark cold days? Richard Clark Charles Ciulla machines,Indian Carwash,mat cleaners LLC and other compatible equipment. OnceClark a Partnership customer is relatively comfortableClark Partnership in the bay, San Diego CA This givesJonesboro customers AR the flexibility to use any piece of otherLake additional Jackson profitTX opportunitiesLake can Jackson be evaluated, TX equipmentRonnie on theCorbin property with a singleDustan card. Duncan WalterMarissa notes. Gallegos Outside of the basic meterSue Gleason box functions, sourceONE“If a customer Carwash has Advisors to choose betweenBurleson a site Wash with & swipes Lube Pristineoffering Express carnauba-based Car Wash waxes,Charger air Water dryers Treatment or ceramic- Products only in thePlano bay TXversus a site with themBurleson on all TXpieces of infusedForney products TX can help keep customersMorton Grove in theIL bay Josh Greenman Marvin Grimes longer. As previously mentioned, offeringScott multiple Hicks forms of equipment, I think we all know where they are going,” Dennis Hayer Allied Powers, LLC Quad K Enterprises, Inc. payment can increase revenue andGrime maximize Scene Carprofitability. Wash Walter says. “Keep in mind, customers choose a wash for Fort Smith AR many reasons,Las Vegas but NV two of the top reasonsLubbock are speed TX and McCarty explains that there areLubbock several TXways for convenience.Stephanie Both Holland of these are achievedGreg with Huddle the above- operatorsIsaac to Judkins push a site’s profitability.Thomas Wash appearanceLangan is mentionedCool Waves flexible Car paymentWash options.”iShine Express Car Wash & Detail InnovateItthe first consideration, Car Wash Equip. and operatorsBig Tuna should: Express Car Wsh Georgetown TX Jersey Village TX Albany NY Mobile AL CREATING PROFITABILITY • Make sure carwash bays are clean Shlomo Malki Philip Marquart • BerhanuMake sure Mulugeta trash cans are emptiedTara Pepper EconocraftTo push profitabilityCar Wash Equip. on a self-serveDencar site, Walter Technology suggests • KleenMake Wash, sure no LLC weeds are growingPester around Car Wash,or in the LLC wash. that operatorsYonkers find NY ways to keep customersClinton happy OH and in “YouNorman never OKget a second chanceDayton to make OH a first the bay longer.Erika Perez Self-serve owners shouldNam remember Pham that impression,Madi soRiddle make sure the carwash facilityHilda Royis nice, clean they areRJ in Carthe businessWash of sellingQuick time. N Clean Carwash #63 AUTECand inviting,” Car Wash McCarty Systems says. GO Car Wash WalterRed shares Oak some TX questions operatorsLake should Worth consider: TX InsideStatesville the bay, NC operators should Gilbertmake AZcertain that • Are theSam bays Scott clean and well-lit? Robert Spencer the functionsBeau Swaggerty are working as they Bobbyshould Thomson and that the Kickapoo• Does Creek the gun Express or wand CW leak all overClean the Auto customer? Wash Pristineequipment Express is delivering Car Wash plenty Retentionof chemical Express for each, • DoChandler you have TX good pressure, soap, Austinwax and TX presoak McCartyForney recommends. TX This ensuresAtlanta a wash GA is giving in theRyan bay? Wilson John Woerner customers their money’s worth. Next, ask the chemical Shore• How Corporation do the chemicals Chemicals smell andBig look Dot on Lighting the vehicle? provider for products with vibrant colors and great smells. • AsNoblesville an operator, IN how would you Springrate the Hill experience TN Customers will spend more time in the bay spraying on in the bay? chemical products that look like they are “painting the

For More Information, Contact: Car Wash Finance Specialists Todd Aldridge 1-866-575-5885 [email protected] • Equipment Loans & Leasing

Bill Baker • New Construction Loans 1-888-4280995 [email protected] • Acquisition Finance • SBA Loans Michael Ford 1-800-400-0365 [email protected] • Land, Building & Equipment Finance

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ADVANTAGE ADVANTAGE ADVANTAGE THE REAL PROBLEM MARKETINGcar with product.” Owners should also ask the chemical Staying on top of new developments in the carwash provider to fine-tune products and equipment so that industryThe tr isue the pro keyble mto issuccess, that too and m anyself-serve marketer operatorss have MarketingmaximumDid You clean Know... is delivered- What at the has best operatingChanged cost. havefailed several to recoBOARD gnisourcesze th OF atof oDIRECTORSinformationnly one thing they ha s can chang useed to in Outside the bay, operators should make sure the staymarketing on the in cutting the pas edge,t 100 yearMcCartys: tec hnstates.ology. 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Marketers The(972) Capabilities390-0230 (920) 636-8463 of Tunnel(361) 664-8101 continuedSinfatiguece th -at learning,reducing time, activitythe Walterre ha in sthecontinues. be lateralen so prefrontal much Contacting te regionchnolo ofa thegilocalcal need to realize that it is way too easy to distract ourselves brain, which is responsible for making decisions. inndistributorovation thorat self-serve marketer equipments are faced manufacturers with choices beyond can be Controllers(via technology) awExecutiveay from Director: what is centrally important Chuck Space • 4600 Spicewood Springs Rd., Ste. 103 • Austin, Texas, 78759 • (512) 343-9023 beneficial, since they can share hot market trends and give measure. It can be blinding and bewildering for anyone TUNNELin marketing: CONTROLLERS generatingwww.swcarwash.org a sale CONNECT to a real per soALLn an d, creferencesharged w forith operators allocating that m havearke alreadyting do upgraded.llars on behalfWhen hopefully, repeating that process again and again to her Filtered coffee helps prevent type 2 diabetes, reports Rikard PHASESTHE ADVANTAGE is the official OF publication OPERATION of the Southwest Car Wash Association. ItWITH is published four timesA each FULL calendar year ofreviewing a busin options,ess. And, the thimores v dataery points issue considered, is what has the c aubetter.sed orby SCWA, hi s4600 de Spicewoodlight. Springs Ma Rd., #103,rketing Austin, Texas s78759.tra Thetegy officers, is directors not and somembers much of the Southwest ab out a Landberg, PhD. An analysis of specific blood metabolites showed LINEUPCar Wash Association, as OFwell as The FUNCTIONS Advantage editors, in accepting advertising AND for this publication, FEATURES make no independent “Make sure to talk to operators using any upgrade investigation concerning the services or products advertised and neither endorse nor recommend or make any claims as to marketthaters people to gowho aw drankry. two Thi tos three is an cups age of offiltered unp recedcoffeeent dailyed plan, but a system. Build your marketing (including the you are considering prior to buying,” Walter suggests. “If the accuracyFor and customers therefore assume no liability and thereof. Thethose opinions expressed outside in the articles arethe not necessarily industry, the opinions the commhaduni 60%ca tilowerons, diabetes and yet risk ma thanny those still having struggle less than to coonenne cup.ct sofal SCWAe) and aro its publisherun dand thereforea strat makese nogi warrantiescally and assumesbased, no responsibility cust forom accuracyer-c or completenessentric sys- possible, take a ride and test out the new features. As they amountof the information ofherein. equipment (512) 343-9023. and automation utilized in the typical withThe one study ano didthe notr. test french press, espresso, or pods. tem, then technology becomes a true and valuable tool, say, try before you buy.” tunnel wash can come as a surprise. Established operators But this problem is not the real problem. and not a distraction. Todd Klismet Independent Carwash Owner Waupaca, WI Site Evaluation Training Demographic Reports On-Site Training Carwash Market Evaluations Training Seminars

I have a spotless reputation. Design & Development Equipment/Parts/Supplies Modular Building Systems PDQ® ICON®, LASERWASH® & TANDEM® Construction Assistance (Touchless & Soft-Touch In-Bay Automatics) Site-Plan Design Running a car wash isn’t easy. I’ve got picky customers, competitors trying to undercut MACNEIL® Tunnel Equipment me–and don’t get me started on the weather. So yeah, sometimes I can get a little Complete Equipment Installation LUSTRA® Vehicle Wash Solutions stressed. It comes with the territory. Financing CAROLINA PRIDE® Self-Service Equipment But one thing I know for sure: my customers keep coming back to my PDQ-equipped Preferred Lending Sources ISTOBAL® Bus & Truck Automatic Washes car wash because it’s the best in town. All they care about is getting the cleanest car Equipment Leasing Programs Visit Us at www.wet-texas.com possible, and my wash delivers, week after week. And that puts a smile on their Marketing faces and mine. or Call 800-966-WETT (9388) Signage Programs DRIVE | CLEAN. Promotional Ideas Advertising Assistance Beaumont (409) 223-1520

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2969 Reward Lane * Dallas, TX 75220 214-358-2575*[email protected] SOUTHWEST CAR WASH ASSOCIATION PRESORTED STANDARD U.S. POSTAGE 4600 Spicewood Springs Road P A I D Suite 103 AUSTIN, TX Austin, Texas 78759 PERMIT NO. 1142