American Coin-Op - May 2012

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I N S I D E : M A Y 2I 0N 1S 2I D E : J U L Y 2 0 0 5 COIN-OP 101: A SUCCESSFUL GRAND REOPENING

WHERE TO FIND A BUSINESS LOAN IN A TIGHT ECONOMY

PRODUCT SHOWCASE: CASHLESS EQUIPMENT

W W W . A M E R I C A N C O I N O P. C O M

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RENOWNED FOR MORE THAN A CENTURY. Laundry has been our legacy since 1908. In fact, no one has more tradition, wisdom and expertise behind our business, you can feel

laundry experience than we do. It’s our dedication to producing the world’s best and most reliable commercial lau ndry equipment that keeps us going. With so much confident that Speed Queen won’t only meet your laundry needs, but surpass them. Grow your profitability today. Visit speedqueen.com/renowned or call 800.590.8872.

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CONTENTS MAY 2012 VOLUME 53 ISSUE 5 HOW TO BATTLE RISING COSTS

COVER STORY

FEATURES 8 CASHLESS EQUIPMENT SHOWCASE Our review of laundry systems equipped to take payment by means other than cash.

16 COIN-OP 101: HAVE A GRAND REOPENING Distributor Todd Santoro, CleanWash Laundry Systems, says a grand reopening is a great opportunity for your current and new customers to get a fresh look at your store.

26 BEING CLEAN & GREEN WORKS TOGETHER Store owners Anna and Richard Blair surveyed their North Carolina community before planning a laundry that met residents’ energy-conscious expectations and 24/7 needs.

28 THINKING ABOUT A BUSINESS LOAN? Where will you find the money in today’s tight economy? William J. (Bill) Lynott explores some of the options and offers hints on how to greatly improve your chances of coming away with the funds you need.

The specter of ever-rising utility costs should be enough to spur the average laundry owner to track this expense and explore ways to minimize it. Often, the battle against rising utility costs starts with your equipment.

22 COLUMNS 30 FAMILY BUSINESS CAN MEAN TROUBLE Columnist Howard Scott believes that family businesses rarely work. There is something about money and blood that doesn’t co-mingle well, he says. But if you must try it, Scott advises, there are some rules you should abide by.

DEPARTMENTS 4 VIEWPOINT 6 INDUSTRY SURVEY 34 PRODUCT NEWS 36 CALENDAR

38 WEB UPDATE 39 AD INDEX 42 NEWSMAKERS

26 A CLOSER LOOK Ease of use was a deciding factor in the equipment choices for Clean & Green Laundry, New Bern, N.C.

Cover Image: © iStockphoto

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Invest in a Maytag equipped Laundry and watch a powerful name go to work for you. ®

Introducing Maytag® equipped Laundry.

Imagine starting a business with the prep work and professional planning already done.

The wall color, floor tiles, signage, marketing materials—all pre-planned for you. When you own a Maytag® equipped Laundry, it’s a reality. Your store is easy to start, easy to run, and easy to grow. And best of all, you’ll have the support of Maytag—America’s #1 preferred laundry brand.* Learn more at maytagequippedlaundry.com. *Based on current 12-Approved Consumer State Tracker, 2010 Smith Dahmer Associates, LLC. ® Registered Trademark/ TM Trademark of Maytag Properties, LLC or its related companies. © 2012. All rights reserved.

NOW OPE

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VIEWPOINT

EDITORIAL Charles Thompson, Publisher E-mail: cthompson@ americantrademagazines.com Phone: 312-361-1680 Bruce Beggs, Editorial Director E-mail: bbeggs@ americantrademagazines.com Phone: 312-361-1683

COIN-OPS ASSEMBLE!

Roger Napiwocki, Production Manager Jean Teller, Contributing Editor Nathan Frerichs, Digital Media Director E-mail: nfrerichs@ americantrademagazines.com Phone: 312-361-1681

ADVERTISING

Bruce Beggs

ENERGY EFFICIENCY: DOING BATTLE WITH RISING COSTS As I write this, The Avengers have taken over virtually all media in the run-up to the movie’s May 4 premiere. So it’s quite fitting that our cover story describes going into battle: not against villainous Loki or his alien army, mind you, but against rising utility costs.

National sales managers from two laundry equipment manufacturers answer a series of questions that touch on tracking efficiency, equipment advances, and opportunities to shore things up in areas other than laundry equipment. Our story begins on page 22.

TWICE WOULD BE NICE Have you recently upgraded your store in some way? Distributor Todd Santoro says a grand reopening is a great opportunity for your current and new customers to get a fresh look at your store. In this month’s Coin-Op 101, Santoro goes over how you should prepare for the event, ways to market it, and how best to make its impact last. Check out the story on page 16.

CLEAN AND GREEN Before moving ahead with a plan for building a new laundry in New Bern, N.C., Anna and Richard Blair surveyed many local residents to learn what they would like to have in a new Laundromat. Beginning on page 26, read how the results influenced their store design, equipment choices and business hours.

SHOW ME THE MONEY Credit is the oil that lubricates the machinery of business, says writer Bill Lynott, and most coin-op laundry owners need to depend on credit at some point. But the credit crunch has made it tougher for business owners like you to get a loan. If you’re thinking about applying for a loan, read Lynott’s story starting on page 28 and improve your chances of success.

BUT WAIT ... THERE’S MORE It’s in the cards for cashless equipment. ... Columnist Howard Scott isn’t a fan of the family business concept. ... And a law firm lists some issues to consider if/when you review your lease. Hope you like this month’s jam-packed edition!

Donald Feinstein, Natl. Sales Director E-mail: dfeinstein@ americantrademagazines.com Phone: 312-361-1682

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

SUBSCRIPTIONS 630-739-0600 www.AmericanCoinOp.com

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

POSTMASTER, Send changes of address and form 3579 to American Coin-Op, Subscription Dept., 440 Quadrangle Drive, Suite E, Bolingbrook, IL 60440. Volume 53, number 5. Editorial, executive and advertising offices are at 566 West Lake Street, Suite 420, Chicago, IL 60661. Charles Thompson, President and Publisher.

American Coin-Op is distributed selectively to owners, operators and managers of chain and individually owned coin-operated laundry establishments in the United States. No material appearing in American Coin-Op may be reprinted without written permission. The publisher reserves the right to reject any advertising for any reason. © Copyright AMERICAN TRADE MAGAZINES LLC, 2012. Printed in U.S.A.

Bruce Beggs Editorial Director

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INDUSTRY SURVEY

THREE-QUARTERS OF STORE OWNERS UTILIZE SURVEILLANCE SYSTEMS CHICAGO — How safe do you consider the neighborhood where your laundry is located? Do you think your customers or employees feel safe in your store while doing laundry or working there?

Nearly three-quarters of respondents to this month’s AmericanCoinOp.com Wire survey describe their neighborhood as “somewhat safe.” Roughly 19% say their neighborhood is “neither safe nor unsafe,” and the remaining 7.4% describe theirs as “extremely safe.”

No one who took the survey described their neighborhood as “somewhat unsafe” or “not safe at all.”

Yet, more than 40% of operators say they, an employee or a customer have been a victim of crime at their laundry. Most of these incidents involved burglaries or robberies. An employee was threatened with a knife in one case, while an attendant was pushed to the ground in another.

A surveillance system is the most popular safety-related feature or practice utilized by respondents (77.8%). Other popular choices are employees/owner watch store (48.1%), alarm system (44.4%), signage (33.3%) and some type of weapon (29.6%).

Thirty-seven percent of operators who responded to the survey have brought a firearm to their laundry. Among those who haven’t, 35.3% said they would consider carrying a firearm while there.

While the Wire survey presents a snapshot of readers’ viewpoints at a particular moment, it should not be considered scientific.

Subscribers to Wire e-mails—distributed twice weekly—are invited to take the industry survey anonymously online each month. All self-service laundry owners and operators are encouraged to participate, as a greater number of responses will help to better define operator opinions and industry trends.

To sign up for the Wire, visit AmericanCoinOp.com, click the “Subscriptions” button at the top right-hand corner of the home page and follow the instructions.

■

To read other Wire survey stories, visit AmericanCoinOp.com

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AMERICAN COIN-OP MAY 2012

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PRODUCT SHOWCASE

CASHLESS EQUIPMENT STANDARD CHANGE-MAKERS

ROWE INTERNATIONAL

T

he Model 400 from Rowe International integrates a combo credit-card reader/bill acceptor with a wireless credit-card processing system for the laundry industry.

Laundries can accept any loyalty card and major credit cards (MasterCard, VISA, American Express and Discover) for a single low transaction and monthly fee.

An advanced two-line display presents clear messages, making service simple, the company says. The secure, heavy-duty cabinet has two Thandle locks, and a unit can be mounted on a wall, table or optional base.

Available options include a remote computer interface and an audit trail printer.

Model 400 systems are PCIcompliant, the company says, and Rowe offers 24/7 technical support.

The system accepts coins as well as paper tokens, which can be offered for refunds or store promotions and via direct mail, the company says. roweinternational.com 800-393-0201, ext. 483

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AMERICAN COIN-OP MAY 2012

S

tandard Change-Makers now offers the easyPAY Central Payment Kiosk to allow coin laundry owners to incorporate credit card acceptance in a cost-effective manner.

The system works in conjunction with existing electronic coin drops, and includes coin, bill and credit card acceptance.

EasyPAY can start any washer and dryer in the store. The easy-tounderstand color touch screen provides intuitive instructions to guide customers through the payment process. EasyPAY also allows customers to use bills to activate the washers/ dryers.

Features include reduced coin collections for Laundromat owners; a hardwired interface for reliable communication; no drilling required or machine changes/modifications when installing; accepts credit cards to activate washers and dryers; and includes a redundant coin acceptance for large-capacity washers that are susceptible to coin jams.

The kiosk is available in front-load, rear-load and wall-mount/desktop (card only) consoles. standardchange.com 800-968-6955

www.americancoinop.com

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Quality. Durability. Affordability.

All of the Above.

You don’t have to choose when you choose a Milnor. Since 1959, Milnor has built rugged, industrial coin machines – the workhorses of any store. And now, Milnor’s MCR series washers offer Milnor quality in a cabinet style. Four sizes (20-60 lb. capacities) offer the speed and reliability you have come to expect from Milnor. Seven wash formulas include our ultra-efficient GreenTurn FormulasTM that save water and maximize clean. Programmable vend prices, a single-motor inverter drive and easy-to-use controls help busy stores maximize profits and minimize maintenance. You can have it all, from Milnor.

To find out more about Milnor or about financing with Milnor Capital, visit www.milnorcoin.com, call 800-469-8780 or email milnorinfo@milnor.com.

®

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RATES AS LOW AS 5.5%

For information on financing, contact Milnor Capital at 877-800-0806 x190 or visit www.milnorcapital.com. ,QGXVWULDO )LQDQFH 6ROXWLRQV

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PRODUCT SHOWCASE

CARD CONCEPTS INC. (CCI)

C

ard Concepts Inc.’s (CCI) new FasCard is a hybrid coin/card system that provides owners and customers with premium features and functionality. FasCard allows almost any coin-vended washer, dryer or vending machine also to accept major credit and debit cards, without removing the machine’s native coin acceptance, the company says.

The hardware behind FasCard is easy to install and manage, CCI says, and the FasCard reader was designed specifically for Laundromat applications utilizing wireless technology to eliminate any hardwiring.

The large backlit display presents instructions and information, and a three-button keypad makes FasCard easy to use. The system does not require an onsite computer; it requires only a basic Internet connection, with all of the system’s features and reports accessible from any Internet connection.

FasCard also allows store owners to choose their own credit card processor.

FasCard also features ‘Time of Day Pricing’ and Native Multi-Vend support as well. fascard.com 866-860-1660

IDX INC.

I

DX Inc.’s newest RFID cashless Wicket™ card system, the ASGARD™, is a good fit for self-service laundries and door-access controls, the company says.

ASGARD tracks usage of each customer’s card with a time-and-date stamp for each machine and/or door activation. Each Wicket card can have an expiration date and different levels of access or usage on different pieces of equipment. If your customer’s card is lost or stolen, or if the customer has not paid his/her monthly usage fee, the ASGARD software can automatically disable the Wicket card, the company says. The system administrator can reactivate the card at any time.

IDX says it does not charge fees to maintain the latest software and firmware updates for the Wicket system. A system owner can simply download the latest updates from the IDX website at their convenience, at no charge, the company explains. idxinc.com 800-643-1109

WASHCARD SYSTEMS

T

he Wireless Credit Card Payment System from WashCard Systems offers a wireless alternative to Laundromat owners to help retain coin acceptance on some or all of the business’ washers and dryers, the company says.

Other features include simple installation with wireless networking, no minimum or maximum number of readers, increased revenue, new customer base, and quicker turnarounds per day. washcard.com 888-439-5740

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PRODUCT SHOWCASE

ESD

W

ith CrossLink from ESD, a Laundromat owner can easily add credit- and debit-card acceptance to existing coin-operated machines, the company says.

CrossLink also accepts a store-branded mag stripe card. Points programs, bonus wash or dry credits, and timed daily specials are among the options.

CrossLink works with every manufacturer and model, even electro-mechanical machines, and encrypted WiFi communication makes for easy installation, ESD says.

A web portal that is secure and accessible from mobile devices provides a store owner with information on the system. esdcard.com 800-523-1510

MEI

T

he MEI Combo Acceptor gives customers the flexibility to pay with their preferred method, whether it’s cash, debit or credit. The payment system is designed to be robust and reliable, and it combines a bill acceptor with a debrisresistant, swipe-style credit-card reader that’s even capable of reading coupons.

Providing customers with this kind of payment flexibility and convenience maximizes transactions, increases sales volume, and encourages customer loyalty, the company says.

Card transactions can be completed quickly and securely, while bills can be inserted in any direction, and in any condition, without experiencing frustrating bill jams or rejections, the company says. No matter how customers pay, they can cancel their transaction with the touch of a button.

The MEI Combo Acceptor is designed for convenience, as it can be easily attached on existing mountings that use an MEI Series 2000 bill acceptor.

A modular communications network integrates easily with existing systems via an RS232 interface, and MEI’s advanced protocol interface (API) makes it easy to integrate the unit into a self-service system, the company says. meigroup.com 800-345-8215

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AMERICAN COIN-OP MAY 2012

HEARTLAND PAYMENT SYSTEMS

H

eartland Payment Systems’ WaveRider Laundry System is a wireless payments- and accountmanagement system that allows for secure acceptance of credit- and debit-card payments. The technology is easy to install and features upgraded reporting capabilities, Heartland says.

Customers can pay for laundry services using any major credit or debit card. It also streamlines workflow for laundry operators, allowing them to manage multiple facilities remotely through a secure, Web-based accountmanagement portal called WaveCentral.

Operators can review revenue generated at a property in real time, as well as adjust or change prices—in increments other than quarters. They can also minimize downtime and potential loss of revenue by receiving alerts the moment a machine goes down, Heartland says.

The WaveRider system also allows customers to access a Web-based portal called WaveVision to view the status of washers and dryers. Customers can register to receive text messages, alerting them when their laundry cycles are complete, reducing congestion and enhancing their experience.

For laundry operators still interested in providing cash options, WaveRider supports the acceptance of coins and cards on the same machine. heartlandmicropayments.com 800-332-4835, ext. 6257

www.americancoinop.com

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DEXTER

D

exter’s Easy Card™ was developed for laundry owners and customers to eliminate the day-to-day problems related to starting machines with coins. Laundry customers start machines by swiping a reusable card, providing a faster, cleaner, simpler experience for the laundry customer and laundry owner, the company says.

There are no quarters to manage in an Easy Card store, so owners no longer have to spend hours collecting, sorting and transporting coins. By simply unlocking the cabinet, removing a stack of bills and printing a receipt, laundry owners can collect money in minutes instead of hours, Dexter says.

Remote access to the Easy Card system allows owners to dial in to a store to monitor sales, collections and system status. Anywhere owners can connect a PC to a phone line, they can access their Easy Card systems.

Easy Card also allows real-time adjustments to accounts and vend prices. Owners can quickly modify prices to accommodate escalating utility costs.

Having the ability to modify pricing in penny increments gives owners flexibility and options that their competition

might not have, Dexter adds. Also, promoting a business with time-of-day pricing and usage bonuses can increase a customer base.

And since the Easy Card system and readers are supplied

by Dexter, every component is covered by the three-year Dexter factory warranty. dexter.com 800-524-2954

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www.americancoinop.com

MAY 2012

AMERICAN COIN-OP 13

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PRODUCT SHOWCASE

COIN MECHANISMS

C

oin Mechanisms Inc.’s Leisuretime LT3200 Meter Box is a programmable timer/meter that uses a single-use disposable card. The secure system can be programmed from 1 second up to 99 hours and 59 minutes, and includes a fourdigit display showing “minutes and seconds” or “hours and minutes.”

The LT3200 offers secure, reliable and affordable timing metering solutions for a wide range of applications that includes laundry equipment, according to the company. Some other applications are tanning beds and saunas, lighting, and air conditioning and space heating.

Standard features include radial eight-pin lock and resettable/nonresettable hour and card counter. The meter is available in different AC voltages: 12V, 24V, 110V or 230V. A coin- or token-only model is also available. coinmech.com 800-323-6498

GREENWALD INDUSTRIES

G

reenwald Industries’ Flash Cash uses contactless payment technology to provide a quick, easy-to-use, tamper-resistant payment system designed to replace traditional systems built around the use of coins and dollar bills, the company says.

Flash Cash is also designed to provide superior customer interface, flexibility, rapid transaction speed and reader/card durability.

Flash Cash smart cards contain a rewritable microchip and antenna that communicate with a card reader.

Designed within the dimensions of a credit card or key fob, smart cards provide convenient and secure financial transactions, Greenwald says.

The slim-line profile readers are designed to be maintenance-free and Bluetoothready, enabling the system to communicate on a wireless network. The networking allows the instant setup of readers, instant price changes, and collection of machine usage with a BlackBerry, cell phone or connection to the Internet.

The readers are designed with large, graphical displays for ease of use and are able to collect and store data that can be used to audit transactions and generate reports.

Custom graphics can be displayed and easily changed on the reader for promotions, holidays, or university logos.

The Flash Cash system also reduces theft, vandalism, and the cost of collecting currency, Greenwald claims. greenwaldindustries.com 860-526-0800

SETOMATIC SYSTEMS

S

etomatic Systems’ SpyderWash® payment system adds credit/debit card acceptance directly to washers and dryers, while still allowing payment by coin or loyalty card. SpyderWash® also accepts mobile payments, like Google Wallet and ISIS, as well as EMV payments like PayPass. The reader also is certified by VISA, MasterCard, Discover and American Express.

SpyderWash® is web-based so a computer is not needed on site, and the encrypted wireless system tracks all revenue—coin, credit, debit and loyalty cards. setomaticsystems.com 800-645-3441

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COIN-OP 101

How to

Have a Successful Photo: ©iStockphoto/ericsphotography

Just a small financial investment can provide a significant return for you and your customers

OMAHA, Neb. — Have you recently upgraded your washers or dryers, changed your services or finished a retool? If the answer is yes, a grand reopening should be in your future.

A grand reopening is a great opportunity for your current and new customers to get a fresh look at your store. Although a small financial investment is required, the return can be significant for both you and your customers.

Timing The event should be held to celebrate new machines in your store. If you’ve recently replaced all of your washers, for example, an event to highlight this shows customers your commitment to both the store and their business.

To really show off your store, make sure everything is in place. When hosting a 16

AMERICAN COIN-OP MAY 2012

want to thank them for their grand reopening, you should take business during a convenient the time to paint the walls, wax the time. floor, replace stained ceiling tiles, and add new signage. Although not all of those fixes may be necessary, Market the Event an event is a great time to evaluate To draw the most traffic to the condition of the store. your event, a little marketing Customers assume you have funcis needed. Direct-mail pieces, tioning equipment, but the differflyers, or door hangers are ence between your store and the

By Todd Santoro always good options. one down the street lies in the Also, consider community details. newspapers and local radio stations as a Now that you know what qualifies as an means to reach clientele. appropriate time to have a grand reopenSocial media sites are another place to ing, when should you actually host the publicize your event. If your store currently event? has Facebook, Twitter or other social Although weekends are most likely your media accounts, make sure to promote the busiest period of the week, they still pro- event through these channels. You can also vide the best time for your event. More offer an incentive to customers who check people can attend then than during the in to your event on Facebook Places or week, and it shows that you, as an owner, Foursquare. www.americancoinop.com

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COIN-OP 101

Word-of-mouth advertising is the most flattering form of marketing. Make sure to tell current customers about the event and its highlights. They can tell their friends and family, who could wind up using your store’s services.

Activities and Promotions If you had a grand opening, many of the events that happen during the grand reopening will be similar. When it comes to the activities offered, make sure you’re aware of your demographics.

An idea that I’ve seen work extremely well in the past is reaching out to a local radio station that resonates with your target consumer. If you have a significant Hispanic population, for example, the Hispanic radio station may be willing to broadcast from your store. The presence of the radio station will attract your primary target audience.

It’s important to plan family events as those customers bring in the biggest loads.

For example, project a movie on the side of the building and create a drive-in atmosphere. This shows that you’re in tune with their needs.

Offering food at your event is essential. It can be something as simple as having a barbecue with hot dogs and hamburgers, which shows your customers that you

appreciate their business—building loyalty in the process.

Promotions going on during your event draw new customers into the store. They should coincide with the machines you just replaced. For example, if you just had all new dryers installed, you may want to offer free dry time. If you’ve replaced washers, offer half off certain wash cycles. Either way, provide an incentive for customers to use the machines and become familiar with them.

You may also want to offer some sort of giveaway—especially if it ties into your new machines. For example, if you recently replaced your top loaders with front loaders, you may offer your customers a sample of high-efficiency soap. This will help them become familiar with your product, keeping them coming back regularly.

Making the Impact Last During your event, it’s important to connect with your attendees and build a relationship that makes them become repeat customers.

In order to make a new customer a regular, you should make sure to promote your weekly specials at the event. If you offer dollar-off washes on Tuesdays and Thursdays, let your attendees know that through handouts and by word of mouth.

Customers assume you have functioning equipment, but the difference between your store and the one down the street lies in the details.

Make sure to print materials in both English and the language spoken by most of your customers. This ensures that customers will not only understand your message, but it will help them feel welcomed at your store.

Store owners should aim for a 25-30% increase in customers following the event.

Have a sign-up sheet for promotions at your event to help keep customers coming back. This can be hard to measure, but it’s not impossible.

Tapping Your Distributor for Help If having an event at your store seems overwhelming, or if you just would like extra guidance, contact your distributor.

They have been a part of events like this in the past and can offer best practices that they have found to be successful in your area.

On-Going Customer Marketing Even after the grand reopening, you must continue to attract new customers and retain the ones you have. Try to connect with your customers every month by offering a promotion to show that you value their business.

With proper planning and execution, a grand reopening is the perfect opportunity to show how your laundry fits into the community and can help you grow your business in the process.

■

Photo: ©iStockphoto/ Sharon Meredith 18

AMERICAN COIN-OP MAY 2012

Todd Santoro is the president of CleanWash Laundry Systems, an IPSO distributor located in Omaha, Neb., serving Iowa, Kansas, Nebraska, North Dakota and South Dakota. He can be reached at 888-990-7191 or tasantoro@clslaundry.com. www.americancoinop.com

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The Fresh New Look of Laundry Laundromats Enter the Digital Age This is not your father’s laundry business. Coin boxes and floor-rattling washing machines are being replaced with innovative technologies like credit card readers and highefficiency washers and dryers. And, an influx of savvy, business minds from other industries is helping bring the laundromat into the digital age.

Meet the New School Peter Rock, 25, exemplifies this new breed of laundry professionals. During college in Boston, he noticed that many of the laundromats he frequented were outdated. He knew the industry was ripe for change. After several successful years working in automotive sales – he was a $10 million producer and top 20 salesperson in North America for MINI – he decided to take laundry for spin.

Working for Fall River, MA based New England Coin Laundry, he’s helping lead the charge of a younger generation of professionals who are implementing innovations like Digital Media Dryers with built-in advertising screens, automated security and infrastructure systems, and LED lighting. He is also applying marketing and financial forecasting models to the laundry industry – and the business is starting to clean up.

“It’s almost like Moneyball for laundry,” says Rock, referring to Michael Lewis’ award winning book. “We are really digging into the numbers to help us see what works and what doesn’t.”

What works are targeted locations with guaranteed foot traffic, building store footprints to match demographics, and offering amenities that keep customers coming back – like free WIFI, flat screen TVs, ice cream vending, and utility-friendly equipment.

David Handley, owner of So Fresh, So Clean in Taunton, MA, agrees. “Today’s laundromat is a lot more hip, modern, and smart,” he says. “New England Coin Laundry is really looking to push the industry forward and the insight they provide has definitely helped me build my business.”

“We are really digging into the numbers. It’s almost like Moneyball for laundry.”

-PETER ROCK

Innovate. Rinse. Repeat.

Offering payment systems that accommodate most laundromat customers is also key.

“85% of Americans carry a credit or debit card with them at all times,” says Rock. “When you give your customers the option to use their credit card, they tend to upgrade to larger washers and dryers, use more machines, and spend more money.”

Credit card readers also reduce coin intake – fewer coins means fewer trips to the bank – and funds are direct deposited every 24 hours electronically.

To learn more about the profitable, all cash coin laundry industry or the products featured in this article – like credit card readers and EcoWash coin washers – call Peter Rock at (401) 965-0044 or visit newenglandcoinlaundry.com.

According to Handley, the best part about accepting credit cards is that, “I can monitor my machines’ activity in real-time on my laptop while sitting in the coffee shop.”

That flexibility – minimal time and labor investment – coupled with the excellent ROI, may be what’s attracting a new generation of investors to the laundry industry in droves.

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ENERGY EFFICIENCY:

Battle Against Rising Costs Often Starts With Equipment Utilities, Equipment Maintenance/Repair on Industry’s Top-Five Problems List

By Bruce Beggs, Editorial Director

T

he specter of ever-rising utility costs should be enough to spur the average laundry owner to track this expense and explore ways to minimize it.

In response to a series of questions from American Coin-Op, Gary Dixon, national sales manager for Huebsch, and Kent Walters, national sales manager for Maytag® Commercial Laundry, discuss the role that tracking energy usage and maximizing its effectiveness plays in a successful self-service laundry, and offer some important tips for corralling costs.

Often, the battle against rising utility costs starts with your equipment.

Photo: ©iStockphoto/ktsimage

22

AMERICAN COIN-OP MAY 2012

Q: How may a coin laundry owner track their operation’s level of energy efficiency?

Walters: Owners looking to determine their store’s level of energy efficiency need to compare the cost of utilities vs. revenue. If the cost of the store’s utilities is above the industry average—20-25% of total revenue—a store owner should investigate ways to decrease the cost of utilities, starting with equipment.

Dixon: First, I would suggest that the laundry owner establish a baseline. Many manufacturers, along with the local distributor, can provide an estimated energy usage per turn. The laundry owner could then adjust these calculations to reflect their specific energy costs and turns per day.

Second, compare utility bills after every change that is made to the store’s operation. If utility rates and the number of turns remain constant within the periWalters Dixon od in question, but www.americancoinop.com

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you notice the bill increasing or decreasing, it is a quick indication that the changes you made may have had a negative or positive impact.

Q: Is tracking energy efficiency as simple as comparing this month’s utility bills to last month’s?

Dixon: It can be, but you will always have to wait for the bill to arrive. However, control technology has really advanced over the last five years. There are features such as advanced leak detection that can help you get an early jump on problems before they impact your utility bills.

Walters: No, comparing month to month isn’t the recommended way to determine a store’s energy efficiency. Usage varies by time of year and other factors. It is better to look at your utility bills over time and compare them to the net income and what percent of revenues the utilities make up.

Q: In your experience, how likely is it that a laundry owner is tracking his or her store’s efficiency?

Walters: Those who have become owners in the last four or five years seem to better understand the need to track a store’s energy efficiency, and how it affects the bottom line. The more efficient the operations, the greater the revenue for the store owner. The significant increase in utility costs has also caused long-time owners to pay attention to the costs.

Dixon: In the April issue of American Coin-Op, survey results indicated that “utilities” topped the list of problems causing business owners the most grief (State of the Industry: Operators Soldier On Amidst Lagging Economy, Increasing Costs). So, based on that feedback, I believe the majority of store owners are cognizant of the impact that utilities have on their bottom line. Yet, many are not tracking their store’s efficiency. I don’t believe it is because they do not want to, but more about how they can utilize available tools to do it effectively. Here is where a good relationship with a local distributor can be priceless.

Q: Why is it even important to track this?

Dixon: There are two reasons: first, there is the obvious impact on a store’s profitability. We can probably expect utility costs to continue to rise. Therefore, tracking a store’s efficiency is a variable that is important to monitor. The second is customers.

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AMERICAN COIN-OP MAY 2012

Page 24

Again, in the April issue, survey results indicated that “lack of customers” and “equipment maintenance/repair” were on the top-five list of problems causing business owners the most grief. A great story to differentiate a business may be to announce that it is concerned about natural resources and is going “green.” This may attract customers who are like-minded. In addition, this may require the purchase of newer equipment that will allow the store owner to track and tweak energy consumption.

Newer equipment certainly is more energy-

Tracking energy efficiency is essential for store owners looking to increase revenue and improve their bottom line.

— Kent Walters Maytag Commercial Laundry

improved over the years?

Walters: Regarding dryers, a tempered glass door, better seals, and a solid dryer drum help keep warm air in the drum, which forces more heated air through the load to reduce dryer use. Fast-drying axial airflow system, increased insulation and double-paned windows keep heat contained in the dryer basket, enabling clothes to dry more quickly with a lower Btu output.

Looking at washers, a higher spin speed, or G-force, removes water from clothes.

The more water extracted during the spin cycle, the less time (and energy) is needed to dry a load of laundry.

Meeting energy- and water-efficiency standards (i.e. Modified Energy Factor (MFE), CEE Tier, Water Factor (WF) and ENERGY STAR® requirements) play a considerable role in washer energy efficiency.

Dixon: Laundry equipment has and will continue to evolve as technology becomes available. Today’s products use less electricity and Btu. Some of these changes have been mandated by government regulation, but most have been developed by manufacturers to offer product differentiation.

However, the real excitement is in the control technology.

It is now possible to regulate up to 30 different water levels, the temperature of the water, spin speed and detect leaks. Auditing software makes it possible for the laundry owner to make changes quickly if necessary. You no longer need to wait for the utility bill to arrive to discover that you may have a problem.

efficient and may attract customers to a location. In addition, newer equipment tends to command a higher vend price.

Walters: Tracking energy efficiency is essential for store owners looking to increase revenue and improve their bottom line. By educating themselves on utility costs and what percentage of their current revenue is going toward energy, water, etc., an owner can determine the store’s energy efficiency.

Q: What is the average life expectancy of today’s washers and dryers?

Dixon: Life expectancy will vary depending on machine usage, installation, preventive maintenance and other factors.

However, it is not uncommon for laundry owners to get 12-15 years of life out of their machines.

Walters: The average life expectancy of today’s single- and multi-load washers is seven to 10 years. As a result of fewer moving parts, single- and multi-load dryers typically have a slightly longer life expectancy of 10 to 12 years. If washers or dryers are used more or less frequently, life expectancy fluctuates.

Q: Discuss some of the laundry equipment features that contribute to greater efficiency today. What features have been

Q: How much impact can following a regular equipment maintenance schedule make in a store’s efficiency? www.americancoinop.com

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Walters: Store owners who want to maximize equipment performance must regularly perform proactive and preventive maintenance tasks.

In washers, cleaning equipment and surrounding areas, tightening bolts that hold machines in place, and looking for leaks, checking belts, bearings, and seals for standard wear and tear, etc., are important. By performing regularly scheduled maintenance, store owners are less likely to incur a major breakdown, costing them additional money for parts and downtime.

When maintaining dryers, it is critical to keep vents clean and make sure the dryers have enough make-up air.

Dixon: By following a recommended maintenance schedule, the laundry owner is ensuring that their equipment is operating at optimum efficiency. This translates to

Page 25

Q: Does water usage impact energy efficiency, and vice versa?

Walters: Yes, water is a big expense for store owners and using newer, low-wateruse washers can save a lot of money in both water and sewage savings. High-spin-speed washer-extractors are necessary to maximize cleaning performance by spinning out additional water from laundry so dryers don’t have to work as hard to dry the load.

Dixon: It most certainly does. The amount of water in each bath and the number of baths in a cycle has a direct impact on water and sewer costs. Equipment designs that minimize wasted water below the wash cylinder will also have a favorable impact on water usage. Water-level adjustability is critical for optimizing water settings at a minimum level that is still acceptable to your customers.

Q: Besides laundry equipment choice and usage, where are some other opportunities to shore up energy efficiency?

Walters: Store owners should obtain an energy analysis of the store through their local laundry equipment supplier to help determine areas that need improvement. In addition to equipment, owners should consider incorporating energy-efficient options, such as high-efficiency water heaters, T-8 lights, electronic ballasts, light sensors and task lighting.

Dixon: There are many variables that impact energy efficiency. Some things to consider: alternative sources for energy needs, type of water heaters, choice of lighting and fixtures, window tinting, the thermostat setting, and even landscaping are just a few things to look at.

End of the world predictions.

not dependable. lower utility costs and keeps downtime to a minimum. The result is happier customers and more profit.

Q: If a store’s energy efficiency begins to decline, where should the owner first look to make changes?

Dixon: The first place to look is in the washer-extractor control software. Are the water levels set where you wanted them? Is the water temperature different than where it was? Is the software notifying you of potential leaks?

Walters: If energy efficiency begins to decline, the first place a store owner should investigate is the dryers. Specifically, an owner needs to ensure all ventilation is free of lint, which can cut down on the amount of air getting to the dryer, as well as makeup air. www.americancoinop.com

Q: How can a store owner “train” their customers and attendants so their laundry’s energy efficiency is optimal?

Dixon: In any business, the culture and message that is communicated comes from the top down. If you are adamant with your employees about maximizing efficiency and provide a mission statement and guidance to them for realizing your goals, you will create the culture. This will, in turn, be communicated to your customers.

Walters: Having a trained attendant who can show the customers the proper way to use the equipment is always the best.

Signage is another great way to train customers and attendants on use of machines, proper amount of detergent, operating instructions, etc. Signage should include simple-to-follow instructions located in easy-to-read places.

Q: To whom may a store owner turn for assistance in improving their store’s energy efficiency?

Walters: Whether shopping for new equipment, looking to upgrade existing equipment, or needing some assistance related to a store’s laundry operations, it is important to connect with a reliable, established distributor for guidance. The best laundry distributors are those that have a long history in the business and have received positive reviews for the customer service they provide.

Dixon: The relationship a laundry owner has with their local distributor can pay dividends into the future. The local distributor is well versed in what is available from the equipment manufacturer. They also have an intimate knowledge of the area they serve.

■ MAY 2012

AMERICAN COIN-OP 25

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North Carolina Laundry Commits to Energy Efficiency, Customer Satisfaction

Photos courtesy U S Capital Corp.

NEW BERN, N.C. — New Bern lies about geothermal unit with solar panels to heat wanted one that was safe to visit at late hours. To that end, Clean & Green boasts a 110 miles east of Raleigh and about 90 the laundry’s water. sophisticated security system. miles northeast of Wilmington. Named Since approximately 2,500 square feet of after the capital of Switzerland, it is the ENERGY CONSCIOUS AROUND THE CLOCK Before moving ahead with a plan for space was available, a floor plan was develsecond oldest town in North Carolina and their vision of Green & Clean, the Blairs oped that gave an open feel with a design home to some 30,000 residents.

Within easy walking distance of the New wanted to know what the community that welcomed customers. In addition to Bern waterfront are more than 150 homes thought. They surveyed many local resi- providing the self-service washing and dryand buildings listed on the National dents in an effort to learn what they would ing equipment, Clean & Green offers fluffRegister of Historic Places, hotels, restau- like to have in a new Laundromat. and-fold options, too.

The Blairs carefully evaluated the various rants, banks, antiques stores and specialty Overwhelmingly, customers stated their shops. preference for an energy-conscious laundry, equipment choices available to them before New Bern is known for a couple of other and since the town is active 24 hours a day deciding upon Maytag Commercial important reasons: Not only is it the birth- due to around-the-clock manufacturing, Laundry equipment. With more than 50 place of Pepsi-Cola, it is also home to distribution and retail operations, they years of unparalleled industry experience and having one of the longest product arguably one of the most technologically warranties in the commercial laundry advanced and energy-efficient Laundroindustry, Maytag offers a variety of mats in the country. energy-efficient washer and dryer models Owned and operated by Anna and from which to choose.

Richard Blair, the Clean & Green Working closely with their Maytag Laundry is built entirely on a “green” distributor, Tri-State Technical Services, platform. The entrepreneurs see the longthe Blairs sought the perfect balance of term growth and profit potential of the laundry equipment that would accomcoin laundry business, and are commitplish their green objective. ted to making sure that every aspect of They selected an assortment that their new business is environmentally includes high-efficiency top loaders, friendly, minimizing use of energy and front loaders, rigid-mount front-load water, while providing their customers washers (30-, 40- and 60-pound capaciwith the cleanest garments possible.

Owner Anna Blair poses next to the various washers (above) and ties), multi-load stack dryers, and singleAn example of their commitment to dryers (top) available to customers of Green & Clean. Ease of use pocket dryers (50 and 70 pounds). energy efficiency is a state-of-the-art was one of the reasons the Blairs chose Maytag washers.

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gram designed to maxiWith this variety of equipmize the couple’s return ment, no matter what garon investment over the ments need to be cleaned— term of the equipment even bulky items—in virtually finance period. In any any quantity, customers’ needs new business enterprise, are met quickly, efficiently and conserving cash is essenwith the best cleaning value, tial, and US Capital the Blairs says. designed a financing Ease of use was one of the package that did just that. reasons they chose Maytag Not only did the firm washers that feature one-touch provide the financing for cycle selection; an automatic the Maytag equipment, it detergent, softener and bleach also handled financing of dispenser; front controls; flexi- Residents told the Blairs they wanted a 24/7 laundry to match the activity of around-the-clock the equipment’s installable wash options; and shorter manufacturing, distribution and retail operations. tion and important drying times due to high-speed required “soft costs” such as the change FINANCING PACKAGE extraction.

US Capital Corp., a specialist in com- machines, carts, tables, bulkheads and The dryers sport commercial-duty door handles; stainless steel top, front and sides; mercial laundry equipment financing and equipment bases, as well as the geothermal the financing partner for Maytag water-heating unit. and a solid die-cast door-locking assembly.

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not dependable.

Besides the look of the equipment, Clean Commercial Laundry, assisted Clean & & Green also wanted to furnish the store to Green in getting started.

Working closely with the Blairs, US make the customer experience pleasant.

Modern change machines make the pur- Capital provided a custom financing prochase of laundry cycles quick and easy. The bulkheads and equipment bases are also state of the art, and the various carts and tables make the preparation of loads and post-cleaning separation and folding a comfortable task.

While waiting for their garments, patrons can relax in an outdoor patio while their children enjoy a special play area.

Free Wi-Fi, televisions and a complete vending area offering a variety of refreshments are available 24/7.

A view of the Clean & Green Laundry interior via security camera. www.americancoinop.com

LOCATION, LOCATION, LOCATION Located on the west side of New Bern, the Laundromat features two wide entrance-and-exit drives with a center turn lane for easy access.

Dr. Martin Luther King Jr. Boulevard is a major four-lane highway coming in and out of town, and drivers have an easy view of Clean & Green thanks to dedicated signage.

With more than 3,000 households and 3,000 renter-occupied households within a three-mile radius of the laundry, Clean & Green is positioned well for today and the future.

■ MAY 2012

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Thinking About a

?

Business Loan

By William J. Lynott

Where Will You Find the Money in Today’s Tight Economy?

Photo: ©iStockphoto/ Steve Debenport

By William J. Lynott Credit is the oil that lubricates the machinery of business. Whether it’s a loan to buy supplies, to support expansion, a capital purchase, or just the need for a short-term loan to meet payroll or other operating expenses, most coin-op laundry owners need to depend on credit at some point.

Unfortunately, the upheaval in today’s economy has resulted in a credit crunch that seems to have made it tougher than ever for business owners to swing a loan.

Still, for those in the know, there are enough options available to make the task a little easier. Money may be tight, but business loans are being made every day to those who know how to ask.

“In today’s banking climate, good deals still get done, but with more equity, more collateral and much higher credit scores required of the borrower than in the past,” says Linda Feltman, Pennsylvania State University, Small Business Development Center.

If you’re looking for financing for your coin-op business, now or in the future, here are some choices along with hints on how to greatly improve your chances of coming away with the money you need: BANKS The first place most coin-op laundry owners turn to when they need a business 28

AMERICAN COIN-OP MAY 2012

loan is their local bank. That’s why it’s essential to build a solid business relationship with your bank well before you need to ask them for money.

“The news media tends to lump all banks together when it come to tight money,” says Bob White, president of Abington Bank, Jenkintown, Pa., “but there are big differences among banks. Like many other small community banks, we have always followed conservative lending practices. As a result, our default rates haven’t suffered and we’re in the same healthy position for making loans now that we were four years ago.”

Even after establishing a relationship, some business owners meet with frustration when the bank turns down their loan application. Most bankers agree that this is often because the owner fails to come prepared with the information a lender needs.

“How to find the money to finance a renovation, expansion, or other need is the last thing that many business owners think about when they plan a project,” says James G. Marshall, vice president, Fulton Bank, Lancaster, Pa. “It’s best to have a team lined up behind you when you plan a major financial move—and your bank should be a member of that team.”

How should you prepare for a meeting with a bank loan officer? Marshall suggests that you come armed with: • Financial statements for your existing business

• Accountant-prepared financial projections and cash-flow analysis • Marketing feasibility study for the project • Owner’s personal financial statements and tax returns • Information on the background and experience of owner(s) “With this information,” says Marshall, “the bank can give proper consideration to your loan application.”

Be careful to avoid the red flags that may raise concerns in the mind of a loan officer.

“One of the things that would turn me off,” says White, “is an applicant who has overleveraged himself or recently financed the purchase of an expensive asset. And, of course, it’s absolutely essential that the applicant be honest and up-front with all pertinent information.”

WHAT HAPPENS WHEN THE BANK SAYS NO? When your best efforts fall on deaf ears at your local banks, all is not lost. Here are some alternate sources of business financing that may meet your needs: State Government Programs — Most states have loan programs designed to provide small-business financing. Some of these programs provide loans at lowerthan-market interest rates, provided the business will create jobs in the state.

Some states have collaborated with local banks in lending arrangements designed to www.americancoinop.com

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attract, retain and expand businesses.

For information on small-business financing programs in your state, contact the office of your state representative or state senator.

Federal Government Programs — The federal government also has loan programs available to assist small-business owners.

The most popular of these is the Small Business Administration’s guaranteed loan program that guarantees as much as 80% of the loan principal. This program gives your bank an incentive to lend to a borrower who does not otherwise meet the bank’s lending guidelines.

Among other SBA loan programs available to small-business owners is the 504 loan. Established in 1980, the 504 Loan Program provides long-term, fixed-rate financing for major fixed assets, such as

Page 29

equity loans, others provide debt loans, and some provide both. As a rule, SBICs will require the same level of collateral and credit ratings as banks.

For information on how to contact an SBIC, check with your local SBA office or visit sba.gov/inv.

Local Economic Development Organizations — Your local Chamber of Commerce or other business group may have some revolving loan funds available.

Generally, these funds come from local resources and have specific guidelines for their use.

Begin by contacting the director of your local Chamber of Commerce to see what help might be available for the specific purpose you have in mind.

Angel Investors — When conventional financing options seem out of reach, many

health of your business, the only source of expansion money available to you may be what you can dig up on your own. Be advised, however, that each of these money sources carries special risks.

Friends and Family Members — If you have a friend or family member able to help finance your growth, you may find this to be the easiest type of loan to obtain.

But use caution. Most financial experts agree that mixing business and personal relationships can lead to destructive problems in both your business and personal life.

If you do take a loan from a friend or family member, make sure that all details are carefully spelled out in a written contract.

Credit Card Financing — If your needs are modest, you may have credit cards with lines of credit substantial enough to fund all or part of your financing needs. While it

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real estate, facilities construction or expansion, or other fixed-asset needs.

If you decide to seek an SBA loan, your best bet is to work through a certified or preferred lender. The SBA’s guaranteed loan process is rather complex, so you want a lender who has experience working with them. To find certified or preferred lenders, visit the SBA website or call your local SBA office for guidance.

The SBA has local and regional offices in every state. You’ll find their phone number in the federal government section of your local phone directory. For detailed information on all SBA programs, visit sba.gov.

Small-Business Investment Companies (SBICs) — SBICs are private investment firms licensed by the SBA to provide investment financing and long-term loans to small businesses. Some SBICs make only www.americancoinop.com

business owners have had success seeking out individuals or commercial lenders willing to invest in a business expansion, with either debt financing or by taking an equity position in the business. When you find an “angel” investor, you’ll probably find that this option is more flexible than a bank loan or government program.

If you don’t know anyone with the economic firepower to fund your loan, don’t give up. There is an entire industry of professional investors looking for opportunities to invest in growing businesses.

Keep in mind, though, that unless you’re willing to give up an equity position in your business, working with a professional investor is not for you.

WHEN ALL ELSE FAILS Depending on the size and economic

can be tempting to simply charge everything, this is arguably the riskiest and least desirable of all financing methods. The burdensome interest rates charged by credit card issuers these days can become impossible to meet if your business hits even a minor bump in the road. The result could be a severely damaged credit rating—or even the loss of your business.

When you need to raise money for your business, say most experts, a thorough, detailed business plan is the key to the safest and most desirable types of financing. ■ William J. (Bill) Lynott is a freelance writer whose work appears regularly in leading trade publications and newspapers, as well as consumer magazines including Reader’s Digest and Family Circle. You can reach Lynott at lynott@verizon.net.

MAY 2012

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AN OUTSIDER’S VIEW

FAMILY BUSINESS CAN MEAN TROUBLE Let your children do their own thing while you hire good help to run your business

Howard Scott

30

As many of you don’t reside in Massachusetts as I do, I thought I would share a cautionary tale about family businesses.

Charlie Sarkis is probably the most powerful restaurateur in the state. At the time of this writing, he owned 33 restaurants, including 15 Joe’s American Bar & Grill, 12 Papa Razzis, and his flagship enterprise, Abe & Louie’s steakhouse. All together, the company employs 3,400. Three of his children have worked for him, including eldest son Charles Sarkis, who was effectively running the firm.

No longer. All three have been dismissed or have left the company.

Father reportedly tried to get his son thrown off a Back Bay architectural board through a politically connected friend (“erase the job somehow,” Sarkis is reported to have said), and is in the process of selling the business to a private equity group despite the fact that his kids offered to buy the business for more money.

Daughter Amy, who was his events planner, told the Boston Globe, “I worked eight years for my dad, made him millions of dollars, and only had his best interest at heart. All I expected in return was the same and I am heartbroken that I didn’t get it from him.”

This isn’t the only family collapse when it comes to business. The Berkowitz family, owner of Legal Sea Foods, another major Boston restaurant chain, became embroiled in a major lawsuit between father Roger and his two sons. The Demoulas family, owner of the Demoulas supermarket chain, imploded when family members almost came to blows in court. Another Boston landmark, Grand Circle Travel, is having difficulties because the two brothers are feuding.

As these examples show, family business can mean trouble. Not always, but probably 90% of the time. There is something about money and blood that doesn’t co-mingle well. Perhaps it’s the expectations of the parent of their children. Possibly it’s that the first generation doesn’t know how to give up the reins. Maybe it’s that the qualities that allowed the entrepreneur to succeed are the

AMERICAN COIN-OP MAY 2012

very qualities that don’t make for good management partnerships.

Whatever the reasons, it is a better idea to stay away from family business. Buying the business is one thing.

But running the business with one’s sons or daughters is bad policy. The kids should do their own thing. The father should hire good help to run his business.

Such advice flies in the face of many owners’ fervent hopes. Many fathers would like nothing more than to bring their son in the business and gradually let go of the reins and let him make the concern a great success. The father works hard to build up a five-store chain of Laundromats, while his son goes into a different field.

Then at 35, his son decides he wants to team up with the father.

The father teaches him everything he knows. The son has new notions. He begins to implement them. The father backs off, appreciative of his son’s superior business acumen. The business expands. In five years, the business consists of two dozen Laundromats, dry cleaners, and a huge commercial laundry. There is so much money pouring in that the father decides to retire at 62.

This is the ideal.

It probably won’t play out that way. The son comes into the business, but can’t live on the initial salary the father can pay him and is resentful. The son pressures the father to open a sixth Laundromat, but they soon find

Photo: ©iStockphoto/Steve Debenport

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Michigan / Ohio New Jersey 1303 Alum Creek Dr. 1500 W. Blancke St. St. 1500 W. St. 1500 W.Blancke Blancke 1500NJ W. Blancke St. Columbus, OH 43209OH 43209Linden, Linden,07036 NJ 07036 Columbus, Columbus, OH 43209 Linden, NJ 07036 908-862-2200 614-258-5147 Local 908-862-2200 LocalLocal 800-992-7269 Toll Free 800-466-1262 Toll Free PA / W. Virginia Harrisburg / Philly, PA 1201A Brighton Rd. 200 N. Furnace St. Pittsburgh, PA 15233 Birdsboro, PA 19508 412-697-9201 Local 610-582-2046 Local 877-404-7278 Toll Free 866-444-0809 Toll Free

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AN OUTSIDER’S VIEW that volume is below break-even, perhaps because it is too close to an existing store. Both locations suffer. Then the son wants to raise prices, and father disagrees.

Reluctantly, the father allows the son to raise prices in two locations in more middle-class communities. But the word gets around that there is price differentiation, and many regular customers are miffed. Meanwhile, the father has to go in the hospital for an operation and needs a month to rehabilitate. When he returns to the business, he finds so many loose ends that he fires his son on the spot.

Scott’s law of management is: family businesses rarely work.

Don’t try it.

But if you must, live by the following rules: ASSIGN SEPARATE RESPONSIBILITIES TO EACH FAMILY MEMBER Make sure that tasks are divided. One management team member does all the inside work, including maintenance and handling store issues. The other family member is in charge of marketing, hiring, and cash control. Allowing everyone to do everything invites confusion.

GIVE THE ARRANGEMENT TIME Let one year pass before the twosome evaluates the success or failure of the merger. It takes a while for a newcomer to learn the ropes and to focus on how to improve matters. You agreed to combine forces. Now give the novice time to prove themselves.

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AMERICAN COIN-OP MAY 2012

RESPECT ALL MANAGEMENT MEMBERS Yes, your son doesn’t work as many hours as you do. Yes, he isn’t as good with the customers as you are. And yes, he can’t fix a broken pencil sharpener, while you can repair almost any dryer problem. But show the person (disregard the fact that he’s your son or daughter) respect.

Give him responsibility and let him exercise it. Who knows, maybe he is the business genius you always wanted to be. That means be civil with each other at all times. This is hard when you’ve had a frustrating day, but you must hold your tongue.

AGREE IN ADVANCE ON EACH MEMBER'S SALARY Yes, you’re family, but there could be hard feelings if this issue isn’t resolved up-front. A good idea is to pay the newcomer a low salary to start and re-evaluate the issue a year later. That shows he’s not just doing it for the money. Second, it takes a while for a newcomer to learn the business, during which time he’s not an extremely valuable asset to the firm. During these critical months, such agreement will help determine if the combo is going to work or not.

Never forget that a business is a business and a family is a family. And if your family business works, congratulations, but you’re the exception to the rule.

■ Howard Scott is a long-time business writer and small-business consultant. He has published four books.

www.americancoinop.com

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How to Improve Your Laundry Leases Most laundry companies use standard leases for the properties they serve, but most leases either don’t address or don’t properly address many important issues that can arise when dealing with customers, according to the Illinois law firm of Russel G. Winick & Associates, which specializes in laundry services law.

A properly written lease should protect a laundry company’s rights and offer strong leverage in all situations. Here, according to Winick & Associates, is a partial list of issues to be considered: • Renewal Clauses — Will they accomplish your goals? Are they clear, and presented properly?

• Termination Notices — Is it clear when they must be served, and when they are effective?

• Foreclosures — Are your leases drafted in ways that minimize the risk of foreclosure?

• Breaches/Damages — Do your leases allow you to recover the maximum if they are breached?

• New Ownership — Is it certain that they will be required to honor your leases?

• Right of First Refusal — Do you have one? If so, will it really help you to retain locations?

• Service Obligations — Are they feasible, and do they avoid creating a risk of termination?

• Rehabilitation of Properties — Do your leases give you practical rights in this situation?

• Holdovers — If the landlord lets you stay after your lease term expires, are your rights addressed?

• Attorney’s Fees — An attorney’s fees clause can actually reduce legal costs, Winick & Associates says, by making lessors less likely to breach a lease, for fear of the consequences.

Many customers will agree to a fully mutual attorney’s fees clause, such as, “In the event of any legal action arising out of this lease, the prevailing party shall be entitled to recover all costs incurred, including reasonable attorney’s fees, in addition to all other available relief.”

■ www.americancoinop.com

Photo: © iStockphoto/Alex

MAY 2012

AMERICAN COIN-OP 33

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PRODUCT NEWS

ACCEPT IT; GIVE ’EM A SIGN STACK WASHER/DRYER HANDLES SMALL LOADS; CARTS AVAILABLE IN THREE SIZES

« BILL ACCEPTOR SUITED FOR HIGH-HUMIDITY APPLICATIONS Pyramid Technologies has launched its new Aqua line of bill acceptors.

The Aqua line is the premier solution for high-humidity applications such as coin laundries, the company says. With its original vertical sensor technology, the Aqua line is weather-resistant and requires little maintenance.

Designed and built in the United States, each bill acceptor comes equipped with a built-in water-drainage path and a rear port. Plus, the electronics are housed in a specially designed enclosure to ensure consistent, reliable performance.

The new line was field-tested under all

Graphicsland has launched an all-new section of its MakeSigns.com website dedicated to the drycleaning industry.

Cleaners can now create customized temporary store window signs printed on paper or vinyl by choosing from dozens of brand-new laundry servicefocused designs.

Signage in store windows can now be changed as often as desired without requiring extensive planning on how to

pyramidacceptors.com | 480-507-0088

«

LAUNDRY OWNERS CAN CUSTOMIZE TEMPORARY SIGNAGE

types of conditions for more than a year, the company says.

“We are really pleased with the functionality of this product,” says Dave Mays, president and CEO of Pyramid Technologies. “We rose to the challenge and made a truly weather-tolerant bill acceptor.

“The exceptional performance of this unit—having undergone the most intensive field test in history—should remove the headache for operators working in tough environments.”

best utilize a costly sign.

MakeSigns.com has created approximately 100 different sign templates containing images of shirts, slacks, dresses, etc. There are also templates for Laundromats.

Customers see an instant preview online once they enter the price and/or text they want on the sign. Most orders are printed and shipped within one business day, the company says.

makesigns.com/dry-cleaning-signs.aspx | 800-347-2744

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AMERICAN COIN-OP MAY 2012

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CALENDAR

DON’T MISS THESE UPCOMING EVENTS 3

3

8

36

AMERICAN COIN-OP MAY 2012

Equipment Marketers Service Seminar/Trade Show Cherry Hill, N.J. Info: 800-223-1376 Great Lakes Commercial Spring Service School & Product Expo Vandalia, Ohio Info: 888-877-4382 Great Lakes Commercial Service School/Product Expo

Mars, Pa. Info: 724-658-8808

Peoria, Ill. Info: 800-236-5599

MAY 9

Century Laundry Service Seminar Bismarck, N.D. Info: 952-426-5250

12

Great Lakes Commercial Service School/Product Expo Wauwatosa, Wis. Info: 800-236-5599

14

Alco Washer Center Spring Equipment Show

JUNE 5-6

Super Laundry Spring Sales Events Linden, N.J. (June 5) Info: 800-992-7269 Woodbury, N.Y. (June 6) Info: 888-678-9274

Visit AmericanCoinOp.com for more calendar listings!

www.americancoinop.com

SERVING THE LAUNDRY INDUSTRY SINCE 1997.

5000 LONG BEACH RD ISLAND PARK, NY 11558

516-432-3834 REBUILT MACHINES

PARTS

NO COMPETITOR GOES TO THE EXTENT WE DO TO REBUILD MACHINES! * THIS IS OUR BUSINESS & OUR POLICY NEVER CHANGES! * WE SELL OUR REBUILT MACHINES AT UNBEATABLE LOW PRICES.

EQUIPMENT ORPHANAGE

Our Parts Department has thousands of products on over an acre lot.

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

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

WASCO 185’s 220/1 & 220/3 WASCO 184’s 220/1 & 220/3 WASCO 125’s 220/1 & 220/3 WASCO 124’s 220/1 & 220/3 WASCO 74’s 110 v & 220/3 WASCO 75’s 110 v & 220/3 WASCO 620’s 110V

$3,500 $2,700 $2,400 $1,850 $ 975 $1,200 $1,600

**6 MONTH PARTS WARRANTY** INCLUDES FREE COIN BOX & EPHOTOS OF MACHINE WILL BE SENT PRIOR TO SHIPMENT

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

FINANCING We are able to offer competitive rates and low, affordable monthly payments for financing coin laundry and laundromat facilities.

We have a coin laundry financing solution to meet the needs of new store owners, and veterans alike.

ACRES OF HARD TO FIND USED WASHER & DRYER PARTS WASHER & DRYER FRONT & SIDE PANELS ALL MAKES AND MODELS STARTING @ $50 WASHER DOOR $35 & UP COMPLETE DRYER DOOR $35 & UP COMPLETE ANY WASHER TUB 18#, 35#, 50#, WITH NEW BEARINGS $175 & UP WITH EXCHANGE ALL DRYER BASKETS $75 & UP ESD CARD READERS $150 EA EMERALD SERIES COMPUTER BOARDS $575 EA LET US REFURBISH YOUR PANELS ~ FRESHLY PAINTED PANELS IN EITHER ALMOND OR WHITE ... $70 EA CALL FOR SPECIAL NEEDS

THERE ARE MANY INTERPRETATIONS OF THE WORD REBUILT—BE A SAVVY CONSUMER— TAKE THE TIME TO VISIT OUR WEBSITE @ www.nylaundry.com VIEW THE ILLUSTRATIONS THAT WILL SHOW YOU THE WAY WE REBUILD MACHINES— THE RIGHT WAY!!

VISIT OUR WEBSITE TO SEE MONTHLY SPECIALS

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Most popular stories from AmericanCoinOp.com for the 30 days ending April 15 — (WE) Denotes Web Exclusive

TOP FIVE STORIES

COLUMNISTS/FEATURES

OUR SISTER WEBSITES

• Jury Convicts Laundromat’s Repeat Robber (WE)

• Annual State of the Industry Survey: Operators Soldier On Amidst Lagging Economy, Increasing Costs

From AmericanLaundryNews.com:

• Grow Your Laundry One Little Idea at a Time

• Reducing Lint on Reusable OR Towels

• Sudz Yur Dudz Positions Itself for Success

• Panda Dry Cleaners LLC Opens Its First Two Tide Franchise Stores (WE)

• Tide Recruits Telenovela Star for Product Launch • Clean Show Selects GES as Official Contractor • StatShot: Sales Up Nationwide...(WE) • Cart Maker Collaborates with E-commerce Firm to Reach Larger Market

• Swisher Hygiene Acquires Savoy Linen Services

From AmericanDrycleaner.com:

• Mayflower Does Right by its Customers

• Spotting Tips: Not All Yellow Stains Are Created Equal

DON’T

MISS

OUT HERE’S WHAT’S COMING UP IN AMERICAN COIN-OP...

IN EVERY ISSUE: • Product Showcase • Wire Survey Results • Product News • Web Update • An Outsider’s View • Newsmakers • Ad Index • Classifieds Want to send a press release or submit a story? Contact Bruce Beggs, editorial director, today!

Phone: 312-361-1683 E-mail: bbeggs@americantrademagazines.com 38

AMERICAN COIN-OP MAY 2012

JUNE Feature: Attended vs. Unattended Stores Making the comparison; Managing People Editorial Submission Deadline — April 15

JULY Feature: Exhibit in Print A special showcase featuring this month’s display advertisers and their latest equipment, supplies and services.

Editorial Submission Deadline — May 15

AUGUST Feature: Extra Profit Centers The best ways to generate extra revenue; Insurance Update Editorial Submission Deadline — June 15

SEPTEMBER Feature: Buying or Selling a Store: Evaluating a Property/Location Determining fair market value involves many factors; Succession Planning Editorial Submission Deadline — July 15

...and much more! www.americancoinop.com

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ADVERTISERS’ INDEX Advertiser

Page

Advertiser

Page

AC Power ...................................................................... 32

NATCO............................................................................36

American Dryer Corp. ...................................................... 7

NIE Insurance ................................................................ 17

American Switch.............................................................. 40

New England Coin Laundry ............................................19

Coin-O-Matic ..................................................................11

New York Laundry Equipment ...................................... 37

ESD Inc. ............................................................ 20, 21, BC

Pellerin Milnor ................................................................ 9

First Line Laundry Corp. ................................................39

R&B Wire Products ........................................................ 1

Gold Coin Laundry Equipment ...................................... 15

Setomatic Systems.......................................................... IFC

Great Lakes Commercial Sales ...................................... 40

Speed Queen ..................................................FC Insert, IBC

HHC Electronic Service .................................................. 41

Super Computer Boards .................................................. 40

Hamilton Engineering ......................................................33

Super Laundry Group...................................................... 31

Huebsch ........................................................FC, 25, 27, 29

Vend-Rite .......................................................................... 5

Laundry Concepts .......................................................... 35

WashCard Systems............................................................38

Maytag Commercial Laundry .......................................... 3

Wells Fargo Insurance Services ...................................... 13

Mountain Electronics ...................................................... 40

Western State Design ...................................................... 23

CALL NOW!

Toll Free: 1-866-987-2787 or Fax: 1-516-997-9890 BUY ONLINE and get an additional 5% OFF!

www.firstlinelaundry.com

FREE ONE DOZEN LAUNDRY BAGS AND FREE SHIPPING WITH ORDER OVER $300.00

Wascomat

Gen 4 Drain Valve

2 Way Inlet Valve 220V/110V

American Dryer

823554/823557

Heubsch

Coil for New Style Gas Valve

209/00440/50

70260101

$495.00

$7.95

Door Lock 217/00052/00

$149.95

70298701

Huebsch

Door Ring Gasket M406129

$7.95

$29.95

EACH

Micro 20 Print Board

ADC Touch Pad, AD320/AD330r

Assy Roller Bearing 2.5 pkg

$9.95

112562

$10.95 IPSO

Heubsch

$79.95

$108.95 Wascomat

Gen 5 Drain Valve 009301

602005 (220V) 602006 (110V)

IPSO *US only excluding Hawaii & Alaska, excludes motors, bearings, trunnions, laundry bags, motors/gears, casters, parts #AL430884, #125FH, #345FH, #346FH, #385FH, and special order items.

Wascomat

Dexter

Outer Door Gasket

Wascomat

Diaphragm, Elbi 823492

$1.95 Speed Queen

9206-420-002

$11.95

Belt for Speed Queen, Huebsch new stack dryers 70276201 (105.5” long)

$14.95

Part numbers and pictures intended for identification purposes only.

www.americancoinop.com

MAY 2012

AMERICAN COIN-OP 39

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CLASSIFIEDS

BUSINESS OPPORTUNITIES

ELECTRONIC REPAIRS

SERVICES AND SUPPLIES

VENDING MACHINE SALES—Nationwide. In business since 1960. Machines, coin changers, soap venders bulk. Place machines near your business & grow. 100% Financing. Call the rest, then call the best. Phone or Fax 800-211-1066, 800-917-VEND. www.vendingmachinesales.com

Dominic’s New TOUCHPADS TM

The Best!

For Huebsch and Speed Queen Dryers Super-TuffTM overlay - $9.95 - $14.95 Dura-FlexTM touchpad - $19.95 QuickFixTM Overlay Repair - $3.95

COIN-OP FOR SALE

American Switch 43 Pleasant Ave., Suite 3 Johnson City, NY 13790 607-759-1995 M/C & Visa Accepted www.domstouchpads.com

WELL ESTABLISHED coin laundry with drop off and cleaning business, in the most livable city in the U.S. TALLAHASSEE FL. Call 850-402-7683 for more information.

COMPUTER BOARDS

COMPUTER BOARDS SOLD & REPAIRED

Highest quality rebuilding for over 16 years

>>>>>>>

>>>>>>>

DRYER COMPUTERS REBUILT

(Lowest Prices in the U.S.) Hundreds of Computer Boards for Sale!!!

Dexter, ADC, Speed Queen, IPSO, Wascomat, UniMac, Primus & more

EQUIPMENT FOR SALE

NEED SAVE $ PARTS? $$$ Call US First!

Timers and Ignitors Repaired!!!

New Touch Pads for S/Q Dryers, S.C. Washers, Dexter Stack

SUPER COMPUTER BOARDS

Check us out online for Specials

• Maytag • Caco • Dexter • Hamilton Heaters • American Dryer • Rowe • Greenwald • Standard • Continental-Girbau & MORE

• Bock • R&B Carts • ESD • Vend-Rite • Soap

17812 Wrightwood Ln., Huntington Beach, CA 92649

Speed Queen and Huebsch

ONLY $39! (+$9 shipping ea.)

Call for other brands One-Year Warranty!

Any questions call Ernie at (607) 798-7704 Mastercard and Visa accepted Send your computer to: D&E Dept. 1 1724 Hawleyton Rd. Binghamton, NY 13903 www.dryercomputers.com

(877) 870-5553 • (714) 377-9753 Brookfield, WI Troy, MI Wyoming, MI Dayton, OH Indianapolis, IN

1-800-236-5599 1-888-492-0181 1-800-821-8846 1-888-877-4382 1-800-577-7103

www.greatlakeslaundry.com

SINGLE-COPY SALES To order any current or back issue of American Coin-Op by phone, or to subscribe, call our circulation customer service department at:

1-630-739-0600 www.AmericanCoinOp.com 40 AMERICAN COIN-OP MAY 2012

LOOKING TO SELL SOME USED EQUIPMENT?

EQUIPMENT WANTED WASCOMAT WASHERS. 704-592-2022.

WILL BUY ANY EQUIPMENT (WASHERS AND DRYERS) ON WEST COAST. 888-205-0884.

LAUNDROMATS WANTED WANTED: LAUNDROMAT TO PURCHASE IN IOWA, ILLINOIS, OR WISCONSIN. CALL 563-210-5565.

Contact classified sales to place your ad! dfeinstein@ americantrademagazines.com

www.americancoinop.com

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SERVICES AND SUPPLIES

SERVICES AND SUPPLIES

WASHER AND DRYER COMPUTER BOARDS REBUILT Igniters repaired Washers: $60 - & up Dryers: $35 - & up Igniters: $20 - & up Rebuilt Timers - Wascomat, Huebsch, Speed Queen, Ipso, Laundry Center, Maytag Call for exact price which includes free return shipping

TIMERS REBUILT — IPSO main & reverse, Milnor, Dexter, Primus, Whirlpool, Speed Queen, Maytag & Continental Girbau, Wascomat Generation 4 and 5.

Call for price sheet.

Reeco Timer Co., 2860 Kirby Circle, N.E., Suite 14, Palm Bay, FL 32905, 888-952-1889.

METRO LAUNDRY TECH CORP. 253 East 204th Street, Bronx, NY 10458 ONE-YEAR WARRANTY ON ALL REPAIRS Please call 718-742-4137 Or 718-733-4313 Or Visit our website at www.metrolc.com email us at metrolc@hotmail.com

WASCO GEN 5 DOOR LOCKS & TIMERS REBUILT Door Lock $68 • Gen 5 & 6 Timer $85 Gen 4 Timer $75 • Continental Timer $85 DRYER COMPUTER BOARDS ADC Stack $60 • Single $45 Huebsch SQ Board $45 Huebsch Old Style Board $55

COMPUTER BOARDS FIXED

Stack Dexter/Continental $60

Repaired & Rebuilt to Manufacture Specs.

Some prices may vary!!!!

Fast Service!

JECON INC.

Shipped Anywhere.

SUITE 272, 11064 QUEENS BLVD.

• American • Dexter • • Easy Card, ESD •

One-Year Warranty on All Parts

• Huebsch • Speed Queen •

Call Toll Free: 1-888-532-6677

HHC

Washer Coin Boards $55

FOREST HILLS, NY 11375 Send Core Unit with S&H Fees (888-JECON77)

ELECTRONIC SERVICE

Local: 718-525-3733 • Fax: 212-656-1913

Visit: JECONINC.COM

626-961-8678 • 800-820-9888

We Now Accept All Major Credit Cards

Volume Discounts.

One-Year Warranty.

Free Return Shipping.

El -Tech, Inc. 26 West St. Colonia, NJ 07067 For Complete Price List Please Call: 732-381-7620 or 908-510-6520 or visit us at www.eltechlab.com

Place your ad ONLINE

Your Ad Should Be Here

www.americancoinop.com

WASHERS and DRYERS COMPUTER BOARD REPAIR ———————————————-————— ADC (137213 / 137234) ---------------- $65.00 ADC Igniters ----------------------------------------- $30.00 — Continental Girbau ---- HS5008 / H5020 Inverter (323071) --------------------------- $175.00 — Dexter Stack Dryer --------------------------- $65.00 Dexter Coin Accumulator ------------ $55.00 — ESD (11-000-021) Card Readers ---- $45.00 — Maytag Computers --------------------- $65.00 Maytag 23004118 ----------------------------- $175.00 Maytag 33001129 ------------------------------ $85.00 Maytag Motor Control ------------------------- $55.00 — Speed Queen Computers ------------- $65.00 SQ Mtr. Cntrl. (687539) ----------------- $85.00 SQ Mtr. Cntrl. (800076) ----------------- $85.00 SQ Mtr. Cntrl. (800925) ----------------- $95.00

718-525-2266

14844 Las Tunas Drive, Hacienda Hts., CA 91745 E-mail: hhc168@hotmail.com

SERVICES AND SUPPLIES

www.AmericanCoinOp.com

MAY 2012

AMERICAN COIN-OP 41

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NEWSMAKERS

HARCO CO. LTD. EARNS FRED MAYTAG AWARD Harco Co. Ltd., Mississauga, Ontario, Canada, recently received the prestigious Fred Maytag Award during the Maytag® Commercial Laundry 54th Annual Meeting in Marco Island, Fla. The Fred Maytag Award, with a history of more than five decades, is the longest-running award in the commercial laundry industry, the company says.

tributors like Gulf States that make our products stand out to customers,” says Gary Dixon, national sales manager for Huebsch.

“We appreciate the hard work of everyone at Gulf States and look forward to a long partnership with them.”

Founded in 1984, Gulf States is recognized as one of the nation’s premier drycleaning equipment distributors, Huebsch says. The company began offering coin and on-premise laundry equipment three years ago and chose to represent Huebsch products. The distributor runs regular open houses and service seminars, and prides itself on having a large inventory and a parts department that is open six days a week.

“For us, this is a great accomplishment in a very short time,”

(From left) Bob English, Fritz Maytag, Robert Jackson, The Maytag® Repairman, Robert Stevens and Steve Hietpas.

“Enthusiasm for the industry, loyalty, and unmatched performance are synonymous with the Harco name,” says Bob English, general manager of global commercial laundry at Whirlpool Corp.

“This award testifies to Harco’s strong performance in all three markets, including a 46% increase in overall business from 2010, and an all-time record year in the multi-housing segment.”

When Fred Maytag established this award, his primary objective was to recognize a Maytag Commercial Laundry distributor for outstanding achievements and remarkable performance. Recipients emulate his marketing philosophy to distribute the company’s products with professionalism and integrity.

“We are honored to receive Maytag Commercial Laundry’s Fred Maytag Award,” says Robert Jackson, president at Harco. “We believe in the brand and the time-tested reliability of the company and its products. We’re fortunate to be associated with a strong and innovative industry player that supports our business in so many ways.”

Founded in 1961, and with present ownership in place since 1981, Harco was appointed as a Maytag Commercial Laundry distributor in 1984.

HUEBSCH NAMES GULF STATES LAUNDRY DISTRIBUTOR OF THE YEAR Gulf States Laundry Machinery, headquartered in Houston, was recently named the 2011 Huebsch Distributor of the Year. The award was presented based on year-over-year increase in overall sales, professionalism, ongoing training and other customersupport criteria.

“Our manufacturing facility can deliver machines, but it’s dis42

AMERICAN COIN-OP MAY 2012

(From left) Joe Purbaugh, Huebsch regional sales manager; Pravin Parmar, owner, Gulf States Laundry Machinery; Harish Parmar, owner, Gulf States Laundry Machinery; and Gary Dixon, Huebsch national sales manager. says Pravin Parmar, co-owner of Gulf States. “We only represent products we truly believe in and Huebsch is one of them.

Manufactured by Alliance Laundry Systems in the U.S., Huebsch is the perfect partner for Gulf States, as we share the same vision, ‘our customers come first.’”

In addition to its Houston location, Gulf States also has a branch office in Atlanta. The distributor services southern Texas and Georgia.

RECORD-HIGH INVENTORIES MEAN LOWER NATURAL GAS PRICES The warmer-than-normal weather this past winter contributed to natural gas working inventories that continue to set new record seasonal highs, with March ending at an estimated 2.48 trillion cubic feet, about 57% above the same time last year, according to the U.S. Energy Information Administration’s (EIA) Short-Term Energy Outlook Report.

EIA’s average 2012 Henry Hub natural gas spot price forecast is $2.51 per million British thermal units (MMBtu), a decline of $1.49 per MMBtu from the 2011 average spot price. EIA expects that Henry Hub spot prices will average $3.40 per MMBtu in 2013.

■ www.americancoinop.com

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UPGRADE YOUR MACHINES. UPGRADE YOUR PROFITS. There’s more than one reason to choose Speed Queen machines. Sure, they have best-in-class technology and more options for generating higher vend prices, but they’re also more efficient. So you have more cycle options and higher profits per cycle than older machines. Plus you’ll have new, reliable equipment, and that is one of the strongest contributors to customer growth.

Speed Queen brings it all together to give you a more profitable store. Put Speed Queen to work generating profits for you.

Learn about our rebate and special financing options by visiting speedqueen.com/spring2012 or calling 800.590.8872. * Offer expires 6/30/12

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The Digital Age

Link Your Store Wirelessly

SmartLink

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Wireless Credit / Debit / SmartCard Reader

Today’s busy consumer wants Convenience. ESD’s SmartLink Reader Kit easily converts any coin or card system to accept ALL Major Credit and Debit cards, in addition to your own custom proprietary card!

6ZLSH :LWK &RQ¿GHQFH. ESD’s industry leading secure WiFi SSL 128K bit encryption is PCI DSS compliant and H[FHHGV LQGXVWU\ VWDQGDUG VHFXULW\ SUDFWLFHV

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Contact your local ESD distributor or ESD sales representative for more information.

270 Commerce Drive, Fort Washington, PA 19034 3KRQH )D[

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