American Coin-Op - July 2017

Evaluating Stores for Sale I N S I D E : J U LI YN S2I 0D 0E 5: J U L Y 2 0 1 7 CLEAN 2017: FIRST FROM THE FLOOR IN LAS VEGAS

NOT HORSIN’ AROUND: STABLES BREED BLANKET BIZ

COIN-OP 101: DON’T GIVE YOUR STORE SUMMER OFF

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CONTENTS JULY 2017 VOLUME 58 ISSUE 7

COVER STORY

EVALUATING STORES FOR SALE

While purchasing a coin- or cardoperated laundry can be a great investment, when a store comes up for sale in your area, how do you know if acquiring it will be the right move for you? Hear from three experts on the topic.

(Photo: © iStockphoto/ranplett)

INSIDE 12 HARBOUR’S NOT HORSIN’ AROUND

Goin’ with Cohen visits North Carolina, where Dave Harbour happily cleans horse blankets and other goods for area stables.

20 CLEAN 2017 EXHIBITORS GO ALL IN ... FOR WIN With the show floor sold out for the first time in 20 years, Vegas attendance surpasses Atlanta’s Clean 2015 tally.

26 STYLISH AND CHIC IN SNOHOMISH

Snohomish Laundry Co. relocates to a new store twice the size, allowing for additional amenities to provide an even better customer experience.

30 ALL THINGS FACEBOOK

It was standing room only for a Clean Show educational session on using the world’s most popular social media to boost your business profile.

34 COIN-OP 101: DON’T GIVE YOUR VENDED

LAUNDRY THE SUMMER OFF

What can you do to pump up business? Are there projects you should be tackling during this break in the action?

Distributor Craig Dakauskas has some action ideas.

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6 COLUMNS 38 OWN VS. RENT: TAKE A LOOK AT THE NUMBERS Some operators believe that owning their own building is the pinnacle of success. Other operators think that owning ties one up with property issues so that the management loses focus on the business. Howard Scott believes the real answer lies somewhat in the middle of these extremes.

DEPARTMENTS 4 VIEWPOINT 40 PRODUCT NEWS 44 NEWSMAKERS

45 WEB UPDATE 46 CLASSIFIEDS 47 AD INDEX

16 A CLOSER LOOK Dave Harbour holds a portrait of his father, Hayes. He remembers tagging along as a child when a Maytag sales and service outlet was part of the family’s namesake laundry operations.

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VIEWPOINT Charles Thompson, Publisher E-mail: cthompson@ATMags.com Phone: 312-361-1680

Donald Feinstein, Associate Publisher/ National Sales Director E-mail: dfeinstein@ATMags.com Phone: 312-361-1682

THE START OF SOMETHING BIG

Bruce Beggs, Editorial Director E-mail: bbeggs@ATMags.com Phone: 312-361-1683 Roger Napiwocki, Production Manager Nathan Frerichs, Digital Media Director E-mail: nfrerichs@ATMags.com Phone: 312-361-1681

ADVISORY BOARD

Bruce Beggs

I’ve covered the Clean Show over many years now. I’ve just returned from Clean 2017 in Las Vegas and I can’t recall a time I felt more positive following our industry’s premier exhibition and networking event.

In the months leading up to the early June show, I watched as the Las Vegas Convention Center floor plan steadily filled with companies big and small. Then, two weeks before the show, it was announced that the exhibit floor was sold out, a first since 1997.

With more than 481 exhibitors covering 227,006 net square feet, the stage was set for something special. And the attendees from the United States and 96 other countries didn’t disappoint!

From the moment the opening ceremony ribbon was cut through the end of day two, the Convention Center was up for grabs!

Vendors shared stories of being unable to stop long enough for a bathroom break because the next customer was waiting to see them.

Like other Clean Shows before it, Clean 2017 traffic slowed on day three, and was but a trickle on the closing day. But it didn’t matter, because the first half of the show had been so good.

Step inside to page 20 to read my “First from the Floor” sightsand-sounds report, then check back in August for a more comprehensive rundown of new products and services introduced there.

It feels good to cover an industry that feels good about itself.

May Clean 2017 be the start of something big.

••••• Congratulations go out to my longtime colleague, Donald Feinstein, who has been promoted to associate publisher of American Trade Magazines LLC, the company responsible for American Coin-Op. He now has a dual title, remaining as national sales manager responsible for our company’s advertising sales while taking on additional responsibilities under the guidance of Publisher Charles Thompson.

Cheers, Don!

Kurt Archer Wayne Lewis

Ann Hawkins Kathryn Q. Rowen

OFFICE INFORMATION Main: 312-361-1700

SUBSCRIPTIONS 630-739-0900 x100 www.AmericanCoinOp.com

American Coin-Op (ISSN 0092-2811) is published monthly. Subscription prices, payment in advance: U.S., 1 year $46.00; 2 years $92.00.

Foreign, 1 year $109.00; 2 years $218.00.

Single copies $9.00 for U.S., $18.00 for all other countries. Published by American Trade Magazines LLC, 566 West Lake Street, Suite 420, Chicago, IL 60661. Periodicals postage paid at Chicago, IL and at additional mailing offices.

POSTMASTER, Send changes of address and form 3579 to American Coin-Op, Subscription Dept., 440 Quadrangle Drive, Suite E, Bolingbrook, IL 60440. Volume 58, number 7. Editorial, executive and advertising offices are at 566 West Lake Street, Suite 420, Chicago, IL 60661. Charles Thompson, President and Publisher. American Coin-Op is distributed selectively to owners, operators and managers of chain and individually owned coin-operated laundry establishments in the United States. The publisher reserves the right to reject any advertising for any reason. © Copyright AMERICAN TRADE MAGAZINES LLC, 2017. Printed in U.S.A. No part of this publication may be transmitted or reproduced in any form, electronic or mechanical, without written permission from the publisher or his representative. American Coin-Op does not endorse, recommend or guarantee any article, product, service or information found within. Opinions expressed are those of the writers and do not necessarily reflect the views of American Coin-Op or its staff. While precautions have been taken to ensure the accuracy of the magazine’s contents at time of publication, neither the editors, publishers nor its agents can accept responsibility for damages or injury which may arise therefrom.

Bruce Beggs Editorial Director

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Evaluating

Stores for Sale Use these criteria to determine if acquiring an existing laundry would be a good investment

(Photo: © iStockphoto/ranplett)

W

hile purchasing a coin- or cardoperated laundry can be a great investment, when a store comes up for sale in your area, how do you know if acquiring it will be the right move for you?

That’s where due diligence comes in.

It’s important to research and analyze the existing business and real estate thoroughly before making the decision to buy or not.

American Coin-Op asked three experts to weigh in on store acquisition and the criteria they would use to judge a store’s merits.

Larry Larsen, of Laundromat123.com, has more than 30 years of experience in the ownership, management and construction of Laundromats. He is a licensed real estate broker active in the sale of coin laundries.

Brad Steinberg is co-president of PWS, a California-based company that says it is the largest broker of existing and new Laundromats in the United States. PWS, 6

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established in 1968, opened its 3,000 Laundromat earlier this year.

John Vassiliades is CEO of Chicagobased J. Vassiliades & Co. With more than 40 years of industry experience, Vassiliades is a licensed business and real estate broker responsible for brokering the sales of over 1,000 coin laundries.

Q: How curious should a prospective owner be to learn the reason(s) why the current owner is selling his/her laundry?

Larsen: Meeting the seller is very important. If you are an insightful buyer, it might help you perceive the validity of the statements of income and condition provided by the broker. A meeting with the seller will also provide valuable additional information on the current manner of operation.

A Laundromat being sold within two years of purchase should be viewed as a potential problem and carefully considered.

Steinberg: Laundromat owners sell for many reasons, not all of which are nega-

tive. However, as a prospective owner, it is helpful to know the reason for selling, and it is imperative if the reason is because of changing market conditions (i.e. a new store being built in the area).

Vassiliades: I’m not sure, in 43 years, that I’ve ever gotten a straight answer from anybody on that. It’s not important in the long run, unless the seller is trying to cover up something. … That brings out the importance of due diligence on every store.

Q: What legal or regulatory issues involving the store might influence the buyer’s position?

Steinberg: This information is helpful for two reasons: 1) to understand barriers to competition, and 2) to understand operating costs.

With regard to the former, if an existing Laundromat is located in a city that doesn’t allow new Laundromats to be built, has expensive utility acquisition fees or exceedingly high rents, this could protect an existing Laundromat’s cash flow and thus

▼

by Bruce Beggs, Editorial Director

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Q&A

▼

pricing for this type of service should be Laundromat. This would entail collecting give it more value. the store twice a week, setting attendant On the operating cost front, it is good $300 to $500. to know what is going on with utility fees, Steinberg: I believe the most important schedules and filling vending machines. as many cities publish their rates years in factors of a Laundromat’s success are loca- It is important for a prospective buyer advance. tion and the lease. If you can to not only understand the current labor purchase a good location with a the owner is paying, but also find out if Vassiliades: Zoning usually good lease, someone can always the owner is actually working the store comes up when they go to get replace the equipment and be a as an attendant. If so, an expense should their business license. I recombetter operator than the previ- be added to the hours worked by the mend getting that before closous owner. Obviously, if a store Laundromat owner or anyone in his or her ing. If there is any chance there has a tired interior, bad layout family who is not being paid. may be changes in zoning, they or old equipment, the purchase should contact the local authorVassiliades: Sometimes, it’s better to price should be reduced accord- impute what you think the labor should be ity to find out if they can still get John Vassiliades ingly, but those are not deal going forward, because a lot of old-timers a business license. Other factors breakers. might be the minimum wage may have overpaid their employees. Going in the area and the cost of water in that in, there might be an opportunity to put Q: How might the state of the laundry particular area. some new employees in at a lower rate. equipment currently in use in the Key factors are to make sure they are legal, Larsen: Go to the building departstore for sale influence the buyer’s and that they are being paid the proper ment of the city where the Laundromat position? way, and that is by check and not as an is located. Request building records, permits, drawings and the certificate of occuLarsen: Age of equipment is often con- independent contractor. pancy to verify the official records match sidered by buyers, but the level of use of Larsen: In order to evaluate the curthe Laundromat records available to you equipment might be a better predictor of rent worth of a Laundromat, you need to from the seller and/or the broker. Building remaining useful life. Ten-year-old equip- know if the owner is working in the facility department personnel can be asked if any ment installed in a Laundromat doing and doing his own repairs but not claimchanges are anticipated in the area, includ- $10,000 per month will likely be in bet- ing these as expenses on his presentation ing development, zoning changes or emi- ter condition than 7-year-old equipment sheet of income and expenses. You want nent domain issues. Finally, check with the installed in a Laundromat doing $25,000 to compare “apples to apples,” and how policing authority to verify any problems per month. Top-load and “homestyle” different owners detail their expenses must or notable crime issues at or near the small washers will have a shorter life than be adjusted. A part-time job of the owner Laundromat. the larger commercial washers working in the Laundromat and dryers. Forty-year-old dryshould be valued and listed on Q: How closely should a prospective ers are still in service in some the expense sheet. owner examine the exterior, interior Laundromats.

You also need to avoid and physical layout of the business potential future problems by Steinberg: Laundromats are for sale? What details should they be finding out if the owner is paysold on a multiple of net income. looking for? ing cash under the table for This multiple moves up or down workers or claiming them as Vassiliades: The buyer should be exam- based on various factors. One of 1099 workers. The current defining all of that, especially the machines the factors is the age and quality of Larry Larsen initions used by governmental themselves: washers, dryers, water heaters, the laundry equipment. The newer employment departments will likely deterespecially the HVAC units. I’ve always the equipment, the higher the multiple. encouraged (clients) to have experts come Vassiliades: It should influence the buy- mine that all workers at a Laundromat are in and give their opinion on the condition er’s decision, particularly if it needs to be part-time or full-time employees and not of the equipment. If there seems to be a replaced within a five-year period. That independent contractors. problem with plumbing or electrical, that will definitely affect cash flows. Usually, should be checked, too. If the buyer is plan- a store is paid for at the end of five years, Q: What financials should a prospective owner request from the current owner ning to put in more or larger equipment, so if the equipment will last five years or and review before making an offer? they’ll want to know the capacity of the more, then the owner will be in a better How far into the past should they plumbing and the electrical. position to pay for new equipment once request documentation?

Larsen: When you purchase a home, you the store is paid for. normally obtain a property inspection or Vassiliades: Ideally, three years of tax survey. This is a detailed written report by Q: Is it important to find out what kind returns if they’ve got it, P&L [profit and of labor the current owner is using to loss] statements if they don’t. I know some a professional inspector and includes ADA run the business? Why or why not? compliance, roof, mold, and building code banks request balance sheets for three compliance. You should hire a property Steinberg: The average owner spends years. In addition to that, I would request inspection for your Laundromat. Typical a minimum of 4-6 hours a week on their at least 12 months of actual utility bills 8

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Q&A and a copy of the lease. Those are the basics, but you could always ask for more.

Larsen: The longer the glimpse into the past, the better the understanding of the business. You can determine trends in income and increases in expenses by viewing the history. The majority of the financials related to income and expenses provided by sellers should be viewed with caution. With the advent of TurboTax, a seller can provide a Schedule C income tax form you are unable to verify.

Steinberg: Twenty-four months of information is helpful, but you should get 12 months at a minimum. It should include collection reports, tax returns, utility bills, attendant labor payments and schedules, vending product expenses, repair bills, parts bills and any other applicable expenses. With regard to the collections, the more granular the details, the better.

Q: With the requested financials in hand, what kinds of numbers should the prospective buyer be looking for to justify making the decision to buy and how much to spend?

Larsen: The reason for the purchase should be considered but can vary greatly from buyer to buyer. If the purpose of the purchase is to get Grandpa out of the house because he is driving Grandma crazy after retirement, a location near his home might be more valuable than the cash return on the business. It is also helpful to remember the old adage, “If it looks too good to be true, it probably is.”

Steinberg: Laundromats are sold on a multiple of net income. This multiple varies by geography but generally is somewhere between three to six times yearly net income (before debt service). It is always helpful for a buyer to work with an experienced broker to help navigate the process.

Brokers are knowledgeable about those things that can affect multiples and also can assist in the purchase process.

Vassiliades: The return on investment is really not as important as the total dollars you’re going to get at the end of the year. If you highly leverage your money and you get a return of 40%, that doesn’t mean you’re going to make enough money to keep you happy during the year. As opposed to knowing that you’re going to get $50,000 a year after all expenses are 10

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paid, and that’s before your loan payments. After your loan payments, you’re going to get $30,000 a year. Is that going to be enough for your time and effort in going into this business? That’s the realworld way of looking at it.

Q: What are some common mistakes that you see buyers make when evaluating existing stores for the purpose of acquisition?

Steinberg: I really do believe buyers should bring in a broker to assist with the transaction. A talented broker that specializes in the Laundromat business understands the common mistakes and will be able to navigate around them. Not truly understanding the lease and failing to get accurate profit-and-loss statements are the most common mistakes prospective owners make when trying to complete a transaction on their own.

Vassiliades: If they’re not working with somebody who really knows what they’re doing, and just wants to make a buck selling the store, they may get these people into a store with too little down. Everybody thinks they can buy a Laundromat for $5,000 down. That doesn’t happen anymore. The ideal down payment would be 50% down; that seems to get the attention of most banks and finance companies.

Some other things is not understanding the total amount of time required to run a business. A lot of people think a Laundromat business can be operated from their couch at home and just go to collect the money from the store. If they don’t have a minimum of 25 hours a week, then they should look very carefully about getting into the business.

They need to take into account all factors, not just the (purchase) price. I would rather pay more for a good store than pay less for a bad store. People make a big mistake in looking at the price only. I’ve seen people lose really good opportunities because they thought they couldn’t negotiate.

Larsen: A buyer should visit the neighboring apartment houses and nearby Laundromats to determine pricing in the area, type of equipment and condition of competition. The buyer should avoid representation by a dual agent (representing both buyer and seller) unless you are absolutely certain of the reputation of the broker.

Q: If you were to examine an existing store for the purposes of buying it, what specific information would you consider to be “red flags” that would immediately end your interest in the property?

Vassiliades: If it had a short-term lease and there was no way to extend it, I would probably take a walk. If there was a known shift in the demographics that would negatively impact the store’s income going forward. Too little parking for today’s business. And an unexplained downturn in sales records for the last three years.

Larsen: A bad lease with high prices and bad terms for a Laundromat would be the biggest “red flag.” This includes “market rate” options. Also, any agent requesting a non-disclosure agreement should state your acceptance is contingent upon verification that the broker has a valid listing.

Finally, any information provided to you that understates expenses or exaggerates income should be a serious red flag.

Steinberg: There are some “rule of thumb” metrics that act as a guide.

These are certainly not set in stone, but there should be a good reason why a Laundromat’s financials would fall dramatically out of the following percentages: • Utilities, as a percentage of wash-anddry income: I like to see this between 18% and 25%. It certainly can be lower, but if that is the case, the equipment is normally new, water is inexpensive in the municipality where the laundry is located, or some of the utilities are passed through.

• Labor: 8-10% of total revenue. This is easy to verify by seeing an attendant schedule.

• Repairs and parts: Around 4% of gross income. This can obviously vary based on the age and quality of the equipment.

• Total occupancy costs: I like to see this number as no more than 30% of total income; my real preference is below 25%.

There can be many red flags in a lease, some of which include making sure the laundry has a long-enough term and options, the increases are reasonable, the lease is assignable, and the options are not personal.

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GOIN’ WITH

COHEN

Harbour’s

Not Horsin’ Around Stables breed lucrative blanket business

by Laurance Cohen

long tradition of serving the entire community by rolling unning a coin-op in horse out the blue carpet and welcountry is a whole differ- coming boarding stables to ent animal. Just ask Dave the Backdoor Equine & Pet Harbour, whose family has Laundry.

Leave your horse back at been doing just that for more than a half-century in down- the farm. Those stalls out back are for four wheels, town Southern Pines, N.C. He knows all too well the stink created not four legs. And don’t miswhen residents toting baskets meet stable- take the galvanized steel pipe hands saddled with blankets. While other racks for hitching posts. Just owners ban the barn, having had their toss on your blankets, grab fill of hair and odor, all this guy smells is a broom or hose, and shed them of a winter’s worth of money. caked-on mud and hair.

Inside the compact, ALL TRAILS LEAD TO THE REAR Harbour is a rare breed, happy to have 400-square-foot triangularhorse laundry trade carried through the shaped back space, there’s door — that is, if it’s brought through no room for horsing around. the right one. All trails lead to the rear The stainless steel thoroughof Harbour Laundry Systems, where the bred washers and 180 pounds third-generation operator carries on a of combined dryer capacity are hard at Dave Harbour holds a portrait of his “lonely” father Hayes, with whom he work along tagged along as a child when a Maytag sales and service outlet was part of two sides, the family’s namesake laundry operations. (Photos: Laurance Cohen) while folding dirty and smelly blankets ring up $1,000 or tables, seats, and a bill changer line the more in daily sales during a peak 10-week other. Up above is a wall stretch starting in late April.

Given its close proximity to Moore gallery sporting a who’s who of prominent eques- County’s fence-lined equestrian farms, the trians and race champions, laundry has always seen a steady stream of leaving no doubt you’re blankets and other garb.

“In the early days, we let horse people washing in the winner’s circle — scratch that — wash and didn’t think that much about it until a competitor moved in and he banned winner’s triangle.

If you’re a regular who them from his place and we started losing uses the front of the house, customers,” Harbour recalls. “We realized, you wouldn’t even know ‘Oh goodness, people are upset washing Harbour points out his wife Tracey’s late grandfather Mickey Walsh, an iconic the goings on in the back behind horse people.’” steeplechasing trainer whose framed photo serves as the centerpiece of a galAttempts to win back fleeing residents corner where, the owner lery gracing the equine laundry. reports, processing piles of by designating a handful of equine-

R

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GOIN’ WITH

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BLANKET BUSINESS GALLOPS ALONG By design, the well-publicized rear access area with adjacent parking ensured the hairy, debris-laden items weren’t dragged through the front door. But what didn’t go according to plan was what happened once they crossed the threshold.

“We set it up as a mini-Laundromat.

But it turns out most of our business is full-service,” Harbour says. “They not only

don’t have the time to mess with it, they’ve got plenty of money and would rather pay somebody else to look after it.”

With nearly eight out of 10 opting to leave the dirty work to the professionals, Harbour’s regular residential washdry-fold service, which had been trotting along nicely, was soon galloping with the expanded base. Today, it generates a combined one-quarter of total laundry revenues. He credits his staff for much of the good fortune, keeping pace with the spurts while maintaining quality and consistency.

“I never believed we’d be so successful.

I just thought a few people would need that little space back there, but it really has been great,” the owner grins. “We’d much rather do a hundred pounds of horse blankets than a hundred pounds of baby clothes — that’s a no-brainer. It’s a smelly, very dirty business, but it’s really very simple.”

The bulky yet lightweight horse blankets, intended to keep the animals warm and protected from the elements, can either be laundered on a self-service basis in the coin-activated vended washer and dryer trios or processed by staff at $1.50 per pound, with the average wrap weighing in at eight pounds. Most patrons opt for the $10 waterproofing, boosting perpiece processing over the $20 mark.

Professional, full-service laundering of other equine accessories — ranging from saddle pads, fly sheets and even leg wraps — are also offered on a per-pound basis.

A handful of blankets is the norm, but some farms pull up with 20 to 50 at one time once there’s no chill in the air, says Harbour, who has built a following through word of mouth in a swath of southeastern North Carolina.

DIRTY IS NATURE OF THE BEAST

Harbour staffer Doris Davis loads horse blankets into the 80-pound coin-operated vended washer as business from area stables ratchets up for another busy cleaning season.

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On the drive into Southern Pines, I happened upon Jasmine Hobart of locally based JH Eventing crossing May Street atop Icebreaker, her 13-year-old thoroughbred percheron cross. She was happy to take

Jasmine Hobart, atop Icebreaker, recommends her training clients avail themselves of the wash-waterproofingdry-fold services offered by Harbour Laundry Systems’ Southern Pines branch. time on a brilliant morning for a little blanket talk while her upper-level, threeday event horse glanced my way: “They get disgusting and need to get washed when the weather gets warmer,” Hobart says of the blankets.

Hobart, who trains a dozen horses for various clients and estimates that 50 blankets from her stables make the short journey twice annually to the Harbour facility, says the laundry provides “a much needed service.” Waterproofing is critical, as the blanket serves as the horse’s raincoat and prevents illness.

“If my clients don’t send them in to a professional for washing, they try to do it themselves, but it never works out as well and they end up having to buy new blankets,” says Hobart, pointing out that a quality covering can top $200 to replace.

While Harbour Laundry’s full-service equine trade winds down in early July, the backdoor business continues to see traffic year-round from do-it-yourselfers washing household pet bedding and a variety of items from stables. Washer vend prices are $2.75 for the 20-pound machine, $4.75 for the 40-pounder, and $7.50 for the 80-pounder.

Store manager Ruth Monroe, who has been at the helm for a decade and a half,

▼

friendly machines on the main floor and prodding do-it-yourself horsemen to run post-wash cycles and spray disinfectant ultimately failed.

With the rival’s horse-free zone still retaining a percentage of his core patron base and not wanting to close the barn door completely on the lucrative blanket business, Harbour was left with one option: physically separate the two. So, seven years ago, he pulled out a game lounge tucked away at the back of the coin-op and built out a new — albeit small — enclosed processing area devoted to animal laundry.

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GOIN’ WITH

COHEN was primed and ready for the peak season, which broke into high gear the day of my mid-April visit.

When she and longtime attendants Pennie Bratcher and Doris Davis need support, a call goes out to Monroe’s daughter and her friends to carry on into the evening to meet demand.

“Every season, we get new horse blanket orders. They realize it’s easier to just drop it off,” Monroe says. “We love to do the blankets. There’s a lot of them, but we have a system.”

Segregating orders is critical to keep things running smoothly, Monroe notes, along with a practice of tickets always accompanying work as it flows through the process.

The muddiest and hairiest blankets are sprayed and brushed outside before being brought in for a run around the wash-anddry track.

“It would blow your mind how dirty some of these come in. That’s just the nature of the beast,” Harbour interjects.

“It’s pretty amazing the job these machines

Attendants Pennie Bratcher (left) and Doris Davis employ teamwork to fold up one of the bulky finished blankets.

Completed coverings are placed inside complimentary, breathable, clear vinyl bags and zipped up ready for storage back at the horse farm.

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ping off the waterproofing, which can occur when household detergents are introduced, Harbour says. A second full cycle is run at the attendant’s discretion for heavily soiled items.

Attendants add more coins and run a separate waterproofing cycle by pouring a pint of liquid Nikwax Rug Proof into the washer’s dispenser.

After dryer tumbling or some hang time outside, blankets are neatly folded and zippered up in a complimentary, breathable, clear vinyl bag.

“The customer doesn’t expect it to come out perfect like a regular washdry-fold customer does. They’re tickled to death with how they come out, even if you get them 90% clean. They’re cleaner than they’ve ever had them,” Harbour shares.

KEEPING FAMILY TRADITIONS ALIVE We put the shop talk on hold for a moment to take in the gallery of classic photos offering a rare glimpse at the

▲

will do to get them clean.”

The owner is proactive when it comes to minimizing hair and debris accumulations, with regularly scheduled cleaning of the washer drain trough and filter system, along with frequent, thorough vacuuming of the dryer lint trap and other areas.

Duct tape or electrical tape secures straps, buckles and hooks to blankets prior to initial loading to prevent them from damage if they snag on drums.

Single blankets are processed in the 20-pounder, while pairs are placed in the 40-pounder, and three to four accommodated in the 80-pounder, Monroe says. The largest-capacity unit is the go-to machine for big tickets, she adds.

Nikwax Rug Wash, a natural, vegetable-based liquid soap cleaner, is employed in the wash cycle to launder the blanket without strip-

Employee Greg Falarski racks up newly arrived blankets at the venue’s specially designed outdoor pad and sweeps off horse hair before sending them inside for laundering. www.americancoinop.com

6/14/17 10:18 AM

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GOIN’ WITH

COHEN rich history of local equestrians, including Michael “Mickey” Walsh, the late grandfather of Harbour’s wife, Tracey, and an icon in steeplechasing.

He trained American Grand National champions, founded the Stoneybrook Races in Southern Pines, and was inducted into the National Museum of Racing’s Hall of Fame.

Back over on the laundry side of the fence, Harbour is keeping his own family tradition alive. His grandfather sold Maytag wringer washers to farm wives off the back of a truck and, decades later, opened the Southern Pines location in 1962 with Dave’s father, Hayes. It was a sales and service center for the manufacturer in tandem with the company’s branded Highlander Center self-serve laundry operation.

A young Dave Harbour tagged along with his dad on service calls and eventually joined him after university graduation in 1979. By that time, Harbour Laundry Systems had expanded into a three-store chain.

Today, although the sales and service center has been discontinued, two of the original locations — in Southern Pines and nearby Pinehurst — remain, along with a newer, 4,000-square-foot coin-op further south in Raeford, built out in 1988.

Boasting 43 washers, from top loaders to an 80-pound front loader, and backed by 36 multi-load dryer pockets spread over 4,000 square feet, the Southern Pines venue anchors the Harbour-owned strip center in the town’s quaint business district.

Ten minutes away is the chain’s Pinehurst branch, where it’s a canine — not equine — affair. When self-service laundry demand slowed, the savvy Harbour split the store and debuted Dave’s Dirty Dogs, a do-ityourself dog wash. A few bucks still gets you a wash, rinse and spin, but for $15 next door, it’s lather, rinse, repeat — plus a free blow dry.

As I get ready to head back on the road, Harbour leans over to a freshly bathed pup and receives a few licks. Small, four-legged pets are fine with him, but that doesn’t go for horses, he confides, recalling his childhood.

“After you get bit a few times by a Shetland pony, you really don’t want to be around them too much.”

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

Harbour Laundry’s expansive front of the house offers patrons an equipment mix consisting of 43 washers of various capacities and 36 multi-load tumbler pockets.

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Doris Davis air-dries a horse blanket by laying it out on the racks to the right of the entrance to the backdoor equine laundry.

Signs on the exterior of the equine laundry’s entry door.

The 4,000-square-foot, full-service laundry anchors Harbour’s shopping center and has been serving the Southern Pines, N.C., community for 55 years. www.americancoinop.com

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Clean 2017 Exhibitors Go All In ... For the

WIN

I

n late May, Riddle & Associates, the Clean Show’s longtime management firm, reported that the upcoming Clean 2017 in Las Vegas had sold out its exhibit space for the first time in 20 years.

So, with more than 481 exhibitors covering 227,006 net square feet (the most since Clean 2007, also a Vegas show), and the June 5-8 event celebrating 40 years of being “Where the Industry Comes Together,” all the chips were in.

And it looks like the industry may have hit the jackpot.

Attendees streamed onto the floor of the Las Vegas Convention Center immediately after Mary Scalco, CEO of the Drycleaning & Laundry Institute and the Clean Executive Committee’s firstever chairwoman, cut the ceremonial ribbon on the morning of June 5.

Show floor traffic during the first two days rivaled that of any Clean of recent memory. Many aisles were packed, with

off the exhibit floor and every seat was filled as the hour-long session began.

On the morning of June 7, at roughly the midway point of the show, Scalco reported that registration at close of business on day two of the four-day exhibition was 12,374, roughly a 10% increase from 2015’s Atlanta show, which drew 11,264 over its four days.

A few days after the Las Vegas event ended, Riddle announced that Clean 2017 officially drew 12,563 attendees from the United States and 96 other countries.

As for the business generated during Clean 2017, each exhibitor will have to measure it based on its sales and leads. For many companies, it could be months—or even years—before the opportunities created reach their bottom lines.

But on the surface, exhibitors polled throughout the show were virtually unanimous in their praise for the event.

Equipment manufacturers and distributors like Alliance Laundry Systems,

By Bruce Beggs, Editorial Director attendees jockeying for position to see new products and to meet with booth staff eager to display and demonstrate their wares.

A Coin Laundry Association educational session about using Facebook to grow Laundromat sales filled the “Exhibit Floor Classroom” on the show’s first day.

Convention Center staff had reportedly set 600 chairs in the curtained area just

▼

With show floor sold out, Vegas attendance surpasses entire 2015 Atlanta event after just two days

Attendees pick up their badges on the opening morning of Clean 2017. Through the first two days of the four-day show, attendance in Las Vegas had already surpassed that of the entire 2015 show in Atlanta. The final Clean 2017 attendance was 12,563. (Photo: Bruce Beggs) Here’s the scene shortly after Clean 2017 opened on June 5. The entire exhibit floor in the Las Vegas Convention Center was sold out — more than 481 exhibitors covered 227,006 net square feet — two weeks before the show dates. (Photo: Bruce Beggs) 20

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Continental Girbau, Whirlpool Corp. Commercial Laundry, Dexter, Laundrylux and Milnor displayed a host of machinery for vended laundry owners and investors to examine up close.

Payment systems provider ESD reserved its largest booth space ever, according to Wayne Lewis, vice president of sales. Split between vended laundry and multi-housing laundry markets, it was purposely designed so visitors wouldn’t feel cramped.

For family-owned and -operated Monarch Coin & Security, which is U.S.-based but has developed quite an international following, Sales Coordinator Danielle Hall says the Clean Show offered her the opportunity to meet with some long-distance customers face to face.

Looking ahead, the Clean Show will return to New Orleans in June 2019. Atlanta will host the June 2021 show. The 2023 show site is yet to be determined, with Orlando, Fla.; New Orleans and Las Vegas identified by the Clean Executive Committee as potential host cities.

Show sponsors are the Association for Linen Management, Coin Laundry Association, Drycleaning & Laundry Institute, Textile Care Allied Trades Association, and TRSA, the association for the linen, uniform and facility services industry.

American Coin-Op will publish a full Clean Show Report in its August issue.

ACO

Business was brisk in the aisle where Cleaner’s Supply and other exhibitors were set up.

(Photo: Nathan Frerichs)

Jeff Gardner (left), “The Laundry Doctor,” questions Stephen Moore (center), PressBox Cleaners, and Chris Balestracci, Super Wash Laundry, about their drycleaning/laundry partnering experiences in a first-ever joint Coin Laundry Association/Drycleaning & Laundry Institute educational session. (Photo: Bruce Beggs)

There’s neon everywhere in Las Vegas, including inside the Convention Center that housed Clean 2017. (Photo: Nathan Frerichs) 22

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From this elevated perch, there are exhibitors as far as the eye can see. The Clean Show sold out its entire exhibit space for the first time since 2007, also a Las Vegas show.

(Photo: Nathan Frerichs) www.americancoinop.com

6/14/17 10:14 AM

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Stylish Chic Snohomish

IN

Modern, eco-friendly Laundromat opens in downtown historic district

Not only is the Snohomish Laundry a clean, safe and comfortable environment, the store offers many amenities aimed at making it as conveniently functional as possible for customers.

T

he state-of-the-art Snohomish (Wash.) Laundry Co. recently opened in the downtown historic district, garnering high praise from local customers, says equipment distributor Western State Design.

The brand-new Laundromat is actually the reincarnation of a laundry of the same name previously located in Snohomish Square on Avenue D for the past eight years.

The popular original store outgrew its space and was relocated to a building offering more than double the space a little over a mile away, allowing for additional amenities to provide an even better customer experience. Plus, there is plenty of on-premise parking.

Centrally located within walking distance to shopping and restaurants, and across from City Hall, Snohomish Laundry at 121 Glen Ave. has a striking storefront that beckons passersby to stop in and take a closer look.

The equally distinctive interior has clean, contemporary lines and decor, including granite countertops, upholstered chairs, elegant light fixtures, a high open ceiling and warmly burnished floor, as well as neat rows of modern, stainless steel commercial laundry machines.

If the designers wanted customers to feel like they were walking into a chic, local cafe rather than a Laundromat, they succeeded.

Centrally located within the downtown historic district, Snohomish (Wash.) Laundry has a striking storefront that beckons passersby to stop in and take a closer look. (Photos: Western State Design/Snohomish Laundry unless otherwise noted)

IT’S ALL RELATIVE Snohomish Laundry is one of two Laundromats owned

by Jay, Scott and Tod Johnson, along with Bobbi Jo (BJ) Trim—all family members. The other store is Monroe Laundry, 8 miles away; Tod Johnson owns a third distinctive laundry, Tolt Laundry Co., in Carnation, Wash., 18 miles from Monroe.

The original design work at Snohomish was created by distinguished local architect Alan Wittenbaugh and updated most recently by another family member, Dale McLam. His work exemplifies Snohomish Laundry’s mission statement: “Our customers deserve a clean, safe, comfortable environment!”

The family members each bring a different skill set to the table. Jay, who says he’s retired, has a background in operations, marketing and retail. Tod owned a commercial construction company, an industry in which his 26

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Snohomish Laundry is one of two Laundromats owned by (from left) Jay Johnson, Scott Johnson, BJ Trim and Tod Johnson—all family members. Each brings a different skill set to the table.

(Photo: The Johnson family) www.americancoinop.com

6/14/17 1:17 PM

Not only have the owners benefited from collaboration within their talented family, they have also benefited from the expertise of Western State Design. Over the years, starting with Tolt Laundry, the Johnson brothers have worked closely with WSD’s local laundry specialist—currently Rick Hall—to determine the best mix of laundry equipment, among other key considerations. ▲

son, Scott, honed his construction skills as project manager. Tod’s daughter, BJ, has a background in office management and bookkeeping and is the operations manager for both Snohomish Laundry and Monroe Laundry.

“I’m constantly amazed by my business partners,” says Jay Johnson. “I’m incredibly lucky to be able to work with such talented people and that we actually like each other.”

The distinctive interior has clean, contemporary lines and decor, including granite countertops, upholstered chairs, elegant light fixtures, a high open ceiling and warmly burnished floor, as well as neat rows of modern, stainless steel commercial laundry machines.

Carts fit neatly under the folding tables, which Tod Johnson modified in his garage because the owners couldn’t find any in the marketplace that were just the right height for their purposes.

The seating is arranged such that there are quiet areas away from the TVs for those who might be trying to sit quietly or get some work done while they wait for their laundry. www.americancoinop.com

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A play area for children shares much of the same décor as the rest of the laundry.

JULY 2017

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AMENITIES GALORE AND COINLESS Clearly, Snohomish Laundry is not a dreary, old-style Laundromat. Not only is it a clean, safe and comfortable environment, the store offers many amenities aimed at making it as conveniently functional as possible for customers.

There is an attendant on duty every day from 9 a.m. to 6 p.m. to provide help when needed. The laundry also offers a wash ’n’ fold service, two flatscreen TVs (including free digital service), free Wi-Fi plus an Internet station with USB ports and phone charging. There is also a comfortable play area for children, an ATM, and vending machines offering name-brand laundry products, in addition to food and snacks, including Starbucks packaged drinks.

Snohomish Laundry is completely coinless. All commercial washers and dryers are activated using the original Dexter Easy Card System, which functions similarly to a debit card. Customers purchase an Easy Card by inserting cash ($1-$20 bills) into the dispensing machine. Customers then use their card to activate a washer or dryer, the cost of which is deducted from the card’s remaining balance. When the balance becomes too low to activate a laundry machine, the customer simply returns to the Easy Card Center to reload it.

The Easy Card system has several advantages over cash, the owners say. For starters, coins don’t get stuck in the laundry machines, putting them out of commission temporarily. Customers can benefit from Snohomish Laundry’s “Frequent Dryer Miles” program which allows them to earn credits toward discounts and free services. They can also benefit from seasonal and weekly specials that are automatically programmed into the washers and dryers.

Finally, a customer’s Easy Card provides access to the locked in-store restrooms, which helps ensure safety and cleanliness.

energy-efficient laundry machines also allow vended laundry owners and operators to save on utility costs, which directly affects the bottom line.

Tod Johnson originally decided upon Dexter Laundry equipment after doing research in preparation for opening Tolt Laundry Co. in 2007. The equipment worked out so well for him that the family team installed it in its other two Laundromats a few years later.

“At this point, Dexter Laundry equipment has become part of our DNA,” quips

Jay Johnson. “Dexter is like the Cadillac or Caterpillar of the commercial laundry industry. It’s outstanding equipment that is well worth the price. It’s not only reliable, it is durable and is very user-friendly.”

The Johnsons optimize use and maintenance of the equipment by regularly attending WSD’s Dexter service seminars.

Dexter self-service equipment available for use in Snohomish Laundry include 10 20-pound T-300 washers, 10 30-pound T-400 washers, six 40-pound T-650 Express washers, five 60-pound T-950

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WELL-EQUIPPED An attractive store with amenities and value-added services wouldn’t be enough to entice customers to return week after week if there weren’t high-quality, user-friendly commercial laundry machines that work.

The spacious 5,000-square-foot interior provides plenty of space for the latest toprated Dexter laundry equipment. WSDsupplied Dexter laundry machines are not only easy to use and durable over the long run, they are also energy-efficient, the owners says. Important for the environment, 28

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.

Express washers, four 90-pound T-1450 Express washers, three 80-pound T-80 dryers, seven 30-pound T-80 stack dryers, five 50-pound T-50 stack dryers and three 50-pound T-50 stack dryers with reversing cylinder.

Other equipment includes two A.O. Smith 100-gallon water heaters, two Easy Card dispensers, an ATM, an American bill breaker, two Vend-Rite soap vending units (8-column), and a Jofemar soap vending unit.

Equipment used in offering the wash ’n’

fold service includes a 40-pound T-650 washer, two 30-pound T-450 washers and two 30-pound T-30 stack dryers.

ATTENTION TO DETAIL Upon entering Snohomish Laundry, it becomes clear the owners paid close attention to details during design and construction of the space.

For starters, it was designed to feel open, airy and spacious. The seating is arranged such that there are quiet areas away from the TVs for those who might be trying to sit

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quietly or get some work done while they wait for their laundry. And the TVs were set up with speakers in the ceiling pointed down so that the sound wouldn’t blare throughout the Laundromat. Corrugated steel wall surfaces also diffract sound from bouncing, reducing noise clutter while also holding up to standard wear and tear.

Managing potential problems during those hours when the Laundromat is unattended is always a challenge. The owners addressed this with the careful design of a high-definition camera video system with public-address audio capability. Using 23 cameras, every inch of the public area has video/audio coverage, including the parking lot. Additionally, automatic entry doors are programmed to unlock the facility at 7 a.m. (two hours before an employee arrives) and lock the facility after 10 p.m.

Another nice detail is the arrangement of folding tables and carts. The first thing a visitor might notice is the carts aren’t scattered all around and in the way. They fit neatly under the folding tables, which Tod modified in his garage because the owners couldn’t find any in the commercial marketplace that were just the right height for their purposes. The folding tables were fabricated with hanging racks, enabling removal of racks on the carts so they can be easily stowed away while not in use.

There was only a brief lag in business while Snohomish Laundry shut down for its move. As early as six months prior to relocating, ownership started letting customers know what was going on. Even after they shut the doors at the old store and moved the equipment out, they had employees remain behind to inform any customers who happened by what was going on.

As a consolation, the employees handed out coupons for discounted wash at Monroe Laundry 8 miles away. The coupons featured a map showing the new location of the Snohomish Laundry.

Of the new store, Jay Johnson says, “When you have been in the Laundromat business for eight years, you see all the mistakes you would like to correct when you have the chance.

“Scott pushed, pulled and shoehorned an incredible level of detail into the finished product,” he adds. “I guess we succeeded, because within two weeks of opening our new store, our volume of customers is back up to what it was in the old space and continues to grow.”

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Image: ©iStockphoto/Anikei

All Things

Using world’s most popular social media to boost your business profile

S

ocial media marketing has been a hot topic among small businesses for several years now. The most popular media used today is Facebook, a free social networking website through which registered users can create and update profiles, upload photos and videos, send messages, and otherwise keep in touch with family and friends.

Bonnie Hanson is vice president of marketing and business development for The Laundry Doctor, a St. Paul, Minn., laundry service—and a big-time Facebook fan for personal and professional use.

In Las Vegas, Clean Show attendees filled the Exhibit Floor Classroom on the event’s first afternoon to hear her presentation, All Things Facebook. Hanson cautioned the audience that presenting “all things Facebook” in an hour is virtually impossible, and stated her goal was to acquaint the audience with Facebook and demonstrate how a laundry business could simply and cheaply market itself to customers and prospects.

“Even at the business level, (Facebook is) about getting people to want to hang out with you,” she says. “It’s about spending more time with you and, hopefully, more money with you.”

BY THE NUMBERS Nearly 80% of all U.S. adults who use the Internet are on Facebook, Hanson says. Facebook has 1.94 billion active users, and 50% of them login daily.

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Users invest 700 billion minutes per month in the network. More than 90% of Facebook users predominately access it via mobile device.

A LITTLE ‘101’ Profiles, pages and groups are the foundation of Facebook. Profiles are personal for individuals—a single profile can amass up to 5,000 “likes”—and are required in order for a Facebook user to create a page and to join groups.

Pages are designed for businesses and organizations and include unique features to help them connect with customers.

Business pages can have unlimited “likes,” so there is no limit to the number of followers a business may have there.

Analytics provides data about user patterns and interests. It’s possible for business users to create ads and “boost” posts.

You can post a map to your business and list your operating hours, and customers can post reviews or “check in” via Facebook when they visit your store.

Groups are created for specialized uses: events, causes, thought leadership, team communication, etc. They can be open, closed or secret, Hanson says, and only someone with a Facebook profile can join a group.

“Make sure that everything speaks the same language,” she says. “Your website looks like your Facebook page looks like your store...”

STARTING POINTS As you begin developing your business

Facebook page, it’s important to set the tone, Hanson says. Know your brand, be transparent, and be professional.

“Show them who you are,” she says.

“Be confident and know who you are.

Are you dependable? Are you intelligent?

Are you funny? Are you formal or a little more casual? You get to choose, and hopefully you’ve chosen already if you’re on Facebook.

“You can laugh at yourself on Facebook.

That’s OK, because nobody’s perfect. But watch the typos. Be conscientious about sounding like you know what you’re doing.”

Hanson recommends clean, simple copy; limiting use of jargon and acronyms; and using good, stylistic imagery.

Be focused and engaged; be clear about what it is you want your follower to do.

“This is the holy grail. Shares are really important,” Hanson says. “If you want people to share your stuff, click ‘Share with my friends,’ you really need to be clear that you want them to do that.”

That means using calls to action: “Like this post if you agree,” “Tag a friend who’d love this,” and/or “Comment with your vote.”

“If you get shares or likes on your content, it gets into others’ news feeds, and then it gets into others’ news feeds, and so on and so on. You get one person to like you, then their friends like you, and so on. You grow just by being yourself, just by talking to people. If you feel like you can’t do that, then you find someone to help you do that who’s going to

▼

by Bruce Beggs, Editorial Director

www.americancoinop.com

6/15/17 9:59 AM

THE BEST OF THE BEST. The Huebsch® distributor network earned the highest Overall Distributor Quality Score in the vended laundry industry,* with outstanding marks for prompt response and proactive communication. Proof that whenever, wherever and however you need help, Huebsch distributors are there. Metropolitan Laundry Machinery Sales has been recognized as the 2016 Huebsch Distributor of the Year earning them the designation “The Best of the Best.”

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5/25/17 3:36 PM

represent your brand the way you want to be represented.”

Whatever content you choose to post, offer value. Create engagement opportunities. Make it remarkable. Provide information, discounts, or unique access. Keep it simple, and ensure that your staff is aware of your campaign and what it might mean to your operation, Hanson says.

KNOW YOUR OPTIONS There are three main ways to promote your Facebook platform: organic posts, boosting posts, and advertising.

Organic posts are normal Facebook activities: publishing content on your business page, sharing posts and interacting with others. This is all free. Organic posts show up on followers’ news feeds—if and where posts appear vary by Facebook’s shifting algorithm (more on that later).

“There are lots of way to leverage your organic posts,” Hanson says.

Facebook pages can choose to pay to boost posts to increase brand exposure by showing up higher in a news feed to more followers. Simply hit the “Boost” button associated with the post, choose an audience, then set your budget and duration.

“It is so not hard to boost a post,” she says. “And you can set a monetary limit, and say, ‘I want to spend 5 bucks,’ and you can spend 5 bucks, can’t you? More people will see your stuff. That’s really all you’ve gotta do. It amplifies what you’re saying to a bigger audience.”

The next step is to place Facebook advertising using the site’s Ads Manager. There are greater options to target the audience by age, gender, geographic area, etc., through this type of promotion, Hanson says.

TOP 10 THINGS TO FOCUS ON 1. Complete your “About” text

“When you set up a profile, there’s text about (you),” Hanson says. “Finish it.

Complete it. Not that big of a deal, but do it. … The more information you put out there about yourself, the better Facebook likes it.”

Prepare a short business description, ensure your physical address is correct (for check-ins), type in a complete website address (be sure to test it), and add links (how-to’s, tips, blogs, products).

“Give whatever information you feel is going to help people understand who you are, what you do and why they should go to you,” Hanson says.

2.

Get your local business page verified From general settings, click “Page Verification” and follow the instructions. Doing this aids your online credibility, makes your business easier to find 32

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Bonnie Hanson (center), VP of marketing and business development for The Laundry Doctor, a St. Paul, Minn., laundry service, speaks to a Clean Show attendee following her standing-room-only educational session. (Photo: Bruce Beggs) in searches, and is favored by Facebook, according to Hanson.

target boosting efforts in promoting your Facebook platform.

3. Invite your e-mail contacts If you have an e-mail database of customers, you can invite as many as 5,000 contacts per day to “like” your page. “You can select individuals or the entire group. …

There is a place in Ads Manager where you can upload your e-mail list,” Hanson says.

Related to this, review your content posts and notifications, then send invitations to “Likes” who are not yet following your business page.

9. Know the Facebook algorithm “A tiny portion of your posts actually reach the news feeds,” Hanson says. “More optimistic studies say a little more than 11% of your fans see your posts.”

How does Facebook choose what to show in a news feed? Hanson shared a simplified equation to explain: Creator (interest of the user in the creator) times Post (this post’s performance among other users) times Type (type of post [status, photo, link] user prefers) times Recency (newness of post) equals News Feed Visibility.

She points out that Facebook looks at roughly 100,000 personalized factors when determining what’s shown, and the algorithm is constantly changing.

“That’s why all those things are so important, that you use video, that you size things right, that you mix your media, that you engage and you don’t promote.

Facebook only has so much inventory to put out there.”

4. Size your graphics correctly Images need to create an emotional reaction. There are image size standards that can be easily found in a Google search, Hanson says. Ad images must contain 20% text.

5. Use video Posting videos has better reach than any other content, Hanson says, and using Facebook Live video (recording live using Facebook on a mobile device) is even better. Preview any videos on desktop and mobile versions, and use captions.

6. Write great copy As you prepare your posts, avoid using trigger words (such as “Free,” “Share” or “Buy”). Don’t publish “click bait,” articles that use sensationalism to draw clickthroughs. And above all, keep your audience in mind and remember your brand and tone.

7. Use Facebook Page Insights

The networking site offers detailed analytics so that page managers can track popularity of their content and develop benchmarks upon which to base future posting strategies.

8. Boost key content Use gender, location and interests to

10. Post regularly (and at the right time) Consider your resources and understand what you have available to you before you set your posting goals and objectives.

Review your page’s Insights and tailor your efforts to maximize return. Create a content calendar (Hanson suggests developing one for the entire year, taking note of holidays, special events, seasonal issues, etc.) but stay flexible.

It can all seem rather daunting, Hanson says, who then clicked to a slide with the acronym “ACT.” “Analyze, create and test for Facebook love,” she says. “Start with a conversation.

Just start somewhere. Take the first step. …

This is such a great industry, and people are so collaborative. Use that.”

ACO www.americancoinop.com

6/15/17 9:59 AM

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

Learn what makes Gulf States a Top-Rated Distributor.

Houston: 1-800-289-4756 Atlanta: 1-800-875-4756 Gulf States Laundry Machinery Company, serving the Houston and Atlanta markets, is determined to provide the best service and best commercial laundry equipment at the best price. It’s the Gulf States Laundry Machinery Company way of doing business.

www.GSLaundry.com ACO StandardPage.indd 1

5/10/17 8:59 AM

COIN-OP 101

DON’T GIVE YOUR VENDED LAUNDRY THE SUMMER OFF

Craig Dakauskas

We all love summertime. Though once you get beyond the boating, barbecues and vacations, and focus on your coin laundry’s traffic, turns and revenue, summer may not feel like a vacation.

Many in the business refer to it as the “summer slowdown.” Although, the beach Laundromats in our area in Florida and Alabama buck this cycle and post strong results through the summer.

We are wearing less bulky clothing, may be traveling out of town, and kids are wearing those cargo shorts for days before finally tossing them in the laundry. All of this can contribute to that summer slump in business.

So what can we do to pump up business? Are there projects we should be tackling during this break in the action?

Well, the latter question has some pretty easy answers, and one that may dovetail closely to the former question.

(Image licensed by Ingram Publishing)

▲

To read more Coin-Op 101 columns, visit www.AmericanCoinOp.com

MAKE MAINTENANCE A PRIORITY I would venture to say that most store owners may push store updates and some maintenance. Obviously, some more than others. But summer is the perfect time to take a look at what your store needs to address.

We all know what the low-hanging fruit updates are.

You’ve probably read them several times over the years in this column. However, it’s worth mentioning again that fresh paint, new flooring and LED lighting can have immediate and significant positive impressions in how customers (and prospective customers) view your store, as well as provide some possible cost savings (from the more efficient lighting).

Perhaps the overlooked component is how longtime customers view your commitment to your business.

These updates have a feel-good effect. Customers view these changes and feel valued, like you are investing in them. So don’t overlook the significance of your longtime customers’ improved perceptions of your reinvestment in the business.

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www.americancoinop.com

6/14/17 10:09 AM

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COIN-OP 101

Summer is a perfect time to hire a crew to deep-clean the laundry from top to bottom (owners should be doing this at least once a year, and I would recommend twice per year). Make sure the lint behind tumblers is cleaned up completely, and have your distributor check back pressure to ensure the equipment is operating at maximum efficiency.

OPEN A DIALOGUE AND ASK QUESTIONS As owners, this customer perception can be elevated just by opening up dialogues. In approaching your summer maintenance projects, you and your employees should chat with customers.

Ask what they see as needing work. Ask what projects they would like to see tackled. We like to think we know how our customers perceive our store, but these conversations can be quite eye-opening.

Be open to their thoughts. Summer maintenance might come in the form of projects you overlooked or never thought of, such as power doors to simplify getting in and out of the store with large laundry loads. Maybe customers desire an updated, nicer bathroom. They might even mention that they are often wasting time waiting for dryer pockets. Listen to your customers.

SUMMERTIME BUSINESS CHECKUP Pumping up business during the summer is no doubt related to the store-refresh tasks like paint, lighting and flooring. But you may want to look far deeper and use this season to transition into bigger projects. Owners may want to take this time to evaluate the overall health of the business and where improvements might be made. This is where working with a quality distribution partner is important.

Have them provide an objective view of your business. Often we get so bogged down in the day-to-day operations of our business that we rarely elevate to a higher-level view. Either you or your distributor should use the summer to perform an overall business health check. Obviously, this is made easier with today’s modern business management systems, which give access to a wealth of data on store operations. For instance, busy days and times, machine usage data, etc.

BRING SOMETHING NEW TO THE TABLE If you want to spur additional traffic during the summer and moving forward, think McDonald’s. Now, I’m not saying offer customers a free cheeseburger with every wash. Think about that company’s model. It has a stable of menu items, but that isn’t static. The company is constantly bringing new selections to the market — giving people a new reason to stop in. Why aren’t we, as Laundromat owners, doing the same thing?

Does positioning new, faster tumble dryers give customers a reason to stop back? For instance, you could market yourself as “Laundry XYZ, now featuring a new 80-pound washer with ultrahigh extraction to get you out the door faster than ever before.”

If this 80-pounder is your laundry’s new “menu item,” make 36

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In approaching your summer maintenance projects, you and your employees should chat with customers.

Ask what they see as needing work. Ask what projects they would like to see tackled. sure you feature it. Think like a McDonald’s marketer — position it up front, where it is visible through the windows; add new signage; and advertise it in a marketing campaign.

New items can be as simple as higher-capacity machines, more machines, or a new wash-dry-fold service “so you can spend more time this summer having fun, instead of doing the laundry.”

Maybe the offering dovetails onto your recently completed laundry update, “Come see our redecorated laundry.”

Comfortable furniture can be a draw for customers. Perhaps a new payment system that makes it even easier for users of the laundry to pay for their cycles.

Again, the important key to any of these new menu items is to market them. Make sure your key customers are aware. This is where a data-rich CRM system is invaluable. You can see a variety of information on each customer and can tailor marketing based on their habits. For instance, if you add that 80-pounder, market the new machine to those customers who are currently using your highest-capacity machines regularly.

IN CLOSING While most laundry owners will see a slowdown during the summer season, this time creates great opportunity to take a look at our businesses and look for improvements. If we want to create more business, we have to keep our stores fresh and in good shape.

McDonald’s knows, as do most successful companies, that it’s not enough to be great at what you do. You have to keep growing and evolving the business. Updated stores, new product offerings, new services, these are all things that not only help generate more store traffic during the summer, they also drive greater returns throughout the year.

But before venturing into new territory, take an objective look at your business. Call your equipment distributor partner to help you uncover untapped areas of improvement in the store. Having developed dozens of stores for clients, distributors are invaluable resources with a great view of the market.

Don’t let your Laundromat take the summer off. Position it to be successful now and in the year ahead.

ACO Craig Dakauskas owns Commercial & Coin Laundry Equipment Co., a commercial laundry equipment distributor based in Gulf Breeze, Fla. He has more than 22 years of laundry equipment experience. Dakauskas can be reached at 800-366-4168. www.americancoinop.com

6/14/17 10:09 AM

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AN OUTSIDER’S VIEW

OWN VS. RENT: TAKE A LOOK AT THE NUMBERS

Howard Scott

38

Some operators believe that owning their own building is the pinnacle of success. Other operators think that owning ties one up with property issues so that the management loses focus on the business.

The real answer lies somewhat in the middle of these extremes.

Buying your building can be a prudent decision, gives you flexibility to redesign your physical premises, and stabilizes one of your largest expenses.

When you sell, you’ll probably recover equity and appreciation, as the building will increase in value.

On the other hand, buying your property could tighten your finances so that it becomes a struggle to expand.

As to the advantages of renting, continuing to rent gives you flexibility. You can relocate the store to wherever you want. Renting frees up precious capital that could help the business expand. Finally, renting gives you the opportunity to find the great bargain of a property at a really low rental and for a long-term period.

The answer to the question of rent versus buy is, it depends on the numbers. You must run through the figures to project cash flows over a long-term period.

Let’s do an exercise in the hypothetical.

You are renting a facility for $2,500 a month, and you have 10 more years on the lease. The owner wants to sell you the property. You do the numbers. Buying will require a $40,000 down payment. Your current principal-interest-taxes (PIT) would be $2,300 per month for 30 years. On the face of it, that doesn’t sound like a great deal, does it? Why spend a large amount of money just to save $200 a month in occupancy costs?

But let’s look deeper. That $40,000 will be repaid when you sell the property. In addition, some of that $2,300 a month will be recovered in the sale.

Say, in 20 years, you sell the building for 25% more than you bought it for. You’ll get the $40,000 initial investment back plus around $100,000 profit in the sale (the difference between the cost price and the sales price). Plus, perhaps an average of $1,000 of each monthly payment might be paid off ($600 of the principal is recovered). At 20 years, that’s 240 months, or $144,000.

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So now we have $40,000 plus $144,000 plus $100,000, equaling $284,000 return for that $40,000 investment. Not only is that a good return, it’s a nice windfall. Contrast that with the rental situation, where you will not profit a cent for the sale of the business. You will have paid rent, and after the term of the lease, you will walk away. Period.

On the other hand, as a renter, you might have put that $40,000 to good use. You might have opened a second store and built up a profit stream of $2,000 a month. Ten years of this results in an inflow of $240,000 (120 months times $2,000). Twenty years results in an inflow of $480,000. Would you rather have $284,000 at the end of 20 years, or a steady inflow that results in $480,000 additional profit? On the face of the figures, the answer is obvious.

Buying your building can be a prudent decision, gives you flexibility to redesign your physical premises, and stabilizes one of your largest expenses.

On the other hand, you have 10 years left on the lease.

What happens if the landlord raises the rent to $3,000 a month? That would change the results, wouldn’t it?

Whereas owning, you are guaranteed that the occupancy costs won’t rise too much.

Then again, you might have stayed a one-store operator and invested the money in a stock fund that grew 7% a year. Do the math, and that $40,000 surplus turned into $155,000. Not bad, but not the rate of investment in property yields. So your purchase is in excess of 7% return, perhaps 10%. That’s because an owner gains the double-barrel advantage of appreciation and mortgage reduction. This doesn’t even speak of tax advantages of owning, which are considerable.

Yet another option is to do nothing. You spend the $40,000 on “lifestyle enhancement.” You have fun, but there’s no bang for the buck at the end. In fact, it could be said that there is a lost opportunity worth $288,000. www.americancoinop.com

6/14/17 10:06 AM

Of course, these figures could be incorrect. Buying the property could result a lot of heavy annual expenditures, erasing any cashflow gain. And perhaps the neighborhood declines, evaporating the $100,000 gain at the sale. Or it could happen that opening up a new store only results in a $1,000 a month positive inflow rather than $2,000. This result changes the figures.

So, as I stated at the beginning of this column, it’s all in the figures. Here’s my suggestion for analyzing the numbers of your particular circumstance.

...continuing to rent gives you flexibility. You can relocate the store to wherever you want.

Renting frees up precious capital that could help the business expand.

On all results, pick odds. Say that, odds are, 10% is a bad outcome, 40% is a fair outcome and 50% is a good outcome. You favor 50% because you are pretty sure that you will achieve the figures you desire. It could be 33% each, or 20% bad, 60% fair, 20% good, whatever you think the range of possibilities is. This spread helps you quantify risk.

Working with the above example, the decision is whether to buy or not. You know the selling price. You can figure out the PIT amount. But you don’t know the maintenance costs over the years,

and you don’t know the appreciation. For simplicity’s sake, you assume you will own the building for 20 years.

So come up with your best-guess figures. There’s a 90% possibility that the annual maintenance will run $2,500 a year. But there is a 10% chance that maintenance might run $5,000 a year if the building is not in good structural shape.

Based on these possibilities, you can compute the annual maintenance to be $2,750 ($2,500 times 0.9 plus $5,000 times 0.1). Then $2,750 is your best guess of what annual maintenance might run you. It could be more than that, could be less. But this is your best guess.

As for appreciation, you believe with 60% confidence that you’ll be able to sell the building for $100,000 more than what you paid for it. But there is a 20% chance that there’ll be no gain. And there’s a 20% chance that the building will sell for $300,000 above what you paid for it.

Based on these possibilities, you can compute the appreciation to be $120,000 (no gain times 0.2 plus $100,000 gain times 0.6 plus $300,000 gain times 0.2).

Your best guess then is that the building will appreciate by $120,000. Go through the analysis using this risk assessment to determine your most probable results.

Then analyze the figures. Think about what you are trying to accomplish. Assess your capacity, and go with your gut feelings.

Good deciding.

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

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JULY 2017

AMERICAN COIN-OP 39 8:50 AM 4/4/17

6/14/17 10:06 AM

PRODUCT NEWS «

MAYTAG COMMERCIAL LAUNDRY INTRODUCES NEW TOP-LOAD WASHER

Maytag® Commercial Laundry is introducing a new top-load washer.

The unit, which the company says touts the ease of use and remarkable performance of a traditional deepwash experience, also offers exceptional durability, serviceability and flexibility—making it the ideal choice

for store owners and end-users.

“The needs of our customers are of the utmost importance, which is why we’ve incorporated their feedback in the redesign of this washer from the ground up,” says Trey Northrup, general manager of Maytag Commercial Laundry.

“We’ve also taken steps to expand our resources, add more service technicians and restructure our call center to ensure we’re delivering the best possible experience for our reputable distributors.”

The Maytag Commercial Laundry Top-Load Washer is backed by a fiveyear limited warranty covering all parts and offers these attributes: Powerful Drive System — Alternating between long and short strokes to generate deep cleaning, the powerful ó-HP PSC motor and quad-gear transmission deliver a consistent wash for varied load types, Maytag says.

Deep Water Wash System — The wash system is optimized with deepwater wash and rinse cycles. Utilizing four distinct wash profiles—from aggressive to gentle—the traditional,

flex-vane agitator pulls clothes from the top of the basket to the bottom, creating vigorous cleaning action and outstanding load rollover.

Intelligent Controls with M-Series Technology — Customized setup via simple, step-by-step programming provides individual cycle pricing options for optimal earnings, while end-users can easily choose a preferred wash experience with one-touch cycle selection.

Service Made Easy — With just two screws, the console can be easily removed, allowing access to the control panel, while an opening in the base provides fast access to the transmission, pump and motor. Built-in, easy-to-use diagnostics help servicers identify the problem and get the machine back to peak performance quickly.

Heavy-Duty Cabinet — Possessing strength and craftsmanship, the sturdy removable front, side panels and easyaccess base are constructed with highgrade powder-coated galvanized steel.

The full-wrap metal console is sleek and easy to clean, Maytag says.

www.maytagcommerciallaundry.com |

800-662-3587

«

MOBILE PAYMENT PROVIDER PAYRANGE ENTERS MARKET

PayRange Inc., maker of mobile payment solutions, reports its technology is now available for commercial laundry.

Laundromats are synonymously known as “coin laundry” due to their reliance on coins to operate, the company says. In a mature 80-year-old industry, mobile payment innovation brings the commercial washers and dryers into the digital age, aligning with today’s consumers.

The PayRange solution allows operators to upgrade existing machines in two minutes to accept payment via a smartphone.

“We especially like the eureka feeling PayRange has provided to make Jetz feel like we are stretching our wings in what we see as a truly transformational appli-

cation of technology in our space,” says Scott Schenk, chief financial officer for Jetz Service Co. Inc., which is rolling out the technology across the Midwest. “We have seen not only revenue growth, but also so many other previously unavailable facets such as freeing up people from carrying piggy banks, to pricing flexibility, to near real-time data.

“The opportunities have made us rethink our space and how much more exciting and cutting-edge we can make it for a technologically advanced population that may currently look down on coin-vended laundry as old, clunky, and dirty. PayRange is new, smooth, and clean.”

The PayRange solution is available for Speed Queen and Maytag machines,

and other manufacturers are working to have their equipment certified, the company says.

www.payrange.com | 40

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PRODUCT NEWS «

CONTINENTAL DEBUTS 33-POUND G-FLEX HARDMOUNT WASHER

Continental Girbau recently added the new 33-pound-capacity G-Flex Washer to its most advanced line of hard-mount flexible-speed washers.

The G-Flex line — featuring 33-, 40-, 55- and 70-pound models — boasts the ProfitPlus® Control, serial communication and six programmable extract speeds, including 100, 140 and 200 G-force. All of the washers are backed by a 10/4/3-year ContinentalCare warranty.

The 33-pounder fills a unique size need for vended laundries, according to Joel Jorgensen, Continental vice president of sales and customer services: “The 33-pound-capacity G-Flex Washer offers slightly greater capacity than the standard triple-load machine and significantly greater capacity than a standard double-load machine.”

And superior programmability, including G-force, brings enhanced program flexibility at an affordable price point, he adds.

“G-Flex Washers can operate over lesser foundations by adjusting G-force extract accordingly,” says Jorgensen.

“Flexible extract speeds allow these washers to perfectly meet a variety of installation and washing requirements.”

Additionally, vended laundry owners and managers can adjust G-force extract based on busy periods and store capacity. The higher the G-force, the quicker the customer turnover, according to Jorgensen.

When utilized at 200 G-force, G-Flex Washers work to remove more moisture from each load, which reduces dry time and natural gas consumption. Customers complete laundry sooner, and store owners enjoy the boosted turnover.

The washer’s ProfitPlus Control offers customers more control over the laundry process. Meanwhile, owners can program mechanical action, wash temperature (by degree), water levels and wash/rinse/extract time in each phase.

The control’s flexibility allows multilevel vend pricing on the same machine depending on the wash program selected, time of day, or day of the week.

The new 33-pound model features durable AISI-304 stainless steel inner and outer drums. The front, side and top panels are constructed of steel and coated with Continental’s unique Titan Steel Finish™ for superior appearance and corrosion resistance. An oversized door, which allows for easy loading and

unloading, is equipped with a heavyduty, bolt-style hinge to withstand the rigors of constant use.

The G-Flex Washer features a sumpless design, which saves up to three gallons of water per fill. Its exclusive AquaFall® system further conserves water by releasing it into each load through holes in drum lifters. The AquaMixer® system mixes hot and cold water to achieve precise bath temperatures.

www.cgilaundry.com |

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LAUNDRY SCALE WITHSTANDS HEAVY USE, YET IS LIGHT ENOUGH TO BE PORTABLE Summit Measurement LLC, an online retailer of digital scales and balances, offers a laundry scale that is NTEP (National Type Evaluation Program)approved, lightweight and affordable.

The APM-60 has a capacity of 150 pounds — just the right size for weighing drop-off orders, the company says.

The scale’s NTEP approval means it meets legal requirements for over-thecounter sales.

Its heavy-duty construction will withstand heavy use, Summit Measurement says, yet it is light enough to be portable. The low profile makes it easy to load and unload the platform with large laundry baskets and bags, the

company adds.

The APM Laundry scale comes with a built-in rechargeable battery and external power adapter. The battery lasts a minimum of 150 hours, and a “low battery” indicator alerts owners when the battery needs charging.

The scale includes zero tracking to assure that weighing always starts at zero, auto tare to account for the weight of the laundry basket, and easy calibration to ensure accuracy.

An optional pillar is available, so the display can be mounted on the pillar, directly on the scale or on the wall.

The APM Laundry scale comes with a 1-year warranty.

www.summitmeasurement.net | 42

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NEWSMAKERS

R&B WIRE PRODUCTS TO DOUBLE SIZE OF HEADQUARTERS R&B Wire Products, a manufacturer of wire laundry carts and linen, laundry and general transportation products, will be expanding its U.S. manufacturing and distribution centers to meet “ever-increasing demand,” the company reports.

Rick Rawlins, CEO of R&B Wire Products, confirmed that his company will be doubling the square footage at its headquarters in Santa Ana, Calif.

“This investment has been in the works for several months and will allow us an even greater level of production capacity, while increasing our efficiency to deliver products more rapidly to our customers worldwide,” Rawlins says.

R&B’s new facility will include state-of-the-art technology and automation to ultimately double its manufacturing capabilities.

“The success of many new products has made the need for this expansion more and more evident,” says Frank Rowe, the company’s vice president of sales and marketing. “Our Poly Bumper Trucks, Vinyl Bumper Trucks and Antimicrobial Laundry Carts have been well received within the industries we serve.”

R&B is a diversified manufacturer of wire, tubular steel, poly, vinyl and other sewn products, serving the coin laundry, healthcare, hospitality, laundry, janitorial supply, material-handling and car wash sectors.

DISTRIBUTOR SAMCO ADDS YOUNG TO SALES TEAM Commercial laundry equipment distributor SAMCO reports it has hired Lane Young for its sales team.

Young brings over 20 years of experience in outside sales (nine of those years were spent at Ecolab) to the distributor that has been serving customers in Georgia, Alabama, South Carolina and the Florida panhandle since 1949.

Young’s focus on customer service and satisfaction is one of his key assets that SAMCO looks forward to sharing with new and existing customers.

“We work hard to be a partner for our customers,” says SAMCO COO Brett Nolan, “and Lane’s approach to selling is a perfect fit for our organization. His energy and passion are evident from the minute he Lane Young walks in the room, and I expect great things from him.”

When asked to describe his approach to selling, Lane quotes Douglas Adams: “To give real service, you must add something which cannot be bought or measured with money, and that is sincerity and integrity.”

Young has deep roots in Alabama, where he earned his bachelor of science degree in education at Auburn University. In working for SAMCO, he will be covering Alabama and parts of the Florida panhandle, focusing on the multi-housing market as well as the vended and OPL markets.

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Alco Washer Center, the Dexter authorized distributor for Western Pennsylvania, challenged store owners visiting its newly remodeled showroom to “Dare to Compare” through a hands-on comparison of Dexter parts. (Photo: Alco Washer Center) ALCO WASHER CENTER HOSTS STORE OWNERS IN NEWLY REMODELED SHOWROOM Commercial laundry equipment distributor Alco Washer Center hosted nearly 50 laundry owners, representing 37 different stores, and industry experts on May 20 at its newly remodeled New Castle, Pa., showroom for a day of savings, service and seminars.

Attendees at the company’s open house had the opportunity to explore Alco’s state-of-the-art test lab and experience the performance benefits of a Dexter washer or dryer.

The Dexter authorized distributor for Western Pennsylvania also challenged owners to “Dare to Compare” by providing a hands-on comparison of Dexter parts.

“Alco has taken the next steps to better serve their customers by expanding and remodeling their office, showroom and parts department,” says King Lee, Dexter regional sales manager. “We are proud to have Alco representing Dexter in both vended and OPL.” Laundry owners could participate in a number of seminars designed to make both new and experienced owners more successful. The seminars were focused on new investors, the ease of managing a store with DexterLive, and maximizing a store’s profitability through vending. The highlight, says Alco Washer Center, was technical service training led by industry expert Shane Palmer.

Besides showcasing its new showroom and educating laundry owners, Alco also said “thank you” to its customers by giving away a new Dexter T-50x2 dryer with a reversing cylinder. Ryan Day, owner of Newton Falls (Ohio) Laundromat, was the winner.

ENVIROSTAR TO ACQUIRE MARTIN-RAY LAUNDRY SYSTEMS EnviroStar Inc. (EVI), a Miami-based distributor of commercial laundry and drycleaning equipment, announced in early June that it has executed a definitive asset purchase agreement to acquire substantially all the assets of Martin-Ray Laundry Systems Inc., (continued on page 48) www.americancoinop.com

6/14/17 10:02 AM

WEB UPDATE

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BODY • COPY Clean SUBHEAD Show Marks 1st Sellout Body in Copy First(WE) Paragraph Body Copy First Paragraph Body 20 Years Copy First Paragraph • Alco Washer Center Hosts Store Owners Body Copy.Remodeled Body copy body copy Body Copy. Body copy in Newly Showroom body copy

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WASHERS and DRYERS COMPUTER BOARD REPAIR Dexter VFD Inverter (Delta Motor Control) All Models (9375-xxx-xxx). . . . . . . $245.00 VFD-A & VFD-B (9732-237-001) . . . . . . . . call Stack Dryer (9875-xxx-xxx) . . . . . . . . . $65.00 Coin Accumulator . . . . . . . . . . . . . . . . $55.00 Wascomat / Electrolux Inverters (MotorControl) All. . . . . . $245.00 471977101,105,115 . . . . . . . . . . . . . . . . . call Compass Control Assembly Gen. 6. $175.00 Selecta II Dryer PCB Assembly . . . . $175.00 Maytag Computers . . . . . . . . . . . . . . . . . . . . . $65.00 23004118 . . . . . . . . . . . . . . . . . . . . . . . . . call W10343020 . . . . . . . . . . . . . . . . . . . . . . . call 33001129 . . . . . . . . . . . . . . . . . . . . . . $85.00 ADC 137213, 137234, 137240 . . . . . . . . . . $65.00 137253,137274,137275 . . . . . . . . . . . . . . call Igniters (Fenwall only). . . . . . . . . . . . . . $30.00 Speed Queen / Huebsch Computers . . . . . . . . . . . . . . . . . . . . . $65.00 Motor Control . . . . . . . . . . . . . . . . . . . $95.00 IPSO 209/00440/70 (Micro 20). . . . . . . . . . $115.00 Volume Discounts • One-Year Warranty Free Return Shipping El - Tech, Inc. 26 West St. Colonia, NJ 07067 For Complete Price List Please Call: 908-510-6520 or visit us at www.eltechlab.com

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AC Power ........................................ 39

Laundry Concepts ............................37

American Switch ...............................47

Laundry Owners Warehouse ............15

BDS Laundry Systems .......................43

Metro Laundry Tech Corp. ..............47

Card Concepts ..................................21

Metropolitan Laundry Machinery ........31

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

HHC Electronic Service ................... 46

Speed Queen ...................................7, 9

Huebsch ...................................... 28-29

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NEWSMAKERS

(continued from page 44) a distributor of commercial, industrial, and vended laundry products, and a provider of laundry installation and routine maintenance services based in Denver.

Payment of the $4 million purchase price will be split between cash and shares of EnviroStar common stock.

Martin-Ray generated approximately $11.5 million in revenue for the 12 months ending March 31, EnviroStar says. The Colorado company distributes key brands, including Pellerin Milnor, Chicago Dryer Co. and Speed Queen.

EnviroStar says the acquisition—which the parties intended to close within 30 days of the announcement—will establish its presence in the Mountain States and provides a business unit from which to execute on future growth in the region.

Led by Jim Hohnstein, Bill Mann and Timm Mullen, MartinRay will operate as a wholly owned subsidiary of EVI under its current name, from its present locations, with its existing employees, and with the added benefit of operating under EVI’s entrepreneurial and growth-focused culture.

“Our acquisition pipeline remains strong and our expected addition of Martin-Ray represents another step towards achieving EVI’s long-term growth strategy to buy and build the largest commercial laundry distribution and service company in North America,” says Henry M. Nahmad, EVI chairman and CEO. STATEWIDE ORLANDO EXPANDS SERVICE TECH TEAM Statewide Laundry Equipment, a distributor with offices in Jacksonville, Tampa, Orlando and Miami, Fla., has added Virgil Davis to its Central Florida service technician team.

Davis, whom Statewide says has a strong professional tech repair background, is involved in all phases of field service calls, equipment installations, and occasionally working in the Statewide Orlando office parts department assisting customers.

He will participate in higher-level Speed Queen® certification training as part of an ongoing effort of Statewide’s investment in employee education and specialty training.

Virgil Davis “We’re excited Virgil has joined the Statewide team and we look forward to working with him,” says Jim Rogers, Statewide Laundry Equipment vice president.

EASTERN FUNDING ADDS INDUSTRY VET STONE TO SALES TEAM Industry veteran Kirk Stone has joined the sales team at Eastern Funding LLC, the company reports.

Stone has more than 20 years of experience in commercial laundry equipment lease and loan originations, and is skilled in cultivating new distributor relationships and maintaining those relationships over many years, Eastern Funding says.

Stone has extensive experience in coin- and card-operated 48

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laundries, as well as in the on-premise and multi-housing laundry sectors.

“Kirk is recognized throughout our industry as a true professional with a proven track record and impeccable reputation,” says Tony Regan, vice president of sales and marketing. “We are excited that he has joined our team. He’ll add insight and experience as we continue to secure Eastern Funding’s position as the leader in commercial lending.”

Kirk Stone Stone is based in Des Moines, Iowa.

AAXON LAUNDRY SYSTEMS WRAPS FIRST SERVICE SCHOOL OF YEAR Aaxon Laundry Systems, based in Ft. Lauderdale, Fla., wrapped its first service school of the year May 3 at its headquarters, the distributor reports.

Huebsch washer-extractors was the main topic of this school.

Laundry owners and service technicians in the South Florida area were invited to attend the morning-long event featuring hands-on demonstrations by Dale Simpson, Huebsch Southeast regional field service manager. Attendees took home certificates celebrating their service school completion.

“I’m happy to provide a fun, educational environment for laundry owners in the area to see the nitty-gritty of how their own equipment works,” says Frank P. D’Annunzio, Aaxon consultant.

“I’m looking forward to seeing everyone at the next school!”

To learn more about Aaxon’s free service schools featuring multimedia presentations and hands-on demonstrations, with meals included, visit www.aaxon.com/service-schools. The next school is scheduled for July 12.

LAUNDRY OWNERS WAREHOUSE DONATES DEXTER WASHER TO PET RESCUE ORGANIZATION The number of abandoned pets has been on the rise across the United States, and agencies like South Florida’s Abandoned Pet Rescue (APR) work diligently to provide the animals a safe home.

Laundry Owners Warehouse, a Dexter distributor based in Florida, recently donated a Dexter 200G Express Washer in support of the organization’s mission.

“It is a deeply concerning fact that while the population of animals across the country is declining, the number of abandoned pets is on the rise, and if it weren’t for the efforts of organizations like Abandoned Pet Rescue, the situation would be much graver,” says Joshua Prager, owner of Laundry Owners Warehouse.

The washer will assist APR in cleaning linens used in the care of the animals at its facility.

“We are grateful to Laundry Owners Warehouse for this wonderful gesture,” says Barrie Peterson, APR chairman of the board.

“Any assistance we receive goes a long way toward helping us fulfill our mission. I assure Josh and his team that we will make good use of the Dexter 200G Express Washer.”

ACO www.americancoinop.com

6/14/17 10:02 AM

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