American Coin-Op - February 2021

Is It Time to Retool?

I N S I D EI :N SJ IUDL EY: 2F 0E B0 R5 U A R Y 2 0 2 1 MAKING THE MOST OF DISTRIBUTOR RELATIONS

SUPPORTING YOUR WORKERS DURING THE PANDEMIC

EIGHT WAYS TO FIND THE BEST LAUNDROMAT FOR SALE

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CONTENTS FEBRUARY 2021 VOLUME 62 ISSUE 2

COVER STORY

IS IT TIME TO RETOOL? Your store looking a little worse for wear and your customer base thinning out a bit? It might be time to make over your laundry to capture greater volume and revenue.

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(Cover image: © HayDmitriy/Depositphotos)

INSIDE

COLUMNS

12 MAKING THE MOST OF DISTRIBUTOR RELATIONS Distributors can serve as a reliable source for equipment and parts but may also counsel store owners or investors on matters such as store site selection, demographics, lease negotiations, financing and much more.

24 SUPPORTING YOUR WORKFORCE

20 EIGHT WAYS TO FIND THE BEST LAUNDROMAT FOR SALE Columnist Paul Russo, retired after 40-plus years in the industry, wishes he had a dollar for each time he heard, “How can I find the best Laundromat for sale in my area?” There is more than one road to achieve this, writes Russo. In his column this month, he lists eight strategies for finding the best store, plus his criteria for properly valuing the properties you find.

IN A PANDEMIC ENVIRONMENT

Working during a pandemic means your laundry’s employees face a relentless stream of competing stress factors. The most helpful ways that employers can support a worker’s mental health at this time, according to Paychex, is by encouraging work-life balance and allowing for flexible schedules.

DEPARTMENTS 4 VIEWPOINT 26 NEWSMAKERS

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30 CLASSIFIEDS 31 AD INDEX

AMERICAN COIN-OP FEBRUARY 2021

DID YOU KNOW...

American Coin-Op releases a new podcast on a different topic of interest the last Wednesday of every month?

Give it a listen at AmericanCoinOp.com.

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

RETOOLING & RELATING

Bruce Beggs

The beginning of a new year is a natural period for a business owner to take stock of how things are going and to contemplate making some changes.

At this time, maybe you’ve noticed that your Laundromat is a little worse for wear and that your customer base has thinned out a bit. Is it time to retool?

Some answers to that multi-faceted question can be found beginning on Page 6 in this month’s cover feature titled — what else?

— “Is It Time to Retool?”

Reps from several equipment manufacturers tackle the topic and discuss identifying opportunities to make over existing stores to boost volume and revenue.

Elsewhere in this issue, our focus is on a relationship, specifically the one between a store owner and his/her distributor. At its most basic, a distributor is in the business of selling equipment, whereas the more veteran, full-service distributors can offer much, much more to the store owners and investors they serve.

Beginning on Page 12, “Making the Most of Distributor Relations” looks at building the store owner/distributor relationship and how distributors approach it; nearly a dozen contributed to my story. Communications channels and continuing to meet customer needs despite the pandemic are a couple of areas I examined.

And if you’re wondering what store owners think, you’ll also find results of this quarter’s “Your Views” survey on the topic.

Seems most laundry owners are happy with their distributors in general but their level of satisfaction during the pandemic isn’t as clear-cut.

Beyond those two main features, columnist Paul Russo describes how you can find the best Laundromat for sale, plus a CLA webinar featuring Paychex suggests how store owners can best support their workers in the continuing pandemic environment.

Have a good February, everyone.

Bruce Beggs Editorial Director

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AMERICAN COIN-OP FEBRUARY 2021

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

ADVISORY BOARD Douglas Pratt Sharon Sager Luke Williford

Tony Regan Michael Schantz Andy Wray

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POSTMASTER, Send changes of address and form 3579 to American Coin-Op, Subscription Dept., 440 Quadrangle Drive, Suite E, Bolingbrook, IL 60440. Volume 62, number 2. Editorial, executive and advertising offices are at 650 West Lake Street, Suite 320, 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, 2021. 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.

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IS IT TIME TO RETOOL? Y

our self-service laundry is looking a little worse for wear and your customer base is thinning out a bit. It might be time to make some changes in an attempt to capture (or recapture) market share and boost revenue.

You have a retool in mind. But is such a concept limited to equipment only or may it involve other aspects of your operation?

American Coin-Op invited several representatives from vended laundry equipment manufacturers to answer some questions about the nature of retooling projects and what operators stand to gain by making over their stores.

Q: When considering a retool, how might the following aspects of an existing store’s laundry equipment impact the decision?

• Equipment age and/or general condition Matt Conn, Senior Marketing & Product Development Manager, Whirlpool Corporation Commercial Laundry: Age and condition could impact an owner’s decision on which machines to repair or replace. An owner may have a wall of stack dryers that still function well but have washers that are showing their age. Maybe one or two washers have been upgraded over time and still have some service life remaining. This could affect an owner’s choice to retool.

Joe Purbaugh, Senior Direct Sales Specialist for Alliance Laundry Systems: This usually plays a key role in the decision to retool. Old equipment tends to require much more upkeep and repairs, costing the owner/operator thousands in repair costs and lost revenue due to downtime. With service technicians charging anywhere from $60 to $90 an hour, repair costs can add up quickly.

Tod Sorensen, Sales Manager – Western U.S., Continental Girbau: When your washers and dryers are aged-out or ineffective, it’s time to retool and differentiate your laundry from its competition, attract new self-service customers, increase the ability to process new commercial work, or ... take advantage of new tax law changes.

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AMERICAN COIN-OP FEBRUARY 2021

• Efficiency Purbaugh: This is another key component in the retool decisionmaking process. Older, mechanical timer machines use roughly 40% more in utilities than the new, efficient, inverter-driven machines. Inverter-driven motors tend to ramp up more smoothly, eliminating the amperage spikes that consume more electricity. More importantly, washer-extractors are also using much less water than their inefficient predecessors due to government restrictions on water consumption and Modified Energy Factors (MEF).

Sorensen: New equipment can greatly impact efficiency, especially when you replace top loads with front loads, or upgrade from hard-mount washers to soft-mount washers. Soft-mount washers are high-speed, freestanding machines capable of reaching extract speeds of 400-plus G-force. This matters because high-speed, softmount machines remove significantly more moisture from every laundry load. By removing more moisture, loads dry faster, which not only cuts overall laundry processing time, it reduces natural gas consumption and dryer wear-and-tear. … Another way to cut utility costs is by removing water-guzzling top-load washers in favor of water-efficient front-load machines.

Conn: This is the time to consider higher-G-force machines and how an owner might reposition the value proposition of her/his Laundromat. Investing in machines that extract more water will save customers time in the dryer. The concern here is always losing valuable vended dry minutes. The owner may want to consider the tradeoff of time savings versus the incremental revenue and the possibility of a reimagined store layout.

• Capacities Sorensen: Think big. A retool is the perfect time to offer big, 80- to 130-pound-capacity machines with automatic chemical injection. Our experience tells us that big washers are highly desired by customers and can help set your store apart from the competition.

The auto soap/detergent and softener injection simplifies life for customers, adds to your profit potential and helps keep your equipment clean.

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by Bruce Beggs, Editorial Director

www.americancoinop.com

(Photo: © HayDmitriy/Depositphotos)

Identifying opportunities to make over existing stores to capture greater volume and revenue

(Photo: © HayDmitriy/Depositphotos)

Q: How can one calculate if the retool of an existing store would make financial sense?

Gary Gauthier, National Sales Manager, Vended Laundries, Pellerin Milnor Corp.: Traditional return-on-investment analyses are needed to make smart choices. Suppliers are eager to provide store owners with costs for new machines and other improvements.

Determining the best way to pay for those upgrades is always a decision best made after a review of personal finances and store revenues.

Kevin Hietpas, Director of Sales, Dexter Laundry: From a purely financial standpoint, a well-done retool makes the most sense for an owner with a longer time horizon. That way, the owner has plenty of time to truly enjoy the fruits of their retool effort. If an owner even thinks their store needs a retool – it probably does, and if they aren’t ready to do it, they should sell the store and let the new owner get down to business.

Conn: There are calculators out there that are available to show what the impact of a retool could have on utilities and revenue.

Estimating impacts to store traffic can be harder to understand.

Your local distributor will be able to help with access to calculator tools, an understanding of local demographics and the competitive landscape for laundry services in your area.

(Photo: © iStock.com/Lafotoguy) 8

AMERICAN COIN-OP FEBRUARY 2021

Purbaugh: There are a number of replacement equipment calculators out there, and most are proprietary. They will show you how replacing your old, inefficient equipment with new, super-efficient, larger-capacity washers and tumble dryers will not only earn you more revenue but decrease your utilities and ... service calls. These factors combined can make your monthly finance payment on your new replacement equipment package, while putting a lot of extra money in your pocket. Plus, with accelerated depreciation on new capital equipment, the tax write-off will help you to keep most of those profits.

Sorensen: Cost of equipment installed; increase in vend prices; reduction in service and parts costs; reduction in utility costs; increase in customer turnover when busy; general appearance of laundry; value of promoting grand reopening or anniversary; and tax and depreciation benefits.

Q: How does financing a retool project differ from financing a new laundry, if at all?

Hietpas: For an owner who has taken time to develop banking/ financial relationships during their time in business, there should be more options for financing a retool than for financing a new laundry. A new laundry is a bit of an unknown for many banks, but an existing laundry has a track record to build on. Since equipment will likely be a significant part of the cost of the retool, owners will find lots of options for that aspect of their retool effort.

Gauthier: Financing a retool can be easier with the right lender.

New equipment is easily collateralized and funding approvals are usually prompt. Retools that focus more on building enhancements — particularly if the space is rented — have less appeal to lenders.

Q: How long might a retool take to complete and when is the best time to schedule it?

Purbaugh: A retool can take anywhere from 30 days to one year, depending on several factors. If building permits are required, you are going to have to apply for a permit with the city, which can take some time. If you need to change your electrical service, like switching from one-phase to three-phase service, this process can get stretched out by six to eight months, depending on how backed up the utility company is.

Sorensen: Timeline is directly dependent on project scope: Equipment only with no requirement for significant utility upgrades or bulkhead moves, three days to two weeks. Major modifications including utilities, moving walls and bulkheads depending on many trades hitting deadlines to prepare for new equipment may be 30 days or more.

Conn: The size of a retool affects your store’s downtime.

Bookending that downtime with clear information and service to your customers helps combat any lost revenue.

First, even a simple analysis of days with the most foot traffic and most profitable days can help give insight into scheduling a retool.

Second, preparing customers for the event can help them choose to use your store just before or after the retool and be aware that it’s a temporary situation.

Third, evaluating areas of the store for retool so that customers

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Conn: Owners must think through the value of smaller and larger machines and what the proper mix will be to support that location’s customer base. Larger capacities bring a higher vend but the owner should really look at how much value both he/she and the customer gets from those large machines.

Purbaugh: A retool should always include upgrading the capacities of the store’s washer and tumble dryer mix. A business needs to grow to survive. In vended laundry, growth is bolstered by incorporating larger-capacity machines into your store’s mix. The larger the capacity, the greater you set your store apart from your competitors and the more you can charge per vend.

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still have clear pathways to the functioning machines and spaces can help lessen the impact of the downtime. Finally, once the retool is complete, owners should celebrate it. Clear signage, pricing information and details on the machines’ capabilities and improvements all show customers a level of service and help get them using the newest machines quickly.

Gauthier: I like to target slow periods for big jobs. ... (Here at) Milnor, we just brought in some new sheet metal equipment into our plant. We did it around the holidays, knowing that interruptions to worker productivity would be minimized, and that we would have a buffer of time to accommodate any delays or unexpected problems. There’s nothing better than having workers – or vended laundry customers – return and see major upgrades in a short amount of time.

Hietpas: The timing to complete a retool could be just a few days or a matter of weeks – it all depends on the nature of the retool.

For retools involving the relocation of, or making room for, more larger-capacity equipment, the retool is likely to take longer due to the physical infrastructure needed for those machines. Most laundries try to avoid a complete shutdown for more than a few days, so they’ll schedule the downtime for their slowest days and will let customers know about the outage well in advance so they can plan accordingly.

Q: How might a retool impact a store’s vend pricing strategy?

Sorensen: If your equipment and offerings are unique, you can charge more than the average laundry. Do your homework and set your laundry apart.

Conn: When retooling a store, an owner should revisit his/her pricing strategy. With newer technologies, the owner may have the opportunity to shape pricing based on times of high and low demand for the store. Also, the owner will be able to test what happens with increased/decreased prices.

Gauthier: Customers are willing to spend more in an environment that is upgraded and shows respect for their business. We see it all the time – the best time to raise prices is when major improvements have been made.

Hietpas: It’s quite common to see a location increase prices after going through a retool. Customers get to enjoy doing their laundry in a nicer environment, and they understand that such investments cost money.

Purbaugh: Retooling your store should always command an increase in vend prices. Your customer base will be happy that you replaced your old equipment with new, larger, cleaner-looking machines and should be willing to spend a bit more to use them, especially if they feel like they are getting a larger load capacity and a better wash and dry.

Q: What marketing opportunities might a newly retooled store present?

Conn: Just like with a new store, a retool gives the owner an opportunity to create some awareness with a grand opening-type event. These events draw attention to a Laundromat and get new customers to come in and experience the value that the incremental 10

AMERICAN COIN-OP FEBRUARY 2021

investment in your store brings to them as customers.

Gauthier: Banners in the window are the biggest impact marketing tools that I’ve seen. They’re inexpensive and they still work, speaking directly to the people coming to the store. If you have a website promoting the laundry, a refreshed design on the web page along with new photos is a must.

Hietpas: The wide range of social media possibilities has made the world more and more visual. Advertising or social media posts promoting the great-looking results of your retool effort are a great way to reach current and potential customers and tell them about the exciting things you’re doing to deliver them a great experience.

The posts can be even more attention-getting if you can promote the addition of new larger-capacity equipment or a new payment capability to make their life easier or more convenient.

Purbaugh: The marketing opportunities are numerous when you have a newly retooled store. You can start with touting new, larger washers, or, if you retooled with 200-G-force washer-extractors, you can market high-extract washers or ultra-fast dry. You can also market special vend days … or even promote that the store is under new management and is a clean and safe environment. Don’t forget to tout the technology as well: greater cycle options, rewards programs, cashless payment, cutting-edge touchscreen controls, etc.

Q: Apart from upgrading equipment, what are some other ways that a laundry owner can “retool”?

Gauthier: I’m paid to help sell washers and dryers but I’ve also encouraged store owners to buy a lot of ancillary products. Sliding, automatic doors are a great facelift with a lot of functional value.

Seating areas and folding stations can be expensive but worth it.

Hietpas: Think about the customer experience your store is delivering and, if you were a customer, what you’d most want to see improved. If it’s lighting, fix it. If it’s potholes in the parking lot, fill them. If it’s water-stained ceiling tiles, replace them. If your store needs Wi-Fi, add it. Laundry owners can never forget that customers have choices, and smart businesspeople do everything possible to be their customers’ first choice.

Purbaugh: The best way to retool aside from adding new machines is to focus on the aesthetics of the store. New paint, new floor, upgraded ceiling tiles, flat-screen TV and even music can add to the welcoming feeling of your store. Comfortable and inviting seating also can be an important part of retooling “light.”

Sorensen: [One could consider] parking, windows, automatic door, drains, water supply, venting, combustion air, HVAC, bulkheads, aisle size, wash-dry-fold areas, automatic detergent/softener injection, sanitizing ozone/chemicals, payment system, etc.

Conn: New fixtures, lighting, seating, color schemes, flooring and even employees can be parts of a retool. It is really a time to take a hard look at what works for your Laundromat and decide which investments are going to drive a return. If you recently had a competitor open a store and take your business, now might be the chance to draw those customers back.

ACO Watch for additional “Time to Retool” content on AmericanCoinOp.com during the month of February! www.americancoinop.com

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MAKING THE MOST OF DISTRIBUTOR RELATIONS A LOOK AT HOW DISTRIBUTORS SERVE TODAY’S SELF-SERVICE LAUNDRY OWNERS AND POTENTIAL INVESTORS (Image licensed by Ingram Image)

by Bruce Beggs, Editorial Director

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AMERICAN COIN-OP FEBRUARY 2021

act as a consultant to our customers and guide them through the daunting process of opening a Laundromat,” says Karl Hinrichs, president of New York-based HK Laundry Equipment. “The biggest product we sell is information and our 54 years of company experience in building, owning and operating Laundromats.”

Andy Wray, sales manager for California-based ACE Commercial Laundry Equipment, counts “walking new customers through their first 30 days in business” among his company’s offerings.

“Being that friend when they’re going in blind hopefully helps,” he explains.

But we all know that the industry doesn’t sit still. Manufacturers design and build new products, laundry customers change the way they like to do things, and sometimes even a national emergency comes along to gum up the works of the well-oiled machine that is self-service laundry.

“Finding someone you trust in this business is extremely important,” says Brad Steinberg, co-president of California-based PWS – The Laundry Co., which says it’s the largest distributor of commercial laundry equipment and parts in the country, as well as a premier broker and developer of Laundromats. “They can be extremely valuable in offering store owners advice as well as keeping them up to date on new advancements in the business.”

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T

o quote retired American Coin-Op columnist Howard Scott, the business relationship that a self-service laundry owner has with his or her main laundry distributor is vital to their success. Besides the obvious benefit of being a reliable source for equipment and parts, full-service distributors may counsel owners on matters such as store site selection, demographics, lease negotiations, financing and much more.

Of course, it’s up to the laundry business owner to decide how deeply they want this relationship to go. They can limit the connection to just the “nuts and bolts,” using the distributor only when they need to buy parts or supplies, for example. Or, they can forge a more personal bond, even acquainting the distributor with aspects of their business plan and overall vision.

“We are here to help our customers as much or as little as they like, depending on their own personal needs,” says Joe Frankian, president of D&M Equipment, serving the Chicagoland area.

“Whether our customers, or new people looking to enter into the industry, need something as simple as a design layout or an equipment mix or something greater such as selecting the right location or analyzing demographics, we offer our years of expertise and credibility free of charge.”

“HK works on the consultative sales model, meaning that we

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What type(s) of service or help do you rely on from your distributor? (Check all that apply) STAYING CONNECTED So how do distributors reach or connect with current or potential customers about their product and service offerings?

“We use all social media platforms along with direct marketing,” says Craig Dakauskas, president/CEO of Florida-based CLEC. “We have one of the largest sales forces in the industry and we are out meeting with customers every day. Feet on the street still seems to work the best. We cold-call or blitz our territory daily.”

“We have extensive mail and email lists which we’ve built our-

SURVEY: MOST STORE OWNERS HAPPY WITH DISTRIBUTOR BUT SATISFACTION DURING PANDEMIC NOT AS CLEAR-CUT

M

ost self-service laundry owners polled in this quarter’s American Coin-Op “Your Views” survey are happy with their distributor, yet the share who think the same has worked hard to stay in contact and help them remain operational during the pandemic is far less.

Among owners who responded to the unscientific poll, 52.8% are “extremely happy” and 33.3% are “somewhat happy” with their distributor(s). Equal shares of 5.6% are “somewhat unhappy” or “extremely unhappy,” and the remaining 2.8% are “neither happy nor unhappy.”

When asked if they believe their distributor has worked diligently to stay in contact and to help them during the coronavirus pandemic, 58.3% of respondents replied yes and 41.7% said no.

Self-service laundry owners rely on distributors for a variety of things.

Most popular among respondents is parts ordering and requests (83.8%).

Maintenance/repairs (56.8%), equip-

ment leasing/financing (37.8%), store layout/design (32.4%) and pricing strategies (18.9%) are some others.

Roughly 19% of store owners take advantage of distributors offering assistance in areas such as demographics research, scouting new store locations and service schools.

More than 70% of respondents typically attend their distributor’s open house and/or service schools.

At these events, store owners most look forward to technical/operational advice (42.9%), deals or specials on equipment (25.7%) and networking opportunities (20%).

If the opportunity arose to change distributors, very few respondents would take advantage of it, according to the survey results. Roughly 39% would not make a change and another 25% doubt they would make a change.

On the other end of the spectrum, 8.3% would strongly consider a change and 5.6% would definitely make the change.

What type(s) of service or help do you rely on from your distributor? (Check all that apply) Equipment leasing/financing

37.8%

Maintenance/repairs

56.8%

Store layout/design

32.4%

Pricing strategies

18.9%

Parts ordering/requests

83.8%

Other

18.9%

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AMERICAN COIN-OP FEBRUARY 2021

Equipment leasing/financing

37.8%

Other

18.9%

selves over the years from customers, leads, etc.,” says Douglas 56.8% Coin Laundry Equipment, based in Maintenance/repairs Pratt, president of Gold Queens, N.Y. “As far32.4% as promotion goes, we still do direct mail, Store layout/design we are on social media, we shoot out email blasts, and we actually Pricing strategies call and text customers18.9% when we have an actual physical event we’d like people to attend in person.”

83.8% Parts ordering/requests “Laundry One provides a strong online presence,” says Mike (continued on page 18)

Do you believe your distributor has worked diligently to stay in contact and to help you remain operational during the pandemic?

The remaining 22.2% aren’t sure what they would do.

In closing, those taking the survey were invited to offer comments on how they utilize their distributor in operating their self-service laundry business. Here are some of the anonymous responses: • “[Your question about changing distributors] assumes that the pie has been cut into pieces and things are set in stone so I must use one of them. When a distributor pulls a bait and switch, I will never use or even talk to them after that!

You would think the big boys would figure this out.”

• “Most important to me is pricing on parts and equipment, and very fast shipping on parts.”

• “[Personnel at my distributor] are more like dear friends. With my husband in the hospital, they’ve offered to come over to help.”

• “He’s helping me do a layout on a large, new mat and put me in touch with someone to do the financing.”

• “I try to do all work myself but when I can’t get a machine going, I have to call for help. They usually play dumb on the phone and when they get there (at $100-plus

No 41.7%

Yes 58.3%

an hour from the time they leave town to me, even if he is going right by that day), he will check everything that I have checked after telling him what I have done.

Then he pulls a part out of his bag and gets the machine going, which I am glad to see, but that just cost me $300. Makes you think twice about calling. There goes my profit for that day.”

• “Helps in all aspects to make our laundries a success.”

• “If you have to rely on help from your distributor to keep your place going, you won’t make it.”

• “We have built two stores in 11 years with this distributor. They and the manufacturer, I feel, keep the operator’s interests in mind.”

American Coin-Op’s “Your Views” survey presents an unscientific snapshot of the trade audience’s viewpoints. Due to rounding, percentages may not add up to 100%.

Subscribers to American Coin-Op emails are invited to participate anonymously in the survey. The entire trade audience is encouraged to take part, as a greater number of responses helps to better define owner/operator opinACO ions and industry trends.

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(continued from page 14) Enz, an account manager for the Ohio-based distributor. “We understand that many potential customers do an online search for a local distributor to assist them in getting started. Email blasts and social media are important tools for us to reach existing customers.

Laundry One also advertises in trade magazines promoting upcoming service schools and open houses.”

“Since the pandemic, we have been dedicating more resources to reaching our customers online through our social media pages and advertisements,” D&M’s Frankian says. “We also advertise in magazines such as this one to show our existing customers and potential new ones that you can purchase parts directly through our website fast and easily for those looking for contactless options. We do several large mailings each year with any equipment, parts or financing offers or specials.” “(We use the) Internet, website, good ol’ sales calls, and our best is references from existing customers,” says John Curtis, owner of Michigan-based Curtis Equipment Co.

ADAPTING IN A COVID WORLD When the coronavirus pandemic was declared in early 2020, how many of us would have suspected that, nearly a year later, we’d still be asked to wear masks indoors and stay at least 6 feet away from others to prevent spreading the virus that causes COVID-19?

And so, commercial laundry distributors have adapted.

“It has caused every business to adapt their operations,” says Melissa Roberts, who works in sales for Southern Automatic Machinery Co. (SAMCO), based in Georgia. “We are asking customers to call in parts orders and pick them up at our dock to minimize people in the building. Our crews are wearing masks and keeping their distance as best as possible.”

“Yankee has worked very hard to make sure we do not dilute the experiences we give to customers when they are asking for our service, support or advice,” says Brendan Ristaino, sales manager for Yankee Equipment, based in New Hampshire. “We still want to meet with them in a safe manner. Not only do we follow all proper safety protocols, we strive to help store owners implement best practices in their Laundromats to make it a safer place for patrons.”

“Not only are we not visiting customers and potential customers without an appointment these days, we have had to make some operational changes,” says Steve Michalec, sales manager for vended laundry, The M&L Equipment Co., based in Ohio.

This includes allowing employees to work remotely, staggering remote and in-office shifts to limit interactions and space-sharing with co-workers, and upgrading all non-sales employees from desktops to laptops with VOIP phones, he adds.

“Other than the obvious mask wearing and social distancing, it has been business as usual,” says Laundry One’s Enz. “When the pandemic first started, we found our business slow due to the fact no one was leaving their homes, but once things started to open back up, business rebounded. We have had to be flexible with our installation and service schedule due to customer and employee quarantines.”

“We adapted by doing the virtual seminars, more direct marketing,” says CLEC’s Dakauskas. “Zoom and GoToMeetings took place more frequently. We also shifted to offering virtual service calls to assist with diagnosing service issues and, obviously, adopt18

AMERICAN COIN-OP FEBRUARY 2021

ed all CDC recommendations for face coverings, etc., on calls and service visits.”

EVENT PLANNING TAKES A TURN Distributors frequently plan and present annual or semiannual events like open houses, service schools or special sales to draw customers and prospects. Because of the pandemic, some companies postponed or discontinued in-person events while others made accommodations so they could continue in a safe fashion.

“We plan to get back to our open house in October 2021, assuming everyone is comfortable in traveling and gathering at that point,” says SAMCO’s Roberts. “We invite as many customers as possible and offer a catered lunch. We like to have fun and learn while we are doing it. There should be some exciting new things on the market by October.”

Gold Coin hosted its annual open house last October but with changes, Pratt explains: “We offered great discounts in parts and equipment but it was by appointment only. Walk-ins were permitted if social distancing space allowed and appointment slots were open at that time. 2020 was a five-day event; we are planning on this year’s show being three days in late September or mid-October.”

“We will be offering a bunch of webinars that will include service schools and other topics helpful for Laundromat owners,” says PWS’s Steinberg.

“We do not think it is prudent to (host an in-person event) during the pandemic,” Michalec says. “We haven’t conducted an open house or service school in a few years, as we find physical visits to coin laundries as a better way to directly connect with store owners.”

WEIGHING THE RISK AND REWARD Like any relationship, there can be risk. Extend yourself too much and you may get burned. Play things too close to the chest and you may miss profitable opportunities.

“There are dealers out there that pretend to be distributors but they don’t offer the same services in the long run,” Dakauskas warns, “so understanding the difference is one of the first decisions that has to be made.”

“The biggest mistake prospective Laundromat owners make is trying to do too much of the work themselves,” HK Laundry’s Hinrichs believes. “In this case, the ‘jack of all trades’ is his own worst enemy. It is much better to know nothing and rely on the professionals than to try to build the store yourself.”

“A good distributor is worth their weight in gold,” says SAMCO’s Roberts. “The distributor-owner relationship is one that will last a long time if nurtured and maintained.”

“In this day of distancing, box stores and avatars, our customers state it’s nice to put a name and face with the people you are doing business with,” says ACE’s Wray.

“It is very important to research and select a distributor that has experience in the industry, but I think the most important role of the distributor is to be your friend and adviser,” M&L’s Michalec says. “You need someone looking out for your best interests who is not afraid to tell you your idea isn’t a good one.”

“It is important that your customer understands that it is not just a single sale,” says Laundry One’s Enz. “Your relationship with a customer is a journey that continues to grow in both friendship and trust.”

ACO www.americancoinop.com

POINTERS FROM PAULIE B

EIGHT WAYS TO FIND THE BEST LAUNDROMAT FOR SALE

Paul Russo

wish I had a dollar (coin) for each time I heard, “How can I find the best Laundromat for sale in my area?” There is more than one road to achieve this.

First, you must ask, “Do I have enough money to buy and improve the best mat in my area?”

Undercapitalization is one of the main causes of business startup failures.

You also need to know what’s the best mat for you. A cheap, run-down mat is usually better for an experienced mat operator who knows how to raise it from the dead.

For a profitable mat that’s been earning great money for years, is in tip-top condition, sports new equipment, comes with the building, and has an owner who’s willing to train and partially finance, well, expect to pay a lot more.

Then there are the mats in between: nice, earning some income, but there may be some issues.

Really profitable mats rarely come up for sale. They’re passed from one family member to another, or someone with inside information may buy it before outsiders know the owner is selling.

If you can, try first to find mats for sale that include the building. Why be at the mercy of a landlord if you don’t have to be? Obviously, this requires more capital

(Photo: © Vadmary/Depositphotos) 20

AMERICAN COIN-OP FEBRUARY 2021

on your part.

Is the building even allowed to house a Laundromat?

Not all commercial buildings are zoned for it. You, your lawyer or your architect can do a search at your local building department to see if the structure meets the zoning requirements.

You also need to be sure there are no expensive problems with the building, so hire an inspector, just like you would when buying a house. For instance, are the proper utilities even available in the street? Are you allowed to tap into them, and is there enough capacity available for a laundry’s needs?

Most of the better locations are lease only. A local shopping center that includes “chore stores” such as a supermarket, dry cleaner, dollar store and a fast-food restaurant or two is preferable. Locating a mat in a shopping center that has mostly upscale stores may not be a good idea.

If you lease, you may be able to get a great deal for the original lease but some landlords may put the squeeze on when you need to renew or to sell.

Many times, a leased mat provides a cheaper entry into the business, but if you’re not thinking 15-20 years ahead, you may not be happy at renewal time.

When you eventually sell, make sure the lease is reasonably assignable to a new buyer! I was once caught in a big landlord squeeze at selling time. The landlord’s argument was that he would not transfer the lease to anyone who was inexperienced and didn’t already own a mat, but 90% of my buyers were newbies. It cost me many potential buyers and, of course, money. I was finally able to sell but never again would I allow that to happen!

I like to add language that reads something like this: “This lease is assignable (transferrable to a new buyer), and landlord’s consent shall not be unreasonably withheld.” A good lawyer who specializes in commercial real estate can help you.

Investigate the landlord’s reputation. Ask the other existing tenants for their pros and cons about them.

And if you have a good commercial real estate attorney to check a proposed lease for traps, you’ll make better decisions.

Keep in mind that a reputable laundry equipment distributor can be one of your best assets! They know the ropes, so to speak. You’ll just want to make sure the distributor you pick has your interests at heart,

▼

I

www.americancoinop.com

hoping that you will be successful enough to stay with him if/when you get to the point to open another mat in the future. To me, the distributor is just as important as the brand of equipment you pick, if not more.

There are some distributors who are just looking for a quick sale, so do your homework and vet them by talking to mat owners who use their equipment. If you’re wary of a car salesman who’s selling $35,000 cars, you can just imagine the temptations involved when a rep is selling laundry equipment for $300,000, especially if a newbie is asking for advice.

STRATEGIES FOR FINDING THE BEST STORE So let’s get into those basic strategies for finding the best mat: 1. Build a New Store This seems to work better for more experienced mat owners who can better discern if the target neighborhood really needs a new mat or not. Keep in mind that your new mat will be viewed as a “spoiler” by the other mats, most of which will come back hard at you to compete. If you don’t know anything about the business, you may have serious problems. Again, a great distributor can help you.

2. Buy a Healthy Store from a Qualified Seller Buy from someone who is sincerely retiring after many profitable years and has no new competition on the horizon. As bad as this sounds, a sale due to death or sickness, if true, could be a rare opportunity.

Make sure you really check out the area before you commit or sign, to make sure there will be no big, new mats built there in the near future; the mat for sale may be on the market because the seller knows there is fresh competition coming. Call or visit the building department to ask if any new permits have been issued for Laundromats in your target area.

Another tip is to simply drive around the neighborhood looking for vacant stores that could house a competing mat. Ask the neighboring businesses but don’t let on what you’re planning, lest you give someone else the idea.

If the seller is willing to issue promissory notes, i.e. a loan directly from seller to buyer, that may lower the risk a little. You give a down payment and the seller gets monthly payments from you. This lowers your initial cost. It may also show that the seller is confident in the health of his business, and confident in you, that you can keep the mat strong enough to make the payments. Seller also gets a decent interest rate.

The downside? If you don’t make the payments, the seller can repossess the mat minus your down payment! So if you do this, make sure you make the money down as little as possible.

You also want some language in the sale documents that allows you to pay off the notes ahead of time, if you wish, and a grace period if you miss a payment or two.

Beware a seller who lists a cheap price and demands a quick, cash sale. If it looks too good to be true, it probably is.

3. Buy a Rundown Dump of a Mat Cheaply and “Raise It from the Dead” Again, you want there to be no new recent competition nor any in the pipeline for the near future. This was my favorite scenario, because it’s very likely that the mat made money in the past. If the mat in question was run down due to bad management and not 22

AMERICAN COIN-OP FEBRUARY 2021

(Photo: © PinkBadger/Depositphotos)

because of a big, new competitor, you may have a diamond in the rough!

The seller is usually desperate to sell a money pit when you come along and save the seller (and the landlord). You can negotiate a nice, cheap price to buy, and also negotiate a better lease.

You still need a decent investment to accomplish this because after you buy the mat, you will surely need to install new equipment and remodel the place from the inside out.

This is the kind of mat that also requires a new storefront (one with automatic doors, I hope) and big, new signs. You must show the public that the “nightmare” mat is gone and something new and exciting is coming their way.

4. Ask the Local Laundromat Detergent Suppliers for Leads Ask the suppliers in your area (if there are any) if they know of a good mat for sale and leave them your contact info. They routinely interact with Laundromats on a weekly basis. Sometimes mat owners will ask them if they know anyone who is looking to buy when they start thinking about cashing in their chips.

5. Enlist the Aid of Business Brokers Utilizing brokers and online business sale sites wasn’t my cup of tea but you may think differently.

6. Check the “Business Opportunities” Section in Your Local Newspaper Consider also looking into ethnic newspapers, if your area has them. For instance, if your area has a lot of Chinese Laundromat owners, put an ad in the Chinese newspapers; they will translate your ad into their language.

From my experience, you get a lot of calls. Many are “tire kickers,” but some are serious and are financially prepared.

7. Drive the Areas You Like and Canvass the Laundromats I personally like this method. Walk in and simply ask if the mat is for sale. Leave your contact info whether it’s for sale or not. Be patient. Sooner or later, you may get a call.

8. Enlist the Help of Distributors Who Can Act as Brokers Like a detergent supplier, distributors usually have their ear to the ground in their market. But you need to vet them first. www.americancoinop.com

HOW TO VALUE A LAUNDROMAT Many mats end up being sold in the EBITDA range of three to five times the profit, but there are exceptions.

What is EBITDA? It’s Earnings Before Interest, Taxes, Depreciation and Amortization.

You start with gross sales, then subtract the regular operating expenses, which are most of the expenses: rent, utilities, repairs, supplies, payroll, etc. Don’t include loan payments or taxes.

After deducting these expenses from the gross, you’re left with the net earnings (profits).

If the mat has equipment that’s less than 3 years old, a long lease that’s easily transferrable, steady income, and there are no new mats entering the trading area, the ratio could be as much as five to six times the net.

If there are red flags, it could go as low as one to two times the net, depending on just how “red” those flags are. A short lease with no options, or a new “mega” mat being under construction nearby are major red flags that would cause me to walk away.

Providing wash-dry-fold (WDF) service raises a mat’s value but not as much as a fully self-service mat doing the same numbers.

This is because WDF requires more work and attention on the owner’s part. There are more employees to manage, plus various problems come with the service because the mat is responsible for customer property.

www.americancoinop.com

If the mat offers pickup and delivery, its sale value in relation to the gross is even lower due to greater management needs.

Now, that’s not to say that you shouldn’t buy the mat! I ran WDF my entire career and did well with it. I know some owners who are making lots of money with pickup and delivery. There may even be some self-serve mats out there that can receive a boost by adding WDF, if you see that as appealing. However, I would not buy a losing mat thinking you can boost it solely by adding service work. All the other requirements must be there first, I believe.

And there are other considerations: Is visibility from the street good? Is the mat making a profit? How do you verify? Gas bills seem to be the most reliable source. A seller can cheat more easily on water or even electricity usage, but it’s not as easy to inflate a year’s worth of gas bills. Keep in mind that many mats have leaky washer water and drain valves that will inflate the water bill, throwing off any “utility formula” that uses utilities to determine income.

If you’re in the market for a store, I wish you luck with your search.

ACO Paul Russo owned and operated multiple Laundromats in New York City for more than 40 years before retiring in 2018. You’re welcome to direct any questions or comments for Russo to Editor Bruce Beggs at bbeggs@atmags.com.

FEBRUARY 2021

AMERICAN COIN-OP 23

e c r o f k r o t W n r e u m o n Y o r g i n v i t n r E o c p i p m u e S d n a P in a (Illustration: © artursz/Depositphotos)

I

t’s been nearly a year since the coronavirus pandemic was declared a national emergency and the term “COVID-19” became part of everyday conversation. No matter where your laundry is located, it’s no doubt been impacted in some fashion.

“Unfortunately, we don’t know how long the pandemic will go on but we do know that business owners and managers need to be prepared for this to be a marathon, not a sprint,” says Abby Schmidt, partnership development manager for Paychex.

The nationally known payroll services and human resources solutions firm presented a webinar for the Coin Laundry Association on supporting your workforce impacted by the pandemic.

A recent Paychex survey indicates 84% of business owners are “somewhat concerned” or “very concerned” about a second wave of COVID-19 infections.

The top five priorities for business owners managing through the pandemic have been managing the business as usual, managing customer relationships, reducing expenses, reopening their business, and revising their sales and marketing approach, Schmidt says.

(Editor’s note: There was a brief period at the beginning of the pandemic when laundries were included among businesses instructed to close temporarily in many parts of the country. But it didn’t take long—thanks to industry lobbying—for laundry businesses to be designated “essential” by authorities and thus allowed to remain in operation.)

“You all are deemed essential businesses and, also, your employees can’t work from home, so your experiences have been a little bit different than a lot of businesses,” says Schmidt.

She then polled attendees, asking what has been their most significant employee issue during the pandemic. More than 40% said “safety liability,” 32% said “reliability of staff” and 26% said 24

AMERICAN COIN-OP FEBRUARY 2021

“retention.” No one in the audience selected “eliminating staff” or “reducing staff salaries/benefits.”

Working during a pandemic means employees face a relentless stream of competing stress factors, including general uncertainty, changes to new norms (face covering, physical distancing, etc.), fears of unemployment or loss of job by spouse or partner, economic insecurity, school/child care closures, and isolation or loneliness.

All of these can impact an employee’s mental health. A Paychex survey of more than 1,000 employees found that 51% said their mental health had worsened or been impacted during the pandemic. On-site workers are more stressed (65% compared to 35% at home). One-third of respondents said they were having difficulty working at their typical level of productivity.

“The respondents believe the most helpful ways that employers can support their mental health is by encouraging work-life balance and allowing for flexible schedules,” Schmidt says. “Mental health is extremely important for employers, and it’s important to address year-round but especially now in the face of the pandemic.”

TIPS FOR MOTIVATING, RETAINING WORKERS Offering encouragement to employees and making themselves available to staff are among the best ways that managers can show their support during this time, says Cindy Sechrist, a human resources consultant for Paychex, citing one of its recent polls.

Sechrist offered five tips to motivate and retain employees: Demonstrate Your Commitment — Employees are generally more motivated when they feel a strong sense of support from their employer and they know where the business is heading.

“In these circumstances, it’s important to place value in your employees and believe that they have the ability to help your business move forward and achieve its goals,” Sechrist says. “Help www.americancoinop.com

them to understand how they can contribute every day and let them know what is expected of them.”

Solicit Employee Feedback and Act on Their Ideas — Perceptions of favoritism and/or lack of consideration for ideas can occur in some environments, especially family-run businesses that include non-family employees.

“By taking the time to listen, either in person or via surveys or feedback sessions, you can demonstrate that employees’ opinions and ideas do matter and can be worth implementing. Employees feel motivated when they believe that they’re part of what the company is doing rather than feeling that they get paid to do just what’s in their job description.”

Compensation Counts — Compensation is indeed a key motivational factor for employees, Sechrist says.

“We suggest that you design compensation strategies that have a variable component based on incentives and performance bonuses,” she adds. “Incentive compensation cost should be structured in a way where achievement of target results in both a win for the business and a win for the employee.”

Equally important is letting employees know that you’ll be delivering their paycheck on time and accurately.

Recognize Accomplishments — Employees may not respond favorably when you say, “Great job.” They might not even know what you’re referring to, Sechrist says.

“Instead, specify what they have done well, so they can continue to improve on that aspect (of their job).”

Celebrate Individual and Team Achievements — Let employees know that their personal and team efforts have contributed to the

growth of your company.

“The more they understand how meaningful their jobs are, the more motivated they’ll likely feel to keep up the good work,” Sechrist says. “Take time to formally celebrate the completion of a major project or initiative. Commend employees on their job milestones. Highlight promotions of individuals who’ve come up through the ranks. All of these activities reinforce the sense that we’re all in this together.”

BUSINESS CONTINUITY During a question-and-answer period at the end of the webinar, an attendee asked what they could do to build more flexibility and resiliency into their laundry business to counter a new wave of COVID-19 infections and word that new variants of the virus causing the disease are emerging.

“If you don’t have one already, I suggest that you create a business continuity plan,” says Schmidt. “This can forecast timelines and scenarios, if you have to do a full closure, possibly a partial closure. With each, you can identify staffing needs for those different situations.

“This would include determining if furloughs might be necessary, having employee communications in place to determine in advance the notices that might be required. You can also identify state unemployment compensation agencies and the dislocated worker units.”

Paychex is working to put together additional webinars to help familiarize clients like the CLA with the pandemic relief bill signed into law in December, including the availability of enhanced unemployment benefits and small-business loans.

ACO

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NEWSMAKERS Eastern is a distributor of commercial and vended laundry products and a provider of related installation and maintenance services supporting a diverse customer base in the New England region.

This acquisition is consistent with EVI’s strategy to build the largest and most dynamic sales and service team in each geographic market to promote its growing portfolio of products and to expand its service operations.

“We are pleased to welcome Eastern Laundry Systems to the EVI family,” says EVI Chairman and CEO Henry M. Nahmad. “We remain very active in our pursuit of additional acquisitions and strategic investments in other great businesses in our industry and in those industries that meet our financial and strategic criteria.”

The definitive purchase agreement to acquire substantially all of Eastern’s assets and certain liabilities is expected to close upon satisfaction of closing conditions.

When the transaction is complete, Eastern will become the 16th commercial laundry business that EVI has acquired since October 2016.

EVI INDUSTRIES TO ACQUIRE EASTERN LAUNDRY SYSTEMS Commercial laundry and drycleaning equipment distributor EVI Industries Inc., Miami, reports that it has taken steps to acquire Taunton, Massachusetts-based Baystate Business Ventures, doing business as Eastern Laundry Systems. Terms of the deal were not released.

PWS - THE LAUNDRY CO. CONTINUES STORE DEVELOPMENT Commercial laundry distributor PWS - The Laundry Co. reports it is developing five new store locations across California, with another two locations in final lease negotiations.

The new retail Laundromats will serve customers in Angels Camp, Citrus Heights, Modesto, Orange and Salinas, Calif.

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SPEED QUEEN ADDS LONG’S LAUNDRY EQUIPMENT TO NETWORK Commercial laundry equipment brand Speed Queen recently added Long’s Laundry Equipment to its commercial distribution network in Pennsylvania.

“I’m exceptionally confident that owner Eric Long and his staff will deliver great service to Speed Queen vended laundry customers,” says Kathryn Rowen, general manager of the Laundromat segment for Alliance Laundry Systems.

Long’s, started in 1978 by Duane Long, remains a family-owned business today with Duane’s eldest son, Eric, now operating the distributorship. The Wilkes Barre, Pa.-based business will serve Laundromat customers and new investors in Central and Eastern Pennsylvania (excluding Philadelphia).

Staff at Long’s possess a wealth of experience in owning and operating Laundromats, Speed Queen says. In addition, it is a full-service distributor, offering sales, installation and service of laundry equipment. A well-stocked parts department also ensures any Laundromat downtime is kept to a minimum.

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NEWSMAKERS Most of them will operate under the brand name SpinCycle Laundry Lounge. PWS is also close to finalizing deals in San Francisco and Long Beach.

Current market conditions—including an increasing number of renters; the availability of prime neighborhood retail real estate locations; increased flexibility by landlords, who often cover buildout costs; and entrepreneurial demand—favor the business type, says Brad Steinberg, co-president of PWS. “Laundromats are stable, consistent performers as operational businesses,” Steinberg adds. “They are COVID-resistant as an essential business, Amazon-resistant, and recession-resistant. These are all great locations.”

The new Laundromats range in square footage from 1,440 to 5,600. All leases are 10 years with multiple five-year options.

PWS builds retail Laundromats and typically sells them to independent operators.

senior positions in technology and industrial concerns. His experience in both commercial and technical areas and his solid know-how about providing technology solutions and value-added services qualify him to lead the response to the challenges raised by the Mexican market, the company adds.

Gordillo emphasizes that he is embarking Gordillo on this new stage in his career at the head of the company “with lots of enthusiasm and with the primary goal of turning the organization into the technology leader with the best rate of return on investment in the industry.”

The Girbau Group operates in more than 100 countries worldwide and has subsidiaries in Europe, North America, Latin America, Oceania and Asia.

GIRBAU NAMES GORDILLO GM OF MEXICO SUBSIDIARY Laundry equipment manufacturer Girbau recently appointed Ramiro Gordillo as general manager of the group’s subsidiary in Mexico.

The move strengthens its management team there in order to drive growth in the country and carry on developing in Latin America, Girbau says.

With over 20 years of professional experience, Gordillo has held

CALDWELL & GREGORY PARTNERS WITH WASHCO Caldwell & Gregory (C&G), a Richmond, Va.-based provider of value-based laundry service programs to the college, university and multi-housing markets, has entered into a partnership with Washco Laundry Equipment Inc. (WLE), a laundry service provider headquartered in Ft. Myers, Fla. Terms were not announced. (continued on page 32)

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Every FREE episode offers: • Topics of specific interest to self-service laundry owner/operators like you • Engaging industry-specific conversation with an expert • Business-building tips you won’t find anywhere else • Convenience of listening anytime, either online or downloading for later • Information and insight to get a leg up on competitors – give us a listen!

NEW!

Making the Best of Bad Reviews

Round-the-Clock Management

Dennis Diaz, president of digital marketing and technology firm Spynr, offers some tips for responding appropriately and promptly to online negativity from your laundry customers.

Sharon Sager, owner of the Sierra Madre (Calif.)

Laundry, describes her store’s 24/7 operation and talks about what’s needed to see that self-service laundries are running smoothly any time of the day.

Freshen Things Up

Commercial Account Strategies

With a little creative thought, laundry owners can utilize some inexpensive ways to improve their store and attract new customers. Brad Steinberg, co-president of distributor PWS - The Laundry Company, looks at the possibilities.

Joel Jorgensen, vice president of sales for Continental Girbau Inc., offers advice to Laundromat owners looking to build and grow a commercial customer base.

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FEBRUARY 2021 AMERICAN COIN-OP 31

NEWSMAKERS (continued from page 28) C&G has served the laundry market for over 30 years through a commitment of service to customers and a fulfilling work environment for employees.

The partnership allows WLE’s owner to retire while continuing to ensure exceptional service for WLE clients and an outstanding workplace for its employees, C&G says.

C&G President/CEO Bob Dinnie says that when he first met WLE owner John Mitchell, it was clear they shared a similar vision for success that included employees and customers as opposed to succeeding at their expense.

“When John shared he was looking for a like-minded partner that would allow him to retire with peace of mind, I knew we were the perfect fit,” Dinnie says. “John has built an amazing business with talented people and it will be a sincere honor to carry on their legacy of excellence.”

According to WLE’s website, the company was founded in 1958 and claims to have implemented more multi-housing laundry rooms in complexes than its Florida-based competitors.

HAPPYNEST NAMES DOLL CHIEF TECHNOLOGY OFFICER Technology-enabled laundry pickup and delivery service HappyNest Inc. has hired Bill Doll as its chief technology officer, the company reports.

Doll most recently served as senior vice president and chief technology officer at Ipswitch Inc. prior to its sale to Progress Software Inc. in May 2019.

He had served as an adviser to HappyNest the past 12 months. “(Co-founder) Geoff Fudge and I are thrilled to have Bill join the HappyNest management team full-time,” says HappyNest co-founder John MacKrell. “His experience in scaling software applications to meet the business needs of a high-growth company is critical to our future success.”

Besides his previous work at Ipswitch, Doll has co-founded multiple technology companies with successful acquisitions, and has been a mentor and adviser in the start-up community, HappyNest says.

“With over 30 years of experience as a technologist, Bill will lead the way in technology strategy, vision and innovation for many years,” adds MacKrell.

“I am excited to join HappyNest full-time to help lead the transformation toward a scalable platform providing an exceptional user experience and ease of use for anyone,” says Doll.

DANIELS EQUIPMENT HOSTS HYBRID PROFIT SYMPOSIUM Vended laundry owners from six New England states recently attended the first hybrid Daniels Equipment Co. Inc. Profit Symposium: “Next Steps Together.” The New Hamphire company’s show — focused on laundry sanitization and disinfection — blended online presentations and panel discussions with faceto-face vendor experiences and equipment discounts.

“Our goal was to reach customers and ensure they receive the critical information needed to thrive and succeed in today’s COVID-19-impacted market,” says Lisa Mahan, executive sales coordinator. “The content of the show targeted building owner profits, providing peace of mind to vended laundry customers, and 32

AMERICAN COIN-OP FEBRUARY 2021

the San-O3-Wash ozone solution.”

San-O3-Wash is a patent-pending system that works in concert with vended washers to control ozone injection and eradicate viruses and bacteria in laundry. “It differentiates Laundromats by ensuring both customer laundry and washers are sanitized,” says Mahan.

Show presenters included Brian Wallace, president of the Coin Laundry Association, and Craig Kronbeck, director of sales for Anderson Chemicals, along with a San-O3-Wash customer panel, including Art Jaeger, David Menz, Howard Lee and Adam Dixon.

A select group of vended laundry owners attend the “Laundromat Cleaning by Design” educational presentation hosted by Continental Girbau West and also featuring Anderson Chemical. (Photo: CG West) CG WEST PROMOTES ‘LAUNDROMAT CLEANING BY DESIGN’ Commercial laundry equipment distributor Continental Girbau West, based in Santa Fe Springs, Calif., recently hosted “Laundromat Cleaning by Design,” an educational presentation for vended laundry owners that focused on cleaning and disinfecting hard surfaces, choosing the right chemistry for wash-dry-fold processing, and automatic chemical injection.

“We invited a select group of vended laundry owners who operate full-service Laundromats to participate in the presentation with ample time for questions and answers,” says CG West Vice President Tod Sorensen. “The presentation separated fact from fiction and offered laundry owners clear-cut methods for ensuring proper cleaning and disinfection of hard surfaces and laundry loads.”

Duane Fritz, Anderson Chemical’s director of technology, discussed his company’s turnkey solution for delivering “simple, safe and effective” cleaning and disinfection. The INTEGRA Program® includes a complete line of cleaning and disinfection products, written procedures, facility checklists and dosing equipment.

Fritz says it “makes it simple for laundry owners to implement cleaning and disinfection so their customers and employees feel safe.”

Meanwhile, the presentation on Girbau’s Express Clean™ demonstrated how it automatically dispenses specially formulated detergents, brighteners and softeners into compatible washers to consistently produce quality cleaning results in less time.

Sorensen says both systems work to differentiate laundries from their competition and, when advertised, can help grow customer confidence in a store’s cleaning and disinfection protocols and boost vended laundry revenue.

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