Vacuum Selection Part I
By Drew Dressler

The Right Vac for the Right Site

Above and below: Today's vacuums offer more services, and are placed off to the side where customers can take their time.

It does seem as though there are a number of new options available in today's vacuums - all designed for the good of the operator and the benefit of the car wash consumer. Many of the original vacuums produced were controlled by an on-off switch and didn't make a single dime. Vacuum service was a convenience offered free of charge to the customer. We've come a long way since the days of the original round stainless steel vacuum with a flat dome top. Back in those days, who would've ever heard of adding a third motor? Over the last four decades, the auto vacuum has evolved into a stylish, revenue-producing car wash component with more options than its predecessors have.

The idea behind today's vacuums is to offer additional services that will generate more income per vend than the original, traditional vacuum. Many new car washes offer combination vacs and traditional vacs mounted on the same island, and some are installing all combo vacs at their locations. Traditionally, the vacs were placed at the entrance to the self-serve bays but because today's vacuums offer more services, they're placed off to the side or in a separate covered area where customers can take their time, detailing the inside of their cars without holding up the self-serve bay lines.

THE RIGHT VAC FOR THE RIGHT SITE

Deciding what's right for a specific site really depends on the location. The location demographics will most likely dictate what type of additional services an operator should offer and what type of payment acceptance is required. The location of vac islands and vac areas at existing washes may also determine types of services and payment options. Let's talk about the location demographics first.

Demographics

Right: Location demographics can help determine the type of combo vac best suited to your site.

What are the most common types of cars within the immediate trade area? Are there more new vehicles than older vehicles? The owner of a newer vehicle is more likely to keep the carpet and interior cleaner than the owner of an older vehicle would be. So you may want to consider a combination vac with shampoo service or a vac that offers all three services - vacuum, shampoo, and fragrance - if your location has more newer cars passing by.

What is the median income level of the households in your trade area? If it is categorized as mid- to upper-class, your existing or potential customers are likely to use their debit or credit card as payment, just for the convenience factor alone. You're also more likely to get additional revenue from those same customers using their debit card rather than cash to pay for services. So if there are newer cars in your trade area and a more upscale clientele, then having a combo vac with cashless payment capability makes perfect sense.

Vac Placement

Above and below: Today's vacuums offer more services, and are placed off to the side where customers can take their time.

Placement of the vacs should also be taken into consideration. It might not be very wise to place a vac with a dollar-bill validator in a dark spot on your lot or near the end of the lot near the street. You might not make as much money with the regular vac in a dark area, but you might keep more of the cash, so it is a good trade-off. Don't be discouraged if you think your location will not support the addition of a few combo vacs. Talk to your customers - they'll tell you if they are interested in these services and if they will pay for them. Don't forget about what your competitor is offering or not offering. You may be able to attract your competitor's customers with the additional services offered by the combo vacs.

DON'T OVERLOOK ROI

Considering what you will need to pay back the vacuum purchase is another important factor that should not be overlooked. If you are in an area that will not support the additional price you are charging for the vacuum, purchasing a vac with combo services might be too great a risk. Try raising the price of your vacuums for a few months before switching to a more powerful combo vac with additional services. This should tell you if you could justify the purchase.

In next month's issue of Auto Laundry News, we will discuss several features you'll want to take into account when making your vacuum selection. These include third-motor options, bill validators, and cashless-payment acceptance.

Drew Dressler, who has 14 years of experience in the car wash industry, is director of marketing and customer service for D & S Car Wash Equipment Co., a High Ridge, MO-based company that has been designing and building vacuums since 1972. You can visit D & S on the web at www.dscarwash.com.