General outline of car wash strategies. Please do not share outside of your organization.

1. Chief Seattle “You must teach your children that the ground beneath their feet is the ashes of your grandfathers. So that they will respect the land, tell your children that the earth is rich with the lives of our kin. Teach your children what we have taught our children, that the earth is our mother. Whatever befalls the earth befalls the sons of the earth. If men spit upon the ground, they spit upon themselves.”

2. The Suquamish Car Wash People of the clear salt water

4. 2.3 billion vehicles washed annually.

5. 10K to 40K Monthly Gross Revenue not uncommon (Depending on Site).

6. 70% to 80% Gross Margins (Unleveraged)

7. Home washing trend is headed down

8. Professional car washes are very eco-friendly

9. More vehicles than ever on the road

10. Can be a 24 hour profit center

11. No accounts receivable

14. Formal Site Survey

15. Competitive Analysis

16. Pro-Forma / Cash Flow Analysis

18. Household income

19. Housing density & growth

20. Kind of housing

21. Number of vehicles

22. Per household

23. Local businesses

25. Proximity to retail (Cluster Development)

26. Site Access

27. Stacking Space

28. Speed limit

29. Visibility

30. Competition (S.W.O.T.)

31. Access to utilities

32. Neighborhood

34. How many less than 1 mile?

35. How many less than 3 miles?

36. How many less than 5 miles (or 10+ miles if area is mainly rural)?

37. What kind of car washes are they?

38. Self-Serve

39. Tunnel

40. Express Exterior

41. Full Serve

42. Flex Serve

43. In-Bay Automatic

44. Touch free / Friction / Combination

46. Clean?

47. Well marketed?

48. User friendly?

49. What is the condition of the competition’s equipment?

50. New or well maintained?

51. Consistent maintenance problems?

53. Pro-Forma Analysis

54. Pro-Forma Analysis

55. Washing Attitudes What Are Customers Looking For? Quality of wash Less work Faster overall Convenient location Ease of use Cost Safety of vehicle’s exterior Value

57. In-Bay Automatic

58. Touch Free

59. Friction

60. Hybrid Touch Free / Friction

61. Combination In-Bay Automatic and Self-Serve

62. Tunnel / Conveyorized

63. Full Service

64. Flex Service

65. Exterior Only

66. Express Exterior

68. Self-Service Car Wash

70. Very low labor costs

71. 24 hour operation

72. Broadly based market

73. Small inventory

74. Minimal fixed costs

75. Expansion potential with addition of in-bay automatic(s)

76. Steady business in all weather & climates

78. National median of revenue per bay is roughly $1,455.00.

79. Over $2,000.00 on West Coast

80. In-bay automatic’s at self-serve locations have a national median revenue of $8,397.68.

81. About 50% of self-serve locations have at least one in-bay automatic

82. Additional revenue available from vacuums & vending.

83. National median monthly vacuum revenue: $221.87

84. National median Monthly vending revenue: $583.17

85. 51% of self-serve car washes do not have an additional profit centers such as: gas, c-store, lube, fast food or coin laundry.Source: 2007 Self-Serve Benchmarking Survey Report

87. Credit cards

88. 39.8% of locations accepting

89. Can increase revenues 15 to 60%

90. Bill acceptors

92. 4 Bay Self Serve = Approx. 13,500 Sq. Ft.

93. 6 Bay Self Serve = Approx. 17,500 Sq. Ft.

94. 8 Bay Self Serve = Approx. 21,500 Sq. Ft.

95. 4 Bay SS + 1 Auto = Approx. 15,500 Sq. Ft.

97. Short Learning Curve

98. Short Time to Positive Cash Flow (Usually 3 to 6 Months)

99. Little or No Employee Management

100. Requires a “C” location or better

101. Low Revenue Potential

103. In-Bay Automatic

106. 24 hour operation potential

107. 2.5 to 6.5 minutes per wash depending on wash package purchased. (Self-Serve typically averages 10 minutes per vehicle)

108. Ability to offer touch free, friction or combination of both, depending on market.

110. Purchases are impulse driven.

111. Operators washed an average of 19,947 vehicles.

112. Average daily street traffic count: 23,573

113. Median gross revenue per car $6.34.

114. IBA sites reported yearly profits:

115. 21% $50K to 100K

116. 14% $100K-150K

117. 9% $150K-200K

118. 12% $200K+ Source: 2007 In-Bay Benchmarking Survey Report

120. 2 Automatics = 14,000 Sq. Ft.

121. 2 Automatics + 2 SS = 18,000 Sq. Ft.

123. (800K-1.4MIL with land)

124. Short Learning Curve

125. Short Time to Positive Cash Flow

126. (Usually 3 to 6 Months)

127. Little or No Employee Management

128. Requires a “B” Location or Better

129. Low to Moderate Revenue Potential

131. Ability to generate more site revenue.

132. In-bay automatic’s produce higher revenue’s when coupled with other bays of car wash equipment.

133. Increased opportunities for marketing promotions.

136. Should be able to wash one car for every foot of conveyor length per hour.

137. Fastest growing business model

139. Full-Service Tunnel

141. Requires less land than other tunnel models.

142. Usually a shorter tunnel since most of work is done with employees.

143. Requires more labor (Entry Level Labor).

145. Extra services such as detailing, windshield repair, dent removal, lube service, and carpet cleaning are often available.

146. Customer does not stay in vehicle during the wash.

147. Usually has a waiting area or lobby with retail for customers. (i.e.: gift shop, coffee bar, news stand, etc…)

149. Long Learning Curve

150. Long Time to Positive Cash Flow (Usually 9 to 24 Months)

151. Difficult to Extreme Employee Management

152. Requires an “A” Location With Specific Characteristics

153. High to Extreme Revenue Potential

154. Moderate to Moderately High Throughput During High Demand Periods (Depends on Staff Efficiency).

159. Usually one employee prepping the vehicle and one collecting payment.

160. Lower price points.

161. Limited Wash Selection.

163. Moderate Learning Curve

164. Moderate Time to Positive Cash Flow

165. Moderate Employee Management

166. Requires a “B” Location or Better

167. Moderate to High Revenue Potential

177. Set-up for high volume (150+ cars per hour).

178. Promises short wait time. Never more than 5 minutes.

179. Limited Wash Selection.

181. Customers will often wash more often.

182. Employs advanced equipment technology in tunnel to avoid manual prep.

183. Less land required than flex serve but usually more than full serve due to designated vacuum area.

184. Common to have a base price of $3.00 to $5.00

186. Average exterior express tunnel has 4 or fewer employee’s

187. Minimal or no shrinkage do to fewer employees and pay stations. No lobby sales area as well.

188. Most often has free vacuum’s for use on the site.

189. Often has multiple gated pay stations.

191. Equipment Selection and Maintenance is Crucial

192. Moderate Learning Curve

193. Moderate Time to Positive Cash Flow (Usually 3 to 12 Months)

194. Some Employee Management

195. Requires a B+ Location or Better

196. Moderate to High Revenue Potential

198. Flex-Serve Tunnel

200. More employee’s required then express exterior wash.

201. Typically 6 to 10 employees.

202. Makes it more difficult for competition to come in.

203. More land required for the multiple stations required for both full & express service.

205. Typically no more than 30% of customers selecting the full serve option.

206. Full service portion should take no more than 15 minutes.

207. Hours of full service operation should be limited to control labor costs.

208. All vehicles go through with the customer in the vehicle.

209. Customers leave the vehicle after the wash for the rest of the services if they so choose.

211. Most Tunnels are built on 1 to 2 acres of land depending on business model.

213. Moderate to Long Learning Curve

214. Moderate to Long Time to Positive Cash Flow (Usually 6 to 18 Months)

215. Difficult Employee Management

216. Requires an “A” Location

217. Moderate to High Revenue Potential

219. In response, the 1980’s saw the rise in popularity of “Touch Free” washing and a parallel increase in the quality of car wash “soap” chemistry.

220. However, touch-free washes were more expensive to operate (more soap, more water) and required constant adjustment to provide proper cleaning.

221. Further, wash quality never equaled friction car washes and friction car washes remained the popular choice. However, touch-free car washes could clean smaller cracks and crevices better than friction units.

222. The introduction of cloth friction in the mid-1980’s allowed for safer friction cleaning than the nylon bristles, giving consumers a safer option. The main issue with cloth was that it was very heavy when wet and could cause vehicle damage.

223. The largest shift has come in the last five years with the development of closed cell foam which is very gentle on the vehicle and polishes as it cleans.

224. Recently, In-Bay Automatics and Tunnels now offer combination Touch-Free and Friction equipment to maximize the cleaning power of both techniques.

226. Consistently Produce a Clean, Dry, Shiny Car to Build Repeat Washers

227. Maximize throughput on High Demand Days (Sunny Weekends, Etc.)

228. Maximize R.O.I.

229. How much volume are you expecting at the site?

230. Current traffic counts

231. Future population growth

233. What is the size of the property?

234. What is the desired business model?

235. Self-Service

236. In-bay automatic

237. Self-Service / In-Bay Combination

238. Tunnel

239. Full Serve

240. Exterior

241. Express Exterior

242. Flex Serve

243. What is the market?

244. Touch Free

245. Friction

247. Surveyor

248. Architect

249. Engineer

250. Civil

251. Structural

252. Equipment / Supplies / Support

253. General Contractor

254. Attorney

255. Accountant

257. Everything is designed off the survey

258. Get a “topography” of streets, utilities, etc…

259. Schedule and complete pre-application meeting with appropriate jurisdiction.

260. Bring conceptual drawings to meetings.

261. Most requirements come out of this meeting.

263. If necessary can take up to one month

264. CUP (Conditional Use Permit)

265. If necessary can take up to 6 months to obtain

266. SEPA (Environmental Study)

267. If necessary can take a month or two

268. Traffic study may be required

270. Equipment Layout

271. Equipment Layout

273. Property requirements

274. Site dimensions?

275. Zoning?

276. Utilities?

277. Lot coverage requirements?

278. Set backs?

279. Storm water retention?

280. Signage restrictions?

281. Curb cuts?

283. Sewer tap fees?

284. Water reclaim?

285. Electrical requirements?

286. Cost to bring gas to site?

287. Fill for property required?

288. Curbs & sidewalks?

289. Landscaping requirements?

290. Signage requirements?

292. Winning Strategy + Welcoming facilities + High throughput equipment + Excellent wash quality + Value = Satisfied Customers = Repeat Customers

294. We are a Trusted Advocate for our Clients in the development and operation of their successful car wash business!

295. Team of the regions top independent car wash professionals

296. Broad and deep competency in successful car wash development and operation

298. On the 2009 Puget Sound Business Journal’s 100 fastest growing companies list

299. Consistently sought after to represent the leading manufacturers

300. 24/7 Tech Support

303. Eco Friendly Soft Touch / Touch-Free

304. Eco Friendly Touch-Free

305. Express Wash