14% is dismal.
This implies CSA’s are just taking orders. However, low average is often associated with lower volume washes where market cannot support extra sales that drive up average per car revenues.
Lower volume wash = 57% good, 26% better, 17% best, average sales $7.25
High volume wash = 11% basic, 19% good, 28% better, 42% best, average sales over $10
Full-serve = 20% good, 50% better, 30% best, average sales almost $20
I often find same with in-bay.
Lower volume might average $7.25, higher volume $9.00 (30% good, 40% better, 40% best).
Consequently, a lot of thought needs to go into commission program.
For example, I use to work for an outfit that had a reputation for getting as deep as possible into customers pockets.
Because of the way the sales commission was structured to accommodate this strategy, CSA’s often made their day by 11AM or 12PM. Then they would stand around and take orders.
Here, the business becomes unbalanced. First, over-selling which overloads staff with work followed by under-selling and idle labor.
In both cases, the needs of customers are subordinated for sake of extra sales.