Chicago ICA- thoughts on going

[robert roman]

“I think OEM's need to work more on providing solutions and support to meet operators' needs instead of attempting to create trends…..that works to tie operators to their brand rather than improve performance.”

I believe this happens much less today because companies that sell products that don’t perform don’t stay in business very long.

“I think more operators would invest in their wash if they saw an opportunity for real positive results from those investments.”

Perhaps its operators scared of investing rather than OEM's that have not identified a lot of the needs.

For example, mini-tunnel isn’t new, the idea of stuffing one inside a wand-bay is.

Of course, this isn’t a $45,000 touch-less clone with push-button pay station. Mini-tunnel like most technology is expensive. It also needs to be managed and marketed properly.

Forget the mini. Instead, install two best-in-class hybrid in-bays with touch screens. This gives near equivalent hourly capacity, quality and profit centers, unattended.

In some respects, it’s like cars.

You might win mpg contest with a 4-clyinder car but you are not going to win many races.

 

[rph9168]

I would have to disagree with this.

"Perhaps its operators scared of investing rather than OEM's that have not identified a lot of the needs."

I think many OEM's are trying to create the need and the trend toward their offerings rather than meet operator needs. Most have either eliminated or drastically cut back on field support and few offer other support like management tools or marketing help. An example of this is that many of the chemical companies are pushing injection systems that work only with their products or equipment companies that have cut back on their automatic programs in an attempt sell short or mini tunnels to replace them. Some will sell direct even where they have distribution and cut out their local distributor limiting or eliminating even local support. In my area there is a major chemical company that has four distributors and still will sell direct. Customer and manufacturer's loyalties are almost gone. I believe to certain extent that this is still "belly to belly" industry where the operator likes to have someone local service their needs. With all the cutbacks and lack of loyalties this is no longer the norm.

 

[robert roman]

“Most have either eliminated or drastically cut back on field support and few offer other support like management tools or marketing help.”

Cut backs are fact of life when there is less demand for a product.

It was Big Oil mainly that used to foot the bill for development of most management tools and marketing kits.

Big Oil is out, so is its money.

“An example of this is that many of the chemical companies are pushing injection systems that work only with their products….”

I see this as a company’s strategy to protect their intellectual property and brand identify.

“….or equipment companies that have cut back on their automatic programs in an attempt sell short or mini tunnels to replace them.”

New construction is slow, in-bay equipment spending is way down and there is significant underinvestment in existing sites.

What is selling is mostly express format. At smaller scale sites, this means in-bay to mini-tunnel conversion or in-bay express.

In either case, you are talking about a significant investment compared to the typical wand to touch-less conversion.

Of course, it’s like drag racing. There is no substitute for cubic inches.

“Some will sell direct even where they have distribution and cut out their local distributor limiting or eliminating even local support.”

Today, carwash equipment is sold mostly on the basis of price. So, I believe an advantage of selling direct is it gives the OEM control over the sales process including on-line.

I also believe it gives some companies a competitive advantage because it appears some manufacturers do not have sufficient resources or the expertise to sell direct.

“Customer and manufacturer's loyalties are almost gone.”

Is not gone, it’s just different because the free rides are gone.

If you are “mom and pop” wash, you have to be in the trenches to make money today.

The more substantial the wash, the more affordable are licensed professionals who know how to read blueprints and schematics.

 

[rph9168]

Chemical companies try to get operators to use their dispensing system to lock them in as customers - has nothing to do with brand identity. They feel it is a good way to keep competitors out and force their customers to use their products. It seldom if ever means better use cost or performance.

Field support and loyalty to the distributors go hand in hand. By selling direct manufacturers may be able to increase profitability but in the end the operator gets less local support and when they need a local distributor to help they pay more in the end.

As result of all this operators get less service.

 

[soapy]

i was wondering how the show was attended. After the last years show when the ICA basically told SS operators that they were not important anymore by offering nothing for us I decided I would no longer attend. Then going to Chicago just reinforced my decision. So was attendance up or down.

 

[Randy]

I got this from someone who was there. Their remark was “I wonder what Car Wash Show they went to it wasn’t the one I went to”

The Car Wash Show Wraps up a Successful Week in Chicago

http://www.businesswire.com/news/ho...ow-Wraps-Successful-Week-Chicago#.Uz10AVDn_qB

I guess it was OK the first day, Second Day Slow, Third day was like the old Soldiers home on Sunday morning.

 

[Uncle Sam]

Randy, Soapy, and All,

Just hang on to your pants for a few days. I just got back yesterday (the flight I was on out of Chicago was delayed two hours) , so I'm not too perky yet. A full report will be made for ShurVend in a couple of days in my User's group.

I went there not expecting too much because many of the forum people did not intend to go and because I don't like Chicago. I don't know any specific numbers about attendance for the 3 days, but the traffic was good for me the first two days. The third day is always a dog with nothing much but other exhibitors wondering around. The weather was better than expected with sunshine and 50-60 degrees. The McCormick Place exhibit hall is huge so everybody could get around without being crowded. Many people drove in from the mid-west that we never see in Vegas, so we had a whole new crowd to talk to. Anyhow, most of the exhibitors I talked to thought they had a good show and wrote some business which makes everybody happy. A full report in a few days since this thread is all about going to the show and not about what happened there.

Uncle Sam

 

[Earl Weiss]

Went on Monday only. Attended 2 Sessions. A. How to turn a location doing 20K cars a year into one that does 120K cars a year. (Short version - take a beatten down dog on a busy street with good size lot and great exposure and fix the appearance and equipment and make it a low price EE with free vacs. No need to do all improvements at once but plan for future upgrades as volume ramps up; and

B. Building state of the art facility by Tommy systems. Some nice ideas if you go from the ground up.

Show floor. Perhaps a smaller footprint for many exhibitors. Lets face it brushes still go round and round, and mitters the same or back and forth or front to back. Heard there was a reverse hung Van High Brush by Tommy but missed it.

Maybe keynotes were good but nothing I felt worth going back for on days 2-3.

Walk from the Parking lot was 1/2 mile to bulding entrance and another half mile from the entrance to the expo hall.

 

[CleanWD]

As a vendor this ICA show was the best show to date. Operators/Owners came ready and knew what they wanted. At first we were optimistic about the show being in IL and that the weather was going to be an issue. Another thing was the show was expensive for us, from freight to just food and parking. Can you believe parking for the hotel and show cost us over $600.00. You don't want to know how much we forked over for 10x20 and water, drainage and electric to run demos throughout the show. I think Vegas attracts a bigger crowd due to the fact that it gives the operator and vendors a place to play with free alcohol and a mini vacation, nothing wrong with that. Chicago brought in more local customers for some or most of the vendors that participated and those that were ready to purchase. For me I was able to put a face to the names of the customers I talk with over the phone and that is something i enjoy doing, finally meeting a customer.