When you say the word salesman to some people, they cringe. They think, a waste of my time, or I don’t want to be sold. These type of people will tend to look to avoid salesmen at any cost. I am no different, when I am at Home Depot to buy some supplies, my stomach turns when a sales associate looks lost in an aisle. I try so hard to avoid eye contact, but as I walk past they ask me, “What’s one thing you hate about your kitchen?” This is usually the point when I either pretend to not hear them and keep walking or explain to them that my entire house has been remodeled in the last few years and I love everything about it, thank you and have a nice day.
The problem in the car wash industry, is that car wash owners and managers are plagued on their door step with the same old tactics. There is always someone peddling something, and I can see how annoying it can be for a car wash owner. I once had a car wash owner say to me “another car wash chemical guy, how many of you *expletive* guys are there?” The reality of the situation is that us salesmen are just trying to get a foot in the door to show you what we are capable of. And truth be told but we hate the awkward conversation just as bad as you do.
So this would make you think that the catalog is the way to go, right? Typically, a catalog will offer a decent price, they are quite reliable on shipping and will have a little bit of support. You pay upfront for all charges as well as freight if applicable. For some people, this is a fine option, but you need to be very involved in what you do, as well as really know what you are doing. Are you buying based on barrel price or quality? Are you buying on CPC or do you even know what your CPC is? I can tell you from my experience, most owners do not, nor do they have the want to learn the fine tunings of the car wash.
This is when it pays to have someone who is really an expert in their craft, someone who knows application, as well as cost. This is what will set apart the good salesman from just a salesman, anyone can knock on your door and offer something less expensive, These guys are a dime a dozen in this industry. It is the guy who has the expertise and knowledge that will make your business more successful. A good salesman will focus on quality and consumer experience. They will know how to break down the cost per application, as well as be able to manipulate the equipment or make suggestions to increase productivity or decrease waste. The best thing that your salesman has to offer is the fact they are exposed to other washes around the area, sometimes around the country. They are in touch with industry trends and can help you to see opportunities that the catalog cannot.
The fact is, a good salesman is not actually a salesman at all, but more a business partner. A business partner that can help you make educated decisions and manage a specific function of your car wash, maybe the most important. A good salesman will have your business in mind, and help to make you successful for the opportunity to earn your business.