Whether you’re a new or seasoned car wash professional, you’re probably looking to increase your company or franchise’s profitability by growing your revenue. One way of doing this is to offer fleet programs to your customers.
Many car wash businesses aren’t utilizing these programs and are missing out on the benefits that come with them.
Not only can fleet accounts help you bring in extra revenue, but they can also help with customer retention and loyalty. After all, who doesn’t love subscription-based services that offer special incentives and benefits every month?
Whether you’re a newbie or a veteran in the field, one thing is for sure: Fleet car wash accounts can help your business succeed by giving you access to supply chain insights, warehouse automation and more.
What Are Fleet Accounts?
When a car wash business offers fleet car wash accounts, it has subscription-based agreements with vehicle fleets. Under these fleet account agreements, car wash businesses provide regular car washing services for customers who own and operate multiple vehicles, such as police departments, taxi services, rental fleets, car dealerships and limousine businesses.
To set up a fleet account, you’ll draft and sign a contract with a vehicle fleet operator. Usually, this agreement will lay out any discounts based on how many cars the operator is washing, how regularly they can get services at the agreed-upon price, and what services you’ll provide them.
Fleet accounts can provide your car wash business with a steady and reliable customer base while giving fleet operators special discounts and a trusted relationship for their car washing needs. Whether you’re a single car wash business owner who can connect with local businesses and organizations or have a bigger corporation with the potential to work with national accounts, having fleet accounts is likely to benefit your bottom line. Fleet accounts can also give you an opportunity to improve your services and become more efficient as you cater to a large and streamlined customer base.
Seeking Out Fleet Accounts for Your Car Wash
Fleet partnerships don’t just fall into a business owner’s lap. It’s up to you to seek these accounts out and make sure your fleet relationships are profitable.
To look for potential customers, do some research on organizations in your area or network that operate large numbers of vehicles. Identify which ones you can service based on your existing infrastructure and products — if your car wash bays are on the smaller side, you’ll have to rule out ambulance fleets, for example.
Then, develop a sales pitch to convince the operators you’ve identified to start a fleet account with you. Emphasize any benefits that your target audience can get from working with you, including what discounts and perks you’ll be offering, and show why you’re a good fit for them.
Seeking out fleet accounts can be a time-consuming process, and it often involves cold calling. The thought of being rejected can be anxiety-inducing, but the more you try, the more opportunities you have to improve your pitch and connect with new, high-volume customers.
Structuring Your Fleet Program Details
Below are a few considerations to make when structuring your fleet program so you can show its value to banks and your potential customers.
Optimize Your Car Wash Servicing, Operations, and Equipment
When planning out your fleet program details, you’ll need to provide pricing details so customers know what to expect. To do this, you should first estimate much it will cost you to provide regular, at-scale services, and whether you can save on operations and equipment costs to do so. You can figure out ways to optimize what you already have, such as investing in cheaper solutions or cutting back on optional equipment such as LED lighting and touchless systems.
However, don’t cut too many corners, as this can lead to issues down the road, such as faulty equipment.
Configure Your Service Fees and Pricing
Fleet accounts typically don’t have black-and-white pricing. Instead, they’re often divided into subscription-based tiers with different services. When deciding on your pricing structure, think about how much it will cost to provide different services, plus how much revenue you expect to bring in based on the frequency and volume of your fleet accounts’ washes.
Consider including basic, professional, and premium packages to cater to a wider audience. An example of a basic package can include two car washes per week, whereas premium services can include up to five car washes per week, plus polishing and drying.
Define Who Your Eligible Customers Are
To make sizeable margins from your fleet accounts, you’ll need to establish who is eligible for these programs. Typically, vehicle operators have a fleet when they have 10 or more vehicles, but you may alter this minimum number depending on your costs and services. For example, you could make customers who have 50 or more vehicles eligible for a higher level of discounts or customized services.
Clearly defining who your eligible customers are and what they’re entitled to receive can also help avoid confusion. Make sure your fleet account marketing and documentation clearly list who is eligible for what.
Offer Wash Passes and Service Priority
Offering wash passes and service priority with your fleet program can help build customer loyalty and improve your retention.
With wash passes, your customers can get a set number of washes per day, week, or month — usually at a discounted price. Service priority means that you prioritize fleet account customers, giving them an earlier time of service. This adds a lot of value for them, especially during high-traffic times, and can be a great way of convincing them to sign up and stay with you.
When customers receive certain benefits like these, they often feel valued and appreciated.
Include Complete Details in Your Service Contracts
Your service contracts for fleet accounts should be comprehensive, listing key details such as what services will be included in their subscription and when their payment will be due. Not only will this keep you out of legal trouble and help you avoid penalties or fines, but it’ll also help all parties involved understand what to expect out of the service agreement.
For example, you should state when you’ll process customers’ payments after they sign up. You should also include the agreed-upon payment method, such as credit card, check, or cash.
Additionally, make sure you list all of the services they’re eligible for so they don’t expect something their package doesn’t include. If you have more than one car wash business, you’ll also want to include location details so your customers know where they can get their cars washed. This is especially important if you haven’t implemented fleet services across all of your locations.
Get a Leg Up in the Car Wash Industry
Establishing yourself in a competitive field such as the car wash industry can be difficult. If this is your first time owning a business, you might be overwhelmed with all the information out there. Fortunately, you’re not in this alone. With National Carwash Solutions by your side, you can access everything you need, including cleaning chemicals, vacuum systems, tunnel car wash systems and more. We also offer a drive-through carwash specifically for the heavy-duty needs of fleets, called Fleet-X.
If you’re interested in learning more about stepping foot into the competitive field of car washes, consider taking our College of Clean courses, which will help you get started in creating a thriving business.
To learn more about our services, contact us today and let us help you build the car wash business of your dreams.
