Behind every clean, shiny, dry car is a partnership, not just a product 

by Dalton Craig, Territory Chemical Sales Manager-Southeast / Howco, Inc.

If you think your car wash chemical sales representative's job begins and ends when the drum hits your lot, it's time for a closer look. A great Howco rep brings something no catalog or e-commerce platform ever could:  boots-on-the-ground experience, real industry knowledge, and a genuine stake in how your wash performs every single day. 

I've unclogged foot valves, rebuilt injector sets, and watched thousands of cars roll through. When I spot something off in your wash tunnel, it's not a guess — it's experience. 

Experience you can lean on 

I didn't walk into the car wash industry from a classroom. With over a decade of hands-on experience — starting at the very bottom and working up through every role on site, including running a full-service wash for eight years — I have lived the daily grind you know all too well. My background is layered with expertise in maintenance, marketing, and chemistry, meaning my advice comes from someone who has stood where you're standing. 

What a site visit looks like 

Every month — at minimum — your Howco chemical rep is on-site. Most customers see us closer to twice a month, and it's never a surprise drop-in. You'll receive a call about a week out, followed by confirmation the day before, so nothing gets missed on either side. 

Once on-site, here's how a visit unfolds: 

Observe cars through the tunnel 

Every application is evaluated in real time — checking that chemistry is doing its job and that every car exits clean, shiny, and dry. 

Head to the back room 

Usages are reviewed, products are tested on-site, and every piece of hardware — from foot valves to injectors — is inspected and corrected if needed. 

Check inventory and place orders 

Stock levels are assessed and ordering is handled so you're never caught short. Self-serve tanks are cleaned as needed to keep product quality high. 

Debrief with the owner/operator 

Before leaving, any issues found and their resolutions are reviewed with you directly  — no guesswork, no surprises. 

Send a site visit report 

A full report, including a cost-per-car analysis, is emailed after every visit so you have a clear record for your service files. 

The benefits your wash receives 

• Hardware oversight 

Full coverage spans from foot valve to injector, so any issues are caught early before they become costly problems. 

• Cost-per-car analysis 

Regular reporting keeps chemical spend transparent and usage dialed in to protect your margins. 

• Package building 

Service menus and chemical packages are built to match your site's volume, equipment, and goals. 

• Marketing materials 

We offer signage and promotional materials that help you sell more on-site, backed by real industry marketing know-how. 

• Chemical upgrades 

When better products are available, you'll know about them — and only when it makes sense for your operation. 

• Zero product waste 

Current chemicals are moved to designated burn-off sites during any changeover so that nothing goes unused or wasted. 

Available when you need help — not just on visit day 

Between visits, your rep stays reachable. If something goes wrong, you're not left waiting until next month's scheduled stop. Issues are triaged over the phone first, so your rep knows exactly what to bring and what to expect before they even pull onto your lot. And if a supply emergency hits before the next scheduled delivery, Howco's team can step in to get chemicals to you fast. 

This kind of continuity — consistent communication, documented visits, and genuine follow-through — is what separates a chemical partner from a chemical vendor. 

Your wash deserves more than a delivery 

Ready to experience the Howco difference? Reach out and let's talk about what a real partnership looks like for your operation. 

Howco is a car wash distributor and development partner serving operators across equipment selection, site planning, chemical programming, and ongoing operational support since 1969. To learn more about how Howco can support your current or next car wash project and deliver Car Wash Success®, contact our team. You can also visit Howco.com for informative podcasts with Howco team members and more helpful articles.