Embrace the Value of Exploring and Networking With Your Competition

by David Martin, Equipment Sales Manager-Southeast / Howco, Inc.

Just as the old adage says that “a rising tide lifts all boats,” you’ll find that camaraderie among car wash competitors can benefit the participants and the industry as a whole.

Researching, visiting, and networking with your fellow car washers can provide valuable insights, broaden your industry circle, and even lead to opportunities for collaboration, ultimately strengthening your business. 

Moreover, you may quickly discover that your definition of efficiency, safety, employee training, lot and lobby appearance, and other operational components don’t always align with that of others. Whether you find the comparison encouraging or embarrassing for your current operation, it can be quite eye-opening and helpful.

Whether mystery shopping or arranging a hosted visit (I advise doing both, if possible), along with networking at industry events, the value of exploring and communicating with your competition is a worthy effort that may garner you the following benefits.

Expanded Knowledge and Innovation

• <strong>Sharing of industry trends</strong>: Compare notes about the ever-changing and evolving advancements in the car wash industry and what you have learned or experienced first-hand about these innovations. Competitors can serve as a sounding board to help you identify trends, tools, and technologies worth investing in for areas such as water efficiency or point-of-sale.

• <strong>Learn from successes and failures</strong>: By observing what works for your competitors and analyzing their missteps, you can adapt your strategies and avoid similar mistakes. This learning process can drive your own car wash company’s innovation. 

• <strong>Refine your value proposition</strong>: Observing how competitors package similar wash options or unlimited plans can help you define your unique strengths and focus on what makes your business stand out.

Opportunities for Collaboration

• <strong>Referrals and partnerships</strong>: This can involve connecting with competitors to identify trusted vendors for referrals and even banding together in a <a href="https://n1buyinggroup.com/">buying group</a> for added purchasing power.

• <strong>Best practices:  </strong>Discuss successful methods you’ve used to tackle mutual challenges, such as identifying and recruiting good employees or navigating local ordinances and inspectors.

Direct Competitive Analysis

• <strong>Assess their strategy</strong>: Gain a deeper understanding of your competitors' products, pricing, marketing, and customer service by visiting them in-person and/or observing their online presence. You can do a SWOT analysis (strengths, weaknesses, opportunities, and threats) to see how you stack up.

• <strong>Experience their offerings</strong>: Purchase several of your competitor's wash packages, visit their lobby and restrooms, and tactfully and respectfully engage with their employees to compare similar components to your own. You can even contact their customer service to see how they handle issues.

• <strong>Identify digital strategies and trends</strong>: Use online tools to see what technologies and marketing strategies your competitors are using. Monitor their website, social media presence/activities, and reviews. This can reveal local perceptions and buying trends and produce ideas for your own business. 

• <strong>Identify market gaps</strong>: Look for what your competitor is not doing well or areas where their service or results are lacking, and assess how you can, or already do, fill these gaps<strong>.</strong>

To gain the most from engaging with competitors, it is crucial to approach it with the right mindset and clear boundaries.

• <strong>Adopt a "giver's gain" mindset</strong>: Approach the relationship by offering value, support, and reciprocity rather than just focusing on what you can get. This builds trust and makes the relationship mutually beneficial. Consider The Beatles song lyric that states, “The love you take is equal to the love you make.”

• <strong>Be ethical and genuine</strong>: Conduct your research ethically, without resorting to tactics that may be deemed "spying." When networking, build a genuine connection based on mutual respect, and don't gossip with others in the industry about negative information you may have learned about a competitor.

• <strong>Establish boundaries</strong>: Know what information you can and cannot share. Some competitive data should be kept private, such as detailed sales figures or new product plans.

• <strong>Use multiple methods</strong>: Your car wash customers are a prime source of information. Ask them directly about local industry competitors they have used or considered and why they chose your wash.

• <strong>Car wash industry events </strong>such as trade shows/conventions, road shows, wash tours, golf tournaments, etc., are an excellent way to continually keep your finger on the pulse of the industry in general, including technological advancements, sales trends, marketing strategies, and new equipment and chemical products. Following are some industry associations and their popular events packed with knowledge and networking opportunities:

• <a href="https://www.carwash.org/"><strong>International Carwash Association</strong></a><strong> / </strong><a href="https://thecarwashshow.com/"><strong>The Car Wash Show</strong></a>
• <a href="https://nrccshow.com/"><strong>Northeast Regional Carwash Convention</strong></a>
• <a href="https://swcarwash.org/events/2026-convention-expo"><strong>Southwest Car Wash Association Convention &amp; Expo</strong></a>
• <a href="https://secwa.org/"><strong>Southeastern Car Wash Association</strong></a>

You’ll find it pays to keep a friendly eye on your competitors’ business practices and to embrace open communication about topics that can assist you both.