SPEAKER_00 0:14

Welcome to CCI Drivetime, the podcast for vended laundry distributors. I'm Steve with CCI, using your drive time to cover laundromat trends, payment systems, and practical topics you can use in the field. Today's episode, I spoke with Matt Simmons with Curbside Laundries. He's one of the founders of this wash and fold drop-off uh pickup and delivery uh product that has become very popular over the years. And we got to talk all kinds of industry-related uh ideas and thoughts, and he is just uh a ball of energy. He is really excited about delivering success to his customers. And as distributors, I think we do align ourselves with people that are focused on their customer success. And Matt is a great example of that. So without further ado, here is Matt Simmons. Matt, great to see you.

SPEAKER_01 1:10

Great to see you too. Yeah, thank you for having me on the podcast.

SPEAKER_00 1:13

Absolutely. My uh um uh I I've been excited to learn a little bit more. I know we've had some opportunity, I'm not gonna lie, we've we've had some time together, we've done some things together, but um, I have to say that I am a little ashamed that I need to know more about what curbside is doing. I know it from the perspective that the self-service kind of interacts with it and some of the laundry equipment. So I'm excited uh to not only share kind of uh you with the people that listen and and the distributors that we're hoping to educate, but for myself too, to kind of learn a little bit more about what's going on. But before we dive into that, um I'd I'd love for you just to kind of introduce yourself uh and just tell us a little bit about your company and kind of, you know, how did you get into this? And uh, you know, when did you start? I mean, just give us the the elevator pitch when someone says, What do you do?

SPEAKER_01 2:04

Right. Yeah, so we started off at we weren't looking to make software. So we do make software for laundromat owners, for wash and fold, and also pickup and delivery. And so we weren't looking to make software, it's just there's nothing on the market at the time. And so we've got a laundromat named Super Suds over in Long Beach, California. And we just took the Washingfold and grew it and grew it. It was doing $8,000 a month in the beginning. Now it's doing about $140,000 a month just in Washingtonfold, single location, uh $1.5 million a year, 2,000 pounds a day. And so we needed a system to manage this because there are point of sale systems that think about it, like a point of sale helps you take the money, right? And then the point of sale is a single point of time, but there's no business process management solution because Washingtonfold gets messy. Our customers had to find the laundry in the back room, and we knew as fast as we're growing, we were gonna start getting nailed on or hit with um negative reviews because if customers had to find their own laundry, that's not working. And and so we thought there had to be, you know, there's software for everything, right? So there wasn't anything. This is around 2015. Wow. Um, and and so then we introduced the the curbside laundry software at the clean show in Las Vegas 2017, and it's been nonstop growing since then. And I'd say our competitive differentiator is we're in the business, so we know how to help our clients make money, and we've got so many successful clients across the country. So it's been a real blessing. It's been a lot of fun.

SPEAKER_00 3:32

That's a that's that's amazing. I I love this um because our our story's not far off of that feeling like and then not that there weren't things in the market that kind of did what we thought, but there's you find the opportunity in the absence of uh or from a problem, you know. You in your case, it just wasn't there. I uh so you guys had never written any software before. So I've been guessing. So how how does uh I know it's you and your brother, you know, that that um that are running this. How do you just say, hey, let's write some software today? What is what is that, what does that look like? You found the need, but now how do you execute on that?

SPEAKER_01 4:10

Yeah, so my brother pulled me into the business because he's like, there's a huge opportunity here. I was busy real estate, I was doing my own thing. Okay. He was um just growing the business at Super Sud's phenomenally. And so we initially outsourced to Microsoft Development House. So it was like Primo, and so they did a really great job. And I'd say just over the past couple years, we brought the development in-house, which has been a real blessing because now I could just go right outside my door and say, hey, we need to do this, or let's and in like a five-minute, five-second conversation, we could you know help steer the boat better. And now we moved so we're more agile, so we got two-week sprints where every two weeks, I mean, we're the SuperSuts is really managing itself. We got a manager there, it's doing its thing, and and so we're 100% in on the software side of things. So we're doing two, we do two-week deployments, and we are we're in it.

SPEAKER_00 5:02

Wow. So not only did you figure out that you how to write software, but you decided to just adopt the full like methodology of all the the best software companies too, running in a in a in an environment of of frequent releases, and uh, and that that's that's awesome, yeah. Um, I love it too, and again, I know a little more about you than most that you guys are kind of family, you're a family, and I know your folks uh were in the they it was their laundry, I'm assuming. That's that's kind of what I understand. And and then um, you know, Aaron, your brother, uh uh came in, and then you came in as well, and collectively, through this kind of family experience, developed curbside laundries uh and and the software that goes along with that. Um before I and I was I'd like I'd love to know what what it's been like for you to work alongside your family. Uh because I I'm also uh a family business, and my son joined us eight months ago. And you know, I've worked with my dad and my brother and my sister for many years. And I'd love to know when I have another family operator, you know, or family business operator, what your experience has been.

SPEAKER_01 6:07

Yeah, so I think the number one thing is harmony. You know, that that's the most important. And I'd say when there's not harmony, it's usually because we're so passionate about, and neither one of us is wrong. It's just two different approaches, two different priorities, and then we find like our best decisions are actually when it comes hardest, you know, and sometimes, you know, there should have been like some hard, you know, conversations and that that might not have happened, but it's actually better when we do have those conversations because neither one of us is wrong. We b both have the right, you know, motives. We want to grow the company, we want to help our clients, and I'd say um, yeah, and we get along really well. I think we're having a lot of people.

SPEAKER_00 6:46

You guys have common goals. You may have different approach methods or other things like that, but you have the same goal. And I would agree with that as well. You know, it's like the nice thing about this is just that we're all working towards the same end result, and we're just trying to figure out the best way to get there without tearing each other's hair out sometimes, right? Right. Yeah, same goal. That's the that's the number one. Actually, that's the lining force.

SPEAKER_01 7:11

And in a lot of times when we're discussing something, it's like, okay, what is our goal? And even with software development, that's an important question to ask. We're working on some feature, and it's like, wait, why are we developing this feature? And then we realize, you know what, this would be a better approach. This is a better solution. So you always have to know the why. So so that way the features that get rolled out are not just sitting there, they actually accomplish the they solve a problem.

SPEAKER_00 7:33

If they solve whatever we were trying to, not just to do it for no reason, but that there was something there. Um you know, it it's interesting because um I feel like one of the things that I noticed about you, because you're you're very um vocal online and you are really good at producing content and sharing um the successes that you you have been able to assist. And one of the things that I really like about the about the way you've kind of approached this, and I'll just call it from a marketing system, my marketing position, is that you're you're you really lean in on the success that you guys have been able to contribute. And I I can tell by the way you speak to your customers how much joy it has brought you, the fact that they can attribute these things to something that you've worked so hard at. And at what point did you decide, hey, this is this is how we're gonna sell more systems? Again, we're a we're a dist this is a distributor-focused kind of podcast. How did you make the decision that says I'm gonna lean hard into I'm gonna say it's testimonial, but it's way better than testimonial because you you talk to them and and and just tell me a little bit about how you came to that.

SPEAKER_01 8:45

Yeah, and you're right. It's the number one thing is authenticity because these are interviews, they're not faking and it's not overproduced videos, it's success stories. That's right. But initially, when we were rolling out the software, we actually leaned hard on super sud success, you know, and people were just your own.

SPEAKER_00 9:01

Yeah, your loan. Yeah, yeah.

SPEAKER_01 9:03

And people were just shocked that you can make that much money in Wash and Fold. And the secret is pickup and delivery because if we were just doing in-store wash and fold, our business would be down. But because just from 2017, but because we're doing pickup and delivery, our business has grown by 11 times. So it just, and as soon as we allowed customers to schedule their own pickups and their own deliveries, and it just made things easier. Our our number of orders went up by 30% almost overnight just because they didn't have a call in. So it's so important to have software. And and that being said, so at first we relied on our own success, now we rely on our client success. And something interesting is you know, so you know, there's a lot of people doing pickup and delivery out there, but then our own clients, they don't care so much when somebody else opens up, you know, using some other software. But there's a mystique with curbside laundries because they go, they'll call us up and say, oh, somebody just opened up, they're using curbside. You know, they'd be doing pickup and delivery anyways, but they feel like not threatened, but like they feel like, well, this is serious competition. And the reason being is we provide so much support, we got workshops, we teach our clients the business, uh, we teach them how to do it because you know, software is one part of it, but we focus on the entire puzzle to make sure they've got all the pieces in place to be successful. And one thing we tell them, even if there's competition, competition's good, you know, because it builds awareness. And then we also give them strategies that they call, or we also have customer success agents who are proactive. Um, we also, there's always a million things you could do to make your business shine. And we'll tell them, and it's really up to them to implement.

SPEAKER_00 10:38

Yeah, and I think a great example of that is I know you guys are hosting uh a big event. Uh it's coming up here, it's the end of the month. We're not, you know, we're getting up to it here. I know you're you're probably thinking hard about your curbside uh conference. Um I'm I don't know if that's is that the name of it, I think it's Curbside Laundries uh tell me what it's called.

SPEAKER_01 10:56

Yeah, it's a Curbside 2026. So that's it.

SPEAKER_00 10:59

Okay, great.

SPEAKER_01 11:00

Yeah, once every two years. And and so it's an offside off of the clean show. Um, and we're expecting like about 200 people. We've got about 18 vendors. Uh a lot of people have said this is the best conference they've been to because and one of the reasons we've been able to hand select industry speakers who we know are successful, bringing their secret sauce, and they're not just saying, look at me, they're teaching people we've gone over their speeches and making them better and better and providing collaboration. And so they're teaching people what it takes and what nuggets to implement at your own business to be successful. And so that's at curbside laundries.com forward slash conference. And then, you know, they could use the promo code Elevate to, you know, save a hundred bucks. Oh, but it's um it's gonna be great.

SPEAKER_00 11:44

And the and what I love about the fact that you're doing that, and I can tell you, my we've been in business for 26 years and we've never had a conference, and I and I and I I can't tell how many times I've thought about doing it, but the the amount of work that goes into planning, and I don't have to tell you as your as your eyebrows raise when I say it, it is immense. And so I give you a lot of credit for committing to it because as another software company, you know, that it's been developing software for a long time, and I think this is maybe where you've come to this conclusion. You correct me if I'm wrong, is we'd build all of this functionality, and we've we've we think we've built this secret sauce, as you keep kind of referring to, and it starts to really become a big animal. But it can be a bit daunting on somebody who decides that they want to get into pick up and delivery, wash and fold that whole layer, and add that, is that like we need to help them learn how to use the tools that they've had. I mean, we have we have a product called CMS, it's kind of like that. It's a marketing type-esque service that helps them leverage their product they already bought. It's there to help them use it better. And I see this as exactly that. You can have other users of your product share their experiences, and and very likely your customers that are attending are learning about stuff what the software can do. They may not have even realize that it's that it could do when they bought it. Um, and I love this idea. So congratulations on that. So that's what what was the dates on that again?

SPEAKER_01 13:10

So the conference, it's June 24th to 20 to 26th. So yeah, and pretty much Thursday and Friday is the um main days.

SPEAKER_00 13:19

The venue is not so bad either. Southern California for those uh that uh that want to visit Southern California. I know we are gonna be there as a vendor or CCI. Um and maybe this is a great time to kind of talk a little bit about the fact that we CCI and Curbsides have have kind of worked together in in the last year or so, certainly since the last clean show, um, to try to bring our products a little closer so that our collective customers um um can get more out of our products, right? And um, I love this idea that um uh laundroman owners can select their uh their their over-the-counter solutions or pickup and delivery solutions and then choose their payment solutions still, and but yet get that same kind of integration that you might get if you choose a single ecosystem, but you get to choose the best of both worlds. I'm curious your thoughts on on how that's all come together.

SPEAKER_01 14:13

Okay, there's so much to unpack there. So, one of our speakers, so number one, we're huge fans of FlexRF and CCI. I mean, we're using it at our own laundromat, so you know, I'm not just saying it, you know, we feel it's the best payment system out there. And, you know, something that's sometimes undervalued as well is the customer experience, you know, because we're all into data and the spreadsheets and all that stuff. But if you look at a laundromat using CCI and the Flex, just a beautiful interface, full color, the display, that's what the customers see. And that's that experience versus like a dot matrix screen, it gives a different experience. So that's something I think people really need to also pay attention to. Um but yeah, and our revenue went up as soon as we implemented it. And then I love that you guys are open for the integration and have really pursued that seamless integration. And you guys have done a great job on that, the best. Um, so we're one of our speakers unsolicited laundromat money, Carlos Ochoa.

unknown 15:09

Okay.

SPEAKER_01 15:09

So he's got like millions of viewers on TikTok. He's actually talking about the beautiful integration with the machine setup and the machine starts. And he's saving so much time and money because the attendants used to have to do like do double data entry. They'd have to use the payment system to you know start. Then you got this wash and fold software, and now it's all connected together. And so he's able to one, he figured out he saves like one day a year in time just by saving all that time for attendance. And and because now they just do it once, the information's more accurate. So I I maybe speaking like ahead of let me just set the table. I kind of jumped ahead. The integration that this was like the holy grill of integrations, right? The from the Washington Fold software, the attendant says, I'm working on this order, I want to start machines two and three, start, and they start the CCI enhanced machines, just like that. And so the attendants love it because they go tap, tap, start. And the I love it as a laundry owner because then we know that on these orders they use these two machines. So everything is fully accounted for. And we found out that one of our attendants, I mean, it wasn't you know, stealing or anything like that, but she was using these huge wash machines, and we're like, why are you using that for these small orders? And she goes, Oh, yeah, oh it's because it's closest to my folding station. You know, and and that's so we were able to like fix that lower utility costs, and yeah, and you know, without before we had CCI, we had we have a nighttime shift because we're doing laundry all day, and then at nighttime we closed the doors to the public, we're doing laundry all night, seven people, and then uh five to seven, and then they they uh open up in the morning. So we came by one evening and the attendants were bringing laundry into the laundromat, and it wasn't our laundry, you know. So that type of stuff now is before we had CCI, before we had controls in place, and now we are able to be absentee owners and things are managed better.

SPEAKER_00 17:08

Yeah. Well, that's amazing. Yeah, I know you know it's actually a few years coming that we've been kind of trying to figure out the best way to connect with you, you know what I mean? And we really listened hard to the kinds of things you wanted to do and the way your software works and built, you know, our our our prolink feature to um to basically give you uh the the flexibility to implement it in in a way. And I and I'm I'm excited to hear more about um you know the talk and and uh that that you guys are gonna have down there and and learn from those experiences. But I I love the energy uh that the stories that you've been able to share. Um, you know, I think uh uh what's important to me is that customers uh not only use uh buy our products, of course we want to do it, but that they're successful with them. And so, you know, I think that this is a good opportunity um with your conference is to get a uh get both. They can come and see CCI, we'll have a table there, and they can come and take a look and see what we're doing, and they can listen to people in first hand who've connected the dots and have put everything together. So yeah, no, that's it's been a great relationship so far, and I know there'll be more to come as we think of things that we can do to help um our collective store owners be more successful. Um talk a little bit about you know this idea of you know, you know, we all have competitors, I've got lots of competitors, you have plenty of competitors out there. How do you differentiate yourself from the other similar solutions out there?

SPEAKER_01 18:41

Yeah, so I'd say that number one is we're in the business. And and so we're um yeah, and I've had pretty much all the leadership, or not all the leadership, but like top, you know, from CEO to to all the way to like this different C positions come up to me at different conferences and say, they'll watch my YouTube videos. Yeah, so that's at youtube.com forward slash curbside laundries, and they'll watch my YouTube videos for an education. And and they've learned they oh thank you. I've learned so much about the industry from that. And you know, and I kind of see it as like you could do a carbon copy of a carbon copy and you get what you get, or you could go with the original innovators who are focused on, you know, our number one focus on is helping our clients make money. Make it that simple. Yeah, that's it. That's why we're here. And so we're you know, there's so many different, and everybody has like a different roadblock in a sense. You might be in a rural area, you might be, there might be commercial opportunities, there may be tons of competition, or even worse, no competition, so nobody knows about it. These are all different problems, and those are just you know one you know example. But the point is, is everybody has a different nut to crack. And we've got so much experience where you know, when they're talking to us, I mean, we'll sometimes say, yeah, you can't talk to the other software companies about stuff like this, and they're like, Yeah, you're right. So that's where we really come in. I mean, we've got great software running, helping a lot of people do very, very well. For example, on our Facebook uh uh page, we have a private one just for clients. Um uh Chris Stark from over in Atlanta, he posted this, he showed a picture of his two laundry vans filled with laundry, and he goes, This is not a flex. This is a result of following the curbside laundry's methodology. You do what they tell you and you'll be successful. And then somebody else, Nick, you know, over in um Seattle, he goes, I agree. And he showed a picture of all his laundry. And you know, other people may be nerded out about laundry, but you know, laundry owners that they see bags of money. So that's what we're all about.

SPEAKER_00 20:35

Oh, that that's that's awesome. And and I love the fact that your energy is being kind of trained, it's being kind of passed on to your customers and they want to share their success as much as you want to share their success. That just what that just means they're making money, right? And so they and they and they want to kind of pay it forward a little bit and say this works, you know, these are these are opportunities. Um, and and I love the conference. I think it's it's exactly what they're so uh you know, I mentioned you know, before we started that, you know, we're we're we're a dis I'm a just this is a distributor kind of focused podcast. Um and so what I've been kind of promoting fairly recently is I've really been recognizing that distribution and the and and is really somewhat of a loot is and the art is kind of fading a little bit. There's a lot of consolidation, the manufacturers are are doing things to kind of buy up distribution in markets, but but there is still a really strong need for good distribution in all the markets, you know, that we serve across the country. And so, you know, I know that you guys have not, you know, historically really sold through distribution, and that this is not a criticism of that, but I'm curious if you can kind of share, you know, but here's my point is that what you offer is really valuable to a distributor because it it it rounds the the project out. You know, uh anybody doing a performa for a new location or doing a refit on an existing store is likely going. To put a line item in there for some kind of full service, you know, whether it's wash and fold, pickup and delivery. And that's where you guys come in. So even if it's not directly available through distribution, knowing about you, knowing about your product and how you can help ensure that there's at least some success on that layer of it is going to somehow kind of feed back into the distributor that maybe pointed in that direction. And so I'd love to hear a little bit about your thoughts about distribution and maybe anything that you may be doing to kind of support that effort.

SPEAKER_01 22:33

Yeah, great question. So we yeah, we've got a distributor close by who on all their new build-outs, they add curbside as a quote line item. And and the reason why it's actually they're not they've got bigger line items than software. But the reason why why they put that on there is they know the stores make more money when they've got curbside. And so they've seen A and B testing and they want their clients to be successful. And then another one is is on the East Coast and great organization. And they said, you know, we're really good at support. That's something we provide our pride ourselves in. And we got our own, you know, equipment repair people. We got we know how to do the store openings, but the one thing they can't do, they know it's not their strong point, is the continued the wash and fold and how to promote that and the pickup and delivery and and and the after they're open marketing, you know, and so that's something where they feel when they pass the baton, they've got that client as taken care of. And if there are any problems, they've got a contact person, they could reach out and say, hey, they're having an issue with this, or you know, whatever it is. And you know, so there's that relationship as well. And we have that has been something we needed to do a better job on. I probably would say it was bandwidth in the past, and now it's more of a focus and priorities. So we're doing two different things where we've got these packages for both in-store or pickup and delivery, or both. And you know, it has all the hardware you need, one year subscription prepaid, so that way the you know, it's not like congratulations, you got software, now you got a monthly payment. You know, right? It's just taken care of. And and then it's so so we've in yeah, so that's something that we're promoting. And then if they just want to do more hands-off referral, we could do like $500, just kind of keep things simple. Um so we've got lots of options available. We want to work with as many you know, distributors as possible because ultimately they're helping their client by letting them know about wash and fold. And we could even do group calls, you know, so where it's a great education because if you know you could help your client have another revenue center, I mean, just to kind of put things in perspective, if you're doing wash and fold in store, the average order size is about 30 pounds, 60 bucks. You do pickup and delivery, the order size goes up to close to $100 per order, and they order more often. You get into commercial and we could set up lead magnets to help them get more commercial wash and fold accounts. And now the average order size, at least at our laundry mat, is like $340 per order, and they order a lot. I mean, one of our routes, you know, went up by about $10,000 a month. I was like, you know, whoa, we're doing a great job marketing, getting all these new customers. You know how many new customers we got? I mean, we got some, but there's really one customer as a motel that gave us a lot of laundry.

SPEAKER_00 25:11

That's all it took. That's all it took. Imagine if you got two. Right. Well, you know what I what I heard there, and I think is also something that we need to continue to enforce in the distribution side of things, is that I've often said, you know, distributors are kind of tasked with a really difficult job, which is to somehow they're supposed to be the experts at everything that a laundromat is possibly capable of. Now they got to be masters of the laundry equipment, but everything that goes on along with it. And I think that having a good relationship with a manufacturer, I'll I'll call you guys a manufacturer, a software provider, is that you can lean on them so that you don't have to be the expert. You should be informed. You know, you should, and I think I would encourage everybody, myself included, to be as informed as we can, you know, digest while we do everything else that we're supposed to do. And so having good relationships with you, bring you in when it's time to talk about wash and fold, understand how this is going to play in this business that we're planning and that we're building. You know, we work with a lot of new store investors. And so, you know, there's all these discussions. How do I have, I couldn't possibly have a wash and fold discussion with them that's going to have any, they certainly not have the impact that you guys are gonna have with them. And so I I love this just let's all work together collectively in our own silos that make us experts at that, but we can still come together to bring a common solution. And then when this when the customer is successful, they can attribute to everybody included. It doesn't matter, you know, but we're also all invested, make sure they don't fail too, hopefully. You know, we're all working hard to make sure they get there. So um, so I love that. I love that.

SPEAKER_01 26:50

Yeah, I think that's a great approach because ultimately it's who's introducing who to whom, and it's gotta be people you trust. You know, we've been in business for over 10 for about 10 years now, and and yeah, we've got a really great reputation, and that comes back to us being there for our clients. And as a distributor, the worst thing to do is give a referral to a company that goes, you know, bye-bye, you know, and there's an ozone system. I really love the the technology behind it, and but then they went away, and that was you know not wonderful. So the right um, so yeah, I think when you it is a huge responsibility when somebody gives you a referral, they're putting their name on it, and we take that so seriously because it's their credibility, it's our credibility. So we want to ensure that client success.

SPEAKER_00 27:39

Yeah, that's great. I want to have you pull out your crystal ball a little bit for me. And I want to I want to think about what you see happening in this industry. You know, you've talking to a lot of people, you guys are obviously on the forefront of the developing new features and functionality, you're thinking about how full service is likely going to evolve and what it's gonna stake to be there. What are you seeing as likely gonna be the trend uh in this industry from your perspective? You know, what do you think is gonna happen? And give me like a three to five year range. And if you can, if you really want to pull out the cards, what do you think 10 years looks like?

SPEAKER_01 28:17

So I think we're gonna have a lot of consolidation, you know, with pickup and delivery. We got tide moving into the sphere, you know, so that's a big brand. We see ourselves as David versus Goliath, you know, and our clients are David versus Goliath too. You know, we're like, you know, it's mom and pop laundry owners that are competing against these big brands, and we're giving them the tools and sophistication. We want to help elevate their brand as well. That's something big we're talking about at the conference. Is you know, the the industry is getting more and more sophisticated. The number one value is still the same. One is your reputation, and two is your contacts. You know, it it's like your Rolodex of people in the business. And so that, you know, so if you've got relationships, people have ordered laundry and pickup and delivery through you, that is so powerful because they don't want to switch companies unless you give them a reason. And then we're reducing friction, so we're making it easier and easier for people to order. Like, for example, now we allow our clients or your customer's customer to schedule pickup and deliveries in two taps. So we got auto route fill up, which is a new feature, sends them a text message. We already have the credit card information, we already have their address and all their preferences, and they just tap and they tap again to confirm the order. So they don't even have to remember to go to the website, it's proactive and sends it to them. So our revenue went up a lot over at Supersets just by enabling that feature. Um over time, one of the biggest things for people to pay attention to, and we're in it, we're breathing it, we're living it, is SEO is going down. Okay, it's still important, but it's the first time that Google searches have gone down and since Google started. It's Google's always been going up and up and up. And so now people are using AI, they're using their agents, you know, they're asking their phones questions, and the phones are not giving them a list of results, it's actually giving them the answer. So we're moving from an era from SEO to AEO, uh, which is answer engine optimization. And so we know how to design the websites to answer those questions people are asking. And if you don't have the questions and the answers on your website on the appropriate pages, you're just gonna get dismissed. Google's just gonna go to the next website that's answering that. So we being in the business, we got our pulse on what helps our clients be successful, getting them ready not just for today, but also for tomorrow. And another big thing is like you could do a Google search for Washington Fold and Newport Beach, Long Beach, Huntington Beach, you'll see super suds at the top, even in cities that are 30, 40 minutes away from our laundromat. And we've done that for a lot of our clients. We can't guarantee the results, you know, but we've done like we've got somebody in Las Vegas who's just I mean, his business is out of control because he gets all these commercial accounts, Linens, vetting, all that. Um, and we've got Columbus, Ohio, the number one search, you know. Um we've got so many different cities. I could go city after city where we've got clients at the top, and we know that's a big place where they make their money because people do the Google search, they find that person for both the self-serve and washable and pickup delivery and commercial. And so that's a key part. So uh that's one of the reasons why our clients are really successful.

SPEAKER_00 31:20

Yeah, no, that's amazing. So as we kind of round out the time I think we have together, I'd I'd love to ask you um let's let's let's make an example. We have a store owner that is uh about to open their first store, they're working on the whole project. What is what advice do you give someone that says, you know, I want to do everything, I want the I want the self-service, I want the full service. Yeah, obviously you guys focus on the full service. What what does that first phone call to you look like? What are the what's the advice that you give that guy?

SPEAKER_01 31:53

So I do like doing wash and fold from the get-go. Um some places will wait a month or two, just kind of wait for everything kind of uh settle. Um, but you've got people coming in and they may not come in again if you tell them no, we don't do that. So it is good part of the branding, part of the website. Um, it does take time to grow, so you got time to learn. We do offer to all of our clients a free trip to, well, free behind the scenes tour at Super Suds Families Laundromat. So we show them the ropes, recommend doing that before they open, or or if they're really getting serious about growing the wash and fold. Um, I do recommend doing things in stages, you know, one step, then the next step. Next step after you get the wash and fold done or mastered in a sense, then add pickup and delivery. And then there's things you can do after that as well. So, like one step at a time, kind of keep it simple. And yeah, I think that's the the way to go.

SPEAKER_00 32:43

So wash and fold first, then get kind of comfortable with that. You get because you get your processes down and how you how you get the the the laundry processed right, and then then go into the pickup and delivery layers of it. And there's a I'm sure another level of investment and so forth that comes along with that piece of it. But curbside's got it covered from soup to nut, so you'll be there with what you need. Yeah.

SPEAKER_01 33:06

And one caveat, which is don't get complacent. I would have dates of when you want to get into pickup and delivery because we've got clients who the washerfold starts taking off and then they get complacent. And I'm all about maximizing key opportunity. Yeah. Yeah. And then there's all this money on the table, and you don't want somebody else to pick up all the laundry. You want to stake your claim because in the beginning you're going to be growing, but at some point, your self, your in-store washerboard will max out because people are only willing to drive so far to get to your laundromat. And the beautiful part about pickup and delivery is you want to make more money, just expand your territory.

SPEAKER_00 33:40

Your your area, yeah. Well, that's amazing. Uh Matt, this has been terrific. I know it's only kind of a sampling of what you guys offer, and we got a chance to kind of understand how you've been able to promote this, build this. Uh, really insightful for me, and I'm sure for those listening. Uh, I want to thank you again for joining me, and I'd I'd love to at some point maybe even have you come back uh in in the future and talk about maybe some very specific things rather than the broader subject. Um, you've become a wealth of information for so many people online. You guys uh are doing a great job. I really appreciate you uh you doing this.

SPEAKER_01 34:13

Great, thank you. And uh yeah, thank you for the opportunity to be on your podcast too.

SPEAKER_00 34:16

Yep, love it. All right, thanks, Matt.

SPEAKER_01 34:19

Great, thank you.