Car Wash - Fall 2017 - 38

"PEOPLE WILL COME
UP TO ME AND ASK
IF WE HAVE AN
UNLIMITED PLAN, I
TELL THEM WE'VE
BEEN DOING IT
SINCE THE 70S. IT'S
AN INTERESTING
TREND BECAUSE IT'S
GROWING IN THE
CARWASH INDUSTRY.
THEY AREN'T
REALLY DISCOUNT
PROGRAMS,
BUT REALLY A
SUBSCRIPTION MODEL
THAT ALLOWS USERS
TO CONSUME MORE
OF SOMETHING THEY
ALREADY LIKE."
- BOB DUBINSKY
Bob thinks one of Waterway's keys to
success in its expansion is about choosing the right locations. "Our business is a
niche business," he said. "We go looking
for the niche spots in the right communities." He said that while most businesses
focus on an area's traffic counts, Waterway
puts that lower on the list. Instead, Bob
said their focus is on finding neighborhoods adjacent to their target customers.
While Henry is no longer leading the
company, he still works there full-time,
and one of his areas of focus is the business
of site selection.
"Site selections are so important, and
they're so tough," he said. While they
are looking for special locations, those
special locations are oftentimes hard to
get approvals on zoning. Henry doesn't
mind this.
"Now that Bob has been the CEO for
more than 10 years, I'm doing the things
I like to do the most, which are site identification, contracts for sites and zoning
for sites," Henry said. "If it's hard for us to
zone, that means it's harder for others to
compete with us for those same locations."
After they've nailed down the right location, the focus goes straight to building
the Waterway culture in that new store.
"The biggest deal when we move to a
new city is getting the special Waterway
culture established there and hiring great
local people who can build our team,"

38

Bob said. "In each new city, we go in with
a tenured leader from another location
who can pioneer the move, and then it's
all about getting started with a bunch of
great people in those new markets."
When you visit a Waterway location or
talk to any of the leaders at Waterway, it
becomes very clear that while car washing
and gasoline are their services, their real
business is people.
"It's human nature for people to want to
have the freedom to excel," Bob said. "It's
also human nature for people to want to be
really good at something. Our employees
might come to us without knowing anything about this business, but they come
here and bring energy, passion and commitment, and we handle the training to
help them be really successful."

A UNIQUE APPROACH
TO DEVELOPING GREAT
LEADERS

When Waterway says they handle the
training, they mean it.
"As we thought about the company's
growth, we realized the most important
thing was to have fantastic high-performing
team managers," Bob said. "This work is
difficult to do, and not for everyone, so we
wanted to find people who were just beginning their management careers and provide
them with the training to run a car wash."
Waterway developed its management
training program in the late 1990s, based
on a similar successful program one of
the co-founders had seen at his previous

CAR WASH MAGAZINE | WWW.CARWASH.ORG |

FALL 2017

organization. The program is rooted in hiring recent college graduates and providing
them with a path up the ladder.
"That program was the first generation of
our management development program,"
said Shaun Nordgaaren, Vice President of
Operations for Waterway. "Today, it's called
Learn to Lead, and it's a three-year program
for new hires where we teach them not only
how to run a car wash, but how to be successful entrepreneurs and business operators."
Nordgaarden said the program covers
nearly every aspect of operating a business,
with topics like finance, hiring, coaching,
providing and receiving feedback, chemistry and more. "The idea is that you come
out of the backend of that three-year program ready to run any business anywhere,"
said Nordgaarden. "You could become a
general manager at Waterway or you can
move on."
While some of the program's participants
do decide to move on, Bob says that's okay.
"There is almost nothing as powerful
as an ambitious person when they're moving up and forward in their careers," he
said. "If we can latch on to that power and
benefit from that, even if it's just for a few
years, we're better off for it. These people
are high-performing leaders who increase
the performance of those around them and
their stores. Maybe they do leave, but the
experience they have is going to be great
for them forever."
Waterway's development programs are
what Nordgaarden believes are the key to
their success. "Having these development


http://WWW.CARWASH.ORG

Table of Contents for the Digital Edition of Car Wash - Fall 2017

Letter from the ICA
Meet the Board
By the Numbers
Overheard Online
Globetrotting
Waterway Gas & Wash
Rising stars
You've made it... now what?
Kadelyn Burgess, Crew Car Wash
Roll up your sleeves
They say they want a revolution
Lessons pave the way to success
Car Wash Excellence Summit
Carina Spurlock, Mister Car Wash
Shaun Nordgaarden, Waterway Gas & Wash
Automotive technology
... And now I own a car wash
“The How of Car Washing”
Take a Tour: Wash N Roll
Blast from the Past
Marketing Minute
Download It!
Ask Champ
Top Tweets
Advertiser Index
5 Things
Car Wash - Fall 2017 - Intro
Car Wash - Fall 2017 - belyband1
Car Wash - Fall 2017 - bellyband2
Car Wash - Fall 2017 - cover1
Car Wash - Fall 2017 - cover2
Car Wash - Fall 2017 - 3
Car Wash - Fall 2017 - 4
Car Wash - Fall 2017 - 5
Car Wash - Fall 2017 - 6
Car Wash - Fall 2017 - 7
Car Wash - Fall 2017 - 8
Car Wash - Fall 2017 - 9
Car Wash - Fall 2017 - 10
Car Wash - Fall 2017 - 11
Car Wash - Fall 2017 - 12
Car Wash - Fall 2017 - Letter from the ICA
Car Wash - Fall 2017 - 14
Car Wash - Fall 2017 - Meet the Board
Car Wash - Fall 2017 - 16
Car Wash - Fall 2017 - 17
Car Wash - Fall 2017 - By the Numbers
Car Wash - Fall 2017 - 19
Car Wash - Fall 2017 - 20
Car Wash - Fall 2017 - 21
Car Wash - Fall 2017 - 22
Car Wash - Fall 2017 - Overheard Online
Car Wash - Fall 2017 - 24
Car Wash - Fall 2017 - 25
Car Wash - Fall 2017 - Globetrotting
Car Wash - Fall 2017 - 27
Car Wash - Fall 2017 - 28
Car Wash - Fall 2017 - 29
Car Wash - Fall 2017 - 30
Car Wash - Fall 2017 - 31
Car Wash - Fall 2017 - 32
Car Wash - Fall 2017 - 33
Car Wash - Fall 2017 - 34
Car Wash - Fall 2017 - 35
Car Wash - Fall 2017 - Waterway Gas & Wash
Car Wash - Fall 2017 - 37
Car Wash - Fall 2017 - 38
Car Wash - Fall 2017 - 39
Car Wash - Fall 2017 - 40
Car Wash - Fall 2017 - 41
Car Wash - Fall 2017 - 42
Car Wash - Fall 2017 - Rising stars
Car Wash - Fall 2017 - 44
Car Wash - Fall 2017 - 45
Car Wash - Fall 2017 - 46
Car Wash - Fall 2017 - 47
Car Wash - Fall 2017 - 48
Car Wash - Fall 2017 - 49
Car Wash - Fall 2017 - 50
Car Wash - Fall 2017 - You've made it... now what?
Car Wash - Fall 2017 - 52
Car Wash - Fall 2017 - 53
Car Wash - Fall 2017 - 54
Car Wash - Fall 2017 - Kadelyn Burgess, Crew Car Wash
Car Wash - Fall 2017 - Roll up your sleeves
Car Wash - Fall 2017 - 57
Car Wash - Fall 2017 - 58
Car Wash - Fall 2017 - 59
Car Wash - Fall 2017 - 60
Car Wash - Fall 2017 - 61
Car Wash - Fall 2017 - 62
Car Wash - Fall 2017 - 63
Car Wash - Fall 2017 - They say they want a revolution
Car Wash - Fall 2017 - 65
Car Wash - Fall 2017 - 66
Car Wash - Fall 2017 - 67
Car Wash - Fall 2017 - 68
Car Wash - Fall 2017 - 69
Car Wash - Fall 2017 - 70
Car Wash - Fall 2017 - 71
Car Wash - Fall 2017 - 72
Car Wash - Fall 2017 - 73
Car Wash - Fall 2017 - 74
Car Wash - Fall 2017 - 75
Car Wash - Fall 2017 - 76
Car Wash - Fall 2017 - Lessons pave the way to success
Car Wash - Fall 2017 - 78
Car Wash - Fall 2017 - 79
Car Wash - Fall 2017 - 80
Car Wash - Fall 2017 - Car Wash Excellence Summit
Car Wash - Fall 2017 - 82
Car Wash - Fall 2017 - 83
Car Wash - Fall 2017 - 84
Car Wash - Fall 2017 - Carina Spurlock, Mister Car Wash
Car Wash - Fall 2017 - 86
Car Wash - Fall 2017 - 87
Car Wash - Fall 2017 - 88
Car Wash - Fall 2017 - Shaun Nordgaarden, Waterway Gas & Wash
Car Wash - Fall 2017 - 90
Car Wash - Fall 2017 - 91
Car Wash - Fall 2017 - Automotive technology
Car Wash - Fall 2017 - 93
Car Wash - Fall 2017 - 94
Car Wash - Fall 2017 - ... And now I own a car wash
Car Wash - Fall 2017 - 96
Car Wash - Fall 2017 - 97
Car Wash - Fall 2017 - 98
Car Wash - Fall 2017 - “The How of Car Washing”
Car Wash - Fall 2017 - Take a Tour: Wash N Roll
Car Wash - Fall 2017 - 101
Car Wash - Fall 2017 - 102
Car Wash - Fall 2017 - 103
Car Wash - Fall 2017 - 104
Car Wash - Fall 2017 - 105
Car Wash - Fall 2017 - 106
Car Wash - Fall 2017 - 107
Car Wash - Fall 2017 - Blast from the Past
Car Wash - Fall 2017 - 109
Car Wash - Fall 2017 - 110
Car Wash - Fall 2017 - Marketing Minute
Car Wash - Fall 2017 - 112
Car Wash - Fall 2017 - Download It!
Car Wash - Fall 2017 - Ask Champ
Car Wash - Fall 2017 - Top Tweets
Car Wash - Fall 2017 - 116
Car Wash - Fall 2017 - Advertiser Index
Car Wash - Fall 2017 - 118
Car Wash - Fall 2017 - 119
Car Wash - Fall 2017 - 120
Car Wash - Fall 2017 - 121
Car Wash - Fall 2017 - 5 Things
Car Wash - Fall 2017 - cover3
Car Wash - Fall 2017 - cover4
Car Wash - Fall 2017 - outsert1
Car Wash - Fall 2017 - outsert2
Car Wash - Fall 2017 - outsert3
Car Wash - Fall 2017 - outsert4
Car Wash - Fall 2017 - outsert5
Car Wash - Fall 2017 - outsert6
Car Wash - Fall 2017 - outsert7
Car Wash - Fall 2017 - outsert8
Car Wash - Fall 2017 - outsert9
Car Wash - Fall 2017 - outsert10
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