Quick lube locations may not be as common as Starbucks, but according to data from Dun & Bradstreet's First Research report from November 2024, there are more than 8,500 quick lube shops in the United States.
Many quick lube locations find that establishing a key differentiator for the business is more essential than ever to stand out from the competition down the street or across town. One solution for many shops is to expand the business, including adding mechanical services, while others are moving into the growing electric vehicle market.
However, one solution that provides almost instant synergy to the quick lube is a car wash bay—as it offers the client the ability to have an oil change and leave with the car freshly cleaned.
The Challenge
The quick lube market is more crowded than ever, and all too often, customers may simply opt to pull into the shop closest to their home or office. Providing convenience isn't enough today, especially if the competition offers anything more.
This was an issue that Slade Ross, owner and director of JH Express Lube and Car Wash in Jackson, Wyoming, saw when he was looking to get into the quick lube business.
The Solution
Ross was fortunate, as the location he acquired already had an in-bay automatic car wash. With a goal of bringing more customers to the shop, Ross acquired a business with six lube bays, plus one tire rotation bay and one in-bay automatic car wash.
While he didn't have to expand the services, a car wash is an option that he says other shop owners may consider if there is room. The added service at JH Express Lube and Car Wash takes up one bay, yet it provides an automated wash system that brings in customers without requiring much manpower. The car wash adds a much-needed service for customers, especially in the spring and summer months. Because it is an automatic wash, it also doesn't necessitate a drastically increased staff, and the training is minimal.
However, it can help the bottom line. Even though not every customer opts for both services, Ross reports a 1-to-1 ratio on monthly car counts, with about 1,000 cars that come in for lube service and about 1,000 cars for the car wash. Many do pull into the shop for both services.
"It dovetails nicely with the lube shop," Ross says.
One side of the shop could even bring business to the other.
"It increases traffic as people that might just be looking initially for a car wash drive right by the lube bays," Ross details.
The Aftermath
The Jackson-based business had the necessary space, which is an important consideration for any quick lube operation looking to add a service. Space is an issue not only for the facility, but for the customers waiting for service. The increase in traffic to the shop can sometimes cause a backup, and in the case of JH Express Lube and Car Wash, it does require that an employee direct traffic to each side of the business.
That only occurs at peak times. Yet, it serves as a reminder that as services are added, it has the "happy problem" of increasing customers. Shops therefore need to understand that traffic flow will need to be addressed. Otherwise, there is the risk that clients may opt to go down the road.
Adding a service should benefit the customer, not a detriment in any way.
"Do you have enough room for both customers? Sometimes our car wash customers block the lube bays if we are not monitoring it," explains Ross. "The reverse is also true; sometimes our lube customers block the car wash. It can get very busy because we are a tourist destination. We have people that gladly wait over an hour to wash their car sometimes."
However, having two services ensures that the quiet periods won't remain so for long. Car wash customers "fill in the gaps when there are slow times," Ross finds. The automated bay is an important revenue stream for the shop.
The Takeaway
An oil lube shop with a built-in car wash is not uncommon, but it can help a shop stand out, especially if the competitor down the block doesn't offer the service. Ross says customers like the convenience of both services.
"I believe there are synergies," he adds. "People that appreciate our professionalism in the lube also patronize our car wash and vice versa. People from out of town who are only looking for one service—a car wash or a lube—find the other service when they arrive."
There is ample opportunity for marketing and offering special deals with the added car wash.
"We do not run cars through the wash after service, but offer a discount on car washes with a full-service oil change," offers Ross.
Regular customers may find the service added to their lube visit.
"We do use the car wash as a thank you sometimes, or as an extra if there were any issues with a service," Ross says.
The car wash is an easy perk to add for loyal customers or to foster loyal customers.
