Articles

• Car Wash Membership Health Is About LTV—But Not the Way We're Calculating It Today

  I love that we're talking more about LTV as an industry. But I think we're still looking at it the wrong way. Two car washes can have the exact same reported LTV and dramatically different profitability. The difference isn't the number, it's the customers, promotions, and behaviors underneath it. I

• Do Rejection Streaks Hurt Individual Sales Performance? What The Data Says

  We tend to believe that repeated rejection wears salespeople down. The data doesn’t support that. Across 900,000 membership pitches, individual performance remains largely unchanged during rejection streaks. What does move the needle is success—conversion rates rise immediately after a win. This ref

• The Car Wash Industry Isn’t Behind—We’re Thinking About It Wrong

  The car wash industry is often described as “behind,” but that framing may miss the point. Drawing from conversations at the NRF retail conference, this article explores three layers of friction—availability, migration, and mindset—and argues that what feels like lag is actually the tension of trans

• Sales Performance Is a System Problem—Not a Talent Problem

  The best operators don’t rely on better salespeople—they build systems that make performance consistent, measurable, and repeatable.

• Churn Isn’t What You Think It Is in Car Washing

  Churn in car washing doesn’t always mean loss. This article reframes churn as trial churn—customers moving between retail and subscription—and explores why metrics like retail frequency offer a more complete view of customer behavior and performance.