How To Succeed In Fleet Washing

by Diane M. Calabrese | Published June 2026

 

 

Cars, 18-wheelers, or both? Mobile or stationary service? Choices must be made when fleet washers launch and then refine their businesses. Fleet washers succeed because they are never static. Like the vehicles they clean, they keep moving.

Linda Chambers is a brand and sales manager at GCE/Soap Warehouse in Norcross, GA, a company that supplies fleet washers with chemicals. She gives us an overview and says automation is all-important to companies that operate from a fixed location.

“If they are still hand-washing in bays with teams of washers, they may benefit greatly by spending the money to automate,” says Chambers. “With tunnel systems using arches to deliver chemicals, there can be savings in labor costs, in chemicals due to proper metering and delivery to prevent waste, and in the time taken for each vehicle to be cleaned—allowing for a higher volume of vehicles to be cleaned in a day.”

What boosts a mobile company? “Becoming more efficient in every aspect of their business but especially when cleaning,” says Chambers. “Have enough staff so no repetitive steps need to be taken per vehicle.”

Then, support efficient practices. “Have chemicals already mixed or set correctly so application of chemicals and follow-up rinsing can be performed in a one-pass process to maximize the number of vehicles they can clean in a day or at one time,” says Chambers.

“The number of times a crew has to stop to refill, mix chemicals, and move from truck to truck is what cuts into the per-truck profits,” explains Chambers. Even in the most streamlined operation, there are ways to become more efficient.

Thus, success in fleet washing derives from a commitment to ongoing review of the components of the business—the logistics, chemicals, uniformity of approach, etc. Of course, fleet washing almost always entails tackling some tough cleaning.

As for that tough cleaning, there’s nothing like a case study from those who have met a specific challenge to motivate others irrespective of how difficult a job is. And in this issue, there are two case studies that do just that.

Industry member Heath King in collaboration with Paul M. Laramee presents a case study in handling heavy grease (and related residues) while being fully engaged with meeting environmental guidelines. And Nikola Bibic presents a case study in washing in a demanding environment, such as southern Ontario where a lot of road salt mixes with mud and construction debris (and more) in winter.

Be sure to read each case study. Given the mention of environmental regulations here, always remember that compliance is an integral part of operating a successful fleet washing business.

Douglas R. Latimer, the president of Latimat 2.0 in Innisfil, ON, Canada, is passionate about finding the most efficient and reliable way to capture wastewater. His company was the first to introduce to markets worldwide a patented, portable wash pad and accessories, and that was more than 35 years ago.

Latimer continues to bring innovations to the fore that make wastewater collection easier and more reliable (i.e., nothing escapes). For example, a wash pad heated for winter prevents effluent from freezing on the pad. Yet that’s just one of many design features that keep emerging from his company.

Great efficiencies will be attained by fleet washers when they can both effectively collect and recycle all wastewater, says Latimer. One of the big problems he has seen in the effective cleaning (and reuse) of wastewater involves the lack of precision by end-users who deploy the wrong detergents, thereby contributing to emulsification of hydrocarbons.

Latimer is confident that seamless melding of wastewater capture and recycling for reuse will eventually become the norm. He himself plans to continue with a focus on perfecting the collection component. Consider the new grated wash pad for cars.

“Vehicles are above the floor, allowing effluent to run to a sump pump or the included drain valve,” explains Latimer. He continues, “The configuration keeps the wheels out of the dirty wastewater. Ramps are included.”

Wastewater collection and recycling become more sophisticated each day. So does the use of chemicals, especially use in ways that reduce chemicals present in water (and the environment).

 

Follow-Through Crucial to Success

Companies such as BioClean System & Supply in Blaine, MN, is one of the many that aims to make wastewater easier to treat by reducing the chemicals used in cleaning. We name it because the heads of two fleet washing companies who use its products, Nate Farrier and Eric Trice, rely on it for supplies, and each man tells us something about what goes into success.

“I think the most important thing for us has been approaching everything from the perspective of duplication,” says Nate Farrier, owner of Northern Lightning Wash LLC in Travere City, MI. “For example, choosing chemistry that will have the same results and training in a way that even new hires can duplicate quickly.”

Keeping things as simple as possible works well. “On many occasions if a process is too complicated, it can’t be repeated, so we try to simplify everything,” explains Farrier. “Even choosing fleet washing as our niche in the industry resulted from it being the most reproducible service we could offer.”

Eric Trice, CEO of Absolute Fleet Washing in Cordova, MD, also points to constancy as a significant criterion in success. “If I had to pick one thing, I’d say uniformity of approach has been the biggest driver of our success,” he explains.

“In our business, customers want to know they’re going to get the same level of service every time,” says Trice. “They want a company that shows up when it says it will and handles problems the right way. That consistency builds trust.”

Trice says chemicals, equipment, and logistics all matter, along with good people, and are all needed to make a fleet washing business work. “But what’s really helped us grow is having a standard and sticking to it.”

There’s a mindset that has helped his company stand out and turn customers into long-term partners, says Trice. “We do what we say we’re going to do, no matter how hard it is.”

 

Vital Sector

Not only vital but potentially filled with genuine opportunities…that’s fleet washing. But it’s not glamorous.

“The fleet washing industry is certainly not as glorified or commercialized as residential soft washing,” says Chad Reiffer, distribution program manager at Hydro-Chem Systems in Caledonia, MI. “However, the number of potential customers and residual income is unmatched in the pressure cleaning industry.”

For those considering an entry into fleet washing, Reiffer suggests that they “be prepared” for some tough realities. “There are plenty of nights, weekends, and time spent working in harsh elements.”

In addition to the elements, there are the less-than-pleasant contaminants. “Certain types of fleets involved with waste, garbage, farming, or food transportation can be great accounts, but that can be challenging to wash, be hard to clean, and have some unpleasant sights and smells,” says Reiffer.

Always appraise regional needs before leaping in because competing with larger fleet washing corporations can be difficult. “Know your area and the types of customers and revenue targets that match your business model,” says Reiffer.

Success inevitably involves meeting customer expectations. So it is with fleet washing.

“You wouldn’t want to sell a perfect ‘white-glove’ type of wash to a customer that is only expecting a ’55-mph clean,’” explains Reiffer. Costs, outputs, and desired revenue targets must all align.

To be sure, fleet washers succeed by adhering to best practices. “Maintain proper insurance for your wash vehicles as well as additional coverage if you are moving vehicles at customer facilities,” says Reiffer.

In addition to meeting insurance needs, comply with all relevant regulations, says Reiffer. Regulations include those from the EPA, such as control of wastewater, and from OSHA, such as proper use of PPE [personal protective equipment].

And, of course, chemical safety, which falls under the purview of more than one regulator, must be given the highest priority. That means following transportation guidelines for hazardous materials, including availability of safety data sheets (SDS).

Successful fleet washing companies do not find a workable configuration and stay with it. They modify as needed and as opportunities arise.

In addition to careful review of logistics (travel time and distance, etc.) operations management (dependable inventory, preventive maintenance, etc.), and uniformity of approach (standardization of procedures to the extent possible), fleet washers should evaluate their use of chemicals, says Reiffer. Chemicals must match the demands of customers, the type of wash, and the process used for the wash.

“There are a number of different types of soaps, raw material blends, and specialty cleaners that ensure optimal performance and efficiency while also accounting for the safety of your employees and equipment,” says Reiffer. “Blend detergents with soft water to ensure the highest quality, consistency, and shelf life.”

Also consider scaling detergents as business grows, says Reiffer. “Purchase in bulk or seek out mixing kits that can increase your batch yield, lower your overall cost, or consolidate the need for multiple orders, shipments, or repeat blending and filling.”

Changes will happen to your customers, work flow and volume, regulations, job costs, available products, your company, and other factors. Adjust to these promptly to keep fleet washing a profitable endeavor.