How to Bring An Aging Laundromat Into the Future with Evan Papson

Jordan Berry [00:00:02]:
Hey. What’s up, guys? It’s Jordan with the AlarmNet Resource Podcast, and I’m pumped that you are here today back from a couple of week hiatus for the holidays. Super excited to be here. Got a stunner of an episode with Evan Papson today. We get into all kinds of stuff, like how he grew his pickup and delivery business, how he went from, buying a store where the owner was there all the time and transitioning to where he’s not there all the time. That could be, tricky to navigate. So super excited about this episode. Evan is a champ.

Jordan Berry [00:00:36]:
We did this episode a couple of different times because we ran into some technical difficulties and he hung in there for you, to bring you, his story, but also a lot of very cool and very practical tips to help you grow your business. So hope you guys enjoy it. You know what? I don’t even hope you enjoy it. I know you’re gonna enjoy it because Evan is the man. Huge shout out to him for, coming on and doing that for us. And, listen, I’ll check-in with you on the back end. But real quick before we jump on it with Evan, here is a quick word from our sponsor.

John [00:01:12]:
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John [00:01:37]:
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Jordan Berry [00:02:01]:
Alright. Evan, man, I’m super excited to be sitting here with you, getting ready to talk laundromats. There’s nothing that I am more excited about than talking laundromats. So thanks for taking some time and coming on to share about your experience. How you doing, man?

Evan Papson [00:02:15]:
I’m good. Thanks for having me. I appreciate it. How are you?

Jordan Berry [00:02:18]:
I’m doing excellent right now. This is this is cool. This is actually, what, like our 3rd take on this Yes. Due to some technical difficulties. Yeah. But what did they say, man? 3rd time’s a charm?

Evan Papson [00:02:29]:
3rd time’s a charm.

Jordan Berry [00:02:30]:
Right? 3rd time’s a charm. That’s what I’m talking about. Well, dude, why don’t you give us a just who are you? Like, give us a little background on you and and set the stage there, and then let’s talk about how you got into this business.

Evan Papson [00:02:42]:
Sure. I mean, my my name is Evan. I’m, you know, I live in the northeast. I’m in Boston, Massachusetts. And, you know, I spent most of my life here. And and, I don’t know. You know, I just went to, you know, the regular path, went to school, got a job. I ended up getting a job in a in a trade union up here in Boston.

Evan Papson [00:03:02]:
And I just knew that I wanted to, you know, invest my money and and, try to, you know, make make the most out of it. You know, I spent a long time. I spent a lot of my, mid to late twenties and early thirties just, you know, not really concerning myself and my future. And then, you know, you wake up one day, and and you’re older. So, you know, I at first, I had bought a, you know, a couple of apartments in, a little south of Boston, and COVID hit. And I was looking to maybe try to, you know, buy another property, but, you know, I think the prices were the market just wasn’t really good. And I got into, you know, just looking at other avenues of of where to invest my money, and I, you know, I got really interested in laundromats. I mean, it just seemed you know, the people talk people kinda group laundromats together with, like, car washes and storage places as, like, you know, and the idea of it is that it’s, you know, you don’t have to be involved as much, and you can just kinda collect orders, which obviously I found out later.

Evan Papson [00:04:03]:
You know, that’s that’s not the case. But, What? But it I mean, maybe, but, not not the store I have. You know? Yeah. And and so I decided I wanted to, you know, to buy a laundromat. And I, you know, I first started off. I mean, laundromat resource was the first place I found online. And I watched your 3 videos on, you know, steps to take and where to find them and what to do, and I, you know, I did that. I I signed up to, BizBuySell to get notifications in stores in the area.

Evan Papson [00:04:31]:
I wrote, letters. I, you know, I wanted to buy something that was relatively close to my home, so I found out, you know, every laundromat within, like, a 30 minute, drive from my house, and I wrote letters of intent or letters of interest to buy, and I sent those out. And, and I started just, you know, signing NDAs and getting the store’s information. So whether I was gonna buy it or not, just so I can get used to looking at plus losses and all that stuff. And, you know, through doing that, I had formed relationships that, you know, eventually later on led to, you know, me getting the store I got. You know, I mean, it was it was, it was about a year from from start to finish of me purchasing a store. But, I mean, it was just, you know, it sounded like a good idea to me, and it was a good investment, and, it sounded like a good challenge as well. So I don’t know.

Evan Papson [00:05:19]:
Here I am alone. You know? And I and I got a laundromat. So that’s that’s

Jordan Berry [00:05:24]:
That’s right. And here you are on On the biggest

Evan Papson [00:05:28]:
big yeah.

Jordan Berry [00:05:29]:
Podcast in my life.

Evan Papson [00:05:30]:
I think I you know, I had told you I listened to every episode of my truck on the way to work, and it’s it’s a it’s a wealth of information. You

Jordan Berry [00:05:36]:
know? Yeah. Well, yeah. That’s a huge I never imagined

Evan Papson [00:05:39]:
one day I’d I’d be on you, but that’s not it.

Jordan Berry [00:05:42]:
Oh, yeah. Dream come true. I’m sure. Yeah. No. But, genuinely, like, you know, huge huge thanks and shout out to everybody who’s been on, including you now, who I hear stories like that all the time. Right. And I get, I get a lot of the.

Jordan Berry [00:05:56]:
People saying thanks for the podcast. Thanks for the podcast. But really, listen, just to let you behind the curtain a little bit. I hear about it when I talk too much on this podcast, people don’t like to hear from me. They wanna hear from you and the other guests. So huge thanks to you guys, for coming on and just sharing your experiences. And that’s what it’s all about. Right? That’s what makes the podcast so great.

Jordan Berry [00:06:19]:
It’s not my slow talking and long windedness. It’s you guys sharing the real stuff.

Evan Papson [00:06:23]:
Yeah. It is. And I and I think, you know, it’s it’s like everything. There’s a there’s a smaller community. You know? Like, once you get involved with the laundromat, I was telling you earlier, you know, I know the guy who owns the laundromat closer to my house even though my store is a half hour away. And and you get online and and you see the same people and, and the online communities. And it’s just it’s a good community to be part of, and it’s a good community, you know, to have there and make contacts and then be able to lean on whether you’re, you know, looking for a store or you you own a store, you’re looking for your your second or third, or or you wanna get out, you know. So

Jordan Berry [00:06:55]:
Yeah. Yeah. Well and you’re just hearing your story. Like, I get I I it sounds this sounds really dumb. It sounds like I’m, like, making this up, but I’m not. And this is maybe just sad on my part, but I do. I get really excited when I hear your story because, you know, one of the things I tell people, like what it’s really hard right now to find LornaMed deals a lot of time, not everywhere, not some people, they just find it right away. But a lot of people are just struggling to find those deals right now.

Jordan Berry [00:07:23]:
And you know, one thing that I have been telling people is, you know, there’s a, there’s a process you go about. There’s a system that you work through to get a laundromat deal, especially if he doesn’t just fall in your lap. Right. And if you work the system, the system will work. And it sounds like you work the system, you sent out the letters, you did, you know, talk to owners, talk to brokers, all that stuff. You worked the system and it took a while. It took a, you said a year, right? Just about?

Evan Papson [00:07:51]:
Yeah.

Jordan Berry [00:07:51]:
It took a while, but you, you did the process, right? You went through the process and you know, another thing that I talk about a lot is you need to analyze a lot of deals so that you understand what you’re doing. For 1, you understand what you’re looking at, but then when a good deal comes your way, you’re going to recognize it. Cause you’ve already looked at a bunch of deals and you did that. And like for me, I guess for me, why it excites me is it’s just more confirmation that all of this is true. You just gotta work the system and it takes some time. But if you just keep doing it, you will find you will find the deal. It’ll happen.

Evan Papson [00:08:28]:
And, you know, there were there were times where I thought, you know, nothing was happening. It went stale. You know? No. I was getting no emails and notifications to stores on the market. Nobody was returning my letters of interest. But, you know, through, you know, through through being proactive and and, you know, asking about stores and analyzing the deals, I met a gentleman who I didn’t know it at the time. You know? He took a half hour to talk to me on the phone, and I didn’t know it at the time. But, you know, about 5 or 6 months after I met him, he was gonna be the one who was gonna bring the deal to me.

Evan Papson [00:09:01]:
That was gonna be the store that I bought. And it and if I, you know, wasn’t doing those things, I never would have made that relationship. So you never know when you’re doing something that might lead to you getting a store later down the line. You know? Whether it’s making that relationship or sending out that letter that’s gonna get returned or whatever it is. So, you know, I think if you’re right. If you’re persistent about it and I did. You know, there was, there was a store I put an offer in on. I put in the asking price offer, and I didn’t get it because I didn’t own the laundromat.

Evan Papson [00:09:35]:
The the guy who owned the strip mall wanted somebody in there who had laundromat experience as a tenant, so he wound up going with someone else. And then, you know, there were other deals where there were just red flags and the plus losses. There were, you know, items were met weren’t weren’t there that should be there. And, obviously, you know, they were hiding something. And and, and I and I was able to walk away from that. You know? But also, I, you know, I think, you know, you gotta not be afraid to walk away from a deal that doesn’t feel right. But then if something does come along, I I mean, there’s risk with anything. But, you know, you do your due diligence, and and if it if it makes sense, you know, you just kinda gotta go for it.

Evan Papson [00:10:14]:
And, and so far, it’s it’s been good for me. Know, I’ve, but

Jordan Berry [00:10:18]:
Yeah. No. Well, it, you know, it just brings tears in my eyes, like, to hear genuinely not okay. Not really. I’m not crying. It’s there’s onions being cut or what? No. I’m just kidding. But no.

Jordan Berry [00:10:32]:
I mean, it just it it it does make me happy to hear that, like, that you, you know, were able to stick through that. I know that there are periods of time where it just feels like nothing’s happening and you’re and you’re done. And but sometimes it is those early on efforts. And I just saw, I just saw like a clip. I think it was Tom Bilyeu who he said, or maybe Jesse Isler, actually, now that I’m thinking about it, but one of those guys, I think, said something along the lines of like, it’s not going to be probably a big deal that comes your way or something like that. That’s going to change your life. It’s going to be, you’re going to meet somebody at some point in time and unbeknownst to you, they’re going to change your life. Right? And that’s happened to me multiple times.

Jordan Berry [00:11:13]:
I mean, it sounds like that’s kinda what happened to you. Right? Is like you met a guy and then 6 months later, you know, now here’s the laundromat from this guy. Right? Like, and and you can’t you, you can’t have that happen unless you go out there and work the system and start meeting people and letting people know what you’re looking for. Right. And that’s what it takes in this market today to be able to get a a deal on a laundromat or real estate, whatever it is that you’re trying to do, right now. But, dude, kudos to you for getting after it.

Evan Papson [00:11:44]:
Yeah. And I I think you gotta, you know, in the beginning, there’s a level of excitement. You know, I’m gonna do all these things. I’m gonna buy a laundromat and then, you know, that fades away. But, you know, you just gotta keep your hopes up. And and I know for me, I love talking about it. Like, I would talk to anybody who listened. You know, I’m I’m gonna buy a laundromat, and I’m sure a lot of these people thought I was just low and small, but I’m like, I’m gonna do it.

Evan Papson [00:12:05]:
You know? And I kept I would talk about it with anyone who would listen. And, and I kept listening to the podcast, and that kept me you know, that kinda kept the fire alive in the in the Facebook groups and and talking to other people. And then, yeah. You know, the and as I say, the rest is history. So yeah. I mean, it’s like anything. You know, you’re gonna get out of it the effort you put in. But I I truly believe if, you know, if you follow the path, you know, the the good thing the the good things will come.

Evan Papson [00:12:29]:
You know? So

Jordan Berry [00:12:30]:
Yeah. Okay. So you you went through that whole process, and this guy brought you it was his laundromat that he was selling?

Evan Papson [00:12:37]:
Well no. Yeah. So he was a broker. His name, I’ll just his name is John Badowski. Yeah. He owns a brokerage company out of Connecticut. I had called him about a listing he had, and he told me, listen. This store is not for you.

Evan Papson [00:12:49]:
It’s too far from your house. And then we just stayed on the phone, and he was just asking me questions, and we kinda hit it off. And he said, if you ever need anything, you know, give me a ring. And I had stayed in touch with him, and he got a list he got the listing from the seller. So he emailed me. I got an email on Friday morning. I was going to get a haircut. He said, hey.

Evan Papson [00:13:07]:
How far is this laundromat from your house? And I googled it, and it was I said it’s 25 minutes. He says, well, it looks like a really good store. If you want, you know, go check it out. I’m gonna put it on the website tonight, but, you know, go check it out. And, that was a Friday, and I think, you know, I I went there Friday. I went there Saturday. I went there Sunday, and I saw, you know, where it was, the neighborhood it was in, the people that were there. And, by Sunday night, you know, we had an offer locked in.

Evan Papson [00:13:32]:
So it happened it happened quick.

Jordan Berry [00:13:35]:
Dude, that’s that’s awesome. That’s awesome. Okay. So well, I’m curious for you. I mean, I have like a theory here, but I’m curious for you. Like, how are you able to make an offer in 3 days? Because I talked to a lot of people that are like, you know, they wanna have all these questions answered and have, you know, a very full understanding of the business before they make their offer. How were you able to go from, like, Friday to Friday?

Evan Papson [00:14:04]:
I took right. I took his the information provided to me. Right? And I went there and I saw the volume. Right? So he wasn’t advertising a terrible amount of washer fold. And I saw his machines were new. He was gonna be the landlord of the place as well. He owns the building. It’s a mixed use building with apartments upstairs.

Evan Papson [00:14:22]:
And I just I I knew the location. And, you know, the numbers he were saying made sense and correlated with the asking price. And I learned this from getting into, I mean, into getting into real estate. Right? Like, I can make an offer. If I find out through that due diligence period that that this is not adding up, I can walk away. But if someone else comes in and makes an offer and locks that down, then I don’t have that opportunity to go in there and do the due diligence, you know, and say, hey. Wait a minute. You’re not doing the amount of wash and fold you advertised.

Evan Papson [00:14:52]:
I want money off. Or there’s these extra bills you didn’t I want, you know, something off. Or, you know, I I always had the opportunity to walk away. Well, you know, we got a signed offer. That just meant that, you know, he wasn’t able to talk to any other buyers. But he still had to prove that what he gave me as representation of the business was accurate, or I can I can walk away? You know? So I I mean, that’s that’s how I kinda dealt with, you know, buying the real estate in in in at the time I was getting it was, you know, it was crazy that every all these houses were going for above asking price because interest rates were so low. And it was like, you kinda just had to go in there and make an offer and then hope everything was right. Otherwise, you know, walk away.

Evan Papson [00:15:31]:
So, you know, the broker was very good. He he, you know, he made sure to tell me, you know, that this is the offer based on the store doing what he says. You know, you can take as much time as you want to verify that. And if it’s not the case, you can pull out. So, I mean, that’s how I did it, you know?

Jordan Berry [00:15:49]:
The reason I asked you that is because I’m gonna cut this clip out right here, and I’ve got about 4 coaching clients. I’m gonna send this to cause this is what I’ve been saying, right? It’s like, you know, especially in this market right now, and this, I know this was like a little bit ago, not, not too long ago, but a little bit ago before things got real, real crazy, I think. Or maybe right around when they started to, but you know, right now, if you find a deal, you’ve got to pounce on it and verify it later. Because just like you said, if somebody else comes and makes that offer, it’s gone. It’s off the table. It’s done. But if you make that offer, you’ve got the opportunity to get in there, do your full due diligence, renegotiate if possible, if necessary. And you’ve got the option now to be able to do that.

Jordan Berry [00:16:34]:
Now you don’t want to abuse that and tie up a whole bunch of laundromats and then walk away from what you’ll get a reputation. Like you said, this is not a big industry, right? You’ll get a reputation, but if you’re genuine about wanting to buy it and you think this might be one that’s going to fit your criteria, you gotta move quick on these things right now.

Evan Papson [00:16:52]:
And for the most part, he was pretty you know, the numbers were pretty accurate. I mean, he was a fully coin a fully cash store when I got it. So what I did was I went in there. You know, I showed up on a Monday, and I sat there every hour that was open with a notebook. I I didn’t rely on he didn’t wanna give me access to the cameras because of, you know, they were tied into his whole property. But I went there. Every single hour it was open. I spent, you know, a few 100 hours in the store.

Evan Papson [00:17:17]:
And I counted the customers. I saw the washes. I did coin counts. You know, there were a few things off. You know, like I said, he he wasn’t doing the wash and fold that was advertised. I mean, there were reasons, whether I found them out or not. I mean, he had lost an employee. He had lost the woman who was running the store.

Evan Papson [00:17:36]:
He recently had surgery. Those were the reasons he was selling. And the reasons he was saying, hey. I can’t take, wash, and fold. So that there was that issue. And then there were, you know, there were a few a few bills or expenses that weren’t listed. You know, the heat and hot water was run on oil, and he didn’t have that listed. So I came to the table and I said, hey.

Evan Papson [00:17:54]:
You know, that’s I gotta fill the oil tank every month or every other month. There’s and and we came to an agreement on that. And, and I think everybody walked away, you know, happy, and and and it and it was a good deal. And and so far, you know, I’ve only had it for about 8 months now, but, you know, it’s been everything, you know, everything he advertised, it was. So, I mean, I’m I’m I’m happy. But

Jordan Berry [00:18:17]:
that’s awesome. I mean, yeah, that’s that’s great. Out of curiosity, like, well, real quick, I wanted to go back to you moving quickly. I would probably guess also that another reason you felt like you could move quickly is because of all that other stuff that you did leading up to that point where you would analyze the whole bunch of laundromats and you kinda you’ve looked at a bunch of stuff. So you’re familiar with all that stuff too. Right? So it can feel like nothing’s happened. It can feel like you’re wasting your time sometimes when you’re 6 months in and you don’t have a deal yet. But all that is laying the groundwork for when that deal comes around, you can act quickly because you also have that confidence from looking at all those deals and talking to all those people you talk to.

Jordan Berry [00:19:03]:
We might guess. Yeah. I don’t wanna speak for you.

Evan Papson [00:19:05]:
Yeah. You you get used to, you get an idea of the market. You know, obviously, the market and the multiple they’re selling at is is different. I guess, prob maybe in every area. I only know what my market is. You know? And and you get used to seeing what the expenses should be. You know, why is, you know, why is this guy not listing wash, dry, full supply as an expense? Why is he, you know, not listing this? Or how is he making so much on vending when everyone else is you know? It’s just like, you get to see it, so you get to know. And then, you know, when all the pieces are there and the price is right, it it it gives you more confidence to go in and and make that offer.

Evan Papson [00:19:41]:
And, you know, I mean, at that time, I was kinda just, like, driven by I don’t know. Like, I knew what I was doing, but it was kinda like all just happening so fast. And, you know, I had, I had other people in the industry, Like I had said, I know the laundromat owner down the street who who I was able to talk to and say, like, hey. How does this look? Does this look alright? And, you know, the broker and and all that kinda gave me more reassurance.

Jordan Berry [00:20:08]:
So Yeah. It’s huge. And, you know, having that outside kind of experienced opinion, especially when you’re going through your first deal is invaluable, right? Like, cause you don’t know what you don’t know, even if you have looked at, you know, a 100 other laundromats beforehand, you don’t know what you don’t know. And so having somebody who’s seen and done it before, that’s that’s huge. I think that’s huge. Not to be

Evan Papson [00:20:31]:
And it’s, you know, it’s it’s a little scary, you know, like going into it. It’s like, am I really gonna do this? Am I gonna put up, you know, this large amount of money? Am I gonna sign a lease for x amount of years? And then am I gonna commit to, you know, running the store through the good and the bad? It’s a it’s a big for me, it was a big commitment. It was a little scary, but I mean, it just, you know, I had good people around me who were there to help and and offer help and support. So, I mean, it’s it’s good. You know? You gotta take chances. You know? You gotta that’s my belief. Anytime I’ve taken a chance, what I’ve done, the due diligence, it’s worked out for me. You know? When I when I take stupid chances, you know, they don’t.

Evan Papson [00:21:10]:
But when I do my homework, you know, they generally work out.

Jordan Berry [00:21:14]:
Yeah. But the stupid chances are fun.

Evan Papson [00:21:16]:
You know what I mean? But I I’m I’m trying to put those behind me. You know?

Jordan Berry [00:21:20]:
So Yeah. I know. My my stupid chances days are long behind me, sadly.

Evan Papson [00:21:27]:
I

Jordan Berry [00:21:27]:
know. Yeah. Kids and stuff and you gotta, like, I don’t know, mature up, I guess. I don’t know. Yeah. It’s lame. It’s boring. No.

Jordan Berry [00:21:35]:
Just kidding. Okay. So how do you remember how long your your due diligence phase was? How long did you do due diligence?

Evan Papson [00:21:42]:
I was in the store within I’d say 3 weeks. I was in there. Every hour it was open and it was a long 3 weeks. I I took a little break here and there. I left early sometimes. And then, you know, by the end of the 3rd week, I said, listen. You know, this is where we’re at. This is what I see.

Evan Papson [00:21:58]:
You know, we’re really close. If you want, I’ll give you I’ll give you this amount for the store. I think it’s a fair offer, and we’ll seal this up, and we’ll send the paperwork in, and we’ll start doing the closing. And and he said, yeah. That’s fine. So I did about 3 works of due diligence, but my due diligence was spending every single hour of the store. You know? Spending 60, 70 hours a week in the store. I was fortunate enough.

Evan Papson [00:22:20]:
I took time off my regular job to do this, so I had the time. And, I was comfortable with it’s a neighborhood store. You know? It’s, it’s in the middle of a neighborhood in Boston called Dorchester. And I got to talk to the people in there, you know, and everybody had great things to say. Oh, it’s it’s busy. It’s it’s a good store. It’s been in the neighborhood. But not to mention, the store was in the neighborhood with 2 owners for 50 years.

Evan Papson [00:22:45]:
So it must have done you know, be doing something right. So it’s a lot I don’t know if the word you would use is staple, but it’s it’s part of the community. So I got to know the community. Everybody kinda helped alleviate fears that it was, you know, it was, a dying store or anything like that or it wasn’t a popular place. And then and I knew when I got in, I would be able to do the things I wanted. You know? Clean it up, update the signage, update you know, Give them the opportunity to pay with credit card or EBT benefits through a laundry work system. You know, computerize the watch drive fold so they get, you know, notifications when it’s done and and all that stuff. And and and I thought I could go in there and make it better.

Evan Papson [00:23:25]:
You know? He’s the gentleman running it was older, retirement age. He’d been doing it for a long time. I know he was tired. So, you know, needed an uplift, and I thought that would help too. And at the end, it did. You know? I can I could see the business, you know, growing, you know, a little bit week by week?

Jordan Berry [00:23:42]:
Yeah. So you added a you added a card system?

Evan Papson [00:23:46]:
Yeah. I added so he was all cash and change machines. Quarter machines and quarter boxes. And I learned real quick that was not gonna be good for me. The boxes needed to be emptied, depending how busy, every 2 or 3 days. I was getting calls, you know, they can’t use this machine because it’s not taking any quarters. The change machine lights were going on. We can’t use the 10/20 change machine isn’t working.

Evan Papson [00:24:10]:
Quarter’s constantly getting jammed in the in the receptacle while they’re trying to load the machine. I mean, they’re putting 2 foreign money and everything, and that was driving me insane. And, so I did. I added LaundraWorks, which gave them the opportunity to instead of feeding cash into a chain machine and getting quarters, you know, just they just the majority of people still use cash. They just load their laundry card. But like I said, my larger machines are $11, so it cuts down on the time of people dropping $11 in quarters in there. And, and also, like I said, that gives them the opportunity to use EBT benefits, credit, debit, and all that, and it saves time. I also the wash dry fold was by hand slip.

Evan Papson [00:24:50]:
You know, someone came in and he just filled out a hand slip, and then he gave it to him. That was it. I I did, I I settled on clean cloud. I put in 2 different, point of sale stations, 1 at retail and 1 at our counter where the scale is for the wash dry fold. So the people come in, you know, if we know their name, we can pull it right up by their phone number. It pulls up all their information. They’re able to, you know, accrue discounts depending on how much wash dry fold they use, you know, money towards it or percentages off, and they get, you know, they get a a message when it’s done. They get a a real receipt, and it helps me as an owner track everything, you know.

Evan Papson [00:25:24]:
Because it’s it’s really hard when everything is is all cash and and handwritten papers to to track a a business, you know. And wanna be absentee. It was it was one thing for him, because he was there all the time. He’s owned it for so long. He owns the building. It was like, he wasn’t really concerned with I don’t wanna say how good the business was doing, but it was kinda like, you know, it does what it does, and that’s it. But, you know, I wanted to bring it up to date because I I was seeing people come in asking if they could pay with their credit card to do laundry. And when I said no, I was seeing them walk out, you know, mostly younger people.

Evan Papson [00:26:02]:
So so, yeah, I I put the laundromat and I installed it all myself, and it’s been great. It it gives me the ability to track exactly what’s going on in the store whether I’m there or not. So I love it. And the customers love it too. So

Jordan Berry [00:26:15]:
Well, that’s what I was gonna ask you. So, I mean, I hear a lot of people that have fear of going from a all coin store to an all card store, because you’re not you’re not taking coins at all anymore.

Evan Papson [00:26:26]:
I was gonna then I had that fear. So me and the gentleman who sold me the system, my laundromatologist name is Oleg. We had talked about him before. I was adamant. I wanna be coin and card. I don’t wanna rob them of the process of being able to come in with all their quarters and load it up. But, you know, after I thought about it a while, it was like, I went all all card. But the thing is is that they can they just you know, they come in once with their bag of quarters, and we change it for bills for them the first time.

Evan Papson [00:26:55]:
And then they know that their bills just go in a different machine than a change machine and loads of value on the card. And it’s not you know, people who don’t have credit and debit, you can still walk in with cash and get your laundry done. And, you know, so it it really was a no brainer when I thought about it. And I’m and I’m so glad I did, and the people love it. You know, the people absolutely love it, and they appreciate that kind of upgrade. You know? Because it’s a substantial investment. I mean, as far as I have to buy in the store, you know, and and then, you know, they appreciate it. It helps them get in and out quicker.

Evan Papson [00:27:26]:
And you can do little things, you know, they register the card. So if they lose it, they can get it back with all their money on it. You can, you know, we give away, you know, $20 here, $5 every Sunday to a random person who’s registered. Plus, there’s the, the reoccurring customer. You know? I think as long as they have my laundry card, hopefully, they’ll come back. You know? Yep. So so it was good for me. It was good.

Evan Papson [00:27:46]:
I I had the same fear. I didn’t wanna get out of coin and and just go to a card system, but but it it worked, you know.

Jordan Berry [00:27:53]:
Did you get much negative feedback from customer? I mean, I think when I’ve heard people who’ve gotten negative feedback, usually it’s from, like, older customers

Evan Papson [00:28:02]:
It is. Yeah.

Jordan Berry [00:28:02]:
Typically. So I’m curious. I mean, did you get much negative feedback when you went to the card?

Evan Papson [00:28:07]:
I had people who didn’t want me to change. I had asked, I had asked some of my regular customers beforehand, hey, I’m thinking about going to this. Some of them didn’t like it. Then because then people just don’t like change, some people. Not change quarters, but change is Right.

Jordan Berry [00:28:20]:
They like change, but

Evan Papson [00:28:21]:
not change. But, but, no, I didn’t get much negative feedback. You know, the people would come in with their quarters and then look at the machine baffled because there’s nowhere to put them. And then, you know, once they got over you know, we made sure to change out everybody’s quarters for bills that, you know, we’re probably still doing it. But, well, you know, we have an attendant there, so they show them how to use it. And once they use them and see once they use the system and see how easy it actually is I mean, they yeah. There was not really much negative feedback at all. I’m actually in the process of putting an extra reader at my retail station because we sell a lot a lot of detergent laundry bags, and I’m I’m gonna have give them the option to pay for that stuff with the Laundry Works card.

Evan Papson [00:29:02]:
People are actually asking, hey. How can I pay for more stuff on this card in this store?

Jordan Berry [00:29:06]:
Help always always pays off to help people figure out how to give you more money. Yes. That’s smart smart business right there. Smart business. What about, when you transitioned to, from, from, you know, the, the order slip on pickup or drop off laundry to the software system? I mean, I’m sure that the customers were great with it and fine. They got more communication, all that, where I’ve seen some people have some pushback or difficulty in making that transition is with employees and teaching employees how to use it or employees being like, I can’t use a computer or pushing back on it. How was that transition for you on the employee side?

Evan Papson [00:29:48]:
Honestly, it wasn’t bad. We are, you know, we don’t have a we’re not a huge store. So we only have, you know, 3 or 4 4 or 5 employees between family and friends and and employees. And, they were quick to pick it up. I mean, it’s everybody has a phone now in their everybody has a computer in their pocket, so they have some kind of general knowledge. And I simplified it. You know, you could with that system, you can do a lot. You know, you can show which washer their washer their clothes are being washed in.

Evan Papson [00:30:18]:
You can show when it’s moved to the dryer. You can show when it’s being folded, or you can cut a lot of the fluff out. Like, you know, people come in, here’s my name, here’s my phone number. They get to see us enter the weight, you know, on the computer, prints out their receipt, and then it shows it as being processed. And then when it’s done, we click a button, they get a text. It moves into ready to be picked up, and that’s it. And it’s really you know, it’s it’s it does the math for the for the weight, for the poundage for you, and, you know, nobody there’s no calculator there, like, you know, employees doing it out. So, I mean, there was a little a few questions about it, but I tried to get away get rid of all the fluff and make that system as as basic as possible.

Evan Papson [00:30:58]:
And it and the employees picked it up, you know, fairly quick, has been my experience now. I mean, maybe if you have a bunch of stores and, you know, dozens of employees and you’re trying to incorporate it all at once through multiple stores, it’s probably a lot. But for for my smaller store, it was you know, it went in pretty well. You know?

Jordan Berry [00:31:17]:
Awesome. Another question that kind of popped up, is, I mean, you mentioned that the previous owner was there a lot. Right?

Evan Papson [00:31:28]:
Yeah. Yeah. Yeah.

Jordan Berry [00:31:29]:
And so and and you’re not there all the time. Right? You’re working?

Evan Papson [00:31:33]:
Yeah, no, that’s correct. I have another job.

Jordan Berry [00:31:36]:
Yeah. So how was that trans because I think, I think also there’s a fear. Some people have a fear of going to a store like that, where, you know, thinking maybe the customers are, you know, they’re, they bonded with that owner. And when there’s no owner there, you know, they drift away or, you know, anything. Was there any transitional stuff like that to where you’re not there all the time anymore?

Evan Papson [00:32:02]:
No. I mean, not that I that I saw. I kept the name the same, so it’s still named after the previous owner of the store. You know, I was there personally in the beginning. After I purchased the store, I was doing all all the work. I was there while it was open, doing most of the shifts, me and my fiancee and just her family, and then we slowly brought on people in. So it was a slower transition. You know, I think people saw me in the store.

Evan Papson [00:32:26]:
They knew he was selling it. And then they saw, you know, me working the store, you know, weekends, weekdays, every hour it was open. And, I mean, I mean, I I I think people were happy to see someone come in and clean it up and give it, you know, the updates it deserves. You know? Because it really is it’s in the middle of a neighborhood of multifamily houses, and it’s within walking distance to so many people that, like, this is where they’re gonna go do their laundry. So I think, you know, a lot of people were happy to see someone come in and, you know, give it enough, remake, you know, new TVs, new signage, you know, new paint, and, you know, new options to pay. So I think that, you know, when they saw the work we were putting into it, I think they were they were okay with it. They were happy with it.

Jordan Berry [00:33:15]:
Yeah. I think one of my, I guess, kind of more controversial takes that I have that I think a lot of people disagree with, but, I I think it’s legitimate is, you know, a lot of people will say, you know, when I take over store, I don’t make any changes for 90 days or whatever people fear change, that kind of thing. But what I, I, my perspective on it is people, yes, they fear change, but they’re not really fearing change. In my view, what they’re fearing is negative impacts on their life due to change. Right. And, and so, you know, for me, it’s, I I’m, I’m a fan of making changes early on in, in, in certain situations, right. Where if you’re improving things, if you’re making things smoother for people, if you’re making the experience better for people, making it more clean or more pleasant to be in the environment or you know, whatever the case may be. I’m, I’m an advocate of making those changes.

Jordan Berry [00:34:15]:
And yes, there’s always gonna be people who don’t like whatever you do. It doesn’t matter. But, I, you know, I think that, you know, making, making some of these changes on the one hand is bold moves. Like you went from an all, all coin store and handheld tickets to, bringing it to the modern day, right. Of an all card store and, and having, you know, a software managing all that stuff and cleaning up the place and running it a little bit more like a business, than it was being run before, which I think is awesome. I mean, how is how is that impacted the business from, like, when you started to to now?

Evan Papson [00:34:56]:
So very shortly after I bought the store, another laundromat down the street had a fire, And they’re a very big big store, so they’re shut down. And they have been for a while. So I kinda I saw a real big surge in customers come in. So I’m still up, and they’re still not open yet. I think they’re gonna open around January. So I’m still in this phase of where the business is doing so well, like, so so much better than expected. But I know it’s you know, when they reopen, people are gonna go back. You know? Because it’s it’s another option.

Evan Papson [00:35:26]:
It’s closer to home for some people. Yeah. But I think after I made the I so I knew when I went in the store, I wanted to adjust the pricing a little bit. So my point of view was, like, let me let me make these changes I know I wanna make. Because these changes were not only for them, they were for me. Mhmm. Right? Like, I couldn’t go on vacation as long as that store was run on quarters. Like, you know, I can’t disappear for 7 days.

Evan Papson [00:35:48]:
And so they were as much for me as the business owner as it was for them. So, you know, I did all these changes, and I and I and I ended up tweaking the price a little bit. And I I think that, like I said said, you know, that the people really, you know, appreciate it. The thing about putting all that stuff in was that it was it was as much a benefit as me as the owner to be able to have an idea and an accurate picture of what the store is doing, be able to see what machines are running even from the comfort of my own home than, you know, always trying to guess. I mean, I I would do it again. You know, I have no no regrets on that.

Jordan Berry [00:36:16]:
Yeah. Are you are you doing anything? I’m it this is like, it’s kind of like a best case, worst case scenario that, you know, the bigger store down the street had a fire and you got this huge influx of customers. So you got this like run up, but I, you know, I just knowing myself. Right. I’ll be like, dude, I’m so excited about this, but let’s say, you know, you’re at what I’ll just make up numbers. Right? Let’s say you’re at $10,000 of gross income a month. When you take over this other store closes down and you jump up to, like, 18,000 and it reopens in January, it goes down to 13,000. I like just knowing myself, I’d be like, oh, dude, what a huge loss.

Jordan Berry [00:36:58]:
Instead of I just gained 3,000, you know, net long term. Sure. I would feel I feel like us. But are you doing anything to, you know, to prepare for when this store opens to try to fight for some of those customers? Or

Evan Papson [00:37:11]:
So that was another reason why I went with the Laundry Works card system. Right? Was because I wanted to give them a reason to stay. And I think as long as I put the laundry card or the idea is, if they have a laundry card to my laundromat and there’s money on it, most people walk out of the store and there’s, you know, 4 bucks, 5 bucks, whatever, left on the card. It’s a it’ll get them back. So that was one proactive step, you know, I took in the in the trying to get them back. And then I get you know, I just try to do sales, and we do, you know, customer appreciation, and we try to do mark you know, marketing on Facebook. And and I mean, what I don’t really I mean, I it’s it’s so busy sometimes on the weekends in the store. Like, even the employees, like, people are waiting, and every machine is spinning.

Evan Papson [00:37:57]:
It’s like a madhouse in there. And I’m like, Jesus. I wish, like, you know, a third of these people would not, you know, it’d be alright. But I mean, I’m nervous about about what’s gonna happen, but but I know you know, I bought the store and it was supposed to do x, and it’s doing x. You know, it’s doing that plus. And I’m confident that, you know, when the other store reopens, it’ll still at least do what I bought it for. You know? And then I I really have no complaints. And I and if I I can retain some of the customers, then then I which I think I will, you know, especially my weekday customers.

Evan Papson [00:38:28]:
I think they’ll stay because it’s not so busy. It’s, you know, the Sunday, Saturday, like, 10 AM to 3 PM customers who all come when everybody’s coming, and there’s, you know, there’s no room in there to move. It’s it’s I think some of those people will be like, you know, I’m I’m gonna go back to to the other store. It’s too crowded in here. Yeah. And and I couldn’t blame them for that. You know, I’m gonna try to remain positive and look at, you know, the plus, not the loss.

Jordan Berry [00:38:53]:
Yeah. Look at the plus. I mean, that’s that’s what you should really be focused on. I’m sure you’re gonna come out net ahead, because of this, to, you know, and you know, you hate to, you hate to like see somebody else’s business burned down and you know, that that part’s negative, but you know, you know. Yeah. You know, you benefited from it a little bit too. So it’s good.

Evan Papson [00:39:20]:
They’re a big chain. You know, they’ve got, stores in every town in the area. They do dry cleaning. I don’t do dry cleaning. They do dry cleaning. They’ve got pickup and delivery vans. So they’re they’re a serious competitor. You know? So Yeah.

Evan Papson [00:39:32]:
But, I mean, if, you know I don’t know if my prices will be cheaper, stay cheaper than theirs. You know? I’m I’m I’m not really sure, but, you know, I’ve got a pretty good lock on the neighborhood. You know?

Jordan Berry [00:39:43]:
That’s good.

Evan Papson [00:39:44]:
I That’s all I can hope for. Yeah. That’s good. I’m cheaper wash

Jordan Berry [00:39:47]:
dry folds by far. So Well, maybe you should raise your prices.

Evan Papson [00:39:51]:
You know, I’m trying too slowly because I really, I think I’m too cheap on wash dry folds. I just don’t wanna shock them at once. You know?

Jordan Berry [00:39:58]:
Yeah. Yeah. So Do you have, like, a set, like, okay. On here’s the schedule. I’m gonna raise price. Do you have, like, a plan on how you’re gonna raise money

Evan Papson [00:40:08]:
or I have an idea.

Jordan Berry [00:40:08]:
You’re winging it?

Evan Papson [00:40:09]:
I have an idea. I so I originally, when I bought the store, his already low price, I lowered it. And I hung a banner outside just to get people in. Because as I said, he had been turning people away because he had no one to do it. And he he was physically unable to do it. So I lowered the price, put a big banner up, got them in, brought it back to the original. I did another small increase. After Christmas, I plan on doing another one.

Evan Papson [00:40:35]:
You know, I have an idea where I wanna get it, which is still competitive in the area, because I’ve done you know, I’ve called around and I’ve seen what people are are charging. Mhmm. And, you know, because it’s a lot of work. The people bring in a £100 of laundry. It’s it’s a lot of work, you know, washing, drying, folding those clothes is demanding on the on the employees or whoever’s gonna process that laundry. So, I mean, I think it I think, you know, even at the price I get it at would be a a good deal for the people in the neighborhood.

Jordan Berry [00:41:03]:
Yeah. Yeah. Well, that’s a tricky one. Right? We, as an industry as a whole, I’ve said this a lot of times, but we’re not always the best at raising prices or having some sort of strategy behind that, there. So, I mean, think having having an idea of where you’re heading and a path to get there, I think is that’s the way to go. Sure. For sure.

Evan Papson [00:41:24]:
I know where I wanna be. So maybe every quarter, every 3 or 4 months, I’ll add a dime, add 15¢, then Yeah. You know, ease them and try not to shock them all at once.

Jordan Berry [00:41:33]:
Yeah. Yeah. Yeah. Yeah. That’s good. That’s good.

Evan Papson [00:41:37]:
Same idea with the machines. Right?

Jordan Berry [00:41:38]:
That’s right. That’s right. How were how were the the pricing for the machines when you took over? I mean, you mentioned you you raised them a little bit. Right?

Evan Papson [00:41:46]:
They’re very, very little. I I, he wasn’t charging for hot and warm water as an add on. It was just the same whatever you did. So I had noticed in the area, everybody was charging, you know, a quarter or 50¢ extra. So I kept the base price the same, and I just added hot and warm as, you know, 25¢, 50¢ add on. And then I knocked off a minute on the dryers. So it was very little little change. But as far as his laundromat pricing compared to things in the area, you know, he was he was right there with kinda where he was supposed to be.

Evan Papson [00:42:17]:
It’s not like he was a lot cheaper, and I can come in and and and and raise raise the prices to generate revenue that way. I think he was kinda from what I saw, he was right where about as high as he could be right now with the other stores where they were at, you know, which was you know, I know you like to buy a store and see it that you can go in there and you can, you know, add a dollar to each machine or something like that. It wasn’t the case. But what the business he was doing and the and, the revenue it was generating, you know, it made sense.

Jordan Berry [00:42:46]:
Yeah. We’re good. I mean, I think that that’s, you know, obviously, huge win if you can just go right in and raise things a dollar. But, I mean, I think that’s pretty pretty rare and it pretty shocking for for customers too if you’re if you’re you’re jumping up that high. Not to say there’s no scenarios where that happens because it does, but I think that’s pretty rare scenario.

Evan Papson [00:43:05]:
My my distributor was out, and he was telling me my £45 are too cheap, telling me I need to raise the dollar.

Jordan Berry [00:43:10]:
Yeah.

Evan Papson [00:43:11]:
And I said, oh, maybe, but we’ll do it slowly if if we do, you know?

Jordan Berry [00:43:15]:
Yeah. Yeah. Yeah. Well, I mean, if he knows, he knows like

Evan Papson [00:43:19]:
Yeah.

Jordan Berry [00:43:19]:
Yeah. That’s that’s good. And while all that’s, you know, as, as we keep seeing prices on everything or expenses, I guess, on everything for us increase, we’ve got to be strategic about raising prices, how we’re gonna do it when we’re gonna do it. We’ve gotta think through that stuff. Otherwise, we’re gonna get eaten alive by rising utilities, rising rents, rising labor costs, rising insurance costs, rising parts and machine costs, rising interest rates, rising everything. Right? Like craziness. And if we, if we’re not strategic about it, we’re gonna get eaten alive for sure. And there are people, you know, who are going out of business because they’ve not kept up, with the pricing.

Evan Papson [00:44:07]:
Sure. Yeah. I mean, you know, the energy and the water and all that stuff, it’s just it’s it’s gone up a lot recently in recent years, you know. But but and and everything, the price of machines. And like you said, the price of parts. I mean, I I try to find the parts on eBay or somewhere cheaper if it’s if I just go right to the distributor for for the parts, you know, there it’s a lot. You know?

Jordan Berry [00:44:26]:
Yeah. Are you doing repairs yourself?

Evan Papson [00:44:29]:
I am. I am fortunate. I haven’t I I don’t know if I wanna say, like, I’m mechanically inclined, but I I don’t have any fears of, going in there and doing some stuff myself. You know? So I, you know, I change out whether it was thermostats or, you know, whether it’s opening the washing machines up and cleaning out the pipes, putting in a new display screen on the the washer. The display screen went out. I changed a lot of my relays on my dryers are are, you know, my dryers are about 6 and a half years old. The relays are all seeming to go. So when the dryer cycle finishes, it doesn’t the relay doesn’t go through to tell the motor to stop spinning.

Evan Papson [00:45:03]:
So the motor just keeps spinning. So, I mean, that’s that’s that’s easy stuff. I haven’t had any huge issues where I had to, you know, take a whole machine apart. You know, I I bought the LaundraWorks system. I was promised it was something, you know, anybody could install, and he was right. I, you know, I I installed it on myself. You know? I I wired it into the dryers. I mounted the thing on the wall.

Evan Papson [00:45:26]:
I ran all the cables. So I was fortunate that way, but I if I had to call a mechanic for every little problem, I it’s a burdensome cost. You know? It it definitely, I think the little things every laundromat owner should commit themselves to learning about the machine so they can do the little things. You know?

Jordan Berry [00:45:42]:
Yeah. Yeah. Well, it could be a huge savings, not just in, you know, the the labor of bringing in a mechanic, but also, you know, I don’t know about where you’re at, but where I’m at and a lot of other people, we have difficulty finding, you know, service technicians that could come out, you know, when we need to come out. So not only is it gonna cost you a lot of money, but machine might be down for 2, 3, 7 plus days, waiting for that service technician to come out. And if it’s a small problem that can be fixed fairly easily, man, it’s worth either you or somebody on your staff knowing how to do that and

Evan Papson [00:46:24]:
being able

Jordan Berry [00:46:24]:
to take care of that problem. It’s a big deal.

Evan Papson [00:46:27]:
Yeah. It is. I am, like I said, I’m a smaller store, so it’s not good to have out of order signs on the machines.

Jordan Berry [00:46:34]:
Well, especially if you’re, you’re basically serving the market for 2 laundromats,

Evan Papson [00:46:39]:
you

Jordan Berry [00:46:39]:
know, too. So, you gotta keep those things pumping for sure. What, I was, Oh, I was gonna ask you, Oh, on the, on the drop off laundry, the wash, dry, fold stuff. How, I mean, how has that grown? Has it have you seen growth since the beginning? I know you’re pretty early on still Yeah. In the process, but are you seeing growth in that?

Evan Papson [00:47:01]:
Yeah. I have. So like I said, when I got the store, he wasn’t really doing much. He had just brought someone on, so he was not really processing much at all. I’d say, you know, a couple 100 pounds a week, which is which is really not much. And, when I got in there, you know, I I put a banner on the store. I let people know. I started doing, you know, Facebook ads, Instagram ads.

Evan Papson [00:47:23]:
Just, you know, short money paid ads, flyers and stuff. And it slowly started to grow. And, it eventually got, you know, it eventually got to where it should be. You know, week after week, I saw it, you know, it grow more and more. It’s funny you asked now. So one of the reasons I went with, wash and fold software was because they promoted a website that would allow me to do pickup and delivery. And and he wasn’t offering any pickup and delivery. So I said, well, you know, let me let me try to get more wash and fold in here through pickup and delivery.

Evan Papson [00:47:54]:
And, you know, my experience with that is is not I don’t do a ton of pickup and delivery. I just I don’t know if I can’t get people to my website. You know, there’s so many if you search wash and fold, pick up and delivery around me, I mean, there are so many laundromats. And not even laundromats, just weird companies located in an office building that are middling the wash and fold that people can go with. So it’s like, I just don’t know how to get into my launch. But I ran some ads, and we do a little, and we have some reoccurring customers. But, you know, it grew. And it’s where it’s at now, I think whatever happens with the other store, I’ll retain my wash, dry, fold customers because we are cheaper.

Evan Papson [00:48:35]:
Is sure, I would like it to grow a little bit, but also being a small store, a lot of it comes in on the weekends and it’s hard to get it done. You know, it’s it’s if you’ve got, you know, £500 of washing floor comes in on a Sunday and you’ve got all these machines going, it’s very hard to get done. And it’s it’s, a burden on the employees. It’s nerve racking. It’s good. It’s where I want it, but I would still try to grow it a little more, a little more, a little more. I I wish more people would come in on the weekdays. I gotta try to figure out you know, my fiance was saying maybe you can offer an incentive to get people in on there, you know, Monday, Tuesday, Wednesday, or or Tuesday, Wednesday, Thursday with it.

Evan Papson [00:49:08]:
You know? When it’s slower in the store, it’s easier to process them.

Jordan Berry [00:49:13]:
If you should raise your weekend prices and keep your weekday prices where they’re at, And that’s like one way. And then you could sort of raise as you raise more, you could raise them kind of like that. But you could do a price raise during your busy time and incentivize people to come on the weekdays or something like that.

Evan Papson [00:49:32]:
Yeah. No. You’re absolutely right. I had just, you know, I’m just now starting to figure out how to how to balance this. Because last weekend was, you know, another thing you can do with software when you run when you have a software system, you have everyone’s information, their phone numbers, their emails. And we ask them if they wanna opt in, you know, you’re able to send out. So on Friday, I noticed the wash and fold was slow for the week. So I sent out, you know, a mass text to everybody.

Evan Papson [00:49:57]:
Hey. You know, we’re having a blanket special for the fall, and, bringing all other washing folders as this. And within an hour, you know, the washing folder that came in the store was too too much. You know? So I think, you know, I need yeah. You’re right. You’re absolutely right. I’m I’m looking into ways to try to drive it to the weekdays and and giving them a break or or charging more on the weekends is definitely a possibility. So

Jordan Berry [00:50:21]:
Yeah. I mean, I think that’s probably the way to to do it right is raise it on the weekends. The people who want it done on the weekends will still do it and they’ll pay the price. And the people who want the cheaper price will just push off to the week. And if you’re not seeing people push off, then just raise it again until you see people’s, you know what I mean? Like, then you’ll know where the market is, Yeah. For it. But that, that text campaign, I think is, that was like a, that was like a sleeper gold nugget right there. You just kind of glossed over it.

Jordan Berry [00:50:50]:
But, you know, having, I think, I think the, the text message marketing and email marketing are hugely overlooked in, in this business. I know a lot of people are doing more and more text, text messaging stuff through their software, which is huge, But the, having the ability to just drum up a bunch of revenue, a bunch of orders just by sending out a mass one, mass text message is so powerful. It’s so powerful. And the same thing with email too. Right. Being able to send out an email and just saying, you know, look, we’re kind of slow this week. Let’s drum up some business and being able to send off one text message, one email, whatever, is that’s like, that’s like Spider Man type power. Great responsibility comes with that.

Evan Papson [00:51:40]:
The results were almost instant. I mean, almost instant, you know. Yeah. Because it was a blanket special. People were bringing in their comforters, clean foot, you know, it was huge. Drove us. So I was we were I was there’s no way we’re gonna hit our, you know, quota or whatever for the week. I mean, I I kinda break things down by month, but our quota for the week went to we’re not even gonna become near hitting it.

Evan Papson [00:52:01]:
Now we’re blowing it away with just one. You know. And I think it cost me like a cent, a text message to send it out. Okay. So it was like the return on, dollar for dollar was was good.

Jordan Berry [00:52:13]:
Yeah. And that’s I mean, that’s a huge tip. Just even if you only have a self serve business and you don’t have wash, dry, fold or

Evan Papson [00:52:20]:
pick

Jordan Berry [00:52:20]:
up and delivery, like if you have those, you absolutely probably are and should be collecting phone numbers, email addresses, etcetera, so that you can do stuff like this. But even if you have self serve, you should be incentivizing, you know, collecting that information. Cause you can do similar stuff with self serve. You know, if you know, you know, Wednesdays are your slowest days, you can drum up business that way. Or if you know, July is your slowest month because everybody’s on vacation.

Evan Papson [00:52:48]:
Yeah.

Jordan Berry [00:52:48]:
You know, you can do a beach towel special or whatever. Right? Like there’s things you can do, to try to drum up business. So you should be collecting in in utilizing wisely those phone numbers and email addresses.

Evan Papson [00:53:01]:
Yeah. Yeah. I agree. And then it’s like the laundry cards. They have the offer the opportunity to register them. Yep. You know? And I tell them, you wanna register it because if you leave here and there’s $20 on it and you lose it, you don’t lose the $20. You can come in here, enter your information.

Evan Papson [00:53:14]:
You know, you pay a buck or 2 for the new car, but you get your money. But through that, you know, that’s another avenue I’m looking at when this other store does open. You know, I can just log on my computer and send everybody, you know, $5 worth of free laundry to get them $5 load $5 on their laundry card if they haven’t been here in x amount of weeks or something. If I know they’re gone, to try to bring them back in the store. Yeah. And I think, you know, to stay stay competitive, you know, you gotta utilize these higher tech or whatever. These all all the options at your disposal. You know, you’ve gotta utilize them all because it’s it’s tough.

Evan Papson [00:53:47]:
You know? I mean, I’m up there no matter what. I I got this business. I got the lease. I paid for it. Like, whether it makes, you know, whether it makes money or it’s losing money, I got it. You know? So I gotta do try to utilize everything to keep myself in the black, you know.

Jordan Berry [00:54:01]:
Yeah. Well, I mean, I think that’s that’s huge. And you kinda just like slipped it in there casually, like it was no big deal, but I think that’s a huge, like a huge deal. They did that. So that’s a huge, a huge win. So I mean, have you in terms of growing that wash dry fold business, I mean, was it mostly through running ads? Was it word-of-mouth? Like, how did you actually gain all these new customers?

Evan Papson [00:54:26]:
So I’m on a busy street in Boston. A lot of traffic drives by. So I went and I made a a big banner and mounted it on the side of the building, you know, wash and fold special. And I think a lot of people saw that. You know, a lot of people were coming in and saying that, you know, I saw your banner. I saw your price. You know, I didn’t even know you guys were here. I didn’t even know you guys did it.

Evan Papson [00:54:49]:
So that was that was huge for me. I know that may not be an option for some people depending on their launchpad. But, you know, I I did Facebook ads and I was seeing, you know, I was seeing you can tell by if they if they search for directions to store after they look at your ad. You can look at metrics to see if it’s driven them. You know, Instagram ads and then just regular flyers around. You know, we were hanging flyers in all the local businesses and telling them that we have a community board too if you want us to hang some flyers up. You know, I had friends and and people in the neighborhood were passing out flyers. And a lot of people in the neighborhood, it’s such a good neighborhood, and the people in there are such good people.

Evan Papson [00:55:27]:
They know you bought the business, and they wanna help. And and it’s like they’re like, I’m telling my sister. I’ll tell my cousin. Or, like, can I have some of those flyers? I’ll go put one in my apart I’ll hang this up in my apartment building. You know? So it’s it was a it was a, you know, a collection of all those things that that drove everybody in. You know? And it I mean, I tried Google Ads. I just don’t know. I’m like, you know, being in such a big city, it’s like, I don’t know what the competitors are spending on Google Ads.

Evan Papson [00:55:56]:
I don’t know if I’m seeing it’s it’s tough. I I just you know, because you can spend an unlimited amount of

Jordan Berry [00:56:01]:
money on Google Ads. Yeah.

Evan Papson [00:56:03]:
And I don’t need someone seeing my laundromat not that I don’t need them seeing it, but there are so many laundromats in the city of Boston. I just want my advertising to hit what’s near me. You know, I want a 1 mile, 2 mile radius. Because no one’s driving through Boston traffic from 5 miles to come to my store to drop off laundry. I know that. You know, so it’s like, I wanna be specific. I wanna target my area. Hopefully, give them a good service.

Evan Papson [00:56:30]:
You know? And then then they come back for it. You know? If you could do that.

Jordan Berry [00:56:33]:
I gotta tell you, you know, as you’re describing the community and them kinda want to help you out and rallying around and helping you. Listen, I don’t know if you know this, but us, Westies over here, you know, we think you guys are all mean over there in New York, Boston, and it’s not sounding like you guys are mean. So what’s going on? What’s the

Evan Papson [00:56:53]:
I live in California. I I lived, I was in Marietta for a while. I lived in San Diego. And, you know, and I lived here. I mean, it’s just there’s an edge to people on the East Coast, you know, a little, lack of patience maybe, but, you know, all around, I think I think people in general are good. Yeah. You know? So at the core of it, you know, I think no matter where you are, if if people can help, they they generally try to. You know? It’s it’s a win win.

Evan Papson [00:57:21]:
They feel good for helping me, and I get I get a benefit for them helping. So every everybody wins when when you help each other, you know.

Jordan Berry [00:57:28]:
Yeah. Well, and they probably see you helping them too by cleaning up the store and, you know, doing all the stuff that you’ve done.

Evan Papson [00:57:34]:
So it’s kind

Jordan Berry [00:57:35]:
of a Yeah.

Evan Papson [00:57:36]:
A store like that, you know, you talk to the people, you get to know them, you know, it’s like

Jordan Berry [00:57:39]:
Yeah. Yeah. Well, and you know, listen, my, my laundromats have all been in like the roughest of the rough areas around here in like LA and stuff. And one thing that I’ve learned is that 98% of people, even in the roughest of rough areas are great people, you know, by, by and large, right? They’re, they’re great people. And it’s really the 2% that makes a rough area, a rough area, or, you know, generates an impression or a stereotype or something like that. So I I’m joking. I just want you to know I’m joking about you guys being mean. But you know, some, some of you are, but, you know, that’s no big deal.

Evan Papson [00:58:19]:
Yeah. Especially driving. So you can get the most on the roads. I’m sure.

Jordan Berry [00:58:23]:
Yeah. Well, we got, we got our fair share of road rage over here too. So LA traffic. Okay. So you have, dude, you’ve been killing it, dude. I I’m loving this, just out of curiosity. Okay. I know this might be a little biased because

Evan Papson [00:58:41]:
you’re

Jordan Berry [00:58:41]:
on a laundromat podcast here, but, going from when you were telling all your buddies, I’m buying a Laundromat to you bought 1 and now you’re 8 months into owning it. Like, how are you feeling about your lawn, your Laundromat owning a Laundromat, owning Laundromats in general? What’s your what’s your overall impression? Is it what you thought?

Evan Papson [00:58:59]:
It’s bet it’s so it’s better than what I thought. I mean, I’m I I like I like it. You know? I I’m I’m not completely hands off, but I don’t have to be there all the time. It’s, you know, it’s generating for the money you know, for the investment. It’s generating the income it’s supposed to. You know, I had said last time we spoke, you know, that, you know, my main concern was I don’t wanna get in over my head. I don’t wanna buy a business, and I’m committed to doing all this stuff. But, you know, I’d said before, any problem that comes my way, someone has already had that problem and figured out how to fix it.

Evan Papson [00:59:33]:
So between online communities and just reaching out for help, you know, there’s really hasn’t been anything that’s, you know, too overwhelming. But I, you know, I I tell my fiance, you know, as as soon as we, you know, pay down a little bit of money we borrow for this or or whatever, and we own it, oh, we we should get another one. You know? And another one. And I don’t know. Hopefully, I’ll I’ll I’ll be an owner in a laundromat for the rest of my life. You know? That’s how I’m looking at it. I wanna be retired, but still, you know, have that as a source of income. It’s great.

Evan Papson [01:00:01]:
Great for cash flow, and and it beats, you know, the cash flow I’m getting on my 2 family or 3 family. So it’s just, Yeah.

Jordan Berry [01:00:08]:
It’s

Evan Papson [01:00:08]:
been a great experience for me. Really has.

Jordan Berry [01:00:10]:
It’s awesome. Well, I can’t wait to be an old fart interviewing some young buck who’s talking about you as the old owner who they had to get out so they could come in and modernize it and all that stuff. No, but where it’ll be then now. Yeah. No. I mean, I, the reason I ask is because, you know, this this business, I think does that to people where people get in to it and they’re like, this isn’t better, even better than I expected. Like this is even better than I thought such like a cool people business. And, you know, as long as you’re doing it in a way that you’re making money, like you’re making money, doing something cool for the community, the community appreciates it.

Jordan Berry [01:00:55]:
So there’s, you know, kind of that aspect of it. And yeah, there’s problems and things you gotta deal with and you, it’s not totally passive and on all that stuff that, you know, we’ve been talking about, but there’s a lot of reward for owning a laundromat, not just financial, but, you know, joy and fulfillment that comes with owning it too, which is cool.

Evan Papson [01:01:14]:
I think a lot of people are curious, you know, now that I actually bought it, all these peep you know, a lot of people around me, they’re always asking how’s the laundromat? Or like people you you run into people like, oh, I always thought that would be a good investment, or I I saw online that’s the, you know, the best business to buy or whatever it is. And so it’s, you know, it’s good. It’s Yeah. It’s rewarding. It has been so far.

Jordan Berry [01:01:35]:
Well, listen. All those doubters that doubted you, send them to this episode because I got a message for him. How dare you? How dare you doubt Evan in his go getting this and making stuff happen this. You believe in him from now on. So, you send him here because you’re making it happen. I love it. I love it. We got a couple of segments.

Jordan Berry [01:01:58]:
I mean, we’ve, we’ve already covered a lot of this stuff, so this, some of this might be just repeat of what we already talked about, but one of them is secret sauce. And that’s, what’s, what’s something you feel like, is working well for you or a tip that you have for existing owners besides burning down your competitors’ laundromat? What’s something that you feel like they could do to help them improve their business?

Evan Papson [01:02:20]:
So for me, I I just try to I mean, like you said, it’s repetitive. I try to stay in in touch and active in whether it’s the online community or my old broker has helped me or the laundromat owners in the area. Because, like I said, when I come into these problems at the store, I had this dryer that just would not stop giving me this, error code when it was busy. And I talked to mechanics. I talked to all these people. And I got a a message from 1 guy. He said, listen. I had the same drive.

Evan Papson [01:02:48]:
It was the same problem. If you take off the vent, I guarantee your backflow flapper has blown out. And that was it, you know. And and and it fixed this problem that was ongoing for a couple weeks, you know. So if I, you know, if I just stay active in the community, I think it’s, you know like I said, there’s there’s nothing that no problem that comes my way that I can’t solve. Because other than that, it’s really just, you know, enjoying it. You know? Everything’s great, and then you get a phone call or whatever. But and don’t be afraid to to to get in and try to service your own machines.

Evan Papson [01:03:19]:
You know? And learn your machines. You know? Because that’s that’s helped me a lot as well.

Jordan Berry [01:03:24]:
You’re like you’re like the master of just dropping like mind blowing life altering things in a casual way and glossing over. But I think like the real secret sauce I’m taking away from this, like all that stuff is great, but the real secret sauce I’m taking away from this is this belief that you have, that there’s no problem that you can’t solve. Like, I think, you know, a lot of people’s fear anxiety. Even I look at my own experience, right. Where I bought this laundromat, everything went South on me. I was losing money and I kind of turtled up and I stopped doing the things that would bring in new business to help because I was too scared to do them. Right. Because I lost that belief that there was no problem that I couldn’t solve.

Jordan Berry [01:04:09]:
But I think that that is like an insane secret sauce that you’ve got going for you right now because it just gives you that confidence to

Evan Papson [01:04:17]:
Yeah.

Jordan Berry [01:04:18]:
To move forward, to make moves, to make big decisions. Like, you’ve made a lot of we talked kind of casually about a lot of really big decisions you made going all, you know, all cars going, you know, digital with the software for your pickup or for your drop off laundry. Like all these things we talk very casually about, those are huge decisions in and of themselves, let alone buying a laundromat in the first place. Yeah. But dude, I think the real secret sauce in there is like, hey. You just kinda can’t just say, yeah. There’s not a problem that that I can’t figure out, that I can’t solve, you know, especially with the help of the community and stuff like

Evan Papson [01:04:49]:
Yeah. That’s with the help of with the help of others, you know. Yeah. That’s the caveat to that.

Jordan Berry [01:04:53]:
Yeah. But

Evan Papson [01:04:54]:
that’s been my experience. So, yeah.

Jordan Berry [01:04:56]:
That’s huge. Killer. Okay. Well, listen, great secret sauce. We’ve got another segment called pro tips. What about the newbies out there? The yous a little over 8 months ago who were trying to buy their 1st laundromat. You got any advice or or input for those guys?

Evan Papson [01:05:10]:
Yeah. I mean, that it was the same thing. You know, it’s it’s kinda, you know, don’t give up. You know? I think, if you’re doing all the right taking all the right steps, it’s only a matter of time before, you know, something comes your way. You know, if you’re listening to this podcast, that’s a great that’s a great start. It means you’re interested in it. You know, get involved in the online communities, whether it’s Facebook or Instagram or launching that resource group. You know, ask questions.

Evan Papson [01:05:34]:
Don’t be afraid to reach out to the brokers in the area, listen to them, sign NDAs. Look at those numbers, get used to looking at them. And then, you know, you know, just be patient and keep on the track and something will come your way, you know. Don’t be afraid to to walk away if it’s not good, but when the when the right one comes, you know? Also, don’t be afraid to, you know, take that take that step if that’s what you want. You know? I knew it was what I want. You know? That’s why I I was I was adamant I was gonna do it. I wasn’t one foot in, one foot out. But, you know, if this is what you want, just keep it up, and it’ll happen.

Jordan Berry [01:06:08]:
That’s great, great advice there. And we kinda already talked about this a little bit, but out of curiosity, like, do you have any specific ambition in this business? I know you said like, hey, when we pay this down a little bit, we’ll go out and get another one. Do you have like a, here’s my here’s my secret target of like how many I wanna have or how much revenue or something like that?

Evan Papson [01:06:31]:
It’s tough. Right now, I’m grateful to just have what I have, but, I mean, sure. In the background, there is, so where I live, my I’m I’m a half hour south of Boston, and there is one guy who owns a laundromat in every single town around me. I know who he is, and they’re all kinda named the same. And he’s not like my my hero, but it’s something to aspire to. I’m like and he’s got nice stores. I go in there. And then, like, one day, you know, it’d be nice to to try to have, like, that kind of portfolio in in this area where, you know so yeah.

Evan Papson [01:07:03]:
I mean, that it’s it’s just it’s a lot. It’s overwhelming. I mean, to go from from 0 stores to 1 stores to to a lot of stores, you know. It’s a it’s a step by step process, so I’m gonna try to just I’ll focus on the next one and then the next one and then the next one. And before you know it, you’ll turn around one day and, you know, it’ll it’ll feel like 10 minutes, but 10 years will come by and you’ll have 10 stores. You know?

Jordan Berry [01:07:26]:
Yeah. You’ll have to be, you’ll have to come back on here and tell us how you did it. That’s, that’s what I’m excited about. And I’m excited for you to build, you know, your empire over there.

Evan Papson [01:07:37]:
Hopefully.

Jordan Berry [01:07:38]:
But I mean, you know, for whatever it’s worth, I mean, it sounds like you’re doing all the right things to set yourself up, to be able to do that. Right. So tough to own 10 stores or whatever. If you know, you’re all coin stores, right. Or, you know, you’re not running off some sort of software, you know? I mean, it just sounds like you’re setting things up to where your stores are nice. You’re serving the community. Well, you’re engaging well, you’ve got the right technology and put like all the, all the thing, and there’s no problem you can’t solve. Right.

Jordan Berry [01:08:08]:
Like all the things are lining up to,

Evan Papson [01:08:11]:
and I’m still, I’m still getting my still getting email notifications the minute a laundromat goes for sale from, you know, whether it’s loop.net or biz by sell. I’m still reaching out to brokers, and I’m seeing what what the store is about. There actually is one near me. I wish it was, it’s a lot. It’s an expensive and a huge operation. I mean, I you know, when the right one comes by, I don’t know, but who knows? You never know the day before, you know, you never know the morning you wake up. That’s gonna be the day, you know, your life changes, so, you know, who knows?

Jordan Berry [01:08:38]:
Another sleeper quote right there. That was

Evan Papson [01:08:40]:
Oh,

Jordan Berry [01:08:40]:
I might as a quote, but you’re a fan.

Evan Papson [01:08:42]:
I’m just all repeating stuff I’ve heard.

Jordan Berry [01:08:44]:
No. That’s it’s good stuff. Last last kind of curiosity question is, I mean, do you like, is one of your goals to replace your income and and not Yes. Do your job? Is that is that a target for you?

Evan Papson [01:09:00]:
Yeah. This store is doing so well. I mean, technically, I could probably I could live off of of this store alone.

Jordan Berry [01:09:07]:
Until January.

Evan Papson [01:09:08]:
A decent union job. Like, it could benefit, you know. I maybe not if I have to pay for my own health care, put aside money for a 401 k, a pension, an annuity, dental. But, my goal is absolutely you know, I have a number in my head. I think around 50 or 50 around 50. Another 7 or 10 years. I wanna be able to not have to go and work for someone else if I don’t want to, you know? Yeah. Unfortunately, I don’t mind what I do.

Evan Papson [01:09:32]:
The pay is good. The benefits are good. But I wanna be able to be financial financial independence is the goal.

Jordan Berry [01:09:39]:
I love it. I love it. Well, that, that, I mean, that’s the goal for most of us, right? Like if you’re listening to this podcast,

Evan Papson [01:09:45]:
it’s probably your goal. I should have said through laundromats is, yeah, to

Jordan Berry [01:09:48]:
end it. Yeah, yeah, yeah. Well, and I mean, the thing too about it is like, listen, laundromats are a vehicle, right? They’re not the only vehicle out there. You’ve got some real estate, I’ve got some real estate, other assets, you know, out there too. And you know, I’m sure you wouldn’t mind if some other asset came along that was like, okay, here it is. And you know, now you don’t have to work anymore. I’m sure you wouldn’t mind that. Right? But but laundromats, I think are one of, you know, if we’re talking financial freedom, financial independence, we’re talking cashflow and there’s just not too many better opportunities for cash flow than laundromats out there.

Jordan Berry [01:10:26]:
So

Evan Papson [01:10:27]:
it’s a

Jordan Berry [01:10:27]:
great vehicle. You’ve you’ve hit yourself to the right wagon in my opinion.

Evan Papson [01:10:30]:
Sure. And once you have one, you know, it it alleviates all the unknown, the fears of the unknown. So moving forward into the next one, you know, when it comes time to analyze that, I won’t, you know, I’ll have less fear. You know, I’ll I’ll be able to make better decisions, and I’ll have more confidence that it’ll work out. And then, you know, obviously, knowing the business and buying the second is a little different than having no idea what you’re doing and just saying, fuck it. I’m I’m going all in, you know?

Jordan Berry [01:10:55]:
Yeah. Yeah. Well, and and and quicker decisions too, you know, once you have that experience and, you know, one thing I’ve seen is once you get your foot in the door, stuff just happens, right? Like opportunities come your way, deals come your way, and you’re ready for them a lot of times too. So,

Evan Papson [01:11:14]:
dude, that’s the key, being ready for them. If opportunity comes and you’re not ready, it’s gonna pass you by.

Jordan Berry [01:11:21]:
Yeah. This has been awesome, man. I super duper appreciate you coming on again, for the 3rd attempt here.

Evan Papson [01:11:30]:
I’m glad the, Internet work better this time.

Jordan Berry [01:11:33]:
Yeah, yeah, yeah. But I appreciate you coming on and sharing your story. And like I said, so many just golden nuggets, in there and lessons you’ve learned. And, dude, what I’m super pumped about is like, you’re only 8 months into this journey right now. Like there’s a, there’s a lot, a lot that’s going to happen over the next year, 2 years, 5 years, 10 years for you. And you’ve come like miles in 8 months, dude. Miles that you’ve gone in your business, in 8 months. And I’m I’m excited, for the journey for you, which, you know, selfishly, I want to have you back on down the line here so that we can get the update and hear what you’ve been working on.

Jordan Berry [01:12:20]:
Because I love what you’re doing, dude. Good stuff.

Evan Papson [01:12:23]:
Absolutely. I look forward to it. Yeah. Well, thank you for having me.

Jordan Berry [01:12:26]:
Last question I have for you is, listen, the people who are listening to this, especially if they’re still listening now, I’m sure they’re as psyched up as I am. They’ve got questions for you. They want to connect with you, or they want to sell you their laundromat. What’s the best way that they can get ahold of you?

Evan Papson [01:12:43]:
So you can email me. Probably email is the best way at, [email protected]. That’s just my initials, [email protected]. [email protected]. The website for the store is mannieslaunderette.com. You can find us on Facebook at mannieslaunderette. Now that’s really those are the best ways to get to get in touch with me. If you send me an email, I will respond.

Jordan Berry [01:13:12]:
I can’t help but notice that you avoided telling us your middle name.

Evan Papson [01:13:17]:
So Well, I don’t should I put my whole name out there? No. I’m just kidding. My name is Evan Evan Thomas Papsley.

Jordan Berry [01:13:23]:
I’m just kidding. TV Laundry

Evan Papson [01:13:25]:
LLC, which owns. I do business as Manny’s Launderette, so I can be reached at that email. Yeah.

Jordan Berry [01:13:31]:
Yeah. I

Evan Papson [01:13:32]:
just, I don’t know how, I don’t know what to put up.

Jordan Berry [01:13:33]:
I just give you a hard time. So I I mean, I, my middle name’s Lewis, so I got made fun of, you know, growing up and stuff. So I appreciate. But yours not even an I was hoping it was something embarrassing,

Evan Papson [01:13:44]:
honestly. Like that. But Just Thomas.

Jordan Berry [01:13:46]:
It’s just a it’s just a regular old cool name. So anyways, dude, awesome. Thank you so much again for coming on, sharing so much really, really great stuff. Keep us posted over here. And, if you’re listening to this and you wanna, you know, reach out to Evan, there’s that email address, that’ll be in the show notes as well. If you’re on YouTube, it will be down below, so you can reach out to him. And he says that he will email you back. So probably everybody should just email him and let’s put it to the test to see how many emails he can respond to.

Jordan Berry [01:14:17]:
I’m just kidding. But dude, thank you again. And, looking forward to staying in touch with you.

Evan Papson [01:14:23]:
Yeah, absolutely. Thanks for having me. Appreciate you.

Jordan Berry [01:14:25]:
Alright. Once again, awesome episode with Evan. Thank you again for coming on, dude. Listen. Again, I say this all the time, but you will have wasted this entire time listening to this show if you don’t put something into action. So pick something, one thing, anything, something that resonated with you, put it into action today if you can. This week at the very least for me, I mean, listen, his secret sauce was staying in touch with other owners. I’m going to reach out to some other owners.

Jordan Berry [01:14:55]:
Some of you guys may be out there who are listening, just check-in, stay in touch. That’s my action item. What’s your action item? Share it with somebody. It’ll make sure that you get it done. Maybe go to the forums, laundrometresource.com/forums, share it over there. And, listen, we’ll check you guys next week. And, listen, it’s the end of the year is coming. If you’re listening to this thing where this is coming out, the end of the year is coming.

Jordan Berry [01:15:21]:
Time to start making your plans for next year. Let’s crush it together. We’re all better. When we, when we’re going together, we go farther, faster together. That’s what I like to say. All right. We’ll see you next week. Peace.