How Sud's Factory Car Wash Doubled Their Conversion Rate with Salespath

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Listen to Chris Caporale and KC Fordham, co-owners of Sud’s Factory Car Wash, as well as Daniel Harmon, a multi-site manager, share how they’ve been able to improve their sales process, boost team performance and help increase driveway conversion rate with the help of Salespath.

About Sud’s Factory Car Wash

Sud’s Factory Car Wash has three express tunnel locations in the greater Philadelphia area. It was founded with a focus on being customer-centric and employee-driven while maintaining a small company feel with big company benefits. Since 2018, co-owners Chris Caporale and KC Fordham have grown the business, continuously looking for ways to improve both customer experience and sales performance.

At Sud’s Factory Car Wash, selling memberships isn't just an add-on—it’s the core of their business. As Chris puts it, “We're a membership business that just happens to wash cars.”

The challenge: keeping membership sales strong

Selling memberships comes naturally when a new site launches—customers are excited, and sales flow easily. However, as the novelty wears off, the team needed a solution to maintain a high capture rate.

"When a site opens up, it's very easy to sell memberships. Everybody's excited about it, but what we saw pretty quickly after the initial buzz wore off after 30, 60, 90 days, we needed a solution that would help us consistently capture at a high rate." – Chris Caporale

Doubling conversion rates with the help of Salespath

For Sud’s Factory Car Wash, Salespath has been helping to drive up their driveway conversion rate. By implementing Salespath’s structured sales approach, they found that team members were twice as likely to sell a membership compared to when they weren’t using the tool.

“As my partner Chris likes to say, the data doesn't lie, and the data shows that we are twice as likely to sell a membership to someone when we have Salespath as when we don’t use it. So it's very simple. We want to use the tools that work, and this is a tool that works."– KC Fordham

Salespath has helped Suds Factory Car Wash in three key ways:

• Real-Time Coaching: Managers like Daniel Harmon can listen to every sales pitch, ensuring consistency and accountability.
• Performance Tracking: Salespath automatically tracks capture rates, removing the need for manual spreadsheets.
• Gamification: A competitive leaderboard keeps sales teams motivated, pushing them to improve their performance.

“Before, we used to have Excel spreadsheets and we were tracking everyone's individual capture rates. Now the product does it for us. So, we know who our best sellers are, and we know who our weakest sellers are.” – KC Fordham

Motivating teams and driving consistency

‍Salespath isn’t just about tracking sales—it actively helps the team stay engaged and focused, even on tough days.

“I think one of the benefits for Salespath again is the consistency of capturing. When they're having off days or they're just not feeling like selling that day, it keeps them in line like, hey, even though I got three no’s, there's the potential to still sell and get a really great capture rate..” – Chris Caporale

‍By using the Salespath tablet, sales associates stay focused, feel less stiff, and confidently follow the structured pitch.

“One of the things we're noticing is when they're holding the Salespath tablet it gets them to focus on exactly what they're doing. They're not as stiff anymore, and it really helps.”  – Daniel Harmon

Salespath helps salespeople who are struggling

‍Salespath has had the biggest impact on the team members who struggled the most with membership sales.

“Salespath has helped all of our sellers, but I think it's helped our weakest sellers the most if that makes sense. Those salespeople that we have at our pay stations that are only capturing at 4, 5, 6% that have been able to double their capture rates because they have this additional tool. That's where the real value has come for us.”  – KC Fordham

‍Salespath’s competitive tracking has also driven extra motivation among team members, pushing them to perform at their best.

“They’re able to see in the company what other team members are selling. So if they’re burned out at the end of the day, they think, ‘If I get two more, I can beat Alex or Joe.’ That really helps just get a little bit extra out of them.” – Chris Caporale

Looking to the future

‍For Sud’s Factory Car Wash, Salespath has provided a structured, data-driven approach while giving managers and sales associates the insights they need to perform at their best.

“The reality is I just don't see a downside to using the tool as long as you're going to stay on top of your team and use it. So, at the end of the day, it’s going to make your best sellers and your worst sellers more effective and you're going to sell more membership, so the tool itself pays for itself.”  – KC Fordham