While tunnels are operated under a variety of different business models, the overall concept is the same. In a tunnel wash, the vehicle is pulled through a series of cleaning equipment arches or stations by a conveyor system, which is typically installed in-ground but can also be surface-mounted. The car is pulled onto the conveyor and placed in neutral until the wash process has completed, then driven off the end of the conveyor. The speed of the conveyor, and therefore the wash process, is set by the tunnel operator. Depending upon building length and equipment selection, most tunnels are able to wash between 60 and 180 cars per hour.
Tunnels can be categorized into three business models: full-serve, express exterior and flex-serve. Each model suits a different set of demographics and requires a different approach to the operation of the business.
 
The goal of a full-service tunnel is to completely clean the interior and exterior of the vehicle. Typically customers will exit the vehicle and go to a waiting area during the wash process, where they usually find additional items for sale similar to what you’d find in a convenience store. The customer pays the cashier inside while the vehicle is being washed and claims the vehicle after all the selected services have been performed.
- It’s a destination model, similar to a sit-down restaurant. Customers have to want to invest the extra time necessary to receive the extra services offered.
- Requires less real estate than other tunnel models, because fewer cleaning tasks are done by equipment and more are done by labor.
- Requires more labor (entry level) – the average is 14 employees.
- Extra services such as detailing, windshield repair, dent removal, quick lube and carpet cleaning are typically offered.
- Customer does not stay in vehicle during the wash, so it requires a waiting area, which creates an opportunity to sell additional products such as snack foods, soft drinks, gifts, etc.
- 42% of customers have a household income of $75,000 or more.
- Average cost of land $545,931.
- Average sale price is $15, with 20% of full-service car washes receiving $18 or more per wash.
- Important to be surrounded by other retail.
- Average daily traffic count is 31,523.
- Average annual wash volume is 49,249.
- High total investment ($2m-$3.8m)
- Long learning curve
- Long time to positive cash flow (typically 9 to 24 months)
- Challenging labor management
- Requires an “A” location
- Moderate to high liability exposure
- High revenue potential
The goal of an express exterior tunnel is to generate a high volume of customers at a relatively low average price by providing exterior cleaning only and offering free vacuums after exiting the tunnel. The site is configured to maximize traffic flow and minimize the labor required. Typically the customer pays at a kiosk tied to a gate, similar to those found in a parking lot. Most express exterior tunnels have 2 or more of these gated pay stations. In recent years this has become the hot business model due to the low price/high volume concept that appeals to on-the-go customers.
- Well-suited for high volume (150+ cars per hour).
- Promises short wait time (never more than 5 minutes).
- Limited wash selection.
- On-site signage is the primary sales tool for communicating pricing and options.
- Price & speed bring in a broader variety of customers.
- Customers will wash more frequently.
- Employs new equipment technology to avoid prep and finish labor.
- Typically offers free vacuums to attract customers.
- Requires less land required than flex-serve but more than full-serve due to the free vacuums.
- Base wash package is typically $3-$5.
- Average sale price is $7 with 7% of exterior express washes receiving $12+ per wash.
- Requires less labor than a full-serve tunnel (average is 4 employees).
- Minimal or no shrinkage do to fewer employees, use of pay stations, and lack of waiting area with other products for sale.
- Customer stays in vehicle during the wash.
- Moderate to high total investment ($1.4m-$2.8m)
- Moderate learning curve
- Moderate time to positive cash flow (typically 3-12 months)
- Moderately challenging labor management
- Requires a “B” location or better
- Moderate to high revenue potential
The goal of the flex-serve model is exterior cleaning with an option for interior cleaning. The customer stays in the vehicle while it goes through the tunnel, and those who don’t choose interior services then exit or proceed to an area where they can clean the interior themselves. Those who opt for interior cleaning proceed to a designated area and turn the vehicle over to employees who clean the inside of the vehicle.
- Able to cater to those customers wanting a full-serve wash as well as those wanting an exterior express wash.
- More employees (typically 6-10) required than for an express exterior wash.
- Makes it more difficult for competition to come in.
- More land required for the multiple stations required for both full & express service.
- Correct full-serve pricing is essential so the operator is not overwhelmed with those wanting full-serve services.
- Typically no more than 30% of customers selecting the full-serve option.
- Full-serve portion should take no more than 15 minutes.
- Hours of full-serve operation should be limited to control labor costs.
- All vehicles go through with the customer in the vehicle.
- Customers leave the vehicle after the wash for the rest of the services if they so choose.
- Free vacuum area should be isolated from full-serve vacuum area.
- High total investment (2MIL-3.8MIL)
- Moderate to long learning curve
- Moderate to long time to positive cash flow (usually 6 to 18 months)
- Difficult employee management
- Requires an "A" location
- Moderate to high liability exposure
- Moderate to high revenue potential
- Requires a minimum of 28,000 square feet.
- They’re usually mini-tunnels and may be paired with fuel sites.
- Most are built on 1-2 acres of land, depending upon the business model.
- Flex-serve can require more land due to the detailing areas.
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