In this episode, Ian Gollahon sits down with Steve Marcionetti, President of Card Concepts Inc. (CCI), to discuss the evolution of laundromat technology—from the "wild west" of early card systems to the sophisticated AI-driven kiosks of today. Steve shares the origins of CCI as a family-run business and dives deep into the technical bridge built between CCI and Wash-Dry-Fold POS. Whether you are running a high-volume LaundryCard store or a hybrid FasCard operation, learn how the new ProLink integration is changing the way owners manage labor, prevent theft, and automate their full-service business.

Chapters:

• 00:00 – The "Acetylene Torch" Incident: A crazy story of laundry theft.
• 05:18 – The CCI Product Lineup: LaundryCard vs. FasCard vs. Flex.
• 12:58 – Why CCI Stopped Making Their Own POS (and partnered with WDF).
• 18:11 – Level 1 Integration: Payment Integration Explained. Focusing on accepting the laundry card as a form of payment at the register.
• 19:37 – Level 2 Integration: ProLink & Machine Start Integration. The "Next Gen" bridge that allows the POS to directly trigger machines and track cost-to-order ratios.
• 24:27 – The "Red Dot Special": A unique marketing strategy for machine wear and tear.
• 31:19 – The Future of CCI: AI Kiosks, Voice Interaction, and LaundryCard Rebirth.
  

https://www.laundrycard.com/
https://www.washdryfoldpos.com/
https://podcasts.apple.com/us/podcast/cci-drive-time/id1873623686
https://open.spotify.com/show/3ASFWgP1DMfPh8k2u0nTEK
https://www.youtube.com/playlist?list=PLdGyEoAcLua0LU4NpXE5CwBJiCXDYvByj

In this conclusion to their decade-long retrospective, Ian Gollahon and Brian Henderson get real about the "scary moments" that nearly sank the ship. From the literal fires of laundromat ownership to the existential dread of a software company losing its core vendor, they discuss how they turned potential disasters into their biggest turning points.

Brian shares his journey of self-actualization—from attending trade shows on his parents' dime to standing on his own feet as a successful exhibitor—while Ian reflects on his decision to leave a secure corporate career to build a business without a ceiling. They also pull back the curtain on how they defended their bootstrapped business against a competitor backed by $70 million in venture capital, ultimately leading to their most successful year to date in 2025.

Key themes in this episode include:

• Corporate Job vs. Starting a Business
  
• Navigating crisis: From dryer fires to security breaches.

• "The Kick Out of the Nest": Why losing a vendor forced them to build a superior, in-house product.

• Solving for peace: Building a fiscally conservative, "recession-resistant" business model.

• Thoughts on how to get a business started.

• 00:00 - Self-Actualization
• 03:28 - Corporate Career vs. Laundromat Industry
• 05:46 - Scariest Moments: Fires & Break Ins
• 10:40 - The Crisis: Building In-House Software
• 15:22 - Resilience Through Global Uncertainty
• 17:28 - Solving for Peace and Stability
• 21:54 - Competing Against $70 Million in VC Capital
• 27:48 - Taking the 1st Step without Knowing Everything

Links from this episode:
https://www.washdryfoldpos.com/ (the software company)
https://www.libertylaundryok.com/ (the laundroamt)

https://www.trycents.com/news/cents-announces-40m-series-b-funding (the venture backed compititor)

In this episode: Ian and Brian reveal how they turned a $100 initial deposit into a $10M laundromat portfolio including Wash-Dry-Fold POS and Liberty Laundry.

They discuss the "Cowboy Customer" that led Brian to computerize his laundromat, why an employee’s $350 mistake helped build a national tech company, and why having "too much capital" is one of the biggest pitfalls in creating a profitable business. 

Takeaways

• Starting a business with minimal capital
• The importance of niche focus 
• Creating value creates space for profits
• Finding financial freedom
• Scaling a business with employees

• 0:00 - The $100 Startup: Potential vs. Self-Actualization
• 4:52 - Hobby vs. Business
• 7:29 - The Liberty Laundry Origins: 2005 to 2010
• 11:08 - How the Cowboy Customer inspired Wash-Dry-Fold POS
• 13:05 - How Sue’s $350 Typo Inspired Credit Card Integration
• 16:02 - The 2015 Clean Show: High-Tech Laundromat Demand
• 19:11 - Limitations of Dry Cleaning Software for Laundromats
• 21:22 - Customer #1: Selling the First POS System
• 27:37 - From $20k Goals to $5M in Profit
• 33:13 - The Dave Ramsey Influence & Cutting the Credit Cards
• 39:42 - Building a Team that Runs Without You

Companies mentioned in this episode:
https://www.washdryfoldpos.com/
https://www.libertylaundryok.com/

The conversation delves into the valuation metrics for laundromats, covering topics such as Seller Discretionary Earnings (SDE), EBITDA, Free Cash Flow (FCF), and Net Income. It provides a comprehensive understanding of how these metrics are used in the valuation and assessment of laundromat businesses.

Takeaways

• Understanding laundromat valuation metrics
• Understanding seller discretionary earnings
• What metrics are best for laundromat valuations and why?
• Should I include assets in the valuation metrics when buying or selling a laundromat? 

  
  Link to graphic
  https://www.washdryfoldpos.com/laundromat-valuation-metrics/
  

00:00 Introduction to Laundromat Ownership

01:02 Public companies typically trade at a multiple of their earnings

02:50 Start with valuing the assets separately

04:49 Intangible Assets

05:56 Concentric Circle Chart of Earnings

07:48 Seller discretionary earnings

10:21 What is SDE and what does it include?

13:54 EBITDA vs. SDE: What to Use?

15:57 Free Cash Flow: A Banking Perspective

18:37 Net Income: The Final Metric

23:33 Conclusion: Mastering Valuation Metrics

24:59 Outro

In this episode, Ian Gollahon discusses the addition of wash-dry-fold services to a laundromat.

This episode emphasizes:

• The financial rationale of wash-dry-fold services.
• The necessary space and supplies for wash-dry-fold.
• The importance of having a well-trained staff for wash-dry-fold services.

Other takeaways:

• Space for operations is a critical factor in success.
• Wash-dry-fold services can significantly boost profitability.
• A well-trained attendant is crucial for customer satisfaction.
• Investing in larger machines can lead to better revenue.
• A structured process is essential for efficient operations.
• Customer service scripts can enhance the customer experience.
• Regular training for employees is necessary for consistency.
• B2B services can be a major revenue source in rural areas.
• Creating a clean and safe environment is vital for customer retention.

Chapters

00:00 Introduction to Laundromat Ownership

00:48 The Benefits of Wash Dry Fold Services

01:28 Rate of Return on Wash-Dry-Fold Services

02:35 Starting a Wash Dry Fold Service

02:57 Drop Off at Counter

04:29 Sorting

05:21 Wash

06:06 Dry

06:17 Fold

07:04 Done (Ready for Pickup)

08:08 Customer Pickup

08:36 What you can't do without

09:24 Wash-Dry-Fold considerations when building a launndromat

09:52 Distributors will try to sell you too many machines!

10:41 When can you not add wash-dry-fold to your laundromat?

11:51 Hire vs. DIY

12:27 Labor and Process in Wash Dry Fold Operations

13:11 Outro

Links referenced in this episode:

Wash-Dry-Fold POS blog post: https://www.washdryfoldpos.com/how-to-add-wash-dry-fold-service-to-your-coin-laundromat/

Liberty Laundry Website:
https://www.libertylaundryok.com/