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Laundromats are among the more scalable small business models available to entrepreneurs today. One of the profitable ways to grow that model is by offering commercial wash and fold services.
Most laundromat owners start out serving residential folks dropping off a bag or two. And that’s a great foundation. But behind the scenes, there’s a whole world of commercial laundry demand that’s growing fast. Gyms, salons, spas, daycare centers, and small hotels all need clean linens and towels daily. They most likely don’t want to deal with washing, folding, and inventory. They just want it done.
For owners ready to grow, breaking into the commercial laundry market may be a bit easier than you think. This blog covers 10 ideal first clients, how to approach them, and what they need to stay happy. If you're looking to expand your services and grow recurring revenue, this one’s for you!
Why commercial laundry is a smart move
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Bigger loads, less hassle
Commercial clients bring serious, reliable volume. Instead of a hamper at a time, you’re looking at towels by the dozens. That means beefier average order values (AOV) and less back-and-forth.
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Predictable, recurring revenue
Unlike residential customers who come and go, you can rely on commercial clients for weekly or daily service. Who doesn’t want stable, long-term income?
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Streamlined logistics
Serving 10 homes can mean 10 separate trips. One business = one pickup, one drop-off, and a more efficient business.
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Untapped market = major growth potential
Only about 40% of laundromats currently offer commercial laundry services, which means there’s plenty of room to be a first mover in your area, but act fast.
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The industry is growing fast
The U.S. dry-cleaning and laundry services market is expected to jump annually.
How commercial clients work
Businesses like gyms, salons, clinics, and vacation rentals need laundry done at scale and on schedule. You have the opportunity to solve a major operational problem for small businesses in your community, and cash in while doing it. This is how it works:
Most commercial clients prefer recurring invoices so they don’t have to think about every single load. Some smaller businesses might opt for per-order billing, but the real money is in repeat contracts.
Commercial laundry customers often have specific needs:
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Separate bins for soiled vs. clean
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Towels folded a certain way
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Pickup twice a week or daily during peak times
You can price per pound (great for predictable volume) or per item (ideal for high-effort items like uniforms or linens with special handling). Just make sure you’re building in enough margin for your time, effort, and any custom requirements.
Finding local commercial leads
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Start close to home: Focus on businesses within a 1–3 mile radius of your laundromat. Check out strip malls, retail centers, or office parks for low-hanging fruit.
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Walk in and introduce yourself: Go old-school! Drop off a brochure or sample pricing sheet and a branded towel.
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Slide into their DMs: Many small businesses manage their own social media. A friendly direct message on Instagram or Facebook can help you get your foot in the door.
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Send a short email: Tell them who you are, what you offer, and how it helps them. Attach a flyer or link to your commercial service page if you have one.
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Always ask for the decision-maker: Don’t waste your pitch on someone who can’t say yes. Ask for the manager, owner, or whoever handles operations.
Ten perfect first clients to target
When you’re just getting started, it’s important to go after the types of businesses that will help you build confidence, refine your processes, and earn reliable revenue without scaling too quickly. Below are ten client types ranked in order from the most beginner-friendly to those you can go for next.
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Barbershops
These are ideal starter clients. Their loads are small, consistent, and usually limited to a few towels and capes per day. Expectations are simple: clean, folded, and on time. They’ll rarely ask for customization.
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Salons & Spas
Similar to barbershops but with a bit more volume. You’ll handle small towels, robes, and smocks. Folding standards may be slightly higher, but overall, this is a low-stress client category.
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Gyms & Yoga Studios
Great for daily or multiple-times-per-week service. Mostly towels, no sorting, no complicated folding, and no stains to worry about. High reliability, minimal handling.
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Daycares & Preschools
Expect crib sheets, blankets, bibs, and soft toys. These facilities value cleanliness and timeliness but don’t typically require advanced sorting or finishing.
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Massage Studios
High demand for neat folding, but it’s all about towels and linens. These clients are sensitive to presentation, so consistency is important. Still very manageable.
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Pet Groomers
These guys generate a lot of towel laundry. It can be hairy (literally), but it’s consistent and high-volume. Just be ready for some odor management and lint control.
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Vacation Rentals & Boutique Hotels
These clients bring the volume: sheets, towels, pillowcases, and robes. Turnaround speed matters, and folding needs to be tidy and stackable.
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Chiropractors & Physical Therapy Clinics
You’ll deal with sheets, gowns, and occasionally uniforms. These businesses expect hygiene and precision, but they’re not as strict as medical offices. Good mid-level client.
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Medical or Dental Offices
Cleanliness is non-negotiable. You’ll likely need to sort items, separate loads, and may even need to label or bag items a specific way. Worth it for the steady business as long as your processes are buttoned up.
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Restaurants & Cafes
These are high-effort clients. Rags, aprons, and towels often come coated in grease or food stains. You’ll need to ask the right safety questions and have a system for degreasing to avoid dryer fires.
How to approach and impress them
Gaining commercial clients requires nuance and professionalism. Start by dropping in with a clean flyer or packet, a business card, and maybe even a small treat (everyone loves cookies).
“We drop off packets in the store. We walk in and talk to a manager or director, and we even send them cookies and different treats in the mail once we do make a connection with them. It’s all about making an impression.” — Waleed Cope, Owner, The Soap Box, New York
If in-person isn’t an option, a short, friendly DM or email with a clear service overview works just as well. Once you have their attention, create a tailored rate based on these questions:
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What types of items are they washing?
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Are there heavy stains or special handling requirements?
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Do they have folding or packaging preferences?
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How much volume do they expect, and how often?
Best Practices for Commercial Laundry Success
Once you land a commercial client, keeping them happy (and making sure you’re profitable) comes down to a few smart habits.
Price your services based on effort, not volume alone. Don’t undersell just because the client is high volume. If you’re handling greasy aprons, separating towels, or folding to spec, your pricing should reflect.
To build trust early, consider offering a first-order discount or a small trial package. It lowers the barrier to entry without locking you into a low-margin deal long-term.
And once they’re on board, treat commercial clients like VIPs:
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Stay consistent with pickup/drop-off timing
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Communicate proactively if anything changes
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Personalize your service when possible (like folding preferences or branded return bags)
FAQs for commercial laundry
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Do I need separate machines?
Not necessarily. But it helps to designate certain machines for commercial loads to stay organized and manage workflow more efficiently.
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Should I sign contracts with clients?
Contracts aren’t required, but even a simple service agreement sets clear expectations and protects both sides.
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How do I handle billing?
Most commercial clients prefer monthly invoices, but some may want per-order billing. Use whatever keeps your cash flow smooth.
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What if a business wants custom folding?
Ask exactly what they want during intake, and charge accordingly. Customization takes more time and should be priced in.
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What about pickup and delivery insurance?
If you’re handling high volumes or valuable items, it’s smart to check your business insurance policy or add coverage for transportation.
Conclusion
Breaking into commercial laundry isn’t as intimidating as it might seem, especially when you start with the right types of clients. With steady volume, less hassle, and reliable revenue, these businesses can take your laundromat to the next level. Start small, learn as you go, and build relationships that last. Download our guide How to Manage Commercial Wash and Fold for the nitty gritty tips for success.
