how to donate a vehicle, even envi- ronmental information is well organized and easy to access from the main page. Cash N Carry also has a strong social media presence, an essential in the self-service business, Grainger believes. “Facebook, Craigslist, Twitter and other sites must be utilized to the fullest extent to attract customers and make sales,” he says. “If it doesn’t, then it’s not working.”

The Grainger family is fortunate to have gotten into the market 30 years ago, long before self-service was a significant industry sector and before major corporations were paying attention to it. Today, the financial barrier to entry is steep, Grainger notes. He estimates start-up costs for a self-service yard at $3 to $4 million, and he offers a few words of caution for any potential self-service entre- preneurs. “You better know the salvage business, be ready to compete and have deep pockets.” An understanding of the business principles his best

“You have to cultivate a team atmosphere to achieve your goals.”

practices demonstrate is essential to success, Grainger stresses. “Now more than ever, you have to be a savvy businessman to make money in this business.”

Lynn Novelli, a freelance writer based in Ohio, is a longstanding contributor to Automotive Recycling.

March-April 2015 | Automotive Recycling 65