Fixed Ops Magazine - 2021 Vol18 04 - 29

under the hood, or when they smell gasoline in the
engine oil firsthand.
Under the hood, advisors and customers can discover
a problem by smell together. Maybe oil or coolant
is dripping on the hot engine, providing a smelly sign
that something is wrong. This is a time-sensitive discovery.
Once the vehicle cools down, the smell will
dissipate and the technician will not quickly be able
to notice that a problem exists.
2. Check the dipstick
I recently visited a dealership that had not sold a top
tier, performance oil service since the program was
initiated eight months earlier. The service manager
said to me, " Mikey, we just don't have any consumption
issues and we don't believe in ripping off our
customers. " What?! No consumption issues? And
" ripping off customers? " I had to get on the service
drive and see what was up.
I asked to work the lube rack and in one morning, I
pulled 34 dipsticks and found 11 with either no oil, or
oil contaminated with gasoline! Clearly, these vehicles
needed a solution to oil consumption.
We sold four BG Engine Performance Services that
day-that's four more than they sold over the last
eight months!
Educate your advisors to pair such related services.
A top tier Engine Performance Service should accompany
the Fuel System Service and an oil change.
Add a Brake Service to an RO for new brake pads.
A Power Steering Service should be suggested with
low power steering fluid. A Climate Control Service
is a great addition to every cabin air filter change.
4. Do not rely only on mileage intervals
I recently took my two personal vehicles in for oil
changes. Both OEMs recommend 10,000-mile oil
change intervals. However, I stick to a 5,000-mile interval
for oil changes and have my shop use a high
quality oil conditioner and fuel system cleaner.
My shop called to inform me that BOTH vehicles
had no oil on the dipstick! My point is that had we
gone the 10,000 miles that the OEM recommended,
I would be putting in two replacement engines.
This reinforces the point that there is no substitute
for being thorough instead of simply going by OEM
standard intervals. And, yes, I did the Engine Performance
Service on both of them!
3. Pair related services
Pairing related services was ingrained into my sales
process early in my career as an advisor. As a new
advisor, I was taught to perform transmission and
differential services at the same time. I have since
seen many lopsided revenue reports with Transmission
Services far outpacing Driveline Services. Since
the driveline is moving anytime the transmission is
moving, these services should at least be closely related
in the service timeline. This is a real opportunity
for improvement among advisors.
JULY AUGUST 2021
|| FIXED OPS MAGAZINE
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Fixed Ops Magazine - 2021 Vol18 04

Table of Contents for the Digital Edition of Fixed Ops Magazine - 2021 Vol18 04
