September 2019

W ith darker evenings coming back, many motorists will be soon turning on their lights regularly again. After not seeing so much use over the summer, many may find they suddenly have a problem. While in the past, a bulb change was something the average car owner took in their stride, these days things are a bit more complicated. Newer cars may require diagnostic intervention to allow a new bulb to work, and in the more extreme cases vehicles may need some disassembly just to get to the bulb in the first place. Oh, for the days when the bulb rusted in place and had to be yanked out during replacement. It’s not all bad news though. Modern headlights provide a field of vision that is so far ahead of what we used to have, if you jump in an older car today, it might seem as if the lights are not on at all. In addition, even when a newer car has what might seem to be the best bulbs, there often is something better available, and you are well-placed to sell these to the driver. Extra turnover According to Philips headlight bulb manufacturer Lumileds, upgrading headlight bulbs can not only increase turnover for a workshop, but also increase safety for the individuals sat behind the wheel. Caston van Zwam, Trade Marketing Manager Nordics, Benelux, UK & Ireland, comments: “As drivers age, their eyesight deteriorates and natural protection against glaring light drops. This means, especially at night time when most incidents occur, they need a premium headlight bulb with excellent light output to ensure they complete their journey safely and prevent dangerous situations for other road-users. “In terms of fitting the right bulb, it’s vital that technicians understand that a quality headlight bulb has a low tolerance filament geometry, perfect light distribution, optimal road lighting and can point light to where it’s needed for both comfort and where it can act appropriately in dangerous situations. “The Philips automotive lighting range, developed by Lumileds, allows technicians to fulfil that criteria: Philips RacingVision, which recently regained its Auto Express Headlight Bulb of the Year honour, was the first halogen bulb with an incredible performance up to 150% brighter light compared to the minimum legal standard; Philips X-tremeVision, meanwhile, offers up to 130% brighter light when up against the minimum legal standard, and its H4 version was recently hailed as the ‘best performer for high beam reach’ by What Car? magazine.” Starting the conversation How does a garage begin the process of upselling though? “When liaising with customers,” says Caston, “technicians only need to ask a simple question to start the process; ‘Would you like more light when driving at night?’ “As well as the significant increases in road safety, there are also monetary benefits that should motivate technicians to begin the conversation with their customers. In addition, they will demonstrate themselves as a quality workshop with a special focus on customer care and service – the result; satisfied customers and safer roads.” Change in pairs On the importance of changing in pairs, Caston observed: “Luminosity diminishes as a bulb comes to the end of its life and if it fails, it’s likely the other one will follow shortly after; therefore, it is always best practice to change headlight bulbs in pairs. This also prevents the customer from returning to the workshop because the other car bulb is defective when only one car bulb is changed.” On the recent move to join OESAA, Caston added: “To underline Philips’ headlight pedigree, Lumileds recently announced its membership, with the Philips car lighting products, of the Original Equipment Suppliers Aftermarket Association (OESAA). Created to increase awareness at workshop level, highlighting the differences between the quality and testing of genuine original equipment As the days shorten, the spotlight will swing back towards vehicle lighting. Make sure you are ready... ILLUMINATION IS THE NAME OF THE THE GAME SEPTEMBER 2019 AFTERMARKET 47 LIGHTING Below: Philips RacingVision www.aftermarketonline.net