November 2019

40 AFTERMARKET NOVEMBER 2019 FILTERS www.aftermarketonline.net U pselling as a concept is something we often come back to. If a customer comes in needing a replacement for a part, why not suggest replacing the worn element with something better? That applies to many areas, including filters. Commenting on how the MAHLE filter offering fits into this, Jonathan Walker, Managing Director MAHLE Aftermarket and Head of Aftermarket Western Europe (MEW), said: “Most new vehicles are fitted with a basic cabin filter. However, within the MAHLE range carbon activated filters remove gases, and Caremetix is available as an upgrade to remove all odours and bacteria. These can improve the customer in- car experience and enhance loyalty.” “He continued: Garages are asking for a ‘service kit’ which can lead to parts being supplied from several different manufacturers. They need to request quality brands from their supplier to protect their reputation – MAHLE is a heavily specified brand.” Whether or not you succeed in upselling to a superior product, it is vitally important to follow the manufacturer schedule on filter replacement. Jonathan said: “The message from MAHLE is simple: As an OE supplier, MAHLE products have been tested to the most stringent of standards and have unrivalled technical support. Low quality filters will not efficiently remove contaminants from the vehicle’s fuel, causing problems with diesel fuel injectors and engine components. MAHLE has range of literature available to garages to promote regular filter replacement to motorists. Delaying an oil change may save money in the short term but it increases the risk of terminal engine damage.” There are seasonal considerations too: “To ensure maximum vehicle performance over the winter months,” said Jonathan, “it’s essential that oil filter checks are carried out before temperatures dip to freezing. An oil and filter change is warranted before the winter cold sets in, as contaminated oil can end up causing major damage to the engine. “Only oil of the correct grade and specification for the vehicle must be used. The oil filter should also always be replaced in the process, as only a clean filter has sufficient capacity to remove contaminants, such as dust, metal and combustion residues from, the oil.” Specifications On how the changing nature of the vehicle engine is affecting oil filters, Jonathan commented: “In modern engines, oil has many functions besides lubricating the engine and, in many cases, the turbocharger. Vehicle manufacturers are constantly updating the required specifications of oil, to extend service intervals while lowering viscosity to improve efficiency. However, low quality filters are the weak link in a high- performance oil system, resulting in premature failure and component damage.” On air filters, he observed: “Air Right: Borg & Beck cabin filter poster FILL UP ON FILTERS Filters are vital for the efficient running of engines. Find out what’s new and why you should be including filter checks with every service