December 2020

M aximising your income, while helping your customers get the most from their cars might seem to be two competing aims, but they may be one and the same. According to Colin Benzie, Marketing and Technical Support Manager at Kalimex, people need to think about fuel system additives a little differently: “When was the last time you visited the dentist? When you next go think about what happens during and after the visit. “The dentist will check your teeth, make sure everything is OK, fix any problems and then, just as you’re about to leave they will tell you to clean your teeth every day and will suggest which products you should be using – electric toothbrush, pro toothpaste, floss pick, mouthwash etc. Guess what – as you go back to reception to book your next check-up there is a nice display of all the high-quality products that the dentist just told you to use. “What has this got to do with you? Well, the motorist is looking to you, the professional mechanic, to reassure them that their car is safe and functioning correctly, and they trust you to fix any problems that you identify. They will also listen to you when you give them advice on how to look after their car though, and as with their teeth, if they look after their car between services, the next visit will be a lot easier.” Income stream Getting into the specifics for garages, Colin commented: “Professional fuel and engine additives can form an important additional income stream for your business both during and between services. Fuel treatments will help to keep injectors and turbos clean. Dedicated DPF additives will reduce soot in the exhaust and help the DPF to regenerate more easily, an essential with the shorter journeys motorists are now making. In addition, professional cleaning toolkits, like the DPF Clean and Flush system from JLM, will allow a mechanic to undertake engine and DPF cleans on site, without having to send the business and customer away.” The most effective way to sell additives to your customers is by talking to them said Colin: “Explain that regular use of a quality petrol or diesel injector cleaner between services will help keep their engine clean, prevent premature parts failures, reduce emissions and save the customer money with improved MPG. “You can also use your reception/waiting area to reinforce your message. Use posters, leaflets, magazines and eye-catching product displays to inform your customers how using professional additives will help to save them money. JLM provide a wide range of promotional and point of sale items to help workshops and motor factors to sell the additive concept to their customers. “Using additives as a preventative measure should become the standard for motorists. Incorporate the additives into a premium service package so that the 42 AFTERMARKET DECEMBER/JANUARY 2021 FUEL SYSTEM AND CLEANERS www.aftermarketonline.net GOING FUEL THROTTLE Fuel system cleaners can offer savings for your customers, and could be an additional income stream for your garage Below: LIQUI MOLY Hybrid Additive going in the tank customer leaves your workshop not just with a safe and serviced car but with a bundle of additives, nicely presented, to keep it that way.” Colin added: “Your customers trust your advice and they will be grateful that you are helping them to keep their pride and joy in good condition and on the road. Considering the economic downturn caused by COVID-19, motorists will be looking at how they can save money on their repair bills. Quality additives and professional advice supplied by you will help them to achieve this.” For more information visit www.jlmlubricants.com Reduction Meanwhile, Castrol has launched a new pre-oil change treatment, Castrol Engine Shampoo, which is intended to help maintain petrol and light diesel engines. “It reduces harmful sludge deposits by up to 85% in gasoline engines,” said Gareth Bracchi, one of Castrol’s engineers, “as shown by tests at the Castrol Technology Centre. Engine sludge builds up over time in an engine, and is not removed during a standard oil change. It can clog vital oil passageways, reducing the power, efficiency, and overall engine life.” Gareth continued: “Engine oil can degrade at very high temperatures and over time this can manifest as a build- up of sludge. This process is exacerbated by frequent short journeys, high-RPM driving such as going uphill, by low- quality fuel, late or missed oil changes, and by the stop-and-go journeys which are becoming increasingly common in our congested cities. “The engine cleaner market is currently dominated by solvent-based products that can degrade engine seals and dislodge sludge in the form of larger deposits, causing blockages and leading to oil leaks. Castrol Engine Shampoo

RkJQdWJsaXNoZXIy MjQ0NzM=