How to use oil analysis to boost sales

Hard data can help turn a prospect into a customer.

Allen Bender | OIL ANALYZERS INC. MANAGER

AMSOIL Dealers often ask me how oil analysis can help their businesses. My frequent conversations with a range of customers have yielded a few insights I’d like to share with you.

First, I should offer a primer on oil analysis. Oil analysis – fluid analysis, really, since we can test much more than just motor oil – involves chemically analyzing lubricant samples to help determine engine, component or lubricant condition. It’s far more cost effective than tearing down an engine to ascertain condition. Oil analysis also maximizes drain intervals, saving even more money.

Use data from your own vehicle

Many AMSOIL Dealers use data generated from their personal vehicles to satisfy customers who simply want proof that AMSOIL synthetic motor oil guards against wear and is capable of extending drain intervals. The Dealer takes an oil sample at the original equipment manufacturer (OEM)-recommended drain interval to establish a baseline. Then, assuming all is well with the vehicle, the Dealer continues using the oil and taking periodic samples as the miles accumulate in order to show the customer how well the oil is performing. This can work very well if your vehicle is free of mechanical defects. If a defect surfaces and allows, for example, fuel or dirt to contaminate the oil, the report can still be used as a sales tool by showing how oil analysis uncovered an issue that could have become a serious problem if it had not been caught.

Support our oil-change recommendations

Other customers may be unaware of how or why oil degrades with time. This is especially true with RV owners. An oil analysis report can be a handy tool when explaining to a person who drives his RV 2,000 miles per year why AMSOIL synthetic motor oil should not be left in the engine for six or seven years – which is only 12,000-14,000 miles in this case. The oil analysis report reveals water contamination, fuel dilution and base number, all of which can change, even when the vehicle sits idle. That’s why Signature Series Synthetic Motor Oil includes a one-year service-interval limitation, regardless of miles driven.

Start a business conversation

Some Dealers want to know how to approach large fleets. Dealers know that fleets often use oil analysis and want to impress the fleet manager with the opportunity to prove their performance claims. In my experience, fleet managers hear lots of claims, but pay more attention to someone with a plan to support those claims. If the fleet manager is interested in saving money (usually the best motivation for change) he may be convinced to try new lubricants in a small number of vehicles. Taking samples from these test units and a similar number of existing units provides the opportunity to see a difference in oil performance. When comparing existing protection levels and drain intervals to the units using AMSOIL synthetic lubricants, oil analysis provides hard numbers so managers can calculate the advantages. Even a small advantage can be considerable when multiplied by a large number of units.

Oil Analyzers Inc. offers additional advantages. For one, we are more familiar with AMSOIL products than any other facility. The samples are tested at an independent facility, but we have more information for the interpretation of the results than anywhere else.

There is also the convenience of receiving oil analysis reports by mail, email or fax. Most people want their reports by email since time is valuable, even when the report reveals everything is OK. When the report shows something is wrong, time becomes even more important.

Submitting sample information is also an area we’re expanding to increase customer convenience. New customers submit oil samples with vehicle or equipment information written on the form that comes with the sample kit. This is how the lab acquires the information to set-up a new account and enters each vehicle or piece of equipment. However, once the component exists in our system, customers can submit information for future oil samples online, speeding the process. This also eliminates the potential for errors from reading written information. We all know how frustrating it is to read some people’s handwriting. We also have apps available so oil sample information can be sent with your smartphone.

Regardless of the size of your Dealership or your experience, oil analysis can help earn new customers and grow sales. For more information, check the Oil Analyzers Inc. website at www.oaitesting.com or call us at 877-458-3315.

 

05Jul 2019

AMSOIL Dirt Bike Crown Winner -Chase Sexton Wins Again Lindsay Premo|May 08, 2019 8:52 AM As I plopped down on the sofa with my second cup of coffee Sunday morning, I tuned the DVR to watch the Supercross finals from Vegas (#centraltimezoneprobs). I knew two things from watching heats and LCQs the night before: 1. […]

03Jul 2019
cetane boost mixed with lubricant

Injector’s Require It – Diesel Fuel Additive Only overlooked by those who don’t understand the critical fuel issues. Stock up and enjoy your diesel to the N’th degree!! New Diesel Injector Clean + Cetane Boost Available Now, Diesel Injector Clean + Cetane Boost (ADS) combines the superior detergency and improved lubricity of AMSOIL Diesel Injector […]

02Jul 2019

Weed Eater Won’t Start? Try This John Baker|Jun 19, 2019 9:28 AM No matter what you call it – weed eater, weed whacker, string trimmer – chances are at some point it won’t start. Few things are more annoying than destroying your shoulder trying to start the weed eater when there’s work to do. Fortunately, […]

01Jul 2019

How to Get Your Car Noticed at a Car Show (and Maybe Even Win an Award) Jamie Gibson|May 16, 2019 12:01 PM In November 1900, the Automobile Club of America sponsored the first “modern car show”, which took place in New York City. Referenced today as “The Grandmother of All Auto Shows”, it featured… 66 […]

01Jul 2019

MAXIMIZING THE SHELF LIFE OF AMSOIL PRODUCTS AMSOIL synthetic lubricants are designed to retain their original performance after a reasonable period of time in your storeroom. Proper storage ensures the freshest, most effective products possible. From fresh fruit to batteries, most consumable products have a shelf life. Synthetic lubricants are no different. AMSOIL engineers products […]

01Jul 2019

Team Hybrid Sets the Import Standard Jamie Gibson|May 01, 2019 1:39 PM It’s no small feat to organize a group of tuner enthusiasts and turn it into a well-respected car club. Never mind one that is capable of steady accolades, awards and reverence in a highly-competitive scene. That’s exactly what James Lin, Team Hybrid Founder […]