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.

 

Oil Analysis Kits Available from Oil Analyzers Inc. Ed Newman|May 10, 2022 2:38 PM   In order to provide a cost-effective oil analysis option when a full fluid analysis is not required, Oil Analyzers Inc. has launched a new Oil Analyzers Value Kit that focuses on the most critical used-oil analysis tests. It provides less […]

Racer Secrets: Tips and Tricks to Help on Race Day Lindsay Premo|Oct 16, 2020 8:00 AM Happy October, race fans! There are a lot of things we know are necessary in racing. A helmet, driver’s suit, gloves, appropriate footwear and (obviously) something to race on/in are all essential to striving toward that checkered flag. But, […]

First Time Heading to Sturgis? We’ve Got Some Tips. Jamie Jarvi|Aug 03, 2016 9:26 AM The Sturgis Motorcycle Rally is a true bucket-list destination for any motorcycle enthusiast. Each year thousands upon thousands of riders descend on Sturgis, S.D., and turn this small, sleepy town into a motorcycle mecca. Some travel the road to Sturgis […]

AMSOIL synthetic motor oil helps you breathe easier Oxygen is great in your lungs, but it’s not so great in your motor oil. Matt Erickson | VP, PRODUCT DEVELOPMENT Oxygen comprises about 20% of our atmosphere. It’s the third most common element in the universe. Without it we’d all be doomed. Yet, oxygen can cause […]

How to Maximize Marine Engine Performance and Reliability John Baker|May 02, 2022 10:36 AM   Fishing opener is right around the corner for us Northlanders. It’s essentially a regional holiday, rivaled only by the opener of gun deer season in the fall. Although some boaters and anglers don’t realize it, using a dedicated marine motor […]

Zeroturn Spindle

Best Practices for Your Zero-Turn Mower First, we’ll start with a question. How did we survive before Zero-Turn mowers? What did they do in the 50’s? Did they not cut the grass? Chris Sharon|Sep 07, 2022 8:00 AM Here at AMSOIL, we’re always investigating ways we can help you get the most out of your […]