Engine replacements: Opportunity or headache?

Motor, Aug 2003 by Seyfert, Karl

Not So Fast!

At this point, you may have gathered that we're endorsing an engine replacement for every customer with a broken engine. Not so! Each job must be considered on an individual basis. Before you commit to anything or make any recommendations, a series of questions must be answered.

Probably the most important question is this: What is the condition of the rest of the vehicle? It makes absolutely no sense to put a brand-new or remanufaetured engine into a vehicle that's falling apart in other areas. Any vehicle being considered for an engine replacement should receive a thorough inspection, using a standardized inspection format. The Car Care Council's Certified Inspection program is an excellent example of such a format (www.carcarecouncil.org). The customer should be willing to pay for the inspection before any decisions are made.

How long does the customer intend to keep the car? You should be able to give the customer some idea of how much it ^ will cost to keep the rest of the car together for the 100,000 miles he hopes ^B to get out of the new engine. Replacing H' the engine represents a serious commitment. If the customer doesn't intend ? to keep the car for very long, at least some of the value of his investment may be lost at trade-in time.

How much money is still owed on the vehicle and how much is it worth? If money is still owed, someone-either the borrower or the bank-is going to have to pay to get the vehicle into operating condition again. If the vehicle has veiy little resale value, due to its condition or age, it may not make sense to sink big money into it. Putting a $3000 engine into a $3000 car will not make it worth $6000. Make sure the customer understands that hell have to keep die vehicle long enough to get a full return on his investment.

Some customers would rather stick with what they have than look for a replacement vehicle, even if that choice doesn't seem to make economic sense. Go over the options with the customer, then do a cost-to-benefit analysis for each (repair vs. replace vehicle). Make sure the customer fully understands the work you intend to do, and its cost. If the cost is a financial burden for the customer, you may be able to help by making a referral to a lending institution.

Before You Start

You have a customer who needs bis vehicle's engine replaced and you've agreed to do the work. What next? As we mentioned, every engine replacement should begin with a total assessment of the vehicle. Note every item that needs attention, including those that are unrelated to the engine replacement. Make sure the customer understands the overall condition of the vehicle. Any decision should be made with all facts available.

Determine the cause of the engine failure. A great deal of information can and should be collected before the old engine comes out. Was there oif in the crankcase? Antifreeze in the radiator? Did the timing belt or chain break? It's imperative that you determine the cause of the failure now. If you don't, conditions that are still in place (a clogged radiator, damaged exhaust system, etc.) can and will shorten the life of the replacement engine. If that happens, both the vehicle owner and the engine supplier are going to be pointing their fingers at you and demanding answers.