10 WAYS TO SELL $100 MORE WORK

Motor,  Sep 2004  by Cerullo, Bob

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Needed repair work can add extra bucks to nearly every invoice, yet it's often overlooked and unsold. Here are 10 can't-miss ways to plump up the numbers in your shop's bottom line.

One of the most important traits you need to develop as a seller of automotive repairs is a thick skin, just as there are people who become suspicious of a doctor who orders tests up the wazoo to find out if there's really something wrong with...well, their wazoo, there are people who get annoyed when you call to advise them that you've found additional repairs that are needed beyond what they brought their vehicles in for.

No one enjoys being surprised by the need for additional repairs. But as an automotive technician, you owe it to your customers to advise them of any situation that arises where additional repairs are warranted. They may decide not to have the repairs done at that time, but at least you know you've done your job. The final decision, naturally, is up to the car owner. You shouldn't feel insulted or rejected, and you shouldn't allow a few "no-thank-yous" to keep you from relentlessly looking for needed repairs and telling your customers about them while you still have the car in the shop.

To sell more needed work, you've got to find it first. Here are ten ways you might add $100 or more to the repair tickets on cars coming through your shop.

1. Pull the Wheels

Even it a car is in your shop lor just a simple oil and filter change, take a few moments to pull at least one front and one rear wheel. You can also offer a free tire rotation or brake inspection, when combined with other service work. Don't wait for your customers to ask yon for these services. For most drivers, asking to have the brakes checked before they hear a squeal or a grind is like asking a dentist to perform a root canal. If you catch even just one more brake job a day, it will have been worthwhile. Make sure your brake check includes brake hoses, the master cylinder and the parking brake. Take a few seconds to check for cracked drive axle boots, too.

2. Pressure-Test the Cooling System

It takes only a few minutes to set up a cooling system pressure test, pump it up and watch the gauge. While you're at it, look over the hoses. Dried and hard radiator and heater hoses likely foretell a highway breakdown. Look for the telltale signs of a coolant leak under the car and on the radiator, water pump and at the a/c drain. Spotting a few green drops can mean profitable extra work...and a customer saved from a breakdown. If the coolant is really rusty, it also might be worthwhile to check for a blown head gasket. Don't forget to check out the radiator cap, as well.

3. Check the Instrument Panel

When you're getting in the car to move it, take a moment to eyeball the instrument panel. Are all the warning lights working during the key test mode? Are the temperature and oil pressure gauges working? What about the horn and the speedometer? Does the signal switch cancel when the steering wheel is turned? How does the engine sound? If you suspect a problem, plug in your scanner and check for any stored codes. If the Check Engine light is already on, obviously, this is a separate diagnostic service that should be performed immediately. However, if you scan the computer and find a DTC before the light comes on, you have a good shot at selling the job either right away or when the light finally does come on.

4. Top Off the Windshield Washer Solvent

If you've Iubed the car and the windshield jug is empty, the customer might wonder if you really changed the oil. Always top off the windshield washer reservoir and make sure the spritzer actually works. While you watch the spray, check to see if the blades do a good job of cleaning the windshield. If a vehicle has a rear wiper and washer, make sure it's working, as well. Eyeball the battery terminals, too, for obvious corrosion.

5. Check the Brake Fluid

It's not enough to just look through the plastic master cylinder reserve tank housing to cheek the quality of the fluid. Take off the cap on every master cylinder-even the cast-metal type-to check the odor and condition of the brake fluid, as well as the level. Flushing out moisture-contaminated brake fluid is a worthwhile and profitable service. Take a look at the color of the fluid. Dark and discolored fluid could be an indication of contamination. A swollen gasket is another sure sign of trouble.

6. Test for High Exhaust HG Levels

It doesn't take a genius to know there's a problem when the Check Engine light comes on or when the vehicle fails an emissions inspection. But it does take a sharp technician to take a moment to run an emissions test to see what the gas readings are. Let's say you spot higher-than-normal HC and CO readings. You should ask the car owner how he's doing on fuel economy. Chances are he's wasting fuel. An emissions test should he the first and last thing you do when you do a tuneup. Making sure a car you've just tuned will pass the state emissions inspection is a good way to avoid a customer complaint.