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No, I have not lost my mind. You and I both know that the oil change business is different today from what it was years ago. If we go back to the 1980s, and up through the 1990s, we judged customer visits by a factor of 4 to 5, which meant that we needed to see a customer at least 4 to 5 times a year, an indicator of customer retention rate and loyalty. Back then customers brought us their vehicles every three to four thousand miles for the traditional oil change. That business model no longer holds true. Today, the customer mindset has changed. Plus, oil change mileage intervals are a lot longer. For many, they don’t think about the oil change service the way consumers thought about it years ago. Just look at your customer base. How many customers drive well over the suggested oil change mileage interval? How many customers wait until the Maintenance Light comes on? Or even worse, the Engine Oil Light! I am not suggesting that you don’t perform oil changes, what I am suggesting is that you take a different approach. First, for those customers who drive well over the oil change mileage interval, it is in the best interest of the customer to educate them on the value of preventive maintenance. Instead of selling an oil change, promote the value of the vehicle’s scheduled maintenance service; for example, a 15k or 45k Service. This is not new; we all know this concept. Selling a maintenance service will help to ensure that we are doing all we can to protect our customers, promote vehicle safety, and extend the life of our customer’s vehicles. This concept also lowers the overall cost of vehicle ownership over the vehicle's life. Lastly, you have the perfect opportunity at vehicle delivery to educate your customers about the importance of preventive maintenance. Review with all customers, the service interval that is due next, and book that service with your customer. If we focus on what is best for our customers, we can’t go wrong. I frequently tell shop owners, “Every vehicle in your shop today will need a future service or repair. Make sure that your customers return to you.”

Let's face it, the days of the 3,000-mile oil change are long gone. And so is the $24.95 oil change price too. Today, we are lucky if customers schedule an oil change service. Many of them wait until the OIL LIGHT comes on. How many of your customers come in with NO, TO LITTLE OIL, in the engine???? For years the new car dealer salespeople, the carmakers, and the owners manual have brainwashed the average consumer that nothing is needed in terms of maintenance. With low viscosity oils, low tension rings, and extended oil service intervals, we see a ton of engine-related issues. I am not a proponent of the extended oil change service over 6,000 miles, no matter what you drive. Tell most consumers that 10k is ok, and you are lucky to see them at 20K! Isn't it time to change our strategy? Start promoting Maintenance services? Educated customers? And charge appropriately for this maintenance service?

This tip actually comes from a fellow Elite Business Coach; The Tire Rotation is the New Oil Change Service! I agree! With extended oil changes and people waiting until the oil change maintenance light to tell them when they need an oil change, rather than your Windshield Oil Sticker, shops need a way to get people back into the bays. Also, let's face it, the average consumer DOES NOT change their oil as often as they should. One of the best ways to get your customer to return to you is to schedule a tire rotation every six months. Wrap the tire rotation around a vehicle multipoint inspection and you now have a new powerful sales strategy and customer retention plan.

Wanted to know how shops are handling all the different types, weights, and specs on the current oils? The problem I have is that we follow what the manufacture recommends (pain sometimes) but I feel it is the right thing to do. This becomes and issue when for the first few services the customer was bringing to the Dealer, so they can get the proper care. Come to find out they were using whatever was the cheapest. I have had a 2012 Acura and a 2013 Subaru which both call for very specific oil, which both cars were getting straight up conventional oil. The problem becomes now trying to explain on the third or fourth service why it’s so expensive compared to what the dealer was charging. (They should know what the car takes) I have called a few in our area, and have been told we use whatever we have in bulk! WHATS THE DEAL WITH THAT Wanted to know how shops are handling all the different types, weights, and specs on the current oils?