Magazine for the professional tire industry
Issue link: https://mtd.epubxp.com/i/114173
feature Spring car care Here's how to convince your customers that preventive maintenance will save them money By Ann Neal T he economic climate is conducive to selling preventive maintenance as a way to save your customers money, says Rich White, executive director of the nonproft Car Care Council. Te change of the season is an ideal time to remind customers that routine maintenance of components, from brake parts and shocks to wipers and lights, extends the life of a vehicle and makes it safer to drive. But that may not be enough to get vehicle owners to part with their money, as high fuel prices continue to eat into household budgets. "Take advantage of the fact gas prices are up. Tell them you can't control the price of gas, but you can control how much gas you burn by performing proper maintenance and how you drive. Performing simple and inexpensive maintenance can save as much as $1,200 per year in gas costs." Breaking down the $1,200 White has the statistics to back up that $1,200 savings fgure. You need to be ready to share this information with customers, he says. Assuming 15,000 miles driven annually and an average 20 miles per gallon, a vehicle would use 750 gallons of gas. At $4 per gallon, the cost for gas at that mpg would be $3,000. White ofers several examples of vehicle maintenance and driving habits that impact gas mileage, adversely if lef unmaintained and positively if corrected: • A properly tuned car improves mileage by an average of 4% or $120 per year. • Keeping tires properly infated can improve mileage up to 3.3% or $99 per year. • Replacing dirty or clogged air flters improves mileage up to 10% or $300 per year. • Using the vehicle manufacturer-recommended grade of motor oil improves mileage by 1% to 2% or $60 per year. • Aggressive highway and city driving (spliting the miles evenly between the two) reduces gas mileage 33% and 5%, respectively, costing the driver $570 per year. • An extra 100 pounds in the trunk reduces fuel economy by up to 2% or $60 per year. "Te examples total $1,209 and do not include some of the other driving habits and maintenance that can impact 42 Engine repair/diagnostics service is performed by 74% of the independent tire dealers in the U.S. The average number of jobs per month, including tune-ups, is 23, with a 50% proft margin. fuel economy," says White. "For example, a faulty O2 sensor alone can reduce fuel economy by as much as 40% and cost $1,200 per year." Season for savings After a dreary winter, people are ready to spend more time outdoors, which usually means more time in their cars. But the coming of spring may not be enough motivation to get car care steps done for cash-strapped customers, at least until their income tax refunds arrive. A reminder that routine maintenance improves fuel economy adds incentive. Although fuel savings are a powerful inducement, it is not the only one. "Some motorists think they are saving money when they put of needed vehicle maintenance. What they don't realize is that neglecting routine maintenance can end up costing a lot more in the form of more extensive repairs or lost resale value," says White. "Following a routine maintenance program makes fnancial sense, extending useful vehicle life and helping avoid costly repairs down the road." Te message to your customers? "Invest a litle and save a lot," he says. "Take care of litle things frst and (don't) run the risk of a major repair. When consumers have less money, they MTD March 2013