By Spiro Morogiannis, BG Training Manager and BGU Instructor
Quick lanes are about speed, turnaround time, and car count. But what if that was not the only way to drive profits in your quick lane business? Value added services will take you to the next level, with an instant ROI and expanded offering.
Sticking to an efficiency model is important, however maximizing your potential through fast additional services will provide a boost to sales and profitability without disrupting the daily workflow. It is important to have offerings outside of oil change packages only.
Sticking to an efficiency model is important, however maximizing your potential through fast additional services will provide a boost to sales and profitability without disrupting the daily workflow. It is important to have offerings outside of oil change packages only.
Pour-In Solutions
Pour-in products or services can make an immediate impact. These add virtually no time to a sales transaction, can be added quickly during an oil change, and produce additional profitability for your shop. Items like oil, fuel, coolant, and transmission treatments are a quick, beneficial way to offer additional products to customers.Fuel Additives
I love fuel additives, especially now that many OEMs recommend a fuel treatment at oil change intervals. These products restore a vehicle’s fuel efficiency, reduce carbon buildup, and improve overall engine performance by keeping injectors and piston tops clean. Modern GDI engines benefit the most from these types of products, if you use a quality, proven product—your customers will notice!
Oil Treatments and Conditioners
With prolonged OEM oil change intervals, oil supplements help prevent premature oil from breakdown. These long service intervals can lead to the build up of carbon, varnish, and sludge. Quality oil additives protect against premature oxidation, combat engine acids, and prolong oil life, thus extending engine longevity.
Engine Cleaners
I recommend engine cleaners to help address neglect, especially in older vehicles. Excessive oil consumption often results from carbon build-up in the oil control rings, a common issue in high-mileage vehicles, particularly with low-tension piston rings. Engine cleaners remove these deposits, improving performance and reducing oil consumption.
Transmission Fluid Additives
Transmission fluid additives are valuable for rejuvenating old fluid that no longer protects the transmission effectively. Like oil additives, they replenish key additives and combat acids. While not a substitute for a full service, quality transmission additives offer a safe, equipment-free solution.
Power Steering Additives
While fewer vehicles have traditional power steering, over 200 million still use these systems. As high-pressure, non-filtered systems, fluid condition is crucial for longevity. A quality power steering additive restores fluid conditioners, enhancing performance, smoothness, and safety.
Coolant Additives
Coolant additives are ideal for customers who have not changed their coolant. Over time, the SCA additive packs in coolant degrade and lead to increased acidity. Quality additives restore this fluid, reducing corrosion and preventing issues with the radiator and water pump. Acid levels can be quickly checked with coolant test strips.
High-Margin Services Beyond Oil Changes
Tire Rotations
Not all quick lanes are set up for express tire rotations, but if you are, this is a fast way to pick up labor dollars. If this is not an option, a visual tire inspection relayed back to the customer is a great way to build trust through transparency.
Wire Blade Replacements
I can’t believe how many quick lanes miss this easy opportunity. Wiper blades are a fast, convenient, and inexpensive service that can be done while customers wait for their oil change that have a fantastic margin. Pairing this with a water repellent service is a great upsell offering for a total “wiper service package”.
Air Filter Replacements
The lowest hanging fruit of upsells in the quick lane business is an air filter replacement. Show the customer their dirty filter from their own car and the sale nearly always makes itself. A clean air filter is vital for the proper operation of an engine. This can often be upsold with a fuel product, or a MAF/MAP sensor cleaning package.
Advantages for Shop Owners
Revenue Growth
Adding pour-in products increases the average transaction value with minimal or no labor cost. These are must-have offerings. Partnering with a professional fluid company can also include product and service drive training which helps your store sell more.
Quick and Easy Implementation
These products don’t require complex training or additional equipment, making them ideal for quick lube shops that want to enhance their offerings without significant investment. Outside of a small initial product investment, this is a quick, high revenue opportunity for quick lane shops.
Customer Retention
Providing additional services increases customer loyalty, encouraging them to return for future maintenance. At the end of the day, if you don’t offer something to them, someone else will! Many of these products or services can be paired with 3rd party roadside assistance, further improving customer retention to your business.
Upselling Potential
Pour-in solutions are easy to sell to customers as part of a “complete service,” giving employees an easy script to follow and an opportunity for higher revenue per service. Training is often included with many of these fluid and chemical providers to improve your staff’s confidence in their ability to upsell.
Final Thoughts
Pour-in products and services are truly the fastest way to improve your quick lane revenue, along with building customer retention. At the end of the day, we all look for ways to improve our businesses by providing options and offerings to our customers. Just remember, if you do a thorough and consistent job, and offer 100% of the time, you will sell additional items. Transparency, consistency, and offerings are the winning formula to taking the next steps in your quick lanes growth.
About the Author
BG Training Program Manager & BGU Instructor Spiro Morogiannis initially joined the corporate team in May of 2020, with the drive to support field reps using his sales experience and insight. Before that, he spent four years as a sales rep with BG LSI in Oklahoma, specializing in independent shop business development and training in the Oklahoma City metro market.
