Filtration Guide 2024

Tried - Tested – Trusted We’ve tested the rest – so customers don’t have to!

Upselling Easy wins when upselling filters:

• First of all, when a customer calls and orders just an oil filter the easiest way of increasing basket spend is to ask if this is for a routine service. If it is, they should also be ordering an air filter to…make sure they order it from you. • When customer’s order filters they tend to forget about cabin (pollen) filters. If they order a range of oil, air and fuel filters, remind them about ordering cabin filters and ask them if they would like you to order some for them at the same time. • Cabin filters alone provide an upselling opportunity. There are various types of cabin filter. • Standard pollen filters keep out dust and do basic filtering of the interior space in your car. • Activated carbon filters have a secondary layer that fights against pollutants entering the vehicle. • Activated carbon filters with anti-allergy have an extra layer that helps filter the smallest particles and helps protect against pollutants even further than the activated carbon filters. These filters are particularly helpful to passengers with respiratory difficulties as it keeps the air cleaner and free of dust. • If a customer asks for a standard pollen filter try and get them to upgrade to an activated carbon filter, it’s the perfect way to increase basket spend and because the difference in price is minimal, your customer won’t be put off by price. Do this for every filter order and the extra spend soon adds up. • Lastly, don’t forget when you have oil orders, likelihood is the garage will be conducting a service and will require filters – ask if they want filters sending with the oil. Identifying opportunity • Here are some ways you can identify areas that can bring your branch extra sale: Service centres – Run reports so that you can identify where sales for your service centres have declined. This gives you the opportunity to get in contact with those customers and boost their sales. • Keep an eye on your oil sales, it is great way to predict how many filters a garage should be buying from you. For example, if a customer buys a 199 litre barrel and each service requires 5 litres of oil, you should be selling them on average 40 oil filters, one for each service. You can run a report to compare filter sales and oil sales per customer. You can then contact customers with high oil spend that aren’t buying filters from you – they will be buying them from your competitors! Review • Run a report of all filter quotes that haven’t been converted and ask yourself why have these customers not bought from me? This could be because you aren’t chasing the quote quick enough and they are ordering from elsewhere, it could be they have found a better price etc. Call each customer and ask, that way you’ll know what to do next time. • Is your filtration range in line with customer requirements? Are you stocking the right amount of each brand to fulfil all orders? If not, chat with your manager and see if you can amend the offering to suit your customer needs. If you have any queries regarding products, look at our Product Manager Directory on Sharepoint to find out who to contact. Download Product Manager Directory

Competitor A

Competitor B

Oil Filters Competitor A - boxes were single ply cardboard. Notably the oil filter box was open ended on both sides making it collapse with possibility of the filter falling out. Crosland – Rigid box and sealed/folded at the bottom Air Filters Competitor A - Air filters were made up of untreated media with thin beads of glue to hold the pleats uniformly. Air filters with pre filter layer had visibly thinner pre filter. Crosland - The glue beads are almost double thickness and the glue reaches end to end across the filter.

Oil Filters Competitor B - Foam seal single use and no internal cage Crosland - Rubber seal can removed and refit if required, (good for warranty testing). Included

is an internal cage for rigidity and durability

Air Filters Competitor B - Plastic structure thinner (internal cage)

Crosland - Is more rigid which will be more resistant to forces in the induction system.

Oil Filters Crosland - Spin on oil filters are

Air Filters Competitor B - The glue bead is half thickness the thickness of Crosland and stops short Crosland - Glue bead is end to end of treated media, and is resistant to higher temperatures.

supplied with a film sealing off the filter from foreign contaminants. Competitor A - A Filter is exposed in the box with no seal, the box is also flimsy.