Oil Guide

Part number breakdown

The final digit represents the quantity/size e.g. 1 – 4/5Ltr 2 – 1Ltr 5 – 20Ltr 6 – 199/208/209Ltr 7 – Bulk

The first three digits represent the product group i.e. Engine oil.

521 77 223 5

The following two digits represent the marque; this is universal for oil.

The next three digits are sequential as a new product is added to the portfolio.

Start by understanding what oil your customer stocks and what this covers. Since 2005, when the majority of vehicle manufacturers began to recommend using fully synthetic oils, the range of required specifications has greatly increased meaning your customers are likely to need more than just one barrel to service all the vehicles they see. This provides an opportunity to upsell and increase your average invoice price with often more expensive oils. Here are some tips about how you can upsell when talking to your customer about oil:

Tip: Always use the oil recommendation on TopCat.

Ask about why a customer is placing the order?

Identify your customer opportunities Is the garage carrying out a service? If so, make sure you offer standard service parts such as oil filters, air filters, spark plugs, coolant, brake fluid etc. By asking if they are conducting a service, you could instantly increase your basket spend. Don’t let them order their service parts elsewhere because we didn’t ask.

If you are trying to identify target customers to call re our oil promotions, then use the following: ■ Join the dots ■ Or the Customer Master Database which will display the oil diary for a customer, highlighting whether a customer hasn’t purchased oil recently