12 Jul 2024
The voice of the independent garage sector

Upselling bulbs ‘can help workshop profits shine’

Technicians can do more to increase workshop revenue by boosting the bulb business and educating motorists about the importance of headlight alignment, according to a leading automotive accessory specialist.

Ring said on June 25 a survey it had conducted indicated technicians are not making the most of the bulb business that enters the workshop — with more than three quarters (76%) of technicians not advising customers that bulbs should be replaced in pairs, or proactively following best practice advice.

According to the survey, which Ring revealed was conducted last year, around 50% of workshops do not charge for fitting bulbs and are losing out on potential profit.

The aftermarket is a fruitful industry, full of specialists that are enthusiastic about vehicles and how to repair them, but Ring said something that the industry “still struggles with” is making the most out of situations that should be more profitable than they are.

“While changing a bulb is a regular job for a technician, the headlight must be properly aligned after the job has been completed,” Ring said.

Alignment

“But are technicians simply telling customers they have replaced the bulb, or are they adding value by saying the bulb in both headlamps have been replaced to ensure even light output — and have been aligned correctly to ensure they are not causing glare to other road users?”

This is an ideal opportunity for technicians to upsell services, the accessory specialist said.

“This is particularly relevant as there has been a lot of chatter recently about drivers being dazzled by other road users’ headlights, and many of these incidents could well be because they are not properly aligned.”

Aligning headlights after replacing the bulb not only ensures that the beam pattern is correct, it also means that those lights will not dazzle others and can provide an extra income revenue for workshops.