More and More Vans in Independent Workshops

According to research, which some of our clients (and therefore some of you) also participated in, 59% of workshops observe a growing share of delivery vehicles among serviced vehicles.  This is an opportunity for additional profit and the development of your own business – according to a study conducted among independent workshops on behalf of the engine oil manufacturer Mobil Delvac City Logistics^*. In the study, mechanics rated the care of VANS owners for the technical condition of the vehicle and compliance with service intervals as “three minus”. This is low considering the fact that a malfunctioning vehicle in a company means a work stoppage, and even the risk of penalties for delayed deliveries.

The growing presence of VANS in independent workshops is the effect of a positive trend in the market for delivery vehicles with a GVW of 3.5t in Europe. According to the ACEA organization, their sales from January to September 2018 increased by 3.5% (y/y)^**. In Poland, this result was even better and with 48,623 new vehicles it was 10.4% (y/y). Good sales of VANS translate into profits from servicing this category of vehicles. According to a study conducted, among others, by Mobipol and other authorized Mobil oil distributors, 59% of independent workshops have observed an increase in the presence of VANS in their service over the last two years. In the coming years, this result should be higher considering the fact that year after year, the number of delivery vans serviced after the warranty period outside ASO will be higher.

More than half (52%) of workshops admit that servicing VANS is an opportunity for higher profits. One might ask, why only half of the respondents think so? Among the reasons are limited workshop facilities – for example, no workstations prepared for the repair of larger vehicles, working hours overlapping with delivery execution time, or just a sufficient number of clients among car owners. However, there are workshops that are expanding their offer to corporate clients: “Our workshop has a dedicated station for delivery vehicles. Recently, more VANS have been coming to us, which is conducive to the development of the transport and construction industry. One station is often not enough. We expect further growth in the number of customers from this category,” says Stanisław Papis, owner of PAPIS AUTO Service, a workshop participating in the Mobil 1™ Workshop program.

In the study on behalf of the Mobil Delvac oil manufacturer, mechanics harshly – averaging “three minus” – evaluated the technical condition and strictness of maintenance schedules by van owners. A visible problem is deferring service and seeking quick savings. Servicing a VAN means the vehicle is stopped and the provision of transport services is suspended, so it must be well planned. The assessment of profitability should not be based solely on the purchase price of oil, battery, or tires, but on the prognosis of the total cost of vehicle ownership (TCO). For example, high-quality synthetic oils can reduce TCO due to more effective engine and accessory protection and the potential to reduce fuel consumption compared to conventional engine oils – emphasize ExxonMobil specialists.

Is the workshop ready to service VANS?

Considering market trends, it’s worth assessing how much an independent workshop could gain by attracting VAN owners who leave ASO after the warranty period ends, and whether the service is open to such a client.

• Does the workshop have at least one service bay allowing hassle-free servicing of VANS, including those with higher bodies?
  
• Are the mechanics aware of the operating conditions, including engine loads
  accompanying the work of such a vehicle in urban conditions?
  
• Do the service hours reflect the realities of operator work, such as courier companies? This might mean the need to extend workshop hours or introduce weekend shifts for this group of customers.
  
• Do you use products dedicated to delivery vehicles, for example
  from the new range of Mobil Delvac City Logistics synthetic oils?
  
• Can you persuade the VAN owner to change bad servicing habits and appreciate the superiority of Total Cost of Ownership over analyzing solely the purchase costs of parts,
  fluids and service?
  
• Are you ready to introduce promotions dedicated to van owners?
  

A positive answer to at least half of the above questions means that your workshop is already prepared for a client for whom the vehicle is a work tool. More information on engine oils for delivery vehicles can be found on the site in the section Mobil Delvac City Logistics