The first step towards establishing your game plan is setting long-term goals for the year. What is the 2008 goal for revenue, margin, ticket average, cost of goods percentage and net profit? What is the goal for percentage of services for high-mileage oil changes, fuel system cleaner or air filter sales? Set a goal to give your facility a cosmetic face lift by the end of the year. Set achievable goals and document them. Second, break your long-term goals into manageable short-term goals by quarter. Where do you need to be with each goal after 1st quarter, 2nd quarter, etc? Be specific with your short-term objectives. How many high-mileage services do you need to perform in the 1st quarter, 2nd? Complete the waiting room remodel by 2nd quarter and landscaping in the 3rd. Ensure all parts work together in unison and 1+1=2. Next, establish projects on a monthly basis to accomplish your short-term goals. Plan a high mileage training seminar, build a new service percentage report, seek bids on interior painting, etc. Again, document your monthly projects on paper.
After inking your monthly plan, prioritize your projects and schedule as daily activities. Here is where the rubber meets the road. Planning only states your intentions. Intentions are great, but they do not put food on the table. Prioritizing, scheduling and executing each daily activity is the secret to making it happen. Schedule the most important tasks first. Set time commitments for each activity and put on your calendar. Use all the resources at your disposal. Delegate what you can to your staff and ask your vendors for support. Do not over-load your schedule. Keep blocks of open time to deal with the unexpected. Do whatever you can to keep this process at a conscious level, on a daily basis. Set tomorrow’s schedule every afternoon, review your monthly projects on a weekly basis and evaluate your quarterly goals monthly. By establishing and executing your “Game Plan”, you will create a proactive, not reactive, environment that will increase your productivity, produce results, reduce stress and give you more time to enjoy life. Shane Terry President North American Lubricants, Co. (800) 430-6252
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Automotive Oil Change Association Convention and Fast Lube Expo is Headed to Las Vegas Next Month The beautiful Mandalay Bay in Las Vegas will be the setting for the AOCA Convention and Fast Lube Expo on March 10-13, 2008. Whether you are an experienced operator or new to the industry, you will learn the “tricks” of the fast lube industry trade that can help increase the success of your business. You will learn about improving customer service, establishing effective training programs, advertising best practices, the pros and cons of additional services, preparing for claims, succession planning, lubricant product updates and much more. There will also be workshops geared especially for your managers. Are you wondering about the state of the fast lube industry and what lies ahead in the coming years? Interested in what other fast lube professionals are doing? You will have the opportunity to ask questions of a panel of industry leaders and experts at the Town Hall Meeting, and the results of our member needs survey will be revealed. Open forum sessions will provide a chance to share ideas and strategies and network with other industry professionals. The Fast Lube Expo provides a rare opportunity for you to meet with close to 150 different suppliers, including North American Lubricants, in one place and check out hundreds of products and services that could improve your bottom line. You may even be able to make some “expo only” deals.
For more details, and to register, go to www.aoca.org/convention.cfm or call AOCA at
800-331-0329. And, incidentally, over the next few months AOCA will be reaching out to oil distributors that serve the fast lube industry to tell them how an affiliation with AOCA can benefit them and their fast lube customers. Watch for more information about partnering with AOCA soon or stop by the association’s booth during Fast Lube Expo 2008 in Las Vegas and let us tell you all about it.
Technical Tips: API CJ-4 - The New Heavy-Duty Engine Category The U.S. Environmental Protection Agency (EPA) has instituted requirements that significantly reduce the levels of exhaust emissions in diesel engines. The new requirements went into effect in 2007. The goal is to reduce exhaust levels of NOx (Nitrogen Oxide) by 95 percent and particulate matter by 90 percent. Additionally, the EPA implemented new diesel fuel requirements regarding sulfur content to meet these new emission standards. Truck and engine manufacturers have made changes to address the emission standards by developing new engines and exhaust “after-treatment” devices. Because these new engines operate at higher temperatures and do not burn off soot and other particles, and because the after-market devices are easily damaged, older API category heavy duty engine oils do not provide the necessary protection to the engine. To meet the new performance requirements and provide continued engine protection a new Heavy Duty Engine Oil (HDEO) was developed – API CJ-4. Features and Benefits of API CJ-4 HDEO The new CJ-4 HDEO protects both the unique needs of new and older engines while enhancing the life of emission control systems as required for regulatory compliance. The oil is specifically designed to: protect emission systems reduce engine wear control piston deposits reduce oil consumption be compatible with older engines API CJ-4 oils contain less sulfur, phosphorus and lower sulfated ash content than previous oils. These reductions in sulfur, phosphorus and sulfated ash content were necessary to meet the emission system requirements and prevent pre-mature plugging of the particulate filters on new engines. An engine oil’s sulfated ash content directly relates to a engine oil’s acid neutralization capability (base number). Generally, the higher the engine oil’s base number, the higher its ash content and the greater its ability to prevent corrosion in the engine. Fortunately, with the mandated use of ultra low sulfur fuel in on-highway applications, corrosion from fuel sulfur requires less of a need for base number control and thus a lower ash content. Also, the lower ash and base number in API CJ-4 oils do not affect drain intervals. Most major engine manufacturers recommend the same intervals as recommended for previous HDEO oils. Instead of monitoring base number of the oil, they recommend monitoring wear metals in the oil, such as, iron. Impact of API CJ-4 HDEO on truck fleets and service facilities CJ-4 motor oil is required in new engines produced by the major engine builders, such as, Cummins, Caterpillar, Mack/Volvo and Detroit Diesel. 2007 light-duty diesel engines, including those found in Ford, Dodge and General Motors models, require CJ-4 performance motor oil as well. These engine builders also strongly recommend use of API CJ-4 in engines dating back to 2002. API CJ-4 oils have been designed to be backwards-compatible with these older engines. Because of the increased formulation cost to produce a CJ-4 product, carefully evaluate your individual needs as it directly relates to your facility. Evaluate your current CJ-4 demand, inventory costs and available storage containers to determine the appropriate HDEO program/product for your business. North American Lubricant’s PURATECH CleanFleet HD 15W40 exceeds the API CJ-4 requirements and is approved for use by all major engine manufacturers. North American Lubricants also supplies an approved API CI-4 product, PURATECH Premier Plus HD 15w40 and welcomes the opportunity to evaluate your individual needs for HDEO supply. Phil Korosec Technical Director MidContinental Chemical National Heavy-Duty Lubricant Additive Supplier
Be a Player North American Lubricants, Co. 2nd Annual AOCA Convention Poker Tournament Tuesday, March 11 7:30pm-Midnight Mandalay Bay Resort & Casino- South Pacific Ballroom F Registration Required. Please RSVP to reserve your seat at the tables. Space is limited, sign up today.