dealer edition - TheBestSyntheticOil.com

DEALER EDITION
DECEMBER 2014
DESIGNED TO PREVENT
EXHAUST POWER
VALVE STICKING
Today’s advanced two-stroke engines deliver more power
and run hotter. In these conditions, exhaust power valve
deposits can form, reducing performance.
In severe dyno-testing designed to replicate an entire
riding season, AMSOIL INTERCEPTOR ® Synthetic 2-Stroke
Oil completely prevented exhaust power valve sticking
in the highly specialized Ski-Doo E-TEC ® engine despite
intense operating conditions and devastating heat.
Make sure your customers know that their specialized
engines need specialized oil.
Online Store: www.amsoil.com | Telephone: 1-800-777-7094 | EZ Online Order Form: myaccount.amsoil.com
TA B L E
O F
C O N T E N T S
DEALER EDITION
DECEMBER 2014
M A G A Z I N E
Signature Series Excels in
Double-Length Performance
Test | PAGE 8
STAFF
Editor
Kevin McBride
Vice President, Marketing & Communications
Associate Editor
Joel Youngman
Publication Manager
Terry Johnsen
Staff Writers
Kathy Anderson
John Baker
Terry Johnsen
Melissa Sander
Joel Youngman
Graphic Design Manager
Jeff Spry
Senior Graphic Designer
Luke Boynton
Content Contribution
Matt Erickson
Jeremy Meyer
Mark Nyholm
FEATURES
DEPARTMENTS
8 AMSOIL Signature Series
4 From the President’s Desk
Synthetic Motor Oil Excels in
Double-Length Performance
Test
10 2014 Year in Review
12 Breaking Down the Diesel
Market and a Look at
Commercial Contractors
6 Letters to the Editor
7 Tech Talk
14 Racing & Promotional News
16 Monthly Leaders
20 Centerlines and Updates
22 Insight on Sales
ADVERTISEMENTS
2 Designed to Prevent Exhaust
Power Valve Sticking
5 You Sell an Oil that Actually
Makes a Difference
23 Engine Builder Carlo
Aghbashian Talks About His
Experience With AMSOIL
Editorial Contribution
Allen Bender
Rob Stenberg
Advertising
Ed Newman
Back Issues
Back issues of AMSOIL Magazine are
available for $1 each. Order G17D and
specify the month and year.
On the Web
www.amsoil.com
President and CEO
A.J. Amatuzio
Executive Vice President and COO
Alan Amatuzio
Executive Vice President and CFO
Dean Alexander
© 2014, AMSOIL INC.
All rights reserved.
Printed by Service Printers
Duluth, MN USA.
Letters to the Editor
AMSOIL INC.
Communications Department
The AMSOIL Building
925 Tower Ave.
Superior, WI 54880
letters@amsoil.com
THE COVER
24 New 2015 Calendars
Available Now
Signature Series is not
a standard oil. To truly
prove its performance,
the standard length of the
Sequence IIIG was doubled.
The results are impressive.
DECEMBER 2014 |
M A G A Z I N E
3
You will see in this issue of your
Magazine the results of a Sequence
IIIG Engine Test an independent lab
ran on our Signature Series 5W-30
Motor Oil. The Sequence IIIG is an
ASTM test using a 3.8L General
Motors V6 engine operating at 125 hp
and 3,600 rpm. The test is designed
to measure oil thickening, piston
deposits, oil consumption and engine
wear. It’s an industry-standard test
that must be passed to meet the
API SN and ILSAC GF-5 motor oil
specifications. There was nothing
standard, however, about what we did.
We instructed the lab to double the
test duration from 100 to 200 hours. In
typical AMSOIL fashion, we attempted
to push our oil to the absolute
breaking point. We never got there.
Even after 200 hours of operation the
oil held up incredibly well. It did its job
with room to spare. Wear protection
on the cam lobes and lifters was 70
percent better than the allowable
standard. The pistons were 85 percent
cleaner than the standard, and oil
thickening remained 72 percent
below the maximum threshold. It was
proof once again that our Signature
Series oil offers exceptional protection
against harmful deposits, viscosity
increase and wear in the most
demanding operating conditions.
I am not aware of a single company
that tests its lubricants as aggressively
as we do. Beyond the testing
conducted at independent facilities,
our in-house mechanical lab runs
full-throttle. Three 480-square-foot
dynamometer cells, each capable
of housing two dynos each, test
lubricants across a full range of
applications. Our in-house testing
gives us the flexibility to modify
parameters and focus in on specific
properties of oil. We conduct tests
that other companies would never
conceive of conducting. In short, we
go the extra mile.
But testing is just part of the equation.
Every product we introduce has
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| DECEMBER 2014
M A G A Z I N E
been analyzed across a full range of
variables. Decision-makers from all
areas of the company meet formally
on a regular basis to discuss and
debate the merits of any particular
product. This group includes members
from a cross-section of departments,
including, among others, technical
development, marketing, sales and
finance. Consideration is first given
to the performance of the product.
If developed, will it meet AMSOIL
standards? Will it meet the benchmark
our consumers have come to expect
from us?
We also determine the potential
demand. We identify the target market
and establish sales projections.
It may be that the product carries
broad appeal and will move the
needle substantially, or it may be that
it will simply fill a niche but meet an
important need. In many cases the
product is developed to satisfy the
demands created by new technology
or specific specification requirements.
Our mission is always to keep our
Dealers well-armed.
Every effort is made to ensure the
product is priced competitively. This
can be difficult. AMSOIL has always
formulated products with quality as
the target. We don’t identify a cost
limit and restrict ourselves to that. My
philosophy has always been ‘a half
a loaf of bread is better than none,’
so we never get greedy with
our profit margins. We have
to keep our Dealers in the
game.
Discussion is also
given to marketing. We
analyze the market
and develop those
messages that would
best resonate. We
then determine which
venues would most
effectively carry the
message. Beyond
the communication
to our Dealers, it may
be that we target the most relevant
magazines; create video or television
ads; initiate a social media push;
formulate a plan for racing or event
sponsorship promotions; or develop
sales brochures, technical studies and
point-of-purchase materials.
Finally, it is imperative that the
potential is there for our Dealers to
have success with the product. Will
our Dealers be able to sell it? That’s
the bottom line, and that’s where
you come in. It’s at this point that the
opportunity belongs to you.
A.J. “Al” Amatuzio
President and CEO, AMSOIL INC.
Dean Alexander
Executive V.P. /
Chief Financial Officer
Alan Amatuzio
Executive V.P. /
Chief Operating Officer
A.J. “Al” Amatuzio
President &
Chief Executive Officer
I N F O R M AT I O N YO U C A N U S E
YOU SELL AN OIL THAT
ACTUALLY MAKES A
DIFFERENCE.
Formulated with the latest additive technology and the most
advanced synthetic base oils, AMSOIL Premium Synthetic
Diesel Oil exceeds the highest performance demands of modern
engines. Not only does it withstand the stress of heat, soot and
acids to help prevent deposits, corrosion and wear, it has also
been proven to improve fuel economy while extending oil life
up to three times normal drain intervals. This API CJ-4 oil is a
product that will satisfy customers and help feed your bottom line.
Online Store: www.amsoil.com
Telephone: 1-800-777-7094
EZ Online Order Form: myaccount.amsoil.com
MARKETING PLAN VIDEO
We are so impressed with the talent
the company has put together over
the last decade. You have produced
an incredible number of great sales,
technical, product and educational
videos. The production and writing skills
and professionalism of the presenters is
to be congratulated. Now that we have
lauded you with accolades, we will hit
you with an idea and request.
We would really like to see a video
that explains the Dealer opportunity
and marketing plan. Most of the MLMs
and direct marketing firms have these
available for distributors. Many Dealers
have attempted these type of videos,
but they leave a lot to be desired (I know
because I’ve done some).
We know that with the talented group
supporting the Dealer network, you
could develop and produce a video
series that would be the best in the
industry, and one that would make a
great sponsoring tool.
Thanks!
Gerry Reid & Derek Beahm
AMSOIL: Thank you for your accolades
and request. Your suggestion has merit
and will be discussed and considered.
EA® AIR FILTER QUESTIONS
I read with interest in the September
Pipeline (does that tell you how old
I am?) the two letters regarding the
discontinuation of the Ea® Air Filter line
and I’m betting you most likely received
many. Hopefully, you can stand one
more.
I too was disappointed in losing the
Ea Air Filters, but I understand that
marketing considerations have to take
precedence in all business decisions. I
have been frustrated through the years
because the Ea Air Filter offerings
seemed to be limited and none were
ever available for my personal vehicles,
much like one of your writers mentioned
in the September Magazine.
My question is this: what option does
the AMSOIL user have (now that the
Ea Air Filters are gone) for a higher
performance air filter? I had done some
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| DECEMBER 2014
M A G A Z I N E
layman’s research on better air filters
awhile back when the Ea filters weren’t
offered to fit my vehicles, and I came up
with nothing. About the only other option
that was available was the wet gauzetype in the two-letter brand with which
we’re all quite familiar. And my finding
on that option was that though it might
flow a little more air, it also didn’t filter as
well (particulate size), so would not be
the intelligent choice for any application
other than racing, where maximum air
flow was the first consideration.
Do we have any option other than the
age-old pleated paper air filter? Thank
you for your time, and on another note,
I really enjoy Dan Peterson’s Tech
Talk column each month. It and the
President’s Desk column are the first
things I read.
Sincerely,
Dennis Reed
AMSOIL: We too are disappointed in
the loss of Ea Air Filters, but it was a
necessary business decision. AMSOIL
offers high-quality air filters from WIX,
MANN-FILTER and Donaldson that offer
extensive market coverage and are
among the best available.
I am writing to respond (since you guys
didn’t) to the comment by Dealer Charlie
Meyer. He stated, and I quote, “I refuse
to sell those cheap-quality WIX filters.”
I don’t know why he has that impression.
WIX filters, both oil and air, are at or near
the top of the “quality” ladder. Some time
back a professor/engineer in California
did an extensive, multi-paged study of
just about every oil filter available in the
United States. Some were brands that
many of us have never heard of. This
man had no affiliation with AMSOIL or
any other company.
AMSOIL oil filters were among only a
very few that finished at the very top of
his study. I was SO proud of that fact
when I read it.
More to the point, WIX filters were also
highly rated, while a very well known
brand (F...) finished near the bottom. It is
well known in the industry that F... filters
are of very LOW quality.
Bill Phelan
AMSOIL: You are correct that WIX
provides high-quality air and oil filters.
They present an excellent opportunity
to gain additional sales, and Dealers
are encouraged to offer WIX air filters to
customers previously using AMSOIL Ea
Air Filters.
The reason I wanted to write to you
was just to concur generally with the
feeling of other Dealers whose letters
were printed in the September AMSOIL
Magazine. Because it is very important
to provide an engine with clean and
a sufficient volume of air, air filtration
is very important. I would still like to
purchase air filters that have better air
filtering capabilities than conventional air
filters.
If you do not feel that you can do this,
which is disappointing, how about
licensing your Ea nanofiber technology
to a company that could?
Sincerely,
Wayne Carpenter
AMSOIL: Air filtration is extremely
important and we are confident in
the filters offered by our aftermarket
filtration partners. AMSOIL Ea nanofiber
technology is proprietary and not
available for licensure.
Email letters to:
letters@amsoil.com
Or, mail them to:
AMSOIL INC.
Communications Department
Attn: Letters
925 Tower Avenue
Superior, WI 54880
Letters are subject to editing for length
and clarity; please include your name,
address and phone number.
T E C H
TA L K
Oil analysis can provide
tremendous value.
Carefully consider all factors before performing an
analysis to ensure maximum cost-effectiveness.
Allen Bender | OAI MANAGER
In April 2014 we introduced the new
Oil Analyzers Value Kit as a costeffective test to determine whether
motor oil is suitable for continued
use. The kit provides “just the facts,”
as Jack Friday was fond of saying,
and can be used to test any lubricant
to assess the overall health of the
system. So what if you’re venturing
into oil analysis for the first time? Why
is oil analysis important? And what
do AMSOIL Dealers need to know
before suggesting oil analysis to a
prospective customer?
Take diesel oil for example. There is
no good reason to change the oil in a
diesel engine if the oil is suitable for
continued use. This does nothing but
increase operating costs and waste;
however, running diesel oil beyond its
service life can be even more costly.
Oil analysis is a review of the chemical
and physical properties of a new or
used lubricant. As the old cliché goes,
oil is “the lifeblood of an engine.” Just
as in the analysis of human blood,
oil analysis can provide insight as to
the health (internal condition) of the
equipment. It also provides detailed
information regarding the condition
and serviceability of the lubricant
itself.
Whatever the reason may be,
an equipment owner/operator
may become concerned that the
equipment or the oil is not functioning
properly. To provide peace of mind, an
oil analysis may be the answer.
Should a problem be detected via
analysis, the equipment owner will
have the opportunity to schedule
repairs at a time and location that is
most convenient and economical. This
is significant because an unexpected
failure is likely to be significantly
more expensive than a failure that
is addressed during a scheduled
maintenance procedure.
The effectiveness of equipment
maintenance procedures and service
intervals can also be verified through
oil analysis. Performing maintenance
too frequently will increase operational
costs but provide little or no additional
benefit. Alternatively, too great a
period between maintenance intervals
can result in even greater costs.
Oil analysis allows equipment owners
to be proactive instead of reactive. We
can head off problems that increase
downtime and expenses. Keep in mind
the old adage: “Equipment will only
make you money when it’s working.”
Although there is a cost to have oil
analysis performed, there is also a
value to the information oil analysis
can provide. For example, the cost to
replace an engine in a Class 8 truck
today is roughly $18,000-$20,000,
as compared to $14-$18 for an oil
analysis kit.
It is wise to carefully qualify potential
equipment to determine if it is worth
investing in oil analysis. Areas to
consider include the following:
• The age of the equipment. Newer
equipment would be more likely
to be worth the investment than
equipment that is nearing the end of
its life expectancy.
• The value of the equipment, both
from a replacement cost standpoint
and its operational value to you or
your prospect’s organization. The
replacement value of a piece of
equipment may be small but if it
breaks down, the impact may be
significant.
• Consider comparing the cost of an
analysis to the cost of replacing the
oil. Trying to extend the service life
of a few ounces of oil may not be
cost-effective, but for a 100-gallon
reservoir, analysis may be worth
considering.
• Anytime a customer expresses
concern with a piece of equipment
or the lubricant being used, analysis
should be considered. The peace
of mind that comes from knowing
whether a problem exists is
generally worth the investment.
When should an oil analysis be
performed? The answer largely
depends on the equipment, the
frequency at which it is used and
the severity of that use. Typically, oil
analysis is performed at normal fluid
change intervals. In more critical
applications or if a problem has been
noted in the past, analysis frequency
is half the normal fluid drain interval.
Anytime there is a question, problem
or concern is an appropriate time for
oil analysis.
AMSOIL Dealers can use oil
analysis as a sales tool to help
diagnose equipment issues, identify
contamination issues, identify how to
safely extend drain intervals and help
customers solve problems. Not only
is this better for your bottom line, it
can go a long way to help establish or
reinforce your credibility.
Visit www.oaitesting.com for more
information.
DECEMBER 2014 |
M A G A Z I N E
7
AMSOIL SIGNATURE SERIES
SYNTHETIC MOTOR OIL
EXCELS IN DOUBLE-LENGTH
PERFORMANCE TEST
Signature Series once again raises the bar for motor oil performance.
The Sequence IIIG Engine Test (ASTM
D7320) is designed to evaluate automotive
motor oils for oil thickening, piston
deposits, oil consumption and engine
wear during moderately high-speed, hightemperature service. It must be passed for
motor oil to meet the API SN and ILSAC
GF-5 motor oil specifications. Results
in the 100-hour test are an important
indicator of how well a motor oil will
perform in real-world service.
Double-Length Test
Because Signature Series has historically
performed well in the test, AMSOIL
decided to push the envelope and subject
the oil to a double-length (200-hour)
Sequence IIIG Engine Test. Signature
Series 5W-30 Synthetic Motor Oil not only
passed the double-length test, it did so
with flying colors. Results show the oil
delivered outstanding wear protection,
deposit control and oxidative stability
after 200 hours of testing. AMSOIL is not
aware of another motor oil that has passed
a double-length Sequence IIIG Engine
Test. The complete results are available in
the new Sequence IIIG Technical Study
(G3320).
What it Means to Motorists
Modern engines demand increased
performance from motor oil.
Turbochargers, direct fuel injection,
variable valve timing and other
advancements improve fuel economy
and performance, but result in increased
operating temperatures, pressures
and contaminants, while increasing
the likelihood of viscosity loss due to
mechanical shear. Motor oil today must
guard against the negative effects of
added stress for today’s sensitive engine
systems to function as designed.
While not all motor oils may be up
to the challenge, these test results
prove that Signature Series offers
exceptional protection against harmful
deposits, viscosity increase and wear
in the toughest conditions, helping
motorists maximize the performance
and longevity of their vehicles. Its ability
to keep components clean despite
increased stress helps sophisticated
engine systems operate smoothly and
demonstrate long life. Signature Series’
outstanding performance combined with
its extended-drain capabilities offer a
unique combination of quality and value
not offered by other motor oils.
Cam & Lifters After DoubleLength Sequence IIIG Engine Test
Results
The camshaft and lifter wear values
provide a measure of the anti-wear quality of the oil under conditions of highpressure mechanical contact. Even after
200 hours of testing, Signature Series
Synthetic Motor Oil limited wear well
below the maximum allowable, providing excellent wear protection.
8
| DECEMBER 2014
M A G A Z I N E
Average Cam
plus Lifter Wear
(microns)
API SN/ILSAC GF-5
Requirement after 100
Hours
AMSOIL Signature
Series after 100
Hours
AMSOIL Signature
Series after 200 Hours
60 (maximum)
14.8
17.6
Pistons After Double-Length (200-Hour) Sequence IIIG Engine Test
Example of Failing
Result after 100
Hours using
Competitor’s Motor
Oil for Comparison
Thrust
Thrust
Average Piston
Deposits (ratings)
Anti-Thrust
Anti-Thrust
API SN/ILSAC GF-5
Requirement after 100
Hours
AMSOIL Signature
Series after 100 Hours
AMSOIL Signature Series
after 200 Hours
4.0 (Minimum)
7.70
7.42
Results
A rating of 5.5 for piston deposits after 100
hours of testing is commonly considered
outstanding, while motor oils must earn a
minimum 4.0 rating to meet the API SN/
ILSAC GF-5 motor oil specification. Even
after 200 hours of testing, Signature Series
limited deposits and earned ratings well
above the minimum threshold. An example
of a piston lubricated with a competitor’s oil
that failed a normal-length Sequence IIIG
Engine Test is included for comparison.
Signature Series demonstrated excellent
thermal stability and cleanliness properties,
easily passing the double-length test.
Sequence IIIG
Technical Study
Stock#
G3320
Qty.
1
U.S.
Can.
1.05 1.30
DECEMBER 2014 |
M A G A Z I N E
9
2014 YEA
New products, business
JANUARY
AMSOIL Introduces
Arctic Synthetic Grease
MARCH
Bowers Takes AMSOIL
Arenacross Title
New AMSOIL Arctic
Synthetic Grease (GEC)
provides extreme lowtemperature pumpability
and superior protection
for equipment operating
in harsh climates where
temperatures drop well
below freezing, ensuring
superior load and wear protection where
conventional greases are ineffective.
Team AMSOIL rider Tyler
Bowers sweeps the main
events in Salt Lake City
to earn his fourth straight
AMSOIL Arenacross title.
Team
AMSOIL
Riders Medal
at Winter X
AMSOILsponsored
Hentges
Racing snocross riders Kody Kamm
and Justin Broberg take the silver and
bronze medals, respectively, at the 2014
ESPN Winter X Games.
FEBRUARY
AMSOIL SABER®
Professional Aligned
to Help Dealers
Capture Landscaping
Contractor Market
AMSOIL SABER ®
Professional Synthetic
2-Stroke Oil’s (ATP)
label and supporting
material are redesigned to make it
clear users can choose the mix ratios
they’re comfortable with. Users seeking
an uncompromising combination of
convenience, savings and protection
are encouraged to use the SABER
Ratio™ (80:1, 100:1). Fuel stabilizer is
also added to the formulation, further
increasing its value.
10
| DECEMBER 2014
M A G A Z I N E
Borich Sets AMSOIL
GNCC Record
Team AMSOIL ATV rider
Chris Borich overcomes
a rain-soaked course in
Morganton, N.C. to set
a new AMSOIL GNCC
career victory record
with 69 total victories.
APRIL
AMSOIL Unveils New Dealer
Business Software (DBS)
AMSOIL
introduces its
new cloud-based
Dealer Business
Software (DBS),
designed to
help AMSOIL
Dealers conduct business anywhere
and operate their businesses more
efficiently. All data and information
stored in the DBS can be accessed
from anywhere, at any time, as long as
a stable Internet connection is available,
providing real-time access to business
contacts and information.
Upgrades to
Online Locator
Help Improve
Convenience
and Boost Sales
Following several upgrades, the AMSOIL
Online Locator can be used to find retail
locations that sell AMSOIL products,
helping drive traffic to retail accounts
and boosting sales.
Retail Account
Zone Receives
Slick Upgrade
The AMSOIL
Retail Account
Zone is upgraded,
providing retail accounts with fast
access to online forms, reports, price
lists, their servicing Dealer’s contact
information, technical/Safety Data Sheet
(SDS) information and other important
business tools.
New OAI Value Kit
Hits the Market
AMSOIL introduces
the new Oil Analyzers
Value Kit (KIT14), providing customers
an affordable option when a full fluid
analysis is not required.
MAY
New CVT Fluid Expands
Market for Dealers
New AMSOIL Synthetic
CVT Fluid (CVT) provides
outstanding protection
and performance for
continuously variable
transmissions (CVTs). It
helps prevent belt and chain
slipping, resists oxidation and wear
for maximum CVT life and provides
outstanding anti-shudder durability and
reduced noise and vibration. AMSOIL
CVT Fluid offers a cost-effective,
premium-quality alternative to vehiclemanufacturer-branded fluids, saving
customers money and allowing higher
profit margins for installers.
AMSOIL Offers Free Shipping to
Online/Catalog Customers
AMSOIL introduces
free shipping on
orders of $100 or
more to online/catalog
retail customers in the
continental U.S.
AR IN REVIEW
tools and partnerships highlight 2014.
AMSOIL University
Prepares Dealers
for Success
Hundreds of AMSOIL
Dealers arrive at the
Duluth Entertainment & Convention
Center (DECC) in Duluth, Minn. to
attend the premier Dealer training event
of the year, AMSOIL University.
Bogle Wins Monster
Energy Supercross
Title
GEICO/AMSOIL/
Honda rider Justin
Bogle clinches the
2014 Monster Energy
Supercross 250SX
East Coast title in Las
Vegas, extending the AMSOIL-backed
team’s streak of championship-winning
seasons to five.
JUNE
Landing Pages
Receive a Facelift
In an effort to help
Dealers increase
online customer
conversion, the
landing pages at
www.amsoil.com
undergo a
transformation. The
updated pages are
designed to engage
potential online
customers with rich,
interactive content
that identifies challenges and answers
questions they may have.
JULY
AMSOIL Partners
with MMI
AMSOIL enters a
partnership with
Universal Technical
Institute (UTI) to
become the official
oil of its motorcycle
and marine divisions, the Motorcycle
Mechanics Institute (MMI) and Marine
Mechanics Institute (MMI). As the
Official Oil of MMI, AMSOIL gains four
AMSOIL-branded classrooms and
assumes an active role in the lubrication
and chemical curriculum training.
AUGUST
AMSOIL Keeps
Sturgis Cool
Hundreds of thousands
of motorcycle enthusiasts
make the trek to Sturgis,
S.D. for the 2014 Sturgis
Motorcycle Rally.
AMSOIL returns as the
Official Oil for the 74th annual rally and
becomes the exclusive Official Oil of the
legendary Buffalo Chip Campground,
which hosts rounds 11 and 12 of the
TORC Series presented by AMSOIL.
Hampshire Rises to
the Top at Loretta
Lynn’s
SEPTEMBER
LeDuc Swipes
AMSOIL Cup
Kyle LeDuc puts on a
driving clinic at the historic
Crandon International
Raceway on Labor Day
Weekend to take the
AMSOIL Cup.
OCTOBER
Borich Captures
AMSOIL GNCC Title
Team AMSOIL GNCC rider
Chris Borich wins his sixth
AMSOIL GNCC XC1 Pro
ATV championship at the
AMSOIL Ironman GNCC in
Crawfordsville, Ind.
DECEMBER
Signature Series Synthetic Motor
Oil Excels in Double-Length
Performance Test
AMSOIL Signature Series
5W-30 Synthetic Motor Oil
(ASL) passes a doublelength (200-hour) Sequence
IIIG Engine Test with flying
colors. Results show the oil
delivered outstanding wear
protection, deposit control
and oxidative stability after
200 hours of testing.
Team AMSOIL/Factory
Connection rider RJ
Hampshire makes history
by becoming the first
amateur racer in nearly
20 years to sweep both
A (250 A and Open Pro Sport) classes
at the 2014 AMA Amateur National
Motocross Championship presented
by AMSOIL at Loretta Lynn’s Ranch in
Hurricane Mills, Tenn.
DECEMBER 2014 |
M A G A Z I N E
11
BREAKING DOWN THE DIESEL MARKET AND
A LOOK AT COMMERCIAL CONTRACTORS
The diesel market is broad and can
seem somewhat overwhelming to those
who haven’t spent much time around
diesels. But once you’ve identified
the smaller segments within the larger
market, you can work toward creating
goals and forming a strategy to recruit
new customers and accounts. Five
smaller segments make up the larger
diesel market.
TURBO DIESEL/PASSENGER CAR
ENTHUSIASTS
This segment includes pickup trucks
(Ford F250-350, Ram 2500-3500, GM
2500-3500)
with their
respective
brand’s
diesel
engine. It
also includes
diesel-powered small
cars like those from Volkswagen, Audi,
Mercedes, Porsche, BMW, Chevrolet
and Dodge. Diesel passenger car
enthusiasts can be broken down further
into those who use their vehicles for
pleasure and those who use them
for the fuel-economy benefits. Diesel
engines are being installed into more
passenger cars and light trucks to
satisfy the demand for better fuel
economy and torque.
COMMERCIAL CONTRACTORS
A commercial contractor is typically a
small business that employs one to 10
employees and invests in equipment,
vehicles and tools to help it run its
business and generate revenue.
Examples of commercial contractors
include residential contractors, roofers,
electricians, plumbers, landscape
contractors and hardscape contractors.
INNER CITY DELIVERY/
CONSTRUCTION/REFUSE
The inner city delivery/refuse segment
includes day-cab trucks and larger offroad construction equipment.
Delivery fleets are regional businesses
that require their trucks to return to a
12
| DECEMBER 2014
M A G A Z I N E
central facility each night. These daycab trucks deliver food, beverages,
newspapers, dry goods and more.
Delivery fleets can be small with one to
five trucks, or very large with hundreds
of trucks.
Construction businesses in this
category include those that build roads,
bridges, sidewalks and streets. These
companies typically have a variety of
equipment that includes dump trucks,
day-cabs, pickup trucks, excavators,
bulldozers, skid-steers, graders, loaders
and more. These companies can be
very small businesses with a truck or
two and some equipment or very large
companies with a thousand or more
units.
Garbage
and
recycling
collection
fleets can
range
from a few
trucks to hundreds of trucks, depending
on the company. These are typically
regional businesses with daily pickup
routes.
AGRICULTURE
Agriculture relies heavily on diesel
engines capable of handling the most
demanding work. Businesses range
from hobby farmers with just a couple
hundred acres to commercial farmers
with a few thousand acres. Smaller
farms often have older equipment
that they use longer, making regular
maintenance
crucial, while
larger farms
commonly
buy new
equipment
every few
years or
contract
with companies to lease their
equipment. Farmers use a wide variety
of equipment ranging from tractors
and bailers to mowers, sprayers and
combines.
OVER-THE-ROAD/LONG-HAUL
TRUCKS
Over-the-road truckers can be selfemployed independent contractors,
independent owner/operators (small
fleet) or company drivers. Semitrucks and box trucks travel extended
distances to deliver cargo from one
place to another. Some long-haul
semi-trucks and box trucks also have
hydraulic lifts to help load cargo.
DIGGING DEEPER
When planning to target a new market
or segment for your AMSOIL business,
it’s important to first identify specific
potential customers and research those
businesses before trying to sell to them.
You may also want to become more
familiar with industry jargon and the
mechanics of each business.
Understanding the problems and
setbacks each business can face
is also important. The more you
understand about the business and
industry, the better you will be able to
relate to your customers and the more
trust your customers will have in you.
START SMALL AND BE CONFIDENT
Pursuing a smaller business may yield
a better outcome than pursuing a larger
one. Targeting smaller contractors first
also allows Dealers to further familiarize
themselves with the market before
pursuing a larger account.
No matter which size contractor you
start with, confidence in yourself and
AMSOIL products is key to helping
you land a sale. When you know the
products AMSOIL has to offer, you can
quickly and easily identify the products
that can best help the contractor
improve efficiency, receive better fuel
economy and reduce downtime.
LISTEN CAREFULLY AND PROVIDE
SOLUTIONS
Beginning with the first meeting,
Dealers should always take the time
to listen to find out what problems
the business is facing. Commercial
contractors commonly face issues
related to economic fluctuations, finding quality labor (if they have a
team) and equipment failures. For example, a downward fluctuation
in the economy may mean the contractor is getting less business and
that materials and fuel cost more. This is a big problem because it
affects his bottom line. As an AMSOIL Dealer, you have the expertise
to recommend premium products that can help the contractor save
money on fuel, save time on maintenance and keep the business
profitable.
SELL THEM WHAT THEY WANT
Research shows that when it comes to buying motor oil, commercial
contractors aren’t necessarily honed in on price. As shown in the
bar chart, commercial contractors indicated that the most important
characteristic of oil is protecting vital parts in their equipment,
followed by reduced oil consumption and increased fuel economy.
By protecting vital parts with the right lubricants, contractors reduce
equipment downtime and money spent on repairs.
Reduced oil consumption also results in money saved on
maintenance, downtime and lubricants while increased
fuel economy gives contractors more bang for their buck
in fuel.
Most Important Motor Oil Attributes for
Commercial Contractors
Other
MAKE IT EASY TO PURCHASE
Currently, nearly 30 percent of commercial contractors
purchase their lubricants from an auto parts store chain,
while just over 5 percent buy directly from an individual
dealer. That means most contractors have to take time
out of their busy schedules to stop by a store and
pick up any oil they need. AMSOIL Dealers can save
commercial contractors time and money by explaining
the benefits of ordering online or even offering personal
delivery services themselves. Or, if they still prefer to buy
from a store, direct them to one of your retail accounts
that offers the products they need.
API License
Soot Handling
Brand
Flows in Cold
Weather
Extends Drain
Intervals
Price
Increases Fuel
Economy
Reduces Oil
Consumption
Protects Vital Parts
DEALER ACTION PLAN
0%
• Make a plan. Familiarize yourself with the market
and learn about nearby businesses to determine
a good starting point. Focus on the smallest
commercial contractor first. This will help you get
to know the industry better and increase your
self-confidence.
• Understand the challenges commercial
contractors face (economic fluctuations,
minimizing equipment failure). Offer AMSOIL
synthetic lubricants as solutions to these
challenges.
• Understand what commercial contractors are
looking for in lubricants and explain how AMSOIL
lubricants deliver those benefits.
• Make it easy to purchase AMSOIL products. Sell
the convenience of delivery, either direct from
AMSOIL or from you. You may also direct them to
one of your retail accounts.
• Don’t overlook other opportunities. Commercial
contractors use a variety of gasoline- and dieselpowered equipment that would benefit from the
use of AMSOIL synthetic lubricants.
10%
15%
20%
25%
30%
35%
40%
DIY Motor Oil Purchase Channel Preferences
for Commercial Contractors
Online
Home Improvement
Store (Home Depot)
Hardware Store
Power Equipment/
Implement Dealer
Other
Individual dealer
(AMSOIL)
Farm Supply Store
Discount Retailer
(Walmart)
Oil Distribution
Company
Independent Auto
Parts Store
Auto Parts Store
Chain (Auto Zone)
0%
DECEMBER 2014 |
M A G A Z I N E
5%
13
5%
10%
15%
20%
25%
30%
R A C I N G
A N D
P R O M O T I O N A L
N E W S
O
B
N THE
X
WITH JEREMY MEYER
I refuse to believe my calendar.
There is no possible way it is
already December. Time flies,
I suppose, and since we have
entered the 12th month of the
year, it is a good opportunity for
us to catch our collective breath
and take a look back at some
of the events from the past 11
months.
Supercross Goes Live
Live network television coverage provides increased exposure for AMSOIL –
the Official Oil of Monster Energy Supercross.
Monster Energy Supercross is getting a
major boost in its coverage for the 2015
season. Feld Motor Sports announced that
the 2015 television schedule will include
17 live races, headlined by the first-ever
live FOX network broadcast from MetLife
Stadium in East Rutherford, N.J. on
Saturday, April 25.
The 2015 Monster Energy Supercross
season opens Saturday, January 3 in
Anaheim, Calif., with the first of 12 races
scheduled to broadcast live on FOX Sports
1. Three races are scheduled to air live on
FOX Sports 2, with all races available live
through the FOX Sports GO app.
“The 2015 Monster Energy Supercross
television package on FOX Sports is a
testament to the network’s strengthening
commitment to help grow the Monster
Energy Supercross brand,” said Ken
Hudgens, COO, Feld Motor Sports. “The
2015 television package is the strongest
ever and signifies a major milestone with
the first-ever live airing on FOX Broadcast
Network. The riders, teams, manufacturers,
sponsors and entire sport will be elevated
by the live network broadcast on FOX. This
14
| DECEMBER 2014
M A G A Z I N E
is a major announcement that is great for
everyone involved, including the broad
viewing audience.”
A key change to the races in 2015 will
be the start times. Except for the East
Rutherford round, each race will start 30
minutes earlier, at 7 p.m. local time, with
the afternoon pit parties also starting 30
minutes earlier, at noon local time.
The series has also revamped its schedule,
adding a second event in Atlanta and an
inaugural event in Santa Clara, Calif. at the
new Levi’s Stadium.
“Every year, more fans are attending
Monster Energy Supercross events, and
more people are coming early to the
popular pit parties,” said AMSOIL Race
Program Manager Jeremy Meyer. “The new
television package is a boon to the sport,
and it will allow AMSOIL to continue its
growth in this far-reaching series.”
For complete details surrounding Monster
Energy Supercross, including the new
television schedule, visit
www.amsoilracing.com.
AMSOIL continued its push
into the world of drag racing.
We came to terms with Black
Diamond Motorsports last
winter to spearhead our efforts
in the International Hot Rod
Association (IHRA). Led by John
DeFlorian and Kevin Bealko,
Team AMSOIL took home one
Ironman and set Pro Stock world
records in elapsed time (6.224)
and miles per hour (226.70).
The TORC Series presented by
AMSOIL continued its national
growth plan, moving back to
Charlotte and taking Sturgis
by storm with a new track
that debuted at the legendary
Buffalo Chip Campground
during the world-famous Sturgis
Motorcycle Rally.
Speaking of the Chip, AMSOIL
entered a three-year deal with
the popular destination in
Sturgis. The venue hosts some
of the biggest names in music
each year during the Sturgis
Rally, and AMSOIL gained
exceptional exposure to the
tens of thousands of bikers who
rolled through the venue.
Finally, in the world of
motorcycle racing, Erik Buell
Racing (EBR) made history by
becoming a worldwide racing
team, with Geoff May and
Aaron Yates competing in World
Superbike, while Larry Pegram
and Cory West stayed stateside
to compete for the AMA
Superbike championship.
I’m positive that 2015 will
offer more changes and
opportunities. Hopefully it
doesn’t speed by too quickly.
Borich Captures AMSOIL GNCC Title
Championship comes down to final turns at AMSOIL Ironman event.
It had been approximately two decades
since the AMSOIL GNCC XC1 Pro ATV
Championship was decided at the final
round, and perhaps even longer since
its top contenders entered the finale tied
in the points standings. But the AMSOIL
Ironman GNCC in Crawfordsville, Ind.
was a winner-take-all affair for Team
AMSOIL rider Chris Borich and top
challenger Walker Fowler.
As if the pre-race hype surrounding the
championship chase wasn’t enough,
Borich and Fowler treated the thousands
of Indiana cross-country race fans to
one of the most exciting finales in the
history of AMSOIL GNCC. In an all-out
drag race to the finish, Borich emerged
victorious and took the title.
As the green flag dropped for the highly
anticipated finale, Fowler wasted no time
making his way to the front, and despite
a bad jump off the start, Borich quickly
jumped into second close behind. Fowler
commanded the lead for a majority of
the two-hour race, while Borich took
a more veteran approach by applying
pressure from behind. However, in true
Borich fashion, the defending
champion kicked it up a notch
on the final lap and the duo
swapped lead positions several
times as they encountered
everything from lapped traffic
to deep mud and even the
occasional tree. The two riders
flew side-by-side over the final
motocross jump, and with only a
couple corners left to go, Borich
inched his way into the lead and
held Fowler off until the finish.
“I kind of thought it was over for a minute,
but I just put my head down and kept
pushing,” Borich said. “I doubled up the
triple and I thought I threw it away on the
outside line, but we came together at
the bottom and it was a drag race to the
next corner. I knew since I was a little bit
ahead of him that I’d be able to take it
into the finish.”
Borich admits that the weeks leading
up to the finale weren’t easy, especially
following a six-round winless streak, but
the six-time champion maintained his
focus through the final round.
“There were three long weeks where
we were just sitting there tied for points
and couldn’t do anything about it. I
was on the bike pretty much every day
for an hour, and that’s when I started
having fun,” he added. “I have to thank
my friends for pushing me during that
time. That, along with the great support
we’ve received this year, especially from
AMSOIL, has made this a fun season.”
Catch all the racing action from the
AMSOIL Ironman GNCC at
www.amsoilracing.com/media.
DECEMBER 2014 |
M A G A Z I N E
15
MONTHLY LEADERS
The AMSOIL Dealer Hall of Fame, full AMSOIL business category descriptions and top 20 monthly
leaders can be found in the Dealer Recognition area under the Services menu in the Dealer Zone.
Bill & Donna Durand
Wisconsin
REGENCY PLATINUM
DIRECT JOBBERS
FIRST
Total Organization
SECOND
Personal Group Sales
Sherree Schell
REGENCY PLATINUM
DIRECT JOBBER
SECOND
Total Organization
FIRST
Personal Group Sales
NINTH
New Qualified Customers
Greg & Joan
Desrosiers
Idaho
Alberta
4-STAR
3-STAR
SEVENTH
Total Organization
Personal Group Sales
EIGHTH
Total Organization
REGENCY PLATINUM
DIRECT JOBBER
Kent & Trudy
Whiteman
REGENCY PLATINUM
DIRECT JOBBERS
SEVENTH
Retail Account Sales
Thomas R. Weiss
Carol H. Bell
Texas
5-STAR
REGENCY PLATINUM
DIRECT JOBBER
THIRD
Total Organization
NINTH
Personal Group Sales
SECOND
Commercial Account Sales
Daniel & Judy
Watson
Florida
2-STAR
REGENCY PLATINUM
DIRECT JOBBERS
TENTH
Total Organization
North Dakota
James J. Allen
7-STAR
REGENCY PLATINUM
DIRECT JOBBER
Ohio
TENTH
Personal Group Sales
FIRST
Commercial Account Sales
THIRD
Retail Account Sales
Utah
REGENCY PLATINUM
DIRECT JOBBERS
FIFTH
New Qualified Customers
Clarence & Joyce
Parde
REGENCY GOLD
DIRECT JOBBER
THIRD
Commercial Account Sales
Debra McKenzie
James Brown Jr.
Alberta
Nebraska
North Carolina
EXECUTIVE DIRECT
JOBBERS
PREMIER DIRECT JOBBER
REGENCY GOLD
DIRECT JOBBER
EIGHTH
Commercial Account Sales
Herschel L. Gates
Florida
NINTH
Commercial Account Sales
Mylo & Patty
Twingstrom
Minnesota
EXECUTIVE DIRECT
JOBBER
TENTH
Retail Account Sales
16
Michigan
7-STAR
7-STAR
HALL OF FAME
Dave M. Mann
| DECEMBER 2014
M A G A Z I N E
1-STAR
REGENCY PLATINUM
DIRECT JOBBERS
SECOND
New Qualified Customers
TENTH
Commercial Account Sales
FIFTH
Retail Account Sales
Vijay Parany
Ontario
1-STAR
REGENCY PLATINUM
DIRECT JOBBER
THIRD
New Qualified Customers
SIXTH
New Customer Sales
SEPTEMBER 2014
George & Shirley
Douglas
Tennessee
4-STAR
REGENCY PLATINUM
DIRECT JOBBERS
FOURTH
Total Organization
EIGHTH
Personal Group Sales
Ches & Natasha Cain
Thomas & Sheila Shalin
Georgia
Leonard & Marcie
Pearson
4-STAR
REGENCY PLATINUM
DIRECT JOBBERS
Washington
FIFTH
Total Organization
FOURTH
Personal Group Sales
New Customer Sales
5-STAR
REGENCY PLATINUM
DIRECT JOBBERS
SIXTH
Total Organization
FIRST
New Qualified Customers
Michael H. Ellis
Ray & Kathy Yaeger
South Dakota
Wisconsin
Michigan
3-STAR
5-STAR
5-STAR
THIRD
Personal Group Sales
FIFTH
Personal Group Sales
SIXTH
Personal Group Sales
FOURTH
New Qualified Customers
SECOND
Retail Account Sales
FIRST
Retail Account Sales
David & Linda
Trekell
Wesley & Marla
Stauffer
Kirk Olson
Pennsylvania
DIRECT JOBBER
EXECUTIVE DIRECT
JOBBERS
SIXTH
Commercial Account Sales
SEVENTH
Commercial Account Sales
FIRST
New Customer Sales
Douglas Huculak
Roger B. Silcox
REGENCY PLATINUM
DIRECT JOBBERS
Texas
PREMIER DIRECT JOBBERS
FOURTH
Commercial Account Sales
John & Dianne
Moldowan
Alberta
REGENCY GOLD
DIRECT JOBBERS
FOURTH
Retail Account Sales
EIGHTH
New Customer Sales
John A. Cameron
REGENCY PLATINUM
DIRECT JOBBER
REGENCY PLATINUM
DIRECT JOBBERS
Colorado
Saskatchewan
Alberta
REGENCY GOLD
DIRECT JOBBER
REGENCY DIRECT JOBBER
NINTH
Retail Account Sales
SIXTH
Retail Account Sales
Bruno Ranger
Michael Barber
California
Michigan
MASTER DIRECT
JOBBER
REGENCY GOLD
DIRECT JOBBER
SIXTH
New Qualified Customers
SEVENTH
New Qualified Customers
Quebec
DIRECT JOBBER
EIGHTH
New Qualified Customers
FIFTH
New Customer Sales
DECEMBER 2014 |
M A G A Z I N E
17
MONTHLY LEADERS
Tennessee
Kelly Soule &
Arlene Peterson
Alfred & Catherine
Dawes
REGENCY SILVER
DIRECT JOBBER
Alberta
North Carolina
PREMIER DIRECT JOBBERS
DIRECT JOBBERS
SECOND
New Customer Sales
THIRD
New Customer Sales
Michael J. Mathe
TENTH
New Qualified Customers
HIGHER LEVELS OF RECOGNITION
Neil & Margaret
Lockhart
REGENCY DIRECT
JOBBERS
REGENCY
MASTER
Michael P. Scott
Minnesota
PREMIER DIRECT
JOBBER
PREMIER
18
| DECEMBER 2014
M A G A Z I N E
Victor & Linda Sorlie
John A. Cameron
Maryland
California
Texas
MASTER DIRECT
JOBBER
MASTER DIRECT
JOBBERS
MASTER
Wonder why you’re not listed on the Dealer Locator at
amsoil.com? It could be because you’re not certified.
Becoming certified is simple and the benefits are immense. T-1 Certified
AMSOIL Dealers are eligible for AMSOIL Co-op Programs, the AMSOIL
Leads Program and inclusion in the Online Dealer Locator.
SIMPLE STEPS TO BECOMING T-1 CERTIFIED:
• Have Internet access
• Have an email address
• Maintain an active Dealer Zone account
• Pass T-1 Certification test with a minimum score of 90 percent
The T-1 Certification Program was created to identify Dealers who are
serious about working the business, knowledgeable about administrative
processes (including registering new customers), motivated and have time
to follow up on leads received as a result of AMSOIL advertising efforts.
Co-op eligibility and inclusion in the Online Locator are two ways AMSOIL
helps Dealers succeed in their quest to grow their businesses.
Stay current with T-1 eligibility requirements by reviewing the
Get T-1 Certified Flyer (G1329), available in the Dealer Zone.
Dealers must maintain eligibility for the Dealer Locator by earning at
least $10 in commissions in the past six months and adding at least
one new personally sponsored customer or maintaining five current
personally sponsored customers in the past six months.
C E N T E R L I N E S
A N D
U P D AT E S
December Close-Out
EA15K88 Manufacturing Issue Persists
The last day to process December orders in the U.S. and
Canada is the close of business on Wednesday, December
31. Individual telephone and walk-in orders will be
processed if initiated by the close of business. Internet and
fax orders will be accepted until 3 p.m. CST on that day. All
orders received after these times will be processed for the
following month. Volume transfers for December business
will be accepted until 3 p.m. CST on Tuesday, January 6. All
transfers received after this time will be returned.
Although AMSOIL was satisfied with the resolution to the
manufacturing issue affecting the EA15K88 Oil Filter, the
new process for manufacturing this filter has presented
additional challenges. AMSOIL and its filtration partners
are continuing to perfect the process and AMSOIL will not
reintroduce the EA15K88 until the issue is resolved. AMSOIL
adheres to the strictest quality standards, and Dealers can
be assured only products that meet those standards will be
allowed to reach the marketplace. At this time, it is uncertain
when the EA15K88 Filters will be available. Check the Dealer
Zone for additional updates.
Holiday Closings
The AMSOIL corporate headquarters, U.S. distribution
centers and Canadian distribution centers will be closed
Thursday, December 25 for Christmas Day and Thursday,
January 1 for New Year’s Day. The Toronto Distribution
Center will be closed Friday, December 26 for Boxing Day.
Holiday Activities
The AMSOIL corporate headquarters will close at 12 p.m.
CST on Friday, December 12 for holiday activities. Limited
telephone ordering personnel will be available for orders, so
AMSOIL asks that Dealers not attempt to contact corporate
staff via the toll-free ordering number during this time so as
not to overload the limited staff. In addition, placing Dealer
orders in advance of this date is appreciated to aid in
keeping the lines clear for customers.
Direct Deposit Available to All Dealers
Direct bank deposit of Dealer commissions is now available
to all Dealers.
• Faster than mail delivery
• Avoid unnecessary bank trips
• No deposit delays
• No risk of checks or confidential information being
misplaced or lost in the mail
• All commissions deposited the month they are earned
Visit the Dealer Zone to register for direct deposit in two
easy steps (My Business > Direct Deposit).
Holiday Shipping
Keep in mind that shipping companies are extra busy during
the holiday season, possibly resulting in shipping delays.
Dealers are urged to plan accordingly and place orders
earlier than normal to ensure they arrive on time.
Increase Snowmobile Oil Sales this Winter with
Display Shelf Snowmobile Graphics
Snowmobile season is here. Help your retail accounts sell more
snowmobile oil with the optional snowmobile graphics (G3218)
for the AMSOIL Display Shelf (G3215).
This 51.5” x 19.5” x 31” display shelf features interchangeable
graphics with shelf liners. Comes with standard “Move Up to
AMSOIL” graphics. Other graphic options sold separately.
Three shelves (weight capacity: 60 lbs. per shelf). Holds 72
quarts or 27 one-gallon bottles.
Stock # Description
G3215
G3217
G3218
G3283
U.S.
G3215
Can.
Display Shelf & “Move Up” Graphics 157.00 190.50
Motorcycle Graphics
35.00 42.35
Snowmobile Graphics
35.00 42.35
Marine Graphics
35.00 42.35
G3218
Snowmobile P-O-P Bottle Display
This 18.5” x 60” x 18” bottle display features eight shelves
(weight capacity: 12 lbs. per shelf). Holds 48 quarts (six
quarts per shelf).
Stock # Description
Wt. Lbs. U.S.
Can.
G3314 Snowmobile P-O-P Bottle Display 16.0 105.00 127.55
20
| DECEMBER 2014
M A G A Z I N E
3314
New UTV Product Guide
The new AMSOIL Utility Terrain Vehicle (UTV) Product Guide
at www.amsoil.com (Product Guides > UTV Lookup Guide)
includes fluid capacities and product recommendations for a
comprehensive list of UTV applications.
Klim Winter Parka
Combat Fuel Issues with AMSOIL
Diesel Fuel Additives
Poor diesel fuel quality can foul injectors, accelerate
injector pump wear, lead to rough running, impede starting
and cause cold-temperature stalling. AMSOIL diesel fuel
additives effectively combat these issues and help improve
diesel engine performance.
Klim Klimate GTX Parka provides 200 grams of 3M Thinsulate
insulation, triple the amount of 3M Scotchlite™ reflective
material for maximum low-light and nighttime visibility,
attractive new style lines and a new gray ballistic nylon overlay
treatment to the shoulders and elbows. This highly breathable
jacket is guaranteed to keep you dry and features articulated
sleeves/elbows, heavy-duty dual-head two-way center front
zipper, kill switch D-ring, double storm flap construction at
front zipper, wide open pit zips with interior storm flap, two
exterior and four internal pockets, high-strength Cordura in
high-wear areas and quilted interior comfort liner.
Diesel Injector Clean (ADF)
• Addresses problems with high-pressure common-rail
(HPCR) engines
• Cleans dirty injectors
• Provides optimal lubricity to help protect the fuel pump
and injectors from wear
Stock #
Diesel Cold Flow (ACF)
• Combats fuel gelling
• Improves cold-flow ability up to 20ºF
•Enhances cold-weather reliability
Klim Winter Gloves
Diesel Injector Clean + Cold Flow (DFC)
• Provides the benefits of Diesel Injector Clean and Diesel
Cold Flow in one convenient package
Diesel Cetane Boost (ACB)
• Maximizes horsepower
• Helps increase fuel economy
• Improves startability
Diesel Recovery (DRC)
• Quickly dissolves gelled fuel
• Thaws frozen fuel filters
• Performs well with all diesel fuels
Size
U.S.
Can.
G2868 S 299.99363.05
G2869 M 299.99363.05
G2870 L 299.99363.05
G2871 XL 299.99363.05
G2872 2X 299.99363.05
A perfect complement to the Klim
Winter Parka, these Klim Winter
Gloves are guaranteed
to keep you dry. Feature
GORE-TEX® waterproof/
breathable liner, max
visibility 3M Scotchlite™
reflective piping, reinforced
rubberized textured palm,
adjustable wrist cinch and
goggle squeegee.
Stock #
Size
U.S.
Can.
G2874 S 70.0084.60
G2875 M 70.0084.60
G2876 L 70.0084.60
G2877 XL70.0084.60
G2878 2X70.0084.60
DECEMBER 2014 |
M A G A Z I N E
21
I N S I G H T
O N
S A L E S
It’s all about the customer.
Taking simple steps toward making your customers happy
will help ensure repeat business.
Rob Stenberg | DIRECTOR, DEALER SALES
For the month of December, the Dealer
Sales Department is focusing on the
importance of great customer service.
We all know the importance of providing
AMSOIL customers with great service,
but a reminder from time-to-time is
beneficial. Why? Because providing
great customer service is easy to do,
which means it is also easy not to do.
Great customer service is the lifeblood
of your AMSOIL business. You can offer
specials and slash your prices to bring
in as many new customers as you want,
but unless you can get some of those
customers to come back, your AMSOIL
business won’t be profitable for long.
Great customer service is all about
bringing customers back. It’s also about
sending them away happy – happy
enough to pass positive feedback
about your AMSOIL business along to
others, who may then contact you about
AMSOIL and in turn become customers.
You can sell AMSOIL products to
anyone once, but it will be your
approach to customer service that
determines whether you’ll ever be
able to sell that person additional
AMSOIL products. The essence of
good customer service is forming a
relationship with customers that makes
them feel like coming back.
You form such a relationship by
remembering the one true secret of
great customer service and acting
accordingly: You will be judged by what
you do, not what you say.
Providing great customer service truly
is a simple thing. If you want to provide
great customer service, consistently do
these things:
22
| DECEMBER 2014
M A G A Z I N E
1) Answer your phone professionally.
Get call forwarding or an answering
service. Hire your grandkids if you have
to, but make sure someone is picking
up the phone, and make sure the call is
answered professionally (your grandkids
will thank you for providing them with this
skill later in life). Notice I say “someone.”
People who call want to talk to a live person, not a recording. Do an online search
for “answer a phone call professionally”
for some great tips. Whatever you do,
simply answering your business line with
“hello” just doesn’t cut it.
2) Don’t make promises unless you
will keep them.
Notice this does not say “plan” to
keep them, it says “will” keep them.
Reliability is one of the keys to any good
relationship. If you tell a customer his
AMSOIL products will be delivered on
Monday, make sure they are delivered
on Monday. Otherwise, don’t say it. The
same rule applies to client appointments,
deadlines, etc. Think before you give
any promise. Nothing annoys customers
more than a broken promise. Overpromise and under-deliver and you will
lose customers quickly.
3) Listen to your customers.
Is there anything more frustrating
than telling someone what you want
or describing your problem only to
discover that person wasn’t paying
attention? Well, maybe there is one thing
more frustrating – having to explain your
problem again! Forget about the great
product test data that AMSOIL provides
or talking about the weather. Let your
customer talk and show that you are
listening by repeating back to them
what you understand and then making
the appropriate suggestions on how to
solve the problem.
4) Deal with complaints right away!
No one likes hearing complaints, and
many of us have developed an impulse
reaction, saying, “You can’t please
everybody.” Well, maybe not, but if you
give the complaint your attention you
may be able to please this one person
this one time – and position yourself,
and your AMSOIL business, to reap the
benefits of great customer service.
5) Take the extra step.
How do you feel if you walk into a store,
ask for help finding something and an
employee simply says, “It’s in Aisle
5.” Don’t you prefer to be led right to
the item? And, even better still, what if
that employee waits to see if you have
questions about that product? That is
called taking the extra step. Whatever
the extra step may be, if you want to
provide great customer service, take it.
People may not say so, but they notice
when you make an extra effort and they
will tell others.
6) Throw in something extra.
Whether it’s a few stickers, a hat, t-shirt,
additional information on AMSOIL
products or a genuine smile, people
love to get more than they thought they
were getting. And don’t think that a
gesture has to be large to be effective.
Small gestures are largely appreciated.
If you apply these six simple rules
consistently, you will become known for
your great customer service. But, do
you want to know the best part? Over
time, great customer service will bring
in more new customers than promotions
and price slashing ever will!
Good luck and good selling!
Carlo Aghbashian
RACEHEADS
ENGINE BUILDER CARLO
AGHBASHIAN TALKS ABOUT HIS
EXPERIENCE WITH AMSOIL
At the 2014 AMSOIL Engine Masters Challenge AMSOIL
asked Carlo Aghbashian of Saint Andrews, Ontario to share
his experience with AMSOIL synthetic motor oil.
“I was quite surprised. We’ve been building engines for a long
time now and we’ve used all types of oils. We’ve done different
parts, different bearings, you name it, and this is one time I
was really surprised because I know that we had 50 hard pulls
on that Ford motor in 2012. It’s not like we idled; 50 hard pulls,
2500 to 6700 rpm, and we expected some bearing damage.
We expected parts wear, which is normal. I kid you not; when
I took those bearings out I was in disbelief. If it wasn’t
my own motor and someone showed it to me I would’ve
said ‘no, you’re just telling me lies.’ I was really, really
impressed. I’d say AMSOIL really has a good product.”
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