When we miss a related sale in the automotive service sector, we call it “leaving money on the table.” Leaving money on the table is a major reason why many shops linger on the edge of profitability and, to back that up, it’s a well-documented fact that the automotive service industry in general loses millions of dollars in missed sales opportunities each year.

Worse still, jobber parts stores that sell remanufactured assemblies are leaving a lot of money on the table because they don’t promote the related parts needed to make an engine replacement a more reliable and warranty-free repair.

To put the issue of selling related engine parts into perspective, let’s keep in mind that all mechanical parts have a service life that’s based on the frequency and severity of use. Because we also drive our vehicles in a sunlight, oxygen, and water-based environment, we often forget that ozone and other atmospheric chemicals deteriorate soft parts like radiator hoses and engine mounts.  

COOLING SYSTEM PARTS
Most worn-out engines are now being replaced at 100,000- to 200,000-mile intervals. These relatively high vehicle longevities bode well for related cooling system sales because most cooling system parts like water pumps need replacing each 100,000 miles. Water pumps are unique since their service lives are very predictable on many nameplates. Some applications need replacing every 60,000-80,000 miles while others might last 150,000 miles.

In any case, when a water pump is removed from the old engine and the worn inner shaft seal is exposed to dry air, the seal may leak shortly after the water pump is put back into service. Radiator, heater, and water distribution hoses often follow the same failure pattern when they’re re-used because the old rubber has lost its elasticity and seldom forms a reliable seal when re-clamped to a water outlet.

Conventional brass radiators and heater cores present problems of their own because the anti-corrosive package in the coolant dissipates with age and use and erodes the solder joints that fasten the cores to the header tanks. Modern radiators, which usually consist of aluminum cores clamped to plastic tanks and sealed with rubber gaskets, also tend to deteriorate with age. The water inlets and outlets might also wear from abrasive particles being suspended in the coolant. Last, if the rubber gasket is exposed to oil leaking internally from a bad automatic transmission oil cooler, the rubber swells and forces the plastic and aluminum joint apart, causing the radiator to literally split apart at the seams.

Keep in mind that most engine remanufacturers clearly state that the engine warranty will not apply if the engine failure has been caused by overheating due to lack of coolant. In fact, most remanufacturers attach small overheat indicator tabs to the cylinder heads that indicate if the engine has been overheated. It’s my belief that the average jobber leaves at least $500 in related cooling system parts money on the table each time a new engine goes out his door. Not only is he leaving money on the table, he’s exposing himself to a warranty situation that could easily be prevented by selling a extra few feet of heater hose or the often-ignored replacement water pump.

LUBRICATION SYSTEM PARTS
Most mechanics say that the oil pump is the heart of the engine because it pumps life-saving lubricant to vital operating parts. For that reason, most engine remanufacturers include a new oil pump with their newly remanufactured engines.
What may not be included is the oil pump inlet tube and screen that attaches to the oil pump. Unfortunately, the old oil pump screen is full of large metallic and abrasive particles that would have otherwise damaged the oil pump. These hard particles are extremely difficult to flush from the screen and may shorten the life of the new engine if they later vibrate from the screen and lodge in the engine’s new bearings. Because new oil pump screens are so critical to engine life and so relatively inexpensive, selling a new screen to go with the new pump should be considered a vital necessity when replacing the engine.

Many working in the service and parts sectors also forget than many modern engines are equipped with oil coolers. Like the oil pump screen, the cooler accumulates metallic debris that may damage new bearings and refinished crankshafts. Because most oil coolers can’t be successfully cleaned or flushed, they should be replaced to prevent damaging the new engine.

If the engine has a remotely located oil filter or oil cooler, it’s also best to replace the oil hoses connecting the filter to the engine’s lubricating system. Although these hoses might visually appear to be in good condition, the very act of bending them during removal can cause the hardened interior rubber coating of the hose to crack and leak.  Although lubrication system sales aren’t generally big-ticket sales, they are a necessary part of preventing expensive warranty comebacks.

ENGINE ACCESSORIES
Are you looking for an extra $1,000 or more in add-on sales? If you are, don’t forget that most turbochargers and superchargers wear right along with the engine. In addition, oil leaking from a worn turbocharger or supercharger seal can cause oil consumption and exhaust oil smoke issues that result in a false warranty claim on the new engine.
Similarly, worn flywheels, flywheel starter ring gears, clutches and hydraulic clutch linkage should be inspected for wear and replaced as required. Here again, because the parts must be removed and replaced as part of the engine replacement procedure, there’s no extra labor charge for installing new parts. Even at retail price, a clutch and flywheel replacement is cheap insurance against future failures.

Alternators, starters, power steering pumps and air injection pumps should be inspected for bearing wear and other malfunctions affecting these parts. The battery should also be tested to ensure that it’s up to the task of cranking the newly installed engine. These extra items can add up to enough profit on an annual basis to enough to pay for that badly needed vacation!

IGNITION SYSTEM NEEDS
One look under the hood of a modern vehicle always elicits the question, “Where are the spark plugs?” Because the recommended spark plug replacement interval for most modern engines is at least 100,000 miles, engineers don’t go out of their way to make spark plug and ignition systems easily accessible. So, unless the parts are nearly new, the cost-effective time to replace ignition parts is before the new engine is installed in the chassis, not after.

Engines with distributor ignitions should have the distributor rotor and cap and the spark plugs and spark plug wires replaced. Distributorless ignitions should have the wires and spark plugs replaced. Coil-on-plug systems should have new coil boots installed along with the new spark plugs. Here again, ignition parts aren’t generally as expensive as radiators, turbochargers, and clutches, but they do add precious dollars to a jobber’s bottom line.

AND DON’T FORGET THE ENGINE MOUNTS
Like all rubber products, conventional rubber engine mounts and struts deteriorate due to exposure from heat, oil and atmospheric pollution. Replacing deteriorated engine mounts and torque control struts is important because they insulate the chassis from engine and drive train vibration and hold the engine in its correct relationship with the chassis. This relationship is important on vehicles with mechanical clutch linkage because the engine and transmission mounts maintain the correct geometry between the clutch linkage and the engine. If the clutch linkage needs constant adjustment, the engine might actually be shifting in the chassis as the clutch is depressed.

Last, always remember that new engine mounts are like icing on the cake because they provide that “like new” feel to a new engine. A quiet, smooth and responsive engine is what the customer paid for and, at the end of the day, is what he or she should get.

Gary Goms is a former educator and shop owner who remains active in the aftermarket service industry.  Gary is an ASE-certified Master Automobile Technician (CMAT) and has earned the L1 advanced engine performance certification. He is also a graduate of Colorado State University and belongs to the Automotive Service Association (ASA) and the Society of Automotive Engineers (SAE).