If you can imagine the sound of profitable
repairs, listen up. Sound out the services you may be passing up-and
passing on to a mechanical repair shop. For many, the first opportunity
for mechanical service selling comes during the estimating process. As
collision damage is being assessed, opportunities for additional
mechanical services or repairs are often detected.For shops that perform both collision and
mechanical repairs, the opportunity may become evident as the vehicle is
inspected. In a dual-service shop, the estimator should be a qualified
technician or be assisted by one, such as an ASE Master Technician. If
your estimators use a checklist to help them in the damage report writing
process, this itemized sheet can include mechanical repair needs caused by
the accident, as well as unrelated mechanical repair and maintenance items
that are, instead, opportunities for upsells.Begin searching for upsell prospects by
noting the mileage on the vehicle during the estimating process. This
should lend your attention to certain normal wear and tear for the vehicle
at hand. A collision may have left the vehicle in need of a left front
strut and strut or shock replacement. But if the vehicle just topped the
65,000-mile mark, can we sell strut and shock replacements for the right
side front and/or rear suspension system?Next, interview the customer, not only
about the collision, but also about vehicle maintenance, service history
and any performance complaints he or she may have. If you want to maximize
your potential upsell dollars, a road test is also in order.A Road Test Anyone?If the vehicle at hand is driveable, start
the engine and take note of any dashboard indicator lamps that may be
illuminated. If everything appears to be OK, road test the vehicle. Let
the customer drive first, before you take a turn behind the wheel. Why? An
electrical turn signal problem, for example, may be evident only when the
customer lowers the tilt steering wheel position to fit his or her size.Why should you drive with the customer
present? Because you may notice driveability problems that the driver
accepts as commonplace. For example, a low and mushy brake pedal could
have gotten that way gradually. The driver compensates daily, and it goes
unnoticed. But you get behind the wheel and suddenly say, "Wow. How's
this woman been stopping?" The test drive leads to needed brake
repairs, and you sell a mechanical service because of your thorough
estimating and mechanical inspection procedures.To test the motor transmission mounts, put
the vehicle in gear, apply the brakes tightly and torque the engine for a
second or two. Do you hear any clunking or banging? How about exhaust
noise? Often, a front impact will destroy the doughnut or gasket between
the engine exhaust manifold and the exhaust pipe, especially in
front-wheel drive (FWD) vehicles.During your initial analysis, take a look
at the windshield for more than stress cracks. Is there a state inspection
sticker? When does it expire? Noting these may enable you to sell a safety
inspection. Also, is there an emission control inspection sticker? When
does that expire? Check for doorjamb stickers that may indicate the date
of the vehicle's last oil change and lube job. Did you find out when the
engine last had a tune-up? You may find that a complaint about a poor
running engine is cured by a spark plug, air and fuel filter replacement.Also inspect the vehicle drivetrain,
beginning with the engine compartment. Examine the coolant quality, engine
oil and transmission fluid. Look at the amount and the color. If in doubt
about what type of coolant the vehicle uses, find out. Know that modern
vehicles may use green or orange fluid, depending on the type called for.
Also, look at how much engine oil is present. How dirty does it seem? When
was it last changed? Check around the engine for leaks at the valve covers
or the cam drive sprockets.With the transmission, find out if it was
ever serviced. Brown and burned tranny fluid may be a sign of transmission
failure-present or looming. A tranny oil change and filter service may
head off failure in a unit that has overheated. The presence of a trailer
hitch also offers you the opportunity to sell a tranny cooler
installation.Next, examine the drive belt(s) and its
pulleys. Though possibly not damaged by the collision, the belt(s) may be
due for replacement. If there's a V-belt, the belt's upper surface should
protrude about 1/16 in. above the pulley. If the belt is sunk into the
pulley, it is either worn excessively or it is not the correct belt for
the task. The belt should be replaced.If the vehicle is equipped with a flat
serpentine belt, turn the belt slightly to examine the traction surface.
Recommend replacement if the serpentine belt shows signs of burning,
cracking or high wear. If the belt has a high-mileage service history,
recommend replacement. Any serpentine belt with more than 50,000 miles of
service is a replacement candidate. Also, a minor amount of travel left on
the automatic tensioner is often a signal that a belt replacement is in
order.Also consider this: many overhead cam
engines contain toothed cam drive belts. These belts are often hidden
behind a guard cover. On many vehicles, there is an access hole where the
belt may be viewed. If the belt shows signs of wear or missing teeth,
recommend replacement. Many engines are also interference design. This
means that when a timing belt jumps, the engine valves stop, with some
halted in the open position. In an interference engine, there is no
clearance machined into the piston. This means the piston kisses the
valve, and mechanical damage occurs. A failed belt, therefore, can cause a
major engine repair. You can easily see that, in this type engines, belt
repair is a service that must occur at a recommended interval.Now check the cooling system hoses and
clamps. These are often neglected by vehicle owners. You can also pressure
test the system to look for troublesome leaks.Finally, check the battery and its cable
connections. It's possible that the battery is approaching the end of its
life, or the terminals may merely need to be cleaned because of corrosion.Eyeball the DrivelineExamine the transmission closely. Not only
does a collision impact often crack the bell housing or tranny case, but a
worn hub bushing may cause a leak at the converter hub seal. Check around
the pan gasket for fluid leaks, as well. Depending on mileage traveled and
the model of transmission, the tranny may be due for filter service, oil
replacement and a band adjustment.Next, eyeball the engine and tranny
mounts. With a transverse engine, check the torque rod and its bushings.
The rod's rubber bushings may be worn. Also, during a collision, the rod
could have bowed the attaching panel. This is true also for vehicles that
were hit while parked.Look for drive axle fluid leaks. Examine
the driveline thoroughly, whether it's front-wheel drive, rear-wheel
drive, AWD or 4WD. Note that even without impact, vehicle retrieval from a
collision site may have caused half shaft damage. Many a tow hook has used
a half shaft to get a grip on a vehicle. This close check of a driveshaft
for bending may lead you to discover rust around the universal joint caps.
Rust here hints at needed universal joint replacement. Also, check the CV
joints closely as you rotate the half shafts looking for bending. A CV
joint that has a torn or cracked boot must be replaced. Any complaints
from the driver about clicking or clunking during speed changes or turns
are signs of worn joints.Don't forget to also check the
transmission linkage. Has collision damage changed the linkage operation?
Often a simple misalignment of the gear indicator at the dash or console
may tip you to bent or broken drivetrain mounts. A need for a clutch
adjustment may indicate a bent mount or a mislocated drive centerline, or
the error may simply indicate the need for a clutch replacement.Suspension and BrakesNext, conduct a thorough inspection of the
suspension and brake systems. Don't just look for tire and wheel damage.
Note the tire wear at all four wheels. Signs of wear can signal tire
replacement or wheel alignment needs. Even if the vehicle was involved in
a relatively minor collision we recommend a wheel alignment. As a
preliminary selling point, you can make a simple check of camber and
caster with a hub gauge. Use a toe bar to examine toe specs. During a
major four-wheel alignment, jounce and rebound tests that lead to a change
in camber may confirm bent struts or movement of the towers.Jounce/rebound checks can also indicate
worn shocks, and changing readings could mean that a rack-and-pinion,
pitman arm or idler arm has been knocked out of position. Worn rack
mounting bushings may also cause steering error or shimmy. Inspect the
steering rack and pinion unit and its mounts. Also look for fluid leaks at
aged and cracked power steering hoses. During the alignment, also check
camber, toe and thrust angle of the rear wheels. Aside from damage,
suspension bushing wear may cause misalignments. This is especially true
on vehicles having short arm-long arm suspensions.Next, check to see what percentage of
brake lining is left. Examine the brake rotor or drum surface. Is the
surface scored? Use a micrometer or drum gauge to measure the amount of
metal wear. If the brake pedal has been pulsating during a stop, check the
runout. Position the dial indicator plunger against the surface and rotate
the disc or rotor. If the runout is beyond specs, recommend refinishing or
replacement as appropriate.Now put the vehicle on a lift and examine
the entire length of the exhaust system. Sometimes a minor collision may
be the nudge that causes a leak at a rusted muffler inlet or converter
neck. Look at the pipes. Especially note the Y-pipe joint, where the
exhaust joins ahead of the muffler. If the vehicle has a dual exhaust
system, inspect the crossover pipe welds. Next, check the muffler, paying
special attention to the moisture drain hole area. Rust holes are often
evident here. Inspect the exhaust system hangers and clamps. Replacing a
broken clamp now may save a premature exhaust system failure later.Lastly, make sure the lights, horn and
other electrical units are operable. Plug in a hand-held scan tool and
check for diagnostic trouble codes. Today's vehicles have many sensors,
relays and assorted electronic marvels that spit codes before and after a
collision. Make sure to note them all.Finding mechanical service or repair
opportunities can be an integral part of your estimating process.
Performing the tasks are often more of a challenge. Repairing many of the
items we've mentioned takes someone who is trained and/or experienced in
those areas.In some shops, mechanical work falls to
the mechanical specialist with ASE mechanical badges. The technician
should be certified in suspension, brakes, engine repair and transmission
repair and should be willing to work toward ASE Master Technician status.Lastly, the technician must have tools to
complete these mechanical repairs. Each of these vehicles coming in the
door uses some common tools, but other jobs require specialty tools.
Acquiring the basic tools is usually the responsibility of the technician.
But does your shop supply the specialty equipment? How about those hub
caster/camber gauges? Or should a four-wheel alignment system be thought
about, too, when you investigate that new unibody pulling bench?As each tool and equipment purchase is
considered, pool your thoughts with your mechanical repair technician. The
technician can make you a mechanical repair profit and often save on your
investment needs, too. Can you hear the sound of opportunity?
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