A timing belt failure can be a serious problem, not only because it strands the motorist, but also because of the extensive engine damage it can cause. If the engine is an "interference" application, a timing belt failure may result in bent valves, damaged pistons and a very expensive repair bill for your customer.

For these reasons, belts should be periodically inspected and replaced before they fail. That's where your preventive maintenance recommendations should take center stage.

Successful shops routinely recommend and sell necessary vehicle maintenance, like timing belt replacements. And what better way to develop a high-quality reputation than to recommend services that will prevent your customers from having trouble on the road, while, at the same time, increasing the longevity and reliability of their vehicles. All maintenance services are important, but few will have the consequences of a neglected timing belt.

Do yourself and your customers a favor. If you're not already actively selling preventive maintenance, start now. Record the mileage of every car that comes through the shop, and note which services need to be performed, or should have been performed in the recent past. Oftentimes, all it takes is a reminder that a particular service is due, and a little education on why it's important to have the job done, and you'll find yourself scheduling your customer for an appointment.

Unlike "repair" ...