It’s time MOTs made money

“We make big money from our MOT testing bays,” said no technician, ever. With MOT fees having remained static while workshop costs continue to rise, JLM Lubricants’ UK distributor Kalimex says it welcomes any move to redress this imbalance.

The latest DVSA data (April–June 2025) shows around 21.3% of cars, vans and passenger vehicles failed their MOT for at least one defect, including emissions- related issues. As motorists delay servicing, put repairs off or attempt

DIY fixes, avoidable MOT failures are becoming increasingly common.

The most frequent failures involve lighting and signalling, suspension and brakes, with blown bulbs, worn brake components and low tyre tread accounting for a significant proportion of annual rejections. Emissions-related defects account for around 4% of all MOT failures.

Time to talk prevention...

“Until the day comes when motorists can opt out of an MOT, it really is a moment of truth for technicians,” says Mike Schlup, Kalimex MD. “It’s an opportunity to have conversations that lead to servicing and repairs. Don’t simply talk about the repair needed to pass a retest. Talk about regular servicing as a crucial part of vehicle wellbeing.”

Emissions are another opportunity. Carbon deposits can build gradually, creating problems that only become apparent at test time. “Upselling additives during an MOT can be incredibly effective when you frame them as a preventative solution to emissions failures or an efficiency booster,” says Mike. “It’s not a sales pitch; it’s giving motorists vital advice before their test.”

High-mileage vehicles and those subjected to frequent stop-start, short journeys are natural conversation starters. Technicians can explain that high emissions or a partially blocked DPF can result in an MOT failure, while a trade-quality additive may help address the issue before testing – potentially for little more than the cost of the additive.

Make the MOT conversation count...

“These conversations should ideally take place before the MOT,” says Mike. “Most motorists rely on their vehicle every day, so downtime can mean lost income and major disruption. Understanding how a vehicle is used and how flexible the customer is if it fails allows workshops to recommend preventative measures, including additives, before the test.”

For vehicles showing signs such as a DPF warning light, reduced power or fuel economy, difficulty starting, visible smoke, an inability to reach high RPM or a non-functioning start-stop system, technicians can recommend appropriate JLM DPF products, including Regen Plus, DPF Cleaner and Pre-Test Emission Fixer.

To learn more, email info@kalimex.co.uk or give them a call on 01273 891162.