How an Oil Seller with a PhD Finds Clients, Bypasses Competitors, and Recognizes Counterfeits

Trading motor oils seems like a simple business: hand the customer a canister and receive money. But the hero of this article proves otherwise. He is not only friendly and sociable, but also capable of giving a mini-lecture on quality classes, approvals, and oil ash content. His persuasiveness almost leaves the client with no choice, and yet he admits: "I am not a typical seller — I have a PhD." His childhood was spent among garages and "Za Rulem" magazines, and his first practical work in a service center allowed him to gain experience in "turning wrenches" and theoretical knowledge.

After university and postgraduate studies, the hero worked with heavy equipment, earning more than in teaching or government work. In 2010, he and a friend opened a service center, handled administrative issues, and gradually found a passion — overhauling engines, mainly Mercedes-Benz. The economic situation in the mid-decade forced the closure of the service center, and in 2016 he went into the oil trade.

He was immediately offered a job at the new company because his level of knowledge was impressive. He had already used Motul in his personal car and was well-versed in viscosities, approvals, and quality classes. The company provided complete freedom of choice of brands — from Toyota, Honda, and Nissan to Mercedes-Benz and Volkswagen. There were top European oils with polyalkylene glycol and ester bases, specialized transmission fluids, Asian oils, as well as competitors to domestic brands.

Until 2022, Castrol, Mobil, and Shell were offered to customers, and the mass segment provided a choice for visitors. After the departure of some manufacturers, importers found replacements for the departed brands, new brands appeared, and even American Mopar and Motorcraft remained on sale. The only notable loss for him was Petro-Canada oil, which offered quality products at a reasonable price. Logistics changed: delivery from Europe became lengthy, prices rose, and exclusive products became unavailable.

Almost all oils — European, Asian, Russian, Turkish, and Chinese — are decent. The differences are related to the approach to production: European brands differentiate products for specific models and gearboxes, while Asian brands use similar formulations and bases, often focusing on the national automotive industry. Differences are also visible in PAO oils: Asian brands indicate Fully Synthetic, although the proportion of polyalphaolefins is small, Europeans strictly follow standards, showing a high level of regulation.

The seller encounters two types of colleagues: "dispensers" simply dispense the goods, "shoe polishers" try to help the client by understanding the problem. Proper consultation on viscosity and approvals is important, especially for modern turbocharged engines. Sometimes, adjusting oil consumption involves selecting a suitable fluid from another line, such as BMW instead of Toyota.

Counterfeiting is a constant threat. Popular brands are counterfeited, and marking systems like "Honest Sign" are bypassed. The color and consistency of the liquid help to identify a fake, and experiments with verification and analysis ensure quality. Clients react differently: some buy cheap oil, others demand strictly Japanese. The seller has the right to refuse a sale if there are doubts about the compatibility of antifreezes or other fluids.

Regular customers form the basis of income, especially with regular oil changes every three months. Cooperation with competitor colleagues helps to meet the demand for related products. The average income in the market is about 70,000 rubles, but with a regular clientele and active work, you can earn 100–120 thousand in half a month.

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