Overcoming barriers with plastic customers

SPONSORED CONTENT: There are differences in oil quality, and eventually, you pay the price for poor-quality oil.
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Overcoming barriers with plastic customers

SPONSORED CONTENT: A big part of every sale is addressing your customers’ concerns—about the product, how to use it, or how it can benefit them. Use this guide as a reference sheet on common customer barriers or questions you might face. It provides proven talking points that can help you motivate customers to choose Mobil™ industrial lubricant products and services.

“Oil is oil. I don’t want to make a bigger deal out of it.”

There are differences in oil quality, and eventually, you pay the price for poor-quality oil.

The majority of machine stoppages or equipment failures are caused by contaminated lubricants (between 70 and 80 per cent). Therefore, it’s important to pay attention to oil and to oil analysis to determine what the state of contamination is. In today’s plants, having to replace more than 15 per cent of hydraulic pumps in a year is high. A hydraulic vane pump should last at least 8,000 hours, depending on the application. Replacements cause downtime and loss in production.

Stable viscosity in hydraulic oil is critical—too high and cavitation can occur, too low and leaks can happen. Quality oils can extend the life of a vane pump. Valve sticking can also be traced back to low-quality oil. Extreme temperatures can cause oil to degrade and begin to form a sticky, soft residue on servo valves. Over time, this attracts debris and becomes like sandpaper. Eventually, it hardens and becomes extremely difficult to remove. It can plug filters and valves, increase operating temperatures, and greatly increase friction inside valves. Build-up of varnish can also cause servo valves to get stuck in an open position—which then reduces oil flow and makes machinery much less efficient overall. Production time is lost, and maintenance costs go up.

Any system that runs higher than 82.2°C will be at risk for deposits and oil degradation. Higher quality oil will hold up in this environment and protect against deposits.

 “We’re very consistent with our oil changes, so we manage contamination issues that way.”

It’s good to be on top of the oil change interval, and this is a great way to manage contamination. Lots of plants use time-based or OEM-recommended oil change intervals—but frequent oil changes take time and money. An oil change includes oil, labour, downtime, and warehousing, as well as safety, health, and environmental (SH&E) issues. If you could extend your oil drains, you could decrease downtime and increase output. Many Mobil lubricants can help extend oil drain intervals, reduce oil disposal costs, and keep production going. An oil analysis can provide a more accurate determination of what’s actually right for your conditions.

“We top up so regularly that we’d hate to spend more on better oil.”

If you have to top up your hydraulic systems regularly, you’re likely experiencing oil leakage caused by seal damage. Lower-quality oils don’t provide the seal protection that most machinery today requires.

This causes you to use more oil than necessary and requires downtime to take care of, but it also causes other safety and environmental concerns.

Cleaning and disposing of leaked or discarded oil can be problematic. To avoid seal leakage, use a high- quality oil that improves seal protection and keeps contaminants out. Its additive chemistry makes it highly compatible to seal materials and can provide long-term equipment protection.

“Why spend money on good oil when I have old, leaky equipment?”

Even in the best conditions, low-quality oil increases oil consumption and reduces equipment life. In leaky machinery, it can quickly cause critical damage to moving parts. It delivers little protection because of substandard additives that can’t stand up to increased antiwear needs.

Premium lubricants like those from Mobil can actually help cut down on leakage and other issues with aging equipment. For instance, Mobil DTE™ 20 Series hydraulic oils contain additive chemistry that makes them compatible with seals, which improves seal protection and helps keep contaminants out.

“It’s hard to measure the return on investment of using better oil.”

That’s where oil analysis comes in. It helps you see how your oil is working or not working. And it can help you predict what problems or breakdowns might occur, so you can avoid them. Without it, you don’t know what breakdowns or issues you avoided. Some returns on investment are easier to measure than others, like energy consumption.
Energy consumption can take up a significant portion of operating budgets. Low-quality lubricants can increase those costs, because they break down quickly and become ineffective, causing equipment to work much harder and use more resources than it should. Using the right high-quality lubricant can actually help lower existing energy costs by keeping machinery running at peak efficiency.

“Why should I switch to Mobil™ lubricants?”

Mobil industrial lubricants are high-quality products that feature advanced technology for today’s toughest plant environments. Plastics manufacturing requires machinery that is exposed to water, dust, and other contaminants—all of which can shorten equipment life. Plastics plants also feature extremely high temperatures and heavy loads, which can be very tough on lubricants. When you’re accustomed to using a certain product, its weaknesses can begin to seem like business as usual—but consider what costs are associated with the factors below. How much downtime do you currently experience in day-to-day production?

Ask yourself:

  • Are you replacing valves or pumps too often? What is the frequency?
  • Are your energy costs too high? What would a 1 to 2 per cent savings provide you?
    • Do servo valves tend to stick due to varnish or deposits? How often do you replace them?
    • When you replace servo valves, what is the failure mode?
    • Are you replacing filters more than you’d like? What is the frequency?
      • How long are your oil drain intervals? What is the frequency?
      • Do you ever wonder if you’re using more oil each year than you should?

Our industrial lubricants contain state-of-the-art additives that actively fight against varnish and deposits; provide outstanding thermal and oxidation stability for less component wear; and stay effective longer, so you can reduce maintenance downtime and extend the life of your equipment.

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This article is reproduced courtesy of ExxonMobil.