MINING Toolkit AW :MINING Toolkit AW Toolkit.pdf · 2007-12-12 · presentations (these are divided into two folders on the CD – one which contains the files that a sales person

© 2007 Caltex Australia Petrolium Pty Ltd. All rights reserved.

FOR CALTEX INTERNAL USE ONLY

INDUSTRIAL

Mining and quarryingToolkit

Deeper insight,stronger relationships

Using the toolkit

This toolkit PDF is fully interactive:

– These buttons give you access to each of the sections within the toolkit

– The home button will take you back to the cover page

– The arrows take you chronologically backwards and forwards through the pages

within each section

– The navigation bar in the tint panel on the right will take you directly to a specific part of

the section – simply click on the heading. The arrow indicates the section page that

you are on

All linked documents can be accessed by clicking on the underlined link

name/address.

The files can also be opened directly from the toolkit CD for ease-of-use within sales

presentations (these are divided into two folders on the CD – one which contains the files

that a sales person may need to open with a potential customer, and one which contains the

files that are confidential or for internal use only)

Mining and Quarrying toolkit – for Caltex internal use only

Using the toolkit

Toolkitintroduction

Toolkit contents

Toolkit introduction

This Mining and Quarrying toolkit is designed to enable you to succeed

in gaining new, profitable business in the industry.

Within the toolkit you will find

Texaco branded:

– training material

– new brochures

– standard proposals and presentations

– document templates

– sales advice and guidelines

– tools to support selling on benefits rather than price

Using the toolkit

Toolkitintroduction

Toolkit contents

Please note that all images used in this toolkit and its linked tools are for toolkit useonly and must not be duplicated/used for any other purpose


Toolkit contents


Background, strategy and knowledge

Strategy

Market overview

Mining and quarrying technology

Products

Solutions

Customer Value Propositions

Sales Tools

Introduction

The sales process

Standard sales approach

Product-focused approach(Coolants)

Sales support

Links and addresses

Templates

PowerPoint templates

Word templates

Creating new POPs and Testimonials

Appendix

Glossary

Grease compatibility chart

Product demonstrations andprocedures

Using the toolkit

Toolkitintroduction

Toolkit contents


SECTION 1


Section 1: contents



Caltex & Chevron Mining

and Quarrying strategy

Market overview

Mining and quarrying market

background

Customer profile

Our competition


Lubricant technology

Coolant technology

Products

Product selection guide

Competitor product comparison

Solutions

Global outline

Global Solutions menu

Features and benefits

Customer Value Propositions (CVPs)

Customer segmentation

Key learnings from research

Strategy

Market overview

Mining technology

Products

Solutions

CVPs

Mining and quarrying strategy

Section 1: Strategy

Caltex Lubricants’ vision is to become a leading supplier of quality

lubricants, fluids and tailored Solutions to the mining and quarrying

industries – in alignment with our Strategy for the Industrial Sector.

Mining and quarrying is prevalent

across all five global regions and

Caltex has already achieved

significant success in the segment,

which will form the foundation for

future growth.


Strategy

Market overview

Mining technology

Products

Solutions

CVPs

continued

Mining and quarrying strategy

Section 1: Strategy

The Caltex strategy for the mining industry will comprise the following:

– a multi-tier lubricants product offering, consisting of speciality,

premium and standard products

– a portfolio of innovative, industry-specific Solutions

– industry specialists with comprehensive knowledge of the industries

and their requirements

– a sales and marketing toolkit focused on the mining and quarrying

industries that will be utilised regionally and globally

– dedicated training programmes for direct and distributor staff that

will ensure we have capable, knowledgeable and adaptable sales

engineers


Strategy

Market overview

Mining technology

Products

Solutions

CVPs

Market overview

SECTION 1



Market background

Section 1: Market overview

Strategy

Market overviewMarketbackground

Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

The historically cyclical nature of the mining and quarrying industry stems

from its dependence on the industries that use the metals and minerals

that are mined. 2005 and 2006 have seen strong growth for most

mined commodities and significant investment in re-opening mothballed

mines, opening new ones and increased mineral resource exploration.

Virtually all materials are currently

in great demand as a result of the

industrial growth in Asia (especially

China), South Africa, South America

and Eastern Europe.

Mining and Quarrying toolkit – for Caltex internal use only continued

The mining market


continuedMining and Quarrying toolkit – for Caltex internal use only

Barring major international issues, the current boom in commodity prices

is likely to continue whilst demand continues to grow. This means that for

Caltex it is a good time to focus resources on the mining and quarrying

industries and boost our share of the lubricants market.

The world lubricants potential for mining is estimated to be

approximately 1,800 million litres. As a rough rule of thumb, every tonne

of ore produced requires approximately 0.18 litres of lubricant*.

*This figure is likely to be more accurate for surface mining than for underground and will vary

according to the nature of the mining operation, but will help gauge the lubricants potential for any

mine operation.

Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

Underground mining



Environmental considerations are becoming progressively more

important for all mining activities and the trend will be for more and

more underground mines, even where the ore is close to the surface.

This is despite the extensive efforts that

most mine operators now go to in order to

minimise environmental impact during

operation and the land rehabilitation

projects they initiate after mines close.

For Caltex, this means that off-road vehicle

lubricants demand will decline whilst

machinery lubricants demand will

increase, eg Trackless mining.

Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

Underground mining



Fluid consumption by application for underground mining

– In coal mining, the majority

of the hydraulic oils are fire

resistant, 5/95 (or 2/98) oil

in water emulsions

– In non-hazardous environments

mineral oils are used

Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

Hydraulic(51%)

Grease(8%)

Gear(11%)Engine

(16%)

Coolants (1%)

General purpose (7%)

Transmission (4%)

Compressor (2%)

continued

Surface mining



The surface mining market is dominated by the major fuel suppliers

who generally supply commodity lubricants at low prices. However,

much of the modern earthmoving equipment uses a variety of

technology that demands superior lubricants and fluids.

The more critical the equipment, the more

cautious the operator will be about the

lubricants to protect and prevent down time

of equipment. The trend is moving towards

extended oil drain and greasing intervals.

This increases production and Health and

Environmental Safety (HES) improves as less

product needs to be disposed of. Our good

experience with TALCOR™ products in

certain markets has proven that there is a

significant and profitable market for niche

products and services.

Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

Surface mining



Fluid consumption by application for surface miningStrategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

Engine(53%)

Hydraulic(19%)

Compressor (2%)

Grease (5%)

Industrial gear (6%)

Transmission (9%)

Coolants (3%)

General purpose (3%)

continued

Coal and mineral production



Annual world coal and mineral production

Total market

= 6230 million tonnes

Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

Coal(70%)

Minerals(30%)

continued

Coal mining



Coal mining currently exceeds all other types of mining operations by a

considerable margin, but different regions of the world are undergoing

major re-structuring of the coal industry which will affect lubricants’

buying processes and behaviours.

This is particularly true in Central and Eastern Europe where the recent

exposure to a commercial marketplace has lead to closures and

rationalisation in the drive for efficiency, profitability and safety

improvements. However, the companies that live through this will be

keen to invest in products and services that will help support the

efficiency improvements needed.

Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

Coal mining

China(24.3%)

United Statesof America

(23.5%)

Indonesia (1.7%)Canada (1.7%)

Korea (Democratic People's Rep) (1.9%)

Ukraine (1.9%)

Poland (4.0%)

Germany (4.8%)

South Africa (5.3%)

Russian Federation (5.9%)

Australia (7.2%)

India (7.4%)

Turkey (1.6%)

Greece (1.5%)

Czech Republic (1.4%)

Kazakhstan (1.4%)

United Kingdom (0.9%)

Colombia (0.8%)

Serbia, Montenegro (0.7%)

Bulgaria (0.6%)

Spain (0.6%)

Romania (0.5%)

Thailand (0.4%)

World coal production by country (2000)

Total market

= 4,343 milliontonnes



Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

continued

Mining for minerals and metals

Mining for minerals and metals sometimes necessitates the use of

more specialised equipment, depending on the nature and location of

the deposits.

With coal, the mined material usually only

needs to be graded before shipping,

whereas with most other ores, the rock

has to be crushed and the ore refined to

extract the final product. Some, if not all,

of the refining process is performed

on-site providing additional lubrication

opportunities.

Even precious metal mine operations are

subject to the fluctuations in the market

price, which has resulted in temporary

closure of some gold mines in recent

years. At the moment the prices for

virtually all materials is good with

platinum in particular in very high

demand. High demand and high prices

mean mines are under pressure to

maximise production and take advantage

of higher potential profits.



Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs


Iron Ore(938 million)

Vanadium (43 million)Molybdenum (112 million)

Antimony (122 million)

Bauxite (127 million)

Phosphate (139 million)

Tin (283 million)

Tungsten (37.4 million)

Uranium (34.7 million)

Cobalt (32 million)

Chromite (13.7 million)

Copper (12.9 million)

Zinc (8.7 million)

Manganese (7.5 million)

Titanium (5.18 million)

Lead (2.98 million)

Nickel (1.25 million)

Zirconium (1 million)

World mineral production (excluding coal and precious metals)

Mineral and metal productionin tonnes



Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

continued




World mineral and metal production by countryStrategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

China

Australia

Brazil

USA

India

Russia

Canada

UK

Turkey

France

Sweden

Spain

Venezuela

Chile

Mexico

Kazakhstan

Morocco

Germany

Ukraine

South Africa

0 100million tonnes

200million tonnes

300million tonnes

400million tonnes

500million tonnes

600million tonnes

Customer profile

Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs


Use this link to view a list of our existing customers (where known):

Existing customer list.xls

Some of the largest international mining companies in the world are existing

Caltex & Chevron customers, so you can feel confident that we have a

wealth of excellent, world-class experience to draw upon and reference.

Our customers include:

– Newmont

– Anglo-American

– RTZ

– Placer Dome

– BHP


Please note:

– with some customers, such as Newmont, we

have a global agreement whereas others are

local supply contracts.

– whilst every effort is made to provide accurate

information, it is advisable to check current

status before referencing any specific customer.

continued

Our customers

The implications of this international perspective for Caltex are:

– customers generally expect the same products and service support at

all their locations, wherever they are in the world

– customers are buying more products based on tender submissions

– customers negotiate global (or regional) supply contracts

– bad experience in one location can have a serious impact on business

elsewhere

– international lubricants companies have an advantage over national

oil companies

– good communication and co-operation within the Caltex organisation

is important so that we can provide a consistent global offering.


Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs


Our customers – mining management

“Increase output and lower costs”

This is the overriding objective of all

mine managers and there is intense

competition between mines of the

same group, with the same type of

mining operation, to be the best.


Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs


Our customers – mining management

Mining operations in countries that have

recently opened their borders to

international trade are still predominantly

owned by national companies, but these

are likely to be progressively swallowed

up by the large internationals.

The major international companies tend to

use management teams with international

experience from within the industry.

This means that plant and maintenance

managers move from location to location

and carry their previous good or bad

experiences of suppliers with them – this

can be very positive for Caltex if regular

contact with such personnel is maintained.

Maintenance and production managers on

mines are very conservative when it

comes to trying anything new because of

the potential impact that a failure may

have on production. This applies not only

to lubricants, but also to the services

provided. You can win their confidence

and trust by demonstrating that you know

and understand their industry.

Mine management is most comfortable

with suppliers whose representatives can

demonstrate good knowledge and

experience of mining operations.


Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs


The purchasing process

The purchasing process at a mining operation is usually complex with

a decision-making unit consisting of a large group of people. The

degree of influence that each person has also varies according to the

mine operation and business circumstances.

Potential decision making unit participants:

– production who are the users of the equipment, who seek the most

cost-effective extraction of material

– maintenance who ensure maximum reliability and availability of

equipment and the material required

– purchasing who often focus on lowest cost instead of cost-effectiveness

– corporate management who negotiate

regional and global supply agreements,

often disregarding local preferences


Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs


Remember that it is important to

have contacts at all levels


New products are usually only introduced

after thorough on-site testing which follows

a tender process. Finding a solution to the

growing trend towards tender enquiries for

large mining operations is difficult. It’s

vitally important, wherever possible, to

quantify the value and savings that a

mine operation achieves when using

Caltex products and services.

If the benefits are well documented and

reported, it can have a significant

influence on the decision makers who

decide on the products to put out to

tender. The documented proof is a hurdle

to competitors.

This type of information helps to protect

existing business and support our offer

when making proposals for new business.

The tender process that is favoured by

the majority of large mining companies is

not always appreciated by mine

management, because it often imposes

suppliers on them with whom they have

no relationship. This can lead to anxiety.

There are a relatively small number of

mining companies around the world so

business gained (or lost) in one country

or region can have a significant impact

elsewhere in the world.



Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

continued



Global or regional supply contracts can

work in our favour if we are the selected

supplier, but can be a significant barrier

when the contract is held by a competitor.

Speciality products like Extended Life

Coolants are a way around the barriers

since, typically, local management are

allowed to source up to 10% of products

outside any supply contract.

They are also used on the most critical

equipment and can therefore have a

massive, positive impact on production and

operating costs that greatly exceeds the

higher cost of the products themselves.


Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

Contract mining companies


The use of contract mining companies by mine owners is becoming

more and more prevalent. The contract mining companies usually take

over all operational responsibilities for the mines and are responsible

for lubricant purchases.


Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

Many of these companies operate

internationally and are as big themselves

as some of the mine owning companies.

Examples of such international contract

mining companies include:

– Clough (Australia)

– Moolman Brothers (S Africa)

– Thiess (Australia)

– Washington Group International (USA)

Some specialise in mining whilst others

are mining divisions of major construction

companies.

These contract mining companies are

potentially more interesting for Caltex than

mine owner/operators since they are often

more commercially astute and receptive to

propositions based on cost effectiveness

arguments, rather than just price.

Our customers – summary

– Volume purchase of lubricants is usually through a tender process

– Price is a key factor to win contracts (regional/global decision)

– Service and delivery is a key factor to retain business (local decision)

– Up to 10% of products can usually be purchased outside of any contract

– Speciality products are a significant asset (if available)

Customers are generally:

– output and cost driven – very busy

– risk averse – knowledgeable

– impatient with suppliers – sceptical, but open to evaluating

that don’t add value products/services that may improve

productivity and equipment reliability


Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs


Our competition

Our major competitors are:

– ExxonMobil

– Shell

– BP Castrol

– Fuchs

– Total Fina Elf

As well as these global competitors, local and national oil companies

and speciality lubricants companies compete in this segment.


Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs


Our competition


Our three main global competitors in mining and quarrying are

ExxonMobil, Shell and BP Castrol with Fuchs being particularly

strong in underground coal mining where their fire-resistant hydraulic

fluids dominate.

The chart on the next page evaluates the capability of these

companies, based on broad critical success factors. A much more

thorough analysis needs to be completed in each country to identify

the relative strengths and weaknesses of the main competitors in the

territory.

Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs


Please note competitor comparison information is provided in the ‘Products’ section.

Our competition



Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs

EXXONMOBIL

OEMAPPROVALS

SHELL BP CASTROL TOTAL FUCHS CALTEX

INDUSTRYEXPERTISE

PRODUCTRANGE

PROOF OFPERFORMANCE

& TESTIMONIALS

CUSTOMISEDOFFERING

GLOBALCAPABILITY

VALUE ADDEDSERVICES

COMPANY

CR

ITIC

AL

SU

CC

ES

S F

AC

TO

RS

= STRONG

= WEAK

Global competitor overview

Speciality companies

There is a significant market for speciality lubricants and services in

mining and quarrying. Players in this market include:

Fuchs Lubritech; Kluber; Tribol/Molub-Alloy; Whitmore’s;

Bel-Ray; Lubritene


Strengths

– These companies provide very high

levels of customer service, advice and

support as well as specialist lubricants

for severe applications

– Strong brand image

– Well trained and experienced service

personnel

– Often considered to be a key part of

the team at customer sites

Weaknesses

– High product prices

– Generally, can’t provide same levels of

service everywhere a mining company

operates

– Often use distributors

– Long supply chain

Strategy


Customer profile

Our competition

Mining technology

Products

Solutions

CVPs



SECTION 1




Section 1: Mining technology

Technological innovation is as much a part of the mining and

quarrying industries as it is for many other industries.

Advances in machine and process technology are constantly being

sought and developed to sustain the demand for higher productivity

and lower operating costs.

It is vital, as a major supplier of products

and services to the industry, that we:

– understand the technology

– recognise and communicate the

importance of good lubrication

technology to mining and quarrying

operations

– talk their language


Strategy

Market overview

Mining technologyLubricantstechnology

Coolantstechnology

Products

Solutions

CVPs

Lubricants technology – interactive DVD

The best source of comprehensive technical information on surface

and underground mining and quarrying can be found on the Mining and

Quarrying interactive training DVD.

The DVD includes technical training presentations specific to the

mining and quarrying industry, as well as detail on:



– mining and quarrying methods

– the processes

– mobile and static equipment

– lubricants

– condition monitoring

– filtration

– components (gears, bearings,

hydraulics)

– glossary of mining terms

– links to OEM and other websites

Strategy

Market overview


Coolantstechnology

Products

Solutions

CVPs


Please take some time to work through the training on the interactive

DVD, which will be a major step forward in helping you to gain

credibility with potential customers.

However, the interactive DVD is not

intended as a replacement for

attending Mining and Quarrying

training sessions. It is designed to

support the group training and as a

useful reference tool.

You will not be adequately prepared

to sell to mining companies based on

the DVD alone.



Strategy

Market overview


Coolantstechnology

Products

Solutions

CVPs

continued




If you do not have a copy please contact your local marketing manager, Darren Newton.

Please take special note of the safety video at the beginning of the

DVD and always be vigilant when visiting a mine site – they are

dangerous places.

Strategy

Market overview


Coolantstechnology

Products

Solutions

CVPs

Please respect the terms and conditions

of use of the DVD which must never be

copied, sold or given away.

A register of all recipients is held and

any violation of the terms and conditions

of use may result in disciplinary action.

Always wear appropriate personal

protective equipment – hard hat, safety

shoes, high visibility jacket – and lead by

example.

Coolants technology



Caltex Extended Life Coolants represent a significant opportunity across

all segments where engines are used in large numbers. The mining and

quarrying industry is such a segment.

We have a clear competitive advantage with Extended Life Coolants

which can be used as a profitable wedge product to gain new business

or to complement and strengthen our existing supply position.

Caltex Extended Life Coolants offer:

– demonstrable performance benefits

– demonstrable economic benefits

– approvals by all major OEMs

Strategy

Market overview


Coolantstechnology

Products

Solutions

CVPs

continued

Coolants technical training.ppt

Coolants.exe

http://www.lubricantsuniversity.com/

Coolants technical training


The in-depth Coolants Technical Training presentation has been

created for sales people who want a greater insight into Extended

Life Coolants. Please refer to this presentation and the video below to

improve your competence in this differentiated product line.


Strategy

Market overview


Coolantstechnology

Products

Solutions

CVPs

Please note that you will need to register

with these websites in order to obtain

access if you have not already done so

For additional information on coolants

and the benefits of Delo ELC use the

Chevron "Lubricants University"

website links.

Use these links to view the Coolants technical training presentation, video and websites:

http://www.lubricantsuniversity.com/

Products

SECTION 1



Use this link to view the Caltex product selection guide:

Product selection guide.ppt

Product selection guide

Section 1: Products

Knowing our products and selecting the best ones for a specific

application can itself be a point of differentiation between Caltex and

our competitors in an environment where dirt and exposure to the

elements are key considerations.


Strategy

Market overview

Mining technology

ProductsProduct selection guide

Competitorcomparison

Solutions

CVPs

The product selection guide has been

developed to help you identify suitable

products for all the most common

applications to be found at a mine site.

Using this guide will give you confidence

in selecting the right products for any

particular application.

Please note that the guide may not include

every possible product or application, but

covers most and will be regularly updated.

If you have any doubt then refer to your

Caltex technical support resource.

Competitor product comparison

Section 1: Products

Offering product ‘equivalents’ is very common in the lubricants industry,

but it makes achieving a higher price point than the competitor virtually

impossible.

How can you possibly justify asking more money for “the same”

performance? It is an unsustainable argument!

These would be better described as products that meet the same

minimum performance specification or requirements – which can still

have vastly different performance in practice, depending on the

formulation and the severity of the application.


Strategy

Market overview

Mining technology

ProductsProduct selection guide

Competitorcomparison

Solutions

CVPs

Solutions

SECTION 1



Caltex Solutions

Section 1: Solutions

Solutions are an important

element of the Caltex value

proposition – it is becoming

ever more difficult to

differentiate our offering from

that of our major competitors,

when lubricants are the only

offer on the table.


Strategy

Market overview

Mining technology

Products

SolutionsGlobal outline

Global Solutionsmenu

Features andbenefits

CVPs

Definition of a CGL Solution

A Caltex Solution:

– is a value proposition that combines knowledge, products and

services to improve customer equipment reliability

– may be simple, such as lubricant sample analysis, or complex such

as a fluid management programme.

It is vitally important that we respond to customer needs in terms

of solutions and provide value propositions that they appreciate and

are willing to pay for.


Strategy

Market overview

Mining technology

Products




CVPs


Solutions – global outline

Although Caltex do have some exceptional products, and we aim to gain

maximum advantage from them, most customers now expect some

element of service and support beyond routine sales calls and this is

particularly true in the mining industry.

Some Solutions have now become standardised within the lubricants

industry and are often provided to customers free of charge.

Properly demonstrating the financial benefits of a Solution to the

customer will help to avoid it being undervalued.


Strategy

Market overview

Mining technology

Products




CVPs


Please note that not all of the Solutions described in this section are globally available

so you must check with your sales manager before offering customers a Solution

that is not generally available in your country.


Listed below are CGL Solutions that may apply to the mining and

quarrying industry, and an indication of their global availability/capability.

NAL EE PAME AP LA

COMPUTEX™

Endoscope Inspection – –

Enviroblast – – – –

EyeTank™ Remote Tank Monitoring –

Fluid Management –

Health, Environmental & Safety Audits – – –

ISOCLEAN™ Automatic Lubricators – –

ISOCLEAN™ Desiccant Breathers – – –

ISOCLEAN™ Fluid ID System – – –


Strategy

Market overview

Mining technology

Products




CVPs


continued



Strategy

Market overview

Mining technology

Products




CVPs


NAL EE PAME AP LA

ISOCLEAN™ Fluid Conditioning Services –

Plant Lubrication Surveys

TALCOR™ – – –

CALTEST™ –

T-REX™ – – – –

Vibration Analysis – –

Waste Management – – –

Please note that not all of the Solutions described in this section are globally available,

so you must check with your sales manager to ensure that you offer customers a Solution

that is available in their market.

Solution – COMPUTEX™



COMPUTEX™ is a plant maintenance management,

routing and scheduling software package.

The latest version, COMPUTEX™ MMS, is an upgrade

with new technology and increased versatility.

Features

– Available at three levels to suit different

customer needs – basic, intermediate

and advanced at three price levels

– Easy to use, menu-driven format

– Modern page appearance and format

– Web-based system

– Plant survey information can be

downloaded onto a Toughbook PC

– Easy upgradeability from basic to

intermediate to advanced

Benefits

– Clear, detailed reports on the lubrication

status of all plant machinery at any time

– Simple to use and update information

– Improves efficiency of maintenance

operations

– Increases equipment reliability

– Reduces unscheduled downtime

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – Endoscope Inspection



Examination of engine liner and combustion

chamber condition through injector/spark plug hole

Features

– Quick and easy to use

– Investigate combustion chamber

condition without stripping engine

– Photo images of components can be

taken for reference or reporting

Benefits

– Early indication of possible failure and

prevention of major damage

– Service intervals can be extended if

component conditions are good

– Eliminates uncertainty about cylinder

component condition at an economic cost

– Involves minimum downtime on engine

to complete inspection

– Early intervention possible if conditions

seen to be abnormal, e.g. excessive

carbon or high cylinder wear

Please note that inspections of other

enclosed equipment, e.g. industrial gear

units, can also be done using an

endoscope, which can be a valuable

additional service to customers.

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – Enviroblast



Enviroblast – advice on the use of waste oil as a

constituent of ANFO explosives

Features

– Easy to implement

– Utilises waste oil

Benefits

– Reduces waste oil disposal/recycling

costs

– Beneficial use of a waste product

– Reduces cost of ANFO by substituting a

proportion of fuel oil with waste oil

– Saves fuel oil

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – EyeTank™ Remote Tank Monitoring



Remote Tank Monitoring via electronic level sensors

and modem connection

Features

– Telemetry provides real time reading of

tank levels

– Triggers automatic re-ordering and

delivery at agreed level

– Monitors and tracks consumption

– Fully automatic operation

– Robust construction

Benefits

– No urgent, costly re-stocking

– No equipment shut-downs

due to lack of lubricant

– Eliminates manual monitoring

– Indicates changes in consumption rates

– Protects against lubricant theft

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – Fluid Management



It usually includes:

– supplying, filling, monitoring, maintaining, emptying and disposing of

all the fluids in the contract

– providing the necessary labour and any special facilities.

Fluid Management needs to be a tailored Solution, designed to meet

the requirements of a specific customer.

Fluid management involves taking

responsibility for a range of fluids at a

customer site.

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – Fluid Management



The general features and benefits that may be

applicable to most fluid management contracts:

Features

– Full range of lubricants and fluids can be

managed

– Systems are managed and maintained

by the fluid experts

– Fluids are always maintained in optimum

condition

– Supply and management of all fluid

associated activities, e.g. inventory

management, packaging return/disposal,

regular monitoring, top-ups,

concentration adjustments

Benefits

– Fluid issues are the responsibility of the

fluid management organisation

– Customer is free to concentrate on their

business

– One contract encompasses all fluids and

supporting services

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – Health, Environmental & Safety Audits



Health, Environmental and Safety Audits

– advise on issues and remedies

Features

– Risk assessments completed and

documented

– High risks identified and solutions

proposed

– Procedures updated to reflect latest

H&ES requirements and safe practice

Benefits

– Ensures compliance with H&ES

legislation

– Supports ISO 9000 and IS0 14000

applications and retention

– Fewer spills and accidents

– Fewer DAFWs

– Safer and more efficient plant operation

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – ISOCLEAN™



It can also include:

ISOCLEAN™ Automatic Lubricators – attach to grease points delivering metereddoses of lubricant over time, minimisinglabour and contamination

ISOCLEAN™ Desiccant Breathers – to prevent water and dirt entering systems

ISOCLEAN™ Fluid ID System – specially designed plastic filling and carryingcontainers that minimise contamination

ISOCLEAN™ Fluid ID Conditioning – to maintain fluid cleanliness in service Services

ISOCLEAN™ are filtration equipment

and services combined with lubricant

contamination prevention systems.

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – ISOCLEAN™



ISOCLEAN™:

Features

– Reduces dirt contamination of

machinery and wear

– Maintains lubricant cleanliness

– Reduces lubricant oxidation

– Minimises cross contamination of

lubricants

– Minimises risk of incorrect lubricant use

Benefits

– Increased machine reliability

and uptime

– Extended lubricant and

equipment life

– Lower operating costs

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – Plant Lubrication Survey



Plant Lubrication Surveys produce an inventory of

all equipment requiring lubrication – its location,

details and recommended lubricant:

Features

– Provides a comprehensive inventory of

equipment

– Identifies the different lubricants required

– Recommends intervals between oil

checks and changes

– Provides a rationalised list of lubricants

required

Benefits

– Confidence that all equipment is identified

– Lubrication requirements clearly defined

– Reduced lubricant inventory – less capital

tied up in stock, less storage space

– Essential for planned maintenance

scheduling

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – TALCOR™



Please note that TALCOR™ products cannot be successfully sold without local, specialist

service capability.

The emphasis is on very high levels of customer service supported by

a small range of speciality lubricants and greases.

TALCOR™ are a speciality

lubricants and service organisation

which is wholly owned by Chevron

Global Lubricants.

Strategy

Market overview

Mining technology

Products




CVPs

™

continued

Solution – TALCOR™



TALCOR™ offers:

Features

– Industry expertise

– High performance, specialist products

for difficult applications

– Extensive suite of supporting services,

e.g. gear lapping, vibration

measurement, lubricant system

design/optimisation

– Lubrication problems are quickly

identified and resolved

Benefits

– Better reliability and life of equipment

– Increased productivity

– Lower operating costs

– Lubrication issues handled by experts –

freeing up management resources

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – CALTESTTM



CALTEST™ is a facility for receiving lubricant

analysis results from submitted samples.

Features

– Regular monitoring and reporting on

lubricant condition

– Access to the latest analysis results

– Warns of any unusual changes in

lubricant condition

– Triggers intervention by Caltex service or

provides customer advice

– Provides complete history and analysis of

equipment lubricant condition

Benefits

– Advanced warning of internal component

wear or failure

– Reduced risk of unexpected equipment

failure and outages

– Supports planned maintenance regime

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – Vibration Analysis



Equipment Vibration Analysis using transponders

and mobile vibration measuring equipment

Features

– Measures vibration levels of critical

machinery

– Vibration signature of all critical

equipment held on file

– Easy comparison between

measurements

Benefits

– Early indication of

potential failure

– Less unscheduled downtime

– More productivity

– Supports planned maintenance

programme

– Reduced maintenance and

replacement costs

Strategy

Market overview

Mining technology

Products




CVPs

continued

Solution – Waste Management



Waste Management - using third parties to handle

customer waste issues

Features

– Waste is handled in accordance with

local legislation

– Uncertainty of how to handle different

materials is eliminated

– Compliance documentation is

responsibility of waste company

– Segregation of different wastes is

properly managed

Benefits

– Both H&ES requirements for waste and

keeping up-to-date with waste legislation

are responsibility of waste management

company

– Appropriate expertise available to advise

on waste reduction possibilities

– Risk of non-compliance with waste

legislation is eliminated

– Good public image

Strategy

Market overview

Mining technology

Products




CVPs

Customer Value Propositions

SECTION 1



Customer segmentation

Section 1: Customer Value Propositions

Chevron recently commissioned a major market research project across

a wide range of commercial, industrial and owner-operator customers

and prospects to investigate what really drives their selection of

lubricants.

The results of the research

identified six distinct market

segments that can be applied

to commercial and industrial

customers


Strategy

Market overview

Mining technology

Products

Solutions

CVPsCustomersegmentation

Key learnings

Commercial & Industrial customer segmentation


Like all lubricants companies we have traditionally used a segmentation

model based on the nature of the customer’s business, e.g. mining.

It is far more effective to present value propositions to customers

that are compatible with their approach to lubricant purchasing

decisions, rather than to treat all customers in the same type of

business in the same way. Their needs may be vastly different.

Combined, the process and driver differentiators for commercial

and industrial customers create a simple, six segment,

purchasing-attribute based model.


Strategy

Market overview

Mining technology

Products

Solutions


Key learnings

Commercial & Industrial customer segmentation

CUSTOMER SEGMENTATION

TY

PIC

AL

PU

RC

HA

SE

PR

OC

ES

SE

S &

DR

IVE

RS

Purchase decision motivated largely by product performance

Most likely to purchase lubricants directly from retail store

Brand loyal, and most will only consider top tier brand

Low likelihood of switching

Unlikely to deviate from initial fill brand

BUYER SEGMENT C1

"Little Gems"

Purchase decision motivated largely by price Credit/financing terms also an important consideration

More likely to consider a supplier if they can satisfy fuel and lubricant needs

Low likelihood of switching

BUYER SEGMENT C2

"Rough diamonds"

BUYING PROCESS GROUP 1Low Complexity

– Largely unstructured, informal buying process

– Short buying cycle

– Often a single decision-maker

BUYING PROCESS GROUP 2Medium Complexity

– Engage in formal buying process with a number of defined events

– Will evaluate select suppliers against defined business and technical requirements

BUYING PROCESS GROUP 3High Complexity

– Employ a complex, lengthy, and formal purchasing process with multiple decision points and buying events – Likely to conduct detailed oil sampling, field testing and/or quality checks before making the final purchase decision

Purchase decision motivated by product performance and OEM recommendation

Often require product to perform above and beyond industrial specifications

Prepared to pay more for the best performance lubricant

Tend to buy directly from supplier

Will switch if product performance or OEM recommendation changes

BUYER SEGMENT C3

"Performance driven"

Purchase decision motivated by combination of service levels & price

Desire a close, collaborative relationship with lubricant supplier

Place emphasis on ease of doing business

Desire single point of contact

Prefer suppliers who can provide fuel and lubricants

High switching potential due to price changes or relationship problems

BUYER SEGMENT C4

"Diligent proprietor"

Purchase decision motivated by perceived product performance

Will pay more for product with greatest performance

Often need product quality to exceed industry specs

Multiple decision makers involved in decision

BUYER SEGMENT C5

"Technocrats"

Very balanced purchase decision influenced by considerations over quality, price & service

Strong degree of importance placed on quality of supplier relationship (close and collaborative)

High switching potential based on price or better product

Multiple decision makers involved in decision

BUYER SEGMENT C6

"Smooth operators"

ZOOM IN ON CHART

The main processes and drivers for each of the segments are summarised in the

following table:


Strategy

Market overview

Mining technology

Products

Solutions


Key learnings


continued

Sub-segmenting traditional segments

Strategy

Market overview

Mining technology

Products

Solutions


Key learnings


COMMERCIAL & INDUSTRIAL BUSINESS TYPES

SMALLTRUCK FLEET

BUYER SEGMENT C1

BUYER SEGMENT C2

BUYER SEGMENT C3

BUYER SEGMENT C4

BUYER SEGMENT C5

BUYER SEGMENT C6

20%

30%

25%

25%

0%

0%

LARGETRUCK FLEET

0%

40%

20%

20%

20%

0%

OEM

0%

0%

30%

10%

60%

0%

BUS FLEETOPERATOR

0%

25%

15%

60%

0%

0%

MINING & QUARRYING

0%

0%

0%

12%

8%

80%

CONSTRUCTION& CEMENT

5%

25%

30%

35%

5%

0%

POWERGENERATION

0%

0%

50%

10%

30%

10%

MANUFACTURING

0%

30%

5%

40%

10%

15%

AA P E FIGSAM

EE YONLYUREU

The following matrix shows how customers that we have traditionally

treated as being the same because they operate in a particular industry

can be sub-segmented according to their method of buying lubricants

and their attitudes towards lubricants and lubrication.


Please note the numbers in this chart are completely fictitious and are purely for demonstration

continued

New vs traditional segmentation


These deeper insights will help us to differentiate customers within

an industry by:

– those that are likely to be receptive to a Caltex value proposition and

generate good profits

– those that are unlikely to be receptive or profitable.


Strategy

Market overview

Mining technology

Products

Solutions


Key learnings

We must continue to focus on the nature of our customers’ operation,

because they will expect to meet sales personnel that understand their

business. However, we have to recognise and respond to the fact that

two customers in the same business may have very different

approaches to lubrication decisions.

Key learnings from the research


A successful offer should include:

– OEM endorsement

– lubricant link to TCO (Total Cost of Ownership)

– transactional solutions

– cutting edge products

– demonstrate combined lubricant and solutions link to revenue

– separate invoicing of Product and Services

– transformational solutions

– single source supply

– reduced TCO committed to in RFP


Strategy

Market overview

Mining technology

Products

Solutions


Key learnings

Key learnings from the research



Strategy

Market overview

Mining technology

Products

Solutions


Key learnings

Customer reasons to believe:

– Customer Testimonials

– Proof of Performance

– demonstrated capability

– OEM endorsement

– tie tenure to technology

– customised/tailored offering

– technology platform

– dedicated resources

Sales tools

SECTION 2


Section 2: contents

Sales tools


Introduction

The sales process


Information gathering

Cost Benefit calculator

Sales presentation

Standard sales proposal

Product-focused approach (Coolants)

Seven-step customer questionnaire

Coolants Cost Benefit calculator

Converting the sale

Sales support

Little Cindy

Grease Selector guide

CGL Solutions

Sales literature

– Customer brochure

– Support documents

– Product-focused material (Coolants)

OEMs

FAQs

Links and addresses

Introduction

Sales process

Standard salesapproach

Product-focusedapproach (Coolants)

Sales support

Links & addresses

Introduction

Section 2: Introduction

These sales tools will help you shape and prepare a value-added offering

to a prospect or customer in a consistent format.

The toolkit will:

– ensure alignment with ourmining

strategy

– emphasise products and services that

are differentiated

– give us an advantage over competitors

that sell solely on price


Introduction

Sales process



Sales support

Links & addresses

The sales process

Section 2: Sales process

Once you have qualified which/what accounts you will target, you will

then plan your first meeting with the customer.

– During your first visit to a

prospect in the mining or

quarrying industry, you will

focus on the customer’s

needs and requirements

– You will then start to gather

specific information that

you will need in order to

prepare a formal proposal.


Introduction

Sales process



Sales support

Links & addresses

The sales process


Introduction

Sales process



Sales support

Links & addresses

(v) Retain & grow

(iv) Activate & transition

(ii) Needs & solutions (iii) Presentations(i) Qualify

As well as being professional and friendly you will need to establish

credibility through your knowledge of the industry and begin to build a

relationship of trust – asking the right questions is an important part

of that process.

This strategy is in line with our sales process and helps sell:

– the right product

– in the right way

– to the right customer


The sales process


Introduction

Sales process



Sales support

Links & addresses

To help you develop a value-added selling proposition, this section gives

you guidance on:

– the standard sales approach, helping you to produce successful sales

presentations and proposals, with interactive cost benefit illustrations

– the product-based approach (eg for Coolants) where specific techniques

and tools are needed to create a successful sale

– general sales support materials such as interactive tools and information

on Caltex Solutions



SECTION 2

Sales tools


Gathering information about the customer

In order to satisfy the needs and requirements of the customer, you will

need to gather some account-specific information during your pre-call.

Remember your objectives:

– gain an understanding of the organisation and the decision-making process by

transposing all of the relevant information about the account into an ‘account

strategies’.

– establish your credibility, founded on prior knowledge of the industry and

research about the prospect, by using the information that has been clarified

with the customer.

– gather the technical and commercial information needed to prepare a detailed

proposal and utilise the ‘needs and solutions’ offerings to demonstrate an

understanding of the customer’s requirements


Section 2: Standard sales approach

Introduction

Sales process

Standard salesapproachInformationgathering

Cost Benefitcalculator

Sales presentation

Sales proposal


Sales support

Links & addresses




Based upon the results from the Account Planner and the subsequent

decision to move forward with a first meeting, you can then review the

questions during your pre-call work to determine how much you already

know about your prospect. Highlight the areas where you are uncertain

and concentrate on gathering this information during the next call.

Remember your objectives:

– establish your credentials as part of the Caltex organisation – you may choose to

use some of the standard presentation material during this initial call, if appropriate

– establish a rapport

– deal convincingly with objections

– identify the key lubricant/fluid issues and other relevant prospect requirements

– identify the benefits that will need to be emphasised in the presentation

Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses


The following pages show some typical “high gain” questions that you

should consider asking a new prospect.

They specifically:

– target the customer’s primary concerns with lubricants and coolants

– allow the salesperson to gather information about the customer’s

buying and maintenance habits.

Remember from your sales training that open questions will usually

result in more detailed responses from the prospect, but not every

question needs to be an open one.



Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses

Please note for coolant-specific questions, refer to the 7-step questionnaire under

‘Product-focused approach (Coolants)’



Background information

– What are your growth plans for the mine?

– What is the expected life of this mining operation?

– What new equipment investments are planned for the mine?

– Do you expect to continue using the same mix of machinery as your mine grows?

– What are your main environmental concerns?

Current contract details

– Does this operation or the company have preferred equipment suppliers?

– Do you always adhere to OEM lubricant recommendations during warranty and

after warranty?

– Do you have an existing lubricants supply contract – if so, how often is it

re-negotiated and when is it next due?

– Are you able to purchase certain speciality products outside the contract?


Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses



Current supply details

– How many different lubrication products do you use?

– How many lubricants suppliers do you currently use?

– What are the reasons for splitting suppliers?

– What additional services are provided by your current supplier(s)?

– What do those additional services cost?

Our opportunities

– What would be the main challenge to introducing a new lubricants supplier?

– Which equipment causes you most concern with regard to lubrication?

– If you could eliminate or alleviate one lubrication related problem, what would it be?

– Have you already tried alternative lubricants in those applications? If so, what

were the results?

– What proportion of your maintenance budget do you spend on lubricants (oil

and grease) and what is the amount?


Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses


The Cost Benefit calculator will calculate the financial benefit to

customers/prospects of using selected Caltex products in their mobile

equipment fleet. It’s a powerful tool that will provide the customer with a

tangible, financial benefit estimate based on the information that they

have provided.

It is difficult for them to dismiss the result if they have provided the

information for the calculations.

– The calculations are based on the lubrication requirements for high

consumption items – engine / transmission / hydraulic / final drive

– And take into consideration – downtime / labour / lubricant / filters /

number of machines / how and when it should be used



Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses



Data input sheet

The benefit calculator

works better as a sales tool if it

can be used whilst with the

customer, since the values input

into the calculations will be

their own.


Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses



Customer summary reports

These graphs and charts are a powerful, visual

representation of the cost savings that a

customer can expect to achieve with a Caltex

Lubricants package


Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses

Use this link to view the Cost Benefit calculator and support data document:

Please remember:

– it is important that real values are used wherever possible.

– if estimates are used they should be the customer’s estimate and not ours.

– it is important that you also use your knowledge of the customer’s operation

and common sense to judge the validity of the output before sharing the

information with the customer. As good sales people you will already be

aware of the dangers of over-promising.




Please note this calculator focuses on off-road vehicles but will be complemented by

benefit calculators for static equipment at a later date.

Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses

CBC User Guide.pdf

Cost Benefit calculator.xls

Standard sales presentation



This sales presentation gives a high-level introduction to Caltex &

Chevron Lubricants and our mining and quarrying experience.

It provides the sales teams with:

– a consistent customer-facing global brand and image

– consistent and up to date information on our corporate message, global and

regional products and services offerings

The deck can be used as the first part of your sales presentation and

additional slides should be added to:

– demonstrate a thorough understanding of the prospect’s business needs and

challenges

– present the main proposal with your recommendations and budget

implications

Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses

Mining sales presentation.ppt

Standard sales presentation



Prior to delivering the presentation, the local sales team should make

the following changes:

– insert country organisation information

– ensure that the information presented is consistent with

organisational capability.

Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses

Use this link to view the mining sales proposal sample

(in Word) that has already been created:

Mining sales proposal.doc

Standard sales proposal


The standard sales proposal should be used as the basis for individual

customer proposals. It has been designed to incorporate most of the

material that a standard proposal should contain and includes examples.


This document can be edited so that you

can prepare individual proposals that will

still have the standard appearance that

customers will come to recognise.

Please note that anything on this template

that has been placed in the header or footer,

such as the logo, will appear ‘knocked-back’

on the live document, but will print to hard

copy and PDF correctly.

Introduction

Sales process



Sales presentation

Sales proposal


Sales support

Links & addresses

Product-focused approach (Coolants)

SECTION 2

Sales tools


Coolants seven step questionnaire

Section 2: Product-focused sales approach (Coolants)

Coolants represent a significant opportunity for Caltex in the mining

and quarrying industries for stationary engines, off-road and delivery

vehicles. They offer an opportunity to approach potential customers

with a unique, differentiated offering which can prove to be a door

opener for further business.

The questions in the linked questionnaire specifically target Extended

Life Coolants. As you guide your prospect through the seven step

questionnaire you will be collecting data used to complete your

customer’s coolants cost comparison, maintenance cost assessment and

conversion payout schedule.


Introduction

Sales process


Product-focusedapproach (Coolants)7-step questionnaire

Coolants CostBenefit calculator

Converting the sale

Sales support

Links & addresses


The seven steps will cover:

1 Equipment and fleet size

2 Truck, equipment and engine Original Equipment Manufacturers

(OEM)

3 Multiple Coolants – experience with ELC technology

4 Coolant preventative maintenance practices

5 Current Coolant usage

6 Coolant-related equipment failures

7 Maintenance budget and ELC Conversion Plan



Introduction

Sales process




Converting the sale

Sales support

Links & addresses

Use this link to view the Coolant Customer questionnaire

– pay attention to the *symbols:

Coolant customer questionnaire.ppt



Introduction

Sales process




Converting the sale

Sales support

Links & addresses

All questionnaire items marked with * are crucial in this information gathering phase.

You should familiarise yourself with the content of the questionnaire

prior to conducting a customer visit. Go through the document in

detail with a colleague as part of your training to ensure that you are

comfortable with using this tool.

Use the features, advantages and benefits captured in the selling

points of the seven steps to help you answer the needs of the customer

and overcome objections.




The Coolants Cost Benefit calculator is an important tool that will

enable you to utilise all of the information that you have gathered.

The calculator will assist in the development of a strong selling

proposition and help explore potential cost savings that Caltex

Extended Life Coolant can deliver.

This calculator comprises three financial analysis tools that illustrate

the savings potential associated with using Caltex’s ELC products,

compared to conventional coolant maintenance practices:

– Cost comparison template

– Maintenance cost assessment

– Conversion payout schedule


Introduction

Sales process




Converting the sale

Sales support

Links & addresses

Use this link to view the Coolant maintenance cost

details that you will require:

Coolant maintenance costs.xls

Before you can use the Coolants Cost Benefit calculator, you will need

to find out the costs associated with coolant maintenance costs in

your local markets.

Use the cribsheet in the link below to gather that information.




Introduction

Sales process




Converting the sale

Sales support

Links & addresses



Cost comparison template


Insert all the figures you have into

this table and it will automatically

generate these graphs:

– Maintenance cost assessment

– Conversion payout schedule

Please note before you can fill in this table, you will need to fill in the costs associated

with coolant maintenance costs in your local markets.

Introduction

Sales process




Converting the sale

Sales support

Links & addresses



Maintenance cost assessment

This graph summarises the total

maintenance cost associated with Caltex’s

ELC products versus current spending.

Conversion payout schedule

This schedule illustrates how quickly the

initial investment in Caltex’s ELC could pay

out. After the break-even point or the point

of payout, the customer continues to save

in maintenance costs.


Introduction

Sales process




Converting the sale

Sales support

Links & addresses

Use this link to view the Coolants Cost Benefit calculator:

Coolants Cost Benefit calculator.xls



The Coolants Cost Benefit calculator will illustrate the savings that can

be made using Extended Life Coolants from Caltex over conventional

coolants.


The example below gives use of coolants

with Supplementary Coolant Additives

(SCAs) – if these are not used in your

markets then leave this field blank.

Please note values are in $ and are only for

illustrative purposes.

Introduction

Sales process




Converting the sale

Sales support

Links & addresses

Converting the sale


Once your prospect has agreed to buy ELC, it is important to

concentrate on the conversion process – this information will help you

advise your customer about changeover and maintenance practices.

The Technical Training Presentation will

help with this, as will the Changeover

Procedures document.

Other product demonstrations can be

found in the toolkit Appendices.

Use these links to help advise your customer about the conversion process:

Coolants technology.ppt

Changeover procedures.doc


Introduction

Sales process




Converting the sale

Sales support

Links & addresses

Please note that anything in the Changeover

Procedures document that has been placed

in the header or footer, such as the logo, will

appear ‘knocked-back’ on the live document,

but will print to hard copy and PDF correctly.

Sales support

SECTION 2

Sales tools


Capex tool

Capital Expenditure (Capex) on equipment is often required for

consideration in a customer acquisition or retention strategy. It is

important therefore to ensure that all costs, up-front costs and hidden

costs are identified and analysed to provide a comprehensive profitability

picture of the customer.

This Capex tool is an important

management decision-making tool,

and has been developed to:

– assist the sales teams with the

profitability analysis of the customer

– provide an in-depth guide to identify

the hidden and up-front costs.


Section 2: Sales support

Introduction

Sales process



Sales supportCapex tool

Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses

Capex tool

A Capex investment to provide equipment at customer premises is a

key part of our Solutions capability. Providing on-site equipment can

facilitate the introduction and use of a Caltex Solution that the

customer may otherwise be unwilling to commit to.

In such circumstances the customer is able to realise and appreciate

the benefits of the Solution and subsequently contribute to the cost of

implementation.

The Capex tool ensures a globally consistent approach is employed

across Caltex Lubricants when determining organisation capital

expenditure, budgets and allocations.



Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses

Use this link to view the Capex tool:

Capex tool user guidelines

The Capex Tool is made up of the following worksheets:

– Results

– Average margin calculations

– Sensitivity analysis

– Calculations



Please note if you have Acrobat

installed on your computer, you can

retain a digital copy of the reports

by creating PDFs of them

Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses

Big Cindy.xls

Little Cindy.xls

New Version BigCINDY3.doc


The grease selector is a simple and easy-to-use resource that will

provide advice on suitable greases for any defined application.

A good understanding of the

application and product

availability is still required in order

to select the most appropriate

product from the selection

suggested by the software.


Remember that for most equipment, the OEM specifies the type of grease

recommended for the application, so the first course of action in the selection process

should be to check the recommended type and grade in the handbook and select the

relevant Caltex product.


Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses


Before using the grease selector, you will need to know the following

minimum information about the application:

– type of equipment – method of grease application

– the application for the grease – shaft speed

– bearing type – shaft diameter

– maximum continuous operating

temperature

You will also need to consider the operating environment in terms of:

– water – dirt

– dust – loading

– operating temperature



Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses


Once you have selected a

number of possibilities from the

grease selector, you can refer to

the Product Data Sheets (PDS)

which describe typical areas of

application for each product.



Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses


Caltex Solutions


Listed below are CGL Solutions that may apply to the mining and

quarrying industry, and an indication of their global availability/capability.

NAL EE PAME AP LA

Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses

COMPUTEX™ • • • • •Endoscope Inspection – • • • –

Enviroblast – – – • –

EyeTank™ Remote Tank Monitoring • • • – –

Fluid Management – • • • •Health, Environmental & Safety Audits – • – • –

ISOCLEAN™ Automatic Lubricators • • – – –

ISOCLEAN™ Desiccant Breathers • • – – –

ISOCLEAN™ Fluid ID System • • – – –


CGL Solutions

See Section 1 for more details on CGL Solutions


NAL EE PAME AP LA

ISOCLEAN™ Fluid Conditioning Services • • – • •Plant Lubrication Surveys • • • • •TALCOR™ – – – • •CALTEST™ • • • • –

T-REX™ • – – – –

Vibration Analysis – • • • –

Waste Management – • – – •

Please note that not all of the Solutions described in this section are globally available,

so you must check with your sales manager to ensure that you offer customers a Solution

that is available in their market.

Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses

Sales literature

To support the sales process, a range of printed collateral has been

developed for use at exhibitions, trade shows and for meetings with

prospective customers. The following pages show visuals of the

customer-facing brochure and a range of support documents including

product information and case histories applicable to the mining industry.



Please note you can access the master artworks through your marketing manager, who

can arrange quality printing as well as image changes, as appropriate.

To reinforce the professionalism of your

presentation, all materials should meet the

quality standard expected of Caltex.

For this reason these materials should

be professionally printed, rather than

printed from your desktop printer.

Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature– Customer brochure– Support documents– Product material

OEMs

FAQs

Links & addresses

Customer brochure



The purpose of this brochure is to communicate to potential customers:

– who we are

– what we have to offer

– why we are different to

other lubricants companies

– where to obtain more

information

It can be used as a leave-behind item

and as the basis of an informal

presentation about Caltex.

Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

Customer brochure


The customer brochure includes a pocket at the

back to hold inserts to provide the customer

with more detailed information.

These should include relevant:

– POP documents

– Testimonial documents

– Product Data Sheets

– Product-specific material

(eg Coolants)


Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

Use this link to view a PDF of the mining and quarrying customer brochure

and alternative photographs – for reference only, not suitable for printing

Mining brochure.pdf

Customer brochure


The brochure artwork is in a format which can easily be adapted to

meet specific local market needs – the sample shown demonstrates

Caltex-approved structure and content.


Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

Support documents

Support documents are important and influential items, and should be

included as part of the information left with prospects. They can be used

as stand-alone items or can be placed in the pocket of the customer

brochure.

There are several different types of support documentation available

which focus on our products from different perspectives:

– Testimonial

– Proof of Performance (POP)

– Product Data Sheet (PDS)

As we move towards becoming a global organisation, one of our many

requirements is to align the terminology we use to describe different

sales and marketing material as well as to standardise the format of

these documents.



Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

Proof of Performance

One of the most important supporting documents for any sales person

is the Proof of Performance (POP). PoPs can be used to substantiate

the claims that we make about the performance of our products.

A POP should highlight the proven

features and benefits of a product

based on lab test results and

preferably field trial or field

experience (ideally with several

customer examples) as evidence of

performance.



Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

Customer Testimonials

Testimonials are independent confirmations of the value of Caltex

products and/or Solutions. Written by existing customers, they have

a significant influence on prospects because of their neutrality and

because they reduce the perceived level of risk for the prospect.

A Testimonial should feature a

customer success story as a

result of Caltex products and/

or Solutions that facilitated a

significant source of value

generation.



Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

POP and Testimonial database


New templates have been developed for POP and Testimonial information

and these are all currently held in the POP/Testimonial database.

This database will be continuously

updated as new PoPs and

Testimonials are received, and we

will progressively adapt those that

are not signed testimonials to the

new template.

It is important that we keep

up-to-date with our POPs and

Testimonials, so we can build a

comprehensive database covering

all possible application areas.


Please note to create new versions, see

Section 3: Creating new POPs and Testimonials

Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

Use this link to view the POP/Testimonial database – for reference only, not suitable for printing:

http://col/Depts/marketing/marketing_dev/new_product_dev_lubes_

marketing/lubricants_marketing/proof_of_performance.htm

POP and Testimonial database


You should always aim to quantify the value to the customer of the

products and Solutions referred to in POPs and Testimonials. Financial

values are vastly more influential than any other parameter, e.g. hours

or volumes.

Virtually every successful application

of a Caltex product has the potential to

become a POP or Testimonial and you

should regularly review your customer’s

use of Caltex products to identify

applications of particular value that

would help other sales personnel.

It is hard to emphasise just how valuable

these documents can be as sales aids.


Please note your marketing manager

can help to obtain artworks for printing

as required.

Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

http://col/depts/marketing/marketing_dev/new_product_dev_lubes_marketing/lubricants_marketing/proof_of_performance.htm

Product Data Sheets

Product Data Sheets (PDS), also

known as Product Bulletins, give a

brief description of the product

and its specifications.

They summarise the product, with

just enough technical information

to determine whether this is the

correct product for the customer’s

application.



Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

Use this link to access PDSs on the Caltex Lotus Notes intranet:

http://www.caltex.com.au/products_oil.asp.

Product Data Sheets

Product Data Sheets are generated centrally for every product and can

be accessed using the link below.



They are designed to be consistent across

all sectors since many products are not

exclusive to a particular sector.

When sending PDSs to customers for

information purposes, send via email

rather than fax to maintain a consistently

high quality of presentation across all our

material. Only use fax transmission if the

customer specifically requests it.

Please note your local marketing

specialist/manager can help to obtain

artworks if high quality printing is

required for tradeshows or exhibitions.

Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

http://www.caltex.com.au/products_oil.asp

Product-specific material (Coolants)

This material provides more in-depth detail about a specific product

area and should be used to support your offer. The material can be used

as stand-alone items or placed in the pocket of the customer folder.

A brochure illustrating the features and benefits of the Extended Life Coolant range

will be launched in early 2008.



Introduction

Sales process




Grease Selector

Caltex Solutions


OEMs

FAQs

Links & addresses

OEM approvals

Equipment OEM approvals are often a pre-requisite for gaining business,

but this applies mostly to critical equipment and during the OEM

warranty period.



Much of the equipment used in mining

and quarrying use components (e.g.

engines and transmissions) where the

requirement is for a product that meets

an international specification, so a

specific equipment approval isn’t required.

The wide range of mobile and static

equipment used in the mining and

quarrying industries means that

Caltex do not yet have approvals in place

for every single piece of equipment.

Remember that many mine maintenance

managers are willing to evaluate

unapproved products where they believe

the risk of failure is low and the potential

benefits are clear.

Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses

Use this link to view the coolants approvals information database:

Coolants approvals overview.xls

OEM approvals

In addition the following link provides access to the coolants

approvals information database.

If you need actual OEM approval letters for coolants then please

contact Steven Poppe at [email protected]



Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses

Example OEMs for the mining industry

Allis Chalmers

Atlas Copco

Belaz

Bell

Bucyrus

Caterpillar

Compair

Crawlair Ingersoll

DBT

Dorr Oliver

Dresser

Driltech

Dusterloh

Eickhoff

Eimco

Euclid (Hitachi)

Fiat-Allis

Fletscher

Gardner Denver

Hemscheidt

Hitachi

Ingersoll Rand

JCB

JM Fletcher & Co

Joy

Klockner-Becorit

Komatsu

Kress

Letourneau

Liebherr

Long Airdox

Manitowoc

Misui Miike Machinery

Nordberg

O&K

OMZ

P&H

Reedrill (Terex)

Rimpull

Robbins

Siemag Transplan

Tamrock

Terex (Unit Rig)

Thyssen

Turmag

United Heavy Machines

Voest Alpine

Volvo BM

Westfalia Lunen



Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses

Major off-highway equipment OEMs

– There are over 33,000 pieces of

off-highway equipment active

worldwide

– It is expected that the production

of mining equipment will grow at

9.3% each year until 2009

– Caterpillar dominate the top six

off-highway manufacturers

followed by Komatsu

– Chevron has a historical

relationship with both Caterpillar

(Coolants) and Terex

– Contacts with the most important

Japanese equipment builders,

Komatsu and Hitachi are being

strengthenedMining and Quarrying toolkit – for Caltex internal use only

Major off-highway OEMs

Caterpillar(51%)

Terex(8%)

Komatsu(24%)

Hitachi (6%)

Bucyrus (6%)

P&H (5%)


Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses

Use this link to view the mining and quarrying industry FAQs:

Mining FAQs.doc

FAQs

The examples in the FAQs link below provide a number of example

questions/statements that a prospect might pose and give some suggestions

as to how these questions can be turned around to your advantage.

Obviously, this is not a complete list but

you should be able to develop your own

responses in a similar manner.

Some of the example responses can be

adjusted to suit a wide variety of different

questions, but you will need to use your

judgement as to what is appropriate.



Please note that anything in the Mining

FAQs document that has been placed in the

header or footer, such as the logo, will

appear ‘knocked-back’ on the live document,

but will print to hard copy and PDF correctly.

Introduction

Sales process




Grease Selector

Caltex Solutions

Sales literature

OEMs

FAQs

Links & addresses

Links and addresses

SECTION 2

Sales tools


Mining industry links

Section 2: Links and addresses


Most mining and quarrying companies, as well as equipment

manufacturers have websites and it is worth checking them occasionally

for potential information that could lead to a sales opportunity. It will

also help you increase your knowledge of the industry or a specific

customer’s operations and hence your own credibility.

If you are selling into the mining and quarrying industry then you

need to take an active interest and keep up to date with industry

events and trends by subscribing to and reviewing international and

local industry journals.

Introduction

Sales process



Sales support

Links & addresses

Use this link to view the Parker Bay Mining database:

Mobile mining equipment.xls

Mining industry links

Section 2: Links and addresses

Some example mining company websites:

www.newmont.com www.anglocoal.com.au

www.nornik.ru/en www.riotinto.com

www.bhpbilliton.com www.angloamerican.co.uk

www.barrick.com

Caltex have also subscribed to the Parker Bay Mining database that

lists mining equipment located at every mine site (where known).

Use the link below to view this database.


Introduction

Sales process



Sales support

Links & addresses

http://www.newmont.com

http://www.nornik.ru/en

http://www.bhpbilliton.com

http://www.barrick.com

http://www.anglocoal.com.au

http://www.riotinto.com

http://www.angloamerican.co.uk

Templates

SECTION 3


Section 3: contents

Templates

PowerPointtemplates

Word templates

Creating new POPs andTestimonials



Master template and style

guidelines

Sample sales presentation

Word templates

Master templates

Sample sales proposal


POP and Testimonial content

templates

Legal forms

Commissioning a photoshoot


SECTION 3

Templates


Use these links to view the master industrial PowerPoint template and guidelines document:

PPT_Ind_CAL.pot

Guidelines_Industrial.ppt

Master guidelines and template

Section 3: PowerPoint templates

A master PowerPoint template has been created with a fresh and exciting

look and feel. Use this template to ensure that your presentations are in

the Caltex corporate style.

There is also a supporting guidelines document that outlines:

– type style and size

– use of imagery

– industrial sector colour palette

– styles for charts and graphs


Please note it is important that you refer to the

supporting guidelines when using the new

template. A sample presentation has also been

created using this template – see next page

PowerPointtemplatesMaster guidelines/template

Sales presentationsample

Word templates


Use this link to view the mining sales presentation sample

(in PowerPoint) that has already been created:

Mining sales presentation.ppt

Sales presentation sample

Section 3: PowerPoint templates


This sales presentation gives a high-level introduction to Caltex and

Chevron Global Lubricants and our mining and quarrying experience.

It provides the sales teams with:

– a consistent customer-facing global brand and image

– consistent and up to date information on our corporate message,

global and regional products and services offerings

PowerPointtemplatesMaster guidelines/template

Sales presentationsample

Word templates


Word templates

SECTION 3

Templates


Master templates

Section 3: Word templates

Two master Word templates have also been created – one that incorporates

a cover page and one that doesn’t. Use these templates to ensure that your

Word documents are in the Caltex corporate style.

A sample proposal has already been

created using the master template (with

a cover page) – see next page






Use these links to view the master Word templates:

Template_IND_CAL_+cover.dot

Template_IND_CAL_no cover.dot


PowerPointtemplates

Word templatesMaster templates

Sales proposalsample


Use this link to view the mining sales proposal sample

(in Word) that has already been created:

Mining sales proposal.doc

Sales proposal sample


Section 3: Word templates

The standard sales proposal should be used as the basis for individual

customer proposals. It has been designed to incorporate most of the

material that a standard proposal should contain and includes examples.

This document can be edited so that you

can prepare individual proposals that will

still have the standard appearance that

customers will come to recognise.






PowerPointtemplates

Word templatesMaster templates

Sales proposalsample



SECTION 3

Templates




Section 3: Creating new POPS and Testimonials

PowerPointtemplates

Word templates

Creating new POPs andTestimonialsContent templates

Legal forms


Please note it is crucial that the legal forms are signed by a legally authorised

signatory within the customer’s organisation, so that we have official approval to use

photographs and quotations

It is important that we keep up-to-date with our POPs and Testimonials and

build a comprehensive database covering all possible application areas.

To create new versions:

– complete the content templates (in Word)

– ensure that the customer signs all the required legal forms and send

the signed originals to your regional sector marketing manager. You

should also keep a copy of the signed forms, stored in a safe place for

reference in the event of a challenge

– if you need to commission any photography, please refer to

commissioning a photoshoot in this section

Use these links to view the POP and Testimonial content templates, and guidelines document:

POP content template.doc

Testimonial content template.doc

POP and Testimonial content templates


New POP and Testimonials should be created using the content

templates below.

Send the completed template(s) to your regional sector marketing

manager to be styled using the new design and added to the database.


PowerPointtemplates

Word templates


Legal forms


POP & Testimonial Guidelines.doc

Legal forms


The next few pages detail the main legal forms you may need to use

when creating a new POP/Testimonial. Please read each definition

carefully and ensure that you obtain the appropriate signatures:

– Customer Testimonial Release Form: Required when a third-party (i.e. a

customer) gives his/her opinion regarding Caltex products or services which

we will use in advertising or marketing materials.

– General Model Release Forms (CORP 1249): Required from all people that

appear in any photograph or image whether the photograph or image will be

used internally or externally. (Forms are also available in multiple languages

via http://formsmanagement.chevrontexaco.com/ – separate forms are

available for adults vs minors.)


PowerPointtemplates

Word templates


Legal forms


Please note in the event that the model release forms are not acceptable in your

country/region, please contact your regional marketing sector manager or regional

marketing co-ordinator for advice

http://formsmanagement.chevrontextaco.com/

Legal forms


– Photographer Contract Form (GO-278 including Photographer’s

Addendum): Required whenever we hire a photographer to do a photo shoot

for us (also see Section 3: Commissioning a photoshoot), versus just buying the

right to use existing images.

– Copyright Assignment Form (Customer Image or Images not otherwise

covered by a separate contract): Required when Caltex acquires or wants to

use images that the company does not own and are not covered by a contract

with a photographer. Please ensure that the appropriate local Caltex company

name is entered as ‘assignee’ on this form.


PowerPointtemplates

Word templates


Legal forms


Legal forms


Moral Rights: If you believe your use of an image or photograph involves an issue

of "moral rights" of the author, please contact your local business unit attorney or

an attorney with Caltex's Intellectual Property Practice Group who handles

copyright issues.

"Moral rights" protects the attribution and integrity of a copyrighted work and can

NEVER be assigned or given away. Moral rights involve the author's right to claim

authorship of his/her work and to object to a modification of the work that may be

prejudicial to the author's reputation.


PowerPointtemplates

Word templates


Legal forms




In the case of Caltex commissioning a photographer to take photos of

operations, please use the following process:

1. Check into photographer's background and ask for references within Caltex,

if possible

2. Photographer and authorised Caltex manager sign Caltex legal contract

(Photographer Contract Form [GO-278 including Photographer’s Addendum])

before work begins and photographer agrees to safety guidelines

(Photographer Safety guidelines)

3. Photographer is accompanied by Caltex employee at all times.

4. A photo release form (General Model Release Form [CORP 1249]) should be

signed by any persons (employees, contractors, or non employees) captured in

the photo(s) (also see Section 3: Legal forms).

5. Photo information forms (Photo cataloguing guidelines) are optional, but help

in cataloguing photos for future reference.


PowerPointtemplates

Word templates


Legal forms


Use these links to view the legal forms that you will require when commissioning a photoshoot:



Please remember that both photo cataloguing guidelines and photo

release forms should reside with Caltex and not with the contractor,

as all photos of Caltex operations are the property of Caltex.


PowerPointtemplates

Word templates


Legal forms


Caltex PhotographyStandard.doc

Photography SPSAChecklist.doc

Caltex PhotographyBrief.doc

Photography CopyrightDeed.doc

Customer Release Agreement.doc

Appendices

APPENDICES


Appendices: contents

Appendices


Glossary

Greasecompatibilitychart

Productdemonstrationsand procedures

Glossary

Grease compatibility chart

Product demonstrations

and procedures

Oil sampling guide

Coolants Demonstration Kit

Using a Refractometer

Glossary

APPENDICES

Appendices


Use this link to view the glossary:

Mining glossary.ppt

Glossary

Appendices: Glossary

Glossary




This glossary is for your information. It contains terminology applicable

to the mining industry as well as coolant-specific references.

It is always worthwhile taking a look through the list and familiarising

yourself with some of the terms that may add credence to your

competency level and ultimate offering.

Grease Soap compatibility chart

APPENDICES

Appendices


Grease Soap compatibility chart

Appendices: Grease compatibility chart

Glossary




LITHIUM CALCIUM SODIUM POLYUREA

LITHIUM

LITHIUM COMPLEX

ALUMINIUM COMPLEX

CALCIUM

CALCIUM SULFONATECOMPLEX

BARIUM COMPLEX

SODIUM

BENTONE (CLAY)

POLYUREA

✔

✘

✔

Maybe

✘

✘

✘

Maybe

LITHIUMCOMPLEX

ALUMINIUMCOMPLEX

BARIUMCOMPLEX

BENTONE(CLAY)

✔

✘

Maybe

Maybe

✘

✘

✘

Maybe

✘

✘

✘

✘

✘

✘

✘

✘

✔

Maybe

✘

Maybe

✘

✘

✘

Maybe

CALCIUMSULFONATE

COMPLEX

Maybe

Maybe

✘

Maybe

✘

✘

✘

Maybe

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

✘

Maybe

Maybe

✘

Maybe

Maybe

✘

✘

✘

Compatibility of binary grease mixtures

Maybe = possibly compatible/should be checked

Product demonstrations and procedures

APPENDICES

Appendices


Product demonstrations and procedures

Appendices: Product demonstrations


Once your prospect has agreed to buy Caltex products, it is important to

concentrate on the conversion process.

The information in the following presentations will help you advise your

customer about changeover and maintenance practices:

– Oil Sampling procedure

– Coolants Demonstration Kit

– Using a Refractometer

Glossary



Oil sampling guide

Coolants DemoTest Kit

Using aRefractometer

Use this link to view the Oil Sampling Guide:

Oil Sampling Guide.ppt



Oil sampling guide

Correct oil sampling is essential to ensure that the subsequent analysis

of the oil condition is accurate and representative of the whole volume.

Incorrect sampling can lead to incorrect decisions about the lubricant

and the machinery and ultimately affect ours or the customer’s

profitability. The sampling guide is considered to be the current best

practice where continuous or on-line sampling is not possible or

practical.

Glossary



Oil sampling guide



Use this link to view the Coolant Demonstration Test Kit:

Coolants Demonstration Kit.ppt



The Coolant Demonstration Test Kit

The main objective of this kit is to deliver a visual reinforcement of the

performance of our premium coolants. It can also be used as a sales

and maintenance tool.

The kit alerts customers to the issues related to using only water in

their cooling systems and the impact this can have on their equipment.

Glossary



Oil sampling guide



Use this link to view the Using a Refractometer presentation:

Using a Refractometer.ppt



Using a Refractometer

Refractometers are simple, optical devices for determining the actual

concentration of concentrates in water. They are commonly used for

determining the concentration of engine coolants and soluble

metalworking fluids.

This presentation will enable you to make efficient use of this

measurement device.

Glossary



Oil sampling guide



We hope this information helps strengthen your personal

"Performance Advantage" in your local market.

Your feedback on how we can supplement and enhance this

toolkit is welcome. Please send your comments and suggestions

directly to your Mining Marketing Manager for consideration.

Good luck and good selling!

Documents

MINING Toolkit AW :MINING Toolkit AW Toolkit.pdf · 2007-12-12 · presentations (these are divided into two folders on the CD – one which contains the files that a sales person