Issue link: http://read.dmtmag.com/i/141668
Product Support Whayne Supply uses video training and product support reps to educate customers on proper sampling techniques. Selling Oil Sampling Puts Dealers in the Driver's Seat Driving the relationship with customers, that is. And driving a healthy PM program, too. By Joanne Costin The process of testing oil and other machine fluids is simple enough. Periodic sampling for the presence of particulates reveals machine wear and can predict a failure before there are any outward signs of trouble. With a reasonable cost of approximately $15-$20 per sample, the value proposition for end-users is strong. "It helps save customers money. It gives them insight into when the optimum time is to do a rebuild," said John Spitznagel, general manager of Customer Support for Linder Industrial Machinery, based in Plant City, Fla., with locations in both Carolinas and Southeast Georgia. "Core values are so high – if you lose a core it can cost $10,000$20,000. Why not prevent that by tracking the wear in the oil?" Oil sampling enables equipment owners to get the maximum life out of their components and their investment. In fact, the added resale value of a regularly oil-tested machine may alone cover the cost of regular sampling. In addition, some equipment owners rely on oil analysis to safely extend maintenance intervals on their equipment, consequently reducing maintenance costs. Selling Oil Analysis Despite the benefits, many equipment owners still are not utilizing oil analysis. Estimates on the usage of oil analysis vary significantly. Terry Tolbert, vice president of Aftermarket at RDO Equipment Co., Fargo, N.D., believes 25 percent of customers get regular oil analysis, while Spitznagel reports much higher usage in his territory – around 60-70 54 | www.cedmag.com | Construction Equipment Distribution | July 2013 54_Fluid_Feature_KP.indd 54 6/27/13 2:20 PM