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You have to see this!! Moving the earth with DeRipper…the earth moving machine! Chews through rock like butter and at a speed nobody could believe before (2700 rpm). DeRipper is way more efficient compared to regular hydraulic breakers. This amazing machine has been proven for 6 years and comes with a 1-year warranty. Contact us or visit our website for further information at: www. 4Dexcavator.com. Call anders Kajander at (720) 202-2648 Product Support ("Selling Oil Sampling Puts Dealers in the Driver's Seat" continued from page 55) Four Ways to Grow Your Fluid Analysis Business lower the margin, the more samples they can put through," said Forgeron. He sees pricing that is different across the board, with some dealers marking up oil samples 30 percent. At Linder Machinery, the first goal is to educate customers on conducting oil analysis, and secondly to promote their own oil analysis services. The biggest advantage to selling your dealership's oil analysis is that it places important information about a customer's machine in your hands. "It's good for the relationship to be able to provide them with the analysis that they are looking for and someone knowledgeable to talk to about the results," said Tolbert. "We have a lot of field service people who are knowledgeable." Spitznagel concurs that dealers should take a long-term view on the value of oil analysis to their business. "It is a relationship builder, a tool to educate your customer," he said. Both companies put very little markup on oil analysis; instead they view it as a tool to be a better business partner and help customers get more from their machines. Armed with test results, the dealership can bring valuable information to help the customer decide when to perform service. "Instead of waiting for a customer to call you for service work, oil analysis puts dealers in a proactive position," added Debshaw. It also allows the dealer to more effectively schedule service work, versus having to perform an emergency repair that will be more costly for the customer. Sales of test kits have increased over the past three years at RDO, and Tolbert attributes it to several factors. "The construction industry is becoming increasingly migratory," he said. Contractors are traveling further to jobs and they can't afford to bring in full support. More and more, Include oil analysis in all preventive maintenance work. 1. 2. Deduct the purchase price of oil analysis from any repairs. 3. Educate the customer using graphs and trends from sample reports. 4. Offer complimentary oil analysis along with a promotion for rebuilds or other service work. contractors want a payment and they want as much as they can get for that payment, including maintenance and an extended warranty to limit their risk of catastrophic failure." For RDO, that has meant more PM agreements, which include oil analysis and extended warranties that require oil analysis. Tolbert sees more and more manufacturers increasingly requiring oil analysis for warranty purposes as well, because it reduces their liability. He says some new technologies that will soon hit the market may also drive up additional fluid sampling. "New machines will have sensors in the fluid cavities that will provide alerts any time there is a viscosity change in the fluid. If fuel gets in the hydraulic fluid, for example, the machine will alert you to do a fluid analysis," said Tolbert. Instead of hour intervals driving the sampling, customers will be looking for technology to let them know when they should pull a sample. With growing rental fleets, dealers are increasingly utilizing oil analysis for their own purposes, as they seek to reduce the risk of a failure, identify machine abuse, and maximize resale value. Telematics Oil Analysis Work Hand-in-Hand Telematics, when properly monitored by the dealer, can drive up usage of 56 | www.cedmag.com | Construction Equipment Distribution | July 2013 54_Fluid_Feature_KP.indd 56 6/27/13 2:20 PM