Issue link: http://read.dmtmag.com/i/141668
Product Support Glynn General Extended Protection Plans Your Competitive Advantage in a Competitive Market oil analysis as well, alerting equipment owners when machines have reached a certain number of hours and require maintenance. Items being monitored include fuel consumption or idle time, load factors and temperature. Spitznagel says engine oil analysis and telematics complement each other, creating a more accurate picture of what is happening with a machine. For example, if a dealer sees high soot levels in the oil on a new Tier-4 machine he can go back and look at the regen cycles and see what kind of issues the machine is having. "We can track a high aluminum sample and look in the telematics and see if the engine overheated," said Spitznagel. "You can put all the pieces of the puzzle together." Learning how to manage the data that comes with telematics is a key concern for dealers. RDO is developing some new support roles that will help drive the utilization of telematics and John Deere's Service Advisor Remote diagnostic tool to give customers more advanced warning of machine troubles. "We will monitor their machines, spot anything abnormal, and diagnose the machine before the customer even recognizes something happening," said Tolbert. At Whayne Supply, oil sampling is now just one component of what the dealer calls "condition monitoring." A condition-monitoring analyst at the dealership will review other components such as Product Link data and also emissions data gathered from exhaust coming out of the engines. This is tested using equipment from Mirenco, for which Whayne Supply is also a distributor. "The goal is to help the customer find out if the engine is out of tune or needs repair; or if he is consuming more fuel than he should," said Downer. Choosing a Supplier When looking for an oil analysis supplier, dealers should consider not only the accuracy of the results, but also the way the results are presented. Are they to understand and interpret? What is the level of training available to your staff? Indeed, the oil analysis firm that is most helpful to dealers in managing customer data offers a significant value added. POLARIS Laboratories' Web-based software allows dealers to manage their customer's data, add their own comments, forward recommendations to customers and keep track of work orders. Special alerts can send a message to a manager about an abnormal test result. RDO uses a company with several labs because they don't want to be reliant on a single source. In fact, Tolbert said, most labs they looked at were reliant on one or two people. For the same reason, RDO has not decided to build its own central lab, despite having the volume that would justify it. Commit to Fluid Analysis According to Forgeron at Analysts Inc., the most important first step a dealership can make is to commit to using fluid analysis and understanding the results. "Work closely with the lab," he said. "Ask questions, go through training, and learn how to manage the software. Getting half wet is not going to do it; you need to get in the pool all the way." Both Forgeron and Debshaw have observed that the most successful dealers get the service department involved with fluid analysis from the start. "They are tying it into PM programs or a service event," said Debshaw. While an oil sampling kit is technically a part, it's not going to fly off the shelves without assistance from the service department. Dealers must be proactive. For the dealer to add value, Debshaw recommends that someone at the dealership be responsible for monitoring the customer's fluid analysis results so that they can proactively call and say, "I think we have an opportunity to save you some money. Let's schedule some service." (continued on page 70) Glynn General Benefits n GGC's underwriting partner is AmTrust International which is A rated by AM Best with over 100 years of collective underwriting experience in the Construction and Agricultural Equipment global markets. n GGC has over 27 years of experience administrating extended protection plans. This ensures competitive premiums while also providing fair and reasonable claims reimbursement. n GGC's knowledge and experience allows for the creation of tailor made programs to meet any need you may have. n An internet accessible administrative system that is efficient and user friendly. n GGC reimburses parts at customer list price and labor at shop rate on all approved claims. n GGC's program provides peace of mind for your customer knowing that their equipment is protected. Coverage Types/Coverage Terms n GGC offers extended service protection plans for New and Used Equipment n Power Train, Power Train + Hydraulics, and Full Machine n Used Equipment terms available from 3 months to 2 years n New Equipment terms available from 2 years to 5 years GGC's Administrative System via the Web n GGC offers superior administrative capabilities via the internet through our user friendly website: www.glynngeneral.com. n Immediate turnaround of quotes. n Confirmation of the terms and conditions for all available service contracts. n Efficient enrolling of units with automatic invoicing. n User friendly claims processing resulting in satisfactory claims reimbursement. n Account access allowing for constant monitoring of your warranty program. Contacts in your Region GGC administrative/claims office located in St. Simons Island, Ga Vice President Operations Slade Rowland 912-638-4320 Vice President Sales Rick Stacy 404-791-9382 Eastern Territory Manager Greg Schultz 678-697-2715 Midwest Territory Manager Ryan Carter 847-226-6265 Western Territory Managers Jeremy Cockroft 970-946-8132 Brian Freitag 970-946-8133 July 2013 | Construction Equipment Distribution | www.cedmag.com | 57 ggc_ad.indd 1 54_Fluid_Feature_KP.indd 57 12/9/11 2:01 PM 6/27/13 2:20 PM