Mobil is Synthetic
Industrial Experts
Why Synthetics? Rationale for targeting Synthetics The business value of synthetic products is significantly higher than that of mineral products and therefore their potential contribution to the overall profitability is extremely important. Today, synthetics represent the number one single contributor to Mobil’s industrial business. Mobil’s significant business strength in industrial synthetics, namely, experience, application expertise, references and product line, in combination with the above business potential makes this an extremely attractive sector to target.
Financial objective Increase contribution from synthetics by min.10% per annum between 2001 and 2005.
Business objectives •
Grow sales in target sectors with high synthetics potential
•
Reprice historic business into pricing corridors
•
Establish Mobil as the leading brand of synthetic lubricants in the industrial market and for Mobil to be synonymous with the term synthetic.
Mobil brand competitive advantage •
Best products by reputation, EB approval and performance in service
•
Best application engineers, demonstrating and documenting benefits
•
Relevant proof of performance and references.
Synthetic Technology Synthetic lubricants are products of chemical reactions, where small molecules are combined in a controlled process to form complex ones. The chemical process is designed to give molecules that are identical in size and shape. The designed synthetic structure gives lubricant features that lead to significant customer benefits. In comparison, mineral oils are complex blends of hydrocarbons, produced by refining crude oil. The end result is always variable and retains some undesirable features, due to the presence of impurities.
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Synthetic Lubricants PAO Manufacturing Process
Autogaz Ethylene Naptha
Crude Oil
Distillation Tower
Synthesis
PAO
Kerosene Light diesel Heavy diesel Mineral Base Oil
Hydrotreatment Hydrocracking
HDT Base Oils (XHQ, VHQ, XHVI…)
3
Synthetic Lubricants PAO Manufacturing Process
Autogaz Ethylene Naptha
Crude Oil
Distillation Tower
PAO
Synthesis
Kerosene Light diesel Heavy diesel Mineral Base Oil
Hydrotreatment Hydrocracking
HDT Base Oils (XHQ, VHQ, XHVI…)
3
Targets
Target Sectors
Target customer type The target customer buying behaviour for synthetic sales is referred to as “Involved Buyers”. This segment:
•
is receptive to new ideas, to advanced products and engineering services
•
is looking for ways to improve their business performance
•
is open-minded
•
generally has a good technical understanding
•
is focussed on total operating cost and not lubricant budget.
High
Paper
The chief target segment by size, is ‘’A’’ customers (delivered margin from lubricants >30,000 Euro)
Target Sectors Target industries have been identified on the basis of synthetic opportunity, market size and value and Mobil’s relative business strength.
Opportunities
Invest/Build
Food Market Attractiveness
Energy
Cement
Glass Chemicals
The primary targets are :
•
Cement
•
Glass
•
Paper & Pulp, Corrugator, Tissue and Board
•
Food
With secondary targets in :
•
Energy
•
Chemicals
• •
Plastics Car Manufacturing & Spare Parts
•
General manufacturing (including first fill)
•
Steel
4
General manufacturing Plastics
Auto Man. Steel
Low Maintain High
Mobil Relative Business Strength
Manage for Cash Low
5
Targets
Target Sectors
Target customer type The target customer buying behaviour for synthetic sales is referred to as “Involved Buyers”. This segment:
•
is receptive to new ideas, to advanced products and engineering services
•
is looking for ways to improve their business performance
•
is open-minded
•
generally has a good technical understanding
•
is focussed on total operating cost and not lubricant budget.
High
Paper
The chief target segment by size, is ‘’A’’ customers (delivered margin from lubricants >30,000 Euro)
Target Sectors Target industries have been identified on the basis of synthetic opportunity, market size and value and Mobil’s relative business strength.
Opportunities
Invest/Build
Food Market Attractiveness
Energy
Glass Chemicals
Cement
The primary targets are :
•
Cement
•
Glass
•
Paper & Pulp, Corrugator, Tissue and Board
•
Food
With secondary targets in :
•
Energy
•
Chemicals
• •
Plastics Car Manufacturing & Spare Parts
•
General manufacturing (including first fill)
•
Steel
General manufacturing Plastics
Auto Man. Steel
Low Maintain High
Mobil Relative Business Strength
Manage for Cash Low
4
5
Target Industrial Situations Certain problems found in industry or specific industrial situations lead to a favourable reception for synthetics, even with customers not in the target buying behaviour segment. •
Extremes of temperature (high or low)
•
Exposure to excessive loads or contaminants
•
Excessive shut downs from mechanical problems
•
Equipment failure with mineral lubricants
•
High energy consumption
•
Excessive parts consumption, such as servo valves and bearings
•
Equipment operating above OEM design parameters
•
Inaccessible lubrication points.
In addition, critical machinery to any plant operation, which on breakdown would cause the shut down of a continuous operation at considerable cost, are prime targets for synthetic applications.
Benefits of Synthetic Lubricants The POWER of synthetics Problem solver Operation insurer W ider temperature operating range Energy savings R educed maintenance
Problem solver
Operation insurer The superior performance of synthetic lubricants offers the reliability and insurance sought, particularly for critical pieces of plant. This leads to increased equipment availability and greater productivity.
% Viscosity Increase % at 100 C 7 Mineral Oil 6 5 4 3 2 1 2 4 6 8 °
SHC 10
Time in Hours
Wider temperature operating range The typical upper operating temperature is considerably higher than for mineral oils. Even at elevated temperatures, the synthetic lubricant has an excellent resistance to oxidation, thickening and deposit formation. All resulting in better oil film and equipment protection. The absence of wax in synthetic lubricants means that low temperature properties are superior and cold start and low temperature operation are enhanced. The risk of oil starvation at both low and high temperatures is reduced, safe guarding components.
A number of industrial situations, mentioned above like extremes of temperature, excessive downtime or inaccessible lubrication points, can be remedied, or eased by the use of synthetic lubricants in place of minerals. Limited by Starting Torque
Mineral Oils Synthetics
Intermittent Service
Celsius
Continuous Service
6
7
Target Industrial Situations Certain problems found in industry or specific industrial situations lead to a favourable reception for synthetics, even with customers not in the target buying behaviour segment. •
Extremes of temperature (high or low)
•
Exposure to excessive loads or contaminants
•
Excessive shut downs from mechanical problems
•
Equipment failure with mineral lubricants
•
High energy consumption
•
Excessive parts consumption, such as servo valves and bearings
•
Equipment operating above OEM design parameters
•
Inaccessible lubrication points.
In addition, critical machinery to any plant operation, which on breakdown would cause the shut down of a continuous operation at considerable cost, are prime targets for synthetic applications.
Benefits of Synthetic Lubricants
Operation insurer The superior performance of synthetic lubricants offers the reliability and insurance sought, particularly for critical pieces of plant. This leads to increased equipment availability and greater productivity.
% Viscosity Increase % at 100 C 7 Mineral Oil 6 5 4 3 2 1 2 4 6 8 °
SHC 10
Time in Hours
Wider temperature operating range The typical upper operating temperature is considerably higher than for mineral oils. Even at elevated temperatures, the synthetic lubricant has an excellent resistance to oxidation, thickening and deposit formation. All resulting in better oil film and equipment protection. The absence of wax in synthetic lubricants means that low temperature properties are superior and cold start and low temperature operation are enhanced. The risk of oil starvation at both low and high temperatures is reduced, safe guarding components.
The POWER of synthetics Problem solver Operation insurer W ider temperature operating range Energy savings R educed maintenance
Problem solver A number of industrial situations, mentioned above like extremes of temperature, excessive downtime or inaccessible lubrication points, can be remedied, or eased by the use of synthetic lubricants in place of minerals.
Limited by Starting Torque
Mineral Oils
Intermittent Service
Synthetics Celsius
Continuous Service
6
7
Energy saving
Reduced maintenance
Typically, synthetic lubricants can reduce between 2 and 8% of current energy costs. It is achieved due to the inherent low traction coefficient of synthetic fluids, lowering temperatures in the contact zone and reducing power draw.
The high viscosity index, low traction coefficient and excellent resistance to oxidation all lead to significant improvements in oil film thickness, whatever the temperature, and cleanliness. For the customer this means longer component life, reduced equipment failure, longer oil life and lower labour costs.
Percent Increase in Efficiency (2% to 8.8%)
10 8 6
f c . o n n I , o s i s i e i v t r i D s u h t i d n I m s C n i M U W
r a e G e v i r D r e n a o e C G d n 7.7 a r u D
%
4
r 5.6 a e G n o t s o B
2
2.2
Mineral PAO Superoir flow . o C g n i s s e c o r P d o o F
8.8
e v i r D e n o C
y t i C b u H 4.4
6
Viscosity ISO VG . o C l e e t S
Improved Protection
5.8
40
. o C e l i t x e T
3.8
Equivalent Viscosity
Temperature C °
2
Gear Fatigue Test (millions of cycles)
0 Laboratory Tests
Gear Manufacturer‘s Tests
Users’ Experience
80 70
Efficiency %
60
PAO
100
50
Mineral Oil
PAO
90
40
80 30
Mineral Oil
70
20
60 0
10
20 30 40 Reduction Ratio
50 10 0
Spalling
8
Pitting
9
Energy saving
Reduced maintenance
Typically, synthetic lubricants can reduce between 2 and 8% of current energy costs. It is achieved due to the inherent low traction coefficient of synthetic fluids, lowering temperatures in the contact zone and reducing power draw.
The high viscosity index, low traction coefficient and excellent resistance to oxidation all lead to significant improvements in oil film thickness, whatever the temperature, and cleanliness. For the customer this means longer component life, reduced equipment failure, longer oil life and lower labour costs.
Percent Increase in Efficiency (2% to 8.8%)
10 8 6
f c . o n n I , o s i s i e i v t r i D s u h t i d n I m s C n i M U W
r a e G e v i r D r e n a o e C G d n 7.7 a r u D
%
4
r 5.6 a e G n o t s o B
2
2.2
Mineral PAO Superoir flow . o C g n i s s e c o r P d o o F
8.8
e v i r D e n o C
y t i C b u H 4.4
6
Viscosity
Equivalent Viscosity
ISO VG . o C l e e t S
Improved Protection
5.8
40
. o C e l i t x e T
3.8
Temperature C °
2
Gear Fatigue Test (millions of cycles)
0 Laboratory Tests
Gear Manufacturer‘s Tests
Users’ Experience
80 70
Efficiency %
60
PAO
100
50
Mineral Oil
PAO
90
40
80 30
Mineral Oil
70
20
60 0
10
20 30 40 Reduction Ratio
50 10 0
Spalling
Pitting
8
9
Mobil Synthetic Products included Product Mobil SHC 500 (522, 524, 525, 526, 527)
Key Benefits Major Application ALL – Energy Saving Hydraulic oil
Reduced maintenance costs. Reduced consumable costs (pumps, valves, filters). Extreme temperature (hi/low) capability
in the Mobil is Synthetic’ Programme ‘
Product
Key Benefits Major Application ALL – Energy Saving
Mobil SHC 800 (824, 825)
Gas turbine oil
Superior rust protection. High temperature stability. Extended life.
Mobil SHC Hydro T46
Hydro turbine oil
Extended life. Energy saving.
Mobil Synthetic Chain Lube
Chain Lubricant
Reduced deposits. Extended chain life. Reduced loads. Energy saving.
Pyrolube 830
Chain lubricant, various
Extreme oxidation resistance. Fire safety. Extended equipment life. Energy saving
Mobil Glassrex SHC
Chute and scoop for glass
Reduced deposits. Improved equipment reliability. Clean machine (ability to identify problems quicker. Lower fire risk
Mobil Pegasus 1
Gas engine oil
Extended life. Reduced deposits. Reduced maintenance costs.
Mobil Pegasus SHC
Gas engine oil
Extended life. MAN approved.
Mobil SHC 600 (624,625,626, 629, 630, 632, 634, 636,639)
Circulation/ gear oil
High temperature stability. Very low temperature operation. Wear protection. Reduced maintenance costs. Increased equipment life.
Mobil SHC PM (150,220,320, 460)
Calendar and circulating paper machine oil
Extended life. Reduced maintenance costs. Extended production period
Mobilgear SHC XMP (150, 220, 320, 460, 680)
High/Low temp. gear oil
Wear protection (micropitting). Energy saving. Increased equipment life.
Mobilgear SHC (22M, 46M, 150, 220, 320,460, 680, 1500, 3200, 6800)
Gear oil
High viscosity protection. Environmental advantages
Mobil Glygoyle HE (220, 320, 460, 680, 1000)
Worm gear oil
Performance under extremes of temperature. Energy saving.
Mobil DTE FM (32,46,68)
Food grade hydraulic oil
Food safe. Reliabi lity.
Mobil Glygoyle (11, 22, 30)
Worm gear oil
Wear protection. Energy saving.
Mobil DTE FM (150, 220, 320, 460)
Food grade gear oil
Food safe. Reliabi lity.
Mobil Glygoyle Grease 00
Semi fluid gearbox grease
High temperature stability. Wear protection. Energy saving. Leak elimination.
Mobil Compoil FM 46S
Food grade screw Food safe. Reliabi lity. compressor oil
Mobil Rarus SHC (924, 1024, 1025, 1026)
Compressor oil
Extended service. Improved oil separator life Increased equipment life.
Mobil Rarus 800 (827, 829)
Compressor oil
High/low temperature performance. Reduced deposits giving increased availability and energy savings. Increased equipment life.
Mobil Gargoyle Refrigeration oil Arctic SHC (224, 226, 228, 230, 234, 326, 424, 426, 427, NH68)
Energy saving. Improved evaporator efficiency. Increased equipment life.
Mobil EAL Arctic (22, 22C, 32, 46, 68, 100, 150, 220)
Extended service. Reduced maintenance costs, Environmentally acceptable.
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Refrigeration oil
Mobilgrease FM Various grease applications. (101, 102, 462, 007)
Food safe. Reliabi lity.
Mobilith SHC (007, 100, 220, 460, 1000)
High temp grease, Reduced running temperature. centralised Increase bearing L10 life. Lower systems maintenance costs
Mobilith SHC PM
Grease for paper Reduced running temperature. machines Increase bearing L10 life at high temperatures and in corrosive environments. Superior water wash resistance
Mobiltemp SHC (22, 32 100, 460)
High temp grease Reduced running temperature. Extended greasing interval. Increase bearing L10 life. Lower maintenance costs.
Mobilgrease 28
Special purpose grease (e.g. aviation, high speed machine spindles)
Reduced running temperature. Reduced risk of damage at high temperature. Lower maintenance costs and extended greasing intervals.
11
Mobil Synthetic Products included Product Mobil SHC 500 (522, 524, 525, 526, 527)
Key Benefits Major Application ALL – Energy Saving Hydraulic oil
Reduced maintenance costs. Reduced consumable costs (pumps, valves, filters). Extreme temperature (hi/low) capability
in the Mobil is Synthetic’ Programme ‘
Product
Key Benefits Major Application ALL – Energy Saving
Mobil SHC 800 (824, 825)
Gas turbine oil
Superior rust protection. High temperature stability. Extended life.
Mobil SHC Hydro T46
Hydro turbine oil
Extended life. Energy saving.
Mobil Synthetic Chain Lube
Chain Lubricant
Reduced deposits. Extended chain life. Reduced loads. Energy saving.
Pyrolube 830
Chain lubricant, various
Extreme oxidation resistance. Fire safety. Extended equipment life. Energy saving
Mobil Glassrex SHC
Chute and scoop for glass
Reduced deposits. Improved equipment reliability. Clean machine (ability to identify problems quicker. Lower fire risk
Mobil Pegasus 1
Gas engine oil
Extended life. Reduced deposits. Reduced maintenance costs.
Mobil Pegasus SHC
Gas engine oil
Extended life. MAN approved.
Mobil SHC 600 (624,625,626, 629, 630, 632, 634, 636,639)
Circulation/ gear oil
High temperature stability. Very low temperature operation. Wear protection. Reduced maintenance costs. Increased equipment life.
Mobil SHC PM (150,220,320, 460)
Calendar and circulating paper machine oil
Extended life. Reduced maintenance costs. Extended production period
Mobilgear SHC XMP (150, 220, 320, 460, 680)
High/Low temp. gear oil
Wear protection (micropitting). Energy saving. Increased equipment life.
Mobilgear SHC (22M, 46M, 150, 220, 320,460, 680, 1500, 3200, 6800)
Gear oil
High viscosity protection. Environmental advantages
Mobil Glygoyle HE (220, 320, 460, 680, 1000)
Worm gear oil
Performance under extremes of temperature. Energy saving.
Mobil DTE FM (32,46,68)
Food grade hydraulic oil
Food safe. Reliabi lity.
Mobil Glygoyle (11, 22, 30)
Worm gear oil
Wear protection. Energy saving.
Mobil DTE FM (150, 220, 320, 460)
Food grade gear oil
Food safe. Reliabi lity.
Mobil Glygoyle Grease 00
Semi fluid gearbox grease
High temperature stability. Wear protection. Energy saving. Leak elimination.
Mobil Compoil FM 46S
Food grade screw Food safe. Reliabi lity. compressor oil
Mobil Rarus SHC (924, 1024, 1025, 1026)
Compressor oil
Extended service. Improved oil separator life Increased equipment life.
Mobil Rarus 800 (827, 829)
Compressor oil
High/low temperature performance. Reduced deposits giving increased availability and energy savings. Increased equipment life.
Mobil Gargoyle Refrigeration oil Arctic SHC (224, 226, 228, 230, 234, 326, 424, 426, 427, NH68)
Energy saving. Improved evaporator efficiency. Increased equipment life.
Mobil EAL Arctic (22, 22C, 32, 46, 68, 100, 150, 220)
Extended service. Reduced maintenance costs, Environmentally acceptable.
Refrigeration oil
Mobilgrease FM Various grease applications. (101, 102, 462, 007)
Food safe. Reliabi lity.
Mobilith SHC (007, 100, 220, 460, 1000)
High temp grease, Reduced running temperature. centralised Increase bearing L10 life. Lower systems maintenance costs
Mobilith SHC PM
Grease for paper Reduced running temperature. machines Increase bearing L10 life at high temperatures and in corrosive environments. Superior water wash resistance
Mobiltemp SHC (22, 32 100, 460)
High temp grease Reduced running temperature. Extended greasing interval. Increase bearing L10 life. Lower maintenance costs.
Mobilgrease 28
Special purpose grease (e.g. aviation, high speed machine spindles)
Reduced running temperature. Reduced risk of damage at high temperature. Lower maintenance costs and extended greasing intervals.
10
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Pioneers of Synthetic Lubricant Mobil pioneered the development of synthetic lubricants and has ensured its market leader position through the exploitation of ExxonMobil synthetic basefluids and in-house, worldclass lubricant development expertise. Whilst others may copy, only Mobil is Synthetic.
Services Many of the services that make up the Mobil offer are appropriate to offer with synthetics. These include used oil analysis and in particular Monitor, lube charting, benefit reporting, and energy saving calculation tools. In addition gear inspections are particularly relevant for synthetics in the cement industry.
Cost Benefits of Synthetic Lubricants Maintainance Costs
Higher initial purchase price
Mineral Oils
Synthetic Oils
Time
Although the cost of synthetic lubricants is higher than mineral oils, the overall operating costs are lower, due to the benefits resulting from Reduced component parts
•
Customers have benefited from >80% reduction in filter changes
•
Customers have reduced servo valve failures to 1/5
12
Reduced equipment failure and wear and tear
• •
Customers have reduced bearing consumption by > 1/3 Customers have dramatically increase gearbox life
•
Customers have increased compressor life
Reduced maintenance manpower costs
•
Customers have substantially reduced or eliminated unscheduled shutdowns saving many manhours
Lower energy costs
•
Energy savings of between 2 and 8% can be achieved
Pioneers of Synthetic Lubricant Mobil pioneered the development of synthetic lubricants and has ensured its market leader position through the exploitation of ExxonMobil synthetic basefluids and in-house, worldclass lubricant development expertise. Whilst others may copy, only Mobil is Synthetic.
Services Many of the services that make up the Mobil offer are appropriate to offer with synthetics. These include used oil analysis and in particular Monitor, lube charting, benefit reporting, and energy saving calculation tools. In addition gear inspections are particularly relevant for synthetics in the cement industry.
Cost Benefits of Synthetic Lubricants Maintainance Costs
Higher initial purchase price
Mineral Oils
Synthetic Oils
Time
Although the cost of synthetic lubricants is higher than mineral oils, the overall operating costs are lower, due to the benefits resulting from Reduced component parts
•
Customers have benefited from >80% reduction in filter changes
•
Customers have reduced servo valve failures to 1/5
12
Reduced equipment failure and wear and tear
• •
Customers have reduced bearing consumption by > 1/3 Customers have dramatically increase gearbox life
•
Customers have increased compressor life
Reduced maintenance manpower costs
•
Customers have substantially reduced or eliminated unscheduled shutdowns saving many manhours
Lower energy costs
•
Energy savings of between 2 and 8% can be achieved
Industrial Experts
