Industrial Experts

Mobil is Synthetic
1
Why Synthetics?
Rationale for targeting Synthetics
The business value of synthetic products is
signicantly higher than that of mineral products and
therefore their potential contribution to the overall
protability is extremely important. Today, synthetics
represent the number one single contributor to Mobils
industrial business.
Mobils signicant 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 benets
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 signicant customer benets. In
comparison, mineral oils are complex blends of
hydrocarbons, produced by rening crude oil. The end
result is always variable and retains some undesirable
features, due to the presence of impurities.
DL Pocket Guide 90x210 24/4/01 5:29 pm Page 2
Synthetic Lubricants PAO
Manufacturing Process
Distillation
Tower
Crude Oil
Autogaz
Ethylene
Naptha
Synthesis
Kerosene
Light diesel
PAO
Mineral
Base Oil
Hydrotreatment
Hydrocracking
HDT Base Oils
(XHQ, VHQ, XHVI)
3
Heavy diesel
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4 5
Target Sectors
High
Invest/Build
Opportunities
Food
Glass
Cement
Steel
Plastics
Chemicals
General manufacturing
Paper
Low Maintain
High
Market
Attractiveness
Mobil Relative
Business Strength
Energy
Auto Man.
Manage for Cash
Low
Targets
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.
The chief target segment by size, is A customers
(delivered margin from lubricants >30,000 Euro)
Target Sectors
Target industries have been identied on the basis of
synthetic opportunity, market size and value and Mobils
relative business strength.
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 rst ll)
Steel
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The POWER of synthetics
Problem solver
Operation insurer
Wider temperature operating range
Energy savings
Reduced 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.
Benets of Synthetic
Lubricants
Time in Hours
2 4 6 8 10
Mineral Oil
7
6
5
4
3
2
1
Viscosity Increase % at 100C
%
SHC
6 7
Target Industrial Situations
Certain problems found in industry or specic 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.
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 lm 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.
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.
Limited by
Starting Torque
Intermittent
Service
Mineral Oils
Synthetics
Celsius
Continuous
Service
DL Pocket Guide 90x210 24/4/01 5:29 pm Page 8
Reduced maintenance
The high viscosity index, low traction coefficient and
excellent resistance to oxidation all lead to signicant
improvements in oil lm thickness, whatever the
temperature, and cleanliness. For the customer this means
longer component life, reduced equipment failure, longer
oil life and lower labour costs.
Temperature C
Viscosity
ISO VG
40
Superoir flow
Equivalent
Viscosity
Mineral
PAO
Improved Protection
0
10
20
30
40
50
60
70
80
Pitting Spalling
PAO
Mineral Oil
Gear Fatigue Test (millions of cycles)
8 9
Energy saving
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 uids,
lowering temperatures in the contact zone and reducing
power draw.
0
2
4
6
8
10
Laboratory
Tests
Percent Increase in Efficiency (2% to 8.8%)
Gear Manufacturers
Tests
Users
Experience
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Efficiency %
Reduction Ratio
0 10 20 30 40 50
100
90
80
70
60
PAO
Mineral Oil
%
DL Pocket Guide 90x210 24/4/01 5:29 pm Page 10
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 re 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 DTE FM
(32,46,68)
Food grade
hydraulic oil
Food safe. Reliability.
Mobil DTE FM
(150, 220, 320,
460)
Food grade gear
oil
Food safe. Reliability.
Mobil Compoil
FM 46S
Food grade screw
compressor oil
Food safe. Reliability.
Mobilgrease FM
(101, 102, 462,
007)
Various grease
applications.
Food safe. Reliability.
Mobilith SHC
(007, 100, 220,
460, 1000)
High temp grease,
centralised
systems
Reduced running temperature.
Increase bearing L10 life. Lower
maintenance costs
Mobilith SHC
PM
Grease for paper
machines
Reduced running temperature.
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 11
Mobil Synthetic Products included in the Mobil is Synthetic Programme
Major
Application
Key Benets
ALL Energy Saving
Mobil SHC 500
(522, 524, 525,
526, 527)
Hydraulic oil Reduced maintenance costs.
Reduced consumable costs
(pumps, valves, lters). Extreme
temperature (hi/low) capability
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 Glygoyle
(11, 22, 30)
Worm gear oil Wear protection. Energy saving.
Mobil Glygoyle
Grease 00
Semi uid
gearbox grease
High temperature stability. Wear
protection. Energy saving. Leak
elimination.
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
Arctic SHC
(224, 226, 228, 230,
234, 326, 424, 426,
427, NH68)
Refrigeration oil Energy saving. Improved
evaporator efficiency. Increased
equipment life.
Mobil EAL
Arctic
(22, 22C, 32, 46,
68, 100, 150, 220)
Refrigeration oil Extended service. Reduced
maintenance costs,
Environmentally acceptable.
Product Major
Application
Key Benets
ALL Energy Saving
Product
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Mobil pioneered the development of synthetic lubricants
and has ensured its market leader position through the
exploitation of ExxonMobil synthetic baseuids 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, benet
reporting, and energy saving calculation tools. In addition
gear inspections are particularly relevant for synthetics
in the cement industry.
Cost Benets of Synthetic
Lubricants
Although the cost of synthetic lubricants is higher than
mineral oils, the overall operating costs are lower, due
to the benets resulting from
Reduced component parts
Customers have beneted from >80% reduction in
lter changes
Customers have reduced servo valve failures to 1/5
Pioneers of Synthetic Lubricant
12
Higher initial purchase price
Mineral Oils
Synthetic Oils
Maintainance Costs
Time
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
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Industrial Experts
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