3 - Syntetic Pocket Guide

Industrial Experts

Mobil is Synthetic

1

Why Synthetics?

Rationale for targeting Synthetics

The business value of synthetic products is significantly higher than that of mineral products andtherefore their potential contribution to the overallprofitability is extremely important. Today, syntheticsrepresent the number one single contributor to Mobil’sindustrial business.

Mobil’s significant business strength in industrialsynthetics, namely, experience, application expertise,references and product line, in combination with theabove business potential makes this an extremelyattractive sector to target.

Financial objective

Increase contribution from synthetics by min.10% perannum between 2001 and 2005.

Business objectives

• Grow sales in target sectors with high syntheticspotential

• Reprice historic business into pricing corridors

• Establish Mobil as the leading brand of syntheticlubricants in the industrial market and for Mobil to be synonymous with the term synthetic.

Mobil brand competitive advantage

• Best products by reputation, EB approval andperformance in service

• Best application engineers, demonstrating anddocumenting benefits

• Relevant proof of performance and references.

Synthetic Technology

Synthetic lubricants are products of chemical reactions,where small molecules are combined in a controlledprocess to form complex ones. The chemical process isdesigned to give molecules that are identical in size andshape. The designed synthetic structure gives lubricantfeatures that lead to significant customer benefits. Incomparison, mineral oils are complex blends ofhydrocarbons, produced by refining crude oil. The endresult is always variable and retains some undesirablefeatures, due to the presence of impurities.

DL Pocket Guide 90x210 24/4/01 5:29 pm

Synthetic Lubricants PAOManufacturing Process

Distillation TowerCrude Oil

Autogaz

Ethylene

Naptha

Synthesis

Kerosene

Light diesel

PAO

MineralBase Oil

HydrotreatmentHydrocracking

HDT Base Oils(XHQ, VHQ, XHVI…)

3

Heavy diesel

DL Pocket Guide 90x210 24/4/01 5:29 pm Page 4

4 5

Target Sectors

High

Invest/BuildOpportunities

Food

Glass

Cement

Steel

Plastics

Chemicals

General manufacturing

Paper

Low MaintainHigh

MarketAttractiveness

Mobil Relative Business Strength

Energy

Auto Man.

Manage for CashLow

Targets

Target customer type

The target customer buying behaviour for synthetic salesis 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 businessperformance

• is open-minded

• generally has a good technical understanding

• is focussed on total operating cost and not lubricantbudget.

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 ofsynthetic opportunity, market size and value and Mobil’srelative 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 first fill)

• Steel


The POWER of synthetics

Problem solverOperation insurerWider temperature operating rangeEnergy savingsReduced maintenance

Problem solver

A number of industrial situations, mentioned above likeextremes of temperature, excessive downtime orinaccessible lubrication points, can be remedied, or easedby the use of synthetic lubricants in place of minerals.

Benefits of SyntheticLubricants

Time in Hours

2 4 6 8 10

Mineral Oil7654321

Viscosity Increase % at 100°C%

SHC

6 7

Target Industrial Situations

Certain problems found in industry or specific industrialsituations lead to a favourable reception for synthetics,even with customers not in the target buying behavioursegment.

• 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 valvesand 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 acontinuous operation at considerable cost, are primetargets for synthetic applications.

Wider temperature operating range

The typical upper operating temperature is considerablyhigher than for mineral oils. Even at elevatedtemperatures, the synthetic lubricant has an excellentresistance to oxidation, thickening and deposit formation.All resulting in better oil film and equipment protection.The absence of wax in synthetic lubricants means that lowtemperature properties are superior and cold start andlow temperature operation are enhanced. The risk of oilstarvation 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 forcritical pieces of plant. This leads to increased equipmentavailability and greater productivity.

Limited byStarting Torque

IntermittentService

Mineral Oils

Synthetics

Celsius

ContinuousService


Reduced maintenance

The high viscosity index, low traction coefficient andexcellent resistance to oxidation all lead to significantimprovements in oil film thickness, whatever thetemperature, and cleanliness. For the customer this meanslonger component life, reduced equipment failure, longeroil life and lower labour costs.

Temperature °C

Viscosity

ISO VG

40

Superoir flow

EquivalentViscosity

MineralPAO

Improved Protection

0

10

20

30

40

50

60

70

80

PittingSpalling

PAO

Mineral Oil

Gear Fatigue Test (millions of cycles)

8 9

Energy saving

Typically, synthetic lubricants can reduce between 2 and8% of current energy costs. It is achieved due to theinherent low traction coefficient of synthetic fluids,lowering temperatures in the contact zone and reducingpower draw.

0

2

4

6

8

10

LaboratoryTests

Percent Increase in Efficiency (2% to 8.8%)

Gear Manufacturer‘sTests

Users’Experience

Bosto

n G

ear

Dur

and

Gea

r

Con

e D

rive

Gea

r

Hub

City

Con

e D

rive

Win

smith

Div

isio

n of

UM

C In

dustr

ies,

Inc.

Text

ile C

o.

Food

Pro

cess

ing

Co.

Stee

l Co.

2.2

5.6

7.7

3.84.4

8.8

2

6 5.8

Efficiency %

Reduction Ratio0 10 20 30 40 50

100

90

80

70

60

PAO

Mineral Oil

%


Mobil SHC 800(824, 825)

Gas turbine oil Superior rust protection. Hightemperature stability. Extended life.

Mobil SHCHydro T46

Hydro turbine oil Extended life. Energy saving.

Mobil SyntheticChain Lube

Chain Lubricant Reduced deposits. Extended chainlife. Reduced loads. Energy saving.

Pyrolube 830 Chain lubricant,various

Extreme oxidation resistance. Firesafety. Extended equipment life.Energy saving

Mobil GlassrexSHC

Chute and scoopfor glass

Reduced deposits. Improvedequipment reliability. Cleanmachine (ability to identifyproblems quicker. Lower fire risk

Mobil Pegasus 1 Gas engine oil Extended life. Reduced deposits.Reduced maintenance costs.

Mobil PegasusSHC

Gas engine oil Extended life. MAN approved.

Mobil DTE FM(32,46,68)

Food gradehydraulic oil

Food safe. Reliability.

Mobil DTE FM(150, 220, 320,460)

Food grade gearoil


Mobil CompoilFM 46S

Food grade screwcompressor oil


Mobilgrease FM(101, 102, 462,007)

Various greaseapplications.


Mobilith SHC (007, 100, 220,460, 1000)

High temp grease,centralisedsystems

Reduced running temperature.Increase bearing L10 life. Lowermaintenance costs

Mobilith SHCPM

Grease for papermachines

Reduced running temperature.Increase bearing L10 life at hightemperatures and in corrosiveenvironments. Superior waterwash resistance

Mobiltemp SHC(22, 32 100, 460)

High temp grease Reduced running temperature.Extended greasing interval.Increase bearing L10 life. Lowermaintenance costs.

Mobilgrease 28 Special purposegrease (e.g.aviation, highspeed machinespindles)

Reduced running temperature.Reduced risk of damage at hightemperature. Lower maintenancecosts and extended greasingintervals.

10 11

Mobil Synthetic Products included in the ‘Mobil is Synthetic’ Programme

MajorApplication

Key BenefitsALL – Energy Saving

Mobil SHC 500(522, 524, 525,526, 527)

Hydraulic oil Reduced maintenance costs.Reduced consumable costs(pumps, valves, filters). Extremetemperature (hi/low) capability

Mobil SHC 600(624,625,626,629, 630, 632,634, 636,639)

Circulation/gear oil

High temperature stability. Verylow temperature operation. Wearprotection. Reduced maintenancecosts. Increased equipment life.

Mobil SHC PM(150,220,320,460)

Calendar andcirculating papermachine oil

Extended life. Reducedmaintenance costs. Extendedproduction period

Mobilgear SHC XMP (150, 220, 320,460, 680)

High/Low temp.gear oil

Wear protection (micropitting).Energy saving. Increasedequipment life.

Mobilgear SHC(22M, 46M, 150,220, 320,460, 680,1500, 3200, 6800)

Gear oil High viscosity protection.Environmental advantages

Mobil GlygoyleHE (220, 320, 460,680, 1000)

Worm gear oil Performance under extremes oftemperature. Energy saving.

Mobil Glygoyle(11, 22, 30)

Worm gear oil Wear protection. Energy saving.

Mobil GlygoyleGrease 00

Semi fluidgearbox grease

High temperature stability. Wearprotection. Energy saving. Leakelimination.

Mobil Rarus SHC(924, 1024, 1025,1026)

Compressor oil Extended service. Improved oilseparator life Increasedequipment life.

Mobil Rarus 800(827, 829)

Compressor oil High/low temperatureperformance. Reduced depositsgiving increased availability andenergy savings. Increasedequipment life.

Mobil GargoyleArctic SHC(224, 226, 228, 230,234, 326, 424, 426,427, NH68)

Refrigeration oil Energy saving. Improvedevaporator efficiency. Increasedequipment life.

Mobil EALArctic(22, 22C, 32, 46,68, 100, 150, 220)

Refrigeration oil Extended service. Reducedmaintenance costs,Environmentally acceptable.

Product MajorApplication

Key BenefitsALL – Energy Saving

Product


Mobil pioneered the development of synthetic lubricants and has ensured its market leader position through theexploitation 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 areappropriate to offer with synthetics. These include used oilanalysis and in particular Monitor, lube charting, benefitreporting, and energy saving calculation tools. In additiongear inspections are particularly relevant for synthetics in the cement industry.

Cost Benefits of SyntheticLubricants

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

Pioneers of Synthetic Lubricant

12

Higher initial purchase priceMineral 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 eliminatedunscheduled shutdowns saving many manhours

Lower energy costs

• Energy savings of between 2 and 8% can beachieved


Industrial Experts


3 - Syntetic Pocket Guide

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