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1 November 2013-January 2014 | LUBEZINE MAGAZINE

VOL .8 • NOVEMBER 2013-JANUARY 2014

W W W . L U B E S A F R I C A . C O M

Mitumba lubricants, an environmental catastrophy P.10Conversations on Viscometrics P.22

PLUS: WEARCHECK OPENS LAB IN MOZAMBIQUE P.5

MAIN FEATURE

OIL ANALYSIS IN TRANSFORMER MAINTENANCE

2 LUBEZINE MAGAZINE | November 2013-January 2014

Inside Front Cover

Full Page Ad


CONTENTSN E W S • I N D U S T R Y U P D AT E • N E W P R O D U C T S • T E C H N O LO GY • C O M M E N TA R Y

DECEMBER 2013-JANUARY 2014


VOL 8

12 | MAINTENANCE FEATURE

Lubricant oil analysis as a Condition Based Maintenance technique

14 | IN OTHER WORLDS

Lubrizol launches a website for motorcycle oils market

Why Motorcycle Oil Specifications are Important

20 | TECHNOLOGY FEATURE

Fresh trends in grease manufacturing processes seek to improve performance

22 | TECHNOLOGY FEATURE

Conversations on Viscometrics

25 | GLOBAL MARKET FEATURE

Smaller players claim more of the global lubricants market turf

INSIDE REGULARS

24 AUTOMATED/CENTRALIZED LUBRICATION SYSTEMS

HOW A COST-EFFICIENT OIL ANALYSIS PROGRAMME CAN PROLONG TRANSFORMER LIFE

16 | COVER FEATURE

“Mitumba” lubricants, an environmental catastrophy

MARKET FEATURE

10

2 | Editor’s Desk4-6 | The Market Report African lubricants market

attracts investors

to fulfill emerging needs

WearCheck opens lab in

Mozambique

TBS embarks on testing of

lubricants

Alarm over substandard

oils in Tanzania market

8 | Frequently Asked Questions

26 | The art of selling lubricants: Perspective of a Kenyan salesman


EDITORIAL

W elcome to our fi rst copy of Lubezine for

the year 2014. Our team wishes you a

prosperous year ahead as we usher in

another exciting year in which we will

bring you incisive and comprehensive lube

reports, analyses and technology updates,

particularly those affecting the African continent.

Maintenance trends are changing globally, with maintenance

programs now shifting from the so-called run-to-failure and

preventive maintenance to condition-based maintenance. The

condition-based scheme allows maintenance personnel to care-

fully schedule plant shutdown and address the specifi c machinery

problems that had, prior to the shutdown, been detected via CBM

techniques.

As far as lubricants and lubrication is concerned, the key

condition-based maintenance technique commonly used is oil

analysis. In this edition, we elaborate in detail how this technique

fi ts seamlessly into the overall CBM program. We have particu-

larly focused on how this technique is applicable to transformer

maintenance in our cover article.

Our regular contributor, Mr. Baraka, excites an interesting

debate on the environmental impact of using of recycled base

oils in the formulation of lubricants. His aptly titled ‘Mitumba’

(Second Hand) lubricants make for a both insightful and interest-

ing read. Our Last Word column provides a Kenyan sales and

marketing executive’s perspective on marketing lubricants.

Sales executives are always at the front end of any business as Mr.

Ndaka argues in his article.

Tanzania is one of the most important lubricants market in the

East African region. We have reports of the steps being under-

taken by the Tanzania Bureau of Standards (TBS) in regulating

that market. Counterfeit lubricants continue to hurt lubricants

business in many African countries. But with such stringent steps

as those taken by TBS, this malpractice can be controlled. We

gratefully thank our loyal advertisers, professional contributors,

including our 3,000-plus strong readership outreach. Thanks to

your unwavering support, Lubezine Magazine continues to be the

premier source of lube information in the region. .Welcome

Towards Condition-based Maintenance

EDITOR’SDESKVOL 8 • NOVEMBER 2013-JANUARY 2014

WearCheck opens lab in MozambiqueTurn to P.5

Publisher:Lubes Africa Ltd

Editor: Nyakundi Nyagaka

Design & Layout: Andrew Muchira

Contributors: Samuel Macharia

James Wakiru

Joseph Ndung’u

Mohamed Baraka

Crispin Mbogo

Richard Ndaka

Mehrdad Vajedi

Neil Robinson

Photography: Bettercom Media services

Lubezine library

Art Direction: Zeus Media Ltd

[email protected]

Advertising & Subscription:

[email protected]

www.lubesafrica.com

Subscriptions: Lubezine is free to qualified subscribers who are involved in the lubricants industry as manufacturer’s end-users, marketers and suppliers to the oil industry. Lubezine is a quarterly publication of Lubes Africa Ltd. All rights reserved. No part of this publication may be produced or transmitted in any form including photocopy or any storage and retrieval system without prior written permission from the publishers.






MAIN FEATURE


Maintenance trends are changing globally, with maintenance programs now shifting from the so-called run-to-failure and preventive maintenance to condition-based maintenance.

Joseph Ndung’u


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Mobil, Oando Plc, Forte Oil Plc

and MRS Oil Nigeria Plc.”

Frost & Sullivan analysis

presented at the conference

indicated a positive outlook

for lubricant manufacturers

and distributors in Nigeria.

THEMARKETREPORTNEWS • BRIEFING • NEW PRODUCTS • TECHNOLOGY

LUBRICANTS CONFERENCE

T he 2nd ICIS African

Base Oils & Lubricants

Conference took place

at the Southern Sun Cape Sun

Hotel in Cape Town on 6th and

7th November. The event drew

crowds from a number of top

chemicals companies, including

ExxonMobil, Engen, Chevron,

Petronas, Lubrizol, Total, and

PetroSA, providing a leading

platform for identifying and

establishing further insights

into the various markets

associated with base oils and

lubricants across Africa.

Anthony Lawrence, Research

Analyst for the Chemicals, Mate-

rials & Foods (CMF) unit at Frost

& Sullivan, delivered a presenta-

tion focused on identifying key

African Mega Trends infl uenc-

ing both the automotive and

industrial lubricants markets on

the African continent.

Mega Trends not only open

up substantial opportunities

to companies on a global level,

but they also signifi cantly alter

the competitive structure of the

industries in which companies

operate, and the players within

them.

“In the competitive landscape

in South Africa, fi ve tier one

petrochemical companies hold

between 80 and 90 percent of

the industrial lubricants market.

These companies include Shell,

Chevron, Engen, Total and

Castrol,” noted Lawrence. “

While in Nigeria, just over 70

percent of the total lubricants

market is held by six tier one

companies, which include Total

Nigeria Plc, Conoil Plc, Exxon-

African lubricants market attracts investors to fulfill emerging needs

Frequently Asked Questions See also P.8

In the competitive landscape in South Africa, five tier one petrochemical companies hold between 80 and 90 percent of the industrial lubricants market

The study revealed signifi cant

growth from a total estimated

volume for lubricants of 185,000

metric tonnes in 2011 to more

than 274,000 metric tonnes in

2012. Nigeria’s total lubricants

volume for 2012 is expected to

reach just short of three times its

volume by 2022.

Sandy Reid-Peters, Marketing

Technical Support Engineer

from ExxonMobil Chemical

Company, presented on the

outlook for energy and the role

that synthetic lubricants has in

improving energy effi ciency

He also expanded upon the

drivers growing energy demand

across Africa, and how synthetic

lubricants will be able to address

fuel effi ciency whilst facilitating

in the reduction of emissions.

It was noted that the market

for synthetics is becoming an

even greater opportunity for

many petrochemical compa-

nies, traders and the like.

David Gamble, Senior

Tribologist and Technical

Support to Supply Chain from

Anglo American, provided

the audience with in-depth

knowledge of the different types

of machinery used in mining,

which accurately put volumes

consumed within the mining

sector into perspective.

He later elaborated on areas

that may present themselves

as future opportunities for new

suppliers of lubricants within

the market.

Gamble also pointed out that

country government pressures

are on the increase and it is

becoming more apparent that

mining ventures should look

to buying products from local

suppliers. It therefore seems

apparent that joint ventures,

agencies, and distributors may

be the route to take in terms of

the supply of lubricants. .

Anthony Lawrence, ResearchAnalyst for the Chemicals, Materials & Foods (CMF) unit at Frost & Sullivan.


Condition monitoring

specialists WearCheck

recently extended

their growing African foot-

print from southern Africa to

Mozambique Tete Province,

where they service the region’s

burgeoning precious stone and

coal mining industries.

This follows hard on the

heels of the recent launch

of WearCheck’s fi rst West

African laboratory, in Ghana.

WearCheck Mozambique

offers a range of condition

monitoring services, including

oil analysis, coolant testing and

Of major concern is that the mitumba base oils are industrial wastes.And according to the Basel convention signed in 1992, these base oils should not be transferred

across borders without approval of the receiving country at the request from the exporting country.

Turn to

The Tete laboratory joins an expansive network that support large industry clusters such as earthmoving, industrial, transport, shipping, aircraft and electrical operations

24-hour sample turnaround

time.

Managing director Neil

Robinson explains, ‘The

concept of analysing oil

samples from a machine or

component is similar to that of

taking a blood sample from a

person – the results determine

the health status of the unit.

WearCheck’s highly skilled

diagnostic team then analyses

the results and recommends

how to rectify any abnormal

fi ndings.’

The Tete laboratory –

WearCheck’s tenth, joins an

P.10

expansive network that is

strategically positioned to

support large industry clusters

such as earthmoving, industri-

al, transport, shipping, aircraft

and electrical operations.

According to WearCheck,

this laboratory has instru-

ments that comply with

international standards and

represent a signifi cant invest-

ment in technology for the

company.

WearCheck is also in the

process of translating custom-

er-training documentation

into Portuguese, to assist local

customers in Mozambique.

The nine other WearCheck

laboratories operate in South

Africa, Ghana and Zambia,

Zimbabwe and Namibia. .www.wearcheck.co.za

WearCheck opens lab in Mozambique

BUSINESS EXPANS ION

Mr.Gabriel Perengue the Laboratory Manager of WearCheck Mozambique.


T anzania last December

launched its testing

machine that will be

used to test lubricants and oil

products , previously tested by

the Kenya Bureau of Standards

in Kenya.

Deputy Minister for Trade

and Industries, Mr. Gregory

Teu, told the Daily News,

ahead of the launch, that the

machines will not only relieve

Tanzania from the cost of

sending samples to Kenya, but

will also ensure the products’

quality authenticity.

Mr. Teu said the machine

had already arrived at the

Tanzania Bureau of Standards

(TBS) and was awaiting instal-

lation to be ready for operation

early in 2014.

“We have good news for

manufacturing, automotive

and transport industries - we

have procured our own plant

for testing lubricants and oil

products instead of sending the

samples to Kenya as was the

case before. The move will be

of great economic advantage to

our country,” he said.

The new development

came hot on the heels of the

country’s recording of another

achievement by installing a

state-of-the-art machine at TBS

for fuel testing, which was also

previously done in Mombasa,

Kenya.

TBS Principal Standards

Offi cer, Mr Nickonia Mwabuka,

told the Daily News during the

Tanzania Automotive Exhibi-

tion that machines and engines

in the country might have

short life spans due to the kind

of oils and lubricants applied.

He said local manufactur-

ers and transporters should

always consult the Bureau

when in doubt of the qual-

ity of oil products they are

using, otherwise they risked

damaging their machines.

Although of late the problem

of substandard lubricating

materials has largely been

curtailed, Mr Mwabuka was of

the view that extra care should

be taken as there were reports

of substandard products still

being smuggled in through

unoffi cial routes.

He said when using quality

lubricants and oil a motor vehi-

cle engine has the capacity of

running for between 8000 km

to 10,000km instead of 5000km

as was currently the case.

“Many machines will last for

only half of their expected life

span if they keep on consum-

ing substandard lubricants. It is

high time the trend changed so

the industry could realise value

for money spent to maintain

the machines,” he said. .

MOTORISTS should now think twice before buying engine oils, or any other forms of lubricants following discovery of presence of substandard engine oils, brake fluids and other forms of lubricant products scattered across the country.

It was just in a span of a day since the Tanzania Bureau of Standards (TBS) issued a public warning on the presence of the inferior lubricants when one

City dealer Ms Zib Enterprises saw its godown being closed down yesterday for keeping the products suspected to have been imported from the United Arab Emirates (UAE).

According to the TBS Principal Standards Off icer Mr Nickonia Mwabuka, of late the Bureau has come across rampant importation and supply of inferior lubricants which is extremely dangerous to life of motor vehicles engines.

“Our inspectors carried out market surveillance and discovered that Zaib Enterprise was involved in supplying substandard oils and lubricants,” he alleged, adding: “We have now closed it down for more investiga-tions and actions according to the law.

TBS off icials and the police had to ensure tight security and close supervision as the godown, situ-ated at Vingunguti area in Ilala

Municipality was being closed down and sealed with heavy duty lockers.

As an exercise to nab more other importers and suppliers of the substandard products has been off icially launched, TBS has warned all dealers and motorist to be careful when purchasing and changing oils and lubricants for their vehicle engines or else incur massive loss. .Source: Daily News TZ

QUALITY CONTROL

THEMARKETREPORTNEWS • BRIEFING • NEW PRODUCTS • TECHNOLOGY

TBS embarks on testing of lubricants

Alarm over substandard oils in Tanzania market


Environmental management is co-ordinated by the National Environmental

Management Environment (NEMA) in Kenya.Energie bewegt uns

1-2 April 2014 in StuttgartInformationen über: Kraft- und Biokraftstoffe Schmierstoffe Additive Grundöle

Get-together – Abendevent

Information about: Fuels and Biofuels Lubricants Additives Base Oils

Get-together

Simultanübersetzung

Simultaneous translation

dt.-engl. / engl.-dt.

Weitere Informationen / More information: www.umtf.de

Veranstalter / Organizer: UNITI-Mineralöltechnologie GmbH · Jägerstraße 6 · D-10117 Berlin

Ansprechpartner / Contact person: Edwin Leber / Carmen Fogel · Phone: +49 (0)30-755-414-400

Fax: +49 (0)30-755-414-474 · Mail: [email protected] / [email protected]

Phot

o: F

UC

HS

EURO

PE S

CH

MIE

RSTO

FFE

GM

BH

Veranstalter / Organizer Kooperationspartner /Cooperation Partners

Anmeldung /Registration

Medienpartner / Media Partners:


We encourage technical questions from our readers. Lubezine’s team of lubricants specialist will be on hand to answer your queries. E-mail: [email protected]

All global coolant specifications and standards have quality requirements for the water appropriate for use in a coolant product

FAQSSmall players gain lubricants market share

See also P.25

Why should one use special oil for limited slip diff erentials?It is important that one uses

limited slip differential oil

for limited slip differentials. When one is

driving on uneven surface condition like

mud, the power distribution between

two drive shafts is not equal as more

power is shifted to the wheel with less

resistance. This causes the wheel to

slip. Limited slip differentials are able

to effectively lock the two half shafts,

ensuring equal power distribution.

When this limited slip differentials are

used, high shock loadings occur on the

clutch system in the differential which

may cause wear and slipping. The use of

incorrect oils can lead to clutch degrada-

tion and vibration.

Can I top up engine mineral oil with a synthetic oil and vice versa? Yes it is okay. The synthetic

fl uids (polyalphaolefi ns) used in engine

oils are man made or lab made formats of

mineral oil and are therefore compatible

with mineral oils. In semi-synthetic

formulations, mineral oils and synthetic

oils are mixed in different proportions

in the formulation. Main disadvantage

when topping up using synthetic oil is

that the synthetic oil is expensive and

one will be negating the benefi ts it would

provide if used alone like good cold start,

good high temperature performance and

long drain intervals.

Should I use pre-mixed or concentrate cool-ant?The main issue here is that a

premixed coolant is used as

is, while a concentrate will require one to

dilute to the recommended proportions.

It is required that one uses de-ionized

water to dilute the concentrate in order

to derive the required performance of the

coolant. The pre-mixed coolant already is

diluted using the de-ionized water.

De-ionized water free of dissolved miner-

als is required for use in coolant since

minerals and particulate making it ideally

suited for use in coolants

What does API GL mean?API stands for American

Petroleum Institute and GL

stands for Gear Lubricant. API

is the body mandated to license engine and

gear lubricants. For the gear oils see below

the defi nitions:

• API GL-1 Straight mineral oil.

• API GL-2 Mild EP for worm gear oils.

• API GL-3 Mild EP for spur and spiral

bevel gears in axles and transmissions.

• API GL-4 Medium EP, moderate severity

hypoid gears, manual gearboxes.

• API GL-5 High EP, all hypoid axles,

some manual gearboxes.

• API GL-6 Extra high EP, now obsolete. .

minerals contribute to scale formation,

which impedes effi cient functioning of

the coolant system, leading to a failure. All

global coolant specifi cations and standards

have quality requirements for the water

appropriate for use in a coolant product.

Piped or bore hole water can contain

appreciable amounts of dissolved minerals

and fi ne particulate and is not recom-

mended to dilute coolant concentrate for

this reason. De-ionized water has been

specifi cally processed to remove dissolved

FREQUENTLY ASKEDQUESTIONS


Early Bird Fee Available if you register & pay by 23 February 2014!

With Participation From:

Mr Mohammed El Sadek Director – Lubricants Marketing, ENOC Lubricant, ENOC International Sales LLC, UAE

Dr Nadim Najim Deputy Ceo Division, Al Khaja Holding, UAE

Ms Geeta S. Agashe Senior Vice President, Energy, Kline & Company Inc, USA

Dr H.E. Henderson President, K & E Petroleum Consulting, LLC, USA

Dr Valentina Serra-Holm Marketing Director, NYNAS AB, Sweden

Senior Executive The Bahrain Petroleum Co B.S.C. (Closed), Bahrain

Mr Binsu Joy Category Manager Base Oils, Europe & AMEP, Chevron Alkhalij, UAE

Senior Executive, Chevron Oronite

This is only a partial list of speakers. The final agenda will feature additional speakers.

Network with the experts, senior decisions makers and deal makers in one location. Extended networking opportunities with the 22nd Annual MPGC held back to back!

New Capacity and Impact on Global Demand and Supply Dynamics

16 - 17 APRIL 2014DUBAI

Key Topics to be CoveredSESSION I: The Influence of Crude Oil Prices on Base Oil

Economics and Production

SESSION II: Global Capacity Changes and Impact on Demand and Supply Dynamics

SESSION III: Latest Trends and Innovation in Base Oil and Lubes Technology

SESSION IV: Transportation and Logistics Overview in the Middle East & Asia

Code

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Plus! Half-Day Optional (Post-Conference) Workshop on:BASE OIL PROCESSING AND UTILIZATION APPLICATIONS:• Use of base oils in Automotive and heavy duty engine oils• What base oils are used and why?• Current and future quality directions is in the Middle East

By: Dr. H E Henderson, President, K&E Petroleum Consulting, LLC, USA

1.30pm – 5.30pm, 17 April 2014, Venue to be advised

Media Sponsors:Jointly Organised by:

THE CONFERENCE CONNECTION INC.Connec t ing Global Bus ine s s e s .

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T here has been a

marked increase

in lubricants

manufactured from

recycled base oils

in the East African

market. The lubricants

are imported either as

finished lubricants

or base oil which are

then blended locally

to produce harmful

lubricants. Most of

these base oils and

lubricants originate

from the United Arab

Emirates. The lubri-

cants manufactured

from recycled base oil

are 20 to 30% cheaper

than products manu-

factured from virgin

base oils but they

promise to be an envi-

ronmental time bomb.

Base oils are the major component in a

fi nished lubricant consisting between 80 and

99% of the fi nished product. The balance is

chemical additives that are added to enhance

the performance and these are added at the

recommendation of the additives manufac-

turer to meet pre-determined international

specifications such as those of American

Petroleum Institute (API) and the original

manufacturers’ equipment requirements.

The Kenya Bureau of Standards reacted

to the infl ux of the substandard lubricants

by setting the minimum specifications for

lubricants, a move that has been taken by

the other East African authorities of quality

standards. The result is the collective decision

to set minimum specifi cation for lubricants

as follows:-

• API CD for diesel engines

• API SF for petrol engines

However, even with this attempt, these

specifi cations are obsolete at least according

PRODUCT QUAL ITY

F E A T U R EM A R K E T

“Mitumba” lubricants, an environmental catastrophy

to the American Petroleum Institute’s latest

engine oil specifi cations in addition to other

recently set up standards. The East African

lubricants set market standards are therefore

low. They are supposed to give a minimum

drain interval of 3000 to 5000 kilometers. If

drain intervals are over extended, the life of

equipment is reduced significantly due to

increased engine wear.

For a lubricant to achieve any standards,

the additive producer develops the additive

which is blended into a lubricant that is

tested in various engines. Typically these

products are made from virgin base oils in

order to qualify for the specifi cation. Prod-

ucts made from re-cycled base oils cannot

qualify under any international standards.

Recycled base oils are material processed

By Mohamed BarakaMohamed Baraka holds a Bsc. degree in Chemistry and Mathematics from Nairobi University.He is the Managing Director of Synergy Lubricants Solutions and has worked in the oil industry since 1975. [email protected].



See also

P.22from used oils. Large users of lubricants have

serious problems of disposal of the used oils

they generate. As a result, the used oils are

collected and stored in vertical tanks and

thereafter they are subjected to vibration and

fi ltration to remove the solid particles which

include carbon. The base oils do not undergo

any chemical change and so contain the

cancer causing properties of used oils. Other

dangers include impurities like glycols from

brake fl uid and engine coolants, transformer

oils, gear oils and additives that are used in

grease which might include lead.

The impurities in each base oil batch vary

from one batch to another depending on the

source of the used oil. It is for this reason they

cannot be used for formulating quality lubri-

cants as the quality of the fi nished lubricant

cannot be predicted.

Furthermore, some of the impurities inter-

fere with the performance of the lubricants.

For example, glycol will make the fi nished

lubricant thicken faster than a similar prod-

uct made from virgin base oils.

Of major concern is that the mitumba base

oils are industrial wastes. And according to

the Basel convention signed in 1992, these

base oils should not be transferred across bor-

ders without approval of the receiving coun-

try at the request from the exporting country.

The Basel convention further advocates that

such hazardous material be used at the source

country as fuel materials in cement kilns.

The Basel convention by the United

Nation’s Environmental Program (UNEP) was

initiated when it was discovered that devel-

oped countries were increasingly disposing

their industrial waste in under-developed

countries who until recently did not fathom

the grave effects of recycled base oils.

This begs the question: Why are we still

importing substandard and harmful base

oils? First off, they present a cheaper option

for consumers who dare to use these base

oils since they are 30 to 40% cheaper than

the virgin base oils. Other beneficiaries of

this harmful trend are the blenders who are

making handsome profi ts at the expense of

genuine industry players. The reality is how-

ever, that it is all is false economics as far as

the end-user is concerned. Whereas a product

of equal quality made from virgin base oil can

give you a drain interval of X kilometers; the

product made from recycled base oil will give

you 1/3X kilometers. This means the end-user

uses 3 times more oil and 3 times more fi lters,

all these are disposed of in the environment

eventually contaminating both ground and

underground water.

As they say 1 liter of used oil contaminates

1 Million liters of water. With Kenya being

a water stressed country, there’s no doubt

that recycled base oils are a real threat to the

increasingly scarce water sources.

A good example is the use of recycled base

oils in lubricating the power saws chains that

are used in the forests which are the main

water catchment areas. Because these oils are

poorly formulated and cheap, the usage is

very high further exposing the water sources

to increased risk of contamination.

These oils increase maintenance costs as

well as reducing the life of equipment. This

reduction in equipment life means frequent

machine repair and replacement of spare

parts, which translates to slower production

and subsequently higher operating costs.

Ultimately the equipment will end up in the

scrap yard prematurely.

From the foregoing Kenya and Africa in

general should be wary of increased dump-

ing and use of recycled base oils in view of the

damages they cause to human health, equip-

ment and the environment. It is important

that Government regulatory bodies’ step up

more aggressively and monitor the type of

base oils used in lubricants production.

The good news is that Kenya’s Bureau of

Standards is working on new standards to

check on the quality of base oils imported into

the country. This will defi nitely go a long way

in sealing all the loopholes currently facilitat-

ing the importation of the harmful base oils.

The anticipated result will be reducing the

dangers posed to the environment, human

health and animals as well as save industry

players a coin or two. .

The Kenya Bureau of Standards reacted to the influx of the substandard lubricants by setting the minimum specifications for lubricants, a move that has been taken by the other East African authorities of qualitystandards.






MAIN FEATURE


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What is Condition Based Maintenance (CBM)

Di f f e r e n t

s c h o l a r s

have defi ned

Condition

Based Maintenance

(CBM) in different ways.

Some indicate CBM also

as predictive mainte-

nance. In general, CBM

is a technology that

strives to identify incipi-

ent faults before they

become critical which

enables more accurate planning of the preventive

maintenance.

The main purpose of CBM is to reduce the

cost of performing corrective maintenance

on systems and equipment by requiring

corrective/restorative maintenance actions

only when the deterioration of the system or

equipment justifi es the maintenance action.

Condition Based Maintenance (CBM) bases

maintenance need on the actual condition of

the equipment or machine and not any preset

schedule. This differs from the preventive

maintenance, which is time-based and activi-

ties such as changing a lubricant which are

also based on time.

For example, most car owners change the

engine oil every 5,000kms. Here there is no

checking of the actual condition and perfor-

mance capability of the oil. If the car owner

had his used oil analyzed to determine the

actual lubricant condition and properties, he

may be able to extend the oil change to more

kilometers say 10,000 kms.

This is the vital core differentiator that

predictive maintenance is used to define

needed maintenance task based on quanti-

fi ed equipment condition. It uses the actual

operating condition of plant equipment and

F E A T U R EM A I N T E N A N C E

PREDICT IVE MAINTENANCE

Lubricant oil analysis as a Condition Based Maintenance technique

systems to optimize total plant operation. A

comprehensive predictive maintenance man-

agement program utilizes a combination of

the most cost-effective tools like:

i) Thermography

ii) Vibration monitoring

iii) Oil Analysis

iv) Ultrasonic technology

Central to the CBM policy is the use of con-

dition monitoring (CM) information for plan-

ning and scheduling maintenance routines.

Condition monitoring involves observing

some component or system condition-related

variables throughout the asset’s lifetime.

Thus the degree of deterioration or degrada-

tion is determined more accurately.

CBM is the most desirable scheduling

option where asset failure has high conse-

quence, when periodic observation is possible

and practical, and when it is the cost-effective

option.

Lubricants oil analysisOne of the basic technologies of condition

based maintenance (CBM), is lubricating oil

analysis. The reason for this is that lube oil

analysis is a very effective tool for providing

early warning of potential equipment prob-

lems. The goals of oil monitoring and analysis

are to ensure that the parts requiring lubrica-

tion are lubricated properly.

This occurs by monitoring the condition of

both the lubricant and the internal surfaces

that come in contact with the lubricant. Some

plants maintain their own oil analysis labo-

ratories, while others send the samples to a

recognized laboratory outside their plants.

The outside laboratories normally produce a

very comprehensive independent report, in

a very short time, and at an affordable cost.

As lubricant and machine conditions

deteriorate, the physical properties, chemical

properties of the oil, wear and contaminant

levels will change. By monitoring and trend-

ing these changes in a given time, setting

James has been working in the lubricants industry in the areas of sales, marketing and technical support.

By James Wakirulimits for acceptable operation, lubricants

and equipment problems or potential failures

can Identifi ed fast and resolved.

A vital component in understanding and

determining the exact cause of oil-related fail-

ures or problems is the ability to identify and

classify the types of wear and contaminants

present as well as knowing their suspected

source. This exercise will require an under-

standing of physical and chemical properties

of the lubricants being used, the type of metals

used in the internal components within the

equipment where lubricants are used, and

the various sources of contamination that

can enter the system internally or externally.

Wear and contamination can be classifi ed

in four different categories:

System wear or contamination System generated wear or contamination can

be a combination of ferrous and non-ferrous

particles that are generated from the parts

of the equipment like bearings, rings, seals,

and other internal components that come

in contact with the lubricant. Abrasive wear

from metal particles and other contaminants

circulating in the system, metal surface

fatigue, loss of film thickness or strength,

and other fault conditions can be detected by

analyzing the used oil.

Information regarding the amount, size,

and types of particles is required, in order to

determine what component in the system

is wearing, how severe the condition is, and

what corrective actions may be required.

Typical elements monitored to assess the


amount of system or internal wear present

include: iron, copper, tin lead, aluminum,

chromium, silver nickel, titanium, and anti-

mony.

Particles generated from system wear con-

tamination pose the following dangers:

• The particles are mostly abrasive to the

metal surfaces they come in contact with.

• They may also chemically interact with

the oil itself, causing the formation of

sludges and gums. These will corrode

metal surfaces, deplete additives, and

accelerate the chemical breakdown of the

lubricant.

• Smaller particles pass through the bearing

clearances and contact areas, cutting away

at the metal surfaces they come in contact

with. This results in the damage to the

metal surfaces, fatigue, and the generation

of new particles that will be introduced

into the system.

• In some cases these particles may also

imbed themselves in the metal surfaces.

This creates a surface anomaly that acts as

a cutting tool against the opposing bearing

surface.

Contamination from external sourcesContamination from airborne particulates

(dirt, coal dust, organics), process fluids

(Freon, acids), and other external processes

are another source of contamination that

can affect lubricant and machine condition.

These contaminants typically enter lubrica-

tion systems from the outside environment

through breathers, fill/vent plugs, access

covers, and other entry pathways.

Typical parameters monitored to assess the

amount of external contamination present

include Fourier transform – infrared spectros-

copy, and elemental levels of silicon, sodium,

boron, and potassium.

WaterOne of most common and damaging sources

of contamination is water/moisture. Even at

low levels, the presence of water will corrode

metal surfaces (rusting), increase oxidation,

and reduce the oil fi lm strength which leads

to increased wear. There are a variety of

sources where water can come from cooler

leaks, seal leaks, condensation and pathways

into the lube oil system through breathers,

access covers, vents, and other opening.

Water may exist in three different states;

1) Free water, 2) Emulsifi ed water and 3) Dis-

solved water.

It is important to understand the source of

water ingression, so that adequate corrective

actions can be taken to eliminate the problem.

Water is one of the most harmful con-

taminants that can affect lubrication systems

since it degrades both lubricant and machine

condition.

Water poses the following dangers to the

system:

• Water will increase the rate of oxidation,

and deplete additives through the process

of hydrolysis.

• Insoluble acids are created that cause cor-

rosion of the metal surfaces, pitting, bear-

ing fatigue, and the generation of abrasive

rust particles.

• The rust particles accelerate machine wear

as they act like catalysts.

• The acids also breakdown the chemical

properties of the lubricant. This leads to

the formation of sludge and varnish.

• Large amounts of water can lower viscos-

ity and reduce fi lm thickness, to the point

where metal-to-metal contact may occur.

The end result is inadequate lubrication

and reduced bearing life.

Products from degradation of lubri-cants Lubricants are formulated and manufactured

with high quality base stocks and additive

packages. The additive package causes the

lubricant to withstand chemical degradation

or breakdown during normal operation. As

the lubricants are used, they age and due

to the presence of heat and oxygen, they

also undergo oxidation, additive levels are

depleted and eventually insoluble acids and

oxides are formed. As insoluble acids accu-

mulate, the viscosity of the lubricant will

increase, causing greater fluid friction and

an increase in operating temperatures. These

high temperatures will increase the rate of

oxidation and the chemical breakdown of

the lubricant.

This process is accelerated under abnormal

conditions such as high operating tempera-

tures, water contamination, air entrainment,

and excessive machine wear. The oxidation

deposits may harden and adhere to the

surfaces causing lacquering. In hydraulic

systems where the lubricant is utilized as a

medium, the sludge may block the system as

well as cause erratic operation of the system.

Typical parameters that are monitored to

evaluate the chemical breakdown of lubri-

cants and oxidation include:

• Fourier transform (infrared spectroscopy).

• Total acid number (TAN).

• Elemental levels of zinc, phosphorous,

barium, calcium, magnesium, and molyb-

denum in parts per million (ppm).

Lubricant oil analysis plays a vital part

in evaluating contamination levels and

managing the condition of the lubricant

and machine components. Setting threshold

limits for lubricant properties, contamina-

tion, wear metals and measuring actual

equipment performance against these limits,

abnormal conditions can be quickly identi-

fi ed and resolved before internal equipment

or component damage occurs.

Two areas key in machinery lubrication

are the condition of the lubricant and the

condition of the surface lubricated. These two

issues can be found from the lubricant sam-

ples extracted from the lubrication system.

This yields important information about the

internal machine condition.

ConclusionWith lubricant oil analysis as part of the

CBM policy in any plant, equipment avail-

ability can be enhanced, unplanned repairs

avoided, scheduled downtimes incorporated

and better asset management attained in the

whole life cycle of the asset. These eventually

leads to longer useful life of the equipment,

better returns and lower operating and main-

tenance costs which directly improved the

plant economics. .

Automated/Centralized Lubrication Systems

See also

P.24

Source:Wearcheck


I N O T H E R W O R L D SB Y J O S E P H N D U N G U

O n October 4, 2013, The Lubrizol

Corporation announced the launch

of a website, MCEO.com, designed

as an information hub for oil marketers,

original equipment manufacturers (OEMs),

and anyone seeking to know more about

the motorcycle market and oils specifi cally

designed for motorcycle engines. (See

excerpt below) . According to Lubrizol, the

site increases awareness of the unique and

challenging lubrication requirements for

motorcycle engines, the stringent demands

placed on motorcycle oils and highlights

the need for lubricants specially designed

for motorcycles.

“We wanted to make it easier for all

the stakeholders to have the information,

resources and links they need at their

fi ngertips to explore opportunities in this

fastest growing transport sector in emerg-

ing markets” explained Eric Lindenfelser,

global business manager - small engines

Lubrizol launches a website for motorcycle oils market

INFORMATION SOURCE

2-stroke motorcycle engine oilsNotwithstanding the environ-mental regulations, there are millions of 2T motorcycles and scooters in use around the world.

2T engine oil specifications have been developed to allow adequate protection against piston and cylinder scuff ing, ring sticking, exhaust blocking and reduction in smoke levels which arises from the need to alleviate smoke problems in urban environments. 2T motorcycle engine oil specifications have been developed to address these issues to aid the optimisation

and formulation of 2T engine oils.

4-stroke motorcycle engine oilsGlobal environmental and emission regulations have seen a move from two-stroke (2T) engines to four-stroke (4T) engines in the motorcycle market. As such four-stroke motorcycle lubricant specifica-tions and requirements are diff erent from those of 2T and also diff erent from passenger car engine oils. 4T engines have very high power, run at high revs and high temperatures. 4T clutches need

special friction properties to balance clutch slip versus clutch snatch and the engine oil is important for cooling the clutch plates. Gearboxes are compact and the gear sets narrow. Small size, high engine power and typically air-cooled design can lead to oil shear, gear scuff ing/pitting and higher thermal loading. 4T motorcycle engine oil specifications have

been developed to address these issues to aid the optimization and formulation of 4T engine oils.

Motorcycle Engine Oil (MCO) Industry stand-ards The established and most widely recognized industry standards for MCOs are summarized in the table below:

at Lubrizol. “It is not uncommon that oils

designed for today’s modern passenger car

engine are used in motorcycles. However,

these applications have contrasting lubri-

cation needs that make the use of dedicated

motorcycle oil products the preferred

lubrication approach. MCEO.com focuses

on misconceptions and explains the dif-

ferences between performance needs that

help determine the right oil for the right

application.” .Source. www.lubrizol.com

Why Motorcycle Oil Specifications are Important

a) JASO: Japanese Automobile Standards Organization (formal “On-file” notification process)

b) API: American Petroleum Institute (no formal approval process exists)c) ISO: International Organization for Standardization (no formal approval process exists).www.mceo.com

Application Industry Body

JASOa APIb ISOc

2-Stroke Motorcycles M345:2004 SAE J2116:2003 13738:2011(E)

4-Stroke Motorcycles T903:2011 - 24254:2007(E)


PROTECTINGAND CONNECTING

www.multisolgroup.comEmail [email protected]

Tel +230 468 1709 / 1723

Contact Rakesh Roopnarain

Address Multisol Mauritius Ltd, The Catalyst Building, Ebene, Mauritius

From speciality chemicals to high performance lubricants, Multisol is a global leader in the formulation and distribution of high value hydrocarbon additives and base oils.

From supply chain planning and procurement

to warehousing and logistics, customers throughout

Africa rely upon us to deliver a complete service

including latest technology products, optimising

formulations that enhance performance and

provide the innovative solutions for

a successful future.


F E A T U R EC O V E R

OIL ANALYS IS

How a cost-efficient oil analysis programme can prolong transformer life

It is well known

t h a t r e g u l a r

oil analysis is

extremely useful

in monitoring the

condition of engines,

drive trains, hydrau-

lics, turbines and

many other types of

oil-lubricated equip-

ment. The same can

be said for trans-

former oils, which are

used to insulate many transformers and other

electrical distribution equipment. The analy-

sis of transformer oils not only provides infor-

mation about the oil, but enables the detection

of other potential problems, including contact

arcing, ageing insulating paper and other

latent faults. It is also an indispensable part of a

cost-effi cient electrical maintenance program.

Failure riskTransformer maintenance has evolved

over the past 20 years, from a necessary

item of expenditure to a strategic tool in the

management of electrical transmission and

distribution networks. Extreme reliability is

demanded of electric power distribution, and

even though the failure risk of a transformer

and other oil-filled electrical equipment is

small, when failures do occur, they inevitably

lead to high repair costs, long downtime and

very real safety risks. Moreover, transformers

are too expensive to replace regularly and

must be properly maintained to maximise

their life expectancy.

By accurately monitoring the condition of

the oil, many types of faults can be discovered

before they become serious failures and out-

ages can potentially be avoided. Further, an

efficient approach to maintenance can be

adopted and the optimum intervals deter-

mined for replacement. Some of the checks

are relatively simple: the operation of the

gas relays, the operation of the on-load tap-

changer, checks on oil leaks, and so on.

However, breakdown of one of the most cru-

cial elements, the oil / paper insulating system,

can only reliably be detected by routine oil

analysis. By measuring certain physical and

chemical properties of oil, in addition to the

concentrations of certain dissolved gases, a

number of problem conditions associated

with either the oil or the transformer can be

determined.

Moisture ContentOne of the most important functions of trans-

former oil is to provide electrical insulation.

Any increase in moisture content can reduce

the insulating properties of the oil, which may

result in dielectric breakdown. Water and oil,

due to their differing chemical properties are

not mutually soluble. However, up to a certain

limit, a small amount of water will dissolve in

the oil. This limit is a function of the tempera-

ture of the system and the solubility increases

exponentially with increasing temperature.

This is of particular importance with

fluctuating temperatures because, as the

transformer cools down, any dissolved water

will become free, resulting in poor insulating

power and oil degradation. A point to note is

that, as the oil ages in service, a certain amount

of oxidation occurs, which changes the chemi-

cal make-up of the oil, in turn allowing more

water to dissolve.

In addition, many transformers contain

cellulose-based paper used as insulation in

the windings. Excessive moisture content can

result in the breakdown of this paper insula-

tion with a resultant loss in performance.

The moisture content of the oil is determined

using Coulometric Karl Fischer. This is an

extremely sensitive test and can detect water

at levels down to a few parts per million.

Mr.Neil Robinson is Managing Director of WearCheck

By Neil Robinson


Because transformer oils are designed to provide electrical insulation under high electrical potentials, any

significant reduction in the dielectric strength will indicate that the oil is no longer able to perform this vital function.

former, a high power factor is an indication

of signifi cant power loss in the transformer

oil, usually as a result of contaminants such

as water, oxidised oil and cellulose paper

degradation, but may also be any substance

in the oil that either resists or conducts elec-

tricity differently to that of the oil itself and

may include diesel fuel, lubricating oil and

kerosene. The test is not specific in what it

detects and is usually carried out at elevated

temperatures as contaminants that affect the

test may remain undetected at 25ºC and only

reveal themselves at >90ºC.

Interfacial Tension (IFT)The interfacial tension of transformer oil is

related to its deterioration. Transformer oil is

generally a hydrocarbon and thus hydropho-

bic; however, when the sample undergoes

oxidative degradation, oxygenated species

such as carboxylic acids are formed, which

are hydrophilic in nature.

Interfacial tension is the surface tension of

a sample of the oil carefully fl oated on top of

a layer of water. The more hydrophilic the oil

becomes, the lower the value of the surface

tension between the two liquids.

Studies have shown that there is a defi nite

relationship between acid number and IFT,

an increase in acid number generally shows a

decrease in IFT, however when there is a loss

in IFT without the corresponding increase in

acid number, it is generally because of contam-

ination with another hydrophilic substance

not derived from oxidation of the oil.

Furanics (or degree of polymerisation)The solid insulation (cellulose-based prod-

ucts) in transformers degrades with time

at rates which depend on the temperature,

moisture content, oxygen and acids in the

insulation system. Heat and moisture are the

main enemies of the solid paper insulation

with oxidation as the primary culprit. When

degradation occurs, the cellulose molecular

chains (polymers) get shorter and chemical

products such as furanic derivatives are pro-

duced and dissolve in the transformer oil. Of

the furanic compounds, the 2-furaldehyde is

the most abundant.

Its concentration in oil has been related to

the degree of polymerisation (DP) and conse-

quently to the physical strength of the solid

Acid NumberJust like lubricating oils, transformer oils are

oxidised under the influence of excessive

temperature and oxygen, particularly in the

presence of small metal particles, which can

act as catalysts. Oxidation products are usu-

ally acidic in nature and result in an increase

in acid number.

Further reaction of these acids with the bulk

oil can result in sludge and varnish deposits.

In the worst-case scenario, the oil canals

become blocked and the transformer is not

cooled adequately, which further exacerbates

oil breakdown.

Furthermore, an increase in the acidity has

a damaging effect on the cellulose paper. Oil

degradation by-products, such as acids and

hydroperoxides, also generally have the abil-

ity to conduct an electrical charge, which in

turn reduces the insulating properties of the

oil. An increase in Acid Number often goes

hand-in-hand with a decrease in dielectric

strength and increased moisture content as

shown in Figure 1. Again, just like their indus-

trial cousins, the acid content of transformer

oils is determined by Potentiometric titration

with potassium hydroxide.

Dielectric StrengthThe dielectric strength of a transformer oil

is a measure of the oil’s ability to withstand

electrical stress without failure. Because trans-

former oils are designed to provide electrical

insulation under high electrical potentials,

any significant reduction in the dielectric

strength will indicate that the oil is no longer

able to perform this vital function. Some

of the things that can cause a reduction in

dielectric strength include contaminants such

as water, sediment, conducting particles, oil

degradation by-products and cellulose paper

breakdown.

The test method for determining dielectric

strength is relatively simple and involves

applying an AC voltage at a controlled

increasing rate to two electrodes immersed

in the transformer oil. The gap is a specifi ed

distance and when the current arcs across this

gap the voltage recorded is used to determine

the dielectric strength.

Power or Dissipation FactorThe power factor of transformer oil is the

ratio of true power to apparent power and is

a measure of the current leakage through the

oil, which in turn is a measure of the contami-

nation or deterioration of the oil. In a trans-

Oil Oxidation Paper DegradationSludge and

varnish

Acids and hydroperoxides PaperOil

Paper Chain scission +

water

Temperature Temperature

Oxygen Metal catalysts Water

Furanic concentration

Deg

ree

of P

olym

eris

atio

n

Figure 1


insulation. (See fi gure 2).

Indefinite lifeThe cellulose materials are the weakest link

in the insulation system. Since the life of the

transformer is actually the life of the cellulose

insulation and degradation of the cellulose

is irreversible, the decay products should

be removed before they can do any further

damage to the cellulose.

With proper maintenance, the cellulose

can virtually have an indefi nite life. To test

for furanics, a sample of the oil is obtained

and certain chemical techniques are used to

extract the furans from the oil. The extract

is then analysed using a process called high

performance liquid chromatography (HPLC).

The results are usually reported in terms of

parts per billion (ppb).

Dissolved Gas Analysis (DGA)The analysis of gases from petroleum products

has been performed for decades using gas

chromatography. However, this technique

was not applied specifically to transformer

mineral oils until the late 1960s/early 1970,s

and is now commonly called dissolved gas-in-

oil analysis (DGA).

DGA has become a standard in the electrical

maintenance industry throughout the world

and is considered to be the most important oil

test for transformer oils in electrical appara-

tus. More importantly, an oil sample can be

taken at any time from most equipment with-

out having to take it out of service, allowing a

“window” inside the electrical apparatus that

helps with diagnosing and trouble-shooting

potential problems.

As the insulating materials of a transformer

break down from excessive thermal or elec-

trical stress, gaseous by-products form. The

by-products are characteristic of the type

of incipient-fault condition, the materials

involved and the severity of the condition.

Indeed, it is the ability to detect such a

variety of problems that makes this test such

a powerful tool for detecting incipient-fault

conditions and for root-cause investigations

after failures have occurred.

Dissolved gases are detectable in low

concentrations (ppm level), which usually

permit early intervention before failure of

the electrical apparatus occurs, and allow for

planned maintenance. The DGA technique

involves extracting or stripping the gases from

the oil and injecting them into a gas chroma-

tograph (GC). Typical gases generated from

mineral oil / cellulose (paper and pressboard)

-insulated transformers include: Hydrogen,

H2; Methane, CH4;Ethane, C2H6; Ethylene,

C2H4;Acetylene, C2H2;Carbon Monoxide,

CO and Carbon Dioxide, CO2.

Additionally, oxygen and nitrogen are

always present, their concentrations vary

with the type of preservation system used on

the transformer. Also, gases such as propane,

butane, butene and others can be formed as

well, but their use for diagnostic purposes is

not widespread.

The concentration of the different gases pro-

vides information about the type of incipient-

fault condition present as well as the severity.

For example, four broad categories of fault

conditions have been described and character-

ized in Table 1.

The severity of an incipient-fault condition

is ascertained by the total amount of com-

bustible gases present (CO, H2, C2H2, C2H4,

C2H6, CH4) and their rate of generation.

Generally, transformers will retain a large

portion of the gases generated and therefore

produce a cumulative history of the insulating

materials’ degradation.

This is an important tool for detecting and

trending incipient problems. However, it also

means that care is needed in interpreting

values for a fi rst-time analysis on service-aged

transformers (more than several years old),

which could contain residual gases from

previous events.

Abnormal behaviour Some gas generation is expected from normal

ageing of the transformer insulation and it is

therefore important to differentiate between

normal and excessive gassing rates. Normal

ageing or gas generation varies with trans-

former design, loading and type of insulating

materials. Routinely, general gassing rates for

all transformers are used to defi ne abnormal

behaviour. Specifi c information for a family

of transformers can be used when suffi cient

dissolved gas-in-oil data are available.

Acetylene is considered to be the most sig-

nifi cant gas generated. An enormous amount

of energy is required to produce acetylene,

which is formed from the breakdown of oil at

temperatures in excess of 700°C.

Excessively high overheating of the oil

will produce the gas in low concentrations.

However, higher concentrations are typically

symptomatic of sustained arcing, a more seri-

ous operational issue that can cause a trans-

former failure if left unchecked.

DGA is used not only as a diagnostic tool but

also to stem apparatus failure. Failure of a large

power transformer not only results in the loss

of very expensive equipment but it can cause

signifi cant collateral damage as well. Revenue

losses due to operational outages may be the

least worrisome consequence of a failure.

Replacement of that transformer can take up

to a year if the failure is not catastrophic and

can result in tremendous revenue losses.

If the failure is catastrophic, then addi-

tional losses could be realised, such as adjacent

transformers, environmental problems from

the release of oil, (which could be as much as

20,000 litres), and the resulting fi re that must

be contained and smothered.

In order to avoid such a failure, the sample

frequency of most large power transformers is

between one and three years.

However, sampling frequencies will

increase as an incipient fault is detected and

monitored. Often sampling frequencies are

F E A T U R EC O V E R

Table1: Categories of Key Gases and General Fault Conditions

Key Gases General Fault Condition

Methane, Ethane, Ethylene and small amounts of Acetylene Thermal condition involving the oil

Hydrogen, Methane and small amounts of Acetylene And Ethane Partial discharge

Hydrogen, Acetylene And Ethylene Sustained arching

Carbon Monoxide and Carbon Dioxide Thermal condition involving the paper


however, these tests are susceptible to false

positive results, since the test does not detect

PCB itself.

Specifi c methods utilise some type of chro-

matography to separate PCB molecules from

each other and interfering compounds. It is

not a case of simply fi nding an easily quantifi -

able compound, but of quantifying a complex

mixture of compounds. Of the three major

chromatography types, gas chromatography

(GC), thin layer chromatography (TLC) and

liquid chromatography, GC is the preferred

and most extensively-used method.

PCB terminology Any fl uid, including that in electrical equip-

ment and any item, which has a measurable

PCB concentration of less than 50ppm of

PCB, is considered a non-PCB item. Any fl uid,

including that in electrical equipment, and any

item which has a measurable PCB concentra-

tion of 50ppm or greater but less than 500ppm

is regarded as being PCB contaminated. Addi-

tionally, any fl uid, including that in electrical

equipment and in any item, which has a meas-

urable PCB concentration equal to or greater

than 500ppm, is regarded as a PCB item. It is

important to note that transformer oil that

has not been tested must be classifi ed as PCB

contaminated until shown to be otherwise.

Once the PCB status is determined, a sticker

is issued and fi xed to the item in question. This

allows for quick reference and ensures that

potential cross-contamination is avoided

during future sampling, maintenance and

decommissioning if necessary. Blending PCB

contaminated oil with virgin or other oil to

meet the legal requirements is obviously an

illegal practice that has been shown to happen

from time to time. This practice simply has the

effect of contaminating virgin oil supplies and

ensures that the PCBs persist in the environ-

ment and leads to further contamination.

Proper transformer sampling.Just like machinery oil analysis, the abil-

ity of transformer oil analysis to provide an

early warning sign of a problem condition

is dependent on the quality of the oil sample

that is sent to the lab. A sampling point on any

equipment should be identifi ed and clearly

labelled for the technician.

As with sampling locations in other types of

equipment, the same location should be used

each time a sample is collected to ensure rep-

resentative conditions are tested. This point

should be located in a place where a live oil

sample can be collected rather than in an area

where the oil is static.

Just like machinery oil analysis, electrical

transformer oil analysis can play a vital role in

preventing unscheduled outages in electrical

transmission and distribution equipment by

determining the condition of the equipment

itself, and other vital components, including

the condition of the oil and the cellulose paper

insulation. For all critical oil-fi lled electrical

equipment, including transformers, circuit

breakers and voltage regulators, regular, rou-

tine oil analysis should be the cornerstone of

any PM program. .

dictated by insurance requirements, which

often stipulate that annual transformer oil

analysis must be conducted to ensure contin-

ued coverage.

PCB analysisPCBs (polychlorinated biphenyls) are a group

of synthetic oil-like chemicals of the organo-

chlorine family. Until their toxic nature was

recognized and their use was banned in the

early 1980s, they were widely used as insula-

tion in electrical equipment, particularly

transformers. Three types of PCB are normally

used in electrical transformers: Aroclor 1242,

1254 and 1260 and commonly known by

various brand names. These include Askarel,

Chlorectol, Elemex, Inerteen, and Pyranol.

One of the most important problems with

PCBs is that they concentrate in the fatty parts

of microorganisms. This concentration factor

between the organism and the water can be

as much as a million times. Concentrations

are further amplifi ed, as the microorganisms

become food for animals further up the food

chain. PCBs are very stable and their degrada-

tion process is slow, making for yet greater

amplification in organisms. Although not

overly toxic in themselves, PCBs are poisons,

which have been shown to cause damage to

the reproductive, neurological and immune

systems of wildlife and humans.

Far more serious are the risks of a fi re or an

explosion. At temperatures around 500ºC,

extremely toxic compounds - polychlorinated

dibenzofuranes (PCDF) and polychlorinated

dibenzodioxins (PCDD) - are formed. Small

amounts of these compounds have been

found at accidents where transformers and

capacitors have been exposed to fi re or have

exploded. Even if the amounts have been

extremely small and have caused no personal

injuries, it has been necessary to perform very

extensive and costly decontamination work.

PCDDs and PCDFs cause damage and death

in doses as low as 1ppb to 5000ppb. Damage to

organs such as liver, kidney and digestive tract,

miscarriage, sterility can occur, and are some

of the most potent cancer promoters known.

Methods of PCB AnalysisCurrent methods of analysis are divided into

two major groups: PCB Specifi c and PCB Non-

specifi c. Non-specifi c methods test for PCBs

indirectly by detecting one of the components

of the PCB compound, usually chlorine. In

general, non-specific methods are quicker

and less expensive than the specifi c methods;

Fresh trends in grease manufacturing processes P.20

See story

One of the most important functions of transformer oil is to provide electrical insulation. Any increase in moisture content can reduce the insulating properties of the oil, which may result in dielectric breakdown.

WearCheck in briefCondition monitoring specialists WearCheck off er a range of preventive maintenance solutions, including oil and fuel analysis, and a host of Reliability Solutions services, including thermog-raphy, vibration analysis, balancing and alignment.Based in South Africa since 1974, WearCheck’s expansive network now includes ten laboratories spanning the continent and beyond, including Johannesburg, Durban, Mpumalanga Province, and international laboratories in India, Dubai, Ghana, Mozambique and Zambia - at Lumwana mine and Kitwe - with a presence in Cape Town, Rustenburg, Steelpoort, Port Elizabeth, Zimbabwe and Namibia.www.wearcheck.co.za


F E A T U R ET E C H N O L O G Y

GREASES

Fresh trends in grease manufacturing processes seek to improve performance

Definition of GreaseThe American Society for Testing and Materi-

als (ASTM) defi nes grease as ‘a solid to semi

fl uid product of dispersion of a thickening

agent in liquid lubricant. Other ingredients

imparting special properties may be includ-

ed’. Grease is a lubricant which has been

thickened to ensure that it remains in place

during operation of the equipment; it should

remain in contact with moving surfaces and

not be slung off by the centrifugal forces

and not leak out under gravity. Greases are

used where a mechanism can only be lubri-

cated infrequently and where a lubricating oil

would not stay in position.

Generally greases contain 70-95 per cent of

base oils, 5-20 per cent of thickening agent,

and 0-10 per cent of additives. The main

classifi cation type of greases is depending on

the type of thickening agents. Some of the

main classifi cations are as follows include:

The lubricants market in Africa is estimated to be about 1.8 million tones, out of which 3 per cent – or about 55000 tones – is estimated

to be grease demand. These statistics underline the importance of grease, which has often been neglected in the fi eld of Tribology throughout the continent. In the recent past, grease has gained importance due to the main unique characteristics that make it advantageous to be used instead of liquid lubricants.

By Mehrdad VajediThe writer has more than 14 years experience in lubricants industry and work with some national and international companies in the region.He is now Director of Permian Energy, a trading company based in Dubai, UAEE-mail: [email protected]


Calcium, Lithium, Titanium, Sodium, Alu-

minium , Clay, Polyurea and others.

The other major classification type

involves the use of consistency as depicted

by the NLGI (National Lubricant Greasing

Institute) as below:

Lithium Grease Manufacturing ProcessLithium-based grease is generally manu-

factured using two methods: Batch or Con-

tinuous process. Batch process is usually

preferable due to the numerous benefits it

has over the continuous process.

The basic elemental ingredients for a

lithium based grease production are Base

Oils: different grades for different applica-

tions; thickener: depending upon application

different type of soap or non soap thickener

will be used; additives: depending on appli-

cation many different additives can be used,

such as anti oxidation, anti wear, EP and solid

additives.

Batch Manufacturing Process:The ingredients in this process are metered or

weighed in bulk into the processing reactor,

where the process of saponifi cation occurs.

Saponifi cation is the process of forming soap

by splitting a fat with an alkali. The fat, alkali

and some base oil are added to the reactor.

The reactor is then heated up to about 150oC

to 250oC and mixing occurs. During this

process, the fat is converted to soap which is

dispersed throughout the mixture. The pro-

cess can be done in closed pressure kettles or

open kettles.

The next process is dehydration, where

water is removed from the mixture before

going to the next step of milling and homog-

enization.

The homogenization or milling process

is vital as it works on the structure of the

grease, giving it a uniform crystal and gel-

like structure that remains intact when in

use. This is very important because it will

produce a uniform crystal and gel structure

that will not change as the grease is used.

Homogenizing the grease breaks down the

solid particles or fi bers, disperses the resultant

small particles in the liquid by breaking up

lumps and eliminates graininess, producing

a smooth product.

The process can reduce the penetration

value of some types of grease by stiffening

it, while it can also improve the texture and

appearance. This process is carried out at

slightly lower temperatures than saponifi ca-

tion of about °C , after which the grease is

further cooled and packaged.

Please note that there are many methods

that can be followed depending on the type of

grease and the equipment available.

Continuous Manufacturing Process:The fat, alkali and some base oil are added to

the reactor for saponifi cation to take place.

The reactor mainly is tubular in structure.

The temperature is maintained up to 180°F.

In the tubular section, the fl ow velocity pro-

duces high turbulent fl ow. It is recommended

to minimize the water injected into the grease

with the additives. Temperature of the reac-

tion mixture which comes out of the saponi-

fi cation zone is maintained in the range of

about 100-200°C. A temperature of about

200°C is suffi cient to provide the necessary

amount of heat to such combined mixtures.

The temperature of the combined mixture

should not exceed the melting point of soap

component of the grease. Additional heat is

imparted to the combined mixture in heating

means to restore or increase the temperature

of the combined mixture to about 120°C and

to prevent condensation of water.

The dehydration section is usually main-

tained as a vacuum, which receives the

Homogenizing the grease breaks down the solid particles or fibers, disperses the resultant small particles

in the liquid by breaking up lumps and eliminates graininess, producing a smooth product.

NLGI GRADE CONE PENETRATION*, mm-1 CONSISTENCY

OOO 445-475 SEMI-FLUID

OO 400-430 SEMI-FLUID

O 355-385 VERY SOFT

1 310-340 SOFT

2 265-295 MEDIUM SOFT

3 220-250 MEDIUM

4 175-205 STIFF

5 130-160 VERY STIFF

6 85-115 BLOCK GREASE


One of the

r e s o u r c e

p e r s o n s

at a training I

attended a while

ago observed that

perhaps the best

way to explain

something is to

start by stating

what it is not. I

agree with him to some extent.

But alive to the diffi culty that may be

involved in starting from describing what

viscosity is not, without getting into a

conundrum, I will start by saying what

it is. Considering the basic elements that

explain viscosity, the most basic defini-

tion of viscosity is the measure of a fl uid’s

resistance to fl ow.

And so on viscosity, including all the

derivatives that come from that word, at

the back of your mind I would want you to

have a mental perception of viscosity as

resistance to fl ow. Or – to put it in another

way – a liquid’s resistance capacity to fl ow.

Viscosity is arguably the most impor-

tant property of a lubricant, holding many

other factors constant, and depending on

the perspective from which you look at it.

In a discussion I initiated within a group

on Linked In , there was a wide range of

views on what viscosity is – and what it is

not. Contributing to the discussion, Toby

Taylor described viscosity as a physical

feature that sadly does not describe what

the oil is used for.

Excessive TechnicalityWhile Taylor’s assertion is true, it also

highlights a fundamental lubricant-user

information gap, based on the standard

descriptions used by oil companies world-

wide to describe lubricant application pur-

poses. Understanding viscosity would go a

long way to aid the public’s understanding

of lubricant applications, away from oil


mixture and water vapour and settles for

about half an hour. The grease mixture is

recycled continuously from the bottom of

the dehydration zone with the pressure up

to 10-200 psi. Base oil is added in the grease

mixture at lower temperature to enhance

cooling, after which it may be packaged.

Grease TrendsThere are several trends which are affect-

ing grease market. Years ago, we had a

slight shift from soda-based grease to cal-

cium.Today, the majority of grease in use is

Lithium based. The market is, however, wit-

nessing a shift to calcium sulphonate due

to global scarcity of lithium and the good

performance of this calcium sulphonate

soap. Shift to polymer and synthetic base

oils are also taking place across the world.

In additives, there is a slight movement

toward such novel metals as bismuth,

which are more environment-friendly than

Zinc ,with better synergy with Sulphur type

additive especially for EP grease. On market

side, the market is unfortunately suffering

from lack of knowledge and information

transfer as well as price sensitivity. These

are the main drivers for selecting grease

which have also infl uenced an increase in

circulation of cheap grease made by non

suitable soap , besides recycled base oils

into the market. This compromised quality

greases are corrosive and non suitable for

machineries.

One other trend is the growing accept-

ance of transparent type of grease which

is now available in the market. Whilst

transparency does not imply any premium

quality, the grease can have equal perfor-

mance with general grease, if manufactured

the right way, with its advantage being high

aesthetic value. .

The most basic definition of viscosity is the measure of a fluid’s resistance to flow


LUBRICANT PROPERT IES

By Samuel Macharia

marketers’ intricate descriptions by use of

excessive technicality with an aim limited

to marketing lubrication products.

Viscosity at the point of lubrication is

the most important of the specifi cations

but not the only consideration. You

cannot isolate this one important factor

and ignore the rest, because a lubricant

will interact with a dynamic environment.

Earlier, I mentioned the term Viscom-

etry which is the Science of measuring

viscosity. In other words, of or relating

to the measurement of viscosity. Viscos-

ity can be measured in terms of Absolute

Viscosity (Centripoise cPs), resistance to

fl ow and shear or by Kinematic viscosity

(Centistoke cSt) resistance to fl ow by shear

forces of gravity.

Viscosity with TemperatureThis brings me to the next viscosity

derivative: Viscosity Index, a measure of a

lubricant’s change in viscosity with tem-

perature. Normally, viscosity decreases

with increase in temperature and vice-

versa. Don McNeil stated in the Linked

In discussion, that this behaviour is

defi ned as an arbitrary number assigned

as a measure of the constancy of the

viscosity of lubricating oil with change

of temperature, with higher numbers

indicating viscosities that change little

with temperature.

It is simply a scale to indicate the viscos-

ity change of oils relative to temperature.


Improver – to boost this property.

Analysis AngleIt is a topic that can go on and on without end.

But looking at it from the oil analysis angle,

Greg Livingstone states in the continuing

discussion that although viscosity may be the

most important quality of oil, it does not mean

it is necessarily the most important property to

measure in an oil analysis program. ‘Oil analy-

sis tests should be based on the failure mode

of the lubricant and in many applications,

viscosity does not change, providing limited

value in condition monitoring.’ He observes.

There is no need to build a high structure

without a fi rm foundation. More importantly,

if you get the wrong viscosity, it means you

defi nitely have to deal with a myriad of other

issues. .

plays a major role in the choice of lubricant

base oil when formulating a lubricant because

the type of base oil to be used has to be pre-

determined based on the output required. That

sets the starting point of additivation.

Too much viscosity generates additional

fl uid drag, which further leads to an increase in

power requirements and increase in operating

temperature. At the same time, too low viscos-

ity can result to lots of leakage, metal-to-metal

contact, reduced pressure in a closed system

etc. Low viscosity oils can be used primarily for

low loads, low temperatures and high speeds.

Viscosity is a feature influenced by tem-

perature, contaminants, water and chemical

changes, pressure and shear. While viscosity is

a balancing act (neither too high nor too low), a

high viscosity index is preferred. Blenders go a

step further to even use an additive - Viscosity

An arbitrary scale for lubricating oils that is

used to indicate how much the viscosity of the

oil varies according to its temperature.

In general, viscosity informs how you

choose a base oil. Andrew Monk opines that

‘viscosity is and always will be the most impor-

tant criteria for selecting oil’. He adds: ‘If you

get that drastically wrong then no amount of

additives will ever compensate’.

That is a true statement, with the under-

standing that the formulation of a lubricant

involves blending base oil with the different

additives, depending on the fi nal requirements

of a product. There is need for suffi cient viscos-

ity to maintain lubricant fi lm strength. Viscos-

ity Index, according to Mr Monk, plays a part if

wide temperature variations are experienced,

but not too critical otherwise.

It is also in order to also state that viscosity



As more and

more compa-

nies continue

to expand due to

market demands,

production targets

and goals have to be

met and exceeded.

Fierce competition

also demands that an

organization reduces

its cost of production

in order to remain

competitive.

This however, is

not happening due to

frequent unplanned

shutdowns caused by

equipment failure.

These failures are

mainly attributed

to poor lubrication

practices.

Modern and effi cient maintenance methods

require less reliance on manual lubrication

activities. Production requirements and

modern equipment can no longer be managed

manually and therefore the need to automate

lubrication. Additionally, safety concerns

increase the need to automate.

Principle of AutomationAutomated Lubrication Systems also referred

to as Centralized Lubrication Systems

comprise of a controller or timer, pump,

grease or oil reservoir, metering valves and

fi ttings and supply and feed lines. The system

delivers a controlled amount of grease or oil

periodically to multiple lube points on a

machine while it is operating. Whether the

equipment is stationary or mobile such as

mining and construction equipment, appli-

cation of the lubricant is often most effective

when it is dispensed in small, measured

quantities over short, frequent time intervals.

Benefits of Automated Lubrication1. All critical components of the equipment

are lubricated

2. Lubricant is distributed evenly in the

bearing thereby increasing machine avail-

ability

3. Less wear of the components means

extended equipment life, fewer failures,

reduced downtime, reduced replacement

costs and reduced maintenance costs

4. Measured amounts means no wasted


IndustriesCentralized lubrication systems are to be

found in many industries such as;

- Cement & Aggregates

- Food & Beverage

- Glass Manufacturing

- Mining

- Paper & Pulp

- Power Generation

- Steel

- Water & Waste Water

- Wind Energy

Total Cost of failuresAlthough bearings are just a part of the equip-

ment components, their failure results in the

failure of other components such as seals,

impellers and shafts. This means that indirect

failures are often much more than the bearing

failure itself. Installation of automated lubri-

cation systems hence becomes extremely

essential and not an option for manufactur-

ers and equipment owners looking to reduce

operating costs and increased production. .

lubricant

5. Increased safety as access to dangerous

areas is not required

6. Reduced energy consumption due to less

friction

7. Increased overall production due to

machine availability and reduced down-

time due to breakdowns

Capital Cost of a SystemThe capital cost of a lubrication system

includes:

- Lubrication pump and fi ttings

- Piping system

- Engineering of the system

- Installation and commissioning

System Operating CostsOperating costs of the system include:

- Maintenance of the system which is

typically low as most components are

self-lubricated

- Lubricant costs which is essential but

reduced on automation

President - Droplex Industrial Systems Ltd.Mr. Mbogo has over 17 years industrial engineering experience both locally in the oil industry and with General Electric in USA. He is an expert in Automated Lubrication Systems.

By Crispin Mbogo

Automated/Centralized Lubrication Systems

AUTOMATED LUBRICAT ION

Automated Lubrication

pump at a cement plant


F E A T U R EG L O B A L M A R K E T

The United States remains the largest

lubricant market, but its estimated 22%

global share continues to decrease. The Asia-

Pacifi c region is the leading region in terms of

volume, but the high value markets remain

predominantly Western Europe and the

United States.

Globally, Shell remains the market leader

claiming 12% total market share, down

slightly from 13% in 2011. Kah Peng Aw, Gen-

eral Manager for Shell Global Commercial

Strategy Development said, “Our brands are

important to us and it is reassuring that our

W ith total 2012 global lubricant

demand estimated at 38.7 million

metric tons, the market is effec-

tively flat over 2011; however, this belies

many changes within. Both North America

and Western Europe continue to stagnate

below pre-recession levels, and despite Asia

picking up in 2011, this market also waned in

2012, with the most signifi cant change being

a net decline in demand in China, according

to the Global Lubricants: Market Analysis and Assessment report by international consulting

and research fi rm Kline & Company.

Smaller players claim more of the global lubricants market turf

MARKET SHARES

strategy to enhance value is seeing results. We

continue to drive our business forward with

a value-led approach, be it in our world-class

global supply chain, investments in cutting-

edge technical innovation or market-leading

products.”

ExxonMobil and BP follow with 10% and

7%, respectively. While Shell is expected to

remain among the market leaders in the imme-

diate future, it is the middle pack—regional

majors and NOCs—that are anticipated to see

the most changes, with companies like Fuchs

and Gazprom expected to claim some market

share from the top fi ve leaders. In 2012, for

example, Fuchs fi nds itself within the global

top ten for the fi rst time.

With the lubricant demand being slug-

gish worldwide, Group I base oils have

been mostly squeezed out of automotive

lubricants, particularly in North America,

by low-sulfur content mandated reformula-

tion trends and increasingly cost-effective

Group II alternatives. Consequently, Group I

producers are being impelled to focus more

on the industrial sector despite the competi-

tion from low-cost naphthenics and Group

II oils in some applications. As a result, the

proportion of Group I stocks in global base oil

consumption has been falling steadily from

around 70% in 2000 to 54% in 2012, and it

is expected to continue declining to approxi-

mately 30% by 2030.

A combination of increasingly stringent

emission and fuel-consumption norms, more

exacting OEM specifications, and volume

allowing a more attractive cost-proposition,

are among the leading factors promoting an

increased market share of synthetic and semi-

synthetic alternatives.

Although presently satisfying a modest

demand, regulations in Europe — and

increasingly in North America — are support-

ing growth in the re-refi ning sector. Already

strong basestock prices prior to the recession

caused a signifi cant interest in re-refi ned base-

stocks. With OEMs generally not objecting to

the use of re-refi ned basestocks, as long as the

quality and performance of the fi nal product

meets its specifi cations, astute marketing and

consumer education are key to realizing this

stream’s signifi cant potential.

Kline’s Global Lubricants: Market Analysis and Assessment report offers a comprehensive

assessment of the global markets for fi nished

lubricants and the suppliers that participate

in them. .Source: www.KlineGroup.com.

Globally, Shell remains the

market leader claiming 12% total

market share.


Understanding Your ProductIs your lubricant blended from 100 per cent

virgin base oil or from recycled base oil or

ratios of both? Some lube companies are

marketing a brand that is blended from 50/50

or 75/25 mixtures of virgin and recycled and

then presenting the fi nished product to the

market as blended from 100% virgin base

oils. Without this important knowledge, the

salesman goes to the client clueless on where

his lubricant started.

In addition, basic knowledge of lubricant

additives and the specific roles they play

during the operation of the machine or vehi-

cle it is applied in is imperative. Such infor-

mation as SAE grades and API classifi cations

should be at the fi ngertips of any serious lube

salesperson. Knowing what a specifi c grade of

a lubricant is for and its particular application

is key. Understanding if your lubricant is min-

eral or synthetic is also an important detail

that one dealing in the sales and marketing

of lubricants should know.

Understanding Your BrandWhat is your brand’s unique Selling Proposi-

tion (USP), otherwise known as Unique Sell-

ing Point? What distinguishes your brand

requirements of any market. For example,

some grades of lubricants perform differently

from others based on climatic conditions like

temperatures. A SAE 50 grade of engine oil

will not perform well in a low temperature

location.

The buying behaviour of your target buyer

is also a factor to be considered seriously by

the salesperson before initiating the sales

process with the buyer. How is the creditwor-

thiness of your prospect?

You may need to ask around and if possible

try to get trade references from businesses that

have done business with the prospect before

you sign up the customer for credit. Delayed

payments increase the cost of credit in the

long run. This is in addition to the emotional

pressure, time wastage and possible legal

costs associated with chasing bad debtors.

Finally, seek to understand the potentials

and opportunities that exist in your area of

operation. As a marketer your employer is

counting on you to identify and manipulate

opportunities that will drive up sales while

bringing in healthy profi ts for the organisa-

tion. Automotive lubricants resellers (distrib-

utors) move big volumes but smaller margins

compared to direct sales to big transporters,

from the rest in the market? USP is defi ned

as the factor or consideration presented by a

seller as the reason why his product or service

is different or better than the competition.

Before you can begin to sell your product or

service to anyone else you need to sell your-

self on it fi rst.

This is especially important when your

product or service is similar to those around

you. In the petroleum sector, very few prod-

ucts are a one-of-a-kind and having unique-

ness in how you present your brand to the

buyer is very critical.

Unless you can pinpoint what makes your

business unique in a world of homogenous

competition you cannot target your sales

efforts successfully. A product can peg its USP

on product characteristics, price structure,

placement strategy (location and distribu-

tion) and promotional strategy. These are

what marketers call the 4P’s of marketing.

They are manipulated to give a business a

market position that sets it apart from the

competition.

Understanding The MarketBefore launching into the market, a business

will do well by trying to research to know the

W O R DL A S T

SALES PROCESS

Lubricants sales is no doubt one of the most complex sales processes in petroleum trading, what with the endless list of types of lubrication oils, greases and fl uids not forgetting their very detailed technical specifi cations, physical and chemical characteristics and applications. In this regard, knowing your product is very

important if you as a salesperson are to represent your brand in the market positively. A potential client needs to hear a presentation from somebody who seems to know more about lubricants than he does himself. There are important questions that should be answered in understanding a lubricant.

The art of selling lubricants: Perspective of a Kenyan salesman

By Richard Ndaka


mines and industrial consumers.

Personality and PerformanceAs a salesperson you are supposed to be a plan-

ner, a good time manager, a person of high

integrity, hardworking and realistic because

sales are the front end of any business. You are

not to approach the market spontaneously.

Plan for the week, list down the prospects

and existing clients that you intend to visit.

You should take time to make appointments

by phone in advance so that you can do your

forecasting realistically.

If you have an appointment with a pros-

pect or client, keep time; they are doing you

a favour to give you an opportunity to serve

them and not the other way round. Besides,

you are certainly not the only lubricant sales-

person seeking their attention.

Do your best to be in control of the sales

process. It looks so awkward when a salesper-

son is negotiating with a client and every now

and then excuses himself in the middle of the

meeting to consult over the phone over issues

like price discounts, delivery terms or stock

availability.

Ask your line manager to give you a dis-

count cap, keep a printout from your inven-

As a salesperson you are supposed to be a planner, a good time manager, a person of high integrity, hardworking and realistic because sales are the front end of any business


tory supervisor and know your

company’s delivery arrangements

beforehand.

And don’t tell a customer that you

will deliver goods in three hours if

you are not even sure you can deliver

in twelve! You are better off giving a

longer period of delivery and deliver-

ing in a shorter time than the other

way round.

Some industrial customers want

the assurance that a salesperson

understands their needs as far as

the technical aspects of their plant

or equipment in rela-tionship to

the lubrication solution on offer is

concerned.

While it is of great advantage to

have a technical background when

handling lubes sales, it would be

prudent on your part to admit to

your client your limited technical

knowledge if you don’t have any

technical academic background. It

is very expensive to make a mistake

and have a customer use the wrong

lubricating oil in a 20 million shil-

ling plant.

Don’t stop there. Assure the client

that you will get all the details to him

as soon as possible and then start

chasing your company’s technical

guy! Sales and marketing is more

about relationships rather than

actual sales. Sales bring in revenue-

relationships builds businesses.

Avoid procrastinating; it will defi -

nitely reflect in your performance

report. Many salespersons have

destroyed good careers by imagining

that when they are out there where

no one is watching they can run

personal errands all they want.

They forget that it shows in what

they bring in at the end of the week

or month.

Be dignifi ed; give your employer

his time because he is paying you.

Earn your salary. .Richard Ndaka is career sales professional in the petroleum industry specializing in the lubricants segment.He is currently working for Oilzone East Africa Limited and can be reached on +254 722 910 019 or [email protected]

SPANCOAs I said earlier, sales is the front end of any business and the sales employee needs to take a few initiative steps to make the sales process less cumbersome and less frustrat-ing.Market leaders in the field of marketing came up with a systematic strategy for closing a sale which is called SPANCO (Suspect, Prospect, Approach, Negotiate, Closure, Order)

SuspectInvestigate about the particular account or prospect. Know the contact persons, the company authority and the financial muscle of the firm if you can. Understand their need and evaluate your ability to meet that need. Probe well enough to know if it’s a hot or cold account.

ProspectMove forward to handle the account as ‘warm’ based on what you think is their need. Start building a relationship.

ApproachGet in touch with the contact person seek-ing to know the competitors in the account and suggest what better services you can off er. As much as it possible, be in contact with the decision makers.

NegotiateBefore you touch this very crucial part of the sales process, make sure you are well versed with your product cost build-up to ensure healthy margins. It is a balancing act of ensuring that you maximise on the profit without losing the business to your competition. Many companies will furnish the salesman with all the details from product cost of production or purchase, logistical costs, taxes, overhead costs per unit and desired margins, etc otherwise called the price build-up. Other companies will simply give a price and the maximum discount the salesperson is permitted to allow. A very important thing at this point will be to give your customer the confidence that you are the salesperson and that you are in control of the sales process.

ClosureOnce the negotiation is done and price agreed, the salesperson needs to close the deal making very clear issues like terms of payment and delivery terms in writing.

OrderA signed and stamped purchase order reflecting all the above should be ob-tained. This will ensure a binding contract agreed by both parties is in place. .

W O R DL A S T


PERFORMANCE

NAYO?

power up with accel

Libya Oil Kenya Limited

Hard working vehicles need high performance lubricants. Accel and DeoMax range of oils for both diesel and petrol engines deliver outstanding wear protection, increased operating efficiency, improved fuel economy and lower maintenance costs. Perfect for salon cars, 4X4s, lorries, matatus, and school bus fleets. Available at all OiLibya Service Stations and Authorised Distributors countrywide.

HrplsD

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