Machine Tool Lubrication

Sales and Reference Guide

Sales & Reference Guide

Contents
Introduction to the Sales and Reference Guide 1 Who Should I Sell To? 1. Target Customers 2. Focus on the Right Industry 3. Select the Right Customer 4. Seek the Right Opportunity 5. Automotive Component Industry How Do I Maximise Sales Opportunities? Sales Aids Sales Process What Products and Services? For What Applications? Slideway Oils Water Soluble Cutting Fluids Neat Cutting Fluids Hydraulic Oils Spindle Oils Electrical Discharge Machining Fluids (EDM) Rust Preventives What Are the Machining Operations of My Customers? Questionnaire Details of Manufacturing Process Current Product Supplier Coolant Management Account Analysis Trial Procedure Trial Proposal Form Trial Report Form Business Proposal Letter Equipment Builders Frequently Asked Questions and Responses Troubleshooting Charts Neat Cutting Fluids Water Soluble Cutting Fluids 1 2 2 2 2 3 3 4 4 5 6 6 7 11 15 17 20 21 22

23 29 29 29 30 31 32 34 35 36 37 39 53 53 54

7 8 9

The information contained in this guide is proprietary to Exxon Mobil Corporation or one of its subsidiaries. This guide should not be given to any third party without prior written consent.

Introduction

Sales & Reference Guide

Introduction
One of the major problem areas with lubrication of machine tools is contamination of water or through cross-contamination with other lubricants. This will result in machine downtime and higher operating costs. Mobil products have been designed to be compatible with each other and to withstand water contamination. Many are recommended by global Equipment Builders. Our winning combination of compatible builder approved products, ExxonMobil services and well trained personnel will help you save money for our customers. It will also help you secure long term, repeatable, profitable business. You most likely have some business in this sector already, be it hydraulic or slideway oil, but it is unlikely that you have the total business. This programme allows you to offer a total lubricants solution to the metal working industry, empowering you to maximise sales opportunities and to:
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Generate revenue Improve your business penetration within your customers Increase your customer base and their lifetime value Increase new customer opportunities Increase your industrial lubricants knowledge

This Sales and Reference guide is a step-by-step approach to gain more business in the largest industrial sector. It is part of the overall Industrial Machine Tool Lubricants Programme which contains a comprehensive range of marketing and training material, including:
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Point of sale literature Sales and Reference guide Product selection guides Training presentations

Ultimately, you are entirely responsible for the success of your business and it is up to you to decide on your marketing strategies. Hopefully this guide will assist you in assessing the decisions you make.

Who Should I Sell To?

Who Should I Sell To?

Who Should I Sell To?

1. Target Customers
Why do I need to identify prime target customers?
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Identifying prime target customers will help you achieve MAXIMUM sales and profit with MINIMUM time and effort.

How do I identify my prime target customers?

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Focus on the RIGHT INDUSTRY Select the RIGHT CUSTOMER Seek the RIGHT OPPORTUNITY

Identifying prime target customers will help you achieve MAXIMUM sales and profit with MINIMUM time and effort.

2. Focus on the Right Industry

How do I focus on the RIGHT INDUSTRY? The machine tool industry is highly diverse. The AUTOMOTIVE component sub-contractors and small engineering companies are the best targets. For example, what are AUTOMOTIVE sub-contractors? They are manufacturers of engine components (pistons, crank shafts, water pumps, tappet covers, connecting rods, etc) for the major car builders. Do I target all such customers in my area? No. Select the right customers who will value Mobil products and services. Small to medium sized customers are probably best, but that is your decision.

3. Select the Right Customer

Who is the RIGHT CUSTOMER? A customer with whom you believe you have an advantage, making it easier for you to succeed. Typically, with which customers would I have an advantage? Existing customers (hydraulic oils, slideway oils, etc.) with whom you have a relationship. What else do I need to look at to identify the RIGHT CUSTOMER?
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Check that the customer is financially sound and growing Get sufficient details on competition Gather adequate knowledge about the industry Identify the decision-maker who selects and buys lubricants Seek the right opportunity

Who Should I Sell To? 4. Seek the Right Opportunity

The typical machine shop uses a wide range of lubricants. ExxonMobil has the proven technology to provide lubrication for areas of specialised and general applications:
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Slideway oils Cutting fluids Hydraulic oils Gear oils Compressor oils

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Rust preventatives Spindle oils EDM fluids Greases

With an existing customer, establish whether there is an opportunity to sell those lubricants that are being supplied by competition. With a new customer, the opportunity lies in initially focusing on those products that you can sell quickly and easily, e.g. Mobil Vactra and Mobil DTE 20 / DTE Excel. Equipment Builders approvals, identify machinery with EB plates stating the use of Mobil products.

5. Automotive Component Industry

The automotive component industry is a typical industry that purchases the full range of lubricants and services that ExxonMobil offer. Many other industries, such as nuts and bolts, white goods, machine tools, pump and bearing manufacturers, require similar product lines. Automotive component sub-manufacturers are one of the largest users of machine tool lubricants.
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Focus on the machining process and the associated lubricants. The machining process generally involves milling, drilling, turning, honing, gear generation, tapping, threading, boring and reaming, all of which use cutting fluids. The lubricants for machine tools are: hydraulic oils, slideway oils, gear oils and spindle oils. These applications are likely to have EB recommendations for Mobil products. Exploit them as your door opener.

What products will you offer?

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Products for the machining process itself (production fluids). Products for the machinery (maintenance fluids).

Sales Opportunities

Sales Opportunities What Sales Aids Do I Have?

ExxonMobil provides training and support throughout the sales process:
Customer identification
Sales and reference guide: Targeting the right customer and opportunities

Preparation for customer visit

Sales and reference guide: I Products I Services I Applications
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Customer visit
Customer presenter: Introduces the company and overall offer Sales tools: I Frequently asked questions I Objections and responses Support tools: I Questionnaire I EB endorsements I Product selection guide I Troubleshooting guide I PDS and MSDS Mobil test kit: I Refractometer I pH paper

Trial
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Trial proposal form Trial report form

Details on each product category: I Hydraulic I Gear I Slideway I Cutting I Spindle I EDM

Sale
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Business proposal letter

What is the Recommended Sales Technique?

Each of these stages may take more than one visit. Make sure that at the end of each visit, you and your customer know when the next visit will be and why it is necessary.

Approach customer with a view to supply all lubricants

Questions to identify suffering points Monitor

Problem solving technique

Finding solution to suffering points

Understanding suffering points

Sales Opportunities Sales Process

Action
Identify target

Solution
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About customer About Mobil products, applications and services Possible discussion with customer Carry right sales tools

Use sales guide Generate a list of target customer accounts Use questionnaire to fill in details Use Sales and Reference guide

Prepare yourself

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Use sales guide to understand product benefits and services Leverage EB endorsements for products to offer

Customer presenter, sales tools and Mobil test kit Introduce yourself and your distributorship Use customer presenter to introduce ExxonMobil products and services

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Open

Customer visit
Investigate

Use questionnaire to help ask the right questions, to identify possible problems and to develop account strategy I Use product application and selection guide to finalise offer
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Demonstrate capability

Choose from customer presenter relevant product details Use customer presenter for Mobil services, if necessary I Use relevant EB recommendations I Utilise Mobil test kit I Use Product Data Sheets and Material Safety Data Sheets
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Obtain commitment (for trial and / or purchase)

Use trial proposal form, trial report form and business proposal letter, as needed

Monitor to grow

Watch competition; monitor inventory; review product performance; introduce new products; continue seeking new opportunities for growth; upsell

Focus on increasing productive machining time by saving time spent on other processes In a typical factory, only 36% of production time on average is used for cutting. Cutting is the only process that adds value. All other processes cost money. Typical production time utilisation

% of production Time

100 80 60 40 20 0

14 17 17 16 36 Pr ocess

Set up time Loading and unloading T ool changing Inspection Cutting

What Products and Services?

Products & Services

Products & Services

What Products and Services Can I Sell and For What Applications?
Product category
Hydraulic oils Slideway oils Gear oils Spindle oils Neat cutting and grinding fluids Soluble cutting and grinding fluids Electrical discharge machining fluids Greases

Mobil product offer

Mobil DTE 20 series, Mobil DTE Excel series Mobil Vactra Oil No 2 and No 4 / Vacuoline Numbered series Mobilgear 600 series Velocite Numbered series Mobilmet series and Vacmul series Mobilcut series Mobil Vacmul EDM series Mobiltemp SHC 32, Mobilgrease XHP series

Mobil service offer

Mobil Solcare Mobil Monitor Product and Material Safety Data Sheet Technical support Basic on-site training Laboratory analysis

Automotive Component Industry

Component Machining process Material Lubricants for the machining process Lubricants for the machines

Carburettor Fuel injection Cylinder block Cylinder head Connecting rod Valve Cam shaft Oil and water pump Timing gear Piston Crank shaft Exhaust manifold

Milling Drilling Turning Grinding Tapping Gear generation Broaching Reaming Boring Honing

Cast iron Aluminium Steel

Neat and water soluble cutting, grinding and honing fluids

Gear oil Hydraulic oil Spindle oil Slideway oil

Products & Services Slideway Oils

What is a slideway? A slideway, also called a linear bearing, is a special type of bearing. It allows the slider to move freely and accurately over the bed of the machine tool. The slideway oil lubricates the surface between the slider and the slideway.
Slider

Slideway

Slideway Oils - Problems and Solutions

Contaminant
Water soluble cutting fluid

Product
Slideway oil

Consequence
Lubricant wash off Poor lubrication Increased stick-slip Poor production quality Increased rejects / rework Reduced corrosion protection

High cost

Solution
Mobil Vactra Oil

Features/Advantages
Extremely smooth operation Reliable corrosion prevention Good separability EB endorsements

Low cost

Why Should Your Target Customers Rely Upon Mobil Slideway Oil?
Mobil Vactra Oil is endorsed by many of the worlds leading machine tool builders, see list later in this guide. It meets many of the requirements of machine tool slide-ways and guideways, even with the most diverse material combinations - metal to metal, polytetrafluoroethlyene to metal and epoxy resin to metal.

Products & Services Benefits of Mobil Vactra Oil

1. Extremely smooth operation Mobil Vactra Oil has outstanding frictional characteristics for the smooth running of the machine tool:
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Continuous transition from positions of rest to movement (no-stick-slip). Low static coefficient of friction for easy start up. Low sliding coefficient of friction for smooth movement. Excellent demulsibility ensuring that any emulsion formed between Mobil Vactra and Mobilcut is rapidly broken to prevent sluggishness or slideway sticking. Jerky operation

Smooth operation

Good Lubrication

Poor Lubrication

2. Reliable corrosion prevention I During long periods of inactivity, there is a high risk of corrosion in the slideway groove area.
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Tests with Mobil Vactra Oil have shown that corrosion is substantially reduced inside the groove as well as along its edge and on the outside.

3. Rapid separation from aqueous cutting fluids I Lubrication of machine tool slideways operates on a total loss basis, resulting in the slideway oil being a major contaminant in the cutting fluid.
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It is important for a high quality slideway oil to separate quickly and effectively from the cutting fluid so that it can be easily removed. Mobil Vactra Oil separates very quickly and cleanly from most aqueous cutting fluids allowing easy oil removal. Inform customers that the best combination is Mobil Vactra Oil with Mobil cutting fluids as shown over leaf.

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Products & Services

Separated Mobil Vactra

Mixed Vactra and water (cream)

Separated Mobilcut

Milky Emulsion

Synthetic

Semi Synthetic

Rapid separation is important, because it allows the slideway oil to be easily removed, resulting in the following advantages:
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Better concentration control Reduced maintenance Better control over cost and quality Less waste disposal Lower foam potential

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Reduced foul smell Reduced bacteria levels Reduced down time Reduced reworking

4. Global equipment builder endorsements I Global equipment builders prefer to recommend lubricants that have both global formulation consistency and global availability. The Mobil Vactra Oil series satisfies both these requirements. It is for these reasons that many global machine tool builders endorse the Mobil Vactra Oil series, allowing our mutual customers to purchase these premium lubricants with increasing global confidence.

Products & Services Mobil Vactra Oil Series Product Line Summary
Mobil Vactra Oil
Mobil Vactra Oil No ISO VG 1 32 2 68 3 150 4 220

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Excellent separation from water and water soluble coolants High levels of corrosion protection Maintains anti-wear properties in the presence of water Filterability in the presence of water Reduced stick-slip Mobil Vactra Oil No. 2 is normally used for horizontal slideways whereas Mobil Vactra No.4 is used for vertical slideways

Suffering Points
1. Slideway oil wash away
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Wash away results in heavy wear of the slideway and reduces the accuracy of the equipment. Synthetic coolants are typically the worst offenders.

2. Damage to paint, rubber and plastic seals

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Attacked by either slideway oil or coolant.

3. Plugging of the slideway lubrication system

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The coolant mist gradually contaminates the slideway oil reservoir and accumulates at the bottom where a gel-type material can form. This gel can block the oil distributor feed system. Poor compatability between slideway oil and coolant can result in sludge formation

4. Corrosion
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This can occur as a result of coolant wash away or a poor quality slideway lubricant.

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Products & Services Water Soluble Cutting Fluids

Where are water soluble cutting fluids used?

Mobilcut mixed with water is circulated from the sump to the workpiece and tool

Mobilcut concentrate mixed with water

Mobilcut products are supplied as a concentrate. When mixed with water, they are used to cool and lubricate the cutting process and also to flush away waste material. The finished fluid is generally 95% water combined with 5% Mobilcut concentrate.

Water Soluble Cutting Fluids Problems and Solutions

Contaminant
Hydraulic oil (minor)

Consequence
Bad smell Short life More sump changes Poor product quality Increased corrosion Poor concentration control

High cost

Contaminant
Gear oil (minor)

Product
Water soluble cutting fluid

Contaminant
Slideway oil (major)

Solution
Mobil Vactra Oil Mobil DTE 20 / DTE Excel Mobilgear 600 Mobilcut

Benefit
Better skin compatibility Lower maintenance cost Helps optimise inventory / stocks Improves surface finish Excellent corrosion protection Ideal for high pressure systems No water treatment necessary Easier waste disposal Excellent separation properties

Low cost

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Products & Services Benefits of Mobilcut Cutting Fluids

1. Better skin compatibility
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Operators hands are in contact with cutting fluids for long periods. This can lead to skin irritation, especially with poor house keeping practices and personal hygiene. ExxonMobil products aim to meet international health and safety legislation. ExxonMobil screens all components within the formulation. This helps reduce the risks of irritation when the products are used as recommended.

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2. Lower maintenance costs

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It is important for cutting fluids to have a long service life. Mobil cutting fluids are formulated to be easy to monitor and maintain thereby ensuring their lives are optimised through reduced maintenance and downtime.

3. Optimise inventory
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ExxonMobil products have been designed for use in our target industries/customers/opportunities. The wide application range of Mobilcut cutting fluids means the number of products needed can be reduced, leading to product rationalisation.

4. Improved surface finish I Additives incorporated in Mobil cutting fluids increase tool life and the surface finish of components. 5. Excellent corrosion protection
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Water soluble coolants, when in use, can contain up to 96% water. Mobil products have a combination of highly refined mineral oil and powerful chemical corrosion inhibitors that protect machine tools and components from corrosion for longer periods.

6. Ideal for high pressure systems

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Modern machine tools have high pressure coolant systems which can generate foam especially with poor quality products. Mobil products have been formulated with a low foaming tendency, even in softer waters.

7. Water pre-treatment not necessary*

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Water is the main component of coolant in use. Water quality varies from place to place and from country to country. Mobilcut products are designed to be used in hard or soft water.
*Extremely hard water may, however, require pre-treatment

We set multipurpose usage and application flexibility as two important developmental targets for Mobil cutting fluids.

8. Easier waste disposal

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Mobil products give long service life, thus generate less oil waste. Easy separation into oil and aqueous phases. All Mobil products contain no added chlorine or zinc.

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Products & Services Suffering Points

1. Short coolant life
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Poor quality product in use. Poor housekeeping practices and no monitoring programme in place. Heavy oil contamination, that is not removed regularly. Poor concentration control.

2. Foul Smell
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Results from high levels of bacteria. Normally associated with short coolant life (see above).

3. Corrosion to machine tool or machined components

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Poor quality product in use. Very hard water and/or water with high levels of chloride ions. Concentration is too low or is not being monitored. Slideway oil being washed away by the coolant.

4. Poor tool life

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Wrong product selection and/or of poor quality. Insufficient extreme pressure/lubricity additives in the coolant. Concentration is too low. Operating conditions / machining parameters need adjusting.

5. Poor surface finish

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Refer to poor tool life.

6. Skin irritation
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Poor quality product. Poor personal hygiene practices no gloves/barriers creams. High coolant concentration. Lack of effective training on hygiene. Poor or moderate washroom facilities.

7. Foam
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Very soft water (<100 ppm CaCO3). High concentration of coolant. Poor reservoir control and/or system design.

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Products & Services Services - Care and Maintenance of Mobilcut Water Soluble Cutting Fluids
Mobil Solcare programme Mobil products are designed to work in many different environments; however, a clean working environment is one where the products will give optimum performance and provide the greatest cost savings.
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The Mobil Solcare programme is designed to maximise efficiencies and minimise costs for the customer. Training is provided for the Mobil Solcare programme. A test kit is provided as part of the Mobil Solcare programme. The Solcare programme is recommended best practice. Some customers may decide not to use it. All people selling and servicing soluble oils should have access to the test kit. The programme is designed to allow simple monitoring principles to be followed such as pH and concentration - pH is a measure of the acidity or alkanalinity of the product and provides a useful indication as to its condition. - Concentration is the amount of product mixed with water, usually measured as % in water Good housekeeping minimises bacteria and maximises fluid life.

pH 9.5 and above = skin irritation 8.3-9.5 = correct, keep fluid in this range 8.3 and below = high bacteria and poor smell

Concentration

Time Low cost High cost

Control Limit

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Products & Services Neat Cutting Fluids

Where are neat cutting fluids used?
Photograph at left courtesy of Makino Asia (Singapore).

Mobilmet is circulated from the sump to the workpiece

Mobilmet neat cutting fluids are used to cool and lubricate the cutting process and also to flush away waste material

Benefits of Mobil Neat Cutting Oils

Mobil products are designed to have a light colour.

The traditional dark, messy image of neat cutting oils in Europe is changing, to be replaced by environmentally acceptable, lower viscosity, lower colour variants. ExxonMobil has a line of modern, high performance, Mobil branded products to meet these new demands. 1. Light colour and low odour
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Low odour increases operator acceptability of Mobil products Important for operators to be able to have long-term visibility of the tool and work-piece Increases perception of Mobil innovative technology to create higher value

2. Excellent machining performance

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Well proved, high performance additive systems that provide good tool life and surface finish Tried and tested over many years and used in many regions around the globe Reduces the number of reject components

3. Chlorine and zinc free

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Chlorine free means lower disposal costs for oil and higher value swarf Zinc is now considered a heavy metal that can contaminate outside water systems

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Products & Services

4. Wide application range
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Facilitates product rationalisation programmes at customer sites Mobilmet 420 and 440 series can be used in non-critical machine tool sytems Mobil neat oil product range covers standard applications, as well as flute grinding, high speed grinding and honing

5. Lower misting
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Mobil was one of the first companies to develop and promote anti-mist neat oils Lower mist improves the working environment Mobil anti-mist agents promote the formation of large oil droplets

6. Lower viscosity (Mobilmet/Vacmul XLM series)

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Easier oil degreasing off components and machine tools Less oil on swarf increasing its scrap value Better cutting fluid penetration at tool/workpiece interface for enhanced machining performance

7. Lower volatility/evaporation (Mobilmet/Vacmul XLM series)

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Improved working environment for operators Lower consumption leading to less waste Increased production speeds and productivity rates

Suffering Points
1. Dark colour
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Dark cutting fluids make it difficult for operators to see the tool/workpiece interface.

2. Bad smell
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Poorly selected additives in some cutting fluids based on sulphur and used for heavy-duty operations can have an unpleasant smell.

3. Poor tool life and poor surface finish

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Cutting tools are expensive. The life of the tool can be shortened when machining hard metals and when operating conditions are difficult. This also leads to more frequent tool changing and re-grinding, thus interrupting production.

4. Misting
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Some high speed operations will generate a lot of oil mist in the workshop, creating a very unpleasant working environment

5. Smoke generation
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When high temperatures are reached during cutting and the cooling capacity of the cutting fluid is not adequate, smoking of the cutting fluid can occur

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Products & Services Hydraulic Oils

What is a hydraulic system? Simply a system which enables the transfer of power from one location to one, or several, other locations.

Pressure gauge
Work done

Relief valve Constantvolume pump Motor Work cylinder Four-way directional-control valve in forward position

Force applied

F1 A1 10m2 =

F2 A1 1m2

Vent Reservoir

Hydraulic fluid

Hydraulic fluid

Hydraulic Oils Problems and Solutions

Contaminant
Water soluble cutting fluids

Consequence Product
Hydraulic oil Short life Poor filterability Poor control Increased corrosion Loss of anti-wear properties

High cost

Contaminant
Water from atmosphere

Solution
Mobil DTE 20 or DTE Excel

Benefit
Greater manufacturing accuracy and system efficiency Improved equipment performance Extended oil life Reduced maintenance Waste minimisation

Low cost

Why Should Your Target Customers Rely Upon Mobil Hydraulic Oils?
ExxonMobil hydraulic oils are endorsed by Equipment Builders around the world ExxonMobil has built strong relationships with hydraulic component builders including:
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Denison, Eaton, Bosch Rexroth and Sauer Danfoss.

In addition we have developed close relationships with equipment builders like:

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Baternfield, Cincinnati Milacron, Toshiba, Ube and VanDorn Demag.

These relationships also help ExxonMobil respond quickly and effectively to design and market demand changes, which is why we are able to offer the advanced benefits of Mobil hydraulic oils today.

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Products & Services Benefits of Mobil DTE 20 / Mobil DTE Excel

1. Greater manufacturing accuracy and system efficiency
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Mobil premium hydraulic oils are designed to prevent the formation of harmful deposits on servo valves and other components. The result is fewer rejected production parts and fewer unscheduled overhauls.

2. Improved equipment performance and extended sump life

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Resulting from carefully designed and stabilised anti-wear additives.

3. Extended oil life

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Resistance to thermal breakdown (particularly for Mobil DTE Excel) and high tolerance for water means longer lasting oil, which saves money.

4. Reduced maintenance
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Excellent oxidation and thermal resistance allows hydraulic system components to run longer between maintenance intervals, reducing costs. Longer filter life even in the presence of water. Additives in Mobil premium hydraulic oils do not react with water to produce filter-clogging deposits. Equipment is always ready for trouble-free operation even after weekend shut-downs.

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5. Waste minimisation
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By extending fluid life, Mobil premium hydraulic oils help to reduce the frequency of used oil disposal and associated costs.

Specific Benefits of Mobil DTE Excel

DTE Excel series
Mobil DTE Excel ISO VG 32 32 46 46 68 68 100 100 150 150

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Excellent high temperature performance. Excellent separation from water. Excellent separation from metal working fluids. Zinc-free anti wear system. Outstanding multi-metal compatibility. Available in key viscosity grades for metal working sector. Excellent thermal stability.

Competitive oil A Competitive oil B

Competitive oil C

In comparative laboratory testing, Mobil DTE Excels specialised rust and corrosion inhibitor technology provides excellent protection against water contamination.
Mobil DTE Excel

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Products & Services Specific Benefits of Mobil DTE 20 Series

Mobil DTE 20 series
Mobil DTE ISO VG 21 10 22 22 24 32 25 46 26 68 27 100

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Excellent anti-wear in presence of water. Superb filterability in presence of water. Excellent demulsibility. Long lasting. Well known and respected premium hydraulic oil. Quality Reserve.

Suffering Points
Hydraulic systems in machine tools are often contaminated with water and water soluble coolants. This can result in: 1. Valve Lock
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Tacky gel type materials are formed which plug valves.

2. Pump Wear
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Additives react with water, which makes the hydraulic fluid lose some anti-wear properties.

3. Filter blockage
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Additives that react with water are filtered out which leads to early replacement of the filters. The gel deposits will have the same effect on the filters.

Mobil DTE Excels and Mobil DTE 20s outstanding compatibility with water can help to reduce these effects.

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Products & Services Spindle Oils

What are the benefits of Mobil spindle oils? 1. Extended performance of high speed spindles
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Low viscosity High oxidation and thermal stability Low foaming tendency

2. Increased life of spindle

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Excellent corrosion protection

3. Suitable and approved for use in many machines

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Approved by major machine tool builders

Mobil Velocite Oil Numbered Series Product Line Summary

Mobil Velocite Oil Numbered
Mobil Velocite Oil No. ISO VG 3 2 4 5 6 15 10 22

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Excellent chemical stability and high resistance to oxidation High Viscosity Index Separate readily from water

Suffering Points
1. Gum deposits Can produce gum type deposits which cause the motor to overload due to increased torque. 2. Poor machine accuracy Coolant can attack the spindle, especially copper, which dissolves into the spindle lubricant resulting in reduced equipment accuracy. 3. Poor water demulsibility Poor lubrication will result from poor oil/water separation, including inadequate maintenance of separators.

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Products & Services Electrical Discharge Machining (EDM) Fluids

Where are EDM fluids used?
Tool feed hydraulically controlled Tool EDM fluid EDM fluid Spark discharge in ionised EDM fluid

Workpiece Pulse generator

Workpiece

Tool

EDM fluid circulating through filters

Table for securing workplace

Benefits of Mobil Vacmul EDM Fluids

Mobil Vacmul EDM fluids have been designed to provide the optimum combination of effective flushing and electrode cooling with low maintenance costs and a safe working environment. By selecting the Mobil Vacmul EDM series, you have chosen premium quality fluids to meet the most stringent technical demands. 1. Safe Working Environment Mobil Vacmul EDM fluids have been carefully designed to ensure acceptability to the operator and to the overall plant environment.
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Low evaporation/volatility and low odour means better operator comfort Excellent oxidation stability means longer working life High flash point means lower fuming and less top-up Low aromatic content leads to lower potential toxicity Narrow boiling range which controls its evaporation properties

2. High Precision Machining and Dimensional Accuracy Mobil Vacmul EDM fluids are designed to give outstanding machining performance and dimensional consistency.
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High metal removal rates with low electrode wear Higher productivity rates achieved through high dielectric strength Consistent surface finish through narrow boiling range and high purity Excellent thermal and oxidation stability for longer fluid life

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Products & Services

Rust Preventives
Rusting can occur even when water is present as a very thin film or as vapour in humid atmospheres. It is an expensive problem, causing industry billions of dollars a year in downtime, lost production, maintenance costs, and early replacement of equipment. What s more, rusting can cause safety hazards to personnel.

Benefits of Solvent Based Mobilarma Rust Preventives

Mobilarma Double Lettered series is the range of Mobil corrosion preventives for the metal working sector. Based on high flash point solvents and modern, technically advanced corrosion inhibitors, Mobilarma products combine excellent corrosion protection and environmental awareness for a wide variety of applications, components and conditions. 1. Outstanding corrosion protection from thinner films
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Modern, high performance barium free corrosion inhibitors provide thin robust films Outstanding dewatering properties, designed to remove all traces of moisture from components, mean long-term rust and corrosion protection

2. High flash point base solvent

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Low evaporation means lower oil consumption and better operator acceptability Controlled evaporation rate leads to improved oil coverage

3. Improved coverage capacity

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Enhanced product utilisation means lower product consumption Thinner, transparent films makes it easier to read markings on components

4. Wide range of applications

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Multi purpose in application offers product rationalisation potential Products that provide protection time from three months inside to two years outside Flexible application approach - by brush, dip or spray

5. Designed to be compatible with Mobil cutting fluids

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Rust preventives, destined for use at the end of the machining process, complete the Mobil Machine Tool Lubrication package

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What are the Machining Operations of my Customers?

What are the Machining Operations of my Customers?

Turning During turning, the cutting edge of the tool is continuously in contact with the workpiece and is called single point machining. However, turning is classified as the least severe process. This is due to the ease with which heat is removed, the application of cutting fluids and the confined flow of the chip that carries away a major part of the heat. Also, the cutting tool is continuously engaged and is not normally subjected to the heavy shock loads that occur in intermittent cutting operations, such as milling. Normally, general purpose water soluble coolants such as [Mobilcut 232] are recommended.
Turning

Workpiece

Tool

Drilling Drilling is the simplest way to produce a hole. The cutting edges of drills are continuously in contact with the workpiece, but unlike turning tools, these edges are buried in the workpiece. Cooling the drill and flushing of the chips is difficult. The chips, which carry a major portion of the heat, are forced to move along the shank of the drill and so transmit a considerable quantity of heat back to the drill. Additional heat is generated as a result of rubbing and friction between the drill flutes and the workpiece. As a result of the difficulty of removing heat, cutting speeds are lower than turning speeds and soluble cutting fluids are normally used because they are more effective coolants. When drills become too hot, oversized and imperfect holes result and seizure and breakage may occur. Normally, general purpose water soluble cutting fluids such as [Mobilcut 232] are recommended. Deep hole drilling Deep hole drilling is when the depth of the hole is three or more times the diameter of the hole. The process is the same as drilling. The cutting fluid is delivered under high pressure 75 to 800 psi through the shank of the drill to each cutting edge ensuring an effective cooling and flushing process. Normally, a low viscosity neat oil with good antiwear properties to increase drill life is recommended such as [Mobilmet 763]. Milling Milling differs from turning in that the cutting edges are not continuously in contact with the workpiece and the thickness of each chip varies from zero to maximum. This means that the load on the cutting edge varies as it cuts the workpiece. Milling is generally only slightly more severe than turning operations and is done at lower speeds. Normally, water soluble coolants such as [Mobilcut 232] are recommended.

Drill

Workpiece

Table

Drilling

End milling Conventional milling

Workpiece

Milling

23

What are the Machining Operations of my Customers?

Reaming This operation is similar to drilling. Reaming is a finishing process and is normally done after the drilling operation. Reaming produces a hole, which is very accurate and has a high surface finish. The amount of metal removed is relatively small and consequently the rate of heat generation is less than with drilling. Normally, a water soluble coolant with a high level of lubricity is recommended such as [Mobilcut 232 (Steel) or Mobilcut 242 (Aluminium)]. Boring This is similar to turning and is considered to be about as severe as drilling. Boring is normally done after drilling and the amount of metal removed is relatively small. Boring ensures that the hole is aligned correctly. Cooling the boring process is more difficult than in turning. Therefore, the cutting fluid requires somewhat stronger antiwear and friction reducing properties than turning operations. Normally, a water soluble coolant with a high level of lubricity is used for this operation such as [Mobilcut 232 (Steel) or Mobilcut 242 (Aluminium)]. Threading There are two types of threading operations: internal threading known as tapping and external threading known as chasing. Tapping Generally the process uses a solid or collapsible tap. Taps are tapered so that the first three or four teeth do the rough cutting of the thread, while the succeeding teeth do the finishing. Solid taps can be removed from the workpiece only by reversing the rotation of the work or tap. Collapsible taps are automatically reduced in diameter at the end of a cut and the tap is then withdrawn. Tapping or internal threading operations are severe because it is difficult to get the cutting fluid to the cutting area. Therefore removal of the chips, cooling the process and protecting the teeth from excessive wear, burning or destruction, is difficult. Consequently, tapping speeds are low. Normally, neat cutting fluids are recommended such as [Mobilmet 763]. It is not uncommon for water soluble coolants to be used for materials such as aluminium (Mobilcut 242) and cast iron (Mobilcut 232).
Table

Ream

Workpiece

Table

Reaming
Boring bar

Boring tool

Boring

Tap

Rotation direction

Workpiece

Tapping or internal threading

24

What are the Machining Operations of my Customers?

Flat surface grinding For flat surface grinding, a number of different methods are used. In one method, the grinding wheel revolves on a horizontal spindle and the workpiece travels back and forth on a horizontal reciprocating table directly beneath the grinding wheel. Grinding is a finishing process, where the grinding wheel speeds are high but the metal removal rate is low. Good surface finish is the prime objective. Normally, water soluble grinding fluids are recommended such as Mobilcut 321. Centreless grinding In centreless grinding, two wheels are used. A grinding wheel, which revolves on a horizontal spindle and a smaller regulating wheel, made of plastic or rubber, which is set at a slight angle to the grinding wheel. A work-rest bar supports the workpiece. Normally, water soluble grinding fluids are recommended such as Mobilcut 321 or Mobilcut 232. Cylindrical grinding Here the grinding wheel revolves on a horizontal spindle and the workpiece is revolved between two centre on the opposite direction. The grinding wheel will travel along the workpiece to completely grind the component. Normally, water soluble grinding fluids are recommended such as Mobilcut 321.
Workpiece direction

Hard wheel

Amount of material removed, relatively small

Flat surface grinding

Grinding stone

Rotary work table

Vertical flat surface grinding

Grinding wheel Workpiece

Regulating wheel Work-rest bar

Centreless grinding

25

What are the Machining Operations of my Customers?

Creep feed grinding A similar method to flat surface grinding. However, the amount of metal removed is 1,000 to 10,000 times greater. As the amount of metal removed is high and the grinding wheel has a relatively high contact area with the workpiece, the coolant is delivered at high pressures to remove the metal chips and to cool and lubricate the component. Normally, water soluble grinding fluids are recommended with a medium / high oil content such as Mobilcut 232. Thread grinding In thread grinding, the operation is similar to cylindrical grinding except that the wheel is accurately shaped to the form of the thread. The feed of the work table is adjusted to the pitch of the thread. Normally, high antiwear oils of medium viscosity are recommended such as Mobilmet 763. Form grinding Form grinding is slightly different to thread grinding in that the work is not fed across the face of the wheel, but the wheel itself is fed into the work until the desired depth of thread is reached. Normally, high antiwear oils of relatively high viscosity are recommended such as Mobilmet 763. Honing Honing is a finishing operation and is used where a high degree of accuracy and finish is required. Hones maybe either vertical or horizontal machines. The hone itself comprises of a barrel-shaped head which holds a number of abrasive sticks (honing stones). The hone is mounted at the end of a long revolving and reciprocating spindle which is fed into the cylindrical bore of the metal that is to be honed. The motion of the hone process leaves a distinctive crosslay pattern on the surface of the component. Honing of engine cylinder bores is a common application. Normally, a low viscosity neat oil is recommended such as Vacmul O 3D.

Continuous dressing with diamond coated wheel

Depth of cut large

High volume cutting fluid

Slow feed dir ection

Creep feed grinding

Rotation of wheel

Thread grinding

Rotation

Oscillation

Honing stone

Crosslay pattern

Honing

26

What are the Machining Operations of my Customers?

Broaching Broaching is a process used to produce special shapes in a workpiece. The broach, which is multi-toothed cutting tool of the exact shape and size of the final hole desired, is forced through a hole on the workpiece to reproduce its shape in the workpiece. Broaches are called pull broaches or push broaches, depending on whether the broach itself is pulled or pushed through the metal that is cut. External broaching or surface broaching is when the external surface of the workpieces cut. Internal broaching is used to cut the internal surface of the workpiece such as a keyway or spline in the hub of a gear. To minimise the rate of heat generation, cutting speeds are low, generally 10% to 20% of the surface speeds used in turning operations. Broaching, especially internal broaching, is a severe operation. The cutting fluid must have maximum antiweld and antiwear properties to ensure the finish and accuracy required and to protect the teeth of this expensive tool from wear. Because of the difficulty of getting fluid to the cutting zone, a cutting fluid with a high viscosity is used. A high viscosity fluid can cling to the metal and provide lubrication during the entire travel of each stroke. Normally, neat cutting fluids with a high viscosity and a high level of antiwear are recommended such as Mobilmet 763 (External Broaching) and Mobilmet 766 (Internal Broaching). Gear hobbing Gear hobbing is a special form of milling in which the teeth on the cutter are shaped like the space between the teeth of the gear that is being cut. In this operation the requirements for finish and accuracy are very stringent. Normally, a neat oil with a high level of lubricity is used for this operation. High EP neat oils (Mobilmet 766) can also be used. Highly active neat oils such as Mobilmet 760 series, can be used but the activity required to provide adequate lubrication may lead to premature wear of the hob (cutter). Gear shaping Gear shaping is done with a cutter which has teeth that resemble the gear itself. The cutter moves up and down while the blank rotates. On each stroke, the cutter is subjected to great shock as it comes in contact with the gear blank. The cutting fluid requires strong antiwear properties to protect the cutter. When finish cuts are taken, these same properties are needed to ensure the accuracy and surface finish required for gear teeth. This operation is severe and cutting speeds are low. Normally, a neat oil with a high level of lubricity and EP is used for this operation such as Mobilmet 766.
Gear shaving Broaching
Hob

Broach with progressively larger teeth

Workpiece Direction of tool action

Workpiece

Gear hobbing
Gear shaper

Gear blank

Gear shaping
Shaving tool

Gear

27

What are the Machining Operations of my Customers?

Electrical discharge machining (EDM) This process is also know as die-sinking or spark erosion. The process involves removing metal using electrical energy. Thousands of sparks are generated every second between the tool (cathode) and the work-piece (anode). Each spark melts and vapourises the workpiece, thereby eroding the shape of the tool into the workpiece. The gap between the workpiece and the tool is 400-90 microns. This process is widely used for manufacture of forming dies (moulds) for the automotive and plastic industries. The functions of the EDM fluid are to:
I I I I

Flush eroded metal away from the metal removal zone Cool the process Conduct the spark Insulate the tool and the workpiece

Low viscosity neat oils are recommended such as the Mobil Vacmul EDM fluids. Wire electrical discharge machining This process is also known as wire cutting. Here a continuously moving wire is the cathode. The wire is generally made of copper or tungsten and is used once. The gap between the workpiece and the tool is 0.02 - 0.05 mm. Examples of this process are: making punches, dies and small openings very accurately. Normally, very pure water is recommended as the EDM fluid for this application.

Viscosity Requirements of Neat Cutting Oils

Viscosity requirements for some applications This should be used as a guide only and refers to Mobilmet cutting fluids.

Viscosity requirement/ cSt@40C

Over 35

Operation

Benefit

Gear cutting, gear shaving, internal / surface broaching, tapping and threading

Highest machining performance and improved tool life Good machining performance, multi- purpose operations.

15 - 35

Automatic work, milling, turning, flute grinding and tool flank grinding Also used as a machine tool lubricant (25 - 35 cSt)

15 - 7

Other grinding operations, deep hole drilling, deep hole boring and external broaching

Better cooling, better fines removal, better filtration, less drag out

Below 7

Honing, super finishing and EDM

Reduced wheel loading, improved flushing and better filtration

28

Questionnaire

Customer Analysis Questionnaire

1. Details of Manufacturing Process 1. Name and number of machines: 1.2 Type(s) of tooling: 1.3 Machining operations: Turning, milling, drilling, tapping, boring, etc Which operation is most problematic? (e.g. tapping of blind holes of small diameter) How do you measure the surface finish? What finish is required? 1.4 Materials machined: Detail the percentage of each material machined (e.g. 70% aluminium & 30% medium carbon steel) 1.5 Water quality: Is it a multiple source? Total hardness (as CaCO3) / ppm: Chloride content / ppm:

2. Current Product Supplier 2.1 Water soluble coolants Supplier Name of product(s) Price per litre / US$ Volume purchased per annum / litre How long does the coolant last, before cleaning the tank? Why is the coolant changed? What procedure is used when cleaning the tank? Does the coolant smell? 2.2 Neat cutting oils Supplier Name of product(s) Price per litre / US$ Volume purchased per annum / litre Is the necessary tool life and surface finish being achieved? Is there any rusting? Disposal problems? H & S objectives for Company?

29

Customer Analysis
3. Coolant Management 3.1 Coolant Mixing How is it performed by hand? If so, how? e.g., water into concentrate? What type of container is being used for the mixing? What material is it made of? 3.2 Coolant Distribution Central system volume per litre Individual machines volume per litre How is the fluid distributed by hand or mechanically? 3.3 Coolant monitoring How often do you check the coolant condition? What checks do you do on the coolant? What is done if the coolant is found to be in poor condition? What chemicals are added to the system? What are the chemicals used for? What are the names of the chemicals added? How often are the chemicals added to the system? Who pays for the chemicals? 3.4 Cleaning procedure How are the coolant tanks cleaned? What chemicals are used when cleaning the tanks? How often are the coolant tanks cleaned? Why are the coolant tanks cleaned? 3.5 Service from supplier What support do they offer as part of the service? How frequently does your supplier visit? 3.6 Customer suffering points It is necessary to find out when, where and how often these suffering points occur:
I I I I I I

Foam Corrosion of machine Corrosion of finished components Tool life Short sump life Tramp oil contamination

I I I I I I

Bad odour Blocked filters Poor surface finish Too many products Too many suppliers High cost of production

30

Customer Analysis
4. Account Analysis 4.1 Decision-makers name: 4.2 Volume of product per annum/kl and price Product type Price US$ / l Volume / annum / l Value / annum / US$

Water soluble cutting fluid Neat cutting fluid Hydraulic Oil Spindle Oil Gear Oil Slideway Oil Others

4.3 Equipment Builders name information Machine make Model number ExxonMobil recommended lubricant Part lubricated

4.4 Water quality Parameter Total hardness Chlorides Source (underground, municipal, etc) Result

31

Trial Procedure

Trial Procedure Trial Procedure

1. Objective Conducting a trial can be costly and time consuming. Before a trial commences, it is very important that the agreed goals are measurable and achievable. Documenting, monitoring and understanding the companys business processes and good record keeping are key to success. Most likely, the machine tool which is being provided for the evaluation for the trial will be the most problematic. 2. Trial Proposal
I

Convince prospect of product credibility using benefits reports and proof of performances (POPs), if available. Gain approval or trial. Establish person responsible for trial. Establish base line data. Establish machines and operations where trial will be conducted. Complete trial proposal form. Sign trial proposal form with agreed objectives. Ensure water quality is known know the tool life and surface finish parameters. Know working concentration of competitors product. Agree trial commencement date and finish date. Ensure sufficient ancillary support product is available e.g. Mobilcut ESC. Ensure product availability, in correct pack size.

I I I I I I I I I I I

3. Trial and trial report

I I

Ensure that machines are prepared in accordance with instructions. If comparative, competitor trial/performance data is being collected at the same time, then ensure that all tooling and cleaning procedures are the same for the comparative machine. Be present at the start and monitor performance for one to two hours. If water soluble, attach the Mobil Solcare chart to the machine and explain it to the operators. Talk with the operator to build relationship and make sure that the machine is taken care of. Remember the operator can make or break a trial. During the first two weeks of the trial, visit frequently and correct / monitor and record all measurable parameters. Check progress of competitors products. Use time to gather as much information as possible concerning the factory operation. The more people you talk to the more information you will gather. Look for further opportunities to enhance relationships. Promote Mobil branded products within the organisation. Collect data during the trial period to discuss with managers and all relevant people throughout the trial. Keep a high profile so that the decision-makers know how much effort is being put into the success of the trial. Study data and look for competitive advantages. These could be beyond the agreed objectives. Complete trial report form and have it signed by the customer.

I I I

I I

32

Trial Procedure
4. Gain business
I I I

Trial document should be used and included in the formal proposal highlighting the benefits. Trial document to be converted to POP or benefit report. Generate a POP or benefit report so it could be circulated locally and regionally to gain further business.

5. Understand the competitions product For example, the customer may be using a chlorinated product. The benefits of using a Mobil chlorine-free product are associated with disposal and company image. 6. Understand current practices Disposal Costs: How is it done? Coolant maintenance How is it done, what is measured, how often, who does it? Quality How is it measured, what are the surface finish requirements? Reject rates What constitutes a reject, what percentage? Difficult processes What are they? 7. Understand water quality How does this affect the choice and life of the coolant? How does it affect the corrosion characteristics of the coolant? 8. Understand the customers needs before offering a product A lot of hard work has gone into convincing the potential customer to evaluate ExxonMobil products. Make sure that the probability of success is optimised by listening to and understanding the needs of the customer, not your needs. 9. Customers buy solutions not products Solutions can only be provided if you understand the customer. Understanding can only be achieved with proper questioning and listening.

33

Trial Procedure Trial Proposal Form

Company name: Date: Product currently in use: Recommended Mobil product: Trial objectives (examples): Tool life

Product charge life Reduced smell Coolant maintenance Reduced rejects Better quality Less downtime Lower total costs Period of product evaluation:
Very important that time is established and agreed.

Water properties: Source (Borehole / tap): Total hardness as CaCO3 (ppm) : Chloride levels (ppm): Bacteria / cfu / ml (10x): Comments (if any):

Contact name and position: Company: Phone number:

Signed by customer representative:

Signed by distributor representative: 34

Trial Procedure Trial Report Form

Company name: Date: Product previously in use: Principal objectives of trial:
Objectives as listed in trial proposal form.

Start date: End date: Machine type and manufacturer: Machine sump capacity / liters: Recommended product: At % concentration (if any): Operations: Workpiece material(s): Results / Comments / Operator reaction:

Conclusion: Mobil product: Competitor s product:

Savings calculated (if any): Comments (if any):

Contact name and position: Company: Phone number:

Signed by customer representative: Signed by distributor representative:

35

Trial Procedure Business Proposal Letter

Date Authorised distributor letterhead Customer address

For the attention of: Name, position and department Subject: Proposal for name of company

Dear name as above Insert legal name of the distributor is an authorised ExxonMobil distributor. We can offer a wide range of lubricants and services suitable for your company. We are pleased to submit this proposal following our recent discussions. * Use or delete as necessary * Attached is a trial proposal with the agreed objectives and time scale for the trial * Attached is a quotation and trial report detailing the results of the trial * Attached is a quotation for the products for your company Thank you for the opportunity that you have given insert legal name of the distributor and for your continued interest in our company. Yours Sincerely,

Name of account owner Position

36

Equipment Builder Approvals

Equipment Builders Equipment Builder Approvals

Below are some selected examples of Equipment Builder approvals for machine tools. For information on other builders, contact ExxonMobil or refer to the latest Equipment Builder book. Spindle oils
Company
Cincinnati Machine (Cincinnati Milacron, Inc.) Deckel Maho Ernault Toyoda Automation Heller Klingelnberg Makino Milling Machine Co. Ltd. Mikron Mori Seiki Co. Ltd.

Country
USA Germany France Germany Germany Japan Switzerland Japan

Company
Okuma Machinery Works Reishauer Steinel Thyssen Production Systems Toyoda Machine Works Waldrich Siegen Yamazaki Mazak Corp

Country
Japan Switzerland Germany Germany Japan Germany Japan

Hydraulic / Gear oils

Company
Bostomatic (Agie Charmilles) Cincinnati Machine (Cincinnati Milacron, Inc.) Citizen Watch Co. Ltd. (Citizen Tokei KK) Deckel Maho Ernault Toyoda Automation Fuji Seki Machine Works Gate Machinery Gildemeister Group Haas Automation Inc. Heller Ingersoll Funkenererosionstechnik Ingersoll Milling Machine Co. Klingelnberg Komatsu Ltd. Liebhuerr Verzahntechnik Makino Milling Machine Co. Ltd. Marbaix Lapointe Maschinenfabrik Mikron Mikron

Country
USA USA Japan Germany France Japan UK Japan USA Germany Germany USA Germany Japan Germany Japan UK Switzerland Switzerland

Company
Mikron SA Agno (Mikron Haesler) Monarch Lathes Reishauer Schuler Group Mori Seiki Co. Ltd. Okuma Machinery Works PCC Pittler GmbH PCI Scemm Sheldon Machine Division Steinel Thyssen Production Systems Toshiba Machine Co. Ltd. Toyoda Machine Works Trumpf Group Unformtechnik Voest Alpine Voumard Seigen Waldrich Siegen Yamazaki Mazak Corp

Country
Switzerland USA Switzerland Germany Japan Japan Germany France USA Germany Germany Japan Japan Germany Germany Austria Germany Germany Japan

Slideway oils
Company
Agie Charmilles Holding Amada Co. Ltd. Berkhart & Weber Bostomatic (Agie Charmilles) Cincinnati Machine (Cincinnati Milacron, Inc.) Citizen Watch Co. Ltd. (Citizen Tokei KK) Deckel Maho Ernault Toyoda Automation FANUC Ltd. Fuji Seki Machine Works Gildemeister Group Gleason Pfauter Haas Automation Inc. Heller Ingersoll Funkenererosionstechnik Ingersoll Milling Machine Co. Komatsu Ltd. Makino Milling Machine Co. Ltd. Marbaix Lapointe

Country
Switzerland Japan Germany USA USA Japan Germany France Japan Japan Japan Germany USA Germany Germany USA Japan Japan UK

Company
Maschinenfabrik Mikron Mikron Mikron Corp. Monroe (Mikron Corporation) Mikron SA Agno (Mikron Haesler) Mori Seiki Co. Ltd. Muller et Pesant Okuma Machinery Works PCC Pittler GmbH PCI Scemm Reishauer Sheldon Machine Division Steinel Thyssen Production Systems Toshiba Machine Co. Ltd. Toyoda Machine Works Voest Alpine Voumard Seigen Waldrich Siegen Yamazaki Mazak Corp

Country
Switzerland Switzerland USA Switzerland Japan France Japan Germany France Switzerland USA Germany Germany Japan Japan Austria Germany Germany Japan

Lists of Equipment Builder approvals are confidential to Exxon Mobil Corporation and are intended for use by employees of Exxon Mobil Corporation, its affiliate companies or others designated by Exxon Mobil Corporation. Information should not be disclosed to any third party without written consent. 37

Equipment Builders

38

Frequently Asked Questions

Frequently Asked Questions Water Soluble Cutting Fluids

How should I prepare an emulsion?
I I

Always add the concentrate to water while mixing in a clean container. Alternatively use a mechanical device which mixes the concentrate and water automatically.

When the weather is cold, should I take any special precautions when preparing an emulsion? During cold temperatures, when the water and the concentrate can become very cold, bring the concentrate inside overnight to equalise the temperature and to facilitate easy mixing. It normally takes longer to prepare the emulsion when cold. What causes skin irritation? Removal of the natural fats from the skin by cutting fluids or other low viscosity materials can lead to skin irritation. How do I minimize skin irritation? Skin irritation is normally the result of prolonged contact with a lubricant. ExxonMobil products are formulated to minimise skin irritation. Always recommend that normal precautions be taken to minimise skin contact. Always refer customers to the MSDS.
I I I I I

Use a high quality Mobil product Avoid prolonged contact with the fluid. Wear gloves and use barrier creams Do not use products with a high pH (>9.5) Avoid using high concentrations (>7%) Ensure adequate training and facilities are available to permit good hygiene practices

How long should I store Mobilcut concentrates? Stock rotation is very important. A first-in-first-out policy will prevent products from being stored too long. Check the shelf-life with ExxonMobil. What is the pH value of a newly prepared emulsion and why? The pH value of a fresh emulsion will normally be between 9 and 9.5. The pH will stabilise at a slightly lower pH after a few days. It is very important that the pH value be maintained at around nine. This will ensure that the bacterial levels remain low and skin irritation is minimised. The life of the coolant will be maximised. Why does a system need to be cleaned with Mobilcut ESC before changing the fluid? Mobilcut ESC (Emulsion System Cleaner) is an extremely useful product in the metal working fluids portfolio. It contains powerful detergents for cleaning the machines and anti-bacterial and fungal additives to kill existing biological activity in the machine sump. Used correctly, the life the emulsion can be extended to its maximum, saving money and increasing production time. Mobilcut ESC provides the following advantages;
I I I I I I

Cleans the machine sump effectively Kills bacteria and fungal infections Reduces smell Maximises the life of the cutting fluid Creates a cleaner and more pleasant working environment Prevents re-contamination of new fluid with the old fluids, bacteria, thereby optimising the new fluids life.

39

Frequently Asked Questions

Draining and wiping the machine sump is a poor cleaning method. Bacteria are very small and cannot be removed or killed using this method. Adding fresh coolant into a poorly cleaned sump will only lead to poor service life. What is the ideal water quality for making up water soluble cutting fluids? Generally the water hardness should be approximately 150ppm (as CaCO3). Water hardness less than 100ppm means that the water is soft and hence has a higher potential for foaming. Water hardness greater than 600ppm generally means that making a good emulsion is more difficult and the cutting fluid will have a shorter life. Water treatment for hard water is the best option in this case. How can I find out the water hardness? Your customer or the local water authority can sometimes provide water hardness values. Often customers use borehole (water from underground), which can be variable (>300 ppm CaCO3). The easiest way to find out is using dipsticks. Why are chloride ions in the mixing water not wanted? Chloride ions are very corrosive. As a general rule, if the water contains chloride ions (CI-) above 50ppm, recommend a product with a higher oil content. This will help prevent corrosion to finished components and the machine. Why is it very important that the concentration of the cutting fluid is controlled? Controlling the concentration will help to minimise lubrication and corrosion problems. For example: if you recommend the concentration to be 5%, then it should be possible to control the concentration to within 1% of this value. What are the minimum and maximum concentrations I should recommend? For all products do not recommend below 3% and above 10%. What causes foaming? All products have the potential to foam but some products foam less than others. The main reason for excessive foaming is soft water (water with a hardness of less than 100 ppm). But other reasons for foaming include:
I I I

High pressure application of coolant Poor system design Low volume in tank / pump cavitation

I I I

Contamination from floor cleaning agents and tramp oil Very high concentration (above recommended concentration) Very fine filtration systems (<20 microns)

How can I control foaming? Check that the concentration of the cutting fluid is correct for that operation. Modify the system design if possible, reduce leaks and if the foam persists, add Mobilcut AF which can reduce the foaming temporarily. How do I select the concentration of Mobilcut for a new application? The following concentrations are recommended:
I I

For cutting 5-7% For grinding 3-4%

If the material is very hard or the operation is difficult, then start at a high concentration (10%) and then reduce gradually until the best economy is achieved. 40

Frequently Asked Questions

What are the main causes of corrosion:
I I I I

Low concentration less than 3% High bacterial activity greater than 107 counts per ml Low pH less than eight Poor water quality total hardness greater than 600 ppm, chlorides greater than 50-100 ppm.

How long can a component be stored after machining with Mobilcut before corrosion occurs? The Mobilcut cutting fluids contain powerful corrosion inhibitors but these are not designed as medium to short term corrosion preventives. Depending on the conditions, components can be stored for possibly two to five days before onset of corrosion. High humidity conditions reduce the time before corrosion would occur. What causes cutting fluids to smell? The answer is simple bacteria. This is the direct result of poor maintenance and monitoring practice. Which guidelines can I follow to prevent the cutting fluid from smelling?
I I I I

Diligently control the concentration keep to the recommended concentration limits Maintain the pH above 8.5 Remove the oil floating on the surface regularly at least once a week Do not use the sump as a rubbish bin do not throw rags, cigarettes, etc. into the tank.

How long will your cutting oil last in my machines? The life of any cutting fluid is dependant upon the conditions in which it has to operate. Mobilcut is designed to operate in poor conditions as well as good ones. We are confident that we can enhance the life of the coolants with our technology in combination with the use of our services such as the Mobil Solcare programme. What is the Mobil Solcare programme? The programme is designed to help you control the costs when using water-soluble coolants through the use of simple regular tests and record keeping.

41

Frequently Asked Questions

What is? A sump: An emulsion:

The tank where the cutting fluid is re-circulated. A dispersion of oil and water mixed together to form a stable mixture. Always add the concentrate to water. The cutting fluid mixed with water in the machine. A cutting fluid with a high oil content (60-75%) which forms a milky looking emulsion on dilution with water A cutting fluid with a low to medium oil content (10-50%) that when mixed with water forms a translucent emulsion which you can still see through, such as [Mobilcut 232]. Cutting fluids, which do not contain any oil, such as Mobilcut 321. They are chemical solutions which are generally used for grinding. Please note: They are not the traditional Mobil PAO based synthetic lubricants. A cutting fluid that can be described as biostable (synthetic or semi-synthetic) and that will last a longer time in the machine sump. Mobilcut 232 is an example. The cutting fluid (Mobilcut) as supplied in the drum. Cutting fluids which have a longer service life due to their added resistance to bacterial activity. An additive used to kill bacteria, preventing smell and helping the cutting fluid last a long time. A component in a lubricant that enhances its specific properties, thereby enhancing performance. Very small organisms that live almost everywhere, but especially in poorly maintained cutting fluids.

The working fluid: A milky or soluble cutting fluid:

A semi-synthetic cutting fluid:

A synthetic cutting fluid:

A long life cutting fluid:

The concentrate: Biostable:

A biocide:

An additive:

Bacteria in a cutting fluid:

42

Frequently Asked Questions Neat Cutting Fluids

What causes smoke during machining? Smoke should not be confused with mist. Main reasons for smoke generation while machining are:
I I I I I

Poor cooling misdirected cooling Lack of coolant coolant flow not high enough Volume of tank too small not enough resident time for heat dissipation Volume of coolant too low not enough resident time for heat dissipation Wrong product Extreme pressure/machining properties of product not high enough

How do you tell the difference between smoking and misting? Smoking is caused when the oil and components are too hot (see above). Misting is caused when the oil is thrown into the air because of the nature of the operation, such as at high speeds. What is misting? Misting is fine oil particles in the air. They take a long time to settle because they are very small. This means that everyone involved in the workshop may inhale the oil mist. It also creates an unpleasant working environment. How can misting be minimised? Misting of the cutting fluid cannot be prevented totally due to the nature of the operation. All Mobilmet fluids have properties which reduce the level of mist significantly. These are called antimist agents. In addition, Mobilmet XLM products are based on specially refined based oils to reduce evaporation and misting. How do antimist agents work? These additives work by enlarging the oil mist droplets so that they fall out of the air. What does corrosive mean? This describes the activity of the additives used in the cutting fluid. The additives will react with copper and brass (and their alloys) turning them black. If a product is described as corrosive then it is used for very difficult cutting processes and should not be used for machining yellow metals as such as copper, brass and its alloys. How do I know if a cutting fluid is corrosive? The data sheet describes whether cutting fluid is corrosive. You can also check by looking at the copper corrosion result on the Product Data Sheet. If the result is four, then it is a corrosive grade. What does active mean? Active is another way of describing corrosive. What does non-corrosive mean? Non-corrosive is the opposite of corrosive. Non-corrosive cutting fluids can be used for machining yellow metals such as copper, brass and its alloys.

43

Frequently Asked Questions

What does inactive mean? Inactive is another way of describing non-corrosive. How do I know when to select a corrosive grade or a non-corrosive grade? The type of material being machined will be your first guide.
I

If the customer is machining yellow metals such as copper, brass or any of its alloys, then you must use a non-corrosive grade, such as Mobilmet 420 series or Mobilmet 440 series. If the material is difficult to machine such as stainless steel, titanium, nickel alloys and tool steel, then an active grade would be necessary to protect the cutting tool, such as Mobilmet 760 series or certain Vacmul grades. If the material is easy to machine (low hardness) such as aluminium cast iron and low carbon steel, then a non active grade is normally required, such as Mobilmet 420 series or Mobilmet 440 series.

The machining operation will be your second guide.

I

Operations such as broaching, gear manufacture and tapping, which are considered difficult, would normally require an active grade such as Mobilmet 760 series or selected heavy duty Vacmul grades. If the machining operations are easy such as milling, drilling and turning, then non- active grades would be required such a Mobilmet 420 series or Mobilmet 440 series. If the machining operation is grinding, then fluids such as Vacmul G13 or Mobilmet 335 should be used.

How do I know which Mobilmet products to select for an application? Use the product selection guides.

44

Frequently Asked Questions Hydraulic / Gear Oils

The only difference between hydraulic oils is price. Is that not correct? Not true, Mobil hydraulic oils are world class. ExxonMobil is one of the world leaders in hydraulic oil developments and has a range of high quality products to meet your needs. The benefits of Mobil hydraulic Oils are:
I I I

EB approvals Keep clean performance Long service life

What are the advantages of Mobil products over other competitors brands? Mobil products are tested beyond the requirements of builder recommendations. Equipment Builders recommend hydraulic oils based upon accepted industry standards. They run the tests using new, uncontaminated oils to meet these minimum requirements. The customers situation is different. The hydraulic oil in the equipment can be contaminated shortly after it is put into service. This is a different situation. Mobil premium hydraulic oils perform well because they have the Mobil engineered additive system which gives them their unique performance. Every system picks up water. I can live with it! When some hydraulic fluids become contaminated with water the additives can react and breakdown. This has the following effects:
I I I I

The additive system is no longer providing protection, leading to corrosion and pump wear Filters get blocked and pressure rises Servo valves stick, causing down time Water does not separate

The benefit of Mobil hydraulic oils is that the additives are super stabilised, even in the presence of small quantities of water so the effect of water contamination is minimised. What is an ash-free hydraulic oil? A hydraulic oil that has been formulated with additives that do not contain any metals such as zinc. Zinccontaining additives are normally used as antiwear agents. What are the benefits of zinc-free hydraulic oils? Generally zinc-free hydraulic oils can withstand high temperatures in todays modern equipment and therefore can last longer. However, zinc-free hydraulic oils vary in quality. High quality Mobil DTE Excel will maintain its properties even when contaminated with small quantities of water. Mobil DTE Excel separates readily from water which can be easily drained. This means that the oils life and wear protection of the equipment can be maintained for a long time. Environmentally, these zinc free products can be more acceptable because they do not contain heavy metals. The added advantage of Mobil DTE Excel is that is separates readily from water soluble cutting fluids, ensuring a longer life of the cutting fluid.

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Frequently Asked Questions

How often should I change Mobil hydraulic oil? This depends upon the condition of the hydraulic system. Under normal conditions of operation, temperature and contamination, the oil should be expected to last a year. Use Mobil Monitor to extend its life. What are the reasons for erratic movement of hydraulic systems in machine tools? The main reasons could be:
I I I I I

Water contamination leading to compressibility problems Sticking valves due to build up of varnish Filters blocking due to water contamination Deposits forming on the inside of the system due to high temperatures and low quality oil Pump wear due to poor quality oil and water contamination

What are normal operating temperatures? The temperature for hydraulic systems is normally around 65C and for gear systems it is around 60C. As a general rule, the life of the oil will halve for every 10C rise in temperature above 60C. Why do gear / hydraulic oils foam? Mobil products are designed not to foam. Foam is normally the result of contamination, air leaks, pump cavitation and poor system design. Are Mobil products compatible with seal materials? All Mobil products are compatible with the majority of seal materials commonly used in the industry. Can I extend the life of my hydraulic / gear oil? Yes by doing the following:
I I I I I I

Avoid excessive temperatures Keep the system clean Check the breathers regularly for cleanliness Do not hose the equipment down with water Use Mobil Monitor Used Oil Analysis Avoid ingress of contaminants such as air, water, dirt particles via good system design, operation and filtration

What are the advantages of Mobil Monitor? Selling services adds revenue stream, helps improve the standing of Mobil products with the customer and extends oil life.

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Frequently Asked Questions Slideway Oils

What is stick-slip? When the movement between the slide and the slideway is not smooth. What does stick-slip do to my machine? Stick-slip will result in the following:
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Excessive wear on the slideways Poor surface finish of components Poor tool life

Why is good separability or compatibility between cutting fluids and Mobil Vactra slideway oil so important? There are two important areas: 1. Washing away of the slideway oil by cutting fluid can result in:
I I I I I

Stick-slip Reduced corrosion protection Excessive wear on the slideways Poor surface finish of components Poor tool life

2. Minimising coolant contamination with the slideway oil:

I I I I

Ensures fast and efficient separation to remove the excess oil Enhances the life of the coolant Reduces foul smell Ensures a better working environment

Do Mobil slideway oils contain anti-corrosion additives? Yes, indeed Mobil Vactra performs very well in standard corrosion tests even when contaminated with watersoluble cutting fluids. Do Mobil slideway oils contain anti-wear additives? Yes. Very thin films of oil must separate slideway surfaces. Thick films can lead to floating of the slideways, causing inaccuracies. Anti-wear and extreme pressure additives are used in Mobil slideway oils to provide the necessary protection. This prevents wear and ensures accurate movement. Can Mobil slideway oils be used for machine tool gear / hydraulic lubrication? Yes. Mobil Vactra No. 4 and Mobil Vactra No. 3 can be used for slideway oil and gear oil lubrication. This is an advantage in terms of product rationalisation.

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Frequently Asked Questions Electrical Discharge Machining Fluids (EDM)

What does EDM mean? Electrical discharge machining. What are the flash points of Mobil Vacmul EDM fluids? The flash points of Mobil Vacmul EDM are designed to be as high as possible (check the product data sheet). This is the temperature above which the product as a vapour catches fire. What are the advantages of high flash point?
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Reduced fire hazard Low odour

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Lower volatility Better operator comfort

What are aromatic carbons? Aromatic carbons are chemicals that tend to have high solvency and can remove natural oils from your skin, leading to skin irritation. What is the aromatic carbon content of Mobil Vacmul EDM fluids? Products have been selected to have very low aromatic carbon content. (Check the exact data from the Product Data Sheet). Will Mobil Vacmul EDM fluids cause skin irritation? The aromatic content is very low so the risk of skin irritation is minimised. Always recommend that normal precautions are taken to minimise skin contact and always refer to the MSDS. What are the differences between kerosene based products compared to Mobil Vacmul EDM fluids?
I I I I I

Kerosene has a low flash point increased fire hazard Kerosene has a high odour not operator friendly Kerosene has a higher aromatic content not operator friendly Kerosene has a higher evaporation rate product loss is high Oxidation stability of kerosene is poor short service life

What is the relationship between the viscosity of Mobil Vacmul EDM fluid and processing speed? A low viscosity fluid is necessary for both roughing (fast removal rate) and finishing (slow removal rate). The range of Mobil Vacmul EDM fluids covers both processes. Normally, a lower viscosity EDM fluid is required for finishing processes. Can Mobil Vacmul EDM fluids fulfil the requirements of super finishing process? Yes, the narrow cut and low viscosity of the Mobil product ensure that the customer obtains consistent, accurate performance. How do I know when to replace an EDM fluid? When the fluid starts to show signs of ageing, which can be indicated by:
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Darkening of the fluid Development of acrid odours Increased electrode wear

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Frequently Asked Questions General

How should products be stored and dispensed of? All products should be stored away from direct sunlight and protected from rain and frost. Once the container is opened it should be closed securely when not in use. A policy of first-in-first-out should be enforced to ensure good stock rotation. Can I mix Mobil products with the existing product? This is not recommended, as different products can be incompatible. To get the optimum performance from a Mobil product, always flush the system first. In addition, if there is a problem following mixing of different products, it would be difficult to find the cause. Why are there only a small number of products that we can offer to a customer? Your competitors have a wider product range? There are many products which form part of the Mobil product range. The products discussed in the IMTL programme have been specifically designed and selected for the industries which you are targeting. They have a broad application range which will help to reduce the number of products used in the factory. What training can ExxonMobil provide? We offer a number of different types of training as part of our overall package. These include practical class room sessions, visits to blending plants and outside speakers. Why do Mobil products cost more than other products? Mobil products are designed for specific applications using only the best quality base oils and additives. Some Mobil products may initially cost more than competitors products. However, extended oil life, better quality machined components and lower maintenance means that the cost of using Mobil products over time is lower. Your machinery costs a lot more than the oil it uses. Is the quality of Mobil products the same across the world? Yes. ExxonMobil has a quality system that ensures products have the same quality anywhere around the world.

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Frequently Asked Questions What Disposal Techniques Do We Recommend?

ExxonMobil always recommends disposal of used lubricants in accordance with local regulations. Chemicals may be dangerous and should only be handled by qualified personnel. Always wear appropriate safety equipment. Disposal of used lubricants, especially water soluble cutting fluids, is becoming more and more of a cost issue for companies. In mature markets, disposal costs of used lubricants can be significant. In developing economies, governments are tightening up on indiscriminate disposal of used lubricants. Therefore it is important to understand the need for proper disposal techniques. You need to be in a position to offer advice to a company using and wanting to dispose of used lubricants responsibly. More often than not small users of lubricants cannot justify investing in disposal equipment. When this is the case, the use of government regulated disposal contractors is advised. For companies wanting to invest in disposal equipment there are many different disposal techniques available such as:
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Acid splitting Ultrafiltration Reverse osmosis Centrifuging / Cyclone separation Activated carbon filtration

I I I I

Biological treatments Evaporation Electrolysis Oxidation

ExxonMobil can provide some simple guidelines for disposal. However, always ensure that your customer seeks professional advice.

Objections and Responses Procurement

Your lubricants are too expensive!
I

Compared to what? Wouldnt you agree when the product that we have discussed solves the problems within your factory, thus saving downtime and lost production, it pays for itself many times over?

We are on contract and cannot buy any other lubricant. My parent company will not allow us to buy from another company.
I

Although you are on contract at the moment, surely if you have products that would perform far better than the ones you are using, therefore saving you considerably on downtime, replacement costs, man hours etc., you could justify using it. What better way to establish this than back-to-back trials against the product you are currently using?

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Frequently Asked Questions

I

What do you do if the company you are contracted to does not have products that you need in their range?

My budget is already spent. The products we use are just as good as your products!
I I

What proportion of your budget do you spend on replacement parts to keep your operation running? If I could help to considerably decrease that cost, thus allowing you to stretch your budget further, would you be interested?

I am using a product that lasts just as long, does the same job, but is half the price!
I I

Investigate the truth of the statement, i.e., What product did you use? How much did it cost? What are you using now? What Mobil product have you used previously? Questioning technique: Who, What, When, How, Why? If I could show you a new product which has been specifically developed for your application and show you marked improvement in performance, would you be interested?

Product Trialing
We have too many other problems at present!
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What problems are these? (Clarify and explore).

Our existing methods are adequate!

I I

What are your existing methods? Although you say your existing methods are adequate, would you be interested if I could show you a product that will potentially improve your performance and the efficiency of your equipment and machinery?

We don t have any real problems!

I

How often do you change your cutting fluid, or replace drills and taps, or replace bearings follow with questioning technique. Look at maintenance bill. What is the most expensive piece that you have to look after?

Your products would not work here!

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Why do you think that? What products do you use at present? I can understand your reaction, many of our customers had a similar reaction at first.

I have no problems at the moment, so there is no reason to change!

I I I

What products are you using at the moment? How often do you change drills, taps, inserts or cutting fluids? We are not just a problem-solving company. If I could show you cost savings through up-to-date lubrication technology, you would be interested, wouldnt you?

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Frequently Asked Questions

I have been using this product for years with no problems!
I

As with all aspects of engineering, there are constant developments to improve efficiency and reduce expenditure. This also applies to lubricants. As you have just invested in new equipment, dont you think that you should invest in lubricants and services that will give you maximum return on your investment? Thats fine. The product that you are using is a good product but the change in technology and the need for greater efficiency have created new products that can show real benefits over the products that you are using. I understand that you are happy with your current situation but I may have products that would suit you even better.

There is nothing that I need! I appreciate that you do not need anything at the moment. However, I am just the companys shop window enabling you to see what is available for sale, with no obligation to buy. It is a duplication of other products! What product does it duplicate? Re-present using features and benefits suitable to situation. How do I know that it will perform as well as you say?
I

A lot of companies use this product and are extremely happy with it. Here is one company similar to yours user reports. I can see that you are not convinced. Use references

I know all about your company! Excellent, it is so refreshing to meet somebody with a good understanding of the range. But ExxonMobil being a progressive company, new products are being offered all the time. I do not need to use the Mobil Solcare programme with any other product!
I I

Which products? Clarify and explore using questioning technique. We are offering this information to help you to maximise your profits, productivity, quality, health and safety of employees. The programme is designed for your benefit. If the competition is not offering something similar, then it could be that they either do not want you to save money, or they are not interested in improving the working conditions. I understand your reaction. Other customers had the same reaction too, but the use of the programme has helped them to appreciate the programmes usefulness of keeping records, increasing quality, training and reducing costs which is also your companys objective. It is clear that I have not made myself understood. We are not insisting that you use the Mobil Solcare programme with Mobil products. We are simply suggesting that the Mobil Solcare programme is best practice.

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Troubleshooting Guides

Troubleshooting Guides

Troubleshooting Guide - Neat Cutting Fluids

Problem Poor tool life Reason Change product viscosity or additive levels. Can be the result of oil contamination such as slideway oil or hydraulic oil. Change in the operation parameters since the recommendation. Wrong product viscosity. Action Check for high levels of oil contamination. Use a universal cutting fluid like Mobilmet 446. Change viscosity. Increase duty level.

Unsatisfactory surface finish

Check if the severity of the operation has increased. 1. Has the material changed? 2. Has the feed or speed increased? 3. Has the cycle time reduced? Increase severity of operation. Reduce cycle time by increasing feed rate.

Surface finish good but tool life poor Poor surface finish but tool life is good Poor surface finish when grinding Skin irritation

Corrosive grade cutting fluid being used but severity of operation is low.

Low viscosity, low EP levels of cutting fluid.

Increase viscosity. Use higher EP non-corrosive grade.

High level of fines in circulated oil either. neat or emulsion Additive depletion due to poor top up. High level of fines. High levels of nickel and chromium from alloyed steel. Low viscosity. Cleaner contamination. Operation conditions - high speeds such as grinding. Non-antimist product being used. High circulation rate. Poor system design.

Check filtration system and improve efficiency. Change top up rate to maintain additive levels. Check filtration system. Check material machined and change fluid more regularly. Check for low viscosity contamination Advise on skin care for all cases. Install extraction units and advise on safe practises. Suggest antimist product.

Misting

Foaming

Reduce circulation rate by increasing volume of cutting fluid. Change design if possible. Add anti-foam. Change cutting fluid to higher EP and higher viscosity type. Increase sump capacity to increase residence time of fluid to help dissipate heat. Invert / Drain component before removal. Lower viscosity cutting fluid.

Fuming / smoking

High temperatures at cutting zone. Poor EP properties of cutting fluid. Sump capacity too small, high circulation rates, poor heat dissipation. Shape of components. High viscosity cutting fluid.

High drag out rates

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Troubleshooting Guides Troubleshooting Guide - Water Soluble Cutting Oils

Observation
Corrosion L L H Smell L L

Routine monitoring
Concentration
Above recommended dilution Below recommended dilution High >20 dH Ideal 8-15 dH Low <5 dH

Corrective action
Correct concentration to recommended dilution

Water hardness

Chlorides <50ppm

High: Increase concentration or change coolant. Consider treatment Low: consider water treatment High: change coolant and investigate alkaline contamination Low: increase concentration. Consult your ExxonMobil distributor Change fluid Check concentration history Consult your ExxonMobil distributor

Poor surface finish L Skin irritation H H H Foam H L

pH

High >9.5 Ideal 9.0 Low <8.3 High 106 Low 103

Bacterial level

System design

Consider change to machine tool parameters

Contamination Index H=high L=low

The chart is divided into three sections:
I

Tramp oil Alkaline ingress Solvents/Degreasers

Investigate potential leaks Remove tramp oil Eliminate source of contamination

Observation

Routine monitoring

Corrective action

Each related monitoring and action is colour-coded. In observation, there is a small colour-coded box, which is in order of priority, from left to right. Next to the box is the letter H or L, which represents high or low. For example if corrosion is observed: Step 1 Check corrosion observation box. Step 2 Note small box priority, which for corrosion in order of priority is low concentration (red). Step 3 In the routine monitoring section, check the concentration and follow the corresponding action. Step 4 If concentration is correct, then check next priority box, which is in this case low pH. Follow required action carefully. This is intended as a guide only. Please contact your ExxonMobil distributor before any major change or addition is made to a Mobil product.

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