Many Fleet customers have successfully optimized the engine oil service intervals but optimizing engine oil service intervals the right way requires good communications and the necessary information to insure successful results.
In this sales pointer you will learn why we refer to Optimizing Engine Oil Change Intervals versus Extending Engine Oil Change Intervals. The bottom line is that not all fleets are candidates for extending engine oil change intervals as some fleets may already be over extended. Knowing how to correctly establish the right engine oil change interval for any fleet is the key objective of this sales pointer.
Dilmar has complete confidence in the performance capability of all Heavy Duty Engine
Oils we market. We know that when the right product is recommended for the application and combined with an oil analysis program, a fleet customer can achieve optimum results.
It is simply a matter of acting responsibly and not making claims without knowing and having the facts first.
The savings realized are often attractive to fleet managers because it not only reduces their engine oil, Labor and filter costs, it may also improve vehicle productive value or revenue generating capability by not having to bring the vehicle in for service as often. However the road to extending engine oil drain intervals can be paved with potential problems and protecting against engine repairs and warranty disputes requires a professional approach which means it is essential to know the facts and guidelines that needs careful review before offering recommendations with Heavy Duty Engine Oil Products .
What NOT TO ASK a lubricant supplier if you are a fleet Manager
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Lubricant performance claims are abundant and are often the reason fleet managers come up with this type question. “What engine oil change interval do you recommend for your oil or how far can I go on your oil?”
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The reason for caution is that this question connects engine oil change interval capability solely on the strength of the engine oil and ignores several key areas that impact engine oil change intervals. Or it may be possible that an experienced fleet manager wants to check out the credibility and practical knowledge of the lubricant representative by asking what appears to be a straight forward or simple question.
Thinking that quick and unproven engine oil service interval claim will impress the fleet manager may just do the opposite and prove that you have not taken the time to learn about the fleet operations.

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Either way making a quick unfounded claim about engine oil change interval is a problem waiting to happen in most cases.
The more experienced and analytical type fleet manager will likely ask the lubricant representative this type question
“How will you go about recommending the right engine oil drain interval for my fleet and what product will can you recommend to assist me with optimizing my engine oil change interval?”
The professional response you can expect from a Professional
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WE will only recommend the engine oil that best fits your operating conditions along with engine oil service intervals based on providing fleet customers guidelines and the technical support possible for you to optimize your engine oil change interval without compromising engine life and engine warranty.
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Once WE evaluate all of the factors unique to your fleet and operating conditions we will be in a position to establish the right engine oil drain interval for your fleet
1.
It must understand that optimizing engine oil drain intervals is the correct message.
Many fleets are already overextended whereas others may be good candidates for adding more hours or miles to engine oil service intervals. Optimizing means that we will assist the fleet with the safest and most accurate recommendation as opposed to making a claim not based on facts. When a fleet asks how far they can go on your oil, understand that they may be setting themselves up for the wrong answer from suppliers who do not handle these questions properly.
2.
Training-make sure you understand and can present oil analysis to your customer.
Going to a doctor that does know how to interpret your blood work and assist you with your needs would turn you away from any doctor. Make sure you receive training from your Branded representative or have participated in a analysis training seminar or web based training.
3.
Make sure your customer or fleet prospect knows and understands the engine manufacturer’s recommendations and how they apply to the make, model and operating conditions. DO NOT BY PASS THIS STEP or believe that a claim from an engine oil supplier can by pass this step. Misunderstanding this step can lead to problems down the road! It is important to know the position of any engine dealers or manufacturers regarding engine oil change intervals. You may hear a range of responses including synthetic oils do not make a difference and oil analysis is not the basis for extending drain intervals but ultimately a clean oil analysis history combined with accurate and complete service records is fundamental to preventing engine problems and disputes down the road. Remember, lubricant suppliers do not have the authority no matter what they claim to change these recommendations so you must make sure that proper documentation and or mutually agreed upon practices are accepted and understood. Many fleets have worked with their engine manufacturers, oil and filter suppliers to achieve optimum results that in some cases exceed the original engine manufacturer recommendations.
4.
Know the filter manufacturer recommendations. It is equally important to get filter manufacturer input on their products. There are many filter types and designs that are promoted for drain interval optimization. The fleet manager will often ask us for

our input but since we aren’t manufacturers of filters we must defer this question to the actual filter manufacturer. It is important to that engine dealer or manufacturers who are contacted for input on this subject will likely read from the manual. You may hear a range of responses including synthetic oils do not make a difference and oil analysis is not the basis for extending drain intervals. You just need to be aware.
5.
Ask the fleet manager if they have been using oil analysis and if the history is available.
Knowing what has gone before can provide the type of information as to whether or not a fleet is capable of extending engine oil drain intervals.
6.
If no oil analysis history baseline sampling procedure is needed.
Assuming the previous steps have been followed and there is no oil analysis history, it is critical to learn what if any inherent problems may exist with the engines. Remember that over 50% of premature engine failures are caused by coolant related problems. Knowing if problems such as this in addition to other lubrication related problems will protect us from engine failure claims that would otherwise be blamed on the oil.
7.
If the fleet candidate has passed this check point and is a good candidate to begin the following steps.
Begin with the present engine oil change interval by taking an oil sample at the current oil service interval and proceed with 5000 mile oil sample intervals or 100 hour samples. This will create data and information needed to create an accurate trend analysis. Keep in mind that many fleets have mixed engine makes and models so if the fleet manager wants to establish a single engine oil change interval for the whole fleet, it will be necessary to establish the weak link engine oil change interval as opposed to the optimum change interval for the most capable engines.
8.
As the marketer or representative for the fleet, review the data frequently and stay in touch with the fleet manager. It is not only important to stay in touch with the fleet manager to educate and confirm ongoing engine oil drain interval capability but there are additional benefits that can provided once the program is generating data.
Summary histories are one example of how fleet managers can review their history and improve vehicle resale value as well as make adjustments in their maintenance practices.
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TAN testing may be needed for some fleets. TAN testing provides another dimension of oil condition monitoring. Depending on the engine oil drain interval goals. On occasion fleets will request TBN testing.
10.
You only need to understand and follow these steps if you want to act as a professional consultant and serve the best interests of a fleet customer.
”What you don’t know can hurt you” but knowing the right way of optimizing engine oil change intervals can represent a significant benefit to a fleet’s bottom line.