Understanding a customer’s equipment is an important part of recommending the right lubricant. The Commercial/Industrial 1 Seminar, held October 6–8 in Reno, Nevada, focused on building that understanding through technical education and product insights from Phillips 66® Lubricants.
The three-day seminar was designed to connect lubrication knowledge with the decisions marketers make every day, from supporting commercial fleets to addressing the needs of industrial operations and heavy duty equipment.
Knowledge That Supports Better Recommendations
The seminar’s focus included lubrication fundamentals, product selection and troubleshooting, with an emphasis on understanding operating conditions and identifying appropriate solutions for customer applications.
Industry developments were also part of the agenda, including the upcoming PC-12/CL-4 specification transition and Phillips 66® Lubricants’ preparations for future requirements. These topics provide important context for conversations with customers as equipment technology and lubricant standards evolve.
A Firsthand Look at Performance
A key feature of the course was a field trip to examine freshly disassembled engine parts from a Cat® 793F haul truck powered by a C175-16 engine with approximately 20,000 operating hours. The engine had been running on our oil, giving attendees an opportunity to inspect the components and judge their condition for themselves. Seeing these parts up close connected classroom discussions about lubrication and engine protection with equipment used in a demanding application. It also gave attendees a practical reference point to bring into customer conversations.
The value of technical training extends beyond the classroom. For marketers, a deeper understanding of lubrication can help uncover customer needs, explain product recommendations and recognize when additional technical support may be useful. Bring that approach into your next customer conversation: ask about the equipment, understand the application and connect the recommendation to the demands of the job. Sharing knowledge across your sales team can help strengthen the support your organization provides.
Thank you to everyone who joined us in Reno and made time to invest in their expertise. Continued learning helps us work together to support customers and keep their operations running smoothly.
