PREVNEXTSUBMITMenuResourcesGlossaryNotesClear and return to MenuSearch ResultsFilterSlide TextNotesSearch in:Check to includeSearch...TermsDefinitionFINISHfinishdefinitionresourcessearchpauseplayreplaysubmitnextpreviousvolumeSkip Navigation. Hit enter to return to the slide.SUBMIT ALLsubmit allQuestion ListMore infoSend an emailCloseBioExit<html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Before recommending or using a cleaner, you should be aware of the HSSE hazards and environmental concerns when using these products.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>In order to create strong customer value propositions, follow the steps of the value selling process. If executed correctly, value selling will allow us to shift the conversation away from tactical price debates and negotiations aimed at securing volume in the short term to longer term, more strategic conversations about building sustainable, profitable growth for our customers and for Castrol. Let's take a look at each step. Select each one.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Every offer we use to engage our customers should be designed to meet their needs. By taking the time to understand your customers and their business sectors beyond lubricants, you can ensure you're getting it right every time.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Once you have determined your key customer insight, take the time to listen to what your customer has to say. This will enable you to identify what's important to them and establish how we are currently performing. Effective questioning enables you to direct an interview and collect the information that you require. It is important that your customer feels as though they are actively participating in the conversation. This confirms understanding and shows that you are interested in what your customer has to say. Don't forget to mix open and closed questions and probe responses.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Now that you have gleaned your customer insight, listened to the voice of your customer, and established the key decision makers you can begin to build your offer. Going forward throughout this process it's crucial to keep in mind what the offer is seeking to deliver for our customers. Consider your customer's needs, how they are addressed by Castrol, and create a customer value proposition.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Now that you have a strong offer put together with a big idea based on a true customer insight, it's essential to mitigate any risks through assessment, careful planning, and a peer review of your proposal. Use references to demonstrate the value delivered with previous examples or testimonials wherever possible. This provides the customer with tangible results and reassurance.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Getting your customer to agree to your offer is a crucial step, and so it must be handled appropriately. The key to success is setting a clear objective, choosing an appropriate selling style, and knowing how to close the deal.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>This is the final stage in the value selling process. Your customer has accepted an offer, and it's now up to you to make sure that Castrol delivers on it.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>In order to understand what the key factors of the cleaning process are, let's use an example in which birds have favored your vehicle by decorating the paintwork. You have two options to choose from. Select one now.</textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>The aim of the cleaning task is to separate the soil from the substrate. To do this, an exact amount of energy must be spent. Option one means less energy is spent, but it may take longer, whereas option two means more energy is spent, but there are faster results. This is what you need to consider when selecting a cleaner. Energy equals work rate multiplied by time.</textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Let's define what we mean by the cleaning process. It is described as cleaning components as part of the manufacturing process. This typically involves the removal of metal-working fluids and corrosion preventatives from metal parts on a continuous production line.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Here we can see a production line where cleaning is the heart of the process.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Any cleaning process contains elements of energy, including chemical, mechanical, and thermal heat energy plus the time devoted to the process. This can be expressed as energy equals C+M+H multiplied by T, which equals clean parts. Thermal energy is supplied to the cleaning process by operating with a cleaning solution at an elevated temperature. Heat increases the reactivity of the chemical components of the cleaner, improving reaction kinetics. If soils are viscous materials like forming lubricants or greasy deposits, heat can reduce the viscosity of the soil and ease its removal. Heat speeds up cleaning. The chemical energy is the capacity of the cleaner's chemistry to wet out, break down, and lift the soils from the work piece and is available to the cleaning process through the reactivity of the components of the cleaning solution. Highly active components are able to supply energy rapidly to the cleaning process and quickly clean. Less active components supply chemical energy more slowly and so take longer to clean. Chemical energy released in the cleaning process is very much affected by the concentration. In general, higher concentrations act more rapidly than lower concentrations, but it should be strictly controlled in order to optimize the cleaning potential without risk to the substrate or users. The longer the work piece is being cleaned, the more time it will take for the soils to be removed. A well-designed process will meet the goal of clean parts in an economical way, avoiding excess waste of time, chemistry, heat, or process energy. The mechanical energy comes from the cleaning equipment. This may be the power of the pump forcing fluid through spray nozzles or the turbulence of flow in an emersion bath. Even the high frequency vibrations of ultrasonic cleaning are a type of mechanical energy. As a general rule of thumb, spray or intensive flood washing is appropriate for oily soils. Ultrasonic cleaning is appropriate for particulate soils, while some processes need both types of cleaning.</textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Always remember that the circle must be complete, which means that the total energy required for the cleaning is always the same, but the elements may differ in proportion.</textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Now let's see the three main types of cleaners in the Castrol cleaner's portfolio. Select each one as it highlights.</textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Aqueous cleaners use a solution of active substances in water to remove organic and inorganic contaminants from an item. Organic substances always contain hydrocarbons, for example, oil. Inorganic substances are of mineral origin, for example, swath or residues from tools. Aqueous cleaning is the most important part of the core range, as these products are an integral part of the metalworking process. These are used for intermediate cleaning operations involving steel, cast iron, and non-ferrous metals within the metalworking process. In general, aqueous cleaners can be alkaline, for example, caustic soda with a pH of greater than 7 or acidic with a pH of less than 7, for example, vinegar. Alkaline cleaners can be emulsifying, diluting oily soils, or demulsifying, rejecting oily soils. The selection of an aqueous cleaner depends on the equipment to be used, the substrate to be cleaned, and the compatibility with the soil to be removed. Other considerations may include foam characteristics, water hardness in the plant, and the corrosion protection required.</textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Maintenance cleaners are usually used to clean machines, floors or centralized systems and not the final pieces, and they are mixed with water. The Castrol range of maintenance cleaners includes two groups of products: machine tool and system cleaners and floor cleaners. </textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>The Castrol range of solvent cleaners has been specially formulated with selected hydrocarbons delivering excellent solvency for mineral oils, fats, greases, and other soils typically found in manufacturing. They’re ready to use and not mixable with water. The choice of solvent depends on odor, evaporation rate and solvency, and is usually a compromise between performance and health, safety, and environmental requirements.</textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Here are some of the key properties of solvents.</textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Now let's see how our customers should care for their cleaners to ensure that we can advise appropriately.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Before we can recommend a product, we need to be aware of the priorities and needs of our customers. In general, a customer using cleaners has the following needs and priorities, which Castrol needs to address. Increased productivity, meaning that Castrol cleaners should demonstrate high performance and that they can be used in extreme pressure applications or where robot technology is used. Reducing operational costs is another key priority. Sustainability and health safety environment priorities and legislation are requiring reductions to workplace and disposal hazards by formulating products that contain fewer secondary amines, heavy metals, high aromatic solvents, etcetera.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>In selecting the ideal cleaner for a given process, a number of factors need to be considered.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Product selection incorporates several considerations and is more often than not a balance between process requirements and cost.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>We have created a comprehensive range of user-friendly and environmentally-responsible industrial cleaners.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Let's look at the considerations we need to take into account when selecting an aqueous process cleaner.</textformat></html><html><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Any cleaning process contains elements of energy, including chemical, mechanical, and thermal heat energy plus the time devoted to the process. This can be expressed as energy equals C+M+H multiplied by T, which equals clean parts. Thermal energy is supplied to the cleaning process by operating with a cleaning solution at an elevated temperature. Heat increases the reactivity of the chemical components of the cleaner, improving reaction kinetics. If soils are viscous materials like forming lubricants or greasy deposits, heat can reduce the viscosity of the soil and ease its removal. Heat speeds up cleaning. The chemical energy is the capacity of the cleaner's chemistry to wet out, break down, and lift the soils from the work piece and is available to the cleaning process through the reactivity of the components of the cleaning solution. Highly active components are able to supply energy rapidly to the cleaning process and quickly clean. Less active components supply chemical energy more slowly and so take longer to clean. Chemical energy released in the cleaning process is very much affected by the concentration. In general, higher concentrations act more rapidly than lower concentrations, but it should be strictly controlled in order to optimize the cleaning potential without risk to the substrate or users. The longer the work piece is being cleaned, the more time it will take for the soils to be removed. A well-designed process will meet the goal of clean parts in an economical way, avoiding excess waste of time, chemistry, heat, or process energy. The mechanical energy comes from the cleaning equipment. This may be the power of the pump forcing fluid through spray nozzles or the turbulence of flow in an emersion bath. Even the high frequency vibrations of ultrasonic cleaning are a type of mechanical energy. As a general rule of thumb, spray or intensive flood washing is appropriate for oily soils. Ultrasonic cleaning is appropriate for particulate soils, while some processes need both types of cleaning.</textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'></textformat><textformat leading='0' tabstops='[0, 48, 96, 144]' blockindent='0' indent='0'>Always remember that the circle must be complete, which means that he total energy required for the cleaning is always the same, but the elements may differ in proportion.</textformat></html>