landscape maintenance AMSOIL

Field Sales Tools Series

Landscape Maintenance

Table of Contents

Target Market Synopsis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 2Industry Concerns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 3Target Market Business Plan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 3

The Sales Approach . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 4A Checklist For Success . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 6

Lubricants and Their Applications . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 6Filter Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 8Convenience Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 9Looking For Leads . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 9Testimonial . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 10The Sales Cycle and Closing the Sale . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 11Conclusion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 11Landscape/Golf Course Maintenance Questionnaire . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Page 12

Landscape Maintenance Page 2 07/06

Golf course superintendents operate under agreat deal of pressure and are faced withseveral challenges. Not only do they gener-ally operate under strict budgets with smallstaffs, they have no control over one of themost important factors when it comes to thecondition of the golf course: weather.

Almost all maintenance equipment is nowequipped with four-stroke engines. In fact,the only two-stroke engines at many golfcourses are trimmers and blowers. Thelargest challenge with two-stroke engines isthe oil/fuel mixture. Depending on the size ofthe operation, many landscape businesseshave three or more different people mixingtheir two-cycle oil/fuel mixtures. This can

cause major problems if it results in an equalnumber of different mix ratios. AMSOILSaber Professional Synthetic 100:1 Pre-Mix2-Cycle Oil offers a clear benefit for land-scape maintenance professionals, allowingall fuel to be mixed at a 100:1 ratio, regard-less of the mix ratio called for by the equip-ment.

Lawn mowers are the backbone of any land-scape operation. Oil should be changedonce a week in lawn mowers used for every-day service in commercial applications. Dueto the harsh operating environment of land-scape equipment, effective filtration is alsoan issue for landscape professionals.

Notes

The popularity of the sportof golf has grown tremen-dously within the last fewyears. The one drawbackto golf's popularity is howadditional players affect thecondition of a golf course.If the condition of the golfcourse does not meetexpectations, the golfcourse superintendent willhear complaints. In fact,the golf course superinten-dent’s job is very much likethat of a professional golfer.They either get the jobdone or they don't makethe cut, which means theyare out of a job.

• • •

Because they can often getmore equipment for themoney, both public and pri-vate golf courses are nowleasing more equipmentthan ever, meaning theycan use higher-gradeequipment than possibleunder a purchase plan.This not only helps theircash flow, but allows thegolf course to stay currentwith technology.

TARGET MARKET SYNOPSISOverviewWhen it comes to equipment utilized, manysimilarities exist within the following commer-cial account vocations:

• Golf Courses• Country Clubs• Landscape Maintenance Operations• Highway / Roadway Landscape Control• Federal / State Parks• City Parks• Cemeteries

All these business prospects have one thingin common: they work in some of the dirtiest,muddiest, wettest and consistently brutalconditions that rolling stock equipment canbe subjected to. Based on the vocation, theequipment can range from small lawn mow-ers to multiple-decked, hydraulically actuatedmowers attached to large tractors. Althoughthe equipment may be different in size, thework they perform is similar, and AMSOILoffers the service reliability and performancethe operators and owners of this type ofequipment need. In short, there is not a bet-ter or more cost effective lubricant programavailable anywhere.

Because the equipment found in these vari-ous vocations is so similar, this Field SalesTool has a primary focus on golf course andcountry club operations. Not only can theybe found just about everywhere, but they arenot lavishly pursued by the large oil compa-

nies. Keep in mind, however, that thedemonstrated and discussed AMSOIL lubri-cant benefits are generally applicable for allmarkets. In addition, recognize that the list-ed market vocations range in size from thesmall owner-operator to large multi-milliondollar operations.

Equipment in these vocations must be in topperforming condition at all times for the job tobe finished in a timely manner. The operat-ing environments are also very similar, mean-ing they all have equipment that operates inrain, cold, mud, extremely hot conditions, aridconditions and under heavy loads.

The landscape maintenance industry is verycompetitive, especially on the larger scale.Companies bid on providing governmentagencies with landscape services for main-taining highway and park systems.Apartment complexes are continually lookingfor companies to provide cost effective land-scape services. If the company presentlyproviding these services lacks the resourcesto do an effective job, or the services comewith a high price, they are usually replaced.The opportunities for AMSOIL Dealers tomake an impact are endless.

This document outlines tried and provenstrategies and examples for approaching andselling to professionals in these challengingmarket vocations.

MARKET CHALLENGES


Equipment DowntimeEquipment downtime is a big issue for golfcourse and landscape maintenance serviceoperations. They cannot afford to haveequipment sitting in the shop waiting to beserviced. Many outside influences determinewhether equipment is serviced on a strictschedule. For example, a fairway mowermay not have the oil changed on schedulesimply because another mower is alreadytemporarily out of use. During tournaments,mowers are used on almost a continual basisand service maintenance intervals get sacri-ficed. In these situations, the benefits ofAMSOIL synthetic lubricants are significant.Even if an oil change is missed, AMSOIL syn-thetic lubricants provide an extra margin ofprotection and peace of mind that equipmentis protected.

The issue of downtime is one that should beaddressed by all AMSOIL Dealers whenapproaching golf course and landscapemaintenance operations. Remember, down-time includes the amount of time a piece ofequipment is in the shop for maintenance.AMSOIL synthetic lubricants are proven tolast longer in service then conventional andother synthetic lubricants.

Fuel ConsumptionAfter labor, fuel is the largest expense formost landscape maintenance and golfcourse operations. Increasing fuel efficiencyis critical for controlling costs. For example,a 36-hole golf facility, with a four to fivemonth season, will spend approximately$10,000 a year on fuel alone. By introducingthem to the AMSOIL performance solution,they reduce their fuel consumption and the

number of times they have to service theirequipment, saving money and allowing themto use those saved dollars for other projectson the golf course.

Golf courses are always looking for ways toreduce fuel expenses, not only for the main-tenance equipment, but for the golf carts aswell. Fuel savings in other landscape main-tenance operations is crucial as well, for boththe equipment they use and the vehicles theyneed to get from job to job.

Equipment Performance, Power andDurabilityAppearance is critical to many businesses’success. People pay top dollar for landscapeservices and expect contractors to show upand perform the jobs as promised. If the con-dition of a golf course does not meet expec-tations, the golf course superintendent hearscomplaints from golfers. If an apartmentcomplex does not look well kept to aprospective tenant, they continue on to thenext facility. Thus, the equipment used tomanicure golf courses and apartment com-plexes must perform at the highest levels atall times. Nothing is more frustrating to theseprofessionals than equipment that is continu-ally in the shop for repairs. Dependability iskey, and unscheduled shop visits are notacceptable. AMSOIL synthetic lubricanttechnology is the answer for performance,power and durability. Cutting down on thefrequency in which equipment requires serv-ice through extended oil changes and/orextended grease relubrication intervals willbe of significant interest to landscape mainte-nance operations.

Notes

Just like new SUV's andpersonal vehicles, enginesin landscape maintenanceequipment are designed tobe more powerful and oper-ate with smaller oil sumpsand increasing RPM's:

Powerful Engine (fromToro)The Kubota® 60 hp tur-bocharged liquid cooled, 4-cylinder diesel engine pro-vides an abundance ofpower to handle the mostdemanding mowing condi-tions. The models 4500-Dand 4700-D are the mostpowerful mowers in theirclass, with 117 ft-lbs oftorque at 58 hp net and nor-mal engine speeds of 2600rpm.

Toro Customer ServiceBulletin Engines equipped with tur-bochargers require precau-tions due to the nature ofturbocharger operation.Extreme heat is created inthe turbocharger duringnormal loading. If theturbo-charger is notallowed to cool down afterperiods of operation, dam-age to the turbocharger ispossible. The turbochargerbearings are supplied withoil only while the engine isrunning. Should the tur-bocharger spin without theengine running, damage tothe turbocharger can result.Situations such as traileringa unit with the exhaustheading into the wind canalso spin the turbochargerwithout proper lubrication.

Because landscape equip-ment operates undersevere conditions, AMSOILsynthetic motor oils are thebest choice for superiorprotection and perform-ance.

INDUSTRY CONCERNS

TARGET MARKET BUSINESS PLANOverviewAMSOIL synthetic motor oils, 2-cycle oils andhydraulic oils effectively reduce friction andwear, extending the life of all landscapemaintenance equipment. Golf course andlandscape maintenance equipment functionunder the most severe conditions possible(dust, wet grass, dirt, rain, high tempera-tures, mud, rough and/or rocky terrain, etc.).Operators run their equipment at all temper-atures and cannot afford downtime.Equipment commonly operates in the southat temperatures hovering around 110° F,while equipment in the north commonly oper-ates when it is 45° F in the morning and 90°F by mid-afternoon. Because equipment

operates within such a wide temperaturerange, it is important to have the confidencethat comes with making the correct recom-mendation for a particular application.

The Timing of the Sales Call The best time to call on golf course superin-tendents who experience an off-season is inthe late fall or very early spring. This is whenthey make their buying decisions for the nextseason. For those golf courses in southernclimates, find out when their fiscal yearbegins and ends. They should be very inter-ested in scheduling a meeting after youexplain how they can save money on fueland labor and keep their equipment running


Notes

Sales Tip: Contact golfcourse superintendentsand landscape managersby phone before stoppingby their offices. During theday, a golf course superin-tendent is usually out onthe golf course and theodds of catching him or herin the maintenance facilityare extremely small. Thiswastes your valuable time.Landscape managers alsospend a great deal of timein the field. They areextremely busy and usuallydon't have time for some-one who just "drops by" fora quick chat. They wouldmore than likely view thisas an intrusion and a lackof respect for their time.

• • •

Sales Tip: When scriptingintroductory calls, make itall about the prospect. Tryto say "you or your" 7-10times and limit “I or me” to3-4 times.

smoother.

Golf course superintendents, landscapemanagers and their crews begin their work-days very early, usually no later than 6 a.m.Keep this in mind when making sales calls. Itis usually very difficult to catch prospects intheir offices if calling in the afternoon, forexample. They usually take lunch anywherebetween 10 and 11 a.m., and this is anopportune time to treat them to a lunch anddiscuss business. These professionals areextremely busy, especially during the height

of their particular seasons, which is winter forgolf courses in southern parts of the countryand summer for golf courses in northernparts of the country. Landscape operationsin the south run year round, while an opera-tion in the north has an off-season, which is agood time to switch focus to snowplows andsnowmobiles. Not surprisingly, many land-scape operators in the north operate compli-mentary type businesses in the winter, suchas snow removal services.

Job #1 in all sales presentations is to earnthe right to ask for the order.

The question foremost in the mind of the golfcourse superintendent or landscape manag-er will be “Why should I do business with youand use your product, and what's in it forme?"

It is important to show this person how he orshe will benefit by using AMSOIL products.Get their attention and be capable of speak-ing their language when it comes to theequipment they use on a daily basis. Whensetting up an appointment, grab their atten-tion by informing them that you understandone of their biggest concerns is keeping theirequipment running as smooth as possiblewhile adhering to a strict budget. The follow-ing is an example of a planned approach fora golf course operation:

Step #1: Personal & CompanyIntroductionsThe key to an effective introduction is to "setthe hook," to give the prospect a reason tomeet with you and make him or her think thatif they don't talk to you, they may miss out.When speaking with a prospect, have anintroduction that effectively separates youfrom the competition. For example:

"Hello Bob, my name is John Doe. I am anIndependent AMSOIL Dealer with a demon-strated track record of analyzing equipmentapplications and needs, while maximizingreliability and uptime. AMSOIL is the leaderin synthetic lubricants for the demandingoperational challenges people just like youface everyday managing golf course equip-ment. Your equipment works hard, and Iknow you do too. Would you meet for 15minutes over a cup of coffee and see howyou can make some decisions that will cut

down on maintenance time for your equip-ment, while providing better protection, lesswear and longer equipment life? Your timewill not be wasted because your day-to-daychallenges are very important. Would youplease meet with me under these condi-tions?"

The prospective client will more than likelyhave questions at this point, which meansyou have effectively captured their attention.Now the selling begins. For example, aprospect may say, “We already have a lubri-cant supplier and are happy with the waythings are currently maintained." The follow-ing are examples of how to respond:

“That's okay. You still need to hear what wehave to tell you.”

“Regardless of your current practices, youneed to know what your options are.”

“There are options available to you. Take afew minutes and let me bring you up to speedwith what we see occurring in the market-place and what options are available to you.”

“Take a few minutes and hear what I have tosay. If you decide you want to continue whatyou are doing, we can shake hands andmove on. With the amount of money invest-ed in the equipment you are responsible for,don’t you want to explore every availableoption?”

“I tell you what: How about donuts and cof-fee at 9 a.m. tomorrow?”

Rejection is where true salesmanship begins.Don’t expect everyone to accept you withopen arms. The selling process truly beginsthe first time the targeted prospect raises anobjection. Professional and successful

THE SALES APPROACH


Notes

Sales Tip: Give the G-1056 Lawn and GardenProducts Brochure to golfcourse superintendentsand ask them to take a lookat the back cover. Theproduct pictured first andforemost is AMSOILSynthetic Water ResistantLithium Complex Grease, aproduct ideal for golfcourse and lawn care oper-ations because it clingstenaciously to metal sur-faces even when wet. Thisis extremely important forthese types of operations,and Water ResistantGrease is a great productto use when trying to get afoot in the door.

Dealers have learned to be prepared with astoryline that will win an appointment and aface-to-face meeting. Welcome questionsand use this opportunity to ask questions ofyour own before moving to the next step inthe sales process.

Step #2: Set an AppointmentWhen setting appointments, develop and ask"yes questions," questions that must beresponded to with a “yes.” This techniquegets you and the prospect on the same page.Develop “Attention Getting Devices” (AGD’s)or “Attention Getting Statements” (AGS’s)that provide information to help the saleseffort. The following are some examples ofquestions that may be used to engage theprospect and encourage him or her to agreeto a meeting:

• What is the average life of your fairwaymowers?

• How often do you change the oil in yourlawn mowers?

• Do you have problems with hydraulic linesbreaking?

• Do you have problems with the mixture ofyour two-cycle oils?

• Do you currently utilize any biodegradableproducts?

• Are you happy with the performance of thegrease you currently use on your mowers?

• How often do you lose a trimmer or othertwo-cycle piece of equipment?

• Since you are a decision maker, we shouldmeet and discuss how AMSOIL products canreduce your operational costs. Do you inves-tigate legitimate avenues to reduce costs?

• Do you prefer early morning appointmentsor would you like to meet in the afternoon?What day works best for you?

Step #3: Show and Discuss the Lawn andGarden Products Brochure (G-1056)Once the appointment is scheduled, it is timeto prepare for the meeting. Plan to presentthe G-1056 Lawn and Garden ProductsBrochure, and be sure to cover each of theproduct sections within this brochure. If you

have asked the right questions, you will knowwhich products to spend the most time with.Motor oils for golf course mowers, for exam-ple, are important for golf course superin-tendents. Be sure to point out that conven-tional petroleum motor oils quickly experi-ence oxidative and thermal breakdown,resulting in premature engine wear.

Step #4: Asking the Right QuestionsIncluded in the Landscape MaintenanceField Sales Tool appendix is an example of aquestionnaire that may be used for askingquestions of professionals in landscapeindustries. Use this questionnaire to youradvantage. Study the questions before themeeting and be sure the questions you askare applicable to the particular prospect. Donot simply go down the list of questions andtreat it as a laborious step in the salesprocess or your chances of making a sale willbe greatly diminished.

Step #5: Explain Pricing DifferencesIf the prospect hasn't asked about price, nowis the time to address it. Explaining lubricantprices to a golf course superintendent orlawn care professional is not unlike explain-ing them to the owner of an automobile.Using the same approach with these profes-sionals as with other business owners is agood way to find success.

For example, you may say something like thefollowing:

“AMSOIL synthetic motor oils are highlyresistant to the destructive effects of heat,and they do not break down like petroleumoils. This means that AMSOIL motor oils canprovide much longer drain intervals than con-ventional lubricants, and you can keep equip-ment in the field longer. Synthetic oils aremade to protect and perform better thanpetroleum oils at both high and low tempera-ture extremes. That's why every jet engine inthe world is lubricated with synthetic oil.AMSOIL motor oils have extremely low pourpoints and flow readily at extremely low tem-peratures for easier winter starting and signif-icantly reduced engine wear. At high temper-atures, no conventional motor oil can com-pare to the overall protection AMSOIL syn-thetic motor oils provide. Less maintenance,better protection and extended drain inter-vals add up to greater overall savings.”


Notes

The use of engine oilsvaries depending on thepreferences of the mechan-ic. Some prefer to use onlyone viscosity in all of theirequipment because it cutsdown on inventory and sim-plifies their operation.Others use two or three dif-ferent viscosities. WithAMSOIL motor oil, opera-tors usually don't need tohave more than one motoroil. This is another way tohelp them control theircosts. In the past, manylandscape maintenanceequipment manufacturersrecommended a straightSAE 30 oil. Today, theytypically allow for use ofSAE 5W-30, 10W-30 andeven 15W-40 in diesel trac-tor applications.

• • •

Sales Tip: Don't forgetabout the engines used ingolf carts. For example, astandard E-Z Go golf cartoperates with a 9 horsepower, 295 cc twin cylinderDHC 4-cycle engine with apressurized oil system andan automatic, continuouslyvariable transmission.Remember to include thegolf carts when makinglubrication recommenda-tions to golf course opera-tors.

Engine OilsThe correct lubricants for golf course mainte-nance and landscape equipment varydepending upon the operating environmentand specific pieces of equipment, butAMSOIL carries synthetic lubricants to meetall customer needs. Equipment used inthese operations runs at extremely high tem-peratures, especially air-cooled engines, andthis presents a risk to the overall life of themaintenance equipment. In addition, con-ventional petroleum motor oils become quitehot and swiftly experience oxidative and ther-mal breakdown, resulting in prematureengine wear and shortened oil life.

AMSOIL Series 3000 SAE 5W-30 SyntheticHeavy Duty Diesel Oil is a heavy-duty motoroil that provides a wide range of protection. Itis a fuel-efficient formula for both gasolineand diesel fleets and contains the beefiestadditive package of all AMSOIL motor oils. Itdelivers better wear protection than otherpopular motor oils and effectively reducesfuel consumption, a significant expense forgolf course operations. Series 3000 resistsoil breakdown from heat, blow-by chemicalsand oxygen up to 10 times longer than con-ventional oils.

AMSOIL motor oil, transmission oil, greaseand hydraulic oil are ideal for use in all land-scape maintenance equipment, including thefollowing:

Fairway and rough mowers, tractors, utilitycarts/vehicles, tee/green mowers, lawnmow-ers, sweepers, sod cutters, side-cut mowers,weed eaters, chainsaws, blowers, tree/limbchippers, stubble choppers, trench cutters,etc.

AMSOIL synthetic motor oils provide a widerange of protection for four-cycle engines,avoiding oxidative and thermal breakdown inhigh temperature, high RPM conditions andmaintaining their lubricating and cooling abil-ities. AMSOIL motor oils also contain specialrust and corrosion inhibitors to protectengines against condensation and watereven when they're not in use.

Hydraulic OilsMost equipment used by golf courses, as wellas most landscape equipment, utilize hydro-static control systems. AMSOIL synthetichydraulic fluids are ideal for this market. Tororecommends Mobil EAL 224H hydraulic oilfor many of its mowers. However, the Mobilweb site says the following about this prod-uct:

Mobil EAL 224H is a premium performanceenvironmentally aware hydraulic fluiddesigned to provide outstanding performancein hydraulic and circulation systems operat-ing at moderate conditions. It provides excel-lent anti-wear and film strength characteris-tics necessary for hydraulic systems operat-ing under high load and high pressures.

In order to be prepared when calling on golf course superintendents or maintenance man-agers at landscape operations, make sure to have all of the following:

Mandatory Sales Literature• G-52 Motor Oil and Engine Filter Information Brochure• G-290 Product Catalog• G-554 Synthetic Diesel Oils Brochure• G-1056 Lawn & Garden Products Brochure• G-1207 Synthetic Greases Brochure• G-1988 2-Cycle Oil Recommendation Chart

Miscellaneous Literature• G-1916 Triple Length API Sequence IIIF Testing Brochure• G-1059 Environmental Products Brochure

Product Samples• Metal Protector• Heavy Duty Metal Protector• Synthetic High Viscosity Lithium Complex Grease• Saber Professional Synthetic 100:1 Pre-Mix 2-Cycle Oil• Series 2000 Octane Boost

A CHECKLIST FOR SUCCESS

LUBRICANTS AND THEIR APPLICATIONS


Notes

Most larger mowers used ingolf course operations arehydrostatic machines.

• • •

Sales Tip: AMSOILSynthetic Hydraulic Oilsand SyntheticT r a c t o r / H y d r a u l i cTransmission Oil allowequipment to operate allday under the most gruel-ing conditions without expe-riencing "mid-day fade" or"chatter" common withother hydraulic oils.AMSOIL Hydraulic Oils pro-tect against pump cavita-tion in hydraulic pumps,preventing air bubbles andcontrolling heat.

Notice the statement specifies use of MobilEAL 224H for equipment operating at “mod-erate conditions.” However, golf course andlandscape equipment does not operateunder "moderate conditions." It operatesunder heavy loads (hills and rough terrain),high RPM's and torques and wet and muddyconditions. Furthermore, the Mobil EAL224H product is formulated with vegetableoil, which generally exhibits poor oxidationresistance. If it is left in an application toolong, which often happens with golf courseand landscape maintenance equipment, thesmell can become rancid and illicit sickness.

Engineered to meet the tough demands ofhydrostatic powered applications, AMSOILSynthetic Tractor/Hydraulic Transmission Oilexceeds the performance requirements ofvirtually every piece of modern machinery.Its unique blend of synthetic base stocks andadvanced additives effectively reduce wear,resist heat and protect against rust and cor-rosion. AMSOIL Synthetic Tractor/HydraulicTransmission Oil operates over a wide tem-perature range, maintaining its lubricity athigh operating temperatures and flowingreadily at low temperatures.

Synthetic Biodegradable Hydraulic OilBecause hydraulic spills can cause majorheadaches for golf course superintendentsand landscape managers, biodegradablehydraulic oils will be of particular interest tothem. Hydraulic line breaks are not uncom-mon, and when conventional and other syn-thetic hydraulic fluids are in service, thegrass in the affected area must be removedand sod planted in its place. This is laborintensive and time-consuming, and golfcourse superintendents and landscape man-agers would prefer their crews perform othermaintenance functions. On a golf course, thesituation is far worse when it occurs on agreen, versus in the rough or on a fairway.

When AMSOIL Synthetic BiodegradableHydraulic Oil is spilled, the grass may die,but not down to the root level. Biodegradableoil does not affect the stoma of the grass,which is the part of the grass that breathes,similar to a human windpipe. As a result,recuperation time is much less and opera-tions do not have to spend valuable laborhours replacing turf. AMSOIL SyntheticBiodegradable Hydraulic Oil cannot be usedin hydrostatic applications.

Four-Cycle and Two-Cycle ApplicationsMany four-cycle lawn equipment applicationsdo not include oil filters, so motor oil disper-sant chemistry must keep contaminants andwear particles "suspended and dispersed"throughout the oil volume until it is drained.Lack of good additive technology results inthe buildup of sludge and deposits in the oilreservoir, resulting in heat retention and high-er operating temperatures. The net result isshortened oil drain intervals and dramaticallyshortened equipment service life. As petrole-um oil breaks down, cleaning additives arequickly depleted, causing deposits that resultin premature engine wear. The thermal andoxidative stability of AMSOIL synthetic motoroils make them ideal for the high heat andRPM's of four-cycle engines. They safelyhold contaminants in suspension, while theirsuperior ability to reduce friction and wearkeeps engines in top condition. AMSOILmotor oils also contain advanced, rust-pre-vention additive packages that protectengines when they’re not in use.

Recommend AMSOIL 10W-30/SAE 30Formula 4-Stroke® Synthetic Small EngineOil to replace manufacturer recommendedSAE 30 oils.

Lawn MowersA strict maintenance schedule can make thedifference between reliable operation ofmowing equipment or many costly problems,both in terms of time and money. For optimalperformance, a lawn mower engine requiresregular maintenance. That generally meanschanging the oil once a week. If regularmaintenance is not performed, problems willquickly arise. A mower that's not properlycared for can have years taken off its life andexperience more problems in the short run.

Basic engine maintenance is essential, andregular oil changes are an absolute necessi-ty. Equally important is ensuring the mower'sair filter is clean. Air filters keep dust, dirt,sand and grass from being drawn into theengine. If the air filter is dirty, tiny abrasiveparticles can enter the engine and wear itout. The life of a lawn mower can be greatlyincreased with proper maintenance. Askprospects how long their lawn mowers typi-cally last and how much they could save byextending the life of their equipment.

Trimmers, Blowers, Chain Saws andBlower VacsAlthough casual users sometimes overlookthe maintenance of this equipment, golf


Notes

Proper two-cycle enginemaintenance will becomeincreasingly important inthe years ahead as pollu-tion-control laws forcechanges in the design oftwo-cycle engines. Newerengine designs typicallysqueeze more power fromeach cubic centimeter dueto a leaner fuel mixture andhigher engine speed,resulting in higher engineheat loads. Carburetorpassages are physicallysmaller, with higher preci-sion needles. They areless tolerant of particlescoming in with the fuel, sothe filters are more effi -cient. Partial blockage of afuel passage can over-leanan already lean-burningengine, causing destructionthrough under-lubricationand excess heat.

• • •

Sales Tip: Most golfcourse maintenance occursvery early in the morning,and they must mowwhether the grass is wet ornot. AMSOIL offers a supe-rior quality water resistantgrease ideal for landscapeoperations.

course and landscape operations cannotafford to take chances. Equipment manufac-turers and motor builders have redesignedtwo-cycle motors to reduce emissions andincrease fuel economy. These changes haveincreased operating temperatures, reducedoil consumption and incorporated direct fuelinjection and exhaust power valves. Thesetwo-cycle engines require proper lubricationto guarantee the life of the equipment.

AMSOIL Saber™ Professional Synthetic100:1 Pre-Mix 2-Cycle Oil is specifically for-mulated for lean mix ratios in two-cycle smallengines. It has excellent lubricity and clean-liness properties to control friction and pre-vent wear, plug fouling, ring sticking andexhaust port blocking, and its high tempera-ture detergent additives prevent hard carbondeposits from forming in hot operatingmotors. Saber Professional is “smokeless”and delivers fewer emissions at 100:1 mixratios than oils mixed at 50:1. Equipmentoperators subjected to smoke and fumesbenefit from these low emission properties,and because one mix ratio satisfies multiplepieces of equipment, Saber Professionaleliminates mix ratio confusion.

The following excerpt from the home page ofTru Mark Athletic Field, a manufacturer oftools for painting sports turf lines, endorsesthe use of synthetic lubricants in two-cycleengines:

It may be worth considering switching to syn-thetic lubricants for two-cycle engines. Manyusers have experienced extended engine lifewith these products. A significant advantageis that a single batch of synthetic fuel-oilblend can serve a wide range of different twocycle engines, which may call for fuel-oilblends ranging from 16:1 up to 100:1. Besidesimplifying inventory, the synthetics seem toleave fewer deposits in the critical piston ringarea. A seized piston ring is often fatal to a

two-cycle engine, so preventing that is usual-ly worth the higher price of the synthetic lubri-cants."

Because it comes from someone in their fieldof expertise, this is the kind of third party rec-ommendation that is very valuable whenspeaking with industry professionals.

GreaseGolf course superintendents do not like tohear complaints from golfers about gettinggrease on their new golf shoes. Grease drip-ping off maintenance equipment, and ontothe greens, is not acceptable. Golf coursesuperintendents typically require water resist-ant grease that will not wash off when equip-ment is cleaned at the end of each shift.

Fairway and rough mower bearings getgreased on a weekly basis. Make sure torecommend the proper AMSOIL grease foran operation’s particular applications.AMSOIL Synthetic Water Resistant LithiumComplex Grease is an extreme pressure(EP) multi-purpose grease formulated spe-cially for wet-duty performance. Its waterwashout and spray-off resistance ideally suitit for use in the wheel bearings and all chas-sis points of landscape maintenance equip-ment. Because the grease holds togetherwhen exposed to water and clings tenacious-ly to metal surfaces when wet, AMSOILSynthetic Water Resistant Lithium ComplexGrease provides tough protection in applica-tions exposed to water. Components remainprotected during prolonged exposure tostanding or pressurized water, making it idealfor golf course operations. Furthermore,because competitors will likely lead theirsales calls with motor oil, it is doubtful manycover the operation’s grease needs. Setyourself apart from the crowd and ask golfcourse superintendents and landscape main-tenance operations about their greaserequirements.

AMSOIL Ea Oil FiltersAMSOIL Ea Oil Filters are the highest effi-ciency oil filters on the market. Featuringadvanced full synthetic nanofiber technology,Ea Oil Filters provide greater efficiency,capacity and durability than cellulose filters,extending engine and filter life and reducingengine wear.

AMSOIL Ea By-Pass Oil FiltersAMSOIL Ea By-Pass Oil Filters provide the

best possible filtration protection againstwear and oil degradation. Working in con-junction with the engine's full-flow oil filter, theAMSOIL Ea By-Pass Filter operates by filter-ing oil on a "partial-flow" basis. It drawsapproximately 10 percent of the oil at any onetime and traps the extremely small, wear-causing contaminants that full-flow filterscan't remove. The AMSOIL Ea By-Pass Filtertypically filters all the oil in the system sever-al times an hour, so the engine continuously

FILTER PRODUCTS


receives analytically clean oil.

AMSOIL POD Air FilterDesigned specifically for small engines, theAMSOIL POD Air Filter features an oil-wettedfoam filter element and an inner spring thatshakes dirt off the air filter, moving it harm-lessly away from the engine. AMSOIL POD

Air Filters are "full-depth" filters that trap andhold much more dirt than conventional "sur-face-type" filters. The polyurethane foamused in AMSOIL POD Air Filters is muchthicker than the thin layer of paper used inconventional filters, allowing more filteringarea and more capacity to trap dirt over alonger period of time.

Where are the best places to find prospects who would benefit from the performance advan-tages and money savings offered by AMSOIL synthetic lubricants?

• Ask family and friends if they know people working in landscape industries.

• If you play golf, talk with golf professionals or golf course superintendents about the chal-lenges they face in maintaining the golf course grounds.

• Pay attention to trucks hauling landscape equipment around town between jobs.

• Find out who performs the maintenance of the local highways and interstates. Many statesoutsource this labor, and it could be a local landscaping company.

• If you live in or near an apartment complex, find out who maintains the grounds.

• Check the Yellow Pages for local landscape operations.

• Talk to park rangers and get the name of the maintenance superintendent.

• Call local two-cycle and lawn mower repair facilities. They make great retail on the shelfaccounts and can serve as sources of leads for new commercial accounts.

• Call on retail shops who sell and service chain saws.

Any of the above "gold mines" could serve as a new account. Once they’re established ascustomers or accounts (or even if they aren't), ask for a referral. Many companies could ben-efit by using AMSOIL, and there are many ways to find qualified leads.

LOOKING FOR LEADS

Notes

Sales Tip: Whenapproaching prospects whoare good candidates forboth AMSOIL syntheticlubricants and AGGRANDfertilizers, choose one orthe other product with theintention of getting a foot inthe door. After establishingyourself as a professionalresource, set up anothermeeting to discuss theother product line.

CONVENIENCE PRODUCTSOther AMSOIL products can also be benefi-cial to golf course operations. For instance,making sure the decks are clean on lawnmowers is a very important part of lawnmower maintenance.

AMSOIL Metal Protector and Heavy DutyMetal ProtectorAMSOIL Metal Protector protects lawnmower decks and assists in quick cleanup. Itis fortified with special rust and corrosioninhibitors that penetrate and adhere to metalsurfaces, leaving a long lasting protective oilcoating.

Apply Heavy Duty Metal Protector to anymetal surface that requires a heavy-dutylubricant or is exposed to the damagingeffects of salt, moisture or chemical corro-sion. It also works as an undercoat, leaving

a wax-like film.

AMSOIL Series 2000 Octane BoostAMSOIL Series 2000 Octane Boost improvesthe performance of all two-cycle and four-cycle gasoline-fueled engines. Just onetreatment significantly increases engineresponse and power. Octane Boost reducesengine knock, improves ignition, helps fuelburn cleaner and inhibits corrosion.

AMSOIL Semi-Synthetic Bar & Chain OilAMSOIL Semi-Synthetic Bar & Chain Oil isideal for chainsaws. Its semi-synthetic basestocks effectively reduce drag, optimizingefficiency and extending chain life. Its tackyformula clings to metal surfaces better thanother oils, delivering unparalleled lubricationand protection.


Direct Jobber Jimmy Brown is the maintenance manager for a large lawn care and landscaping company in Charlotte, N.C.When he started with the company in 1995, he discovered the trucks were using AMSOIL 15W-40 Synthetic Heavy DutyDiesel and Marine Motor Oil (AME) for 20,000 mile drain intervals. Although Brown was worried the trucks would havemaintenance problems, he quickly became convinced of the quality of AMSOIL products after seeing the oil at change time.He promptly called AMSOIL and inquired about other products he could use in the company equipment.

After converting more of the company’s trucks to AMSOIL and running AMSOIL Synthetic 2-Cycle Oil in the company’s lawnequipment, Brown became interested in using AMSOIL in his personal vehicles. He changed his truck and his wife's SUVto AMSOIL with impressive results, particularly in fuel economy. He then called Direct Jobber Gerry Reid, who was serv-icing the landscaping company, and asked how he could get involved in promoting and selling AMSOIL. He became aDealer and has built a successful business.

Brown relates a story about having to repair a commercial 16 hp lawnmower with a Briggs & Stratton engine. The camshaftbroke in half, a common problem with this model. The Briggs & Stratton representative was surprised to see an eight yearold mower still in service. After examining the block and camshaft he said, " This must be a new engine. How manyengines have been put on this mower?" When Brown replied that it was the original engine, the representative thought hewas kidding.

Section of broken camshaft from a B&S commercial lawn mower

EIGHT YEARS OLD, NINE OIL CHANGES, NO WEAR


The sales cycle with landscape maintenance businesses should be extremely short. Golf course superintendents oftenchoose to test one product first, before changing to AMSOIL in all of their equipment. Some will make the switch to AMSOILall at once when they realize the performance and cost savings benefits they will receive.

Closing the sale can sometimes be as easy as asking for it. Once you've laid the foundation by qualifying the prospect,discovering their needs and showing how AMSOIL products meet those needs, it's time to ask for the order. Make sureyou are speaking with the person who makes the buying decisions. Sometimes a prospect won't say "yes" to a salebecause they're not authorized to do so. If that is the case, find out if there is anybody else involved in the decision-mak-ing process for lubricant purchases.

THE SALES CYCLE AND CLOSING THE SALE

CONCLUSION

Using AMSOIL synthetic lubricants rather than petroleum-based lubricants provides better protection for landscape equip-ment, while saving labor hours and allowing operators to use the savings for other important projects. Remember, budg-ets are always a concern, and the best way to win loyal accounts is showing them how they can save money. Be creative.Join a professional association that focuses on these professions. Find out what their biggest lubrication needs are andfind a way to fill those needs. Remember, prospects are very busy and can't afford to waste time. Show them how to savetime and money, and you will be their AMSOIL Dealer for many years to come. Make sure that when customers ask them-selves why they should buy from you, it is clear that you have a product that will reduce their costs and increase their prof-it margins and that no one can offer them the service you can. Always remember, be persistent and you will succeed!


Account Prospect: __________________________________ Date: __________________________________________________________________________________________________________________

AMSOIL Dealer: __________________________________ZO#: __________________________________Telephone: __________________________________Cell: __________________________________Email: __________________________________

Region: __________________________________RSM Involved: __________________________________

Dealer QuestionsWho have you spoken with at the account, and what was discussed?

Did you present any of the following AMSOIL sales support materials?

• G-52 Motor Oil and Engine Filter Information Brochure• G-290 Product Catalog• G-554 Synthetic Diesel Oils Brochure• G-1056 Lawn & Garden Products Brochure• G-1207 Synthetic Greases Brochure• G-1988 2-Cycle Oil Recommendation Chart

Other Material Presented?

Have you explained the AMSOIL Commercial Account Program, and what is the status of registering them?

Customer QuestionsDo you lease or purchase your equipment?

What types of vehicles do you own?

Type of Engines and Total # Of Each:• Diesel engines: • Gasoline engines:• Other:

Do you use one grade of engine oil in all of your equipment (Fairway mowers, rough mowers, standard vehicles)? If not,how many different types of oils do you use?

LANDSCAPE / GOLF COURSE MAINTENANCE QUESTIONNAIRE


Fleet Specific QuestionsDescribe fleet particulars:

How often do you change your oils?

• Engine oil· • Small equipment

• Diesel engine• Gas engine

• Hydrostatic oil

• Hydraulic oil

• Gear oils

• Greasing intervals

Make Model Year Current OilChange Interval

Desired OilChange Interval

Engine

HydrostaticEquipment

Two-Cycle


What products are you currently using?

Do you use any food grade or biodegradable products?

What are the biggest challenges/issues you face?• Unnecessary equipment downtime • Need for enhanced equipment reliability and uptime• Reducing labor costs• Minimizing equipment shop time• Grease related issues• Other

What piece of equipment requires the most maintenance?

After labor, what is your biggest cost? (Gas, parts, etc.)

What type of grease (tacky or smooth) do you prefer?

How many mix ratios (and who mixes) do you have for your two-cycle equipment?

Do you adhere to a strict maintenance program?

Are there other additive products utilized? (i.e.-octane boost, metal protector, silicone lubricant spray)

Do you pick up your lubricants or are they delivered?

Application Current Supplier Product Name Viscosity Price

Engine Oils

Two-Cycle Oil

Hydraulic Oil forHydrostatic Equipment

Greases

Education

landscape maintenance AMSOIL