Selling Lubricants and Lubrication Services to the Power Generation Industry – 1-Day Customized Onsite Masterclass

$3,500.00

Selling Lubricants and Lubrication Services to the Power Generation Industry is a full-day workshop focused on building value-driven relationships in a sector where reliability and compliance govern every decision. Participants will learn strategies to connect lubricant offerings with key performance indicators such as capacity factor, heat rate efficiency, and emissions requirements. Through case studies and role-play, attendees will practice presenting oil analysis, varnish mitigation, and condition monitoring as reliability solutions rather than commodity sales. The session also addresses the shifting energy landscape, including hybrid turbine–reciprocating fleets and renewable integration, providing insights into how lubrication services must adapt. Content can be customized to reflect regional power markets, OEM partnerships, or service-provider models, ensuring immediate applicability for participants.

Focus: Building value-driven relationships in a regulated, reliability-critical market.
What Participants Gain:

  • Strategies to align lubricant offerings with KPIs such as capacity factor, heat rate efficiency, and emissions compliance.
  • Role-play and case studies to practice selling oil analysis, varnish mitigation, and condition monitoring as reliability solutions.
  • Insights into evolving energy landscapes and the impact of hybrid fleets and renewables.
  • Customization: Content can be adapted to regional power markets, OEM partnerships, or service providers.
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Description

8-Hour OutlineSession 1: Industry Landscape (1 hr)
  • Power generation market structure
  • Regulatory and reliability drivers
  • Procurement dynamics
Session 2: Decision Makers and Buying Process (1.25 hr)
  • Plant managers, reliability engineers, procurement staff
  • OEM and service provider influence
  • Activity: map stakeholders in a sale
Session 3: Building the Value Proposition (1.25 hr)
  • Connecting lubricants to KPIs: uptime, efficiency, compliance
  • ROI calculations for drain interval extension and outage avoidance
  • Case study: cost avoidance from varnish control
Lunch (1 hr)Session 4: Services as Differentiators (1.25 hr)
  • Oil analysis, condition monitoring, filtration
  • Packaging services with product sales
  • Exercise: design a bundled offering
Session 5: Communication and Role-Play (1 hr)
  • Technical vs. procurement messaging
  • Handling objections
  • Role-play: skeptical plant engineer vs. sales rep
Session 6: Emerging Trends and Adaptation (1 hr)
  • Renewable integration and hybrid fleets
  • Changing contracting models
  • Digital monitoring and data-driven service sales
Wrap-Up & Q&A (20 min)
  • Sector-specific strategies, next steps for participants

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