Self-Paced Courses - Online

How do Lubrizol K2M sales courses work?

Lubrizol K2M lubricant sales courses teach the science and art of selling lubricants by combining sales and basic technical skills in real life selling simulations. Courses are available anytime you need them. It takes between 15 minutes and 1.5 hours to finish a course, depending on your skill level.

K2M offers two types of self-paced courses. Both are quick, relevant and engaging.

Sales Scenario courses put you directly into the real life selling situations. Courses introduce you to a virtual customer who speaks to you, asking you typical questions, raising typical objections, and visibly reacting to your responses. You learn how to progress the sale and close the customer.

The “K2M Live!” online talk shows brings experts from the lubrication industry to you, wherever you are. Important lubrication insights are presented clearly and simply. The host and members of the audience ask the questions that are on your mind. The shows are prerecorded for you convenience.

What types of lubrication are covered in K2M training?

K2M offers over 35 lubrication online courses that cover a range of topics in industrial and transportation lubrication. Courses include links to over 1500 pages of searchable reference materials. Courses descriptions are list below.

Course Listings

American Petroleum Institute (API)

You are an experienced distributor of passenger car and diesel lubricants. You are training floor staff at Revving It Up, a specialty auto parts and accessories retail store, to prepare them to answer customer questions on your products. When you mention engine oil specifications during the initial training session, you discover that most of the trainees have heard about the American Petroleum Institute (API) but know little about its role in the engine oils industry, particularly the specifications system. During the break, one of the staff members, Catherine O’Hara, comes up to you with some follow-up questions.

You must explain to Catherine the role the API plays in engine oil performance standards, and service categories and what they all mean.

To complete this scenario you need to demonstrate your understanding of:

• The American Petroleum Institute and its role in the engine oils industry
• The need for API performance standards, where they came from, and why they change
• API performance standards and service categories, and the symbols used to represent them

Back to previous page

American Petroleum Institute (API) CJ-4

New 2006 Release!
Your customer, Bruce Kelly of WestTrax, needs your help to better understand the API CJ-4 performance category. You will answer his questions and explain the details of API CJ-4 and how it will affect the lubrication needs of the new 2007 model year trucks that WestTrax is purchasing.

To complete this scenario you need to demonstrate your understanding of:

• The impact of EPA 2007 legislation for on-road, heavy duty diesel vehicle designs
• The impact of changing vehicle designs on oil formulations
• The benefits of API CJ-4 lubricants
  

Back to previous page

ATF Specifications

In this course, you are a distributor of automatic transmission fluids and are talking with the new manager of a local express oil change shop. She is considering cutting some ATF products in favor of higher turnover lines to cut costs and increase profits. To convince her to change her thinking you must explain why there are so many ATF products on the market and the benefits of stocking a wide range of fluids.

To complete this scenario you will need to demonstrate your understanding of:

• The impact of the latest trends in automatic transmission design and lubrication development
• The differences between different categories and types of transmission fluid
• The benefits of changing automatic transmission fluid regularly

Back to previous page

Attributes of Diesel Engine Oil

In this course, you are in the middle of a visit with the maintenance manager for a mid-sized trucking company. As he shows you around the maintenance facility, he is concerned that his vehicle engines are receiving the proper lubricants and has questions about new oils he has been hearing about. You will handle his questions about HDD lubrication and recommend improvements he could make in his lubrication practices.

To complete this scenario you will need to demonstrate your understanding of:

• The difference between high ash and low ash oil
• TBN and the impact it has on the performance of diesel oil
• The benefits of oil analysis

Back to previous page

ATVs: Two-Stroke vs. Four Stroke

In this course, you are visiting a small but busy general and agricultural store in a rural area. The woman who owns and manages the store with her husband is seeing more and more customers looking for a good engine oil for their ATVs, but doesn't know what to recommend to them. She is looking for your advice on how to meet her customers' needs. You will respond to this opportunity and help her find a product for her customers and answer her questions about ATV lubrication.

To complete this scenario you will need to demonstrate your understanding of:

• Trends in the ATV market and ATV engine design
• The differences between two- and four-stroke engines
• The stresses new ATV designs place on the lubricant

Back to previous page

Base Oils for Industrial Applications

In this course, you are an experienced industrial lubricant distributor mentoring a less experienced sales distributor. Together, you pay a visit to a motor plant and speak to the maintenance manager who is concerned about the gear oil he is using on his stamping press. You recommend that he switch from an oil formulated with a Group I base oil to an oil formulated with a Group II base oil. You will explain to him why a Group II-based oil is better for severe operating conditions, and also answer questions about base oil performance from the less experienced distributor.

To complete this scenario you will need to demonstrate your understanding of:

• The potential impact of base oil on lubricant performance
• The differences between the various API base oil categories

Back to previous page

Basics of Base Oils

In this course, you are a salesperson for a regional lubricant marketer. You are visiting one of your major distributors. A sales person at that company complains that she has been losing sales to a competitor, who claims their products are formulated with superior base oil. You must help her understand base oils so she can better differentiate your lubrication products.

To complete this scenario you will need to demonstrate your understanding of:

• Methods of refining base oils
• Categories of base oils
• Performance and physical characteristics of base oils

Back to previous page

Basics of Gear Operation

In this course, you are visiting the maintenance manager of a small paper mill. She is concerned about the condition of her machine's gear sets but doesn't recognize that the teeth are showing typical signs of distress. In your role as a distributor of industrial gear oils and other lubricants you must answer her questions to help her understand the lubrication-related reasons why the gear set is showing signs of distress.

To complete this scenario you will need to demonstrate your understanding of:

• How gears work
• The duty cycle gears are subjected to
• The stresses that gears place on the lubricant
• The fundamentals of gear lubrication

Back to previous page

Basics of Grease

In this course, you have just been promoted to regional manager of a mid-sized lubricant marketing company. You are meeting with a new account manager who will be taking over your customers. He is concerned because some of your customers need grease products and he has no previous experience selling grease. You will answer his questions and explain the fundamentals of grease compared to oils and how grease is used in lubrication.

To complete this scenario you will need to demonstrate your understanding of:

• Performance and physical characteristics of grease
• Types of grease
• Applications of grease

Back to previous page

Basics of Lubricant Additives

In this course, you are a sales person for a regional lubricant marketer. You are visiting one of your major distributors to brief them about a new engine oil. Your main contact at the distributor's office has questions about the additive package in the new oil.

To complete this scenario you will need to demonstrate your understanding of:

• How additives enhance the performance of a lubricant
• The function of antioxidant additives
• The different roles of detergent and dispersant additives
• The function of antiwear additives
• The function of rust and corrosion inhibitors

Back to previous page

Basics of Viscosity

In this course, you are a distributor of heavy-duty diesel fuels and lubricants. You are visiting the owner and manager of an independent truck stop during the cold winter. As the scenario opens, the manager is talking about the repairs he is making to a heavy-duty truck engine that came in the previous day. You will explain the concept of viscosity and answer his questions about viscosity grades and the impact of viscosity on engine performance.

To complete this scenario you will need to demonstrate your understanding of:

• The impact of viscosity on the performance of engine oil and other lubricants
• The function of viscosity modifier and pour point depressant additives
• What viscosity grades are and what they measure

Back to previous page

Bearing Design on K2M Live!

“K2M Live!” talks with expert Ed Akucewich

Ed is a mechanical engineer with over 25 years experience. He started applying his trade for Caterpillar as a structural engineer focused on engine components. After 5 years he moved into design and testing of powertrain components of large lift trucks. For the last 14 years, he has worked for Lubrizol as a senior test engineer involved in the testing of automotive drivetrain components focused on lubricant performance.

What you will learn:

During this twenty minute prerecorded session, you will learn about bearing design including:

• Rolling Element Bearings
• The difference between radial and thrust bearings
• Types of rolling elements
  • Ball
  • Roller

Back to previous page

Bearings: Failure Analysis on K2M Live!

“K2M Live!” talks with expert Ed Akucewich

Ed is a mechanical engineer with over 24 years experience. He started applying his trade for Caterpillar as a structural engineer focused on engine components. After 5 years he moved into design and testing of powertrain components of large lift trucks. For the last 14 years, he has worked for Lubrizol as a senior test engineer involved in the testing of automotive drivetrain components focused on lubricant performance.

What you will learn:

During this twenty minute prerecorded session, you will learn how to use the 8-step method for analyzing bearing failure including:

• Major causes of bearing failure
• Identifying potential problems by observing wear
• Warning signs of bearing failure
• Preventing catastrophe and lost productivity

Back to previous page

Cleaning Processes, Solvents & Cleaners on K2M Live!

“K2M Live!” talks with expert Warren Runestrand

Warren Runestrand spent 25 years with major manufacturers of cleaning chemicals and equipment. The focus of his career has been developing cleaning processes for many different industries that solve problems of quality, production, and environmental and safety. He has designed specialty parts cleaning systems for aviation, automotive, metalworking and industrial processes. These systems have been used in the plastic, printing, pulp, paper and casting industries. Warren is currently the General Manager of the Industrial Division of JTM Products Inc. JTM is best known as the originators of Murphy’s Oil Soap, a familiar home cleaner for over 100 years.

What you will learn:

During this forty-five minute prerecorded session, you will learn about cleaning processes and cleaners in manufacturing and industrial maintence settings. Discussion will including:

• Reduced role of solvent-based cleaners
• Cleanliness tests and standards
• Cleaning process classifications cleaning: centralized, cellular and cleaning in place
• Cleaning methods and techniques
• Types of cleaners
• Selection criteria for cleaners and cleaning processes
• How to get rid of the waste

Back to previous page

Contamination Leads to Hydraulic Problems

In this course, you are a supplier of industrial fluids visiting a paper plant. The plant manager complains that he has been having problems with one of his papermaking machines and believes that the new hydraulic fluid may be the cause. You must assess the evidence and ask the right questions to determine if the lubricant is at fault.

To complete this scenario you will need to demonstrate your understanding of:

• Causes of hydraulic pump failure
• The impact of pump failure on industrial equipment
• Methods to protect against pump and equipment failure

Back to previous page

Drawing and Stamping Operations on K2M Live!

“K2M Live!” talks with expert Michael A. Cesa

Michael Cesa is the Market Development Manager for Drawing and Stamping Fluids and Lubricants at Etna Products, Inc. located in Chagrin Falls, OH. Michael has 25 years of experiences in the Metalstamping Industry. His specialty is Drawing and Stamping lubrication and lubrication application equipment. He is a frequent speaker on these topics for The Society of Tribologists and Lubrication Engineers, the Society of Manufacturing Engineers, the Fabrication Managers Association and the Precision Metalforming Association.

What you will learn

During this twenty minute prerecorded session, you will learn about:

• Formability and Ductility
• Circle Grid Analysis Technique to monitor metal flow
• Distinctions between blanking, fine blanking, deep drawing, hydroforming
• Function of Metalstamping fluids
• Metalstamping fluids’ types and major components

Back to previous page

EGR Engines

In this course, you are a distributor of diesel fuels and lubricants. You will interact with the maintenance department for a small trucking company. You will gain an understanding of the issues he faces as his company moves towards leasing a fleet of new trucks. You will then apply your knowledge of heavy-duty oils to answer his questions and find a solution that meets his needs.

To complete this scenario you will need to demonstrate your understanding of:

• New diesel engine designs and their oil needs
• The patterns of distress associated with new engine designs
• How new oil formulations are tested

Back to previous page

Euro 4 Impact on Lubricant Specifications/Performance

In this course, you assume the role of a European lubricant company salesperson. You are meeting with a fleet manager for a parcel delivery service who has recently purchased three new Euro 4 trucks but he lacks knowledge about lubrication requirements for Euro 4 vehicles. You will answer his questions and explain why he might purchase new oil for these vehicles.

• To complete this scenario you will need to demonstrate your understanding of:
• The impact of Euro 4 emissions legislations on heavy duty and light duty vehicle designs
• The impact of changing vehicle designs on oil formulations
• The benefits of Euro 4 lubricants

Prerequisite: In an earlier discussion with this salesman, you explained the fundamentals of engine operation, based on gasoline engines. See Operations of a Gasoline Engine for more information.

Back to previous page

Extended Oil Drain Intervals for Heavy Duty Diesel

You are a salesperson with Travers Oil, a local lubricant marketer. You have just begun a meeting with Adriaan Vanderveer, Engineering Manager for Robbens Transport, a mid-sized transport company based in Rotterdam. Robbens recently bought a rival Dutch haulage firm and Adriaan is under pressure to quickly integrate the MAN trucks from this firm with Robbens’s existing fleet of Volvo trucks. The new trucks are due to arrive in the depot in less than a week and Adriaan is busy getting the workshop ready for them. He is uncertain whether he can use his current engine oil, a mineral-based product that meets MAN 271 and VDS-2, in the new MAN trucks. Both the MAN and Volvo trucks have Euro 3 engines.

You must help Adriaan find an engine oil that meets the requirements of both his MAN and Volvo trucks and explain how he could extend the drain interval for his fleet.

To complete this scenario you need to demonstrate your understanding of:

• How to identify customer needs through fleet surveys
• The factors used by vehicle manufacturers to determine oil drain intervals for heavy duty diesel engines
• Manufacturer approvals and heavy duty diesel engine oil specifications
• The benefits of Super High Performance Diesel (SHPD) oil

Back to previous page

Fluid Recommendations for Hydraulic Pumps

In this course, you are a supplier of hydraulic fluids. On your first visit to a new customer, a small machine and design shop, the owner and manager has asked you to look at the hydraulic systems and recommend improvements. You will apply your knowledge of hydraulic fluids to help him determine if he needs to make any changes to his operation or upgrade his fluids.

To complete this scenario you will need to demonstrate your understanding of:

• The difference between vane, piston and gear pumps
• The appropriate fluid for each type of pump
• The benefits of using a premium hydraulic fluid

Back to previous page

Gear Failure Analysis on K2M Live!

“K2M Live!” talks with expert Dan McCoy

Dan McCoy has been in the lubrication business for over thirty years. He started out as a mechanical engineer in the steel making business. He has been involved in maintenance management and then spent over 18 years as a lubrication engineer. Dan joined Lubrizol as a product manager in the industrial lubricants area and worked with the sales and research groups to identify and develop additive packages that addressed the industrial lubricants applications, which included hydraulics, industrial gear oil, circulating oils as well as assorted greases. He is currently working as a consultant with Lubrizol's K2M business to help develop and administer the CLS Development Series programs. He is CLS Certified and has been personally involved in the certification process since the inception of the CLS Exam.

What you will learn:

During this twenty minute prerecorded session, you will learn about gear failure analysis including:

• How gear reports are conducted
• The types of gear wear and where they occur
• Common causes of gear wear
• Proper lubricant selection to combat wear
• Gear alignment and wear

Back to previous page

Heavy Duty Manual Transmissions

You are a salesperson from a regional lubricant distributor, Lowrie Oil. You are in a meeting with Harry Skelton, Maintenance Manager for Central Freight, a mid-sized haulage company based in Nottingham. Six months ago Central bought 10 Euro 2 trucks second-hand from another trucking company. The trucks are all from the 1999 model year and have manual transmissions. Transmission oil is now beginning to leak from a number of these trucks, and some drivers have reported gear shifting problems. Harry is puzzled by these developments. He made sure his mechanics flushed the transmissions and added new API GL-4 oil when the new trucks first came into the depot. He has used the same GL-4 oil in his older trucks for many years and never seen any serious problems.

You must help Harry figure out what is causing the oil leaks and shifting problems and offer some advice about the best fluid to use in his new manual transmissions.

To complete this scenario you need to demonstrate your understanding of:

• Potential causes of manual transmission failure
• The types of lubricants used to lubricate manual transmissions
• The impact of changes in manual transmission design on lubrication requirements
• How manual transmission fluid can affect the performance of a transmission

Back to previous page

Hydraulic Fluid Compatibility

In this course, a purchasing director for a manufacturing company is seeking your advice on what type of fluid to use in a new injection molding machine. You will explain the benefits of using an HF-0 fluid and answer his questions about the compatibility of this fluid with his existing R&O and antiwear fluids.

To complete this scenario you will need to demonstrate your understanding of:

• The benefits of using a premium hydraulic fluid
• The differences between antiwear hydraulic fluids and R&O oils
• The potential consequences of mixing different hydraulic fluids

Back to previous page

ILSAC GF-4 Specification

In this course, you will play the role of an experienced oil company salesperson for Averil Oils. You are meeting with Jennifer Kelly, a moderately experienced passenger car motor oil distributor. Jennifer has contacted you because she is unclear about the new ILSAC GF-4 specification and is concerned that the new specification might affect her ability to sell.

To complete this scenario you will need to demonstrate your understanding of:

• The differences between ILSAC GF-3 and ILSAC GF-4 oils
• The performance benefits of using a ILSAC GF-4 oil
• The trends that prompted the development of the ILSAC GF-4 specification

Back to previous page

Off-highway Diesel Engines

In this course, you will visit a construction site. You are confronted with questions from the construction vehicle maintenance manager, who is dealing with serious engine problems on several vehicles. He is under pressure to get them back on site quickly and to keep them operating. You will help him determine if the lubricant he is using in the equipment is contributing to the engine problems and recommend an appropriate solution.

To complete this scenario you will need to demonstrate your understanding of:

• Off-road diesel engines
• Patterns of distress associated with off-road diesel engines
• The benefits of oil analysis

Back to previous page

Operation of a Diesel Engine

In this course, you are distributor of passenger car motor oils and heavy-duty diesel engine oils. You are training a new sales person in your company. He has a visit scheduled with the maintenance manager for a municipal garage that services a wide variety of diesel engines. He is worried he won't be able to respond effectively to the maintenance manager's questions. He has come to you for advice. You will now help expand his understanding of engines by describing the main parts of diesel engines and how they differ from gasoline engines, while helping him understand their lubrication needs.

To complete this scenario you will need to demonstrate your understanding of:

• The combustion cycle in a four-stroke compression-ignited engine
• The main components of a compression-ignited engine
• The differences between compression-ignited and spark-ignited engines
• The lubrication demands of a compression-ignited engine

Back to previous page

Operation of a Gasoline Engine

In this course, you are distributor of passenger car motor oils and heavy-duty diesel engine oils. You are on a sales call to one of your long-time customers. You have brought along a new sales person you are training. His lack of basic understanding of car engines quickly becomes evident in his questions. You will need to explain the complexities of engines in basic terms while communicating where lubricants fit in and the role they play in engine operation.

To complete this scenario you will need to demonstrate your understanding of:

• How the basic components of an engine work
• Engine lubrication fundamentals

Note: This course contains basic lubrication concepts that apply to both diesel and gasoline engines.

Back to previous page

Operation of a Hydraulic System

In this course, you are an industrial fluids distributor who is advising the owner and manager of a heavy-duty service center that repairs trucks and other commercial vehicles. He is expanding his business with an emphasis on servicing hydraulic systems. You will explain to him and his staff how hydraulic systems work and answer questions about the types of fluids they require.

To complete this scenario you will need to demonstrate your understanding of:

• How hydraulic systems work
• The major components of a hydraulic system
• The importance of using the correct types of hydraulic fluids
• The major causes of hydraulic oil deterioration and ways to prevent it

Back to previous page

Operation of an Automatic Transmission

In this course, you are an experienced distributor of automatic transmission fluids. You are being called upon to help a fellow distributor learn about automatic transmissions. You will explain the workings of an automatic transmission and the role fluids play in its operation.

To complete this scenario you will need to demonstrate your understanding of:

• How an automatic transmission works, its key functions, and its main components
• The role automatic transmission fluids play in making the components work together
• Basic steps that should be taken as part of a preventive maintenance program

Back to previous page

Prevent Failure with Correct Gear Oil Selection

In this course, you are the supplier of industrial fluids to a manufacturer of components for the auto industry. The plant manager has asked you to come in because he has been experiencing problems with one of his stamping presses and suspects the gear oil may be at fault. You will use your knowledge of gear oils to establish the cause of the problem and recommend a solution.

To complete this scenario you will need to demonstrate your understanding of:

• Common causes of gear wear and failure
• The impact of viscosity on gear oil performance
• The benefits of preventive maintenance

Back to previous page

Proper Grease Application

In this course, you are a distributor of greases and industrial fluids visiting a steel mill. The plant manager complains of an increase in failed bearings in his rolling mill and suspects that the extreme temperatures of the operating environment may be the cause. You must consider the evidence and question him to determine if the extreme temperatures are at fault.

To complete this scenario you will need to demonstrate your understanding of:

• Causes of failed bearings
• The impact of wear on industrial equipment
• Methods to protect against wear on industrial equipment

Back to previous page

Seal Failure Analysis on K2M Live!

“K2M Live!” talks with expert Don Surbey

Don Surbey is a chemist with over 35 years experience in lubrication. Don is recently retired from Lubrizol and is currently working as a consultant.

What you will learn:

During this twenty minute prerecorded session, you will learn about Seal Failures using rotary sealed equipment, such as gear boxes, as an example. The session will cover:

• Rotary shaft seals
• The element of the sealing system
• Seal’s primary function
• Good and bad seal wear
• Where to look for potential problems
• Lubricant’s role in sealing
• Lubricant/seal compatibility
• How to identify typical types of failure

Back to previous page

Selecting a Metalworking Fluid for New Equipment

You are a sales representative for Eski Oil. You have just begun a visit with Dylan Mills, owner and manager of LDN Metals, an independent machine shop with a variety of CNC machines, and other specialized metalworking equipment. Dylan currently uses four different metalworking fluids: two straight oils for heavy-duty operations, such as form grinding, and two soluble oils for the CNC machines. Your company supplies the straight oils, but Dylan gets the soluble oils from another vendor. Dylan is just about to acquire a new, high performance machining center. He wants to know whether he can use one of his existing fluids in the machine. You will help Dylan select a suitable metalworking fluid for his new CNC machine.

To complete this scenario you need to demonstrate your understanding of:

• Factors that can affect the performance of a metalworking fluid
• The performance characteristics of different categories of metalworking fluid
• The benefits of selecting the proper metalworking fluid

Back to previous page

Stationary Gas Engine Oils

In this course, you are a natural gas engine oil distributor. You are visiting the maintenance supervisor of one of the larger natural gas compression companies in your sales area. The maintenance supervisor informs you that he has been seeing some performance problems with his current lubricant after he increased gas production. You must try to determine why the problem is occurring and what can be done to remedy it.

To complete this scenario you will need to demonstrate your understanding of:

• Potential causes of failure in natural gas engines
• Impact of physical properties such as nitration and oxidation on oil performance
• The differences between old and new natural gas engine oil technologies
• Role of oil analysis in determining the drain interval

Back to previous page

Synthetic Oils for Passenger Cars

In this course, you are in the middle of a visit to a mid-sized auto parts store. The store manager wants to make some space on her overcrowded shelves. In your role as a distributor of passenger car motor oils, you are faced with the possibility that this customer may reduce the number of synthetic oils she carries. By discussing the benefits of synthetic oils with the store manager, you must convince her of their value to her customers and persuade her to keep them in stock.

To complete this scenario you will need to demonstrate your understanding of:

• The impact of the base stock on lubricant performance
• The difference between synthetic and conventional oils
• The performance advantages of using a synthetic oil

Back to previous page

Troubleshooting Metal Working Problems

You are a metalworking fluids salesperson working for Hilger Oil. You have just begun a meeting with Peter Van Halm, Production Manager for Freder Aviation, an aircraft manufacturing company. Freder Aviation operates a variety of metalworking machines and is one of your largest customers. Peter has been seeing reduced tool life in his tapping machines and thinks the heavy duty water soluble metalworking fluid he is currently using in those machines may be to blame. He tells you that he is using titanium nitride coated taps and running 316 stainless steel through the machines. You must determine what is causing the reduced tool life and offer a solution.

To complete this scenario you need to demonstrate your understanding of:

• Potential causes of reduced tool life in tapping applications
• Performance and physical characteristics of metalworking fluids
• Role of analysis in determining metalworking fluid problems

Back to previous page

Used Oil Analysis

In this course, you are a distributor of heavy-duty diesel fuels and oils. You are on a sales call to a medium-sized, open pit mine, which runs a large fleet of diesel engine vehicles. When you arrive, the maintenance manager is having trouble reading his oil analysis report. He turns to you for advice. You must identify the key things he should look for in an oil analysis report, point out the benefits of doing oil analysis, and answer his questions.

To complete this scenario you will need to demonstrate your understanding of:

• How to interpret an oil analysis report
• The significance of abnormal readings for various chemical elements

Back to previous page