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Last week's article on lubricant specialization acknowledged the challenge that sales reps face when trying to recommend the appropriate product for any given installation. Here is advice on coping with the confusing proliferation of options: 1) When in doubt on which lube to recommend, refer to the Polywater Lubricant Selection Guide, where each of 21 Polywater lube types is summarized in 3 concise ways: product description, list of characteristics, and intended application. Obviously, the same or better information can be obtained by calling the knowledgeable factory sales staff. 2) The more important lesson is that to adequately answer a customer's question on which lube to use, you must ask questions of your own. Each installation has key characteristics that are clues to the best lube choice. You must drill down with pertinent questions before a recommendation can be made. Doing so not only arms you with the necessary info, it impresses the client with your thoughtful, methodical approach and reinforces the complex science behind Polywater's magic. Which questions should you ask? Following are a few examples.
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