ment designs. Quite frankly, industries re-
quired a lot more support.
Fluid Life responded in two ways. First,
Fluid Life segregated its market into four
sectors: Mining and Construction, Indus-
trial Plant, Oil and Gas and Transportation.
Industry-specific test packages were de-
veloped for each sector from basic to more
advanced packages depending on the ex-
act needs of those industries. Second, Flu-
id Life decided to re-invent itself with the
objective of being much more than a tradi-
tional oil analysis laboratory. The result: an
equipment reliability services company.
The transformation included offering an
array of reliability solutions specifically de-
signed to industry’s pain points. Services
were created like the Oil Analysis Audit,
Scorecard, Criticality Analysis and Indus-
try Benchmark that identified operational
gaps yet presented customers with a road
map to follow. Improvement projects like
Failure Follow-up, Flagging Optimization,
Process Mapping, Onsite Coaching, and
Professional Training became readily avail-
able.
And finally, CARE (Condition Assessment
& Reliability Evaluation), a full-time en-
gagement was developed. CARE provides
a sustainable solution by addressing op-
erational gaps in manpower, expertise and
process issues. It encompasses predictive
data streams like oil analysis data, mainte-
nance work histories and telemetry to gain
a full diagnostic window. Then corrective
actions are recommended, acted upon,
followed up and financial results tabulated.
CARE has been a spectacular success for
Fluid Life’s customers: traditional oil analy-
sis normally provides a 3:1 payback at best;
however, CARE consistently ranges from
an 8:1 to 20:1 return on investment. Fluid
Life has captured a broad range of custom-
er case histories across various industries
showcasing cost savings that are wildly
successful. Bottom line improvement is
one thing but Fluid Life’s CARE customers
rapidly become more competitive and win
more contracted work projects as a result.
Not surprising, Fluid Life’s conversion rate
MAY 2017
H
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