Castrol AGRI Lubricants Yield Results for Distributors and Farmers
Just over one year ago, Castrol Heavy Duty launched a specially formulated line of lubricants that cater solely to the agricultural customer. Castrol AGRI lubricants incorporate Castrol's world renowned technology and superior performance with characteristics important to the farm industry, such as meeting manufacturers' recommendations, readily available for purchase, and farm-formulated. Armed with products that meet these requirements and carry the respected Castrol brand name, Distributor Territory Managers for Castrol have been introducing distributors and retailers to the Castrol AGRI line. The reception from distributors and customers has been overwhelming positive. On the following pages, two new Castrol AGRI distributors describe why:
Henschen Oil, Nappanee, Indiana"We operate in an agriculturally-dominated market," begins Rob Henschen, General Manager of Henschen Oil. "The farmers in our area are interested in quality products that provide benefits they can see and understand."
Henschen Oil, a third generation family-owned business, is a retailer and fuel jobber that services a 30 to 40 mile radius around their Nappanee, Indiana location. They have a sales team that calls on farmers in the area and a fleet of tank wagons and trucks to deliver products. Castrol AGRI lubricants have been available at Henschen Oil for about three months and Rob reports that farmers have been very receptive to the product line.
"The Castrol brand name and manufacturers' approvals on each product are helping us get an initial sales visit with farmers," says Rob. "But once inside, we lead with a presentation on Castrol AGRI Pyroplex Green."
Castrol AGRI Pyroplex Green is a farm-formulated grease that resists water washout with trademarked hydroactivation™ technology. When exposed to water, Castrol AGRI Pyroplex Green increases in tack and adhesion. Rob actually takes samples of the grease on his sales calls, mixes the grease with water, and lets farmers feel how Castrol AGRI Pyroplex Green becomes tackier in the presence of water. "It is a very powerful presentation where farmers can see, feel and understand the benefits of the grease," comments Rob.
Although Rob has future plans for advertising in local and regional farm magazines, the product package is doing most of the advertising right now. "I really like the agriculture focus of the products and the packaging. It definitely appeals directly to our market." Rob expects product awareness and usage to increase as the planting season progresses.