The cooling system handles approximately 60% of the heat transfer from the engine, and based on industry estimates, 40% of engine failures originate in the cooling system.

The coolant is the life blood of the cooling system and must provide protection for both metallic and non-metallic surfaces. Only a fully formulated coolant with an ASTM D6210 specification has the capability to do this.

“Heavy Duty” can be a term that can be overused and taken out of context. The most important means of identification is to read the label. If a coolant says heavy duty, but does not have an ASTM D6210 specification listed on the jug or drum label, it is not fully formulated for heavy duty use. This means that the coolant does not have the additive package necessary to protect against water pump cavitation, hot surface scaling, wet sleeve liner pitting or cavitation, and other potential maintenance issues in a heavy-duty engine.

While it’s always preferable to drain and flush a system, and fill with fresh coolant, it is possible to transition to Fleetguard ES Compleat OAT, without draining if you are currently using an Extended Life Coolant (ELC) or Nitrited Oat (NOAT) Coolant.

The Cummins Filtration approved procedure can be found here: https://www.cumminsfiltration.com/sites/default/files/MB10468.pdf

FleetGuard’s ES Compleat OAT coolant is backwards compatible and can be safely used in diesel and Natural Gas applications, as well as cars, light trucks, tractors and other equipment.

More information on ES Compleat OAT can be found here: https://www.cumminsfiltration.com/sites/default/files/LT32533-REV8.pdf

There are two reasons. The first is that Conventional coolant does not have an additive package that is robust enough to transition to an OAT Technology and it contains Nitrite only for wet sleeve liner protection, where an OAT uses organic acids to provide this protection.

In all likelihood, it would cost you more to try to convert it, than to drain, flush and refill with new coolant. In addition, if your current coolant is green, it will likely turn to a rust colored brown when you add a red coolant to it.

1. “I certainly appreciate and understand that. Let me just show you what I can do for you.”

2. The point is to still educate the customer on coolant, which his current distributor is not doing. Then, show him the Fleetguard program benefits and pricing.

3. When we take the time to educate the customer, then show them our program, and saving the price for last; many times, the objection just disappears and we get the sale.

1. “What do you mean by bulk? Drums, totes, refillable bulk tank?”

2. It is easy to assume that when they say bulk, they mean a large bulk tank that if refilled from a truck. But many times, they are simply talking about a drum or a tote, which is right in our wheelhouse.

3. If it is truly a big bulk tank filled from a truck, then ask:
a. How many gallons does it hold?
b. How often do they fill it?

4. Just because the dealer doesn’t fill bulk tanks, you still want to educate on coolant, review Fleetguard, benefits, and quote a price. For, many times we assume because they are buying bulk, they are getting it cheaper. Most of the time that is not true.

5. Many times, we beat the price and a prospect will buy a drum or a tote and pump it into their bulk tank themselves.

1. This is where you want to educate the customer on Universal Conventional Coolants, which most all competitive green conventional coolants are. They are a light duty coolant that can be used in a heavy-duty engine only if you purchase and pre-charge the coolant with supplemental coolant additives.

2. This type of coolant does not meet heavy duty specification ASTM D6210. Educate the customer on D6210, D3306, and D4985.

3. This type of coolant is a light duty coolant right out of the bottle. The problem is the message has been lost over time, so no one selling or buying this product know what they are selling or using.

4. If they insist on a green conventional coolant, we have Fleetcool, which is a fully formulated heavy duty pre-charge coolant that meets D6210, and comes at a very economical price