EUTECTIC + CASTOLIN: THE ESSENCE OF ITS BUSINESS
The primary responsibility of maintenance management and personnel is to
ensure the availability of equipment at all times. Machine downtime has to be at
its absolute minimum and unscheduled plant shutdowns nil. To cope with this
important responsibility, industries require the assistance of qualified and reliable
specialists, mainly because there is some lack of well-trained and qualified service
contractors and personnel. EUTECTIC + CASTOLIN provides such specialists - and
there are more than 4,000 of them assisting various markets and industries round
the clock the world over. In the Philippines, Euromerica has its own team of
EUTECTIC + CASTOLIN is the world’s leader in protective maintenance
welding, a technology with massive implications for world industry. It gives
companies, large and small, the opportunity to extend, often dramatically, the service
life of the thousands of metallic working parts that are employed in plant, machinery,
and equipment; and in doing so, reduces breakdowns, cuts expensive stocks of back-
up spares and minimizes replacement costs. At national and global levels, it is a
technology that can conserve the vast amounts of energy and materials being
consumed by the unnecessary process of replacing worn parts prematurely, not to
mention potential savings in precious foreign exchange.
Through the use of protective maintenance welding, these parts are treated
with wear-resistant alloys. There are two aspects of the technology: treatment to
prolong original service life - before the part goes into service; and treatment to
put worn or broken parts in existing use back to work time and time again.
EUTECTIC + CASTOLIN started to pioneer the materials and processes needed
for this treatment exactly ninety four years ago this year (2000) and sponsored the
establishment of the EUTECTIC + CASTOLIN INSTITUTE in 1967, which operates a
continuing educational program, through 120 documentation and training centers, for
the advancement of maintenance welding technologies. Hundreds of customers and
representatives of various industries and institutions from all over the world visit
the Institute each year.
EUTECTIC + CASTOLIN is the first and only company in the repair and
maintenance welding industry with an Approved Application Procedure Data Bank,
available on a worldwide basis. With this information source, the Eutectic
salesman does not go to a customer empty-handed. The more successful
Applications Specialists know by heart typical applications, or solutions, by industry,
equipment, and machine part.
The job of the Eutectic salesman is not just to smile and ask the customer
what he needs. He will not only establish the need, but will have the pleasure to
go through a continuing learning process and have the urge to teach and transmit
knowledge to his customers. At the same time, he will be forceful and vigorous in
expressing the need to save, and that the services of EUTECTIC + CASTOLIN are
unusual and unique, and that everyone should join in the fight to minimize the use
of expensive spare parts.
Continuing training is important not just for the Eutectic salesman, but also
for his customers. Customer training is given to selected people at all levels,
because trained customer personnel become friends and admirers of E+C and will
facilitate and make possible customer investment in the training of its people.
The Eutectic sales force is applications-oriented, because by being so, it is
able to immediately identify applications, offer solutions to problems, and become
a “partner” in the maintenance process.
The E+C specialist performs beyond the level of an average person. His
perpetual, practical and disciplined training reinforces his selling skills and his ability
to provide proper emphasis on TeroEconomics, through which he can prove the point
that buying the right product, or solution, is the cheapest and most effective
way to handle repair and maintenance problems.
The Eutectic selling process has an added dimension, and this is the
management selling program. We reverse the process, if necessary, meaning, from
top to bottom. The natural fear, or timidity, to talk to decision-makers must be
overcome. For there is no more CEO today who will refuse to listen to a salesman
who can save money for his enterprise.
Some 25 years ago, Eutectic established the “Conservationist of the Year”
award program in many countries of the world, to promote protective maintenance
and reclamation welding technology by drawing the attention of world industry to
the considerable amounts of money, material and energy that can be saved, and in
the process give due recognition to industrial firms and institutions, as well as
individuals, that have effected the most spectacular savings of energy and natural
resources in a single repair welding job, or in implementing planned repair and
maintenance program. “Conservationist” was first introduced in the Philippines in
1987, in partnership with the Maintenance Association of the Philippines (MAPHIL).
When Euromerica reintroduced the program, it was jointly sponsored by MAPHIL and
the Philippine Society of Mechanical Engineers (PSME). The last awards were given
in October 1997. Once the ongoing financial crisis is over, “Conservationist” will
again be an annual undertaking.
Relative to the foregoing, as E+C’s exclusive distributor in the Philippines,
Euromerica is pleased to announce that it has effectively survived the crisis, thanks
to the cooperation and support of all concerned, especially you our customers. We
are in good standing with our principal, CASTOLIN SOCIETE ANONYME and are,
therefore, able to support our operations with adequate inventories of all items that
are normally needed by customers.
Our technical back-up is unbeatable. The combined experiences of
Euromerica’s management team in the field of protective coatings and repair and
maintenance welding, for example, is in the range of 100 years. Our Sales and
Technical Director, Mr. Nestor Opulencia, with his 31 years of uninterrupted Eutectic
experience, is considered the dean in this field.
Only last month this year, Prof. Francis K. Kasai, retired Marketing Director of
Eutectic of Japan and former Executive Director of Japan Thermal Society, came on
board as Senior Consultant and Advisor. He will, however, be spending part of his
time at the University of the Philippines, as Industry Adjunct Visiting Professor in
the Department of Mining & Metallurgy. Professor Kasai has a Masters degree in
Mining & Metallurgy from the University of Minnesota.
E+C and Euromerica are more than prepared, willing and able to serve the
needs of industries here in the Philippines. We are truly excited about it.
We sincerely thank you for your patronage.
Yours very truly,
SALVADOR P. MALBAROSA