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 qualified specialists. 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 President June 2000 |
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