Continued from page 16
to cost-effectively focus on customers of ‘one’ will be a distinguishing factor moving forward versus formulators that have a ‘one size fits most’ approach.
Leaders in the metalworking fluid industry will be able to formulate with unique, customer driven additives such as extreme pressure, anti-wear, and corrosion inhibitors that can produce a better surface finish and transfer heat away from tools and workpieces. Customising solutions to specific metalworking applications increases the effectiveness of the fluid while reducing the need for defoamers, thereby increasing process speeds, reducing sump times, and providing longer tool life. One example is eliminating the use of triethanolamine (TEA); TEA is regarded as an alkanolamine that has aluminium staining potential.
Solution focused technical sales teams will outperform order takers in this market as the customers become more sophisticated in defining their needs and can distinguish the benefits of different products. Winners in the metalworking space will be able to cost effectively formulate customer focused solutions, while increasing operator safety and reducing adverse environmental impact.
Conclusion While there are several factors that will define success in the metalworking fluid industry, safety and environmentally friendly solutions will be most critical. The metalworking fluid market will continue to evolve, but an emphasis on solution-selling will define the products for the next generation.
Operator safety and reduced environmental impact will remain high on the list for purchasing decision makers and operators.
About PolySi® PolySi®
Technologies Technologies is woman owned and operated
in Sanford NC, serving a broad range of markets including: automotive, electrical, electronic, utility, plumbing, heavy equipment, medical, marine, energy, food equipment, and metalworking fluids. The GMAN®
Metalworking fluid line includes: synthetics, semi-synthetics, soluble oils, straight oils, corrosion protection fluids, cleaners and lathe chuck grease.
LINK
www.polysi.com
The right formula for success. TECHNICAL
EXPERTISE
RESPONSIVE SERVICE
EFFICIENT LOGISTICS
sealandchem.com | +44 (0) 1606 830123
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