Making “safety, security, and stability” even more certain

Facing customers with integrity and offering solutions based on technology and expertise

Could you tell us how Stabilex™ is marketed?

Yoshioka:
I am Yoshioka, General Manager of the Osaka Office.
We visit our customers who use Stabilex™, mainly at electric furnace plants in Japan, together with our technical service representatives. Specifically, we observe refractory installation methods, the wear condition of used refractories, refractory life assessment, ladle/tundish operations, and maintenance work.

We then check whether the work is being carried out according to our standard procedures. If we find methods that differ from the standard or pose risks to refractory performance or stable operation, we propose more appropriate alternatives.

Additionally, when requested, where younger workers need support to raise overall skill levels, we also provide on-site assistance.

Detecting trouble before it happens is essential for stable operations.

What is the purpose and goal of Stabilex™ activities?

Yamamoto:
I am Yamamoto from the Quality Control and Technical Service Group. Our goal is to ensure that our customers can use our products with confidence while achieving safe and stable operations.

Operational issues or performance degradation are too late to address once they occur, as the resulting opportunity loss or damage to final products can be significant. Therefore, we aim to prevent such problems in advance and eliminate potential risks before they develop.

We also support creating an environment where our products can deliver their full potential. If our products do not fully match the customer’s operating conditions or needs, we work on materials or structural improvements to offer the optimal solution. This is the philosophy behind the services we provide to customers requesting Stabilex™.

Persistence in tackling challenges leads to the results.

Have you faced any difficulties in Stabilex™ activities?

Nagatani:
I am Nagatani from the Quality Control and Technical Service Group. Customers’ work methods are often passed down from senior to junior staff over many years, and sometimes the reasons behind these methods are unclear.

When we propose different methods to replace long-standing practices, there can be resistance or discomfort, and immediate adoption is rare. However, we make every effort to explain the background and reasons for our proposals thoroughly, so customers can understand and accept them.

Could you share specific examples of improvements achieved through these activities?

Nagatani:
For example, a customer struggling with reduced life due to upper nozzle erosion consulted us. Upon observing oxygen cleaning at the site, we found the cleaning position was off-center, causing localized erosion. We advised cleaning evenly around the entire bore, which improved nozzle life.

In another case, a customer facing reduced plate life had changed slide gate control conditions. After recommending adjustments to these conditions, plate life was restored.

Solving problems and meeting customers’ needs not only brings satisfaction to them but also motivates us.

What kind of feedback have you received from customers regarding Stabilex™?

Saeki:
I am Saeki from the Osaka Office. Customers who continue using Stabilex™ tend to have highly skilled operations. Such customers experience fewer issues and achieve very stable operations, leading to satisfaction and appreciation for Stabilex™, a rewarding outcome for us in sales.

Uncovering hidden needs and aiming for further service improvement

What are your thoughts on the future development of Stabilex™?

Nakazawa:
I am Nakazawa from the Nagoya Branch. Full-scale promotion of Stabilex™ is just beginning.
We believe many customers face recurring operational troubles or dissatisfaction with maintaining work quality.

Some may not realize that seemingly minor issues could lead to major accidents.

By staying alert during our daily sales activities, we aim to identify these latent needs and develop proposals through a consultative service approach.

Yoshioka:
We have already received positive feedback from customers who have adopted Stabilex™.
By providing detailed support, from proposing solutions to actual product use, we aim to combine product strength with service excellence and grow Stabilex™ into a comprehensive brand.

Furukawa:
We are also considering expanding service options, offering multiple choices so customers can select only what they need, making Stabilex™ easier to adopt.

Currently, Stabilex™ is a brand for slide gate related refractories, but in the future, we hope to extend it to related products and expand globally.