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<p>PRODUCT RANGE<b><br>
<br>
</b>Before Dr. J.D. Hancock in his book entitled ‘Practical Refractories’
(first published in 1988), not a great deal was documented or defined about
the industrial manufacture and every day use of the refractory product.</p>
<p>Dr. Hancock states that “Refractory technology was widely seen as ‘black
magic’ and this is understandable as refractory application technology
is not a science, but rather an engineering discipline in which the conflicting
demands of an application have to be balanced against material properties. Since
most of these demands are assessed qualitatively rather than quantitively and
some are unknown, it is not unusual for different solutions to be offered for
the same problem according to the view point and experience of the refractory
technologist”<span style="mso-spacerun: yes">. </span>The process of cooking
and creating recipes is in many ways similar to the refractory process, with
in fact many of the same appliances used in the laboratories such as mixers,
sieves and ovens.<b style="mso-bidi-font-weight:normal"><br>
</b><br>
</p>
<table border="1" cellspacing="0" cellpadding="4" width="100%">
<tr>
<td valign="top">
<center>
PRODUCT TYPE
</center>
</td>
<td valign="top">
<center>
ADVANTAGES
</center>
</td>
<td valign="top">
<center>
LIMITATIONS
</center>
</td>
</tr>
<tr>
<td valign="top">MONOLITHIC<b><br>
</b>Including mortars, plastics, ramming mixes, coatings, gunning mixes
and castables</td>
<td valign="top">•Structural stability<br>
•Good spalling resistance<br>
•Special contours easily formed<br>
•Reduced thermal conductivity</td>
<td valign="top">•Special anchorage & installation techniques<br>
•Quality of installation generally invisible<br>
•Different labour skills required to bricks<br>
•Temptation to consider as “instant refractories” leading
to lack of care in selection and installation</td>
</tr>
<tr>
<td valign="top">DENSE BRICK<b><br>
</b>Including conventional, fusion cast and iso-pressed or slip cast</td>
<td valign="top">•'High cold strength<br>
•High hot strength<br>
•Good slag resistance<br>
•Quality of installation reasonably visible</td>
<td valign="top">•Structural stability<br>
•Special shapes expensive <br>
•High thermal/conductivity<br>
•High labour cost<br>
•Skilled labour required for installation</td>
</tr>
<tr>
<td valign="top">INSULATION<b><br>
</b>Subgroups consisting of brick and fibrous materials</td>
<td valign="top">•Low conductivity<br>
•Low storage heat<br>
•Lightweight</td>
<td valign="top">•Low cold strength<br>
•Low hot strength<br>
•Poor slag resistance</td>
</tr>
</table>
<br>
<div class="Section1">
<p class="MsoNormal">In view of the advantages and limitations outlined in the
refractory descriptions above, Trent has developed the following product range.
In relation to its typical customer applications.
<p class="MsoNormal">SERVICES<br>
<b><br>
</b>As an experienced and international player in the refractories industry,
Trent has succeeded in expanding both the breadth of its product range and
the depth of its services. Trent's future long term strategy focuses on building
and sharing its 'intellectual capital' throughout the world and developing
strong partnerships in the process. Please click on the sections below for
more detailed information about the services provided.
<p class="MsoNormal">DESIGN AND CONSULTANCY<b><br>
<br>
</b>To a large extent the refractory industry has managed to standardise the
products produced today. However each application still has its own unique
characteristics in relation to the quality of the end product you want to
achieve. The environment, for example is a term used to describe the temperature
and humidity of the country in which you want to produce refractories and
can make a significant difference as to how the product behaves. For this
reason the refractory industry can still be described as an art rather than
an exact science. With direct experience of steelmaking, Trent can design
a monolithic product that meets your exact criteria, whether that be to suit
your budget, your specific application or your longer term end goals, Trent
can tailormake a solution to help your business succeed.<br>
<br>
Trent also offers a Precast Design service, producing moulds and the finished
product to meet your precise requirements.Trent has built into its quality
system, procedures for tracking the design of bespoke precast pieces and moulds,
and uses Computer Aided Design to ensure that customers get what they want.
<p class="text">INSTALLATION AND MAINTENANCE<b><br>
<br>
</b>Trent supports its customers by providing work instructions, but more
importantly they pack their suitcase, travel thousands of miles and spend
several days on the steel plant in training the workforce on the precise mixing
instructions and how to physically use and install the product. To sit in
an office and only talk about export has even more serious results - the customer
reverts to a local supplier - cheaper, not as good quality, but workable!
Only through visiting customers can companies who are serious about export,
build up the necessary depth of knowledge and experience relating to a customer's
specific needs. In many cases developing countries go to great lengths to
acquire the latest technology and equipment, but only wish to speak to people
who have genuine expertise and something advanced to offer.</p>
<p class="text">TECHNOLOGY TRANSFER<b><br>
<br>
</b>There is an alternative to option to purchasing physical refractory products
and avoiding all the costly expense of shipping. Worldwide, Steelplants increasingly
demand higher quality and lower prices. Often to the extent that many are
seriously considering bringing the refractory function under their own umbrella
of business. For many this strategy could make a significant impact on their
balance sheet.<br>
<br>
Transporting knowledge is the export of the future for England's refractory
industry. Information and experience cannot and should not be held back! To
do so is to prevent progress. In this global village overseas customers should
be supported in developing their own industry. 'Intellectual Capital' is the
key ingredient of the monolithic mix and today steel plants want this packaged!<br>
<br>
Trent Refractories provides 'hands on' consultancy to organisations and countries
wanting to set up their own refractory plant. Please CLICK HERE to see the
state of the art Saudi Arabia Plant case study for more information.</p>
<p class="text">GUIDANCE AND ONLINE SUPPORT AND TRAINING<b><br>
<br>
</b>Behind the scenes Trent has been busy designing a new tool to improve
the productivity of the business by providing knowledge online. Unlike most
websites in this industry Trent has aimed to make their new website interactive,
therefore you can send an enquiry online or perhaps visit our FAQ 'Frequently
Asked Questions' section to see what other typical questions we receive. The
website will be in future designed to work on several levels.<br>
<br>
• Level 1<br>
In the main, promotional and educational information.<br>
<br>
• Level 2<br>
Will only be available to regular customers giving up-to-date pricing and
technical product data, no need eventually for the paper trail of test certificates,
when results can be viewed online.<br>
<br>
• Level 3<br>
The third level is for partners that we are supporting to develop their own
refractory plants overseas and will include more specific information on quality
procedures, work instructions, product mixes and testing procedures etc, plus
online advice and support.<br>
<br>
Gone are the days when a refractory company concerns themselves only with
production capacity and turnover, especially when the largest single cost
of refractory export is in the transport and shipping. This new multi-media
technology with future broadband capabilities can give Trent's customers much
more than just a website.</p>
<p>This is a long term strategic asset and is the vehicle for exporting the
valuable intellectual capital Trent has built up over the years.</p>
<p class="text">CASE STUDIES<b><br>
</b><br>
SAUDI ARABIA<br>
<br>
When analysing the feasibility of building a monolithic refractory plant,
location must be the critical decision factor. With the high costs of product
transportation the only sensible option is to position the plant either at
the source of the raw materials or next door to the main customer<br>
<br>
<i>"</i>Producing our own refractory materials under licence and with
the support of an experienced manufacturer has enabled us to produce monolithic
material at a very competitive price and greatly reduce our purchasing costs.
In addition less stock is required and materials can be produced fresh, tailor
made to suit our local steelplant with over 30% improved performance on some
products<i>"<br>
</i>Arabian Refractories<br>
<br>
What are the Benefits to the Bottom Line?<br>
• Massive savings in transport and shipping costs<br>
<br>
• Expert technical advice and support readily available<br>
<br>
• No need to make expensive mistakes during start up<br>
<br>
• Opportunities to make your new plant a profit centre<br>
<br>
<i>"</i>Transporting knowledge is the export of the future for England's
refractory industry. Information and experience cannot and should not be held
back. To do so is to prevent progress. In this global village overseas customers
should be supported in developing their own industry. 'Intellectual Capital'
is the key ingredient of the monoilthic mix and today steelplants want this
packaged<i>"<br>
</i>Bob Crossland Trent Refractories Scunthorpe - UK<b><br>
</b><br>
Which Country has Already Achieved This?<b><br>
</b>One example of a partnership such as this is between Trent Refractories
of Scunthorpe in the U.K and Arabian Refractories. With Trent as the 'hands
on' consultants they set out to build a state of the art plant to principally
serve the fast expanding Saudi Arabian steel industry and later to promote
their products into neighbouring countries.<br>
<br>
Bob Crossland, Managing Director of Trent Refractories Ltd. says:<br>
<i>"</i>I often get asked; when should a steel plant begin to consider
this type of manufacturing arrangement? Of course specific requirements vary
enormously from plant to plant. There are many factors to consider and a consultation
on their specific needs is required. But as a guideline if your mother / national
steelplant is producing a minimum of between 500,000 and 2 million tonnes
of steel per annum then it is definitely worth considering the feasibility
of building a local refractory plant<i>"</i><br>
<br>
A Case Study of a Turnkey Plant<b><br>
<br>
</b>Step 1. Product, design and investment consultation for entire plant set
up<b><br>
</b>Talks initially began with an in depth analysis of the steelplant applications,
which products were required and the availability of local raw materials.<br>
<br>
The Saudi Arabian team also required consultation on the design of their new
plant, offices and on the purchase of laboratory and production equipment.
They wanted an organisation flexible enough and with the depth of experience
to carry it through from start to finish. Proposals, contracts and timescales
were drawn up and agreed for every step of the project.<br>
<b><br>
</b>Step 2. Entire quality & management system transfer<b><br>
</b>Trent Refractories then supported the new operation by providing procedure
manuals, product mixes, specifications, detailed work and test instructions
and all the relevant forms to continually track and monitor performance. The
importance of adopting a proven methodology cannot be overstated. It enables
a company to become visibly more efficient by empowering individuals with
the authority, training and motivation to constantly improve their area of
responsibility. ISO 9000 ensures that any problems do not rear their ugly
heads again in the future and for this reason the new Saudi Arabian plant
also decided to also opt for obtaining the international quality award.<br>
<b><br>
</b>Step 3. Work force training and ongoing guidance<b><br>
</b>More important than the paperwork is the face to face relationships built
up by Trent packing their suitcases and travelling thousands of miles to spend
time with the work force, coaching them on the precise mixing instructions
and how to physically use the product.<br>
<br>
Continuous follow through is critical to the success of such a venture and
in addition a representative works manager was supplied by Trent. His role
was to oversee the plant installation and manage the initial operations and
production. Bob Crossland adds;<br>
<i>"</i>This entire project lasted approximately two years after which
we were left with a showcase operation which reflects the standards we wish
to establish globally in other franchise or licence partnerships<i>"<br>
</i><b><br>
</b>Step 4. Developing a suppliers and purchasing network<b><br>
</b>Building up a network of reliable suppliers worldwide takes time and is
not without its teething troubles if you have to begin from scratch. Not only
is there understanding the raw materials and products capabilities, but other
information about the supplier such as; how far in advance are orders required?
What are the minimum quantities? How long are the delivery timescales? Can
we negotiate any credit or consignment stock facility and will I be dealt
with in a professional or unorganised way? This type of knowledge is not unfortunately
in a typical glossy corporate brochure and this approved suppliers list was
a most valuable resource to acquire for the new Saudi Arabian plant<br>
<br>
Step 5. Creating a local target market and territory<b><br>
</b>The plant was deemed viable because of the extended local market which
was available to the new company. Countries for example like....Iran, Qater,
Egypt and Jordan. Of course if these countries require specialist products
not supplied by the new plant such as precast taphole blocks, launders or
roofs, then commissions are still earned from offering the wider product range
from Trent.<br>
<br>
Not always considered in a transfer operation is the office work and marketing
functions. Intricacies such as preparing export documentation and learning
how currency exchange variations can effect profitability can save a lot of
headaches. If required then marketing and promotion strategies can be devised
and introductions made to an extended customer base.<br>
<br>
How to Select your Partner in Progress?<b><br>
</b>First and foremost select a partner with evidence of a similar venture
and the foresight to be open with their information. Limit your discussions
to only reputable companies with an existing accredited ISO9000 Quality Management
system. Discuss and meet with the assigned project team that will be moving
your new operation forward. Large international organisations do not always
offer the personalised service you need so avoid bureaucratic organisations
with slow decision making procedures.<br>
<br>
In summary you only have to look at the phenomenal growth of fast food (to
quote only one example) to know that franchising and licensing is the way
forward for expanding international business. This already proven strategy
illustrates superbly the philosophy of Trent Refractories that; 'Both sides
can be the winners!<i>'</i> Bob Crossland
<p>TOTAL QUALITY MANAGEMENT<b><br>
</b><br>
PRODUCTION & DESPATCH<b><br>
</b><br>
Our Production Manager heads this multiskilled team responsible for stock
control, manufacturing, production scheduling, packaging and despatch for
all product ranges including monolithic, precast and brick. This team has
a thorough understanding and experience in the installation of the product
on site. For important jobs, Trent frequently travels overseas to supervise
a specialist installation and train our customers' staff in the future use
of the product.<br>
<br>
QUALITY ASSURANCE, CONTROL & PURCHASING<b><br>
</b><br>
Trent's Quality Assurance Manager explains that <i>“ </i>building in
the quality checks at each critical stage of an order significantly reduces
the problems arising from any ambiguity, misunderstanding or faulty material,
which could otherwise jeopardise the product, resulting in it being ‘Unfit
for Purpose.<i>’</i><span style="mso-spacerun: yes">" </span>Trent
has built all these quality checks into its system because once any faulty
material has reached the customer, so it follows that the cost of rectifying
the problem is at its highest and nowhere is this more acutely illustrated
than in orders destined for overseas.<br>
<br>
This team is responsible for maintaining and continually improving our quality
procedures and overseeing the quality control for Trent’s in house testing
laboratory. Trent checks both our own products to very high standards and
that of our suppliers' products. Hence this department is also responsible
for approving and auditing new and existing suppliers to ensure that Trent's
purchases are of a high quality standard from the outset<br>
<br>
These quality management systems are in place to ensure our customers get
what they ask for, identifying their needs from initial enquiry and quote,
right the way through to product performance. Systems are in place to trace
back any problems and make sure they do not rear their ugly heads in the future,
thereby maximising the efficiency and effectiveness of all Trent’s personnel.
<p>OPERATIONS & ADMINISTRATION<b><br>
</b><br>
OFFICE MANAGEMENT & FINANCE TEAM<b><br>
</b><br>
Headed by our Office Manager, this team handles all financial and accounting
matters and co-ordinates all the transportation and documentation required
to ensure every job runs smoothly. A welcoming reception and a cup of tea
exactly as you like it is always provided by if you pop in to see us. This
team also administers all relevant customer archives to ensure your exact
requirements are documented for future reference.
<p>CUSTOMER SUPPORT<b><br>
<br>
</b>SALES, CUSTOMER SUPPORT & EXPORT TEAM<b style="mso-bidi-font-weight:normal">-</b><br>
<br>
Headed by the company founder and Technical Director Bob Crossland, with a
wealth of experience and contacts in this field for over 35 years. Bob is
a qualified metallurgist with many years practical experience in steelmaking
and many more in refractories. His background has spanned production, technical
service and the sale of refractories both in the UK and abroad, enabling him
to build on a wealth of knowledge and contacts throughout the world, practising
his belief that long term business reputations depend upon mutual benefit
and trust. Bob believes that “Britain must continually strengthen its
world-wide standing not only as leaders for innovation and problem solving,
but also it’s image of ‘fair play’ and dependability.”
He maintains that “ Export teams are the ambassadors of their company
and country. In the customer’s mind is always the question: Can I place
my complete confidence in this person and company, are they a credible partner
or supplier in the long term?<br>
<br>
MARKETING & INFORMATION COMMUNICATION TECHNOLOGY<b><br>
</b><br>
Building on the opportunities that these new emerging technologies bring,
Bob’s daughter, Jennifer Crossland brings with her experience in; Graphic
Design, Quality Management, Marketing, Creativity training and new information
technologies, to support Trent’s external and internal communications
through their new internet website. With future plans for an intranet and
extranet, our goal is to link the customers and refractory supply chains closer,
with the goal of sharing more knowledge worldwide.
<p>TECHNICAL DESIGN & SUPPORT<b><br>
<br>
</b>TRAINING & DEVELOPMENT<br>
<br>
All departments are involved in training alongside 'TQM<span style="mso-spacerun: yes"> '
</span>Total<span style="mso-spacerun: yes"> </span>Quality Management
which is the strategy for releasing the full potential and brain power of
a company’s human resource. Empowered individuals with the authority,
backing, training and responsibility to do their tasks effectively, achieve
greater customer satisfaction and ensure we remain competitive. Trent arrived
when the Quality Assurance movement was at its height. As a result of implementing
these systems from the start, any old schools of thought generally found in
very long established refractory companies, whereby mistakes were generally
swept under the carpet,<span style="mso-spacerun: yes"> </span>were
never allowed to take root at Trent. The culture within Trent is very much
one of open communication where ideas are shared and any problems quickly
identified and resolved. As a result we have a very loyal and committed team
of people poised to give great service.<b style="mso-bidi-font-weight:normal"><br>
</b><br>
INNOVATION, RESEARCH & DEVELOPMENT<br>
<br>
Again, with all departments focused on continual improvement and opportunities
for step change, our method for this is simple, stay close to customers, listen
to their needs and work together to deliver a solution. As you can see from
the feedback section of this website, we openly encourage customers to express
any concerns so that we can understand their problems and remain in touch
with our markets. As demonstrated Trent has always been quick to recognise
changes in the external business environment that could influence the direction
of the products on offer. As always they respond with flexibility and deliver
a quality service in whatever department.<span style="mso-spacerun: yes">
</span>Likewise Trent believes that innovation can also come from any department.
<p>QUALITY ASSURED<b><br>
<br>
</b><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>When
selecting a supplier you want to be sure that the products you purchase are
from a 'Quality Assured' source. Trent Refractories has been awarded the International
Quality Standard ISO 9002 from Lloyds Register Quality Assurance, but what
does this mean?<br>
<br>
Achieving certification demonstrates that the Quality Assurance checks are
made at each critical stage of an order. For example:</span>
<p><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>STAGE
1.<span style="mso-spacerun: yes"> </span>CONTRACT REVIEW</span><b><br>
<br>
</b><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>Exact
and precise requirements are agreed with all customers to provide an optimum
answer to your refractory needs</span>.
<p class="text"><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>STAGE
2. RESEARCH & DEVELOPMENT</span><b><br>
<br>
</b><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>Trent
offers its customers a tailor made design service for any of its product lines.
You tell us your refractory problem and we will deliver a bespoke solution.
Whether it be a monolithic material for a specialist application or the use
of computer aided design for precast shapes. Trent can cure and cast any size
from bafflle tiles through to electric arc furnace roofs.</span></p>
<p><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>STAGE
3. QUALITY CONTROL TESTING</span><b><br>
<br>
</b><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>This
includes the calibration of all manufacturing machinery and testing equipment.
Also routine checks and tests are made on all incoming raw materials from
Trent's own approved suppliers. In addition, training and rigorous production
controls ensure that ideal process conditions are met and consistent quality
standards and traceability are maintained throughout all Trent's own manufacturing
operations.</span></p>
<p><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>STAGE
4. TRANSPORT & DESPATCH</span><b><br>
<br>
</b><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>Suitable
packaging and transport are organised to ensure the product is protected and
in particular a precast piece arrives undamaged and within the customer's
timescales.</span></p>
<p><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>STAGE
5. INSTALLATION & AFTER SALES SUPPORT</span><b><br>
<br>
</b><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>Once
the order is completed, it is not forgotten. Trent follows through by providing
technical back-up to its customers including; advice and assistance on installation
and service monitoring. As a result Trent has achieved many record breaking
statistics on product durability.</span></p>
<p><span style='font-family:Arial;mso-bidi-font-family:"Times New Roman"'>STAGE
6. CONTINUAL & STEP CHANGE IMPROVEMENTS<b style="mso-bidi-font-weight:normal"><br>
<br>
</b>Trent's quality system is regularly backed up by both internal and external
inspection audits. Trent has also embraced the Information Age and is available
via email or if you prefer you can book a video conference call with our Sales
Director to avoid any unnecessary travel.<br>
<br>
The new internet web site also has some exciting developments planned for
customers and partners to receive an even greater added value service online<br>
<br>
Trent Refractories' success in consistently achieving ISO9000/BS5750 for its
operations reflects its commitment to excellence. Trent has established an
international reputation for its products and expertise by continually seeking
ways to extend the high standards of service offered to customers.</span></p>
<p>NEWS & ARTICLES<b><br>
</b><b style="mso-bidi-font-weight:normal"><br>
</b>Record Breaking Life Span for Concast Tundish Lids and UK's No.1 Leader
in EAF Precast Roofs at Avesta, Sheffield & Stocksbridge.<br>
<br>
It is official Trent Refractories is the UK's market leader in electric arc
furnace roofs, with over 90% of the home market business and WHY?......because
Trent has a track history of success in this field through continually improving
the quality and design of their precast. In conjunction with Avesta Sheffield,
Trent supplied an arc furnace roof (delta) that has achieved a record life
span of 1067 heats resulting in 122705 tonnes throughput. It is worth noting
that although this was achieved several years ago in 1998 this record is yet
to be broken.</p>
<p>TRENT STRENGHTENS ITS SALES & CUSTOMER SUPPORT TEAM <br>
<br>
Arriving in May 2001, we welcome Geoff Richards to the Trent team. Geoff's
career originally began at BSC's Templeborough works as a senior refractory
chemist, where Geoff performed the physical and chemical testing and evaluation
of incoming refractory products. Geoff is therefore ideally suited to supporting
Trent's customers having been in business from the customer's perspective.<br>
<br>
<i>"</i>I've been in the customer's shoes therefore totally understand
their business requirements and the expectations of the product" Geoff
Richards, Customer Support Manager<i><br>
</i><br>
Later Geoff joined another refractories company as their Technical Sales Engineer.
Supporting primarily steelplants plus ferrous and non ferrous foundries, through
advising overseas agents on a wide range of technical matters and supervising
specialist steelplant installations such as electric arc furnaces, ladles
and BOS converter linings.<br>
<br>
Geoff later becam involved with the sales of chemically bonded and fired shapes,
and then monolithic and precast products. In this role he also gained a solid
working knowledge of the operation and maintenance of batch and continuous
feed gunning equipment including robotics.<br>
<br>
More recently in the late 1990s Geoff was a member of a technical sales team
supporting customers internationally. During this time he also had close involvement
in a series of computer-based studies on Slag Chemistry.<br>
<br>
<i>"</i>As you can see Mr. Richards has the breadth and depth of refractory
industry experience and is ideally suited to supporting Trent's customer care,
export and sales team and in providing superb technical and customer support
to Trent's regular clients".<br>
Bob Crossland, M.D. & Sales Director</p>
<p>TRENT OPENS ITS NEW HIGH-TECH OFFICES<i style="mso-bidi-font-style:normal"><br>
<br>
</i>Since Trent moved their sales and finance division into the new front
offices nobody dare get a single dust footprint on The Office Manager's stylish,
stainless steel flooring. The company extends an open invitation to encourage
its customers and suppliers to come and see how the place has been modernised.
Not unexpectedly Bob Crossland, the M.D. and Sales Director has placed some
HUGE world maps on the walls and if he were a little younger you'd be forgiven
for thinking that perhaps world domination and not only refractory domination
was his goal. We think he's perhaps watched too many James Bond movies. Bob
proudly points to all the countries that Trent supplies worldwide, all that
is missing is the little flashing lights! More importantly the office is equipped
with the latest hightech telephone, computer network and internet access.
Bob adds <i>"</i>Customers want answers to their enquiries quickly, Trent
can now be contacted 24hrs a day and any language barriers can be handled
by Trent's experienced overseas agents. Customers also go to great lengths
to acquire the latest technology and therefore wish speak to people with genuine
expertise and something to offer. It is our goal at Trent to support our customers
in the future by sharing more of our knowledge and expertise via this new
web medium and the new offices and IT systems are being developed to enable
us to do just that<i>"</i></p>
<p>A HIGH-TECH SOLUTION FOR A 21<sup>st</sup> CENTURY BUSINESS.</p>
<p>Behind the scenes Trent has been busy designing a new tool to improve the
productivity of the business by providing knowledge online. Unlike most websites
in this industry Trent has aimed to make their new website interactive, therefore
you can send an enquiry online or perhaps visit our FAQ Frequently Asked Questions
section to see what other typical questions we receive. The website will be
designed to work on several levels, with the first being in the main, promotional
& educational information. Later a second level will only be available
to regular customers giving up-to-date pricing and technical product data
with no need eventually for the paper trail of test certificates, since results
can be viewed online. A third level is for partners that we are supporting
to develop their own refractory plants overseas and will include more specific
information on quality procedures, work instructions, product mixes and testing
procedures etc, plus online advice and support. Gone are the days when a refractory
company concerns itself only with production capacity and turnover, especially
when the largest single cost of refractory export is in the transport and
shipping. This new multi-media technology with future broadband capabilities
can give Trent's customers much more than just a website. This is a long term
strategic asset and is the vehicle for exporting the valuable intellectual
capital Trent has built up over the years.</p>
<p>EXPORT OR DIE!...the changing face of the Refractory & Steel making industry
worldwide</p>
<p>Following a decline in steel production, changes in steel making technology
has lead to a major reduction in refractory consumption. Radical new technologies
and increased precision in testing and analysis has lead to a more predictable
product with a guaranteed and greatly increased service life. Therefore Trent
began its business when the refractory industry was at the end of a life-cycle
for high volume brick and monolithic production. The industry was preparing
for an era of low volume engineered materials with the emphasis on consistent
quality, specialist lining design, speed and control of installation and repair
techniques.<br>
<br>
Explaining some of the developments in steelmaking and the refractory industry
over the past 12 years, Bob Crossland explains,<i> "</i>When we started
Trent in 1989, the home market was increasingly difficult, with UK Steel industry
production plummeting and competition intense, so Trent's sales team booked
air tickets to not only Europe, but far away continents such as the Middle
East and Asia and lived out of suitcases three weeks out of four"<i>.</i><br>
<br>
One of the major obstacles in export is to sell something that is not already
produced locally. All countries east of Suez already produced a range of alumina-silicate
and basic monolithics. So Trent adapted and sold things that were new to many
developing countries such as precast roofs, launders and taphole blocks etc.
In addition Trent learnt the intricacies of export documentation such as letters
of credit, currency exchange variations and their effects on profitability.<br>
<br>
Trent found that overseas customers expected and demanded a similar exacting
service to that provided to their UK customers. Over the years Trent's customer
support archives have been developed to build a comprehensive checklist relating
to an individual customer's application and particular method of installation.
For instance; how will the climate influence the product's performance? A
typical example is 34c and 90% humidity which in turn affects the required
addition of water and setting time.<br>
<br>
Trent supports its customers by providing work instructions, but more importantly
they pack their suitcase, travel thousands of miles and spend several days
on the steel plant in training the work force on the precise mixing instructions
and how to physically use and install the product. To sit in an office and
only talk about export has even more serious results - the customer reverts
to a local supplier - cheaper, not as good quality, but workable! Only through
visiting customers can companies who are serious about export, build up the
necessary depth of knowledge and experience relating to a customer's specific
needs. In many cases developing countries go to great lengths to acquire the
latest technology and equipment, but only wish to speak to people who have
genuine expertise and something advanced to offer.<br>
<br>
Simultaneously Trent continued to supply and increase it's market share within
the UK, and establish a strong home base. In such a competitive and shrinking
market it succeeded in becoming extremely cost effective in supplying superb
quality products at excellent prices. So much so that in many cases Trent
has become the preferred 'suppliers' supplier'. Within inflexible large corporate
structures many long established, big brand refractory suppliers now find
it is cheaper to out source their product than manufacture their own.<br>
<br>
Trent routinely receives requests worldwide for information, consultancy,
quotations and product design and delivery. Each one requires individual attention
and personal care, from accepting the order through to manufacture, shipping
documentation and occasionally the ultimate, a letter of thanks from the customer!<br>
<br>
For more in depth information on a specific Technology Transfer project in
Saudi Arabia please click here for a direct link.</p>
<p>WHY TRANSPORT REFRACTORIES WHEN YOU CAN EXPORT KNOWLEDGE?<br>
<br>
There is an alternative option to purchasing physical refractory products
and avoiding all the costly expense of shipping. Worldwide, steel plants increasingly
demand higher quality and lower prices. Often to the extent that many are
seriously considering bringing the refractory function under their own umbrella
of business. For many this strategy could make a significant impact on their
balance sheet.<br>
<br>
On the whole, a monolithic refractory plant (without high capital equipment
such as a brick press) is a relatively small investment in relation to the
potential savings involved.<br>
<br>
When analysing the feasibility of building a monolithic refractory plant,
location must be the critical decision factor. With the high costs of product
transportation the only sensible option is to position the plant either at
the source of the raw materials or next door to the main customer<br>
<br>
<i>"</i>Producing our own Refractory materials under licence and with
the support of an experienced manufacturer has enabled us to produce monolithic
material at a very competitive price and greatly reduce our purchasing costs.
In addition less stock is required and materials can be produced fresh, tailor-made
to suit our local steelplant with over 30% improved performance on some products<i>"</i>
Arabian Refractories.<b style="mso-bidi-font-weight:normal"><br>
<br>
</b>So what are the benefits to the bottom line?<br>
<br>
• Massive Savings in Transport Costs<br>
<br>
The bulky, heavy nature of refractory materials dictates that the major percentage
of the price is in the overseas shipment. The major elements of the monolithic
mix are not only exported half way across the globe by a raw materials supplier
but then re-exported by the refractory company to the end user steelplant.
In this day and age there is every incentive to eliminate this unnecessary
expenditure.<i style="mso-bidi-font-style:normal"><br>
<br>
"</i>Transporting knowledge is the export of the future for England's
refractory industry. Information and experience cannot and should not be held
back! To do so is to prevent progress. In this global village, overseas customers
should be supported in developing their own industry. 'Intellectual Capital'
is the key ingredient of the monolithic mix and today steel plants want this
packaged"<br>
Bob Crossland.Trent Refractories, Scunthorpe, UK<span style="font-family:Wingdings"><span style='font:7.0pt "Times New Roman"'><br>
<br>
• </span></span>Expert Technical Advice & Support Readily Available<br>
<br>
In many cases developing countries go to great lengths to acquire the latest
technology and equipment, but only wish to speak to people with genuine expertise
and depth of knowledge.<br>
<br>
Many long established refractory manufacturers are afraid of sharing their
know-how, debatably for fear of killing their own markets . In contrast to
this old way of thinking, 'Partnering' will be the way forward, with real
experts on tap and the commitment to ensure that each new venture succeeds.<br>
<br>
• No Need to Make Expensive Mistakes During Start Up<br>
<br>
Why learn by your own experience when you can benefit from the experience
of a long term player in the industry. In this field mistakes can be costly
and one should consider the multitude of quality control issues such as contamination,
re-working, re-testing, re-packing, disposal and extra costs of fresh raw
materials. Not to mention the wasted time of your people in tracing and sorting
problems. Time which could be better spent on taking the plant forward. Moreover,
mistakes can be extremely expensive in terms of a company's reputation and
image.<br>
<br>
• Opportunities to Make Your New Plant a Profit Centre<br>
<br>
For the above reasons and risks, steel makers are only generally interested
in using materials from a quality assured source. They can ill afford unexpected
down time. If your ultimate goal is to manufacture additional refractory materials
for neighbouring markets, then products must be of a quality steel makers
can trust.<br>
<br>
Even with an inspector's certificate of the product load, this is not a guarantee
for the purchaser. Inspectors have little or no specialist experience of the
product, therefore very often only check the paperwork.<br>
<br>
The answer is to adopt a name, image and brand of product that is already
recognised in the global market place. One that has already established a
reputation for quality and reliability. A partner company such as Trent, that
will support the new operation in achieving consistent results using a proven
methodology and system.<br>
<br>
In a very short space of time this enables the new plant to acquire the relevant
ISO9000 accreditation and the credibility to sell. Opportunities then arise
to promote these same products either under a licence or franchise arrangement
to new markets. Support is also available to prepare and expand the new venture's
client base. <b style="mso-bidi-font-weight:normal"><br>
<br>
</b>• Which Country Has Already Achieved This? <br>
<br>
One example of a partnership such as this is between Trent Refractories based
in the U.K and Arabian Refractories. With Trent as the 'hands on' consultants,
they set out to build a state of the art plant to principally serve the fast
expanding Saudi Arabian steel industry and later to promote their products
into neighbouring countries.<br>
<br>
Bob Crossland, Managing Director of Trent Refractories Ltd. says:<i style="mso-bidi-font-style:normal"><br>
"</i>I often get asked; when should a steel plant begin to consider this
type of manufacturing arrangement? Of course specific requirements vary enormously
from plant to plant. There are many factors to consider and a consultation
on their specific needs is required. But as a guideline if your mother / national
steelplant is producing a minimum of between 500,000 and 2 million tonnes
of steel per annum then it is definitely worth considering the feasibility
of building a local refractory plant<i style="mso-bidi-font-style:normal">"</i><b style="mso-bidi-font-weight:normal"><br>
<br>
</b>For more information on this case study of a turnkey plant and partnering
project, please see the Saudi Arabia page. If your organisation is interested
in taking these ideas forward then consider the following steps below:<br>
<br>
• What Steps Can You Take to Build Your Own Plant?<br>
<b><br>
</b>Step 1. Initiate a product, design and investment consultation for your
entire plant set up<br>
<b><br>
</b>Step 2. Negotiate a quality and management system transfer<br>
<br>
Step 3. Identify the training requirements of the work-force and the ongoing
guidance necessary<br>
<br>
Step 4. Develop a suppliers and purchasing network for quality raw materials<br>
<br>
Step 5. Work with your partner to create a local target market and sales territory<b style="mso-bidi-font-weight:normal"><br>
<br>
</b>• How to Select Your Partner in Progress<br>
<br>
First and foremost when selecting a partner, look for evidence of a similar
venture and the foresight to be open with their information. Limit your discussions
to only reputable companies with an existing accredited ISO9000 Quality<span style="mso-spacerun:
yes"> </span>Management system. Discuss and meet with the assigned project team
that will be moving your new operation forward.<span style="mso-spacerun:
yes"> </span>Large international organisations do not always offer the personalised
service you need so avoid bureaucratic organisations with slow decision making
procedures.<br>
<br>
In summary you only have to look at the phenomenal growth of fast food chains
(to quote only one industry example) to know that franchising and licensing
is the way forward for expanding international business. This already proven
strategy illustrates superbly the philosophy of Bob Crossland and Trent Refractories
that<i style="mso-bidi-font-style:normal">; “</i>Both sides can
be winners!”</p>
<p>MARKET SECTORS<b><br>
<br>
</b>Serving steel plant & metals industries predominantly, but also providing
products and services to nonferrous, glass and cement works, Trent has spread
its net over the years to reach over 18 countries worldwide.<br>
<br>
Explaining some of the developments in steel making and the refractory industry
over the past 12 years, Bob Crossland explains, “when we started Trent
in 1989, the home market was increasingly difficult.<span style="mso-spacerun: yes">
</span>With UK steel industry production plummeting, competition was intense.
So Trent’s sales team booked air tickets to not only Europe, but far
away continents such as the Middle East and Asia and lived out of suitcases
three weeks out of four”<i style="mso-bidi-font-style:normal">.</i><br>
<br>
Trent supports its customers by providing work instructions, but more importantly
they pack their suitcase, travel 9000 miles and spend several days on the
steel plant in training the work force on the precise mixing instructions
and how to physically use and install the product. To sit in an office and
only talk about export has even more serious results – the customer reverts
to local supplier – cheaper, not as good quality, but workable. In many
cases developing countries go to great lengths to acquire the latest technology
and equipment, but only wish to speak to people who have genuine expertise
and something advanced to offer. One of the major obstacles in export is to
sell something that is not already produced locally. Trent adapted and sold
things that were new to many developing countries such as pre-cast roofs,
launders and tap-hole blocks etc.<br>
<br>
Simultaneously Trent continued to supply and increase it’s market share
within the UK, and establish a strong home base. In such a competitive and
shrinking market it succeeded in becoming extremely cost effective in supplying
superb quality products at excellent prices. So much so that in many cases
Trent has become the preferred 'supplier’s supplier'. Within large corporate
structures, many long established, big brand refractory suppliers now find
it is cheaper to out source their product rather than manufacture their own.<br>
<br>
Trent routinely receives requests worldwide for information, consultancy,
quotations and product design and delivery. Each one requires individual attention
and personal care, from accepting the order through to manufacture, shipping
documentation and the ultimate, a letter of thanks from the customer! </p>
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