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Acquiring Strategic Accounts Through Value Propositions

CONSHOHOCKEN, Pa., Feb. 29, 2012 /PRNewswire/ -- In an effort to improve machining and grinding performance for steel and cast iron components as well as overcome problems with hazardous waste generation and coolant odors, Rane TRW Steering Systems Ltd., the largest manufacturer and exporter of power steering gears in India, turned to Quaker Chemical Corporation – technical experts in metalworking fluids and in the field of Chemical Management Services.

Rane TRW experienced problems with the grinding wheel performance, rusting, and a minimal coolant life as well as hazardous waste generation and an unpleasant odor caused by the coolant. After a year of  problems, Rane TRW turned to Quaker for a high performance machining and grinding coolant to combat bad odor and hazardous waste generation, as well as increase both tool and coolant life.  Equally important in the decision to turn to Quaker was the on-site service and support promised by Quaker's experienced technical experts.

The solution Quaker proposed to improve the steel and cast iron machining and grinding operations was QUAKERCOOL® 3755 BIO, a high-performance emulsifiable metalworking fluid engineered for moderate to heavy-duty machining and grinding operations that require a high degree of lubricity, cleanliness, cooling, and corrosion protection.

Immediately following Rane TRW's changeover to QUAKERCOOL® 3755 BIO, the problems that Rane TRW previously experienced were solved, including the elimination of unpleasant odors, reduction in hazardous waste generation, cleaner machines, and elimination of skin hazards to operators.  In addition, tool life and coolant life increased, metalworking coolant consumption was reduced, and rusting was eliminated from the machines and components.  Added up, this amounts to an annual cost savings to Rane TRW of USD $50,000.

Henry Anthony Raj, Deputy Manager - Maintenance, commented, "Since the changeover to QUAKERCOOL® 3755 BIO, we have experienced elimination of bad odors, which had been a major problem, and increased sump life while maintaining tool life, finish, and operator friendliness."

Quaker's technical experts provided additional support through on-site training related to metalworking fluids, in order to share best practices in coolant management and help the customer better understand the subject matter.  "We are very happy with the day-to-day service, the prompt technical support, and efforts being extended to ensure total customer satisfaction from Quaker," comments Mr. Henry Anthony Raj.  As a result of Quaker's prompt and experienced service, Rane TRW ended a CMS contract with a competitor.

Rane TRW continues to experience these positive results, through additional cost savings in process fluid purchases. For example, the metalworking coolant has not needed to be replaced in over 24 months. Furthermore, Rane TRW has gradually replaced competitive products with Quaker products throughout the plant.

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