Process:服务行业四十余年，作为可靠的阀门供应商，德科有哪些核心的竞争优势？

 Process:As a reliable valve vender who has serviced in the industry over years, what’s the core competitive strengths of descote?

李文森:鉴于这些年德科一直专注在危险，有毒、致命以及腐蚀等工况上的应用，我们的理念其实非常简单：像光气这种非常敏感的应用，对于我们来说是没有任何犯错的余地。我们所能做的就是始终保持关注并专注在我们的核心价值上。在产品和方案的可靠和安全方面，我们从来不会作出妥协。持续吸收新知识新技术和不断自我提高。虽然行业标准和规范已经帮助业内很多企业显著提高质量水平多年，对于我们来说一直都是最基本、通用的规范。德科作为卤素学会成员之一，一直肩负着针对不同应用提供正确的产品和方案的责任。稳定、可靠并且安全等石化、化工等业内用户关心的问题也都是我们所专注解决的。我们的首要目标就是为用户提供“安装即省心”的产品和服务。

李文森：Considering that descote specializes in Engineering solutions for Criticial, Toxic, lethal, and corrosive applications for all these years, our vision is simple:The sensitive nature of our applications, such as Phosgene, does not leave any room for mistakes.  We strive to remain focused and dedicated to our core values.  Compromising reliability and safety is not an option. Conti-nuous learning and improvement.  Although Standards and Regulations have helped to raise quality standards significantly along the years, they remain  general and stand only as a minimum requirement.  descote, as a member of the Halogen Society, holds the responsibility to supply the Right product for the Right application.Stable, Reliable, and Safe operations … more than ever, these are the needs from our customers in the Chemical and Petrochemical Industry. Our primary goal is to supply equipment that we qualify as “Fit and Forget”.

Process:中国市场在德科的战略蓝图中有怎样的地位？面对在中国市场机遇与挑战，德科是如何发挥企业的竞争优势的？

Process:What’s the strategic position of China market in descote’s blueprint strategy? Facing the opportunities and challenges in China market, how descote makes full use of competitive advantages?

李文森:1995年，德科曾作为法国制造商协会官方代表应当时的化工部邀请，参加首次在中国北京举办阿赫玛开幕典礼。在那次盛会上，我们见到了当时化工部的高层领导。在宴会期间有位领导对我们说：“对于我们来说最重要的就是确保我们的工厂和车间能够满负荷安全运行的同时确保环保和安全的万无一失。”从那以后，德科一直将此铭记在心，并以此为信条在中国帮助我们的用户实现他们的目标和使命，我们相信我们的用户和我们的产品本身就是对中国用户承诺的最实实在在的证明。

李文森:As early as 1995, descote participated to the first ACHEMASIA and attended the opening ceremony in Beijing as the official representative for the French Manufacturers’ Association.  During this event, meeting with High Representatives of the China Chemical Industry and Engineering Society of China, one of the members during banquet expressed to us the following:  “at the same time as considering any environmental and safety concerns, our most important issue is to make sure that our factories and plants prod-uce at full capacity, with stable operations”.Since then, descote has followed this mission and will continue to support our customers in China in achieving their goals.  We believe our customers and our performance remain the best proof of our dedication and consideration for the China market.

Process:设备老化、安全培训等话题再次被企业重视起来，面对危险苛刻的工况，德科有哪些优质的解决方案？

Process:Topics relating aging equipment and safety training are gaining increasing attentions by enterprises nowadays, what’s descote’s outstand-ing  solutions coping with high hazardous working condition?

李文森:以我们对中国用户的理解，与其说用户们需要供货商，不如说他们更需要合作伙伴。对于这里极端敏感的应用，工厂的工程师和设备供货方之间技术层面深入的、建设性的沟通是非常重要的。更好地理解每一个应用的具体挑战对于持续性提高和风险性降低来说是至关重要的。鉴于此，德科拥有：专门的质量和核心的应用专家团队为用户提供日常的现场和远程服务支持。服务中国的团队与法国工厂总部有着非常密切的联系和沟通，确保国内的用户能够随时得到我们德科的核心技术团队的支持。从2008年起，我们所有的服务中心专业人员都受到工厂的直接培训和资质认证。首先选择正确的设备毫无疑问是最重要的。然而还要确保设备的正确操作、维护并且在正确的工况下以最佳状态运行对于德科来说，保持与用户的密切连贯的沟通是必不可少的。“工作准则”，“最佳实践”，“基于丰富经验的建议”都是我们与用户之间沟通的重要要素。

李文森:Need for a partner and not just a supplier.  For such sensitive app-lication, it is important to have knowledgeable and constructive communica-tion between plant people and its supplier.  Better understanding the specific challenges of each application is critical for constant improvement and redu-ce risks.  In this regard, Descote has A dedicated team to quality and our core scope of application to support our customers on a daily basis, off- and on-site.A close relationship with our Factory in France for any support for specific issues.A professional Service Center, trained at our factory and specialized only in handling our core valves, which is necessary since 2008.Selecting the right equipment in first hand is clearly the most important.  But surely handling, maintaining, and keeping an equipment in the right condition to perform at best, requires descote to remain in close relationship and continuous communication with its customers.  “Do’s and don’ts”, “Best Practices”, “Experience-based recommendations” are an important part of our discussions with our customers.

Process:作为欧洲氯协会特种专用阀门标准编制专家组成员，您认为我国石油化工企业在阀门选型、应用、维护方面有哪些盲点和不足之处？德科可以为企业带来哪些改观？

Process:As a member of the expert group on EuroChlor standards for valves, what’s your opinion about the blackspot and deficiencies of valve selection, application and maintenance among our domestic petrochemical and chemical factories? What’s improvement can descote brings to these companies?

李文森:简而言之，我们觉得有一下几点：欧氯协会已经成为公认的在氯碱和卤族化工行业的国际标杆组织；在提高氯碱及其相关行业的安全方面，欧氯贡献了具体的指导方针和专业建议。对于氯碱行业从业人员来说，了解欧氯标准给出的规范是一个有益的开始。自1983年至今，德科一直都是欧氯标准的常驻专家组顾问，与协会共同肩负着推动行业安全健康发展的使命。了解采购成本和实际设备的生命运行周期成本之间的真相。我们的一些用户已经通过多年的评估，发现了惊人的真相：意外故障和停车检修、物料损失、维护和更换费用、人力成本等最终都关系到企业市场竞争力的关键要素，让我们的用户认识到能够帮他们在这些方面占得优势的设备重要性。在化工厂，日常运行出现的问题往往都出自阀门。而对于有致命性、苛刻并且腐蚀性应用上，阀门的选择尤其需要注意。因为不同于通常的产品，这种产品问题常常会导致严重的后果。

李文森:Simply speaking, I would mention the following：EuroChlor has become a real flagship in the chlorine and halogen International community; it defines concrete guidelines and recommendations for improving safety for any chlorine or chlorinated application.  It is a good start for better understanding the basic rules for handling chlorine. Descote has been supporting EuroChlor since 1983 and will remain an active member to support in performing its mission. Do not confuse between purchasing cost and life-cycle cost of an equipment.  Some of our customers take the time to evaluate the difference between the two and the result is stunning.  Ex:  Unexpected failure and shutdowns, loss of production, cost of maintenance or replacement, cost of manpower, … Eventually this stands as our customers’ competitive edge on the market.  Our customers need equipment that “work”.Valves are always a primary source of daily problems in chemical plants.  But for lethal, harsh, and corrosive application, they should be selected carefully.  They cannot be considered as commodity products as they may result in heavy consequences.

Process:参加本届2019 ACHEMASIA，德科有哪些亮点和重点的产品展示？能为用户解决哪些痛点问题？

Process:As an exhibitor of this 2019 ACHEMASIA, what’s highlights of key products of descote? And which pain spots of users can be solved?

李文森:此次，鉴于在国内发生的几起安全事故，我们展出的产品主要是针对当今工厂在“危险化学品及主要工艺管线中的储罐”这些安全敏感领域，确保危险介质的零泄漏。同时，“提高运行可靠性和精确度”也是我们此次展出的重点关注。从关断阀到调节阀，无论是标准品还是定制品，德科有着规格齐全的产品线，所有的产品都拥有SIL 3认证、零泄漏以及型式试验合格证书满足最新的安全、可靠以及环保要求。我们欢迎您参观我们的E41号展台，更好地了解我们的“与众不同”。

李文森:A major concern today is clearly based on securing sensitive areas in plants such as “Storage areas for Hazardous Chemicals and Main process lines”.  Another is “improving reliability and performance of operations”.Whether it is for “Isolation or Regulation”, “standard or customized”, descote offers a wide selection of solutions that answers the latest safety, reliability, and environmental requirements such SIL 3, Zero-Emission, and China Type Test certification.  We welcome you to better understand “what makes the difference”.