User Guide

ManualsBrands3M ManualsOtherDESCRIPTION OF SOLUTION

Industrial Markets Solution Guide

Automotive Interior Trim Attachment

Description of Solution Offering

3M offers several thin bonding solutions to converters who laminate these adhesive transfer tapes to

foam pads, foam backed fabric, vinyl, films or crepe paper tapes. The converter then die cuts these

materials to custom shapes and sizes to meet OEM or Tier specifications.

The primary customer for the Automotive Interior Trim market segment is the Tier manufacturer. The

Tier customer will purchase die cut parts that include 3M™ Adhesive Transfer Tapes from the

converter and assemble components. The components will be purchased by the OEM and assembled

into the interior of automobiles on the assembly line. Examples of several interior applications are

included in the options section below.

3M Solution Options

3M Number Brief Description of Offering

3M™ Adhesive Transfer

Tapes 467MP, 468MP

(200MP)

Door Bolsters & Pillar Trim Attachment and appliqué attachment

Data Page # 70-0709-3858-7

3M™ Adhesive Transfer

Tapes

6032PC, 6035PC, 6038PC,

964 (300MP)

Door Bolsters, Pillar Trim Attachment & Carpet Attachment

Anti-squeak solution

Data Page # 70-0709-3852-0

Data Page # 70-0709-3854-6

3M™ Adhesive Transfer

Tapes 9471LE, 9472LE,

9671LE, 9672LE (300LSE)

Door Bolsters & Pillar Trim Attachment

Safety Foam Attachment

Data Pages # 70-0707-7533-6, 70-0707-7523-7

3M Double Coated Tapes

9495MP, 9495B, 9495FL

(200MP)

Foam Pad Lamination and Gaskets

Data Pages # 70-0707-6229-2, 70-0709-3792-8

3M™ Double Coated Tapes

9690, 9690B (300MP)

Cupholder & Sunglass Holder

Data Page # 70-0707-6229-2

3M™ Double Coated Tapes

9495LE (300LSE)

Differential Double Coat

9490LE (300MP/300LSE)

Door Bolsters & Pillar Trim Attachment and appliqué attachment

Foam Pad Lamination and Gaskets

Anti-squeak solution

Data Page # 70-0707-6225-0

3M™ Double Coated Tapes

9424, 9428 (340)

Squeak & Rattle low cost backup solution

Summary of content (19 pages)

PAGE 1
Industrial Markets Solution Guide Automotive Interior Trim Attachment Description of Solution Offering 3M offers several thin bonding solutions to converters who laminate these adhesive transfer tapes to foam pads, foam backed fabric, vinyl, films or crepe paper tapes. The converter then die cuts these materials to custom shapes and sizes to meet OEM or Tier specifications. The primary customer for the Automotive Interior Trim market segment is the Tier manufacturer.
PAGE 2
Industrial Markets Solution Guide Automotive Interior Trim Attachment Ideal Customer for this Solution An ideal customer is a Tier who can make design and purchasing decisions for materials used in components that support the interior production needs of an Automotive OEM. The tier will provide good price/value products to the OEM that meet OEM specifications. The solutions they provide will be innovative, perform well to specs and satisfy OEM cost requirements. Parts will be provided in a timely manner.
PAGE 3
Industrial Markets Solution Guide Automotive Interior Trim Attachment Trends/Issues Trends/Critical Issues related to this solution/ process step Low Surface Energy Bonding Cost Down Demands Automotive Specifications Tier Suppliers Making More Design Decisions Reducing Warranty Costs Implications for Customer Opportunity for 3M Customer Has Difficult ToBond-To Surfaces – Such as Polypropylene and Polyethylene Utilize Low Surface Energy Solutions – 3M Adhesive 300LSE, 3M Spray-Bond Adhesive and 3M Adh
PAGE 4
Industrial Markets Solution Guide Automotive Interior Trim Attachment Win/Lose Ground Rules WHEN, WHY WE WIN WHEN, WHY WE LOSE We win when the application requirements call for high-performance products and solution. We win when we have a product that meets an OEM Spec or Tier Spec. We win when the customer values quality, service and innovation from a supplier. We win when we have key contacts at all levels (OEM, Tier, HQ and plant level). We win when we are the First Choice/First Call Supplier.
PAGE 5
Industrial Markets Solution Guide Automotive Interior Trim Attachment Customer Needs/Benefits Impact KEY CUSTOMER PROBLEMS IMPACT / BENEFIT IF WE SOLVE THE PROBLEM WHO CARES? (KBI/KEY DECISION MAKERS) WHAT ARE THE Customer needs product that meets OEM Spec. Customer has confidence in 3M solution. Design, Quality, Materials, Process or Product Engineers at OEM and Tier. Testing capabilities and core list of products established.
PAGE 6
Industrial Markets Solution Guide Automotive Interior Trim Attachment Competitive Landscape Customer Importance Rating Scale H - High – Important or Critical to most customers M - Medium – Has value, but not critical importance U - Unimportant – Customers can do without 3M and Competitor Rating Scale 0 – No capability 1 – Very Weak 2 – Weak 3 – Moderate 4 – Strong 5 – Exceptionally Strong Rate competitors on “market perception” Tesa Market Perception of 2 4 3 3 3 4 5 4 5 4 4 Nitto Denko 3 4 4 4 4 5 5
PAGE 7
Industrial Markets Solution Guide Automotive Interior Trim Attachment Competitive Comparisons Competitor and their market position Competitor Strengths Against 3M (What they do well) 3M Strengths Against Each Competitor (Where they are weak) Avery Market Position Market Leader Good price/value, Automotive focused (sales & technical), develop products specific to Automotive Industry. Meet OEM Specifications, Advertising to key market. Manufacturer/converter.
PAGE 8
Industrial Markets Solution Guide Automotive Interior Trim Attachment Showing Capabilities 3M CAPABILITIES CAPABILITY EXPLAINED A.
PAGE 9
Industrial Markets Solution Guide Automotive Interior Trim Attachment 3M CAPABILITIES CAPABILITY EXPLAINED SUPPORTING FACTS, PROOF POINTS, APPLICATION PROFILES, SALES SUPPORT TOOLS, WHERE TO LOOK FOR DETAILS, ETC. F. Full Solutions Provider Ability to provide not only Tape, but Liquid Adhesives and Reclosable Fasteners to help solve customer problems.
PAGE 10
Industrial Markets Solution Guide Automotive Interior Trim Attachment Key Messages What are the Focused Messages around this 3M solution? What are our Silver Bullets – the key differentiation that we bring to this customer? What makes 3M UNIQUE or STRONG? Overview/Vision: To be the First Choice/First Call Supplier for Attachment Solutions in the Automotive Interior Marketplace.
PAGE 11
Industrial Markets Solution Guide Automotive Interior Trim Attachment Identifying Customer Priorities KEY CONTACT QUESTION/ STATEMENT CUSTOMER PROBLEMS We’re having failures - not sticking to the substrate I need a product that meets this OEM Spec. Do you have a product that will bond PP, PE, TPO? I can’t make a change because Corporate HQ Specs it in. I need an immediate response.
PAGE 12
Industrial Markets Solution Guide Automotive Interior Trim Attachment KEY CONTACT OPENING QUESTION/ STATEMENT CUSTOMER PROBLEMS application? Your price is too high – what can you do to help us change this? Purchasing What do you mean by our price is too high? What are we being compared to? (Apples-toapples?) CURRENT SITUATION QUESTION Analysis/Value Engineering (VA/VE) process? What are you currently paying? Are you buying direct? DESIRED RESULT QUESTION IMPACT this reduce your overall cost? effi
PAGE 13
Industrial Markets Solution Guide Automotive Interior Trim Attachment Qualification Questions Ideal Buying Criteria Questions Do you make the design decisions on what you are going to do? (If yes – then ask what is the next step? If no – Ask whom you should be working with to make these decisions?) Does this product need to meet an OEM Spec? (If so, which one?) Will this product be manufactured here or at another tier location or facility? (If another location, who should I contact and where are they loca
PAGE 14
Industrial Markets Solution Guide Automotive Interior Trim Attachment Anticipated Objections ANTICIPATED OBJECTION THE UNDERLYING QUESTION ANSWER & EXPLANATION 1. We love your products but your price is too high! Do you feel that if you buy our products it will cost you more to do business with 3M? 2. I like this product but it doesn’t meet the OEM Spec.
PAGE 15
Industrial Markets Solution Guide Automotive Interior Trim Attachment start consolidating your supplier base? 8. I don’t have time to see you. Our experience has been With our experience, we have run into that past sales reps do many situations where we have saved not have a good customers money and time, reduced their understanding of my warranty costs and increased throughput. processes and needs – as a result, I feel that my time is being wasted.
PAGE 16
Industrial Markets Solution Guide Automotive Interior Trim Attachment Opening the Sales Call These are the first few questions you would ask to identify if the customer needs are aligned with the 3M solution offering: 1. What is your application and how can we help? 2. What are the substrates you trying to attach or bond together? 3. I would like to see your facility to help me understand what you are using now and how you are doing things before I offer a solution. 4.
PAGE 17
Industrial Markets Solution Guide Automotive Interior Trim Attachment Success Stories The Woodbridge Group, Inc. (Interior seating foam supplier). Acord, Inc. Automotive Application Diagraphics & Application profiles. OEM Specs.
PAGE 18
Industrial Markets Solution Guide Automotive Interior Trim Attachment IDENTIFIER LOCATION 70-0709-3742-3 Bldg 506 St. Paul PHONE DESCRIPTION NUMBER PRODUCT BULLETINS SAMPLES BROCHURES 3M™ Bonding solutions for Automotive Instrument Panels and Headliners 70-0709-3279-0 3M™ Bonding and Reclosable Fastening Solutions for Automotive Interior Trim Attachment Tabf468M.qxd Attaching Door Bolster Fabric Application Profile Tass9690.
PAGE 19
Industrial Markets Solution Guide Automotive Interior Trim Attachment Transfer Tapes and Reclosable Fasteners DEMO TOOLS 78-6900-2848-1 3M Adhesive Technology 70-0709-3729-0 3M Bonding & Reclosable Fastener Solutions for Automotive Interior Trim Attachment 70-0707-7624-3 3M Converter Markets Product Solution Guide 75-3468-5026-8 3M Automotive Glossary 300LSE Mini Demo Kit 70-0709-3760-5 70-0709-3778-7 SPECIFICATIONS Craig Swanson St.