User Guide

Industrial Markets Solution Guide
Automotive Interior Trim Attachment
11
Identifying Customer Priorities
KEY
CUSTOMER
PROBLEMS
CONTACT OPENING
QUESTION/
STATEMENT
CURRENT
SITUATION
QUESTION
DESIRED
RESULT
QUESTION
IMPACT
We’re
having
failures - not
sticking to
the substrate
Quality
Engineer or
Product,
Process,
Manufacturing
Engineers
What are you
currently using?
What substrates
are you trying to
bond together?
Is this
happening in
production?
What is the
timing?
If you could
solve this
bonding
problem, what
would it mean
to you?
Reduced
failures,
Improved
quality,
Reduced
costs
I need a
product that
meets this
OEM Spec.
Quality or
Process
Engineer
What is your
application?
What Spec
does the
product need to
meet?
How many
vehicles or
parts will be
manufactured?
Product that
meets Spec,
Happy
customer
Do you have
a product
that will
bond PP, PE,
TPO?
Design,
Process or
Manufacturing
Engineer
What are you
trying to bond
together?
Is this being
done
automatically
or manually?
What are the
overall
volumes?
If this meets
your bonding
needs, when
would you like
to start using
this new
product?
Good bond
for substrates,
Improved
productivity
I can’t make
a change
because
Corporate
HQ Specs it
in.
Mike Wiener,
Automotive
Market
Marketer or
specific Key
Account
Manager
What would you
like to improve?
What don’t you
like about your
current bonding
system that you
want to change?
How are you
having failures
with your
current
bonding
system?
If we could
help change the
product at the
HQ location,
how would this
help?
Better
performance,
Reduced
Warranty
Costs
I need an
immediate
response.
Quality
Engineer or
Product,
Process,
Manufacturing
Engineers
Let me make
sure that I
understand your
application
requirements –
What is the
timing of this
project?
Is this in
production
now? How
soon do you
need an
answer?
If we meet
your timing,
when will you
be ready to
order?
Timely
response,
Improved
customer
relations
How can you
help me
reduce the
cost of this
Purchasing &
Design
Engineer
What is your
current system?
How do you
measure the
value of your
Value
If we improve
your
efficiency, with
VA/VE, will
Profitability,
improved
customer
relations &