User Guide

Industrial Markets Solution Guide
Automotive Interior Trim Attachment
6
Competitive Landscape
Customer Importance Rating Scale 3M and Competitor Rating Scale
H - High – Important or Critical to most customers 0 – No capability
M - Medium – Has value, but not critical importance 1 – Very Weak
U - Unimportant – Customers can do without 2 – Weak
3 – Moderate
4 – Strong
5 – Exceptionally Strong
Rate competitors on “market perception”
3M Strength Rating
SB – Silver Bullet – Is of High importance to the
customer, and 3M REALITY is rated a 4 or
5 and 2 points above all competitors
S - Strength – Is of Medium or High importance to
customer and 3M REALITY is rated a 4 or
5 and 1 point above all competitors
Successful suppliers need to have:
Customer Importance 3M “Reality” Market Perception of Avery AdChem Nitto Denko Tesa
3M
Strength
Rating
CAPABILITIES
1) Price H 3 2 4 5 4 4
2) Knowledge of the industry M 4 4 4 4 3 3
3) Knowledge of the customer’s process M 4 3 4 4 3 3
4) Full solutions offering H 4 3 3 2 3 3 S
5) Products the meet OEM Specs H 4 3 5 4 4 4
6) On-line Specifications/E-Business H 5 4 2 2 2 2 SB
7) Consistent quality products H 5 5 4 4 4 4 S
8) Technical Support H 4 4 4 3 2 2
9) On-time Delivery/CSR Support H 5 5 4 4 3 3 S
10) Sales & Marketing Support M 4 4 4 3 3 3
11) Low Surface Energy Bonding H 5 4 4 3 4 3 S