Customer Solutions : How Saunders turned a shortage into a customer win.
Overview
When a leading manufacturer in the refrigeration door industry faced a critical shortage of a high-performance bonding tape, their production line was at risk of grinding to a halt. With extended lead times from their original supplier and no immediate backup solution in place, the stakes were high—missed deadlines, lost revenue and disrupted customer trust.
Lee Wilson, and Outside Sales Converter Specialist responded quickly, identifying a 3M™ alternative that met performance requirements and significantly improved lead time. This case study highlights how proactive support and smart sourcing can turn supply chain disruptions into long-term success.
Customer Background
The customer is a leading manufacturer in the refrigeration door industry, known for producing high-performance commercial door systems. When a critical supply shortage threatened to halt their production, they turned to Saunders for a fast, reliable solution.
Customer Challenges
The manufacturer faced several challenges:
- Critical Tape Shortage
A sudden spike in demand for a specialty VHB-equivalent tape collided with a supply chain disruption, as their supplier extended lead times.
- Production Downtime
Without a backup product in place, their production line was forced to shut down, risking delays in fulfilling customer orders.
- Potential Revenue Loss
The stalled production threatened key deadlines, customer satisfaction and overall revenue, creating urgency for a fast, reliable solution.
Saunders’ Solutions
To address the challenges, Saunders took action with the following solutions:
- Product Reassessment
Wilson reviewed the tape specifications and identified the original product as a non-OEM alternative to a 3M™ VHB™ solution.
- Switch to 3M™ RP+110
Wilson recommended 3M™ RP+110, which delivered equivalent bonding performance with a significantly shorter 10-working-day lead time.
- Cost-Effective Negotiation
Though initially priced higher, he worked directly with 3M to secure a 20% pricing deviation—making the premium product more affordable than the original while improving supply reliability.
Customer Results and Benefits
Saunders delivered measurable results:
- Production Resumed Quickly
The customer’s line was back up and running within days, preventing costly delays.
- Enhanced Supply Chain Control
Stronger alignment with 3M improved inventory management, pricing competitiveness and scalability for future growth.
Connect with Lee today by filling out the form on this page, or email him directly [email protected]