Our building products customer was dissatisfied with their existing product which was expensive to produce. While they could have overhauled the product in-house, they were impressed with our previous work. And so they asked us to give the product a technology and design upgrade, knowing it would be well received by installers.
Our sales team first met the customer at a trade show, piquing their interest by presenting examples of our technology in action. This led to a meeting at the customer’s headquarters with their leadership team, R&D managers and product managers. They recognised that our technology and team were a good fit for the project.
The project presented us with new packaging challenges, a short timeline, and strict specifications. To meet the customer’s expectations, we put forward an integrated group of experts from our Sales, Project Management, Applications, R&D, Operations, and Purchasing and Production teams. Since we had already completed the preliminary development work, we could present the customer with an attractive package to quickly bring the upgraded product to market. This included using our three-dimensional synthetic mat Enkamat, and our Colback nonwoven fabrics.
Our collaborative approach sparked new ways of working across the Group. And while we had worked with Enka technology before, the way we used it was new to the packaging and retail market. This discovery is now an integral part of our value proposition. Satisfied with the revamped product and our professionalism, the customer is on board for future collaborations across its North American and European divisions. So they can look forward to increased sales, and we can anticipate greater global opportunities.
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