Cooperation with Customers

Other important properties that can be measured in the laboratory include sealabiHty, printabiHty, or coating adhesion. Many of these tests have been developed by the film manufacturer in cooperation with customers and are specifically designed to measure product performance in the end use. Some tests, like sealabiHty, can be standardi2ed to time, pressure, and temperature of sealing with instmment-measured peel values, but other tests are subjective, such as evaluations of printing loss to puUoff by adhesive tape. 

The plastic recycling activities of BASF are reported and discussed. Recycling of plastics products is investigated widiin die company s pilot plants in cooperation with customers, and in projects which are supported by industry partners. BASF... 

The laboratory shall be willing to cooperate with customers or their representatives in clarifying the customer s request and In monitoring the laboratory s performance In relation to the work performed,... 

BASF also values the method as a tool for cooperation with customers. Joint projects can reveal improvement potentials, which will in turn realize a multiple-win situation the winners being the customers, the retailers, the end-users, BASF, health, and environment. 

Cooperation with customers for using less energy during product transportation (CC4)... 

CAMPUS, the plastics database CAMPUS is an internationally known database software for plastic materials, developed by close cooperation with leading plastics producing companies. It is available worldwide from leading material suppliers. More than 50 plastics producers are participants of CAMPUS. Information about the latest list of participants and distribution addresses can be found at the CAMPUS homepage http //www.CAMPUSplastics.com/. This web site also includes extensive information about the data content of CAMPUS and links to the participants web sites. It is important to emphasize that only CAMPUS participants distribute CAMPUS diskettes. Each plastic producer distributes his own diskette to his customers without charge. 

For the most part, DCA chemistries are researched by large international chemical corporations, but the various in-field uses and applications generally are developed by service companies, often in cooperation with friendly end-user customers. 

Commodity markets are also characterized by more intense competition in supply and demand with multiple offering suppliers and multiple demanding customers. This causes the fact that a customer can change to a different supplier and a supplier can supply alternative customers more easily compared to specialty markets. Specialty markets are also often characterized by close cooperation between customer and supplier e.g. using just-in-time delivery in the automotive industry requiring a close integration and collaboration. 

Information related to broader industry issues, newly recognized hazards, and lessons learned from near misses and actual incidents can also be shared with customers and users as part of product stewardship. Trade, professional, and other cooperative organizations such as universities and local emergency planning committees (LEPCs) can be effective vehicles for information sharing, in addition to individual company initiatives. 

The laboratoiy shall plan and establish processes to listen to the voice of customer and other interested parties and cooperate with them in order to anticipate future needs. Such information should be collected, analysed and used for improving the laboratoiy performance. Measurements of customer satisfaction as well as personnel satisfaction (within the laboratoiy) are vital for the evaluation of laboratory performance. 

The links to be established with all stakeholders should be clearly specified to enable the laboratory to function efficiently and meet the needs of its customers (the society through legislation and individuals). The laboratory is supplied with products (reagents, equipment, reference materials), receives services (accreditation, certification, provision of interlaboratory comparison schemes) and cooperates with other laboratories (cooperation in testing, provision of calibration services). 

A controversial issue is the ownership of IP arising from the cooperation between customer and supplier. The customer holds the position that all IPRs resulting from a joint project belong to him. His arguments are that (1) without his input there would have been no invention anyhow and (2) that he has paid for the development of the IP, either directly by funding the supplier s R D work or indirectly through the price that he pays for the product. The supplier maintains that IP is an essential prerequisite for her business. If she cannot advance her know-how, she will drop out of business sooner or later. Also, the customer would not have entrusted her with a project, if he had not been attracted by the supplier s know-how. These opposite views are a critical element in contract negotiations and can become a deal breaker. 

The Chemical Leasing model has proven its ability to run in real operation for a sufficient period of time. Therefore PERO decided to offer this new concept also to a broader range of customers. PERO Innovative Services would be happy to work out such a concept in cooperation with other operators of cleaning machines. This would not only be a win-win situation for all parties involved regarding cost accounting but also for our environment. 

Meeting these customer demands means that both the innovation and the go-to-market cycles shrink (Fig. 4.6). So, to stay a step ahead of customers needs (or at least keep up with them), Merck and its affiliated companies in Asia always develop LC mixtures in dose cooperation with them. Moreover, Merck invested early on in in-house display development first so that we could evaluate the properties of our LC materials for display applications, but also in order to obtain a better understanding of the final LCD products so that we could remain the technology leader and adapt our various product and applications portfolios to market requirements. In addition, needless to say, it is vital always to have adequate time and production capatity for all orders. 

BASF Future Businesses has 12 people who place research contracts with one or more of the existing R D units. This group of people are responsible for cooperating with start-up businesses, working with industry partners, potential customers and building relationships with relevant universities. A subsidiary BASF Venture Capital can invest capital in start-ups to pump prime new developments. 

Marketing, in cooperation with Sales and Advertising, determines the overall strategy for supplying NCE products to primary customers (physicians and other healthcare professionals). 

Both RIFM and IFRA develop and maintain open communication and cooperation with national and international government bodies, concerned members of the medical and scientific community, the industry customers using fragrances, and other stakeholders. 

Fifty percent of the eco-efficiency analyses conducted to date have been used for internal strategy and research decisions. The other half of the analyses has been carried out in cooperation with external partners such as customers, NGOs, and governmental institutions. Right from the beginning the eco-efficiency analysis was discussed in public. This has led to many valuable contributions from external parties and has put the method at a high level of acceptance throughout various industries and stakeholders. 

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