Innovations in Pressure-Sensitive Adhesives: Understanding Converting and Application Requirements

摘要

While pressure-sensitive adhesive suppliers may know their customers' needs, understanding the needs of their customers' end users is just as important. By focusing on converting and application requirements, adhesive suppliers can broaden their offering potential, as well as their profits. It may be useful to begin by differentiating the meaning of the term "end user" as it relates to this discussion. While an adhesive supplier may regard their customer as the "end user", that customer has a very different point of view. To them, the "end user" refers to the company supplying a consumer with a finished product. For example, an adhesive supplier may sell products to a company that produces label stock. To the adhesive supplier, the label stock company is the "end user"; and the label stock company may regard a specific consumer goods manufacturer as the end user. However, all parties involved understand that the consumer is the true "end user", and that product design must begin and end with them in mind. This means that an adhesive supplier may only be aware of a fraction of the ultimate end use requirements. For example, an adhesive supplier may sell the film supplier an adhesive that features excellent adhesive properties (tack, peel and shear). However, the product may ultimately be selected because of its ability to dampen sound and vibration. In this case, the adhesive may be intended for use as part of a constraint layer (adhesive sandwiched between two rigid substrates). It may also need to withstand grueling environmental conditions, such as high heat and chemical exposure. Perhaps the adhesive will be used as part of an automobile's disc brakes, or in a computer's hard disk drive. In fact, the adhesive properties may only be an afterthought. Looking at examples from the packaging, transit advertising and membrane switch market segments can help highlight the range of possibilities open to pressure-sensitive adhesive suppliers. By collaborating with their customers and end users, adhesive suppliers can develop innovative products and approaches to expand their offerings and their revenues. Successful adhesive manufacturers are willing to work with new materials that better meet end use application needs, rather than trying to "force fit" materials that do not.