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iCal dilemma 2. 3. THE SOLUTION The challenges to this sales lead are twofold. Sturdee Cabinets is a company that brings years of market expertise to the table; it's likely that they have been pitched multiple iterations of competitive abrasives solutions. You will need to arm yourself with both industry and application knowledge to build credibility within their organization. More so, you must remember who it was that first introduced you to this lead. Ensuring that Smooth-iT stays involved in the sales process will be critical in maintaining your strong partnership. to is As you work through the many potential solutions in your portfolio you could bring to the table, one in particular remains atop the list - 3MTM 775L Cubitron II Abrasive Disc. 3M Abrasives with the Cubitron Il technology has revolutionized the industry with their Precision Shaped Ceramic Grain. The triangular shaped ceramic mineral is designed to slice through the substrate, rather than gouging or "plowing" like conventional abrasives, resulting in a disc that cuts up to 2x as fast and lasts up to 6x as long as conventional abrasives. 3M has been a technological leader in abrasive technology for over 100 years. The Cubitron II brand was introduced in 2009. Some of the benefits to 3MTM 775L Cubitron II Clean Sanding Disc include: Improving throughput -> the 3MTM 775L has ceramic, precision shaped grain (PSG) that cuts through wood substrates at a higher rate than traditional aluminum oxide grain products. The PSG is sharper, tougher, and fractures at a designed rate. Precision makes a difference, especially on harder surfaces because the surface material is more rigid and difficult to get a smooth finish. Softer surfaces are more forgiving to sand. Disc durability -> 3M TM 775L has a film backing that makes for a stronger abrasive disc that will not tear under pressure and will hold from one edge even when bumped into corners. Paper discs will tear easily and thus are thrown away prematurely adding cost in time to change discs and added waste. Disc life is enhanced with using a vacuum sander because particulate is automatically and continuously removed from the sanding surface keeping the sanding disc in regular contact with the sanding surface. Precise and flexible application -> 3M TM 775L film backing also lays the abrasive grain flatter than paper and cloth products. This reduces wild scratches in the wood finish which turns into financial savings because of reduced rework which is timely and costly. Improved work environment and safety -> 3MTM 775L Clean Sanding Discs are available in a converted form that allows the wood dust to be captured through the holes of the discs and into a vacuum system in the power sander. 3M also provides a breadth of supporting resources available to the distributors and end users. The lab, technical support/service, marketing, sales, and customer support teams all offer an unique auxiliary benefit in addition to the products themselves. The price varies between different converted forms between 5" Hookit Discs and the 5" Clean Sanding Disc. The 5" no hole disc is $0.44 each cost to Smooth-iT, and the 5" multi hole clean sand disc is $0.53 each cost to Smooth-IT. The discs are packed 250 discs in a case and must be ordered from 3M in full case quantities. yoar that tudents must adents must practice professional standards in standards to be acceptable. Standards for written work address errors in form including oral communications. Students assignments, therefore, must meet minimum spelling. punctuation, format, and basic grammar, as well as technical English errors. Standards for oral work include professionalism in demeanor and dress, presentation delivery skills, quality of graphic support, and the above standards for written work. these standards are not adhered to, the student's grade may be adjusted accordingly. Students nat tn anek assistance through the Haworth Cllens While the 3M TM 775L Clean Sanding Discs can be used on most orbital sanders, 3M also manufactures their own orbital sanders for optimal results. Non-vacuum (#28708) and vacuum (#28514) sanders are both available for $175 and $275 respectively to Smooth-iT. Smooth-iT will sell the discs to end users for $0.57 each for the no hole disc and $0.69 each for the multi hole disc. Orbital sanders would run $228 for non-vacuum and $358 for vacuum. Additionally, the time spent sanding cabinets is an important cost to a manufacturing plant. The burden rate factors in not only the labor rate of the operator but also the burden cost applied to manufacturing such as the taxes, vacation, management cost, and rent. The difference is a labor rate might be $20 per hour, and the true burden rate in a large factory might be $80-90 per hour. Faster production will be an important factor for a customer to be aware of when considering 3MTM 775L Clean Sanding Discs. Improvements to productivity will be reflected in burden rate as a savings. 3M's tech support team estimates that one 3M TM 775L Clean Sanding Disc can sand 12 doors before being worn out if the vacuum sander is used (8 doors with the non-vacuum sander). The HEPA bag filter on the vacuum sander will last to sand 2,800 doors and costs the distributor $3 to replace ($4 for end user). Sanders have backup pads that the hook and loop abrasive discs attach to. Backup pads are sold to the distributor for $34 ($39 for end user) and last for approximately 8,000 doors. Backup pads that are past their prime can contribute to scratches and irregular sanding patterns because the sanding disc is not attached properly and is coming into contact with the sanding surface in an uneven manner. Backup pad material also plays a role. 3M backup pads are made from phenolic foam which is durable and has the density to withstand pressure from sanding and accidental drops. Competitive backup pads are metal and will dent when dropped, making them no longer usable. Minimum order quantities do not apply to backup pads and HEPA bags. Most manufacturers see their scrap and redo rates drop to 1% after utilizing part or all of the 3M clean sanding system and getting proper training. Scrapping cabinet door fronts would be the likely outcome for doors that have irregular sanding patterns, wild scratches, etc. While 3M was among the first to bring PSG to market, there are competitive alternatives to 3MTM 775L Cubitron II. Large industrial manufacturers like Norton and Sia offer their own versions of these abrasive discs, and some distributors may offer private label versions as well. While these competitive abrasives offer different value propositions, they can compete directly with what 3M provides. Throughout your experience as a 3M Industrial Customer Specialist, you've found 3M TM 775L discs to be a versatile abrasive solution across multiple applications including oak to pine, doors to face frames, and decorative material attachments. You're confident that no matter the challenges Sturdee Cabinets may present, you'll have the right tools and knowledge to make the sale. 3M TM 775L Cubitron II Discs and the Clean Sanding System 775L Cubitron || Discs Website 775L Cubitron I Discs vs Competitor 775L Cubitron I| Discs vs Multiple Competitors Clean Sanding System Overview 3M TM Precision Shaped Grain Precision Shaped Grain Overview STURDEE CABINETS SALES CASE PRICING AND CAPACITY ANALYSIS: SmoothiT PRICE Sturdee to from SmoothiT COSTS No Hole Multi Hole Pricing and Capacity 5" Hookit and 5" Cleaning Discs, 250 Discs per case, and must be ordered in full case quantities. Accessory Products Orbital Sanders HEPA Bag Cost | ag Capacty Sanding Capacity Backup Pads Cost Backup Pads Capacity Multi Hole No Hole Vacuum Non-Vacuum Vacuum Non-Vacuum Doors Doors Doors Margins (Calculated from Numbers Above) SmoothiT Margin Cleaning Discs, No-Hole SmoothiT Margin Cleaning discs, Multi Hole SmoothiT Margin HEPA Bags SmoothiT Margin Back up Pads SmoothiT Margin Orbital Sander Non-Vacuum SmoothiT Margin Orbital Sander Vacuum GM $ GM % Per Case Per Case Per Bag Per Backup Pad Per Vacuum Per Sander Sturdee Cost Analysis with 3M Cubitron System (Calculated from Above) Cost Breakdown per Door Sanding Pad g Backup Pads TOTAL PER DOOR Non-Vacuum Vacuum 2$ iCal dilemma 2. 3. THE SOLUTION The challenges to this sales lead are twofold. Sturdee Cabinets is a company that brings years of market expertise to the table; it's likely that they have been pitched multiple iterations of competitive abrasives solutions. You will need to arm yourself with both industry and application knowledge to build credibility within their organization. More so, you must remember who it was that first introduced you to this lead. Ensuring that Smooth-iT stays involved in the sales process will be critical in maintaining your strong partnership. to is As you work through the many potential solutions in your portfolio you could bring to the table, one in particular remains atop the list - 3MTM 775L Cubitron II Abrasive Disc. 3M Abrasives with the Cubitron Il technology has revolutionized the industry with their Precision Shaped Ceramic Grain. The triangular shaped ceramic mineral is designed to slice through the substrate, rather than gouging or "plowing" like conventional abrasives, resulting in a disc that cuts up to 2x as fast and lasts up to 6x as long as conventional abrasives. 3M has been a technological leader in abrasive technology for over 100 years. The Cubitron II brand was introduced in 2009. Some of the benefits to 3MTM 775L Cubitron II Clean Sanding Disc include: Improving throughput -> the 3MTM 775L has ceramic, precision shaped grain (PSG) that cuts through wood substrates at a higher rate than traditional aluminum oxide grain products. The PSG is sharper, tougher, and fractures at a designed rate. Precision makes a difference, especially on harder surfaces because the surface material is more rigid and difficult to get a smooth finish. Softer surfaces are more forgiving to sand. Disc durability -> 3M TM 775L has a film backing that makes for a stronger abrasive disc that will not tear under pressure and will hold from one edge even when bumped into corners. Paper discs will tear easily and thus are thrown away prematurely adding cost in time to change discs and added waste. Disc life is enhanced with using a vacuum sander because particulate is automatically and continuously removed from the sanding surface keeping the sanding disc in regular contact with the sanding surface. Precise and flexible application -> 3M TM 775L film backing also lays the abrasive grain flatter than paper and cloth products. This reduces wild scratches in the wood finish which turns into financial savings because of reduced rework which is timely and costly. Improved work environment and safety -> 3MTM 775L Clean Sanding Discs are available in a converted form that allows the wood dust to be captured through the holes of the discs and into a vacuum system in the power sander. 3M also provides a breadth of supporting resources available to the distributors and end users. The lab, technical support/service, marketing, sales, and customer support teams all offer an unique auxiliary benefit in addition to the products themselves. The price varies between different converted forms between 5" Hookit Discs and the 5" Clean Sanding Disc. The 5" no hole disc is $0.44 each cost to Smooth-iT, and the 5" multi hole clean sand disc is $0.53 each cost to Smooth-IT. The discs are packed 250 discs in a case and must be ordered from 3M in full case quantities. yoar that tudents must adents must practice professional standards in standards to be acceptable. Standards for written work address errors in form including oral communications. Students assignments, therefore, must meet minimum spelling. punctuation, format, and basic grammar, as well as technical English errors. Standards for oral work include professionalism in demeanor and dress, presentation delivery skills, quality of graphic support, and the above standards for written work. these standards are not adhered to, the student's grade may be adjusted accordingly. Students nat tn anek assistance through the Haworth Cllens While the 3M TM 775L Clean Sanding Discs can be used on most orbital sanders, 3M also manufactures their own orbital sanders for optimal results. Non-vacuum (#28708) and vacuum (#28514) sanders are both available for $175 and $275 respectively to Smooth-iT. Smooth-iT will sell the discs to end users for $0.57 each for the no hole disc and $0.69 each for the multi hole disc. Orbital sanders would run $228 for non-vacuum and $358 for vacuum. Additionally, the time spent sanding cabinets is an important cost to a manufacturing plant. The burden rate factors in not only the labor rate of the operator but also the burden cost applied to manufacturing such as the taxes, vacation, management cost, and rent. The difference is a labor rate might be $20 per hour, and the true burden rate in a large factory might be $80-90 per hour. Faster production will be an important factor for a customer to be aware of when considering 3MTM 775L Clean Sanding Discs. Improvements to productivity will be reflected in burden rate as a savings. 3M's tech support team estimates that one 3M TM 775L Clean Sanding Disc can sand 12 doors before being worn out if the vacuum sander is used (8 doors with the non-vacuum sander). The HEPA bag filter on the vacuum sander will last to sand 2,800 doors and costs the distributor $3 to replace ($4 for end user). Sanders have backup pads that the hook and loop abrasive discs attach to. Backup pads are sold to the distributor for $34 ($39 for end user) and last for approximately 8,000 doors. Backup pads that are past their prime can contribute to scratches and irregular sanding patterns because the sanding disc is not attached properly and is coming into contact with the sanding surface in an uneven manner. Backup pad material also plays a role. 3M backup pads are made from phenolic foam which is durable and has the density to withstand pressure from sanding and accidental drops. Competitive backup pads are metal and will dent when dropped, making them no longer usable. Minimum order quantities do not apply to backup pads and HEPA bags. Most manufacturers see their scrap and redo rates drop to 1% after utilizing part or all of the 3M clean sanding system and getting proper training. Scrapping cabinet door fronts would be the likely outcome for doors that have irregular sanding patterns, wild scratches, etc. While 3M was among the first to bring PSG to market, there are competitive alternatives to 3MTM 775L Cubitron II. Large industrial manufacturers like Norton and Sia offer their own versions of these abrasive discs, and some distributors may offer private label versions as well. While these competitive abrasives offer different value propositions, they can compete directly with what 3M provides. Throughout your experience as a 3M Industrial Customer Specialist, you've found 3M TM 775L discs to be a versatile abrasive solution across multiple applications including oak to pine, doors to face frames, and decorative material attachments. You're confident that no matter the challenges Sturdee Cabinets may present, you'll have the right tools and knowledge to make the sale. 3M TM 775L Cubitron II Discs and the Clean Sanding System 775L Cubitron || Discs Website 775L Cubitron I Discs vs Competitor 775L Cubitron I| Discs vs Multiple Competitors Clean Sanding System Overview 3M TM Precision Shaped Grain Precision Shaped Grain Overview STURDEE CABINETS SALES CASE PRICING AND CAPACITY ANALYSIS: SmoothiT PRICE Sturdee to from SmoothiT COSTS No Hole Multi Hole Pricing and Capacity 5" Hookit and 5" Cleaning Discs, 250 Discs per case, and must be ordered in full case quantities. Accessory Products Orbital Sanders HEPA Bag Cost | ag Capacty Sanding Capacity Backup Pads Cost Backup Pads Capacity Multi Hole No Hole Vacuum Non-Vacuum Vacuum Non-Vacuum Doors Doors Doors Margins (Calculated from Numbers Above) SmoothiT Margin Cleaning Discs, No-Hole SmoothiT Margin Cleaning discs, Multi Hole SmoothiT Margin HEPA Bags SmoothiT Margin Back up Pads SmoothiT Margin Orbital Sander Non-Vacuum SmoothiT Margin Orbital Sander Vacuum GM $ GM % Per Case Per Case Per Bag Per Backup Pad Per Vacuum Per Sander Sturdee Cost Analysis with 3M Cubitron System (Calculated from Above) Cost Breakdown per Door Sanding Pad g Backup Pads TOTAL PER DOOR Non-Vacuum Vacuum 2$