Transforming a labor intensive, waste generating, inefficient supply situation into a streamlined new offering
Our client was a major global chemical company who was a leader in providing high performance precision cleaning agents to the electronics and semiconductor industry. They also provided professional services to the preparation of the electronic device assembly process. They were trying to help one of their clients, a multinational information technology company.
Before they became a solutions provider themselves, this multinational IT company was a leader and one of the fastest-growing device manufacturers for computer peripherals. Contaminants on the devices (components and printed circuit boards) were continuously being cleaned in several process steps to reduce yield losses. Thus, demand for precision cleaning agents was increasing at a rapid rate. The cleaning products were available in specially prepared 55 gallon drums, and the inventory, utilization (cost center squabbles), and disposal issues were mounting—well beyond the IT company’s ability to manage them. This dynamic was unstable and caused unscheduled shutdowns, waste, and problems with the local disposal permits.
As a result of the application of the strategic development process that integrated visioning with value-adding chain analysis, our client installed a bulk storage system. It was owned by the client and metered delivery lines into the customer site use points. They retained ownership of the product until the point of use and provided the IT company with an itemized cost base price by user.
Our client installed wireless level monitors on the storage system to determine when to refill, as well as providing the IT company with a utilization metric. Our client also recommended new use equipment (mainly ultrasonic vaper degreasers) that enabled purification and reuse of cleaning agents to reduce the product losses during operation.
Since this innovation, over 500 bulk/metered precision cleaning systems for the electronics, semiconductor, and aerospace industries have been sold.
Breakthrough Marketing Technology is a business and strategic marketing consultancy serving clients looking to innovate and grow. We work across business sectors, leveraging a common set of unique tools, analytics, and processes to generate actionable insights, recommendations, and processes to improve business growth. Our onsite diagnostic gets to the bottom of the barriers stalling business growth.