A simple approach to convincing customers about better solutions in the plastic industry

Here's a detailed but simple approach to convincing customers about better solutions in the plastic industry:

Understand and Acknowledge:

• Listen to customer's needs
• Acknowledge their concerns
• Show you understand their goals
• Document their requirements
• Respect their perspective

Data-Based Approach:

Show Problems:

• Technical limitations
• Quality issues
• Cost implications
• Production difficulties
• Time constraints

Present Solutions:

• Alternative materials
• Better designs
• Improved processes
• Cost benefits
• Quality advantages

Practical Examples:

Use Demonstrations:

• Sample parts
• Material samples
• Test results
• Cost comparisons
• Success stories

Clear Communication:

Explain Issues:

• Material limitations
• Processing challenges
• Quality concerns
• Cost factors
• Timeline realities

Offer Solutions:

• Better alternatives
• Modified designs
• Different materials
• Process changes
• Cost savings

Professional Approach:

Documentation:

• Technical data
• Test results
• Cost analysis
• Time studies
• Quality reports

Follow-up:

• Regular updates
• Progress reports
• Sample submissions
• Test results
• Cost tracking

Example of customer exchange:

"I understand you want that solution, but let me show you why this other solution might work better":

• Better performance
• Lower cost
• Faster production
• Higher quality
• More reliable

Remember:

• Stay professional
• Use facts
• Show evidence
• Be patient
• Maintain relationship

Here's a real-life example of convincing a customer to change their approach:

Scenario: 

Customer wants a clear, rigid plastic food container with a living hinge (like a clamshell) made from PET (Polyethylene Terephthalate)

Problem Identification:

• PET isn't suitable for living hinges
• Will crack after few uses
• Expensive to produce
• Quality issues likely
• High rejection rate

Approach to Customer:

Initial Meeting: "I understand you want a clear container with a hinge that looks premium. Let me show you why PP (Polypropylene) would work better than PET for this application."

Demonstration:

• Show PET sample that failed
• Show successful PP sample
• Demonstrate hinge function
• Compare clarity
• Show cost difference

PET (Polyethylene Terephthalate): A clear, strong plastic commonly used in beverage bottles and food containers. 
PP (Polypropylene): A tough, heat-resistant plastic used in food containers, bottle caps, and car parts. 

Data Presentation:

• PET container: $0.45/unit
• PP container: $0.32/unit
• PET failure rate: 15%
• PP failure rate: <1%

Hinge life of PET vs PP container:

• PET: ~50 cycles
• PP: >1000 cycles

Solution Presentation: "Using PP instead of PET":

• Save 29% on cost
• Get better hinge performance
• Reduce customer complaints
• Maintain good clarity
• Improve production efficiency

Result: "Customer agrees to switch to PP after seeing":

• Working samples
• Cost savings
• Better performance
• Fewer quality issues
• Longer product life

This shows how using data, demonstrations, and clear communication can help convince customers to accept better solutions.