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What’s up Doc? FAST OCTOBER 2011 Colin Bennett assumes the role of adhesives doctor <strong>and</strong> explains what questions the tapes user needs to know about today’s technically advanced products The most frequent question asked on the Viking Industrial telephone help line is preceded with the phrase: “Probably, I want a double sided tape . . . “ It’s a bit like being in a doctor’s surgery when the patient says “I need some pain killers”. That’s when the doctor’s training comes to the fore. So the telephone helpline could be renamed the Tape <strong>and</strong> Adhesive Doctor. Viking Industrial is a key distributor for 3M Industrial Adhesives <strong>and</strong> Tapes. Frequently asked questions to the manufacturer are answered on the next page. What are the main misconceptions about tapes <strong>and</strong> adhesives? Even now, 30 years after products like 3M’s VHB (very high bond) tapes were introduced, people still don’t believe the performance levels that can be achieved, not only against mechanical fasteners but also against welding. The fact that we are ‘sticking’ panels on buses, roofs on lorries, windows into buildings, heads onto golf clubs is still a surprise to many people. There are also misconceptions about the performance of mechanical fasteners given the effect that long term flexing can have on their integrity, let alone the risk of corrosion, nor are the design benefits of smooth unblemished surfaces, tapes <strong>and</strong> adhesives provide, immediately recognised. What are the most common reasons for failure in using tapes <strong>and</strong> adhesives? In the main there are two: misdiagnosis <strong>and</strong> incorrect application of the product. To ensure the right product is specified, it is essential that all parameters of the application are understood: Are the surfaces to be stuck high or low surface energy? Are there temperatures involved? Is the application inside or outdoor? In many cases the wrong tape or adhesive is being used. The best advice is to stick by the tried <strong>and</strong> tested br<strong>and</strong>s. Regarding the incorrect application of the product, surfaces must be clean, dry <strong>and</strong> may need to be abraded to get the right result. On some difficult surfaces a primer may be required. With adhesives, especially two part epoxies, attention needs to be given to the open time <strong>and</strong> working life of the adhesive. Bond strengths even on adhesive tapes increase over a 24 to 48 hour period. Hence h<strong>and</strong>ling time needs to be taken into account. What are the major concerns of the customer? There is a fear of the unknown <strong>and</strong> of failure which results in the question: “Dare we move away from mechanical <strong>fastening</strong>s even with all the problems of application <strong>and</strong> long term performance.” This is when the doctor gives reassurance, provides some third party references <strong>and</strong> then persuades the patient to test the adhesive solution thoroughly. A good bedside manner is essential to gain the patient’s confidence. Are you restricted to the products on the shelf or can you tailor a product for any application? An ability to provide a cocktail of adhesive <strong>and</strong> substrate is essential to solve all the issues. Well over 15% of Viking’s turnover is in tailored <strong>solutions</strong> to the customer’s application. All adhesive tapes, whether they be foam, filmic, adhesive transfer tape, single-sided or double-sided, can be customised to any shape to suit specific production requirements or individual needs. Can you provide on-site technical support? FASTQ & A To meet the aim of customer satisfaction, it is essential to provide technical help. Viking Industrial has three ‘flying’ experts with over 20 years tapes <strong>and</strong> adhesives’ experience each. They are available to provide customers with a solution wherever they are. What are the most rewarding things about selling tapes <strong>and</strong> adhesives? Because of the diverse nature the customers <strong>and</strong> the multiplicity of applications there is never a dull moment <strong>and</strong>, a bit like being a General Practitioner, we have to have a broad underst<strong>and</strong>ing of the products <strong>and</strong> applications. Fortunately like our GPs we have recourse to the specialist, such as the 3M Technical laboratory where we can evaluate extreme performance parameters. Colin Bennett is managing director of Viking Industrial <strong>and</strong> has over 40 years’ experience in specialist tapes <strong>and</strong> adhesives selling to the industrial market. In a previous life spanning 20 years with 3M, he was responsible for the development <strong>and</strong> launch of the 3M range of VHB ‘Hi Bond’ Tapes <strong>and</strong> so has an excellent underst<strong>and</strong>ing of bonding requirements in industry. Viking, started in 1989, has a team of specialists in both tape <strong>and</strong> adhesives <strong>and</strong> is one of 3M’s premier distributors. The company has pioneered the use of the Internet, tailoring its site (www.vikingtapes.co.uk) to provide a safe passage through the maze of available adhesive products. An on-line helpline manned by experts deals with hundreds of enquiries a month. VIKING INDUSTRIAL PRODUCTS 01535 610373 See page 18 for further Q & A on this subject from 3M Industrial Adhesives <strong>and</strong> Tapes 17
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