fastening & assembly solutions and technology - Approved Business

What’s up Doc?
FAST OCTOBER 2011
Colin Bennett assumes the role of adhesives doctor and 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 and Adhesive Doctor.
Viking Industrial is a key distributor for 3M Industrial Adhesives and Tapes. Frequently asked questions to the manufacturer
are answered on the next page.
What are the main misconceptions about tapes and 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 and adhesives provide, immediately recognised.
What are the most common reasons for failure in using
tapes and adhesives?
In the main there are two: misdiagnosis and 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 and tested brands.
Regarding the incorrect application of the product, surfaces must be clean,
dry and 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 and working life of
the adhesive. Bond strengths even on adhesive tapes increase over a 24 to
48 hour period. Hence handling time needs to be taken into account.
What are the major concerns of the customer?
There is a fear of the unknown and of failure which results in the question:
“Dare we move away from mechanical fastenings even with all the problems
of application and long term performance.”
This is when the doctor gives reassurance, provides some third party references
and 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 and substrate is essential to solve
all the issues. Well over 15% of Viking’s turnover is in tailored solutions 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 and
adhesives’ experience each. They are available to provide customers with a
solution wherever they are.
What are the most rewarding things about selling tapes and
adhesives?
Because of the diverse nature the customers and the multiplicity of applications
there is never a dull moment and, a bit like being a General
Practitioner, we have to have a broad understanding of the products and
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 and has over 40 years’ experience in specialist
tapes and adhesives selling to the industrial market.
In a previous life spanning 20 years with 3M, he was responsible for the development and launch
of the 3M range of VHB ‘Hi Bond’ Tapes and so has an excellent understanding of bonding
requirements in industry.
Viking, started in 1989, has a team of specialists in both tape and adhesives and 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 and Tapes
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