Solder Materials

Case study examples• LOCTITE GC 18 – Multi-market and Telecom

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Example 1

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LOCTITE GC 18Case Study: Telecom market approval12 months relationship building to qualification

March 20, 2020

CHALLENGE (1 customer, but 2 EMS)• No customer intimacy• Previous attempt failed due to high QFN voiding and

insufficient value proposition• Feedback key: need technical input for material

selection/evaluation and key customer sponsor

SOLUTION (focus on development center)• Develop both technical and account intimacy• Assessing and understanding the key

metrics/weighting

• Develop key account relationship (both technical and

process)

RESULTS (HQ approval)• Material evaluated and benchmarked vs industry (+7)• 12 metrics evaluated

• Chosen solution based on weight average and key

customer metrics

• Roll out developed next generation opportunity

FOCUS• Know your sponsor; create multiple!

• Know your metrics

• Ensure technical intimacy created

4March 20, 2020

Stage 1: Challenge Stage 2: Solution Stage 3:Results

• Create Business Development Team

• Create Customer Interaction Team

• Visit Customer to engage intimacy teams

• Understand customer metrics and

previous trials (TAM and CTQ’s)

• Self learning and empathetic to

challenges

• Confirm Customer

project sponsors

• Confirm review cycle

• Confirm

innovation

support

• Based on CTQ’s metrics, and previous results

(QFN void, printing, slump, coalescence and

SIR), GC 18 was submitted

• Material submitted was part of a

global evaluation at customer.

• Technical team present at part of

trial to ensure knowledge shared

• Evaluation done with 4

competitors (8

products) in blind test.

• No

challenges

noted

• Customer shares detailed report of

performance, highlighting all materials

evaluated.

• Confirm GC 18 has met all the

attributes noted from CTQ and is

ranked top and approved.

• Competitor materials ROL1

• Part # given for new

programs

• Team roll out solution

• Improved

process

knowledge

LOCTITE GC 18Case Study: Telecom market approval12 months relationship building to qualification

GC 18 “Shows good and even

performance in this evaluation”

– Customer report

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CHALLENGE (1 customer, 13 markets, 260 OEMs)• Open for a trial

• Customer: Which product do you want to offer?

• Customer: 8 competitor products to be assessed in same evaluation and you won't be at trial!!

• Customer: Product need both customer global and EMS roll out

• Customer: Be clear on operating and handling instructions

• HENKEL: Understand opportunity

LOCTITE GC 18Case Study: Telecom market approval12 months relationship building to qualification

Technical Intimacy Development• HENKEL: Review previous trial data

• HENKEL: Create technical team to weight determine key

metrics in the requirements. Product CTQ’s confirmed:

• Low process Cpk – can we improve?

• Mitigate higher moisture/temperature conditions

– can we offer improved SIR?

• Can we reduce HiP?

• Sustainability: improve utilization and avoid

nitrogen – can we offer a halogen free solution

(ROL0) and not use nitrogen and improve yield

over ROL1 incumbent?

• HDI: do we have solutions for small large

components in near proximity?

Previous Trial:• QFN solderability and voiding crucial in

technical discussion

• Improve high temperature slump

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LOCTITE GC 18Case Study: Telecom market approval12 months relationship building to qualification

SOLUTION (1 customer, 13 markets, 260 OEMs)• Open for a trial• Customer: Do you have technical data package to review?

• Customer: Do you have benchmark data to justify performance?

• Customer: Is this material commercially available?

• Customer: Is it compatible to solder paste jetting solution and encapsulants?

Technical Intimacy Development• Technical presentation(s) with value proposition presented

• Addressed previous results, with benchmarking showing

improvements have been made

• HENKEL: Process data using statistically

justification for improvements for the CTQ’s noted

using a recognized test vehicle

• HENKEL: Technical presentation on the formation

of voiding (with videos) showing knowledge on

how mitigate in process builds

• Customer: Potential benefits must be

demonstrated on live boards to show real

performance attributes

Trial:• 8 products in evaluation (+ incumbent)

• 4 competitors

• 1 incumbent

• Document opportunity and

understand risk management program

on TAM v SAM and timelines for new

programs

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LOCTITE GC 18Case Study: Telecom market approval12 months relationship building to qualification

RESULTS (HQ approval)• Open for a trial

• Customer: 8 months after paste submission

• Results didn’t match the high performance prepared in disclosure prior to the trial

• Reason: Optimal performance settings not possible as customer wants to standardize parameters

• Implication: GC 18 has consistent attributes without process optimization

Technical Results• Customer:

• LOCTITE GC 18: “Shows good and even performance in this

evaluation with only lower result than most competitors in

the hot slumping test”.

• “GC 18 ranked as approved and recommended”

Customer Commentary:• Material is approved and robust

• Further optimization is welcomed

• HENKEL: Value proposition confirmed

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Example 2

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LOCTITE GC 18Case Study: Multi-market (13) approval48 months relationship building to qualification

March 20, 2020

CHALLENGE (1 customer, 13 markets, 260 OEMs)• No customer intimacy and historical reputation• 20 functional attributes to pass

• Customer emphasis: data from specific test vehicle• Confirm with customer key criteria and sponsors• Approval: need global vendor part # and site approvals

SOLUTION (1 customer, 36 operation sites)• Develop both technical and account intimacy• Formulation development with consistent technical

updates (and sampling if needed)

• Develop account plan network connections

• Ensure evaluation would still happen

RESULTS (HQ approval)• Creating Value Proposition with TCO and ROI• Fast track material testing to approval

• Develop path of material to application approval using

market network plan

• Emphasis on sustainability metrics

FOCUS• Know your sponsor; create multiple!

• Know your metrics

• Ensure technical intimacy created

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LOCTITE GC 18Case Study: Multi-market (13) approval48 months relationship building to qualification

Stage 1: Challenge Stage 2: Solution Stage 3:Results

• Create Business Development Team

• Create Customer Interaction Team

• Visit Customer to engage intimacy teams

• Understand customer metrics and

previous trials (TAM and CTQ’s)

• Self learning and empathetic to

challenges

• Confirm Customer

project sponsors

• Confirm review cycle

• Confirm

innovation

support

• Create and confirm customer test vehicle

• Capability of developing statistically

significant data in DOE formulation

• Benchmarking with test vehicle to

confirm previous technology

weaknesses to confirm metrics

needed for improvement

• Update status with

sponsors frequently to

maintain engagement

• Confirm

value

proposition

• Engage with HQ and customer operations to

ensure TCO and ROI package is shared.

• Align supply chain requirements

• Customer confirms timeline for

their validation program

• Technical support essential for

Prototype, Mass Production trials

• Determine OEM

programs, volume and

confirm pricing

• Part # on

their SAP:

roll out

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CHALLENGE (1 customer, 13 markets, 260 OEMs)• Open for a trial

• Customer: Which product do you want to offer?

• Customer: Send us a sample

• Customer: Test sample and responsiveness immediately

based on the technical aspects.

Technical Intimacy Development• HENKEL: Review previous field results data

• HENKEL: Create technical team to weight determine key

metrics in the requirements. Product CTQ’s confirmed:

• < 25% void requirements for ALL QFNs• Maintain all other attributes

Previous Trial:• QFN solderability and voiding crucial in technical discussion

• Improve high temperature slump

LOCTITE GC 18Case Study: Multi-market (13) approval48 months relationship building to qualification

1st RESULTS (1 customer, 13 markets, 260 OEMs)• Customer Initial trials - #1 in ranking in 10 paste evaluation.

• BUT last phase a curve ball – all NPI programs (80%) will

contain large bottom terminated components

• QFN new component at heart of requirements

• Specifically QFN’s

• Voiding in excess of 40%

2nd RESULTS (1 customer, 13 markets, 260 OEMs)• Customer: Benchmarking: trials – against trial 1

• HENKEL data shows voids around 25%

• Material properties all pass, but

• Voiding in excess of 25%

24months

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SOLUTION (1 customer, 13 markets, 260 OEMs)• Open for a trial• Customer: Last time trial before moving on to next generation materials

• HENKEL: Request components, and test vehicle as data package not delivering solution

• Customer: Come back when you are confident, but justify your claims

Technical Intimacy Development• HENKEL: Create a test vehicle that can be used to evaluate

all the customer OEM requirements

• Ensure material evaluation internally matches the data

from previous evaluations so improvements can be

measured

• HENKEL: formulation plan and lab results showing metrics

that match customer market requirements.

• HENKEL: technical team (globally) test material to create

data that includes variants of test vehicle, components,

surface finish and reflow process to gauge product/process

robustness

• HENKEL: create technical presentation showing how

formulation impacts void levels recorded

Trial:• HENKEL: Determine opportunities of

off-line examination

• HQ make approvals, but sales intimacy

development showcases some

decisions are made at local level

without HQ approval.

• HENKEL: Determine a friendly site

evaluation to validate internal package

LOCTITE GC 18Case Study: Multi-market (13) approval48 months relationship building to qualification

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LOCTITE GC 18Case Study: Multi-market (13) approval48 months relationship building to qualification

RESULTS (HQ approval)• Open for a trial

• HENKEL: Value proposition confirmed from friendly location prior to HQ submission

• HENKEL: with new test vehicle and thoroughness of data package, customer approves trial opportunity

• Customer: Six months after paste submission (delay due to customer HQ restructuring)

• Account manager constant engagement with contact team and sponsors

• Deliver technical update and sustainability metrics

Technical Results• Customer:

• “GC 18 did not shine in any particular category but did well

across the board.”

• Printing: GC 18 AR down to 0.5, Cpk >1.5

• QFN voiding: GC 18 ranked as “the best” for voiding

• Specifically, QFN voiding <15% across all reflow profiles

• All other metrics satisfied CTQs

Customer Commentary:• Material is approved and robust

• Material is approved for evaluation

and for application

• HENKEL: Value proposition confirmed

Thank you!