Episode Transcript
Speaker 0 00:00:00 Like birds all the way, stick together. Welcome everyone to our podcast. We're on number six now, which is amazing. And we've had hundreds of listeners so far, so some things working, which is great. We're very excited. Yeah, absolutely. So again, you've got me Harry, and to be Ben, and today we're going to be talking about cold chain, but first we have some more questions in from the listeners. So, so we've got quite a few questions in this week, but there was a definitely a theme and the theme was why is the application so important? Cause you keep going on about, so we thought we'd highlight why the application is so important. Does that over to you, Harriet. Perfect. So the application is important because that's how we get the product, right? And because we have such a range of products that even in the permanent section or the non residue section, we do need to understand.
Speaker 0 00:00:52 So it's like outside or inside hot environment, cold environment, wet or dry, dirty, or clean. There's so many factors that will change what product we recommend you use or your customer uses multipoint. So that's why it's crucial because you might take a normal non residue label and it won't work for you in your application because of the surface energy or the environment it's in. Whereas if you had the X 22 F-you product, for example, that would be perfect. They're both non residue products. Yeah. So you say energy is a confusing thing because a lot of people, I mean, I haven't done physics for many years. Um, and it doesn't look very exciting. It doesn't, but the point is, from my understanding, you have two surfaces, one that, well, three, one that likes water, one that doesn't like water and one that gets completely whetted by water.
Speaker 0 00:01:40 Yeah. And those three elements are the main drivers for us to understand the sort of surface that you're. Um, is that right? Yeah, absolutely. Yeah. So even like we had this issue come up with one of our customers in the last week. So we've got labels that go on airplane doors after they been security Jack, just to make sure that obviously no one's been in, in the meantime and then all the passengers can get on without any further costs will lay. The problem is that for some reason, our normal X 22 labels were not working properly on the door, even though all these other plans that we've been supplying for years, there's been no problem. Well, it turns out that it's actually a different makeup plane, which then leads to a different make of paint on the plate that specific that specific. And it's taken us quite a while, a long time to come down, all these levels, clean the planes on the ground.
Speaker 0 00:02:32 That's where we started. You see what the conversation is? How are they being cleaned with in first? Because the labels are designed not to need a super clean surface because people don't want to be in first or very rarely. And then it's like sometimes when they deiced the play and you'll get like a chemical officer, could it be that? But actually it just comes down to the paint and what surface energy that paint has is affecting the label. So this highlights yet again, then the importance of actually on the surface that the labels are going to be used and in the conditions. Absolutely. Yeah, because I mean, even to us, this was a learning curve because it was a surprise for years. All these airplanes have been absolutely fine. It must be like a more generic paint. And then these ones must be either a new paint or a different brand to do the paint or something.
Speaker 0 00:03:18 Yeah. There's something different in it. And it's having a different reaction at that point. We need a different product. It's not all residue, but it's as long as you're okay, we've got the solution. Absolutely. And we have to know, but that's why it's really crucial. So on our website, we have, um, a section on it called downloads. Yeah. And in those downloads, there actually is a checklist. Isn't that? Yes. Yeah, absolutely. So the checklist is really useful. And again, if you want it with your brand on et cetera, then we can do that free. It's no problem. But even if you just want to have it on your desk, just to go through, when you're on the phone or having email conversations with people, it's a really good reminder of what sort of questions to be asking, to lead you to your solution that you need.
Speaker 0 00:03:56 We've also got the quote form haven't we, if you were talking to your customer, for example, at the time you could be using that quote form because in that quote form is the checklist. So you could be having a conversation and completing the information. Yes. Yeah. And then you just press send, I'll get it and I'll reply. So it's gonna save you a job as well, but it, yeah, it's definitely, it's really good for directing the conversation in the right way, rather than just having a nice chat about a non residue label for them. It is important to test the goods because we've had some people test a label for a certain application on their desktop. Yeah. And it's not going to work there cause that's not how it's being used. I think with the size and shape of the label as well, can be important for different applications.
Speaker 0 00:04:34 So another thing that we've been talking to another customer about recently is they wanted a small label to try and save on cost, but it's going round a corner. So you need enough of the actual label, the surface sticking on each side of it to make sure that you're covering enough surface. So the label can bond with the surface rather than just the corner, trying to like peel the label off solely on its own. Yeah. So, and then again, we could put security cost in where the dead middle. So then when it's round the corner, if it is a drawer or a card or something, then when it pause it or break, but things like that. So it's that similar thing where the camera labels firms used to have very small cameras. So 25 mil by 12 more label was okay on the cameras. Whereas now firstly, they're all glass backs and then the cameras are a lot bigger.
Speaker 0 00:05:21 Now it's like a 38 mil by 38 mil square on Apple. So they're front and back cameras. Exactly. So the whole need is changed and it's a case of understanding that, recognizing it and reacting to it. Exactly. So the conversation is normally absolutely fascinating. I love the application conversations, definitely because that's, when you find out more about the actual challenges that the customer is facing and what the threats are, because obviously we don't know, we learn all the time. Yeah. But you know, we assume it's a counterfeiting and we assume it's a diversion all sorts. And then it turns out that actually we just need to know that the warranty is safe. Yeah. Yeah. It's pretty much, it's a case of bringing them to life. Firstly, I'll make your day to day a lot more interest. Absolutely. Yeah, definitely. Cause I mean, we don't just want to talk about labels all the time or tape cause we want to talk about solutions and that is what we keep droning on about, but there is a real importance to the application and it's in order to make sure that if you do need a more specialist type of label or just the different one, even though it says the same thing, it's still non residue, you can do that.
Speaker 0 00:06:26 Well, I think that leads in very nicely to this week's theme because of the amount of inquiries we are getting for this now, which is absolutely fantastic. But it's for cold chain supply logistics. Absolutely. The, obviously the new vaccine that needs to be traveling at such a low temperature has created a new market that has never been there before at this scale. Yeah. Yeah. So it's always been there on a small scale, but now it's on a vast experience has mostly been in food, hasn't it? Absolutely. Yeah. And those, that type of transport has always just been a very specialist thing. Whereas now it's having to become a more generic thing. And obviously we have that the risks increase exponentially because if it's in more, Lori's, there's more chance of the lorries being stopped the theft. And I'd read an article this morning actually about, it's not now the fact that the lorries are being the theft is occurring when they're already in transit.
Speaker 0 00:07:20 It's happening at the point at the warehouses. And a lot of the theft is actually internal within the company or with the shipping companies. So whether you're protecting from theft in the sort of the consumer world or your internal business world, either way, these solutions are appropriate. The thing is that the culture and supply solution is specific to industry sector, but the application is incredibly varied. Isn't it? Yeah, definitely. So my understanding is we've been supplying, um, tapes to go around polystyrene boxes for many, many years were frozen fish in the middle of Iceland. Absolutely great loads of experience on that. Yeah. Then they moved it into boxes and suddenly we were on a plastic box. Again, it's the conversation. Yeah. You've changed why the you're still using the same tape. It's not going to work. So we now looking at the applications specifically for the fact that food is taking longer to get transported around the world, everything is taking longer to get passports and things are having to be more regulated for temperatures.
Speaker 0 00:08:27 How are we dealing with that? So just on that regulating thing as well, they used to do was have to regulate a lorry load. Now they're regulating the individual boxes in the lorry. Wow. Yeah. And they've, there's some, because they used to just have a temperature. Now, those temperatures, they like basically this obviously loads of different clever things, but one of the things that comes with the ink and these inks basically demonstrate if it's been above or below. Right. And that's irreversible, isn't it so much has gone either way. Yeah, absolutely. Yes. So yeah, but then it's a case of making sure that these boxes are actually secure. So it's not just the checking, the Laurier secure, but now your individual parcels are secure as well. So if we were going to use a specialist ink like that, could we put that in our label or in our tech do two things if a one.
Speaker 0 00:09:14 Yeah, absolutely. Yeah. We can build that into the labels. Yeah. Yeah. So that technical solution then could save money in this, in the fact that you now are being driven by health and safety and all the new legislators. So this is another thing when you're looking at application, when you can understand from the end user, that whole application and their whole experience of that product chain, as it were, then you might be able to say, okay, well you've got two or three processes here that we can put into one solution and that could have track and trace as well. Yeah. And then at that point, price becomes a non-event, which is a really great point to be out in a conversation with an end user, because they've now got, they've saved on those other two bits and they've got basically three budgets worth of money to go into one solution. That's going to be better anyway, and you can brand it. So you've got marketing as absolute.
Speaker 1 00:10:01 Yeah. Basically we're offering
Speaker 0 00:10:06 A practical solution to a complex challenge. Absolutely. Excellent. So yeah, basically application is super important. That's why we keep going on about this. But even if you think you've got to say a plane and you've got another plane over there and so you knew it, you know what you're doing then? Absolutely it could, and it should be fine in a normal circumstance, but get some samples out, get them on the plane and let's test in real life because we are a technical solution at the end of the day. We definitely respectful of that. It's not just a bubble. No, we are not a multi-purpose solution. No, no. You might have the same label that can go on lots of surfaces, but again, it might just throw an oddball up and that's why we need to chat test on everything. Yeah. And I just want to finish off on my side now then just say that. Thank you to everybody who responded to the video from last week. They don't. Yes, absolutely. Absolutely great. Um, we were really happy to do that style. Yeah. I thought it was really good. Yeah. Thanks for watching. Make sure you go on to our video page on our website and basically just watch all of them. And apparently now at this point in the podcast, you have to say, don't forget to follow and rate us
Speaker 1 00:11:13 <inaudible>
Speaker 0 00:11:25 So we'll see you next week. Thanks very much. Thanks guys.
Speaker 1 00:11:28 <inaudible>.
