Well-run companies survive tough economies, and a few will even have great success as
weakened companies cede market share. XTO sees opportunity in today’s daunting business
climate and is strategically adding products and solutions to strengthen its client offering and
open new markets. One example is the recent expansion of the company’s relationship with
3M, the worldwide diversified manufacturing company that has supplied XTO with
comprehensive adhesive and sealing solutions for more than 25 years.
XTO has attained certification under the 3M Converter Markets Program and is now authorized
to incorporate 3M products into solutions fabricated for its customers. The program also
provides XTO access to other 3M business units – they offer forty different technology
platforms. By growing this long relationship even stronger, XTO has the resources to seize
market opportunities as they arise while servicing current customers with more and better
solutions.
3M was one of XTO’s first business partners and the product line has always been a strong
performer for the company. Over those years, XTO also invested to expand its design and
production capabilities, and established itself as a leading converter of adhesives and
substrates for custom gasket and sealing device applications.
“It was evident that XTO had developed and grown to a point where 3M was ready to expand
and open up stronger ties,” said John Sheridan, 3M Area Business Manager. “We saw an
opportunity for XTO to grow quickly as a 3M converter.”
Keith Krieger, XTO Vice President of Sales and Finance, describes the decision to apply for the
Converter Markets Program: “3M was our top supplier, with a tremendous adhesives product
line that added to our credibility in the market. As we looked to diversify our customer offering
and attack new markets, the potential of the 3M relationship was obvious. When 3M described
the additional product lines, and the technical and marketing support available through the
Converter Markets Program, I quickly understood that XTO and 3M had just begun the next
phase in our long history.”
The 3M Converter Markets Program establishes tight relationships with the leading converters
to gain access to markets for which 3M cannot deliver turnkey solutions. Typically, end user
specifications and drawings incorporate converted parts and do not break out the part’s
component substrates and adhesives, relying instead on stringent testing and quality
assurance protocols to assure optimal performance. By supporting a converter’s use of 3M
products in its fabricated solutions with sales, marketing, and product and technical support,
3M secures a share of markets in which it could not otherwise compete.
Wally Forstrom and John Hammerstedt are the 3M Account Representatives for XTO. “XTO has
a great sales team, and it has built a manufacturing capability on par with our most successful
adhesives converters,” said Forstrom, “However, many commercial applications merge
multiple 3M technology platforms to complete a total solution. We’re excited to share XTO’s
proven capabilities with our other business units, and from initial results, customers are
excited as well.”
The market has responded favorably according to XTO Vice President of Operations, Ric Sill.
The company’s sales of 3M products have increased by 30% since converter certification was
achieved.
“3M is acknowledged as the premier adhesives and tape manufacturer in the world,” says Sill.
“Over the years, the association with 3M has opened doors and secured opportunities for our
sales people. Now, with access to the additional resources and support of the 3M Converter
Markets Program, we are able to compete in new markets, for the largest accounts, and
against any competitor.”
By working with strategic business partners like 3M to diversify into new markets and expand
product lines, XTO positions itself to take advantage of the new economy. By also making its
customers and business partners successful, XTO hopes to contribute to the next, more
optimistic economy.
weakened companies cede market share. XTO sees opportunity in today’s daunting business
climate and is strategically adding products and solutions to strengthen its client offering and
open new markets. One example is the recent expansion of the company’s relationship with
3M, the worldwide diversified manufacturing company that has supplied XTO with
comprehensive adhesive and sealing solutions for more than 25 years.
XTO has attained certification under the 3M Converter Markets Program and is now authorized
to incorporate 3M products into solutions fabricated for its customers. The program also
provides XTO access to other 3M business units – they offer forty different technology
platforms. By growing this long relationship even stronger, XTO has the resources to seize
market opportunities as they arise while servicing current customers with more and better
solutions.
3M was one of XTO’s first business partners and the product line has always been a strong
performer for the company. Over those years, XTO also invested to expand its design and
production capabilities, and established itself as a leading converter of adhesives and
substrates for custom gasket and sealing device applications.
“It was evident that XTO had developed and grown to a point where 3M was ready to expand
and open up stronger ties,” said John Sheridan, 3M Area Business Manager. “We saw an
opportunity for XTO to grow quickly as a 3M converter.”
Keith Krieger, XTO Vice President of Sales and Finance, describes the decision to apply for the
Converter Markets Program: “3M was our top supplier, with a tremendous adhesives product
line that added to our credibility in the market. As we looked to diversify our customer offering
and attack new markets, the potential of the 3M relationship was obvious. When 3M described
the additional product lines, and the technical and marketing support available through the
Converter Markets Program, I quickly understood that XTO and 3M had just begun the next
phase in our long history.”
The 3M Converter Markets Program establishes tight relationships with the leading converters
to gain access to markets for which 3M cannot deliver turnkey solutions. Typically, end user
specifications and drawings incorporate converted parts and do not break out the part’s
component substrates and adhesives, relying instead on stringent testing and quality
assurance protocols to assure optimal performance. By supporting a converter’s use of 3M
products in its fabricated solutions with sales, marketing, and product and technical support,
3M secures a share of markets in which it could not otherwise compete.
Wally Forstrom and John Hammerstedt are the 3M Account Representatives for XTO. “XTO has
a great sales team, and it has built a manufacturing capability on par with our most successful
adhesives converters,” said Forstrom, “However, many commercial applications merge
multiple 3M technology platforms to complete a total solution. We’re excited to share XTO’s
proven capabilities with our other business units, and from initial results, customers are
excited as well.”
The market has responded favorably according to XTO Vice President of Operations, Ric Sill.
The company’s sales of 3M products have increased by 30% since converter certification was
achieved.
“3M is acknowledged as the premier adhesives and tape manufacturer in the world,” says Sill.
“Over the years, the association with 3M has opened doors and secured opportunities for our
sales people. Now, with access to the additional resources and support of the 3M Converter
Markets Program, we are able to compete in new markets, for the largest accounts, and
against any competitor.”
By working with strategic business partners like 3M to diversify into new markets and expand
product lines, XTO positions itself to take advantage of the new economy. By also making its
customers and business partners successful, XTO hopes to contribute to the next, more
optimistic economy.
| Expanded 3M Relationship Opens New Markets for XTO |