Q&A: Kirk Lipes, Sherwin-Williams General Industrial Global Segment Director, Transportation

CW: How does Sherwin-Williams General Industrial division help transportation and commercial vehicle manufacturers reduce costs and increase efficiency?

LipesTransportation and commercial vehicle manufacturers are always looking for ways to boost production and reduce costs – but many don’t realize how much the finishing line impacts these things. It can be a major bottleneck, and without an in-house coatings expert, it’s hard to identify opportunities to streamline processes or even know the right questions to ask.
That’s where we come in. We work closely with manufacturers to understand their operations and identify attainable ways to increase efficiency on the finishing line – whether that means streamlining processes, reducing cure times or finding ways to optimize paint application.

One customer, for example, was struggling with a complex finishing process that was limiting production capacity. At the time, it was taking them 69 hours to finish one unit, with 60 of those hours dedicated to material handling. Meaning they had to move the product back and forth between locations for things like taping and sanding. Our team recommended a new solution that eliminated the need for multiple locations, reducing steps and bake times, allowing them to cut finishing time from 69 hours to 5 hours. This completely changed their production output, allowing them to triple the number of units they could finish in the same amount of time.

It’s all about making the finishing process as efficient as possible. From product recommendations to on-site training for painters, our aim is to help customers produce more while spending less. We don’t just set them up and walk away, we provide ongoing technical support to keep them running at peak efficiency throughout the relationship.

CW: What specific products do you offer for this market segment?

Lipes: Virtually all of our coatings are engineered to help manufacturers increase speed while enhancing the quality, durability and appearance of final products. But there are a few that stand out in the transportation sector.

One of our most trusted solutions in the market is Duraspar® IP. This single-stage urethane liquid coating delivers fantastic aesthetics and durability, but what makes it stand out is how much time it can save in the finishing process. It’s extremely easy to apply, even for new painters, and customers typically only need one coat to achieve full hide.

A lot of customers are skeptical when we first tell them all the benefits of Duaspar IP – which is understandable. We often let the product speak for itself by testing it next to competitor products. I love doing this because the customer is always blown away. Whether they’re looking to enhance aesthetic quality, improve corrosion resistance or reduce application time, the results don’t lie. People are always impressed by Duraspar IP.

Sherwin-Williams also offers OneCure, a powder coating system specifically designed to simplify processes. Instead of requiring multiple bake cycles between coats, OneCure allows manufacturers to apply the primer and topcoat together and cure them at the same time – meaning fewer steps, shorter cure times, reduced energy consumption and increased efficiency. The cross-linking between the primer and topcoat during the single bake cycle also improves cohesion for dependable, long-term durability.

CW: How does SW audit its customers to help determine how they can boost capacity?

Lipes: Figuring out how to improve a finishing process isn’t always straightforward. It takes a deep understanding of coatings technology, application techniques and workflow efficiency to identify areas for improvement. The team at Sherwin-Williams has that knowledge – and if a challenge comes up that they’re not sure how to face, they have the resources and network of a 150-year-old global company at their fingertips to help.

Our technical service and sales teams work directly with manufacturers, embedding themselves in customer operations to understand their challenges and help streamline production. They’ll each take time to observe existing operations, walk the finishing line and talk to various stakeholders about their processes, issues, likes and dislikes. Then, the team comes back together to look at the big picture and identify solutions that work cohesively throughout the process.

For example, a trailer manufacturer had been using the same coatings formulas and processes for more than a decade. They wanted a fresh look at optimizing their processes and reducing costs, along with ongoing monthly audits to continuously improve workflow. After a few weeks observing their facility, we suggested a switch to Duraspar IP High Speed Epoxy Primer and Topcoat. Side-by-side testing of the primer showed a significant improvement in corrosion resistance, as compared to the incumbent products. And with exceptional first-pass hide, the switch would end up saving them not only 1-1.5 gallons of paint per trailer, but 15-30 minutes in application time per trailer too.

Inventory management was another major challenge for this customer, as we found that overstock issues were creating unnecessary costs and safety concerns. Rather than assuming paint usage and placing regular paint orders, our dedicated reps were on-site weekly doing inventory checks and tailoring orders to fit specific needs. With inventory checks in place, the customer was able to eliminate excess stock and ensure they always had the right materials on hand. At the same time, our team was also providing in-depth training for painters, helping them optimize their use of Duraspar IP and ensure proper equipment maintenance to keep things running smoothly long-term.

While these improvements may seem small individually, they added up to a huge gain in overall profitability. By working as an extension of their team, we didn’t just help fix a single issue, we provided the tools and knowledge necessary to run a more efficient and profitable operation. And we’ll continue doing this through monthly audits and on-site support, fine-tuning their operation and helping them scale productivity as the business evolves.

CW: What sets Sherwin-Williams apart from its competitors in terms of products and customer service?

Lipes: We hear from customers all the time that what they value most isn’t just our coatings, it’s our service and ongoing support – which we’re able to offer by having the largest team of field Sales and Technical Service Representatives in the industry. We don’t just sell a product and walk away. In fact, we do the opposite. We take our time to understand customer processes, help them streamline where possible and, in many cases, show them how to use less product to achieve better results. It’s not the way a typical sales organization operates, but we believe that when our customers win, we win.

Our team works side by side with manufacturers through every part of the finishing process. From designing a new finishing line and creating specifications, to on-site training for painters and equipment maintenance, our goal is to provide the tools and knowledge to make our customers as efficient and profitable as possible.
At the end of the day, our customers know they’re not just buying products from Sherwin-Williams, they’re getting a partner that’s invested in their long-term success.