Listening, Working Backward Brings Solution A machine manufacturer presented Daryl Falkowski, president of Unique Systems Approach Inc., a distributorship in Bradenton, Fla., with a challenge. The manufacturer required labels for powder-coated, aluminum-casted machines used to extract propellants from air conditioners. The company placed the labels over three holes on the sides of its machines, where customers could insert a valve. The labels needed to be sturdy enough to cover the holes, not puncture and remain affixed for customers who don't choose to use the valve. But the labels needed to remove cleanly for clients who purchase the accessory and install it into the holes. Unique Systems Approach's customer threw another curve ball: The machines featured instructions next to the holes for attaching the valves. When users pull the labels off, the instructions had to remain intact. Falkowski tested several adhesives and label stocks, then provided the manufacturer with 2,500 pressure sensitive Lexan® labels with non-permanent adhesive. Lexan is a thin, flexible plastic that's scratch-resistant and sturdy. The labels are printed on PMS 403 gray stock to match the machine color. They read "Optional Accessory" and include technical information printed in black. Falkowski credits two strategies for leading him to the solution. First, he listened to his customer; second, he worked backward. "I started with the end user's needs in mind and migrated back to the construction," he says. Label distributorships such as Unique Systems Approach often partner with knowledgeable manufacturers to solve customers' problems and thereby gain their loyalty. Distributors selling labels can face a variety of challenges, but most of them stem from one of a few root issues. Patience and persistence often pay off for printing pros who test and tweak labels until they find the core of the problem and the right solution.