Ecom-KA3
Customer deep-dive · Jun 2026 · Tier 2 · Corrugated Cases
This week, Ecom-KA3 ran at 96% of plan — a RMB 2M revenue shortfall — with ASP -1.0% QoQ and OTIF 96.0% (2 late). The biggest risk is 2 qualification(s) at risk — RMB 57M/yr exposed1, driven by drop-test certification pending - customer lab backlog. Next, ASP -1.0% QoQ2, driven by price-down pressure outpacing premium mix shift. Next, Defect 101 PPM3, driven by process capability drift at supplying site. Focus next on recover rightsize mailer-s8 to protect ramp window.
- OTIF up +0.4pp to 96.0%
- Satisfaction down -0.2 to 4.2/5
- FG inventory built 4 days to 24 DOH
- 2 qualification(s) flagged at risk — RMB 57M/yr exposed
- P1Recover RightSize Mailer-S8 (Drop-test certification pending - customer lab backlog)OpenOwner:Due:Impact:Why:NPI statusDELAYEDRevenue at riskRMB 35M/yr
- P1Recover LightWall Gen3-S12 (Edge crush 4.2 kN/m vs KA3 requirement >4.8 kN/m)OpenOwner:Due:Impact:Why:NPI statusAT RISKRevenue at riskRMB 22M/yr
- P2Lift OTIF to 97% — 2 late shipment(s) to clearOpenOwner:Due:Impact:Why:OTIF96.0%Late shipments2
- P3Reduce DSO — collect on RMB 85M AROpenOwner:Due:Impact:Why:DSO51 dAR balanceRMB 85M
Week-over-Week Movement
3 improved2 worsened· Jun 2026 vs May 2026Biggest Drivers
- 2 qualification(s) at risk — RMB 57M/yr exposed — Drop-test certification pending - customer lab backlog
- ASP -1.0% QoQ — Price-down pressure outpacing premium mix shift
- Defect 101 PPM — Process capability drift at supplying site
Automated Risk Signals
2 qualification(s) at risk — RMB 57M/yr exposed
Driver: Drop-test certification pending - customer lab backlog
Focus: Recover RightSize Mailer-S8 to protect ramp window
ASP -1.0% QoQ
Driver: Price-down pressure outpacing premium mix shift
Focus: Accelerate premium qualifications to defend blended ASP
Defect 101 PPM
Driver: Process capability drift at supplying site
Focus: Tighten SPC limits; verify incoming liner moisture
Revenue: plan, actual, forecast & last year
Ecom-KA3 — monthly RMB M · actual bars turn amber/red below plan · forecast next 3 months
Commercial & Financial
Jun 2026
| Revenue (actual) | RMB 50M | plan RMB 52M |
| Attainment | 96% | |
| ASP | ¥3.15/m² | -1.0% QoQ |
| Share of wallet | 30.3% | |
| Channel | Domestic | domestic only |
| FX exposure | RMB 0M | export revenue at FX risk |
| Contract | Active | ends 2027-09 |
| AR balance | RMB 85M | DSO 51 d |
Fulfillment & Inventory
Jun 2026
| OTIF | 96.0% | target 96% |
| Late shipments | 2 | |
| Volume | 15,844 KSqM | plan 16,540 KSqM |
| FG stock | 12,676 KSqM | 24 DOH |
| Aging >60d | 4.2% |
Quality & NPI
Jun 2026
| Satisfaction | 4.2/5 | |
| Quality PPM | 101 | |
| Open complaints | 1 | 0 crit / 0 major |
| Claim cost | RMB 0M | |
| NPI pending | 1 | 0 delayed |
| NPI rev at risk | RMB 0M |
Qualification Pipeline
NPI projects & revenue at risk
| Project | Product | Phase | Target MP | Status | Rev at risk | Delay reason |
|---|---|---|---|---|---|---|
| RightSize Mailer-S8 | Right-sized e-commerce mailer | Line Trial | 2026-Q3 | DELAYED | RMB 35M | Drop-test certification pending - customer lab backlog |
| LightWall Gen3-S12 | Lightweight C-flute single wall | Small Trial | 2026-Q4 | AT RISK | RMB 22M | Edge crush 4.2 kN/m vs KA3 requirement >4.8 kN/m |
| ShelfReady PDQ-S15 | Shelf-ready PDQ tray | Sample | 2027-Q1 | ON TRACK | – | – |
Complaint Tracker
Root cause linked to originating site
No open complaints.
4-Week Execution Plan
Weekly focus & status
| Week | Dates | Focus / plan | Owner | Status |
|---|---|---|---|---|
| Week 1 | Jul 2026 1–7 | Weekly demand review & lock production allocation | Kevin Zhao (Account Mgr) | ON TRACK |
| Week 2 | Jul 2026 8–14 | RightSize Mailer-S8 qualification — submit Line Trial data package | Grace Wang (NPI Lead) | AT RISK |
| Week 3 | Jul 2026 15–21 | Inventory rebalancing — trim FG DOH to target | Mia Liu (Ops Planner) | ON TRACK |
| Week 4 | Jul 2026 22–28 | QBR prep — next-quarter forecast alignment & contract review | Kevin Zhao (Account Mgr) | PLANNED |
Major Milestones
Upcoming commitments
| Milestone | Target | Owner | Status |
|---|---|---|---|
| RightSize Mailer-S8 → Line Trial sign-off | 2026-Q3 | NPI Lead | DELAYED |
| LightWall Gen3-S12 → Small Trial sign-off | 2026-Q4 | NPI Lead | AT RISK |
| Contract renewal — Active | 2027-09 | Account Manager | ON TRACK |
| Sep 2026 volume commit (16,540 t plan) | Sep 2026 | Supply Planner | PLANNED |
Action Plans
Prioritised for the next 4 weeks
| Prio | Action | Owner | Impact | Due |
|---|---|---|---|---|
| P1 | Recover RightSize Mailer-S8 (Drop-test certification pending - customer lab backlog) | Grace Wang (NPI Lead) | RMB 35M/yr at risk | Jul 14, 2026 |
| P1 | Recover LightWall Gen3-S12 (Edge crush 4.2 kN/m vs KA3 requirement >4.8 kN/m) | Grace Wang (NPI Lead) | RMB 22M/yr at risk | Jul 14, 2026 |
| P2 | Lift OTIF to 97% — 2 late shipment(s) to clear | David Chen (Supply Planner) | OTIF 96.0% | Jul 14, 2026 |
| P3 | Reduce DSO — collect on RMB 85M AR | Helen Xu (Finance) | DSO 51 d | Jul 28, 2026 |
CRM Engagement Records
Logged sales engagement · Jun 2026
- 2026-06-26Meeting· VP ProcurementGrace Wang
Confirmed H2 tender cadence; volume commit review to start next month.
- 2026-06-18Visit· R&D LeadMia Liu
RightSize Mailer-S8 qualification review — customer wants Line Trial data before next window.
⚠ RMB 35M/yr hinges on this qualification
- 2026-06-08Visit· Purchasing HeadGrace Wang
Presented VMI joint-inventory proposal; customer interested, wants draft this month.
- 2026-06-03Email· Category BuyerMia Liu
Shared quarterly ASP benchmark; flagged price-down expectation for next cycle.
Account Engagement Risk Board
Owner Grace Wang · cadence & signals
- Open commitment: Open commitment — VMI draft due — from Visit on 2026-06-08
- Sentiment signal: RMB 35M/yr hinges on this qualification