Export-KA2
Customer deep-dive · Jun 2026 · Tier 1 · Heavy-Duty Containers
This week, Export-KA2 ran at 89% of plan — a RMB 5M revenue shortfall — with ASP -2.0% QoQ and OTIF 92.5% (5 late). The biggest risk is Attainment 89% vs plan1, driven by qualification slip on premium litho-k3 holding back ramp volume. Next, Critical complaint Q-241: Print registration drift (0.9mm vs <0.4mm spec)2, driven by plant-3-chengdu recycled liner supplier-2 moisture variance. Next, Defect 400 PPM3, driven by process capability drift at supplying site. Focus next on commercial recovery — lock volume allocation & renegotiate shortfall.
- Attainment slipped -1.2pp to 89%
- OTIF down -0.7pp to 92.5%
- Open complaints rose by 1 to 4
- FG inventory built 5 days to 24 DOH
- 1 qualification(s) flagged at risk — RMB 28M/yr exposed
- P1Print registration drift (0.9mm vs <0.4mm spec) — Lot quarantine + supplier escalationOpenOwner:Due:Impact:Why:ComplaintCRITICAL · Q-241Claim exposureRMB 2.8K
- P1Recover Premium Litho-K3 (Export-KA2 internal schedule slip)OpenOwner:Due:Impact:Why:NPI statusDELAYEDRevenue at riskRMB 28M/yr
- P2Close CAPA for Board warp 4.8mm vs <4.0mm specOpenOwner:Due:Impact:Why:ComplaintMAJOR · Board warp 4.8mm vs <4.0mm specRoot causePlant-3-Chengdu
- P2Lift OTIF to 97% — 5 late shipment(s) to clearOpenOwner:Due:Impact:Why:OTIF92.5%Late shipments5
Week-over-Week Movement
0 improved6 worsened· Jun 2026 vs May 2026Biggest Drivers
- Attainment 89% vs plan — Qualification slip on Premium Litho-K3 holding back ramp volume
- Critical complaint Q-241: Print registration drift (0.9mm vs <0.4mm spec) — Plant-3-Chengdu Recycled liner Supplier-2 moisture variance
- Defect 400 PPM — Process capability drift at supplying site
Automated Risk Signals
Attainment 89% vs plan
Driver: Qualification slip on Premium Litho-K3 holding back ramp volume
Focus: Commercial recovery — lock volume allocation & renegotiate shortfall
Critical complaint Q-241: Print registration drift (0.9mm vs <0.4mm spec)
Driver: Plant-3-Chengdu Recycled liner Supplier-2 moisture variance
Focus: 8D containment + Lot quarantine + supplier escalation (owner VP Quality)
Defect 400 PPM
Driver: Process capability drift at supplying site
Focus: Tighten SPC limits; verify incoming liner moisture
1 qualification(s) at risk — RMB 28M/yr exposed
Driver: Export-KA2 internal schedule slip
Focus: Recover Premium Litho-K3 to protect ramp window
ASP -2.0% QoQ
Driver: Price-down pressure outpacing premium mix shift
Focus: Accelerate premium qualifications to defend blended ASP
OTIF 92.5% vs 96% target · 5 late
Driver: Production schedule slip / raw-material coverage gap
Focus: Expedite open POs; confirm OTIF recovery plan with supply planning
Satisfaction 3.6/5
Driver: Repeated quality issues eroding confidence
Focus: VP-level account visit + joint improvement plan
Revenue: plan, actual, forecast & last year
Export-KA2 — monthly RMB M · actual bars turn amber/red below plan · forecast next 3 months
Commercial & Financial
Jun 2026
| Revenue (actual) | RMB 41M | plan RMB 46M |
| Attainment | 89% | |
| ASP | ¥6.64/m² | -2.0% QoQ |
| Share of wallet | 45.1% | |
| Channel | Export | 100% of revenue exported |
| FX exposure | RMB 41M | export revenue at FX risk |
| Contract | Renewal At Risk | ends 2026-09 |
| AR balance | RMB 80M | DSO 58 d |
Fulfillment & Inventory
Jun 2026
| OTIF | 92.5% | target 96% |
| Late shipments | 5 | |
| Volume | 6,243 KSqM | plan 7,002 KSqM |
| FG stock | 4,994 KSqM | 24 DOH |
| Aging >60d | 3.3% |
Quality & NPI
Jun 2026
| Satisfaction | 3.6/5 | |
| Quality PPM | 400 | |
| Open complaints | 4 | 1 crit / 2 major |
| Claim cost | RMB 0M | |
| NPI pending | 1 | 0 delayed |
| NPI rev at risk | RMB 4M |
Qualification Pipeline
NPI projects & revenue at risk
| Project | Product | Phase | Target MP | Status | Rev at risk | Delay reason |
|---|---|---|---|---|---|---|
| Premium Litho-K3 | Premium litho-laminated display | Line Trial | 2026-Q3 | DELAYED | RMB 28M | Export-KA2 internal schedule slip |
Complaint Tracker
Root cause linked to originating site
| ID | Issue | Severity | Age (d) | Root cause | Site | Owner |
|---|---|---|---|---|---|---|
| Q-241 | Print registration drift (0.9mm vs <0.4mm spec) | CRITICAL | 22 | Plant-3-Chengdu Recycled liner Supplier-2 moisture variance | Plant-3-Chengdu | VP Quality |
| Q-238 | Board warp 4.8mm vs <4.0mm spec | MAJOR | 15 | Corrugator wrap-arm control under-performing at Plant-3-Chengdu | Plant-3-Chengdu | Plant-3-Chengdu QA Mgr |
4-Week Execution Plan
Weekly focus & status
| Week | Dates | Focus / plan | Owner | Status |
|---|---|---|---|---|
| Week 1 | Jul 2026 1–7 | 8D containment for Q-241 — isolate affected lots, ship replacement | VP Quality | IN PROGRESS |
| Week 2 | Jul 2026 8–14 | Premium Litho-K3 qualification — submit Line Trial data package | Grace Wang (NPI Lead) | AT RISK |
| Week 3 | Jul 2026 15–21 | Root-cause CAPA closure for Q-238 at Plant-3-Chengdu | Plant-3-Chengdu QA Mgr | IN PROGRESS |
| Week 4 | Jul 2026 22–28 | Commercial recovery — price/volume negotiation to close attainment gap | Kevin Zhao (Account Mgr) | AT RISK |
Major Milestones
Upcoming commitments
| Milestone | Target | Owner | Status |
|---|---|---|---|
| Premium Litho-K3 → Line Trial sign-off | 2026-Q3 | NPI Lead | DELAYED |
| Q-241 corrective action verified | Jul 2026 21 | VP Quality | PENDING |
| Contract renewal — Renewal At Risk | 2026-09 | Account Manager | REVIEW |
| Sep 2026 volume commit (7,002 t plan) | Sep 2026 | Supply Planner | PLANNED |
Action Plans
Prioritised for the next 4 weeks
| Prio | Action | Owner | Impact | Due |
|---|---|---|---|---|
| P1 | Print registration drift (0.9mm vs <0.4mm spec) — Lot quarantine + supplier escalation | VP Quality · Kevin Zhao | RMB 2.8K claim exposure | Jul 07, 2026 |
| P1 | Recover Premium Litho-K3 (Export-KA2 internal schedule slip) | Grace Wang (NPI Lead) | RMB 28M/yr at risk | Jul 14, 2026 |
| P2 | Close CAPA for Board warp 4.8mm vs <4.0mm spec | Plant-3-Chengdu QA Mgr · Grace Wang | Plant-3-Chengdu root cause | Jul 21, 2026 |
| P2 | Lift OTIF to 97% — 5 late shipment(s) to clear | David Chen (Supply Planner) | OTIF 92.5% | Jul 14, 2026 |
| P2 | Close revenue attainment gap vs plan | Kevin Zhao (Account Mgr) | 89% attainment | Jul 28, 2026 |
| P3 | Reduce DSO — collect on RMB 80M AR | Helen Xu (Finance) | DSO 58 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.
- 2026-06-22Feedback· Quality DirectorGrace Wang
Escalated Q-241: Print registration drift (0.9mm vs <0.4mm spec). Customer requesting remediation plan & credit.
⚠ Relationship at risk — unresolved critical complaint
- 2026-06-18Visit· R&D LeadMia Liu
Premium Litho-K3 qualification review — customer wants Line Trial data before next window.
⚠ RMB 28M/yr hinges on this qualification
- 2026-06-14Call· Supply Chain ManagerGrace Wang
Complaint about 5 late shipment(s); expects OTIF recovery plan.
⚠ Fulfillment dissatisfaction building
- 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: Relationship at risk — unresolved critical complaint
- Sentiment signal: RMB 28M/yr hinges on this qualification
- Satisfaction decline: Score 3.6/5 — churn watch