In an effort to keep a major customer happy Auto Radiator Sales Corp. Buffalo NY tried something new: paper- rather than plastics-based packing materials to protect parts during shipment. The company soon discovered that the change saves them $36/year. That makes ARS every bit as happy as the customer. ARS is a full-service automotive heat exchanger company supplying radiators condensers heater cores evaporators and blower motors to the automotive aftermarket as well as original equipment manufacturers. The company's biggest customers are wholesale distributors. In turn they sell to radiator shops and service stations as well as to volume distributors such as Moog Automotive that supply NAPA Carquest and other auto parts stores. With manufacturing and distribution facilities in Buffalo and additional manufacturing capabilities in Mexico ARS ships thousands of heat exchanger components each month. About two years ago ARS started supplying General Motors with radiators a new foray into the OEM side of the business that the company hopes to see grow substantially. Early last year GM introduced new vendor packaging specifications requiring its component suppliers to use paper-based dunnage or void-fill material when packing parts for shipping. Created due to environmental concerns this new spec offered several alternatives to plastics-based packing systems. One is the use of flexible three-ply kraft paper which is folded or "crumpled" to provide needed cushioning and protection. With annual sales of $50 million ARS is a diverse company. Its GM contract accounts for less than five percent of its business. Nonetheless ARS was keenly interested in satisfying the auto maker's request for paper-based packaging.