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An Opportunity Outside of Our Normal Business

An Opportunity Outside of Our Normal Business. CEBI Spring Summit April 24, 2008 Doug Shull. Transmet’s Products and Markets. Rapidly solidified metal particulates Sales in energy industry alkaline battery fuel cell refinery catalysts reflective roofing low energy abrasive shot

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An Opportunity Outside of Our Normal Business

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  1. An Opportunity Outside of Our Normal Business CEBI Spring SummitApril 24, 2008 Doug Shull

  2. Transmet’s Products and Markets • Rapidly solidified metal particulates • Sales in energy industry • alkaline battery • fuel cell • refinery catalysts • reflective roofing • low energy abrasive shot • Harley parts

  3. Click here, Sound of a Harley Made In America Global Manufacturing Outsourcing Click here, Sound of a Harley Made Offshore

  4. Transmet’s Products and Markets • Fast Melt Introduction • Purchased new furnace • Melt rates not as promised • Operators complained • Issues lead to solution (video)

  5. Improvement 2006

  6. Dilemma • Should we pursue? • Solved a major problem • Doesn’t fit our typical business model • Outside core manufacturing focus • Our markets are typically energy applications • It fits if we redefine manufacturing • Marketing video required to illustrate to Board, advisors, lawyers and marketing discussions

  7. Intellectual Property • Patent considerations • Patent search revealed no conflicts and that a process patent is available over a formula patent • Countries, costs and sales potential studied • Trade secrets strategy vs. conflicts with patent publication • Patent risk – is it too obvious? • Used 2 law firms – one for patent work, other for business advice • Trade marking name decision delayed until marketing relationship is determined

  8. Going to the Market • Partnering versus “on our own” considerations • Use existing staff to get to market fast • Strength of a strong name and existing sales organization • Patent protection – strong organization a plus • How will the patent be protected. Marketing partner will not sue customers. • Finding a partner • Asking others in the industry • Online research of organizations • The approach/the response(Why didn’t I think of this?) • Alpha and Beta sites planned

  9. Implementation • Where we are today • Patents filed in US, Canada, Europe, Mexico, Brazil • Marketing company is requesting worldwide exclusivity • 22 Beta sites confirming melt rates • 2 Alpha sites confirming melt rates • Test sites concern with potential melt contamination, EPA MACT issues and user logistics for Fast Melt application • Alcoa environmental said no MACT issues, we want to test. (Marketing partner beta site) • BTU energy savings does not seem not drive use. • Reluctance to quickly purchase is surprising everyone. • Transmet energy savings and operational improvements continue after 2 years of use. Energy savings is approaching 28% now.

  10. Implementation • Increased melt rate is not enough for most • Energy savings is not enough ($0.003/lb) • Melt loss savings ($0.03/lb) is looking as the significant driver, but it will require a system sales approach • Patent to be awarded in US in 12-24 months • Investment is $150,000 (not including staff time) • Sales = $10,000 • All costs (including staff time) are allowable R&D tax credits

  11. Summary • We went looking for a solution and a product found us • Keep on the lookout for innovation opportunities – they’re sometimes in surprising places

  12. An Opportunity Outside of Our Normal Business CEBI Spring SummitApril 24, 2008 Doug Shull

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