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British Closed Nuclear Centres Partnership |
Joint workshop organized by CNCP and ISTC on the commercialization of research developments: theory and practice, March 2007
A workshop on the commercialization of research developments was organized by CNCP and ISTC on 22 and 23 March 2007 in Moscow. Representatives of the nuclear cities of Russia, Kazakhstan, Uzbekistan, Belorussia and Armenia took part. Welcome speeches were given by Trevor Hayward, Deputy Programme Director, and Laura Schmidt-Williams, Deputy Executive Director of ISTC. Presentations included in-depth analyses of the prospects and possible ways that research developments might be commercialized. The speakers were Vladimir Sterekhov, Coordinator of the Nuclear Cities Projects, Rosatom ("General issues of commercialization process"), Patrick Gray, CNCP ("CNCP and commercialisation"), Konstanting Khomkin, Academy of National Economy at the Government of the RF ("Intellectual property and commercialization in Russia and CIS"), Nick Trigg, Rutherford Laboratory, Great Britain ("IP and commercialization in Britain), Christophe Trontin, CNCP ("Marketing and Sales"), Mark Alllington, CNCP ("Setting up and Maintaining Production in Small Enterprises"). The organisers maximised the effectiveness of the workshop by dividing it into four sections with 15-20 people in each. Every participant was able to talk about their problems, share experiences, and talk about the prospects for the commercialization of research developments. Discussions revealed that the greatest difficulties arise when a batch production is set up, since, as a rule, entrepreneurs require expensive high tech equipment for a lengthy time. Sometimes this equipment belongs to nuclear centres. Ways of solving these problems include the establishment of self-supporting units in the Institutes, setting up independent small companies which use equipment on a contractual basis, or the letting of non-core and spare equipment and premises. The establishment of batch production of purification equipment for drinking water in Uzbekistan was used as a case study. The supply of safe drinking water is one of the most important issues facing Middle Asia. It is a very pressing issue in Uzbekistan in particular as the country is the most populated in the area and a large number of its districts have very low quality surface water. In addition, the water is very hard and subject to pathogenic bacteria. The employees of the Institute of Nuclear Physics, Academy of sciences, Uzbekistan acquired considerable experience in the development of methods and production of equipment for the disinfection, desalination and purification of drinking water when they worked for the military authorities. Over the last decade a group from the Institute had tried to produce and sell purification equipment to nurseries, schools and medical institutions. Household and industrial equipment was tested in laboratories at Universities and foreign companies in Russia, the USA, South Korea, Malaysia, Singapore, and India. and patents were received in the majority of these countries. Unfortunately, a lack of experience in selling science-based technological products included a lack of marketing for the devices: single contracts were signed, and small batches exported. Since there was no seed capital fulfilling contracts took a long time, which did not suit customers. Thanks to financial support from CNCP, and direct help from experienced marketing specialist Christophe Trontin, a new approach was taken by INP. Market research was carried out in all 12 regions of the Republic, and the potential market identified, taking into account the buying capabilities of the local population and enterprises. This approach to marketing made it possible to select the four most beneficial models. These were: individual water disinfection devices IVK-1, water purifying systems for common use IVK-1-2, household filters FBK-1 and household water desalination devices FBK-3. The rest were rejected. A business plan and production schedule were also prepared on the basis of the market research. CNCP based a decision to fund the project "Establishment of a serial production and marketing of water purification devices in Uzbekistan" on this market research. According to the work plan, all the production equipment required for the manufacture of the purification equipment was obtained, and hygienic certificates received from the Ministry of health and State Standards Authorities. Training was provided to sales staff and regional representatives. Raw materials were purchased and trial batches manufactured for all types of products. In turn, INP transferred Central experimental shops, including machines and equipment and premises for assembly works, to the project. The project was successful in creating 42 new sustainable jobs including 34 for former defence specialists, as well as finding a solution to the drinking water problems faced by Uzbekistan. Following market research, a Business Plan is now being prepared for the funding of another Uzbekistan project "Production and marketing of silver nano-particle production devices and solutions". This project will create a further 15 new jobs.
Rashid Khaydarov |
