Roundtable 1: Building the Market

Facilitator: David Malančuk

Discussion:

Share experiences, ideas and goals how can we build the community.

Inportant steps.

Participants:      

• Katharina Bliedtner (Visi Consult)
• Leonardo (Specto Solutions  RandD department)
• Philippe Aquino (Spectral Solution, Astro 34)
• Director TIA production – robo CT
• Timo Hichtec PTS (sales) x ray machines CT machines
• Anna Luisa Lopes - Portugal Streak Automation - integrate X-rays
• Gabriel  Herl – research, support Robots

How to introdruce new technology to academia sector?

• There is no wrong idea
• New technology come from academia, use case large scale system, much more automotive than now, help industry, keem to develop technology, simple way is not, colaboration in research, not sure approach to academia, university might be our customers, but industry more, money problem for academic sector, connect people, robots, service for research, new field XRD using robots, has to be developed, outsource research potencial business, for some cases we dont neet whole robots, just some equipments, bridge the gap, monorobotics, not whole systems, step by step
• Anna Luisa – fast, zero operator, safe, zero radiation – clients want – hard to build, robo ct interested doing reserach on robo ct, expensive

How to coordinate companies in promoting the new technology?

• Academia Good playground to approach – publications, grand, depends on target, money,
• Timo – test Frauhofer – see, test it, colaboration Frauhofer – at the end they buy it (demo labs)
• Gabriel – tell company that this is usefull
• Its is not optimal for you, but lets take together and optima lit for you
• Philippe – 50% sales is academia (rnd), 50% private sector
• New technology intodruce – always start with academia – strategy of handing – the champion customers (people who like our technology, great relationsship, change experiences, share information, this people do the businees, sprading the world, data to present, results, publish paper, not enought for industry, proove that it works, close cooperation, company has specific price list for academy, with special discount

How to create business opportunities and foster synergies among companies

• Timo – they have to product in the future or will have, like system, plug and play, functional, safe, fast. Why I should buy it?
• Philippe – food industry – high cost, Nestle want 0 defect, super high standard, price is not an issue, car – safety, batteries, cheap, fast, perfect
• The value is more important that price – we sell solutions, applications, provide solutions for industries
• Timo – you need technical guy – who like it, Guy who decide for money
• Gabriel – build trust – not so difficult as people think
• Dont promise for staff little bit of time – need time to work and repair, give solution
• Robo ct many use cases – relevant exicting technology (there is another technology)
• Philippe - innovations challenges, large company higher experts, company prepares themselves for innovations, company prepare the team for innovations to come, factory still have mindset for the old system, we fail for the first time, rather new challenge

Should a „Robotic CT Association“ be established?

• Philippe – we always try to make it independent, never work, have to manage it, they dont have time to do it, create comunity, people share and participate, exchange of experiences, important strategy
• What do you believe that association would do? Use it for communication for public and media, propagation of principal, regular meetings, not online only
• Philippe – event like this, discussions, ... Second Robo ct ? yes, we love it.
• money set up goverment money, europe, EU confederation, ask for money, sponzoring,
• Anna Luisa: willing the sponsor if they can share their product
• We need administrator: build comunity  
• New country next year (not privatize) build it