Micro-lam tech-i-corps final presentation - 4

transcript

Technology Minute

http://www.youtube.com/watch?v=KOqCXpSK_gM

Hybrid technology utilizing an optical transparent diamond cutting tool coupled along with a laser source to machine hard & brittle

materials.

µ-LAM Tech.

Productivity

Quality

Tool Wear

The Benefits

Micro Laser Assisted Machining Technologies

Total Customers Met:

µ-LAM Tech. Team

Dr. John Patten, Ph.D, P.E., CMfgE Co-founder and Chief Scientific Officer of Micro-LAM Tech. LLC > 25 years precision machining experience

Dr. Deepak Ravindra, Ph.D. Co-founder and Chief Technical Officer of Micro-LAM Tech. LLC Conducts R & D on the μ-LAM process for a wide range of ceramics,

semiconductors & metals

Mr. Tom Gross, MSME, MBA > 25 years manufacturing startups & consulting Serial Entrepreneur

Micro Laser Assisted Machining Technologies LLC

Notes: - Team collectively working together over 10 years

Dr. John PattenPrincipal Investigator

Dr. Deepak RavindraEntrepreneurial Lead

Mr. Tom GrossI-Corps Mentor

Business Model Canvas – Version 1

Key Partners Key Activities Value PropositionCustomer RelationshipCustomer Segments

Key Resources Channels

Cost Structure Revenue Streams

89• Personnel • Lab & Assemble Space• Equipment • Tools & Supplies• Marketing & Travel

• Optics Mfg. • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities

• R & D • Robust System Devlp.• Product Demo• Awareness/Marketing• www (find customers)• IP Validation

• On-site Training • Customer Survey• Courtesy Calls/Mails• Tech. Support • Warranty• Yearly Brochure

• μ-LAM System Sales• Parts Sales• IP Licensing• Custom Process Development • Gov. & Private Funding

• Company Website• Trade Shows• Conferences• Publications • Demo Video/s

• Novel Technology• IP (Patents) • Scientific Evidence• Publications• Partners

• Optics Industry• Semiconductor Ind. • Diamond Tooling• Fiber Optics • Laser Industry• Advance Ceramics• Government Agen.• Academia • Medical/Dental

• ↑ Material Rem. Rate• ↑ Product Quality • ↓ Tool Wear • ↓ Fracture

• Easily Adaptable • Add-on Accessory• Multiple Apps. • Multiple Configs.

• ~1 yr payback

BMC – Version 1: Value Proposition

Key Partners Key Activities Value PropositionCustomer RelationshipCustomer Segments

89• Personnel • Lab & Assemble Space• Equipment • Tools & Supplies• Marketing & Travel

• Optics Mfg. • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities

• μ-LAM System Sales• Parts Sales• IP Licensing• Custom Process Development • Gov. & Private Funding

• Company Website• Trade Shows• Conferences• Publications • Demo Video/s

• Novel Technology• IP (Patents) • Scientific Evidence• Publications• Partners

• Optics Industry• Semiconductor Ind. • Diamond Tooling• Fiber Optics • Laser Industry• Advance Ceramics• Government Agen.• Academia • Medical/Dental

• ↑ Material Removal Rate• ↑ Product Quality • ↓ Tool Wear • ↓ Fracture

• Easily Adaptable • Add-on Accessory• Multiple Apps. • Multiple Configs.

• ~1 yr payback

μ-LAM Demo

• If your actual product is too big or not portable, get a miniature replica

• Visual demo vital to get customer's attention

• Engineers were able to relate to demo better than images

• Non-technical people understood the technology better with demo

The Science

Current Market Size (based on our customer segments)

Total Addressable Market (~ $90 B) Semiconductor ($75B) Adv. Ceramics ($10.5B) Ceramic/Optics Mfg. ($4.5B)

Served Addressable Market: (~ $4.5 B) OEM machine tools for diamond turning,

milling, drilling, etc.

Target Market (~ $240 M) Fabrication and manufacturing (turning

~60%, drilling ~10%, milling ~10%, dicing ~10% & scribing ~10%)

TAM ~ $90 bil.

SAM ~ $4.5 bil.

TM ~$240 mil.

Current Strategy: • Pursuing ‘Target Market’ to build well reputed brand name• Develop new version of μ-LAM systems for milling, drilling and dicing/scribing Future Strategy: • To partner with OEM Machine tool company • OEM to offer μ-LAM system to customers as an add-on accessory for new/existing machines

Industry Model – Ecosystem Map

µ-LAMOEM

Machine Tools

Component Manufacturi

Materials/Part Processing

Product/ Name BrandRetailer

End User

Channel Partner Customer Segment

Key Partners Key ActivitiesValue Proposition

Customer RelationshipCustomer Segments

89• Personnel • Lab & Assemble Space• Custom Development – Pre-customers• Equipment • Tools & Supplies• Marketing & Travel

• Optics comp. Suppliers • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities•Laser Manufacturers• Materials Comp.•National Lab Grp. ?

• μ-LAM System Sales/ Lease?? (bankers?)*• Parts Sales – Diamond Tooling• IP Licensing• Custom Process Development • Gov. & Private Funding

• Company Website• Conferences• Publications • Demo Video/s• * On-site demo• Miniature Replica!

•Trade Shows (future)

• Novel Technology• IP (Patents) ~10 Prov. Pat. App. • Scientific Evidence• Publications• Partners

• Optics Industry• Semiconductor Ind.•Diamond Turn. Mch.• Machine tool OEM’s • Diamond Tooling• Fiber Optics • Laser Industry• Advance Ceramics• Government Agen.• Academia ??• Medical/Dental• Drilling Inds. • Scribing & dicing• Tribology

• Ability to make/mfg. product faster• Reduce direct mfg. cost• Improve Product Quality • Reduce Tool Cost • ↓ Fracture/ Cracks • ↓ ↓ µLAM Cost• Easily Adaptable • Add-on Accessory• Multiple Flex Apps. Multiple Configs.• New product opp. for customers•Line of packages (varying $$)?• ~ accommodate any payback period

* Secondary

Key Partners Key ActivitiesValue Proposition

Customer RelationshipCustomer Segments

89• Personnel • Lab & Assemble Space• Custom Development – Pre-customers• Equipment • Tools & Supplies• Marketing & Travel

• Optics comp. Suppliers • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities•Laser Manufacturers• Materials Comp.•National Lab Grp. ?

• Company Website• Conferences• Publications • Demo Video/s• * On-site demo• Miniature Replica!

•Trade Shows (future)

• Novel Technology• IP (Patents) ~10 Prov. Pat. App. • Scientific Evidence• Publications• Partners

• Optics Industry• Semiconductor Ind.•Diamond Turn. Mch.• Machine tool OEM’s • Diamond Tooling• Fiber Optics • Laser Industry• Advance Ceramics• Government Agen.• Academia ??• Medical/Dental• Drilling Inds. • Scribing & dicing• Tribology

• Ability to make/mfg. product faster• Reduce direct mfg. cost• Improve Product Quality • Reduce Tool Cost • ↓ Fracture/ Cracks • ↓ ↓ µLAM Cost• Easily Adaptable • Add-on Accessory• Multiple Flex Apps. Multiple Configs.• New product opp. for customers•Line of packages (varying $$)?• ~ accommodate any payback period

* Secondary

BMC – Version 4: Customer Segments Evolution

Testing at Industrial Partner Site

This was a HUGE step from academia (lab) to industry

Team @ II-VI Inc. Micro-LAM & II-VI Team

µ-LAM Setup on DTM - Industry

Job Well Done !!!

µ-LAM Setup on UMT - Lab

Hypothesis Testing: Value & Savings for Optics Manufacturer

$/hr machining

hrs/year3 shifts (6000

$ machining cost/yr

$ 1, 200, 000

$/hr machining

hrs/year3 shifts (6000

$ machining cost/yr

$ 600, 000

(1) Machining Time (Productivity)/ year:Current Process

With μ-LAM

$600k (savings)

Total Savings$ 600, 000 Per Year

Key Partners Key ActivitiesValue PropositionCustomer Relationship

Customer Segments

89• Personnel • Lab & Assemble Space• Getting Customers – Pre-customers• Equipment • Tools & Supplies• Marketing & Travel

• Optics comp. Suppliers • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities•Laser Manufacturers• Materials Comp.•National Lab Grp.

• R & D • Robust System Devlp.• Product Demo• Awareness/Marketing•IP Validation•Get/Meet Customers• Testing @ their

•On-line/Soc. Media/Blog•Integrated Mrkt. •On-site Training • Customer Survey• Courtesy Calls/Mails• Tech. Support • Warranty• Yearly Brochure/Innov.

•OEM Mach. Mfg. •Company Website• Conferences• Publications • Demo Video/s• * On-site demo• Miniature Replica!•Trade Shows (future)

• Novel Technology• IP (Patents) ~10 Prov. Pat. App. • Scientific Evidence• Publications• Partners •Optics•Semiconductor

•Investors/AI’s•Partners

• Manufacture product faster• Reduce mfg. cost• Improve product quality • Reduce tooling cost

•Increased Process Apps.

• Optics: lenses, mirrors, windows•Semiconductor: Si & SiC machining •Advanced Ceramics: CVD- SiC parts •Printing: roll-to-roll

Channel - OEM Machine Tool Manufacturers & Direct Sales

OEM Machine Tool

Manufacturers

Manufacturers:• Optics• Semiconductors• Advanced

Ceramics

Precitech, Moore Nanotech.,Swistek, Mitsubishi, etc.

Direct/ Wholesale

Subsidiary Branches•> 20 worldwide (50

Mach.) Equip. ~ $ 10 mil.

Tools ~ $ 12 mil./year

Ex: II-VI Inc. (Parent Comp.)

• > 15, 000 existing machines

~ $2.25 bil.• > 200 new machines

/year Equip.~ $30 mil./year Tools ~ $20 mil./year

Industry Partners•> 50 worldwide (100’s Machines)

Equip. ~ $ 20 mil. Tools ~ $ 25 mil./year

Customer Segments

89• Personnel • Lab & Assemble Space• Getting Customers – Pre-customers• Equipment • Tools & Supplies• Marketing & Travel

• Optics comp. Suppliers • Semiconductor Mfg. • Diamond Turning• Tooling Suppliers• Fiber Suppliers• Tribology • Foundations• Universities•Laser Manufacturers• Materials Comp.•National Lab Grp.

• R & D • Robust System Devlp.• Product Demo• Awareness/Marketing•IP Validation•Get/Meet Customers• Testing @ their

•On-line/Soc. Media/Blog•Integrated Mrkt. •On-site Training • Customer Survey• Courtesy Calls/Mails• Tech. Support • Warranty• Yearly Brochure/Innov.

• Novel Technology• IP (Patents) ~10 Prov. Pat. App. • Scientific Evidence• Publications• Partners •Optics•Semiconductor

•Investors/AI’s•Partners

• Manufacture product faster• Reduce mfg. cost• Improve product quality • Reduce tooling cost

•Increased Process Apps.

• Optics: lenses, mirrors, windows•Semiconductor: Si & SiC machining •Advanced Ceramics: CVD- SiC parts •Printing: roll-to-roll

•OEM Mach. Mfg. •Company Website• Conferences• Publications • Demo Video/s• * On-site demo• Miniature Replica!•Trade Shows (future)

Current Integrated Marketing Activities Cheap

Expensive

•Trade shows•Tech. Exhibt.

•Conferences•Tech. Present.•Seminar•Group Events

•Magazines•Brochure•Catalog•Yellow Pages

•Publications•Website Info•Social Media•Blog•Newsletter

•Cust. Discovery•Visit/Meet•Calls•E-mails (follow-up)

•Trade Show (as an attendee/not participant)•Conferences•Group events•Customer/partner referrals

Follow us: • Website: www.micro-lam.com

• Blog: http://microlam.wordpress.com/

@microlamtech

Micro Laser Assisted Machining Technologies, LLC

Unique ExperiencesApplied Materials (AMAT)

No appointment in March, called the security Got in touch with the Director of Engineering Had conference call with key people at AMAT May 21st, “red-carpet” at AMAT Will introduce us to their suppliers

Applied Ceramics Could not get contact Sales chat for big order to get a contact Got contact and visited facility Turned-out to be AMAT’s supplier

II-VI Incorporated Tested at their site Dedicated a team of 8 for us Figured that faster is better! To refine product for next round of testing in summer II-VI to bring in key partners for official demo soon

Business Model Canvas: Current Version

Customer Segments

89• Personnel • Lab & Assembly Space• Customer Acquisition & Travel • Equipment, Tools & Supplies

• Optical Comp. SupplierLaser & Defense Optics

•Diamond Tooling Suppliers

•Lasers & Laser Component Suppliers

• R & D / Engineering

•Process Development

•Mfg./Assembly

•Integrated Mrkt. Plan

•After Sales Support

•Educational Seminars

• Functional Demo @ our site

• μ-LAM Equip. Sales• Parts Sales – Diamond Tooling, Beam Delivery, Lasers• IP Licensing• Engineering Services

•OEM Mach. Mfg.

•Direct/Wholesale

• After market re-man.

• Tooling Mfg.

•IP (Patents)

•People – μ-LAM team

•Trade Secrets

•University Support

• Optics: lenses, mirrors & windows fabrication

•Semiconductor & PV processing

•Advanced Ceramics manufacturing

•Roll Fabrication: gravure printing & cereal making

• Manufacture Product Faster

• Reduce MFG Cost

• Improve Product Quality

• Reduce Tooling Cost .

•Increase Capabilities for End-user

What’s next? (6-12 months)

• SBIR Phase-I starts July 1st, 2012

• MVP Development

• Joint Process Agreement with strategic channel partners

• Process development validation for customer segments

• Raise $ 1 mil. in capital

• Assemble & expand core team and boards

• SBIR Phase-II, 2013

µ-LAM Tech.Micro Laser Assisted Machining Technologies

http://www.youtube.com/watch?v=LmMLREQ-Jeo