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

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:

126

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

1 2

3

45

6

7

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



1 2

3

45

6

7

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

ng

Materials/Part Processing

Product/ Name BrandRetailer

End User

A A

B

Channel Partner Customer Segment

Key Partners Key ActivitiesValue Proposition

Customer RelationshipCustomer Segments



1 2

3

45

6

7

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



1 2

3

45

6

7

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

$200

hrs/year3 shifts (6000

hrs)

$ machining cost/yr

$ 1, 200, 000

$/hr machining

$100

hrs/year3 shifts (6000

hrs)

$ 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



1 2

3

45

6

7

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

site

•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

1

2


Customer Segments



1 2

3

45

6

7

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

site

•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

http://www.micro-lam.com/

http://microlam.wordpress.com/

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



1 2

3

45

6

7

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

Video

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

