A New Material for a Niche Product
An engineer at a global coatings company relied on Scopus, Elsevier's abstract and indexing database, to develop a new coating product that is expected to bring in a significant stream of new incremental revenue.
Creating a Product for a New Market
Louis Strong*, an engineer at an R&D-intensive global coatings company, wanted to develop a new coating product that could help penetrate a challenging niche market. To do so, he needed to search for materials that he could incorporate into the new product design that would satisfy – and even exceed – the needs of the potential customer base.
Discovering the Right Material for the Product
Strong turned to Scopus, Elsevier’s abstract and indexing database, and ran keyword searches that included terms such as the name of a potential additive that would enable the overall weight of the coating to be reduced, and therefore produced at a lower cost, and the names of analogous, pre-existing products to the one he wanted to develop.
I also found a published paper from the supplier that listed the test results on this product, and the paper also shared the chemical structures of how they developed the material, he explains.
That was so important – it allowed me to come up with a plan for how the material could fit into our new product.
With Scopus, I was able to download, print and quote the supplier’s information, including their paper’s conclusion section, and share it as part of a presentation to the management team. Louis Strong, Engineer, Global Coatings Company
Getting the Funds for Development
With Scopus, I was able to download, print and quote the supplier’s information, including their paper’s conclusion section, and share it as part of a presentation to the management team, Strong says. Because he could share such concrete details, the presentation won him the support of his managers – and the funds to start developing the new high performance product. Strong is optimistic that his research will enable his company to create relationships with untapped industries, and bring in a significant stream of new incremental revenue in a high-demand market segment at a competitive price.
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