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Advanced Imaging Magazine

Updated: January 12th, 2011 09:49 AM CDT

How to Develop Business Opportunities

Strategies for finding new prospects in difficult times
Dynamis AB
Bin Picking is one of the most interesting opportunities in visionbased automation. In 2008, for example, Karlskoga, Sweden-based Dynamis AB, successfully introduced SensActive ™ technology for bin-picking applications.
Hofmann AMC
The goal of realizing additional business can be achieved in many different ways depending on your core business, customer base, competition and available budgets & resources. Opportunities can be grouped into three categories: Existing customer/new product, existing product/new customer and new product/new customer.
Baumer Gige camera
National Instruments module for camera link imaging processing
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By Holger Hofmann
AMC Hofmann

• If there is confirmed potential but no competition something must be wrong. Sometimes competition is not recognized because it is not a known competitor, but another technology or concept. Two competitors being present in all industries are “no budget” and “not enough return on investment”.

•Is there enough return on your R&D investments? Sometimes R&D is huge and target costs are too low to pay back investments within a reasonable timeframe.

Well settled with information of our markets, evaluation, based on the originally defined criteria can now be done. A decision matrix would be the engineers’ way to come to a decision. Here aspects of all departments have to be considered:

• Expected revenues, margin and profit

•Necessary investments for sales, marketing, R&D, infrastructure, service

• Return on investment

• Technical risks

• Influence of market entry date

• Cross selling opportunities, based on customers, markets, regions, technologies and products



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