2011 number 3 autumn THEME: END-USER MARKETING GEOSYNTHETICS / ADVANCED COMPOSITES

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1 2011 number 3 autumn THEME: END-USER MARKETING GEOSYNTHETICS / ADVANCED COMPOSITES

2 TenCate business model connected through end-user marketing txtures 3 - autumn 2011 The company Royal Ten Cate (TenCate) is a multinational company which combines textile technology with chemical processes in the development and production of functional materials. Cost-effective applications (product-market-technology combinations) which focus on growth markets have been or will be created around this technological base. TenCate materials are used mainly for personal safety and for the protection of the living and working environment; modernization of equipment used by the armed forces, fire fighters and police; space and aerospace (lower fuel costs due to lighter materials); water management, infrastructure and care for the environment; and industrial applications. txtures 3 The theme (Connected through) end-user marketing occupies a central role in txtures This 48-page autumn edition of txtures includes articles about: End-user marketing TenCate Geosynthetics 4 End-user marketing TenCate Advanced Composites 10 TenCate in Thailand 16 Open Innovation Centre for Advanced Materials 18 Results for first half of the background 24 Inkjet technology at speed 28 New solutions for ballistic threats 32 Torsion box for Airbus 34 TenCate and the end-user TenCate supplies, develops and produces solution-oriented concepts (materials, modules and systems). The aim of the company strategy is to make customers aware of these concepts and their advantages through end-user marketing. TenCate wants to be connected with end-users through end-user marketing in order to know what motivates them and what specifications and demands they impose on materials and systems. TenCate develops and produces functional materials and focuses on worldwide trends in the areas of safety / protection and sustainability / environment, and related issues. The company seeks to lead in offering sustainable solutions to complex problems concerning personal protection and the protection of the personal environment. The end-user marketing of TenCate Geosynthetics and TenCate Advanced Composites is the focal point of txtures 3. Both groups are important players in world markets, where environmental effects and sustainability are playing an increasingly significant role. 2 txtures number 3 autumn 2011

3 Production of geosynthetics at the facility in Nijverdal 3

4 TenCate business model connected through end-user marketing TenCate Geosynthetics Strengthening and supporting TenCate Geosynthetics produces wovens (woven materials), non-wovens (fleeces) and grids in the United States, the Netherlands, Malaysia and China. These are supplied worldwide and applied in infrastructure, civil engineering, the building trade, and the environment sector. The market group is divided into four business units: separation & filtration (non-wovens), reinforcement & paving (fabrics, grids and non-wovens), water & environment and industrial fabrics. Examples of applications are motorway and railway installations, reinforced retaining walls and slopes (mechanically stabilized earth), erosion control and bank protection, waste processing, water management and the monitoring of vital structures such as water basins. Geosynthetics are part of the total construction. Although they are nearly always out of sight, they perform an important supporting and strengthening function and therefore have functional added value. Often the materials must satisfy national and/or international norms or standards. That s why the group works according to a solution-oriented systems approach Functional added value Within the framework of end-user marketing, TenCate Geosynthetics is seeking not only reinforcement of its position in the project market, but also local cooperation with partners in emerging markets and a stronger position in green construction. In the United States and South America, TenCate is pursuing a pull-through strategy that targets end-users with technical support and promotion. In this respect the engineering business manager is devoting his efforts to getting specifications established with end-users and influencers in the project design chain. Civil engineers, executing agencies and contractors can also obtain technical advice and support regarding the use of geosynthetics. TenCate s technical specialists know how to translate a basic design into materials and characteristics. Presence The biggest markets are Asia, the United States and - on the European scale - France, Germany, Scandinavia and the United Kingdom. China, India and South America are emerging markets as far as the use of geosynthetics is concerned. No other geosynthetics provider rivals TenCate in terms of worldwide presence. Local presence means that the sales personnel speak the local language and are familiar with the culture, which often proves advantageous for TenCate. Although in a large majority of cases, product (specification) and price are the assessment criteria, a contract is also awarded on the basis of tender acceptance ( know and award ) and reference projects. Geosynthetics is still a growth market in Asia and South America. TenCate Geosynthetics is working to strengthen its position in this rapidly growing region, partly through the acquisition of geosynthetics activities by Emas Kiara in Malaysia. This applies especially to applications in environmental and infrastructural projects and water management. Efforts in the field of (end-user) marketing have also been intensified in Central America, with TenCate seeking cooperation with local partners in emerging markets. Diversity of end-users The four business units of TenCate Geosynthetics serve a diversity of customers and end-users, including landowners, project developers (commercial and house building) and distributors, contractors, power companies, the mining industry, Continued on page 7 4 txtures number 3 autumn 2011

5 TenCate geosynthetics are used for example in the construction of railways, where they have a major supporting and strengthening function, such as ground reinforcement. 5

6 TenCate business model connected through end-user marketing TenCate GeosyntheticS 6 txtures number 3 autumn 2011

7 Continued from page 5 specification writers, and government bodies such as the Public Works Department, the Federal Highway Administration and the US Army Corps of Engineers. The main customers of, in particular, the business units separation & filtration and reinforcement & paving are distributors. They supply contractors and building sites with a wide range of materials and also keep materials in stock. Where it s a case of large projects with significant volumes, the contractor as end-user directly approaches the producer (for instance TenCate). Efforts are being made to strengthen the position in the project market through alliances. Major projects are frequently cross-border in character, explains Jan-Willem Heezen, marketing director industrial fabrics within the group. A project using geosynthetics in Poland may well involve a German designer, with the work being carried out by a Spanish contractor. System partners The application of TenCate Geotube systems is usually implemented in cooperation with system partners. Introducing and marketing more complex system solutions of this kind can be accelerated through partnerships. TenCate has preferred partners within each geographical region, and here government authorities are the end-users. In addition a distinction should be made between dewatering (the dewatering and filtering of sludge) and marine (structures such as breakwaters and land reclamation). One of TenCate s partners is Ashland Hercules Water Technologies, which supplies polymers for water management with TenCate Geotube. Roctest, the world s biggest manufacturer of glass-fibre sensors for civil-technological engineering applications, is system partner in the application of TenCate GeoDetect. This is a monitoring system based on TenCate fabrics for vital constructions (dykes, embankments slopes, basins etc.). Continued on page 8 TenCate geosynthetics are used in the construction of a basin for water storage. Eventually they will be com - pletely hidden from view, but as part of the overall construction, they have an essential functional added value. 7

8 TenCate business model connected through end-user marketing TenCate GeosyntheticS Continued from page 7 Functionalities As a rule customers and end-users are not interested in a product but in the solution to their problem, says John Henderson (senior vice-president TenCate Geosynthetics North America). They also expect high-quality functional materials that are both light and strong for a competitive price. They are typically willing to pay a higher price for a product as long as the total solution offered is the best solution for their circumstances. The quality is guaranteed by ISO certification, CE marking and internal quality controls. Functionalities usually relate to the strength, the thickness / weight and shrinkage / elasticity ratios in products, filtration, reinforcement and separation (for example, of sand and gravel). The functionalities are determined in talks with contractors and owners. Generally speaking, although the contractor and government authorities as well as the designer are approached, the focus is on the specification writer. When it comes to environmental and infrastructural projects, for example, this is often the design bureau. TenCate endeavours to get its materials prescribed (specified) by government authorities and local customers via the specifications. The more TenCate succeeds in this respect, the more the distributor benefits. Contact There is regular contact with the end-user. This can be through a home visit, at trade fairs or through support in the design phase. In addition TenCate Geosynthetics organizes road shows, conferences, field demos (application of materials and systems in practice) and workshops. Moreover, information is provided on the website, in trade journals, and via YouTube, where video clips highlight solutions using TenCate geosynthetics. Many end-users are also present at technical conferences, such as those organized in the United States by the Transportation Research Board. These contacts contribute to the increased visibility of TenCate in the markets and, where possible, this happens in collaboration with the network of dealers and sales people. Strong brand names TenCate Nicolon is still recognized as an exceptionally strong brand by customers and end-users in industrial fabrics worldwide. In the mushroom industry you buy a TenCate Nicolon growing or pulling net, says Jan- Willem Heezen, while in the sugar processing industry sugar beet are covered with a TenCate TopTex fleece. The same brand recognition applies to TenCate Polyfelt and TenCate In the context of end-use marketing strong brand names are expressly linked to the TenCate corporate brand name. In their markets TenCate Nicolon, TenCate MirafiUnivers and TenCate Geolon are widely known by customers and end-users. 8 txtures number 3 autumn 2011

9 Bidim. In the United States most customers and end-users know TenCate via the brand names TenCate Geotube and TenCate Mirafi. Within the framework of end-user marketing these strong brands are expressly coupled with the corporate brand name TenCate. CO 2 footprint Environmental effects and sustainability are playing an increasingly important role in the markets of TenCate Geosynthetics, and sustainable building and the positive environmental aspects of geosynthetics are attracting growing attention. Environmental aspects are therefore more explicitly handled in the design and specifications as well as in the marketing. The application of geosynthetics has positive environmental affects. For example, materials available locally (sand, sediment) can be utilized. Unlike traditional materials such as concrete, stone and steel, these do not have to be brought in from elsewhere. As a rule land reclamation can be accomplished with considerably less dredging work. This has a positive influence on the CO 2 footprint of a project. Sustainability There are regional differences. In the United States there is already a lot of buzz around sustainability, and aspects such as environment and sustainability are becoming a requirement to do business rather than differentiating factors. In TenCate MiraGreen D, TenCate has a recycled non-woven for drainage purposes. In South America the realization of environmental clean-up demands has become more prevalent, and increasingly environmental projects are being initiated. This applies particularly in the more developed countries, such as Brazil and Chile, explains John Henderson. Brazil is on the eve of major events such as the Olympic Games and the World Cup, and is under pressure to tackle environmental pollution and clean it up. The terms sustainability and carbon footprint have already entered the language at European level, while sustainable purchasing is hot with government authorities. A calculator has been developed for TenCate Geotube that computes the environmental benefit per application. This is available on request. Storage of TenCate geosynthetics at the facility in Bezons (France). 9

10 TenCate business model connected through end-user marketing TenCate Advanced Composites Airworthy composites TenCate Advanced Composites (Space & Aerospace Composites and Industrial Composites) develops and manufactures in the United States and Europe advanced composite materials, compounds and systems for the space and aerospace industry and for industrial applications, including automotive and industrial components, and applications for energy extraction. The group is a global player in the space and aerospace sector, while now there are also opportunities for the application of composite materials in areas such as the automotive industry and oil and gas extraction. Composite materials from TenCate are used in, among other things, parts of the skin, the supporting framework of solar cells, antennas, the communication dishes and heat shields of satellites and space exploration craft. Continued on page txtures number 3 autumn 2011

11 11

12 TenCate business model connected through end-user marketing TenCate Advanced Composites Continued from page 10 TenCate Advanced Composites develops and manufactures both thermoplastic and thermoset composite materials. A thermoplastic is a fibre-reinforced plastic that becomes soft when heated and can then be easily moulded into the right shape. The characteristics of thermoplastics include low production costs, resistance to fire and toxic smoke, unlimited and non-conditioned storage, and increased toughness. Thermoplastics are applied in the aircraft industry, but are still restricted in high-load-bearing aircraft parts. In principle all thermoplastics are recyclable. A thermoset stays hard and finally disintegrates when heated. Thermoset composite materials can withstand extreme temperatures, are tremendously strong and low in weight. Thermoset composites are applied mainly in the military aviation sector and the space industry. Advanced (thermoplastic) composites from TenCate TenCate Cetex and TenCate Thermo-Lite are applied especially in the space and aerospace sector. Examples include components for commercial and military aircraft, business jets such as Gulfstream and Cirrus, satellites, and space reconnaissance vehicles such as the Phoenix Mars Lander. Thermoplastic composites are being used increasingly frequently in the aircraft industry, where they are replacing traditional materials such as aluminium. In the value chain TenCate s major customers in civil aviation are the original equipment manufacturers (OEMs) Airbus and Boeing, followed by Embraer and directly related suppliers. These are the tier 1 partners (suppliers of systems). TenCate Advanced Composites belongs to tiers 2 and 3 (suppliers of parts and components) and to the suppliers of composite material, a preceding link in the value chain. They obtain their raw materials from the producers of resins, polymers and fibres. The end-users are aircraft buyers: in civil aviation the aircraft companies, in the military sector the defence industry. When it comes to end-user marketing, TenCate targets OEMs, the so-called specifying body. 12 txtures number 3 autumn 2011

13 Working and developing together TenCate already collaborates a good deal with Fokker Aerostructures (tier 1), for example in the case of Gulfstream aircraft. The company is also involved as technology partner in the development of materials and in their application in the design of new generations of aircraft. Examples include development consortia such as TAPAS (including Airbus) and TPRC (including Boeing). A multi-year agreement has recently been signed with Toray Industries for the delivery of carbon fibre for the production of TenCate Cetex RTL (reinforced thermoplastic laminate) composite materials. Continuous fibre-reinforced thermoplastics are the primary specialty of TenCate Advanced Composites. Continuity in the supply of materials and components is a positive indication for customers. OEMs constantly monitor the developments cropping up in the supply chain, explains Group Director Dave Clarke. Delay in aircraft building is often caused by delays in the chain. OEMs consider it important that a supplier such as Toray is right behind TenCate. Customers and applications Safety and reliability are paramount in the aircraft and space industries. All materials must continue to perform under the most extreme conditions. However, product specifications and demands differ according to customer and application. In commercial aircraft building it s primarily a question of low weight, high strength and impact rigidity. When it comes to interior applications, requirements concerning low weight and fire-resistance go hand in hand with aesthetic aspects. Radome producers require non-conducting composites. And whereas electrical transparency is important in the communication market, rigidity, outgassing and temperature performance are what chiefly count in the space sector. Outgassing relates to the discharge of gases or solvents in the production environment of In addition to their use in the space and aerospace industry, and in advanced armour, priority is given to the development of new applications for composite materials. One example of this is composite materials for use in the medical sector (X-ray tables). satellite structures and must be as low as possible. The temperature is extremely high close to the Sun, but very low in space. These huge differences in temperature demand dimensional stability. Furthermore, considerable costs are involved in a mission to a planet such as Mars, so, when it comes to choice of material, compromise is out of the question. Investment and training TenCate Advanced Composites responds to these demands by investing in R&D, in the most advanced production resources, and in highly trained employees. The group has a broad range of specialist products, has carbon-fibre-free chambers at its disposal at the Morgan Hill facility, operates with short delivery times and offers excellent technical service. So customers choose composite materials from TenCate on the basis of quality, reliability and continuity. In the United States, TenCate Space Composites leads the field in composite materials for satellite programmes. Replacement and sustainability Thermoplastic composites are rapidly gaining an important position in a rising number of primary aircraft applications, such as the fuselage and wings. There is also demand for these materials for secondary applications, such as interiors. To an increasing extent they are replacing traditional materials such as aluminium. This is understandable: they contribute to significant weight reduction, which means lower fuel consumption. More passengers can be transported over greater distances at a lower cost. This has an effect, for example, on the number of stopovers for refuelling that have to be made during long-haul flights. Use of composites extends the life span of an aircraft. If the whole body is made of composite, passenger comfort increases because air pressure and air humidity can be raised. With the TenCate Cetex product line, Space & Aerospace Composites continues to focus on the market for large commercial aircraft and regional jet aircraft. However, TenCate aims to increase focus on materials and components for primary and secondary structures. Continued on page 14 13

14 TenCate business model connected through end-user marketing TenCate Advanced Composites Continued from page 13 As supplier of materials for Airbus and Boeing, TenCate has excellent references, and now there are also direct contacts with the supply chain managers, the purchasing managers and the decision makers at engineering level. Visibility in the markets is being further increased through participation in trade fairs, articles in trade magazines, web-based marketing and targeted sales representation. The Aerospace Selector Guide is a practical and convenient guide on the TenCate website that shows what materials are being developed and produced. Production of advanced composite materials at TenCate Advanced Composites in Nijverdal Shift and improvement The industry is now faced with the challenge of producing more aircraft and lighter parts while maintaining quality and reducing the cost price. The answer is the automization of production processes (through robotization and simulation) and innovation in materials, which can lead to improved productivity and innovative materials. The strategy of TenCate Advanced Composites is focused on a new generation of TenCate Cetex thermoplastic composites that are suitable for automated volume production. This leads to more efficient processes (cost efficiency), new composite architectures (product differentiation) and improved temperature performance (innovation). The industrialization in aviation has a positive side effect. This development makes these materials also suitable for application in the automotive industry, where automated and robot-based production is already a condition. And here too the desire for weight reduction is growing. Toray Industries develops carbon fibre for use in this industry. In the near future TenCate Advanced Composites, together with Toray, is going to carry out research into market-product development in thermoplastic composites for applications in the automotive industry, says Frank Meurs (director TenCate Advanced Composites EMEA). The two are going to cooperate with a view to accelerating the pace of market introduction of new materials and processing technologies. Materials and production processes The above developments are in line with the TenCate strategy to grow strongly in this area through its leading technological position. A technology pull from the automotive industry is clearly noticeable. We develop high-grade composite materials that offer the end-user advantages, says Nick Tiffin (director sales & marketing Aerospace). For example, welded structures are possible with thermoplastic composites, and this ensures both a better connection and a reduction in the traditionally high costs. Increasing name recognition and visibility is also receiving serious attention. No longer is TenCate an unknown quantity to OEMs. Industrial applications In addition to the applications for space, aero space and antiballistics (personal protection and vehicle armour), priority is currently being given to the development of new applications for composite materials. In the past TenCate has successfully capitalized on specific requests, and a relatively small part of the turnover has been realized in industrial applications. For example, TenCate produces materials for a top-quality brand of racing bicycle. Its own companies too, such as Xennia Technology, use composites in components for industrial inkjet printing machines. Besides the automotive sector, attention is focused predominantly on applications for wind energy, oil and gas extraction, high-end sports applications, the medical sector, mechanical engineering and construction. For various reasons there is a strong motivation in these sectors to search for new materials. Material of the future In the case of mechanical engineering, it means the manufacture of lighter and stiffer moving parts, a higher degree of precision, and lighter driving mechanisms to enable increased performance and decreased energy consumption. The size of wind turbine blades is increasing 14 txtures number 3 autumn 2011

15 in order to boost turbine output, and this imposes new demands on materials. Because of the increased weight, approximately 10% of the blades are lost through breakage or damage during the installation of blades on turbines. In the oil industry, the pipes must be lighter when oil is being extracted at greater depths. In short, composites are the material of the future. For this reason many development projects have now been initiated, and the goal is to realize a substantial turnover in indus trial applications within five years. Here the end-user marketing targets mainly designers, materials experts and companies in the chain that process these composites into end products. The question of persuading end-users and OEMs is diminishing: the need clearly exists! The reason customers opt for composite materials from TenCate is based on their quality, reliability and continuity. 15

16 Safety / Protection TenCate Union-Protective Fabrics in growing market TenCate in Thailand TenCate has had a manufacturing plant in Thailand for the production of fabrics for workwear since August This joint venture is the first activity of a non-asian company making protective materials for clothing in the emerging Asian markets. There is now a growing need for protective workwear in this region, where the focus is increasingly on safety at the workplace. Local expansion of production fits in with TenCate s aims to achieve global market leadership in its core markets. In August 2008 TenCate opened a manufacturing plant in Thailand: TenCate - Union Protective Fabrics Asia Ltd. This is a joint venture with Union Textile Industries Public Company Limited. The company is located in the Samutprakan district, about 40 kilometres south of Bangkok, and employs two hundred and twenty people. It was designed for the production of fabrics for workwear. Many of TenCate s customers have production facilities in Asia and local supplies through the joint venture result in cost savings and logistic advantages. The focus is on Asia, where the garment makers and distributors who are already established here supply their products mainly to Europe-based customers. A smaller number of end-users are in Asia itself. Customer and end-user The customer base currently consists of the makers of workwear and safety clothing. The fabrics are also promoted among end-users and distributors. In some cases fabrics are delivered directly to fabric traders in Europe. When it comes to industrial applications (workwear uniforms) and rental laundries, the end-users are principally in Europe, while the focus for safety wear is on the petrochemical industry and oil refineries in Asia. Customers in the workwear sector require short lead times, a good price-quality ratio and, above all, reliability of quality and supply. It is the special features of the fabric that are creating the demand for safety wear. The possibility of combining shorter lead times with consistency and reliability of product quality will open up great opportunities in the Asian end-user market for safety wear. Product portfolio TenCate - Union Protective Fabrics has been in operation for three years, during which time it has been entirely profitable. At the beginning, however, things were anything but easy. Firstly, the economic slowdown had a major impact on both production volumes and margins and, secondly, the product portfolio was based only on workwear products. However, the successful launch of a range of Pyrovatex (flame-resistant) cotton products was able to produce a turnaround in the situation. In addition, the product list was narrowed down to focus only on new volume products, in order to secure the leading and profitable position in workwear items. This two-pronged strategy, implemented, under the leadership of Gert Jan Engbers (chief executive officer in Thailand), has borne fruit. The joint venture has been profitable since the second half of Certification Current activities include dyeing and finishing, for the production of safety wear fabrics. The company has recently obtained certification for the Asian market. We have a nice product line of flame-retardant finished fabrics, Gert Jan Engbers tells us. We produce between 150,000 and 200,000 metres of this each month. For the inherent safety wear range we are now studying opportunities to spin and weave our safety wear fabrics, such as TenCate Tecasafe Plus, in the region in future. Currently the basic fabric is imported from the TenCate Protective Fabrics plants in Georgia (USA). Developments in R&D also come from the US. For the time being the products developed for the North American market perfectly suit the needs of end-users in our region. Need for safety Asia itself is an emerging market for safety fabrics. There is an increasing interest in protective workwear and safety in the Asian work environment. The disaster involving the BP oil rig and the tsunami in Japan at the beginning of the year have speeded up this development. Continuous improvements are being made in protecting workers from hazards at work, such as fire, heat and chemicals, beginning at the level where the greatest risks may occur. Gert Jan Engbers and his team are especially focused on this, in line with TenCate s strategy of making target groups aware of protection concepts and multi-risk protection solutions. For the introduction of safety clothing, we 16 txtures number 3 autumn 2011

17 A number of employees of TenCate - Union Protective Fabrics Asia at the entrance to the production company. are focused on the petrochemical industry, which is currently adapting and implementing regulations in this field. This represents an enormous potential for our range of flameretardant work and safety clothing. Now is the moment to get our brands established in this market and to claim a significant market share. Benchmark Gert Jan Engbers believes that the reputation of the petrochemical industry and the building of brand awareness in this sector will ensure that TenCate safety wear products become the benchmark for all other industrial sectors in the region. Introducing our product into these other sectors will become much easier in the future if we can demonstrate our success in the petrochemical industry. We are also interested in the military and fire fighting sectors, which will require a higher degree of protection in the future. This will have consequences for the product portfolio. We will try to keep as narrow a product range as possible to service our markets. We intend to be a volume player with the products that we sell; the time for niche products in Asia is still a long way ahead of us. Once the market matures, we will follow up with specialties. These developments will also have an impact on the number of workers in the plant. Next year we will add 20 FTEs. All the factory workers wear fully-protective clothing and equipment which more than comply with the minimum requirements laid down in the local regulations for their working environment. In this respect TenCate sets a good example. Supplies through the joint venture in Thailand to customers in the region result in cost savings and logistic advantages There is an increasing need for protective workwear and safety in Asia and continuous improvements are being made in protecting workers from hazards at work On the basis of reputation and through the building of brand awareness in the petrochemical industry, TenCate safety fabrics will become the benchmark for all other industrial sectors in the region 17

18 Open innovation TenCate partner IN open innovation centre for advanced materials Opening of innovation ce 18 txtures number 3 autumn 2011

19 ntre in Nijverdal The opening of the Open Innovation Center for Advanced Materials (OICAM) took place on Thursday, 7 July. The opening ceremony was performed by Theo Rietkerk (member of the Provincial Executive of Overijssel) and Loek de Vries, President and CEO of OICAM is now a reality. The opening ceremony was performed by, from the left, Loek de Vries (President and CEO, TenCate), Theo Rietkerk (member of the Provincial Executive of Overijssel / Economy, Energy and Innovation) and Martin Olde Weghuis (Chair of the Executive Board of OICAM) TenCate. OICAM stimulates companies in the creation, development and marketing of innovations in an open innovation process. As a partner, TenCate has been involved in OICAM since its inception. OICAM in Nijverdal is an integral network of companies and knowledge institutes in the region of Twente. Together they focus on sharing knowledge of, conducting research into and developing high-grade materials and material technology. The main objective of the centre is to establish an open, innovative and creative environment, in which new ideas and technologies relating to advanced materials are fully developed in joint ventures. Advanced materials play a major role in technological innovation. This applies in particular to the region of Twente, which will from now on be called Materials Valley. These are advanced materials that make a difference and they form a key objective for regional development. Laboratory facilities The open innovation centre is housed in Nijverdal in a former TenCate factory. This is where innovative research into materials with unique properties, the building of demonstrators and the trial production of these materials will all come together. The presence of laboratory facilities and equipment for trial production will enable innovations and spin-offs to be developed rapidly and cheaply. OICAM will also facilitate the design, organization and implementation of complete development projects. Continued on page 20 19

20 Open innovation TenCate partner IN open innovation centre for advanced materials Continued on page 19 The composite Fiby tipper won the JEC Innovation Award in the Transport category earlier this year. In Japan, people are amazed that so much knowledge and know-how of materials is available in a small country like the Netherlands. Involvement The core and the strength of this OICAM open innovation centre are to be found in the openness and the involvement of market participants These enable innovation drivers to tie in effectively with market demand, said Loek de Vries (President and CEO of TenCate). New or complementary product-market-technology combinations can be developed by working together and innovating with other companies in the value chain, but especially with companies in other value chains. This will enable new connections to be made and allow the network to grow rapidly and vigorously. If this network is successful, it will also lead to an increase in employment opportunities in a wide range of applications. Added values By participating in open innovation the business partners demonstrate their desire to organize themselves specifically around complementary added values. This openness requires mutual trust and, above all, an entrepreneurial spirit. Cooperation like this calls for courage: the courage to take a look beyond the walls of one s own company and to go beyond provincial and national boundaries. The region of Twente provides a strong base in the field of advanced materials, but the orientation of the activities in this initiative will have an international character. The growing use of virtual reality is an effective tool to support this. Speeding up the time to market and extending market scope are two important elements of the innovation and commercial processes. Systems in which technologies converge have a different market approach from products; in our system approach there will be an increasing number of partnerships. Entrepreneurial spirit The implementation of GreenSource, Inkjet and other unique projects demands an entrepreneurial spirit, said Loek de Vries. This is the second precondition for the success of OICAM in the future. If innovation is not market-driven, it will not get beyond the drawing-board stage. Innovation for the sake of innovation should not be the goal, which is why market orientation is crucial. The clustering of innovation strengths must be carried out in such a way that it enables fundamental research and applied research to be more closely aligned. We are therefore making a plea to national government for a top-flight Advanced Materials institute in this region, which will fulfil the role of coordinator of the various intiatives and will enable innovation funds to be deployed more effectively. Space Companies and knowledge institutes need to be given space, said Theo Rietkerk member of the Provincial Executive of Overijssel in his speech. Innovation is an inherent part of entrepreneurship. The province of Overijssel believes that it is the pooling of knowledge and innovation that is important in this region. And we do that very well here. 20 txtures number 3 autumn 2011

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