Concentrix Solar GmbH
Fraunhofer Venture
Interview with Hansjörg Lerchenmüller, managing director of Cocentrix Solar GmbH
What was your primary reason for founding a company?
The primary reason for me was the result of a strategic analysis on the concentrator technology which I had prepared in my role as consultant. While discussing the results with the clients, some of whom are my present co-partners, we agreed that a spin-off foundation would be the most efficient way to market this technology.
Which special crucial experience particularly motivated you in the starting phase?
I saw the feedback from the market and technology environment as a special motivation. The general approval made reflected the great interest in this technology.
In your opinion, what is the most important characteristic required for a successful foundation?
I would say that the most important asset for foundation plans is “sure instinct” when it comes to the appropriate consideration of different interests. Yet, sure instinct is not really a characteristic. Let alone luck, which is needed to find the right partners and investors. When it comes to characteristics, “imagination” and “vision” are of the essence to be able to see an idea grow into a company. And at the end of the day, you simply need to be dauntless.
Which steps did you already implement prior to the foundation?
The foundation took place following several comprehensive strategic analyses. The costs of the later product as well as the competitors and the market potential were examined particularly intensively.
Which support services did you call upon for the preparation of the business plan?
Predominantly, I discussed the plan with the staff of the Fraunhofer ISE, which have a very distinctive insight in the PV market. Furthermore, the discussion of the business case with Fraunhofer Venture was very helpful and, last but not least, we utilized the support of the Fraunhofer marketing network for the competitive analysis.
What is your company’s present position and which steps are planned for the near future?
Concentrix Solar GmbH is financed by venture capital and is currently preparing the realization of a pilot line. We will implement our first key project next year, i.e. a first large-scale photovoltaic power plant. In the course of 2008, we will then start industrial production.
How did the contact to Fraunhofer Venture come about and what was the initial support offered by the team?
I already knew Fraunhofer Venture from my former work with the Fraunhofer marketing network, as points of contact frequently occur between marketing and spin-offs.
The team of Fraunhofer Venture very efficiently supported us during the foundation’s preparation stage. This support ranged from basic organizational questions down to very specific consulting on the contracts to be drafted.
How do you acquire new customers? Which sales and marketing measures are suitable for young technology companies in your opinion?
Due to its high efficiency, the concentrator technology is met with great interest by both the media and the public. It is thus relatively easy for us to place frequent articles in technical magazines. In addition, we benefit from the long-standing network of Fraunhofer ISE within the PV community. We furthermore reinforce this standing by presentations and trade show participations.
Did you fully concentrate on the company from the very beginning or did you work for a different employer in parallel? Did you face any problems during the transition period?
I worked in parallel for Fraunhofer ISE and Concentrix for one year. The transition period did not pose any problems – well, except for much work, but this aspect has not changed up to now.
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