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www.imveurope.com


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China If the market is solid and the technical


requirements are feasible, we then try to find suitable international technical partners to address these issues, and develop these leads step-by-step, sometimes even starting from the concept development phase and working towards supplying a product to China at the end. We either co-manage these development


projects or can even be the project owner, where we are responsible for the overall process towards volume production. In this approach, our business model is


either commission or leading contractor, depending on the ownership of the project. For the technology pull, we start by


evaluating the technology and/or product in terms of innovation and maturity. China has been developed so rapidly that


it is oſten difficult to find a large open market to fill. Te incubation candidates must have unique features for certain niche applications, and should be ready for deployment in a remote market with limited customisation and local support. Te next step is promotion in China through


our networks and selective conferences and exhibitions; we also have a facility for three- month-long designated exhibitions, combined with a demo. When the first sales materialise, we then


move on to establish a dedicated team for aſter-sales services, local sourcing and local production, to facilitate the further growth of the business. With this approach, our business model


is commission, sales representative or joint venture. We also work with a group of investors,


quite a lot of whom are experienced entrepreneurs in photonics and understand the business very well. Tey tend to get involved during the later stages of the above two approaches. We also provide systematic management of IP protection in terms of personnel, information control, contracting, sourcing and legal affairs. Photonics is an enabling technology for


almost every aspect of society, and China has huge demand, much of which is specific to the region. To be successful in the Chinese market, a comprehensive approach is required, from market studies to technology promotion and customised development, through to sales and services, production and sourcing (if needed), and financing and IP protection. O


Dr Shaoxian Zhang founded Vision and Action (V&A) in 2007, which developed a number of technical centres in China for technical business cooperation and incubation in the sectors of photonics, solar energy, environment and mechatronics.


Both articles first published in Electro Optics August/September 2018


Transmit Capture Process


For over 30 years Active Silicon has been delivering leading edge digital imaging products and solutions.


We design and manufacture custom embedded systems for image processing and machine control, as well as camera electronics for image data transmission and frame grabbers for data acquisition.


With applications in many areas of science and industry, including manufacturing, life sciences, medical imaging, transportation and security, we will continue to provide imaging components and embedded systems that help our customers provide world-class solutions – today and long into the future.


FRAME GRABBERS CAMERA INTERFACE BOARDS


Europe & Asia: Tel: +44 (0) 1753 650600 Fax: +44 (0) 1753 651661


sales@activesilicon.com


North America: Tel: +1 410 696 7672 Fax: +1 410 696 7643


www.activesilicon.com Yearbook 2018/2019 • Imaging and Machine Vision Europe 27 EMBEDDED SYSTEMS


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