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Selling to the Industrial Hygiene (IH) market?
Lets us help you!
 
The occupational health and IH market is very different from a lot of other markets.

The market is characterized by a high degree of segmentation:

Instrumentation
Safety equipment
Consultants
 
Analytical service laboratories
Academic institutions (that educate industrial hygienists)
Government agencies (that regulate the industry)
Sampling media suppliers.
 
Our focus is on the last  4 segments.
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Copyright 2011: ES Consulting. Occupational Health. All Rights Reserved.

Occupational Health & Hygiene Consulting

Many consumers of sampling media have developed improved or modified existing sampling devices and or methods of analysis. However as good as these sampling devices and methods may be, they will remain underutilized.
 
Until a commercial entity promotes the merits and establishes an infrastructure to sell and support the method or product in the industrial hygiene market, the improvements will not be widely accepted.
 
Without widespread acceptance, commercialization will not be possible.
 
So we now have the classic "chicken and egg" issue.
 
Commercialization under this constraining environment is difficult.
 
This where ES Consulting comes in.
Over the last three decades, as owner of Omega Specialty instrument Co., our founder Eli Smyrloglou, has successfully introduced several devices and methods in the IH market place. Having sold Omega specialty, he now consults on the methodology that brought him success.
The process of reaching commercialization has several well defined steps.
These steps have to be managed, and they are pretty straight forward.
 
Here is the list
 
1- Verify that the device or method has indeed superior attributes than existing alternatives.
 
2 - Verify that potentially there is a wide user base.
 
3 - Is the item or methodology patent-able?
 
4 - Identify early adopters (approach and convince to try the new technology)
 
5 - As third party data is developed, the standardization of the method for using the device, needs to be documented.
 
6 - Once the method has attained a sufficient level of robustness, submitting it to organizations such as ASTM, and/or ISO for standardization.
 
7 - Once the method is inserted into the standards producing process as a work item, the standard needs to be shepherded all the way to publication.
 
8 - Once the product or method has achieved the status of a standard the traditional sales marketing can take over and build sales globally in the international selling market.
 
The number of stakeholders in this process can be overwhelming, but it is manageable when you have insight into who the stakeholders are, and you have the credibility necessary to introduce your ideas and proposals to the right individuals.
 
When followed, the above process, builds a good foundation for longevity and acceptance of the product in the marketplace.
The source of new devices are varied:
 
- Universities or academic institutions involved in industrial hygiene
- Government organizations involved in health and safety research
- Analytical labs involved in industrial hygiene sample analysis.
- Companies that have unique IH challenges such as the pharmaceutical and electronics industry.
 
You may be able to accomplish one or more of the 8 steps described above, on your own, but being able to execute all of them within your organization may prove to be difficult.
 
So if you are in possession of technology, or device that can serve the IH market, and all you are missing is the capability of bridging the gap from a good idea to a profitable idea, .... call us.
 
We will work with you and customize our approach to fully complement your capabilities.
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