Search for technological advantages and commercial success in sensorapplications: lessons of industrial trials for fiber multianalyzer technology,

摘要

Abstract: The multianalyzer is a powerful amplitude modulated fiber optic sensor which is perhaps quite typical of so many sensor innovations in that it is a technology looking for an application. Consequently, a series of collaborations with fruit juice, brewing, distilling, biotechnology and polymer industries were made with the objective of identifying potential applications of the multianalyzer. An assessment of these interactions is made for each of the industrial fields explored, by giving for each, just one positive result from the work. The results are then critically assessed. While these studies have illustrated the universal nature of the technology, in every case, lessons have been drawn of a general nature. This experience in particular underlined the difficulty in acceptance of a fiber based technology in industrial process monitoring, against the backdrop of the conservative practice of industry with long established instrumentation. The hard won experience of this product development has shown the vital important of technologists understanding the difference between the marketing concepts of features, benefits and advantages. Three categories of conclusions are drawn, the technical, the commercial, and finally, conclusions drawn from generalizations of the project by the Kingston partners based on their own independent experience in sensor development involving industrial and medical collaborations. !10