In March 1995, Initiatives interviewed John Hill, then vice president of marketing at UTD Incorporated, to learn how the U.S. Department of Energy's Office of Science and Technology had supported his company's development and testing of POLO (POsition LOcator). (See Initiatives, April 1995.) At the time UTD, with DOE support, had successfully demonstrated the accuracy of its unique position location device at a field test at DOE's Savannah River Site. From inside the leading section of a penetrometer rod, POLO proved it could plot the penetrometer's turning and twisting course through the ground. Umbilicals trailing from the penetrometer sent position location data from POLO to the surface where a computer mapped the penetrometer's location. The benefit of POLO is that its position location data can be synthesized with characterization data provided by other sensors inside the penetrometer to map an underground plume. POLO contributes to cost-effective remediation by defining the location and dimensions of a plume. In a return visit to UTD in April 1996, Initiatives interviewed UTD Vice President Ali Amini and learned that breaking down the barriers to commercialization is as much of an effort for the small company as was developing the device.
Developing a successful POLO prototype was only the first step for UTD Incorporated. Through continuing support from the U.S. Department of Energy's Office of Science and Technology, UTD is working to both develop a steerable POLO and market it as part of a penetrometer delivery system.
For the 20-person company, marketing POLO has proved a challenge, because as Amini said, "We are so small and we've never done it before." One aspect of the challenge is convincing potential customers of POLO's usefulness. Amini said, "POLO is a new product that gives the penetrometer industry new capabilities. Not everyone in the industry appreciates the need to have these capabilities, which will give a better definition of conditions in the ground and reduce the overall costs of environmental remediation." However, Amini is optimistic that customer resistance can be overcome. "With continued contact with the industry and incorporation of their feedback into our product development effort, we have started seeing results."
To demonstrate POLO's effectiveness and get useful feedback, UTD has been meeting with penetrometer manufacturers and contractors who use penetrometers in the field. During a recent demonstration for a Canadian company, POLO calculated its position at the end of a 140-foot hole. POLO's prediction matched the company's surveyed points within 2.5 inches. In addition to using POLO as a position locator, Amini said users are also interested in POLO as a warning system. POLO could be used to warn of underground conditions that could potentially break the penetrometer and leave expensive sensors lost in the ground. Based on customer feedback, UTD is currently negotiating for modifications of the system for other applications.
In addition to its marketing efforts, UTD also is developing a steerable penetrometer. Amini said, "A steerable penetrometer would allow an operator to remotely guide the instrument through the underground in response to information POLO provides on its location. With a steerable tip, we would be able to aim toward a known target underground." If the device receives additional funding as planned, the steerable mechanism will be tested this summer. Amini is optimistic that a steerable POLO will make marketing easier, because the device will be more useful to customers.
During this early stage of marketing, UTD is having POLO's parts machined by another company and is assembling the pieces. "We want to sell them ourselves at first to ensure quality control. Later on, we may think about licensing POLO." Amini said a major international manufacturer of penetrometer trucks has approached UTD about distribution rights to POLO.
In addition to financial support through contracts, DOE is providing technical assistance on developing a business plan. Amini said, "Right now our marketing effort includes involvement with Dawn Breaker, a company out of Rochester, New York through which DOE helps small businesses develop business plans and connect with the private investment community."
Amini said his company appreciates DOE's support. "We've had contracts with several government agencies, but we've found DOE to be the most helpful in providing the support needed by a small business in pushing an innovative product to the market."
