How Polymer Innovativeness Can Turn-around a Company’s Fortunes  


One hot afternoon, in January 2019, I noticed a missed call alert on my phone, followed by a brief message. It was from a former student whom I had taught a number of industrial formulations after his contracted manufacturer abruptly exited his operations leaving him stranded.

After drawing on the training and problem-solving skills gained from his training by me, this former student positioned himself as a corporate consultant. However, the tone of his call suggested a hint of distress. He found himself faced with the daunting task of refining a metal putty product from a local manufacturer who sought his “expertise” to enhance what had already become a popular brand in the Ukambani and New Nyanza regions. Aware that this challenge exceeded his current capabilities, he didn’t want to miss out on this lucrative opportunity. Hence, he reached out to me, proposing a partnership to tackle the endeavour and potentially share in the rewards.

Amidst the class session I was lecturing, I stepped out to return his call. Following a succinct briefing, I proposed meeting him at the taxi park. We quickly secured transportation towards the factory, which, in terms of scale, resembled one of the largest five manufacturers of paints, adhesives, and putties.

After a brief 15-minute taxi ride, we reached the factory and were warmly welcomed by a friendly female receptionist. She graciously guided us to the boardroom, where the company owner and the marketing manager were engaged in a discussion. Upon our arrival, my former student introduced me to the staff, and I followed with a concise introduction outlining my expertise and professional background.

The conference commenced with the marketing manager sharing insights on the remarkable market acceptance of their metal putty brand in the Ukambani and Kisii regions. Despite its widespread popularity, he expressed concerns about the product’s low ratings and the challenges associated with achieving satisfactory profit margins.

Reverse Engineering

Also, the company director inquired about the feasibility of enhancing the product’s performance to match that of the leading local brands while simultaneously reducing production costs, to which I confidently affirmed that it was indeed achievable. I assured him that through strategic adjustments, we could optimize production processes to achieve both objectives of lowering costs and enhancing product quality. I took the opportunity to challenge the director to bring a sample of one of the best-performing brands in the market for reverse engineering. Moreover, I expressed confidence not only in replicating its performance but also in further enhancing it. This proposition seemed to resonate with him, and he appeared genuinely pleased by the prospect.

In light of the director’s inquiry about my professional fee, and having been briefed by my former student-turned-consultant, who regarded me as a colleague during the meeting, I quoted the previously agreed-upon sum. Without further negotiation, the director nodded in acceptance of the quoted fee and proceeded to inquire about the timeframe for delivery. In response, I confidently stated that the project could be completed within a timeframe of two weeks.

Huge payment

With a gesture of trust and commitment, the director produced a wad of notes held together by an elastic band and handed it to me. After counting the amount, he confirmed that it was my deposit. He then assured me that he would deliver a sample to my town laboratory the following day, reinforcing his dedication to the project

As we wrapped up the meeting, the director kindly offered to lift back to town as he was headed home that evening. During our journey, we engaged in a friendly conversation, sharing stories about our respective backgrounds and the paths that led us to our current ventures. He recounted the fascinating journey of establishing the factory, sharing anecdotes of triumphs and challenges that shaped its evolution. His narrative painted a vivid picture of perseverance and resilience amidst the highs and lows of entrepreneurship.

No sample one week later!

Fast forward to the next week, while working on my paint brand in a factory that doubles as a training Lab one, I found myself puzzled as my staff struggled to locate the metal putty sample I had requested. Confusion mounted as I repeatedly asked if a rider had brought it, only to realize later that my client had personally delivered a 40kg metallic can wrapped in a nylon sack.

It was then that I truly grasped the down-to-earth nature of my client. Despite my request for a small sample, he had gone above and beyond by delivering a substantial amount himself. This act of personal commitment and sincerity underscored the strong partnership we were forging

Upon receiving the 40kg sample, I directed my staff to extract 80g of the material and conduct a series of procedures to analyse its properties. Meanwhile, during the following week, I personally conducted experiments with another sample, applying it repeatedly to my office window pane metal to study its curing characteristics and note other significant features and properties. Through these experiments, I realized that the sample I was dealing with was indeed of premium grade.

I also identified a few shortcomings in the brand, which I attributed to either cost-cutting measures by the manufacturer or oversight in quality enhancement. These observations were crucial in informing our strategy to ensuring that the improved product would surpass the existing standards in the market in terms of quality and performance

I promptly reached out to the client to share the findings and update him on the course of action I intended to take. I discussed the steps required to duplicate and further enhance the features of the premium-grade sample we had analysed. To that effect, I also contacted my long-time associate, a senior polymer technician who works on contractual basis, to help me with errands to source for the relevant raw materials and assign further duties in procedures.

First Factory Trial

With preparations complete, my technician and I were ready for the first factory trial at my client’s facility. Meanwhile, my student-turned-partner arranged a meeting with the factory director, their marketing team, and lead production managers to witness this pivotal moment

As the first factory trial progressed according to schedule, we made several observations and recommendations for the second phase of improvement. The director and the team were receptive to our feedback and recommendations, showing appreciation for our efforts. In a gesture of gratitude and confidence in our collaboration, the director presented another wad of notes, this time noticeably larger than the first one.

Creating new formulation from scratch

Recognizing the panel’s suggestions to the improvement meant lower cost of production and quick setting (hardening) I swiftly realized that we could substitute the conventional linseed resin-which is typically used in putty formulation-with a lesser-known polymer that is locally produced as a by-product of processing soya oil. This alternative presented a promising solution that not only addressed the cost concerns but also offered potential enhancements to the product’s performance and quality.

Despite my proposal, my technician, a polymer specialist in adhesive technology, expressed strong doubts about the viability of substituting the linseed resin with the alternative polymer. He recommended abandoning the idea altogether. However, I remained steadfast in my decision and directed him to a local factory to source the polymer and other necessary catalysts. Despite his reluctance, he eventually complied, albeit with evident reservations. Another disappointment awaited when my technician went to collect the sample from the factory. The sales manager inquired about the intended use of the substance. Upon learning that it was for putty formulation, the sales manager vehemently refuted its suitability for such purposes, even threatening not to sell it. Despite the resistance, he eventually sold us 5 kilograms of the milky white substance.

With the materials delivered to our town laboratory, the junior technicians commenced work on the formulations according to my instructions. The process proved daunting, marked by numerous trials and errors, as well as repetitive and exhausting efforts. Three days later, I personally oversaw and tested the new product, this time in the absence of the senior technician who was engaged in other duties contracted by a local adhesive factory.

To my amazement, the new product exceeded expectations, performing exceptionally well in testing. Furthermore, the cost of production had significantly decreased to 13.75 shillings per kilogram, translating to 550 shillings per 40kg can. Eager to share the news, I called my partner, the former student, to provide a routine update, and he was thoroughly impressed. Wasting no time, he promptly contacted the director to relay the positive news about the second phase of improvement. The director immediately scheduled another meeting for a demonstration at the factory.

Second Factory Trial

Accompanied by my hired senior technician, we conducted a second trial that yielded remarkable results: the product exhibited one-hour curing, self-levelling properties, and formed a remarkably strong film. This achievement filled the company director with joy, particularly upon realizing the significant cost reduction by 200 shillings per 40kg.

In response to his inquiry about whether we had decided to produce premium grade in favor of the more selling medium grade, I explained that we had effectively achieved both objectives. We had produced Grade One (retailing at Ksh. 3,500 per 40kg) as well as Grade Two (retailing at Ksh. 1,000 per 40kg) all at the cost of Ksh. 500!

I suggested that Grade One could be tinted Grey and Grade Two Black. In both cases, they would serve the same purpose, with Grade Two proving a superior quality in performance for customers in the building industry.

With our objectives satisfactorily achieved, my partner and I called aside our client and presented the final write-up containing the formulations and procedures. We concluded the business on a positive note, recommending that our senior technician remain behind with the client to guide their production staff on tinting the product and sourcing raw materials. And with unanimous agreement, we finalized the matter with a check for the balance owed.

A market hit

Two months later, my client called, alarmed by reports of shops re-packaging and reselling Grade 2 product as Grade One, amid huge demands from his Mombasa road factory. I reassured him that as long as he maintains the integrity of his product when selling to customers, any subsequent actions by resellers are beyond his control and should not detract from the quality of his brand.

Remarkably, even five years later, the brand continues to perform exceptionally well. It’s heartening to learn that a major paint company has recognized the quality of the product and is now purchasing it directly from the factory and repackaging it in their traditional label.

Senior Technician secures permanent employment

It was indeed an adventurous journey. A week later, my technician reached out, seeking advice on whether to accept a monthly salary from the client for a permanent position in the factory. Knowing his circumstances as a father supporting three children in university and relying on contracts, I encouraged him to accept the position. It seemed like a stable opportunity that would provide security and stability for him and his family.

Breach of trust

However, after four months, he approached me seeking new leads with another prospective employer. While I refrained from probing deeply into why his contract ended prematurely, his track record with previous employers gave me pause. Despite my decision to maintain distance from his personal affairs, I couldn’t immediately assign him new duties. Eventually, he took it upon himself to share the proprietary technology meant for my client with other manufacturing houses, charging a nominal fee of 50,000 shillings or even less.

Consequently, the ground-breaking formulation intended for patenting by my client, which held the potential to elevate the factory to the forefront of high-quality, low-cost commodity brand manufacturing in East and Central Africa, became widely known, akin to spilled beans on the ground.

Important Lessons:

  1. Respect and Value All Consultants: Acknowledging the expertise and potential of all consultants, regardless of background or experience, is crucial. Every individual brings unique perspectives and insights that can benefit a project or organization, even if initial perceptions may suggest otherwise.
  2. Protect Intellectual Property: When a consultant makes a significant discovery or invents something new that could benefit the company, it’s crucial to protect that intellectual property. Patenting the idea ensures that the innovation is legally recognized and gives the company exclusive rights to its use, preventing others from copying or profiting from it without permission
  3. Fair Compensation for Consultants: When hiring a professional consultant, it’s important to compensate them fairly for their expertise and services rendered. Consultants often bring valuable insights and solutions that can significantly impact a company’s success. Paying them well acknowledges their contributions and helps maintain a positive relationship.

Dr. Herman is a medic-turned scientist, an esteemed researcher and polymer chemistry scientist, boasting an impressive track record of achievements and breakthroughs in various areas such as new product formulations, factory setups, and product developments. He has authored several Industrial practice books and he is a regular contributor to Academia.edu

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