Explore the dynamics of the Romanian entrepreneurial landscape with Ștefan Toma, CEO of Wolf-e Robotics, in an interview featured on www.start-up.ro. Gain insights into the vibrant entrepreneurial scene and the journey of SMEs in Romania. As for the clean air offered on a subscription basis, for business buildings, but not only… find out the latest directly from the source:
“Through the Disinfection Air as a Service (DAaaS) model, we ensure financial predictability for companies, transforming significant initial investments into manageable operational expenses. This includes maintenance and technical support, with the possibility of equipment replacement in case of malfunctions”, explains Ștefan Toma in an exclusive discussion with startup.ro.
Do you collaborate only with private clients or also with clients from the public sector?
The products and solutions we offer address the needs of both public institutions and private organizations. Although we work directly with clients in the private sector, the impact of our products extends to both areas, contributing to air and surface disinfection, air quality monitoring, or UVC radiation levels, secure object transport inside buildings, and the provision of autonomous cleaning services. With a strong focus on research, development, and industrialization, we have chosen to approach the healthcare sector in partnership with specialized distributors, maximizing the impact of our solutions.
Are you only active in the Romanian market or do you also focus on foreign markets?
So far, all commercial activity has been exclusively conducted in Romania. Currently, we are establishing collaboration with a distributor in South Africa, with hopes of signing at least one distributor in MENA this year and having our first exports.
In recent years, we have participated in the most important international trade fairs in the industry, both as visitors and exhibitors. Our experiences have led us to focus on the African and Arab markets, while for the EU and US, we are developing a sensor and a platform, still revolving around the disinfection equation, for which, however, we have no competitors, and adoption chances are high.
Have you also reached out to clients who are not large, medium-sized companies, but who want such a solution?
Yes, we have expanded our offer to medium-sized companies interested in improving the quality of the working environment for their employees. These companies recognize the value of a clean air working environment, not only for the health and well-being of employees but also for the positive impact on overall company performance. There are studies demonstrating a direct link between air quality and the reduction of absences due to health issues, as well as the improvement of productivity. In addition to our air purification service, we also offer solutions for robotic transport and automated cleaning, targeting organizations aiming to adopt sustainable practices, save energy and water, maintain a high level of cleanliness, and reduce the negative impact of high staff turnover.
How does the return-to-office trend influence customer desires today regarding clean air?
The trend of returning to offices has brought about a change in customer expectations, where we hoped to see an increased demand for higher health and safety standards. Ideally, employees should demand the highest quality air, just as they expect the water they drink to be pure. We also anticipate increased accountability from employers, considering the direct link between air quality and organizational efficiency.
In the US, the return to workspaces has been accompanied by significant investments in continuous air purification and monitoring solutions, unlike Romania, where, although there is a growing awareness, education efforts need to continue to achieve a level of widespread acceptance.
We are dedicated to promoting these values to companies, conducting demo sessions, evaluations, and developing customized solutions. Our goal is to offer organizations all possible benefits, while simultaneously improving conditions for employees and the overall company performance.
The return to the workplace is reshaping company policies
The trend of returning to the office has brought about a change in company expectations.
“We anticipate increased accountability from employers, considering the direct link between air quality and organizational efficiency. In the US, the return to workspaces has been accompanied by significant investments in continuous air purification solutions,” says Ștefan Toma.
Dar deși companiile se schimbă, există bariere în adoptarea tehnologiei.
“We face common obstacles to any technological innovation. Skepticism towards novelty and concerns about costs. We often encounter initial skepticism, fueled by the assumption that we offer expensive solutions. But when we contextualize and detail the technical advantages, we see a change in perception,” says the founder of Wolf-e Robotics.
To help other SMEs be innovative through the services offered to employees, Wolf-e Robotics also offers leasing services or subscription options.
What are the directions with the fastest development today?
On a medium-term basis, disinfection in the clinical environment will remain pivotal for us moving forward. There are things we refine, there are innovations we are still working on and about to launch, solutions at the intersection of hardware and platform, agnostic solutions from manufacturers that further support our mission to democratize access to effective disinfection solutions, which ensure traceability and compliance with each process. We are confident that this solution has great export potential and in mature markets (EU and US).
We see timid growth for air quality monitoring and air disinfection automation, robotic cleaning, secure transportation in hospitals, HORECA, office spaces, and the industrial environment. We offer our own solutions in the market or integrate those from other manufacturers into comprehensive packages.
How difficult is it to be competitive when you do research and development here in Romania?
I’d be lying if I said it’s hard, but on the other hand, as a joke, my dad used to say, “If it was easy, all the unhappy people would do it.” Looking at things more seriously, we are lucky to have the core competencies in the hardcore of the team, managing all processes internally, thus avoiding the need to outsource hardware and software engineering services or hire consultants to develop technical specifications; thus, on paths where companies lose a lot of time and money, we are very mean and lean.
As for production, it’s true that hardware is hard, but not that hard as many want to seem! Experience helps too. What I actually mean is that entrepreneurs should persist and test their ideas multiple times before giving up just because of some pseudo-popular wisdom…
What are the market trends that can advantage you right now?
- Air Quality Improvement / Clean Air: Increased awareness of the importance of air quality has become evident, especially in the context of recent global public health challenges. We are at the forefront of this trend, offering advanced solutions for air purification and monitoring, essential for ensuring a healthy work and living environment.
- Robotics: Automation through robotics opens up new horizons in streamlining industrial processes and beyond. Our robotic equipment and systems address a wide range of applications, from autonomous space disinfection to automated cleaning and secure object transport, reducing operational costs and increasing productivity.
- Automation: The expansion of automation in various economic sectors optimizes processes, minimizes human errors, and improves overall efficiency. Through our automation solutions, we facilitate organizations’ transition to more streamlined and 21st-century-adapted operations.
- Integration: We offer the possibility to integrate different systems and technologies to maximize efficiency. We focus on developing solutions that allow seamless integration between different equipment and our software platform, so that our customers can benefit from a cohesive and high-performance technological ecosystem.
We are active in all these directions, not only implementing innovative solutions but also proactively responding to feedback obtained from our demo sessions and tests. This dynamic and future-oriented approach prepares us to capitalize on the next wave of growth and innovation in the industry.
What didn’t go as planned for Wolf-e Robotics?
Compared to other entrepreneurial ventures, the Wolf-e Robotics project has progressed in alignment with our original vision. To date, we haven’t faced circumstances necessitating a shift in direction. Rather, we’ve naturally adjusted and grown, guided by the evolution of the business itself.
What are the advantages for a company of any size to choose a Clean Air as a Service subscription over one-time investments?
Through our DAaaS (Disinfection Air as a Service) model, we aim to ensure financial predictability, transforming significant initial investments into manageable operational expenses. This includes maintenance and technical support, with the possibility of equipment replacement in case of malfunctions, thus guaranteeing continuity and efficiency of the service without interruptions. Additionally, we offer flexibility and the ability to scale services according to the changing needs of the business, ensuring constant access to the latest technologies without requiring reinvestments.
Care sunt principalele bariere pe care le vedeți la clienți posibili în momentul când îi abordați?
The biggest obstacles encountered when addressing potential clients are essentially common to technological innovations: resistance to change and concerns about costs. Often, we encounter initial skepticism fueled by the assumption that our solutions could be excessively expensive. However, as we contextualize and detail the technical advantages, we observe a shift in perception as the evident benefits of the technology begin to be recognized. We also provide flexible acquisition methods, such as leasing through a partner or the option to access our technology as a service, to facilitate adoption.
Another point of resistance is evident among operators, especially with autonomous robots, whether they are intended for disinfection or cleaning. Initially, there is a fear of “breaking” the equipment, a concern related to becoming familiar with the new technology. I am optimistic that this reluctance will decrease as adoption and familiarity with these technological solutions advance, expanding on a larger scale.
Cât de educată e piața pentru asemenea soluție? Aerul curat devine ”un must”?
Awareness and market education regarding air disinfection have progressed considerably, especially driven by the recent pandemic which emphasized the necessity of such technologies. However, there is still significant potential for additional information among consumers and organizations. Our efforts to share knowledge, along with participation in research and educational initiatives, highlight a market that is maturing, open to widespread adoption and implementation of air purification solutions.
What kind of facilities do companies opting for such a solution have? Is there a focus on clean air?
Companies choosing our Disinfection Air as a Service (DAaaS) solution benefit from several essential facilities for improving air quality and health in workspaces. These include:
- Financial Predictability: Transforming initial investments into predictable operational expenses, eliminating the need for major capital investments.
- Maintenance and Support: Providing continuous maintenance and technical support, including equipment replacement in case of malfunctions, ensuring optimal system operation without interruptions.
- Flexibility and Scalability: The ability to adjust services according to the changing needs of the business, allowing for flexible expansion or adjustment of air disinfection capacity.
- Access to Advanced Technology: Guaranteeing access to the latest innovations and technologies in air disinfection, without concerns about reinvestments for upgrades or equipment replacements.
Through the DAaaS, companies can focus on their core activities, having the certainty of a safe and healthy working environment for employees without worrying about the complexities of managing air quality.
What are the plans for 2024 for Wolf-e Robotics?
We continue the development and refinement of existing products, with a special focus on completing and launching an innovative product, which we hope to introduce to the market by the end of the year. This product has the potential to revolutionize disinfection practices.
In addition to product innovations, another major objective is to expand our international footprint. We aim to develop strong relationships in foreign markets, following successful models applied in the local market.
Furthermore, we will continue to educate the market about the technologies we produce or market. This effort is essential to improve the level of knowledge and acceptance of our solutions, both among consumers and business partners.
Essentially, we remain faithful to our mission of making advanced air disinfection and purification technologies available to as many users as possible.
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We are Wolf-e Robotics, and every day we work to support our mission of disinfecting the air and surfaces in the places where we work, learn, and spend our time. Through disinfection with intelligent UVC light equipment and mobile robots, we provide the most efficient and environmentally friendly method of inactivating microorganisms on surfaces and in the air. With applicability in the medical, commercial, transportation, education, and corporate sectors.
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