by Daniel Allard

ACT International is indeed a subsidiary of the Roche Group, a consultant-engineering firm of Sainte-Foy (P.Q.) which has decided to seize this business opportunity mentioned in the wake of last May's Québec Technological Summit that was presided by Pierre Lacroix, a high ranking Roche official.

Pointing out the lack of specialists trained in international technological marketing, the new firm's Chairman and Chief Executive Officer, Benoit Côte, outrightly expresses his fear of a scientific brain drain. "Training in international technological marketing is non-existent in Québec despite the fact that technological business management appears essential for the survival of our enterprises", he says.

The CEO adds : "I'm fearful of a brain drain. We have to increase our scientists' awareness of this situation and offer them rewarding challenges to keep them in Québec. Moreover, funding must be enlarged to finance new projects." Benoit Côte, who previously worked at Laboratoire AEterna, knows that it takes more than a good idea to be successful.

"The distinctive feature of a researcher is that the fruit of his work is never ripe for commercial purposes. He usually shuts himself away and strives for perfection while the market is ready to welcome the result of his labour", analyzes Côte.

For Côte, to see a team of researchers going through a second round of funding is absurd : "It's obvious that right off the bat they were incapable of commercializing their product". Benoit Côte bluntly shows that scientists have to demonstrate more openness towards the market: "In the end, science is also an object of commercialization".

In this context, ACT International sees itself as a complement to high-risk institutions, universities and research centers which invest time and money in R & D.

In this regard, Côte believes that Innovatech is the best tool created by the government, a real "lung" although its role is limited to aid newly created enterprises.

The ACT team is not involved in market research nor does it write reports. It merely implements a commercialization strategy with its client. The typical client is actively involved and advanced in R & D while operating with a valid certificate. Ideally, the client runs through the final phase, that is the last 12 months, of its R & D plan. To pay for its professional fees, ACT's is given a percentage of the upcoming sales. Moreover, the firm relies on a network of partners present in 80 countries and that operates as a sub-branch abroad.

"The Greater Québec area roughly embodies 300 high-tech enterprises among which a third need our expertise. There is therefore a market for us", Côte points out. ACT's objective is clear: to maintain 4 to 5 active files for each commercial manager. Relying on a team of 5 employees in Québec, the CEO is aware that this niche will not forever remain unoccupied. This is why expansion plans are already under way with offices that will open this Fall in Montréal and Ottawa "before others develop these markets ", Côte concludes.