Kiel Start-up Spotlight: AERO MATERIALS brings deep tech from Kiel to industry

Kiel is particularly special to us because our technology stems directly from research carried out at Christian-Albrechts-Universität zu Kiel (CAU) – more specifically, from Prof. Rainer Adelung’s Functional Nanomaterials research group. We still maintain close collaboration, particularly in research and development. Furthermore, we benefit greatly from Kiel’s start-up network: There are numerous helpful events, for example organised by Startup SH, thestarterkitchen, the Schleswig-Holstein Economic Development Agency (WTSH), the Kiel Economic Development Agency (KiWi), the Kiel Innovation and Technology Centre (KITZ) and many other opportunities to network. It’s clear to see that everyone in the scene is committed, takes an interest in one another and tries to offer advice and facilitate meaningful connections.

Our office is located on the campus of the Faculty of Engineering at Kiel University (CAU). In partnership with the university, we are also able to make use of the laboratories there. This is extremely valuable to us, as it gives us access to high-quality laboratory facilities and allows us to focus fully on product development. The proximity to the research group that developed our material is also extremely helpful for quick and straightforward communication.

We receive financial support from our investors, including Kai Kruse and Jörg Haupt, who provide us not only with capital but also with their many years of business management expertise and valuable advice.

In terms of the technical aspects, the most important advice came from Prof. Rainer Adelung and his research group, who provide us with close technical guidance. And as already mentioned regarding the choice of location: through the many events and networking meetings in Kiel, we have got to know a whole host of brilliant people who have repeatedly helped us with advice and contacts.

In addition to the extensive network in Kiel that we have already mentioned, our advisory board in particular has been a vital source of support for us. It not only supports us on an ad hoc basis at individual events, but also provides ongoing guidance on key strategic decisions and has helped us to establish further industry contacts in a targeted manner. 

We also found the exchange with other spin-offs – which are also based on the Faculty of Engineering’s campus and whom we could regularly turn to for advice – to be invaluable.

As briefly mentioned above, we have been very fortunate to have had very strong investors on board right from the start.

This gives us a solid financial foundation, allowing us to focus fully on the progress and further development of our product. It provides us with immense support at the outset, but we’re also aware that a situation could quickly arise where we need to raise new funds to move forward. 

That’s why it’s important to think in advance about how you want to approach this. Do you set everything in motion right from the start, or do you wait for the right opportunities? Our advice: focus entirely on bringing something to market, and don’t make yourself too dependent on funding.

We began preparing for the funding discussions even before the company was officially set up, and we received good support throughout the process.

Since the company was founded, our biggest challenge has been finding potential customers who are willing to test our module in their own facilities outside our university laboratories. In particular, cold calling via LinkedIn has hardly worked at all. But whenever we’ve had the opportunity to speak directly with companies (e.g. at trade fairs), they’ve been enthusiastic. 

We are now in the process of launching pilot schemes for our first modules.

Focus early on a specific, tangible use case, even if the underlying technology has a much wider range of applications. With our versatile material, this was essential to ensure we didn’t get bogged down and could bring a use case to market with full vigour. Also, look for partners who can provide you with practical support for further industrial development.

We found that users with real-world experience provided the best advice, which we were then able to incorporate directly into our product. However, make sure you retain your independence, for example when it comes to exclusivity in partnerships. And: Secure your intellectual property (patents, designs, etc.) at an early stage before entering into discussions with potential partners.