SIATER Says-"SIATER Entrepreneurship"

There is such a company that started in a small county in Shanxi six years ago. From the initial sales of 500,000 yuan to the present company’s annual sales of more than 50 million yuan, biological antibody products are exported to the United States, Britain, Germany, South Korea, Japan, and Ireland. In developed countries, it was the first Chinese company that invented droplets to generate oil, and the first company to successfully synthesize an amylase substrate to break the monopoly of Roche. This company engaged in the research and development and production of the core raw materials of in vitro diagnostic reagents is called Ruiyali Group. The head of the company is Su Shaobo, a senior engineer from Shenzhen Advanced Institute.
Su Shaobo can be said to be a "wonderful flower" among the entrepreneurial group who came out of Shenzhen Advanced Institute, because he did not choose to venture into his professional field, but embarked on a path of entrepreneurship that he had never anticipated. He recalled his extraordinary entrepreneurial path and said: “Entrepreneurship is just a way of life you choose. When I first arrived in Yangcheng, people often asked me to give up Shenzhen’s superior environment and the enviable work choice of the Chinese Academy of Sciences. Why did I go to the county to start a business? At that time, my colleague who lived in the courtyard opposite to me went to Singapore, but I went to Yangcheng. In the eyes of many people, it was unbelievable. They all said that people go to high places and flow down to low places. Going down, my answer is: I like this mode of constantly upgrading monsters. There are different problems waiting for me to solve every day. I climb out of one pit and jump into another pit. If you don’t like this This is a life style, just want to go to work, just want to follow other people’s arrangements, then give up, this is a lifestyle that is not arranged, nothing more. I suggest that you test your own personality before starting a business, for example, In the most helpless situation, anyone can say no, just give up, but you can’t. When countless troubles rush to you, you can still eat and sleep as usual. You must understand self-regulation and mentality adjustment. Otherwise, you will be unable to handle the sudden difficulties."

Almost no income after three years of business

In 2010, Su Shaobo graduated from the University of Science and Technology of China with a PhD and entered the Shenzhen Advanced Institute. At that time, Shanxi Province had a cooperation agreement with Shenzhen Advanced Institute, hoping to find high-tech projects to land in Shanxi Province.

Su Shaobo recalled: “Because I am from Shanxi, the leaders of the hospital found me, and I was responsible for the cooperation. Initially, I introduced some electronic information projects in the past, but Shanxi did not understand them, and there was no upstream and downstream. Almost half a year, I recommended a polyclonal antibody project in the past. Since Shanxi has goat resources, they quickly took a fancy to the antibody project and asked me to take the lead in the industrialization of the antibody project in the past." Su Shaobo came to Yangcheng, Shanxi. The county found that the conditions here are very difficult. “At that time, I provided me with a financial aid of 4.5 million yuan, a used car that was often stalled, a driver, and a 300-square-meter rough house. This was all my belongings. I needed to renovate the laboratory, buy tables, chairs and equipment, and recruit Talent formation team." Su Shaobo settled down, took root in Yangcheng, registered and established Shanxi Ruiyali Technology Co., Ltd., recruited seven or eight fresh graduates from Shanxi Agricultural University, and started the initial scientific research work with the company’s technical director. .

Since 2014, they have established a modern clean biological laboratory of 300 square meters, a GMP biological antibody laboratory of 1,600 square meters, and a standardized animal farm of about 40 acres in Yangcheng, and established hybrid Boer goat population breeding and experiments. base. Three years have passed in a flash, the start-up funds were quickly spent, the products have not yet been sold in batches, and the first batch of employees who see no future have to leave one after another. "In 2017, I was faced with a huge dilemma. The market did not open up, the team was in turmoil, and the technical director and sales director had to leave. I almost couldn't sleep at night. This is the biggest test of my entrepreneurial confidence," said Su Shaobo.

Open your mind and break into a new world

In the company, everyone can say "I tried my best, I ask for support." Only the founder of the company can't say this. For entrepreneurs, all things need to be faced and resolved by themselves, and there is no escape , Must hold up at the hardest time. Su Shaobo knew that he had chosen a lifestyle of starting a business, so he couldn't give up lightly, so he decided to find another way.

Su Shaobo introduced a classmate who was engaged in clothing sales to the company as the sales director. This classmate came up with an idea that the company must survive now, so the best way is to act as an agent. Su Shaobo tried every means. At the beginning of 2017, he signed the Chinese agency rights of Langdao, mainly selling quality control products to the domestic IVD company Langdao. In October of the same year, Swiss Technology won the world's best rookie by Langdao. prize.

"In 2017, our sales exceeded 10 million yuan. In addition to agency sales, we also drove 2 million sales of self-developed products. The company passed the most difficult period, and we also began to have financial resources to develop new products." Acting as an agent for imported brands to drive the R&D and sales of own products has become a good way for Su Shaobo to explore for the development of the company. He then won the agency rights for brands such as Bole in the United States, BIOMEX in Germany, and Kikkoman in Japan. In 2020, sales exceeded 50 million yuan, 25 million yuan exported abroad, of which self-developed products account for half of the country. In November 2020, Shanxi Ruiyali Technology Co., Ltd. realized a single export of 5 million yuan of in vitro diagnostic immunoglobulin to South Korea. This is the first time that Shanxi Province has realized the commercial export of in vitro diagnostic biological products.

On December 4, 2017, Shenzhen Advanced Institute, Shanxi Ruiyali Science and Technology Co., Ltd. and Yangcheng County People's Government jointly announced the establishment of the "Shenzhen Institute of Advanced Technology, Chinese Academy of Sciences Shanxi Ruiyali Yangcheng Science and Technology Industrial Park Biotechnology Joint Laboratory" (Hereinafter referred to as the "Joint Laboratory"), it mainly conducts extensive cooperation on cutting-edge technology research, new product development, technology platform establishment and talent training in the core raw materials of in vitro diagnostic reagents and other projects. The three parties jointly promote the transformation and industrialization of scientific and technological achievements, improve the technological innovation capabilities and market competitiveness of enterprises, serve the social and economic development, and contribute to the construction of a healthy China. 

As an employee from Shenzhen Advanced Institute, Su Shaobo has different expectations for this joint laboratory. From the overall perspective, Ruiyali must make full use of the role and advantages of the joint laboratory platform, and strive to develop, produce and sell products with independent intellectual property rights and core technologies in the fields of biochemistry, immunity, serum antibodies, and in vitro diagnostics as soon as possible. From a specific operational level, Su Shaobo knows that the teachers of the Shenzhen Advanced Institute are good at making theoretical breakthroughs, but they cannot be required to provide complete solutions. Therefore, as long as the company clarifies the needs of R&D clearly, please ask the Advanced Institute team to do more If the company’s R&D team continues to optimize the technology, the joint laboratory can be quite effective.

Practice has proved that Su Shaobo's method of establishing a joint laboratory to activate the "external brain" is very effective, and the "micro-droplet generating oil" project developed by Dr. Zhao Jianglin of the Advanced Institute has already generated sales. The micro-droplet generating oil technology can not only provide chip customization services according to customers' needs for detection items, but also develop into a micro-droplet generator, which fills the domestic gap and is favored by users. The "Diagnostic Enzymes" project led by Dr. Jin Zongwen is currently in the process of intensive research and development.

Headquarters moved to Shenzhen, speeding up corporate development

In March 2020, Su Shaobo decided to relocate the headquarters of Ruiyali Group to Shenzhen. "We came to Shenzhen to develop, mainly considering the high-end talents in Shenzhen's biological field. We chose Pingshan to land because of the advanced Pingshan biological industry, more convenient upstream and downstream cooperation, and low rent for venues." The headquarters of Ruialli Group is located in Pingshan, Shenzhen, a national-level complex. The bonded area is highly valued by the local science and technology authorities, and Su Shaobo feels the service efficiency and pragmatic style of the Shenzhen government. "Take the import of human samples for in vitro diagnostic research and development as an example. It used to take 9 months to 1 year. Now, after the comprehensive bonded area is closed and accepted, it can be shortened to less than 1 month, which provides great opportunities for companies to race against time to develop new technologies. convenient."

On June 23, 2021, Shenzhen Pingshan Comprehensive Bonded Zone was officially closed and accepted, and the first batch of Ruiyali entered the park to build a biological raw material research and development and transformation platform. With the support of the Pingshan District government, Ruiyali is currently building an international R&D and transformation center for biological raw materials in Shenzhen Pingshan Comprehensive Protection Zone. The business includes three aspects: one is the migration and collection inspection center for special biological products, and the other is 3 million biological samples. The third is the CRO service center for the production, R&D and transformation of risky raw materials.

Set ambitious goals and live a wonderful life

Su Shaobo issued a call for all members at the 2021 semi-annual summary meeting, "Set sail and aspiration for thousands of miles, let this industry be a little bit different because of our existence". Put forward the basic principles of "three benefits", that is, "good for the development of the industry, good for the national economy and people's livelihood, and good for human health", calling on employees to have a sense of mission and responsibility, to be reformers and pathfinders in this industry, and to be others To help the government take on more social responsibilities for the pain points that they dare not deal with, and to realize the improvement of human health as the ultimate goal of the enterprise.

Su Shaobo feels that the pressure and mission on his shoulders are very important, because the IVD market, like the electronic information industry, must solve the situation of relying on imports for most of the raw materials to avoid being caught by foreigners. The International R&D and Transformation Center of Biological Materials in Shenzhen Pingshan Comprehensive Protection Zone is one of the ten major industrial platforms supported by the Shenzhen Development and Reform Commission and one of the two major platforms in Pingshan District, Shenzhen. Its goal is to build China’s largest-scale R&D and transformation center for the import and export of special biological raw materials. . After the completion of the transformation center, on the one hand, it can help domestic enterprises with increasing competitiveness improve their import and export supply chains and capture overseas markets; on the other hand, the import channels of special raw materials for biomedicine will be standardized to combat parallel imports and smuggling, reduce channel costs, and reduce Corporate burden.

The headquarters of Ruiale moved to Shenzhen, aiming at a higher goal.

In the first half of this year, Ruialli Group has completed an impressive record of 85% of last year's performance, and its annual sales revenue is expected to exceed 100 million yuan. What makes Su Shaobo most gratified is that after coming to Shenzhen, he has added a lot of outstanding talents to Ruiale, including executives of multinational companies and sales elites to join the team. He hopes that more people with lofty ideals will join Riale and work together to improve human health.

In the face of entrepreneurs, Su Shaobo hopes to share three points: "First, entrepreneurs must find a profitable method to ensure the survival of the company. They must have a stable income while engaging in independent innovation. They cannot rely on a certain concept alone. Financing in the capital market, because it is definitely not far to go; second, you must stick to it, and don’t give up until the last step. Entrepreneurs must have tenacious will and tenacity; third, they must do well without being understood. And the psychological preparation for recognition, some self-cognition breakthroughs are needed when you are the loneliest."

Biography　

Su Shaobo: Bachelor and master of electronic information major in University of Electronic Science and Technology of China, Ph.D. graduated from University of Science and Technology of China, joined Shenzhen Advanced Institute as a senior engineer, founded Shanxi Rui Yali Technology Co., Ltd. in 2014 to build a platform for R&D and production of IVD APIs In May 2016, he founded Shenzhen Ruialli Group Co., Ltd. in May 2016. So far, Ruialli Group has opened branches in Beijing, Shanghai, Hong Kong, the United Kingdom and other places. Su Shaobo serves as a standing committee member of the Immunolabeling Committee of China Association of Analytical Testing and a director of the In Vitro Diagnostic Branch of China Medical Device Industry Association. He has won the honorary titles of Shanxi Province Innovation and Entrepreneurship Leading Talents and Shanxi Province "Three Jin Talents" Top-notch Talents. Shanxi Ruiyali Technology Co., Ltd. won the second prize of the 7th China Innovation and Entrepreneurship Competition (Shanxi Division) in 2018; won the top ten private technology innovation enterprises in Shanxi Province in 2018, and won the second prize of Shanxi Maker China in 2019. In 2021, he won the Shanxi Provincial Science and Technology Innovation Special Contribution Award.

Excerpted from SIATER, Shenzhen Advanced Institute of Chinese Academy of Sciences   | Su Shaobo: Choosing to start a business is to choose a life that is not arranged