Mark Champins

Oi – You with the funny face and no hair! Weren’t you on Harry Hill or Dragons Den or something. Oh Yeah – It was Dragons Den – How was that then?

“Going into Dragons Den was a really nerve wracking experience, but in fact, the worst part was the waiting around. All the “contestants” had to sit in a room waiting to be called for – like being at the Dentist. In many ways I think I would rather have been waiting to have my teeth pulled out. I was there for about six hours before I got called in.

When I was eventually summoned, I didn’t have a great deal of time to compose myself, and before I knew it, I was in the middle of the pitch.

Fortunately I didn’t lose the ability to talk, and I remembered my two minute presentation and fielded most of the questions OK.

Four of the Dragons started to show signs that they wouldn’t invest and duly dropped out. I didn’t feel bad because I didn’t think they had really grasped the point of the products, and to perfectly honest, didn’t seem to be listening too carefully. They were very complimentary though. Finally I was left with Peter Jones, who, it was revealed had been waiting for the others to drop out to make it easier for him to negotiate!!

When he said he wanted 40% I decided I would walk if he didn’t move on the percentage. 40% is too much – and I was confident I could get the money elsewhere. However, after a little negotiation I managed to get a 5% claw back if I make £250K profit. We shook on the deal, and I left the Den.

Apart from playing the “wacky inventor” a bit too much, I was reasonably happy with what happened. I now look forward to developing Concentrate into a dynamic business and I aim to produce a whole range of clever products designed to have a beneficial impact on the way kids learn.”
How has that experience helped you with your business?

The whole experience of Dragons Den was quite hard work, but like doing anything that is hard, I think you learn lots from it. Subjecting my business to the scrutiny of the Dragons, and listening to what they had to say to take onboard their criticism and suggestions has been particularly helpful.

What’s it like working with Peter Jones?

Peter Jones is a shrewd character. He is quick to spot opportunities and I think he is a genuinely nice person. He has a good team around him who help to develop the companies he invests in, and a great set of contacts to help make things happen. I have learnt lots from him! He’s also ridiculously tall.

Mark Champkins

Hey…hey you! Yes.. you in the stupid hat! Don’t you design all kinds of tat for kids in school? What’s that all about then?

Well … Since you ask… All the ideas come from talking with students and teachers, and watching what goes on in a typical classroom.

The idea for the Chairpadbag came when I saw a boy hang his rucksack over the back of his chair. All his classmates had to continually get up and go over to their bags to get books and equipment, except him. I thought that was pretty clever! Later in the lesson I asked the pupils to design their “classroom of the future”, and aside from introducing chocolate rivers, and monkey helpers, all the kids insisted on soft, comfy chairs. Whilst thinking about how to make existing school chairs more comfortable, and looking at the stowed rucksack, the idea came to me!

Hydration is really important to parents too. Just 2% dehydration leads to a 20% drop in the ability to concentrate.

The Bottlecoolerpenholder idea came about when a parent complained to me that they gave their child a bottle of water each day, and it always came home untouched. Watching a lesson I saw the one thing all the pupils always remember, and have in front of them when working is their pencil case. If their water could be kept with their stationery, I reasoned, then they would always remember to have it in front of them when working, and would be prompted to drink during lessons.

Mark Champkins

Please tell me about your career as a product designer.

I studied Manufacturing and Management (MET) at Cambridge University and graduated in 2000. After that I went straight to the Royal College of Art to study Product Design, which was amazing. There was a real contrast between the logical thinking required for engineering, and the lateral creative thinking used in product design. I learnt to draw, and notice things, and become more reflective – and I thoroughly enjoyed it!

Whilst at the RCA I developed a range of “Self Heating Crockery”. The plates, cups and bowls that I designed instantaneously heat to sixty degrees at the touch of a button.

The crockery has a thin layer of a liquid used in exothermic handwarmers sealed inside. The liquid is food-safe, and when activated crystalises from a liquid to a solid and releases heat.

The really clever part is that it can be “re-charged” with heat energy and used again, simply by cleaning it in a dishwasher.

I won British Inventor of the Year in 2002 for the crockery and appeared on a number of TV programs including BBC Tomorrows World – which was great! I even met Prince Phillip, who told me that I have a big bulgy forehead.

Since then I have developed some production prototypes of the crockery, and a number of products using the same heating technology that I hope to introduce in the future as part of the concentrate range.

When did you start Concentrate?

I started Concentrate in April of 2004.

Where did the idea for the business come from?

After graduating from the Royal College of Art I was asked to stay on to conduct a year of research into how the design of school environments and equipment could help to improve standards of education in the UK.

During the project I worked with a number of schools that were moving from an old school building to newly designed one.

I discovered that quite often, despite the Government investing Billions of pounds in new school buildings, the absolute essentials for learning had been overlooked in preference of futuristic looking architecture and equipment.

It was not uncommon to find kids in a new school fidgeting on the same hard plastic chairs, with the same provision to water, and the same caterers, as in the old building. When you actually sit at the back of a lesson, or talk to a teacher, you realize that the kids are losing their focus for all the same reasons in the new building as in the old one! They are eating unhealthy food, are dehydrated and uncomfortable just as they were before.

The idea behind concentrate is to tackle these issues and design clever products that encourage behaviour and conditions that enhance learning and concentration, helping kids to get the most out of their time at school.

Thinking back to my old teachers I realize how a number of even quite small interventions and a little bit of encouragement whilst at school can really can help to change the trajectory of someone’s life for the better. That’s what Concentrate aims to do.

How much investment did you need to begin with?

One of the hardest challenges has been developing and manufacturing a range of products on relatively small budget. Three years ago I was fortunate enough to receive an award from NESTA for £35’000, which was a big break for me. NESTA have been tremendously supportive and have opened lots of doors for me. I’ve been able to bounce ideas off experienced business people and designers that I would otherwise not have had the opportunity to talk to.

To save money I have ended up taking on most tasks myself, from producing the website and designing packaging, right through to marketing and pitching the products. This has taught me an awful lot about the effort required take even simple ideas through production and get them to market!

The situation changed a little in the Autumn of 2007, when I went on BBC Dragons Den and secured investment from Peter Jones.

What are your hopes and dreams for the company?

My dream is that Concentrate will develop into a valued brand, producing clever products and services that will expand into different sectors. I can imagine a  “Concentrate Office”, that creates playful whilst productive work environments for business, or a “Concentrate Sport” that helps athletes and sportspeople to train and perform at their best.

It is really important to me to try to work toward something worthwhile – and whilst it sounds cheesy, I would like nothing more than to help people, even in a small way, to fulfil their potential.