A local entrepreneur is blazing trails in Manitoba’s innovation community.
Matthew Gale is the founder and CEO of PolySense Solutions, a Winnipeg-based technology company that focuses on real-time monitoring and asset management for laboratories and hospitals.
On March 18, Gale shared some insights at Devil May Care Brewing Company for a WTC Talks event sponsored by Bioscience Association Manitoba and Manitoba Chambers of Commerce. Hosted by World Trade Centre Winnipeg, WTC Talks is a monthly gathering that aims to connect the business community and share stories of trade and growth.
With more than 15 years of experience in engineering and leading research teams, Gale saw firsthand how manual processes and less-than-optimal systems could lead to inefficiency and unexpected expenses.
“There's a pretty big gap in the market with easy, simple, reliable systems that you can set up and monitor your lab — so we saw that and jumped on it,” Gale said.
PolySense Solutions incorporated in 2018 — combining Gale’s professional background as a mechanical engineering technologist with his interest in electronics — but he didn’t leave his full-time job until 2021.
With 15 years’ experience in engineering and managing research teams, he knew first-hand the frustration of unexpected equipment breakdowns and tedious manual checks. With that in mind, he was determined to create a real-time equipment communication system that uses smart technology to help streamline these operational challenges. The system combines hardware and software components to allow organizations to effectively monitor labs and deal with maintenance, calibration and compliance.
“I made a pretty simple prototype and it was working. Fast-forward and I was brought in as a consultant to develop a few more for a company. Then we decided other people might want this,” he said.
“We turned it into a product and made our first sale probably in 2019 or so. The rest is history. It was just a problem that was driving me nuts, so I decided to solve it.”
Looking back, Gale always knew he wanted to start his own business. He gleaned inspiration from his uncle, a successful entrepreneur in Winnipeg who launched a company called Dimetec.
“Growing up, I got to see his journey from starting a business all the way to being very successful,” he said. “As a kid, I don't think I really realized it, but looking back I think that really did inspire me to take this journey. … I think I've always had that entrepreneur bug.”
In the early days of PolySense, Gale took the time to speak with people in the industry, listen to their feedback and learn what they were looking for. Even though the company might not have gained sales right away, they gained knowledge that helped them succeed later on.
And that success translated to a growth in business south of the border, where they continue to lease their sensors to customers for a subscription fee.
“In Canada, there's just not as much private biotech up here. Pretty much any laboratory in Canada is public. It's either in a hospital or it's publicly funded somehow, so it's harder to find the decision-maker. It's harder to get approved for budgets. There's a number of reasons why it's just more difficult for us to sell in Canada,” he said.
“But in the U.S., if we can find a laboratory and find the lab manager for that lab, if we can get them on the phone and we can show them what we have, it's almost a guaranteed sale. It's just significantly easier to do business in the U.S. for us because of our product.”
At the same time, Gale shared the benefits of running a business based in Manitoba, even when a large percentage of sales are outside the province. Looking ahead, he hopes to expand into Europe within the next few years.
“Manitoba’s home. I’ve got family here. All our employees are here. I love Manitoba,” said Gale, who recently received the Emerging Bioscience Company of the Year at the Bioscience Association of Manitoba Awards.
“There’s a lot of different programs in Manitoba that I’m thankful for, especially the small business venture capital tax credit. I don’t know that PolySense would here without that program. … Another thing that I think is interesting about Manitoba is that it’s a smaller community so it seems there’s always connections.”
If he could share some insight with his younger self, he’d offer some simple advice: Don’t give up.
“The first couple of years weren’t easy,” he said. “There were a lot of days where you wonder ‘Should I get a job like a normal person?’ And I think I’m happy that I didn’t listen to that voice. I think you just have to power through the first couple years — and then it gets fun.”
