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Mobile WebSiteFrom the perspective of the industrial chain, the robot ontology is the foundation of the development of the robot industry, and the downstream system integration is the key to the commercialization and large-scale promotion of the robot. Due to the high technical barriers, the ontology products have a certain monopoly, strong bargaining power and high gross profit margin. The barriers to system integration are relatively low, the upstream and downstream bargaining power is weak, and the gross profit level is not high, but its market size is much larger than the ontology market.
At present, domestic robot companies are mostly system integrators. According to international experience, the development of the domestic robot industry is closer to the US model, namely system integration, unit product outsourcing or OEM, providing turnkey projects for customers. The Chinese robot market has a weak foundation and a broad market. It is more feasible to adopt the division of labor model in the Chinese robot industrialization mode from the initial stage of integration to the mature stage.
The current industrial robot system integration has the following characteristics:
Cannot copy in bulk
System integration projects are non-standardized, and each project is different, not to mention 100% replication, which is more difficult to achieve 50%, so it is more difficult to expand. The ratio can be copied. For example, a product has been developed. After the model changes, it rarely changes. Every model is the same. It can be copied in large quantities through production and sales. Because of the need for capital, integrators often have to consider the number and size of projects that are being implemented simultaneously.
Be familiar with relevant industry processes
Since robot integration is a secondary development product, it is necessary to familiarize with the downstream industry processes and complete reprogramming, deployment, and so on. Domestic system integrators, if they focus on a particular area, often encounter higher industry barriers and can survive without problems. However, due to industry barriers, it is difficult to achieve cross-industry business expansion, and mergers and acquisitions will not work, so it is difficult to scale up. Robotic system integrators should be small, at least at this stage, domestic integrators are not large.
Need professional talent
The core competency of system integrators is talent. The most important are sales people, project engineers and on-site installation and commissioning staff. The salesperson is responsible for accepting the order. The project engineer designs the project according to the order requirements and installs and commissions the personnel. Installation and commissioning to the customer site, and finally delivered to the customer. Almost every project is non-standard and cannot be easily copied. The system integrator is actually an order-based engineering service provider with light assets. The core assets are sales personnel, project engineers, and installation and commissioning personnel. As a result, it is difficult for system integrators to scale up through mergers and acquisitions.
Need to advance funds
System integration payments usually use the "361" or "3331" method, that is, 30% after passing the audit, 30% after delivery, 30% after installation and commissioning, and the last 10% of the warranty. According to such a payment process, system integrators usually need funding. In general, the pressure on the integrator will not be too great, but if there are multiple projects at the same time, or if the number of individual projects is too large, there will be financial pressure. After all, many integrators are outsourcing and need to pay suppliers. Partially purchased parts require cash on delivery. In short, as the price of hardware products declines year by year, profits are getting thinner, and the sales model of project-driven hardware products has become history, while basic applications such as processing, palletizing, and sorting have entered the threshold. The lower the competition, the more intense the competition. The upstream and downstream bargaining power is weak, the gross profit level is not high, but its market size is much larger than the ontology market.
Industrial robot
Industry is an industry that integrates system integration, advanced manufacturing and precision matching. This is an industry that requires technology, manufacturing and R&D experience. From the perspective of the development of China's machinery industry chain, due to the influence of many factors such as core technology restrictions, the breakthrough of China's industrial robot industry is mainly reflected in the field of system integration.
