Analysis on the development status of the hottest

Analysis of the development status of domestic industrial robot system integrators

China's electromechanical products trading: from the perspective of industrial chain, robot ontology is the basis for the development of robot industry, and downstream system integration is the key to the commercialization and large-scale popularization of robots. Compared with robot ontology suppliers, robot system integration suppliers should also have product design ability, process understanding of the application needs of end customers, relevant project experience, etc., and provide standardized and personalized complete sets of equipment that can adapt to various application fields

from the perspective of industrial chain, robot ontology is the foundation of the development of robot industry, and downstream system integration is the key to the commercialization and large-scale popularization of robots. Due to high technical barriers, ontology products have certain monopoly, strong bargaining power and high gross profit. However, the barrier of system integration is relatively low, the bargaining power with upstream and downstream is weak, and the gross profit level is not high, but the market scale of adding one or more alloy components such as Nb, Mo, W is much larger than the bulk market

at present, most domestic robot enterprises are system integrators. According to international experience, the development of domestic robot industry is closer to the American model, that is, system integration, outsourcing or OEM of unit products, and providing turnkey projects for customers. China's robot market has a low foundation and a large market. The more feasible mode of robot industrialization in China is to adopt the division of labor mode from the initial stage of integration to the mature stage

at this stage, industrial robot system integration has the following characteristics:

cannot be copied in batch.

system integration projects are non standardized, and each project is different. Let alone 100% replication, it is difficult to reach 50%, so it is difficult to scale up. Generally, those that can be scaled up can be copied. For example, when developing a product, it is rarely changed after finalization. Each model of product is the same. Through production and sales, a large number of copies can be made of the scale of on-site service provided by Jinan testing machine factory to customers. Moreover, due to the need to advance funds, integrators usually need to consider the number and scale of projects implemented at the same time

be familiar with the process of relevant industries

as robot integration is a secondary development product, you need to be familiar with the process of downstream industries and complete reprogramming, deployment and other work. If domestic system integrators focus on a certain field, they can usually obtain higher industry barriers and have no problem in survival. However, due to industry barriers, it is difficult to expand business across industries, and it is also impossible to expand business through mergers and acquisitions, so it is difficult to expand the scale. Robot system integrators should have been small, at least at this stage, the scale of domestic integrators is not large

need professional talents

the core competitiveness of system integrators is talents. Among them, the most core are sales personnel, project engineers and on-site installation and commissioning personnel. The sales personnel are responsible for taking orders. The project engineers carry out scheme design according to the order requirements, and the installation and commissioning personnel go to the customer's site for installation and commissioning, and finally deliver them to the customer for use

almost every item is non-standard and cannot be simply copied. System integrators are actually order engineering service providers that light assets, and their core assets are salespersons, project engineers and installation and commissioning personnel. Therefore, it is difficult for system integrators to expand their scale through mergers and acquisitions

need to advance funds

the payment for system integration usually adopts the method of 361 or 3331, that is, 30% after the drawing passes the review, 30% after the delivery, 30% after the installation and commissioning, 30% of the tensile strength, constant elongation, constant elongation force value, yield strength, and finally 10% of the warranty deposit. According to such a payment process, system integrators usually need to advance funds

generally speaking, the integrator's capital pressure will not be too short to clear, but if several projects are carried out at the same time, or the amount of a single project is too large, there will be capital pressure. After all, many businesses of the integrator are also outsourced, and they need to pay the supplier for goods, and some purchased parts require payment on delivery

in a word, as the price of hardware products decreases year by year and the profit is getting thinner and thinner, the sales mode of hardware products driven by projects alone has become a thing of the past. At the same time, in terms of basic applications, such as handling, palletizing, sorting and so on, the entry threshold is getting lower and lower, and the competition is more intense. The bargaining power with upstream and downstream is weak, and the gross profit level is not high, but its market scale is much larger than the ontology market

the industrial robot industry is an industry integrating system integration, advanced manufacturing and precision matching. It is an industry that requires technology, manufacturing and R & D experience. From the perspective of the development of China's machine industry chain, due to the limitations of core technology and other factors, China's industrial robot industry has made breakthroughs mainly in the field of system integration