Robot system integration suppliers also have product design capabilities, end-customer process understanding of application requirements, relevant project experience, etc., compared with robot body suppliers, they provide standardized and personalized garments suitable for various application fields.
From the perspective of industrial chain, robot ontology is the foundation of robot industry development, and downstream system integration is the key to robot commercialization and large-scale promotion.Due to high technical barriers, the main products have certain monopoly, strong bargaining power and high gross 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 main market.
At present, most domestic robot companies are system integrators.According to international experience, the development of domestic robot industry is closer to the American model, namely system integration, unit product outsourcing or OEM, providing turnkey engineering for customers.China's robot market has a weak foundation and a vast market.It is more feasible to adopt the mode of division of labor from the early stage of integration to the mature stage of Chinese robot industrialization.
The current industrial robot system integration has the following features:
Cannot copy in bulk
Systems integration projects are non-standardized, each project is different, let alone 100% replicated, and it is harder to reach 50%, so scaling is difficult.You can copy the scale.For example, develop a product.When the model changes, it rarely changes.Every model is the same.It can be produced and sold in large quantities.Because of the need for funding, integrators often have to consider the number and size of concurrent projects.
Be familiar with relevant industrial processes
Since robot integration is a secondary development product, it is necessary to be familiar with downstream industry processes and complete reprogramming, deployment, etc.Domestic system integrators, if they focus on a particular field, usually 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 expand the scale.Robot system integrators should be small, at least at present, domestic integrators are not big.
Need professional talents
The core competitiveness of system integrators is talent.The most important are the sales staff, project engineers and site installation and commissioning personnel.Sales people accept orders.The project engineer designs the project according to the order, and installs and debugs the personnel.Install and debug to customer site, and finally deliver to customer.Almost every project is non-standard and cannot be easily replicated.The system integrator is actually an order-based engineering service provider with light assets.The core assets are sales people, project engineers, and installation and commissioning personnel.As a result, it is difficult for system integrators to scale through mergers and acquisitions.
Advance funds are required
System integration payment usually adopts the method of "361" or "3331", that is, 30% after the audit, 30% after delivery, 30% after installation and debugging, and the last 10% of warranty.According to such a payment process, system integrators often need funding.Generally speaking, integrators are not under much pressure, but if they are working on 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 paying suppliers.Part of the purchased parts will be paid on delivery.In short, with the price of hardware products dropping year by year, the profit is getting thinner and thinner. The project-driven hardware product sales mode has become a history, and basic applications such as processing, stacking and sorting have entered the threshold.The lower the competition, the more intense the competition.Upstream and downstream have weak bargaining power and low gross profit, but their market scale is much larger than the main market.
Industry is a system integration, advanced manufacturing and precision matching industry.This is an industry that requires experience in technology, manufacturing and research and development.From the perspective of the development of China's machinery industry chain, due to the influence of many factors such as the limitation of core technology, the breakthrough of China's industrial robot industry is mainly in the field of system integration.