Xinshida built an O2O Internet robot sales platform. This is the first time that the Internet has stepped into the robotics industry, and this is an inevitable trend in the future.
Zhou Xiaopeng was very busy, but he was very efficient. He spent a month and 20 days building an O2O internet robot sales platform.
According to Zhao Yong, the CEO of the Chinese robot network, this is the first time that the Internet has been involved in the robotics industry. Although the robot industry is a new industry, its procurement and sales model is still the traditional industry model. This is exactly what the Internet has transformed.
In the soon-to-be-released "Made in China 2025" plan, the robot ranks second in the top ten key promotion areas, which also provides a policy basis for the Internet's entry. Advancing the integration of the two is one of the nine strategic priorities of the policy.
Xu Fang, president of the first listed robotics company in China, Xinsong Robotics Academia Sinica, told reporters that the Internet has definitely entered the robotics industry.
Going to channelization: One-third of the cost reduction As the deputy general manager of the New Sida Robotics Company, Zhou Xiaopeng explained this platform to reporters: “The core of the O2O model is the integration of resources. Products and systems are provided to end users through the platform. Integration and service resources, where customers can make active purchasing decisions and purchase products and services."
The first single business came inadvertently. “I just sent this message in the WeChat circle of friends and an institution bought a SA1400 robot through the platform.†Zhou Yipeng said. At that time, the platform went online for only 4 days, of which 2 days or weekends.
In Zhou Yupeng's view, through the platform model, robots, integrators, service providers, etc., get on the platform, and turn around customers to get back to the essence of serving customers.
Zhou Xiaopeng said that under the O2O model, Xinshida is a company that develops and manufactures robots. Its relationship with system integrators has changed from a relationship between vendors and channels to a partnership of mutual cooperation. The purpose of cooperation is to provide high quality for customers. Products and services. The integrator can obtain customer resources through the platform. The cost of sales generated by finding customers is greatly reduced; the project information is based on the premise of robot procurement, and will not fall into a situation where tactics cannot be achieved; integrators do not have to invest in purchasing robot products. The cost of capital is greatly reduced, and the entry barrier for system integration has also been reduced.
The Internet "first hit" robot industry O2O remodel business model On this platform, when a customer chooses a robot, the platform will recommend five integrators and service providers to grab a single for the customer, compete with the robot's peripheral equipment and service items. On the platform, more than 300 integrators have gathered.
“Now robots are sold through integrators and are very traditional. In the Internet age, it is unreasonable to use traditional sales procurement models to do such a new industry. The future must be decentralized and channelized. Zhao Yong said.
The traditional robot industry marketing method is such that robot manufacturers sell robots to system integrators. After system integrators purchase robots, the robots are integrated into non-standard production lines or workstations provided for customers, and then production lines or workstations are provided. final customer. In this process, system integrators need to purchase robot products in advance. Since the robot passes through the system integrator (channel provider), it is difficult for the customer to obtain a more favorable price. Even if the robot manufacturers take the initiative to profit, this vendor's behavior can only be beneficial to the integrator, and can not be effectively delivered to the end customer. At the same time, as system integrators need to purchase robot products in advance, their financial pressure is also greater.
With the O2O model, how much money can a customer buying a robot save? Zhou Yipeng calculated a bill for the reporter. On the platform, a robot is priced at 81,888 yuan, while the same product, the foreign giant ABB is selling more than 110,000 yuan. Under the traditional model, the integrator sells to the end customer to reach 14 Ten thousand yuan. On the platform, customers of large projects can basically save one-third of the money.
Calling on a third-party platform "NST is the first to eat crabs, but strictly speaking, the platform is not a third-party platform. In the future, we must open this model and rely on third parties to achieve it." Zhao Yong said.
In this regard, Zhou Yipeng said without hesitation: "We hope that companies can join this platform, and we also welcome third parties to do this platform."
When this platform appeared, the reporter learned that some of the industry’s WeChat groups had initiated arguments. Some people were afraid, others were watching, and some were in favor.
Lin Tianyi, vice chairman of Sierte Robots, told reporters that for the time being, we should wait and see. We must see successful cases. But I believe this will complement the sales model.
Xu Fang told reporters that this is a trend. It is necessary to build a robot website and a logistics robot website through the Internet, including Xinsong also has its own channels.
According to a sales executive of a foreign-owned robot company, before the Internet is more developed than it is today, the level of mastery of information between manufacturers and customers is very different. There is a clear information asymmetry, manufacturers have more product information, and customers are often kept in the dark, eliminate information asymmetry, will benefit both robot manufacturers and customers. However, if a third-party platform can emerge, it will avoid the situation where one enterprise builds a platform and another enterprise is not willing to participate. At the same time, big data mastered by third-party platforms can in turn guide companies to produce on demand.
The current emergence of the O2O model "can first remove the gray aspects of traditional sales, and make the customer's procurement chain more transparent. Second, the lower price of robots after dechannelization will attract small companies to use robots to drive market demand. More to solve the government's "machine substitution" policy." Zhao Yong told reporters.
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