1. Interview with Wang Yupeng, President of SIASUN Robot BG: Grasp the key links to ensure the successful delivery of logistics robot projects
Grasp the key links
Ensure the successful delivery of logistics robot projects
——Interview with Wang Yupeng, President of Mobile Robot BG of Shenyang SIASUN Robot Automation Co., Ltd
As logistics robots are more and more widely used, ensuring the successful delivery of projects is very important for both supply and demand. Based on the company's professional experience accumulated in more than 20 years, nearly 1,000 customers and more than 2,500 projects, Mr. Wang Yupeng, President of SIASUN Mobile Robot BG, made a detailed analysis of the key links and control points in the project implementation process, providing practical guidance for industry insiders.
Author: Jiang Hong
Preface
Shenyang SIASUN Robot Automation Co., Ltd. (hereinafter referred to as "SIASUN") has focused on robot technology for more than 20 years, has more than 1,300 invention patents, and has developed hundreds of robots in ten categories. These products are divided into two categories: "hands" and "feet": "hands" refer to various robotic arm robots, and "feet" are mobile robots.
As a pioneer and leader in the development of China's mobile robot industry, SIASUN is committed to providing global customers with mobile robot design solutions, product development and manufacturing, installation and commissioning and technical services, forming a whole industry value chain integrating independent core technologies, core components, core products and industry system solutions.
Focusing on how to successfully deliver the mobile robot project, Mr. Wang Yupeng, President of SIASUN Mobile Robot BG, combined with the current development and changes of the mobile robot market, focused on the key links and key points in the project landing process, and introduced the successful experience of SIASUN to provide practical reference for industry insiders.
INTERVIEW
Wang Yupeng, President of SIASUN Mobile Robotics BG
Reporter: Logistics robots are increasingly widely used, please talk about which industries and scenarios are in demand in China this year?
Wang Yupeng: From the perspective of SIASUN's business situation, the domestic logistics robot system projects in 2023 will mainly focus on the following three major industries: the production and manufacturing field dominated by new energy vehicles, the photovoltaic industry, and the power battery industry, which are in relatively large demand, especially the logistics robot projects in the power battery and photovoltaic industry, with a single project sales of hundreds of millions of yuan, and a variety of types of products are needed to suit different scenarios.
Other industries, such as semiconductors, auto parts, grain and oil processing, etc., have tepid demand, relatively small project scale, and there are not many projects of tens of millions of yuan. As far as I know, this year's logistics robot companies serving this field have taken overseas markets as the main position and increased investment in export business.
I estimate that the growth rate of China's logistics robot market can reach 20% this year, mainly because the investment in these three major industries has not decreased, accounting for about 60% of the market share. However, the entire industry is "rolling" quite strongly, and the competition is becoming increasingly fierce. The ability of logistics robot companies to grasp the wind outlet is very important, but without entering these industries, growth will be weak.
Reporter: To meet the needs of different industries and enterprises, should logistics robot products be customized and developed in each project?
Wang Yupeng: Because of different scenarios and different process requirements, the attributes of customized development of logistics robot products are very strong, but the products customized and developed for a scene can also be replicated and applied in the same scenarios of other manufacturers. This requires logistics robot companies to make products into standard modules, and then assemble them according to the actual needs of customers, and provide customized solutions. Most companies in the entire logistics robot industry operate in this way.
SIASUN's strongest mobile robot product is the automobile chassis assembly vehicle, from 1991 successfully delivered to Shenyang Jinbei Bus Co., Ltd. for use, the product technology iteration for more than 30 years, in the form of power supply, lifting and other aspects of continuous optimization, in order to stand out in the market. Xinsong is closely focused on the needs of automobile factories, and after customers put forward new needs, we immediately change the product design. And some companies can't keep up, so they say that customers are too demanding and picky. In fact, what your customers want from you is where they want to go in the future, because they know their industry best.
SIASUN mobile robots are used in batches in the assembly line of a certain brand of automobiles
Reporter: What stages do the successful landing of the logistics robot system need to go through, and what are the key tasks at different stages?
Wang Yupeng: For logistics robot projects of different scales, the delivery process is the same, involving customer demand research, program planning and design, equipment development and production, software system development, on-site installation and commissioning, delivery and many other links, which is a complex systematic project. To ensure the smooth implementation of the logistics robot system project, suppliers need to understand customer needs, plan and design the overall plan, provide suitable logistics robot products, and coordinate all aspects of resources to complete each stage of the work on schedule. In my opinion, the most important thing in the whole process is to grasp the following two stages:
First, in the early stage of the project, the supply and demand sides should determine the process and technical route after full communication. Understanding and satisfying customer needs is a decisive factor in the successful delivery of a project, and it is the most effective way for suppliers to control on-site implementation time and labor costs. This is very important, and people are actually not doing very well. The main reason is: at present, mobile robots are mainly used in the field of intelligent manufacturing, and most enterprises lack a deep understanding of the planning and construction of smart factories. Moreover, there are many departments that need to communicate with each other to do the project of domestic enterprises, and if there is one link that cannot be done, the customer satisfaction of the project may not meet the requirements. Relatively speaking, the project of foreign-funded enterprises is directly connected with the project management personnel, who have a high level of professionalism, and usually spend a long time in the early stage of the project to communicate with the supplier in detail on the technical requirements, and once the contract is signed, it will be implemented accordingly and will not change. It is basically difficult for Chinese companies to do so.
The second is the process deployment in the installation and implementation stage. At present, the bottleneck restricting the development of the entire industry is in the field deployment link, which directly affects the break-even point of logistics robot enterprises. If the on-site deployment period is short, the enterprise will make profits, and if the construction period is extended, the profits will be eaten. In fact, whether the project can be delivered on schedule depends not only on the on-site management ability of the mobile robot enterprise, but also closely related to its professional and technical level, including the stability and reliability of the product, whether the software system is easy to deploy, whether the industry experience is sufficient, etc.; There are many factors that will cause the construction period of on-site deployment to be extended: after the equipment enters the site, Party A has to modify the design plan, and the equipment of other manufacturers cannot be in place and installed as scheduled, etc., which will lead to the delay of the joint debugging of the entire system. As a result, the supplier will spend a lot of time on the implementation of the project, and the input cost will exceed expectations.
Reporter: How long does on-site deployment generally take?
Wang Yupeng: The construction period of on-site installation and commissioning is one to two months, but most projects cannot be completed, and even drag on to a year. The project is only completed after acceptance, and the time of acceptance is completely controlled by Party A, and the logistics robot company has no right to speak as Party B. Relatively speaking, SIASUN usually does not take so long to implement logistics robot projects abroad, because foreign-funded enterprises have different ways of doing things, they have strong planning, time control is very good, and the project can generally be delivered on schedule.
Reporter: Logistics robot companies face many challenges in the process of project delivery, what capabilities do they need to have and strengthen?
Wang Yupeng: logistics robot project is not a pure product business, there are certain engineering attributes, logistics robot enterprises need to have software, electrical, mechanical and other technical personnel, with program planning and design, product development, installation and implementation and other aspects of professional capabilities. Among them, project implementation experience and on-site management and delivery capabilities are the most important capabilities that affect the smooth delivery and cost control of the project.
At present, most of the logistics robots are used in the manufacturing industry, due to the different product types and production processes of manufacturing enterprises, in addition to providing customized solutions, robot products also need to be customized development, in the deployment process, there are many uncertainties on the site, and the robot may not be able to reach 100% of the design indicators. It may also be due to changes in the customer's production process and on-site environment, which makes it more difficult to deliver logistics robot projects.
Suppliers gain industry experience through numerous implementation projects. SIASUN has more than 20 years of development history in the field of mobile robots, and has successfully delivered more than 2,500 projects in various industries. For example, when SIASUN first did a project of a leading power battery enterprise in China, the construction period took five or six months, and now the project can be delivered in about one month. This is not only because the solution can be replicated and the project is relatively easy, but also because the team at SIASUN has a better understanding of the customer's needs and the project progress is smoother.
SIASUN mobile robot is used in a well-known brand automobile factory
It is worth mentioning that customers often value the professionalism of suppliers' products and solutions the most. Therefore, logistics robot enterprises must have their own core technology advantages, which is a necessary way for enterprises to maintain competitiveness for a long time.
Reporter: In order to ensure the smooth delivery of the project, what work do logistics robot companies need to focus on?
Wang Yupeng: In my opinion, mobile robot companies should focus on these four aspects:
First, in the early stage of the project, it is necessary to fully communicate with Party A, understand its needs thoroughly, and reach a consensus between the two parties. This is the most critical, but it's easier said than done, and that's where the pain points of suppliers come from.
Second, it is necessary to maintain communication with Party A at any time during the scheme design process, because it is common for some customers to find problems and put forward new requirements in the design stage. Timely changes to the design scheme can avoid further investment.
Third, the product should be fully debugged before leaving the factory to improve the reliability and stability of the product, and the system simulation can also find and solve the problem early, so as to save the time of on-site installation and commissioning.
Fourth, improve the professional skills of the implementation team, and be able to quickly complete the installation and commissioning of equipment when the on-site conditions are available, and the team should be withdrawn as soon as possible.
SIASUN mobile robots are used in Land Rover's assembly shop
In the case of increasingly homogeneous technology and products in the logistics robot industry and fierce market competition, only by controlling the cost can enterprises earn profits. In my opinion, the future development of the enterprise depends on the competition of internal strength, and comprehensively improve the comprehensive strength, including continuously improving the professional and technical level, accelerating the speed of project delivery, enhancing the ability to control costs, and having sufficient financial strength.
Reporter: How do you see the future development prospects of the logistics robot industry?
Wang Yupeng: There is no doubt that the application of robots is a major trend, and the robot industry will continue to grow with the continuous expansion of application scenarios. In January this year, 17 departments including the Ministry of Industry and Information Technology issued the "Robot +" Application Action Implementation Plan, which is a great benefit to promote the development of the robot industry.
In the whole robot industry, I am very optimistic about logistics robots, in recent years, driven by multiple forces such as policy, technology, capital, and market, the industry has grown very rapidly. Moreover, mobile robots and industrial robotic arms are combined together to become composite robots, which is a combination of "legs" and "hands", and the application prospects are broader. Coupled with the blessing of artificial intelligence technology, especially the launch of the ChatGPT large model platform, intelligent robots will have the ability to make independent decisions, which can better meet the needs of production and life, and the market imagination space is infinite.
SIASUN is preparing to establish an artificial intelligence research institute, focusing on the integration and application of artificial intelligence and 5G, big data, cloud computing and other technologies in the field of robotics, continuously improving the intelligent level of robots, and enabling intelligent robots to empower thousands of industries.
Article source: Logistics Technology and Application
2. Submarine robot enterprise stealth innovation has received tens of millions of yuan in B+ round financing
Shenzhen Sneak Innovation Technology Co., Ltd. (hereinafter referred to as "Sneak Innovation") recently completed tens of millions of yuan in Series B+ financing, and the investor is Zhengxi Capital. This round of financing will be used to develop swimming pool cleaning robot products, improve the construction of the industrial chain and marketing promotion.
Founded in 2016, Sneak Innovation is an enterprise focusing on the research and development of consumer-grade and light B-end underwater robots, including underwater drones, fish exploration drones and cleaning robots, etc., which are widely used in underwater observation photography, fishery breeding underwater emergency rescue, hull detection, scientific research and exploration, environmental protection testing, water conservancy and hydropower and other fields.
Previously, Sneak Innovation has completed a total of 5 rounds of financing, with investors including Shenzhen Venture Capital, Huaize Zhongzhao Angel Fund, Investment Control Donghai, Nanshan Zhanxin Investment, Meihua Venture Capital, etc. In July last year, the company was selected as the fifth batch of specialized and new "little giants".
Pan Tianyang, the investor of Zhengxi Capital, said that the underwater environment is a complex scenario involving multidisciplinary interdisciplinary and high technical barriers, and the current exploration and utilization of the underwater environment by human beings is still in the initial stage, and there is much to be done in the future.
Article source: 36 Krypton