Foreign system integrators who focus on the high penetration rate of robots and currently have the greatest demand for system integration often have a long-term cooperation relationship with automakers, and their revenue can be close to 10 billion. Take Comau as an example, its customers in China are also mainly automotive companies, including not only foreign-invested automotive customers, but also domestic customers such as Changan, Chery and Jianghuai. Compared with foreign counterparts, domestic integrated companies have a shorter development time, and they are usually less competitive in the automotive sector than foreign integrators. Therefore, the scale is relatively small.
Foreign large-scale system integrators usually have a strong competitive advantage in a certain process. For example, Dürr has a very strong competitive advantage in the integration of automotive coating production lines. Of course, Dürr also expanded its business beyond system integration, such as cleaning and filtering systems.
Domestic system integration companies are usually not limited to a certain process, but mainly focus on an industry. Only Xinsong, which has the strongest integration capability, can get a lot of orders from other industries in the automotive industry. Of course, Xinsong has services in system integration, logistics and warehouse equipment, and transportation automation systems. In business diversification, Xinsong is similar to Dürr.
However, unlike domestic ontologies firms that face strong competition from foreign companies, domestic system integrators have many comparative advantages in their home country, including channel advantages, price advantages, and engineering bonuses.
Four major factors determine the small scale of integrators. System integration projects are non-standardized. Each project is different and cannot be 100% duplicated, so it is difficult to scale. The scale can generally be copied, such as the development of a product, after the setting is rarely changed, each model is the same product, through production and sales can be a large number of copies on the scale. Moreover, due to the need for capital, integrators usually have to consider the number and scale of projects that are implemented simultaneously.
1. System integrators are people-oriented order-based companies
The core competencies of system integrators are talents. Among them, the most important are sales personnel, project engineers, and on-site installation and commissioning personnel. Sales personnel are responsible for obtaining orders. Project engineers plan design according to order requirements, and installation and commissioning personnel go to the customer site for installation. Commissioning and ultimately delivery to customers. Almost every project is non-standard and cannot be simply copied. System integrators are actually light-asset-order engineering service providers. The core assets are sales personnel, project engineers, and installation and commissioning personnel. Therefore, it is difficult for system integrators to expand their scale through mergers and acquisitions.
2. System integrators need to be funded
Payment for system integration usually adopts the “3331†method, that is, the drawings get 30% after the audit, 30% after the delivery, 30% after installation and commissioning, and finally 10% of the warranty money. According to such a payment process, system integrators usually need to be funded.
In general, integrator financial pressure will not be too great, but if several projects are carried out at the same time, or if the amount of a single project is too large, there will be financial pressure. After all, many integrators are also outsourcing, and they need to pay suppliers. The purchased parts are cash on delivery.
3. Industry segmentation becomes more and more obvious
The industry segmentation trend of the development of domestic robot system integrators is becoming more and more obvious. Robot integrators such as logistics, 3C, automotive, metal processing and other sub-sectors are beginning to rise.
4. The relationship between competition and cooperation among integrators
With the trend of the development of enterprise automation, from the single-station transformation to the single-line and the entire automation plant, one or two companies cannot complete the project requirements of the application company. Therefore, cooperation will become more and more important.
5. Industry integration robot system integrators will bear the brunt
The integration of the robotics industry has started since 2014. Some integrators with strong technology and strength will become the targets of listed companies. Of course, some integrators will be eliminated during this integration.
Luo Baihui, vice president of the Dongguan Robotics Association, believes that by 2020, the domestic robot systems integration market will reach 200 billion yuan, but problems such as weak core technology, lack of talent, and a single application field are important factors that restrict the outbreak of the domestic robot market. In addition, although domestic system integrators have many advantages, including channel advantages, price advantages, and bonuses for engineers, they seem to be unable to escape the small circle of “integrated†systems integrators. At least at this stage, the scale of domestic integrators is not large, and companies with less than one billion yuan account for the majority. Those who can achieve 50 million yuan are the best in the industry, and there are only a handful of countries with more than 10 billion in the country.
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