Commercial cleaning robot user analysis

Robotics is a high-tech industry, an important indicator of a country's innovation capability, and in line with the national strategic plan-intelligent manufacturing segment. In recent years, with technological breakthroughs and declining costs of core components, service robots such as sweeping robots have continued to accelerate penetration in various fields. As a service robot closer to the consumer end, the upgrade and rapid growth of the cleaning robot industry has been accelerated, driven by factors such as an aging population and rising labor costs. According to statistics, the demand market size for commercial cleaning robots in China is at 380 million yuan in 2019, and the demand market size for commercial cleaning robots in China will reach 750 million yuan in 2021, and the overall demand market size is expected to reach about 2.78 billion yuan by 2025. The future development of the robot industry is very broad, and the market potential is huge.

II. Who are our customers?

1. Customer distribution

By region: At present, customers are mainly distributed in the Yangtze River Delta in East China, the Pearl River Delta in South China, Beijing in the North, Chengdu+Xi'an in the Southwest, and Changsha+Wuhan in the central part of China, the first and second tier big cities with purchasing power.

By industry: office buildings, hospitals, factories, properties, hotels, scenic spots, government buildings, transportation hubs, shopping malls, workshops and other large-area applications of the demand for units.

2. Customer type

Divided by geography

Domestic customers: customers using the domestic market

Foreign customers: customers other than the Chinese market

Divided by docking method

Direct customers: units that directly purchase equipment for use

Indirect customers: intermediaries, partners, resource dockers (associations, chambers of commerce)

Divided by purchasing power

High-quality customers: government enterprises, large group companies, listed companies, industry leading enterprises, etc., these have the money to buy quality customers

General customers: those who want to buy, but take so much money at once and need to make decisions for a long time, or potential customers with real needs

3. The five conditions necessary for target customers

(1) purchasing power

(2) recognition

(3) have to meet the site

(4) larger area

(5) Price acceptance

Third, why use cleaning robots instead of manual?

1. At present, whether indoor or outdoor cleaning in China is basically the main force of senior citizens. China has entered a deep aging, according to the sixth census of China's elderly population over 60 years of age accounted for 18.5%, the efficiency is low.

2. With the development of society, a new generation of young people are no longer willing to work in cleaning, coupled with the impact of the epidemic, the effectiveness of enterprises is reduced. This has led to difficulties in recruitment and increased labor costs for enterprises.

3. the manual cleaning efficiency is low and cleaning is difficult to form a standardization, but also deviates from the pace of social progress of automation advocated by the state.

4. manual cleaning mobility is not as strong as the equipment, such as some places with high staff density cleaning needs to be carried out at night, night operations need to increase the cost of wages, most people are not willing to undertake night work, resulting in business leaders to arrange work difficult and other issues.

Fourth, what are the key concerns of customers?

1. the price of the machine price is too high, to consider the customer company's operating capital chain

2. after-sales guarantee after-sales service can keep up, after-sales maintenance, maintenance and other issues

3. product technology can achieve the expected cleaning efficiency, whether to achieve full intelligence

4. the cost of whether to reduce labor costs, the first investment and payback period

5. the added value can bring some additional advantages in addition to cleaning

6. the trial issue whether the product can be tried in the actual application field for a period of time to see the effect of use

7. appearance issue Some customers aim to improve the company's image, whether the product has a sense of technology, and whether it can match the actual scene

8. case question whether there are some good cases for customer reference, the effect and feedback of current customer use, etc.

9. agent problem Need a good policy for the agent

10. advantages over other manufacturers Customers are definitely more concerned about the overall cost performance.

V. What are the customer's pain points?

1. serious aging of employees, low efficiency of cleaning operations

2. the staff's salary is increasing year by year, the cost pressure, but the cleaning efficiency is still not any improvement

3. the industry turnover, staff is not easy to manage, lazy, disobedient arrangements, etc.

4. cleaning standards are not uniform

5. during the epidemic, business benefits reduced, difficult to recruit staff, many people do not want to come out to work

6. the new generation of young people are not willing to work in the cleaning industry

7. Communication barriers between employees and managers

8. If the cleaning staff is streamlined, when there is an employee who needs to take a mid-length vacation, there is no extra staff available to assist in cleaning the hygiene of their fixed places.

9. Low efficiency of manual labor or equipment

10. Image project, the tender is difficult to win.

11. upgrading of equipment and production (at the request of the state, industrial upgrading, equipment should also be upgraded, intelligence will eventually come)

Six, how to solve the customer pain points?

1. Intelligent manual cleaning robot, to solve the difficult problem of personnel management.

2. intelligent manual cleaning robot, can start cleaning at any time and anywhere with one key.

3. intelligent artificial cleaning robot, increase cleaning efficiency, better unification and standardization.

4. enterprises equipped with intelligent products, can well enhance the overall corporate image (customers can see from the side of the enterprise: detailing, standardization, innovation, information technology and other aspects of the situation).

5. Increase the special intelligent cleaning equipment, reflect the strength of the company in the bidding process, and increase the winning rate.

6. equipment instead of part of the manpower, improve the efficiency of work, improve the quality of cleaning.

7. The robot works uniformly, the consumables are fixed every year, saving financial expenses for the company.