For the next eight years, QKM Analytics Automation did just one thing: research and development. Up to now in China, QKM robot Automation has 260 registered employees, of which 105 are technical research and development staff, accounting for more than 40% of the total number, including one doctor 3, master 25, 3 senior management engineers.

      Investors also need to consider this view. Because so far many investors still feel that Li Qun's automation business from 10 years ago does not seem to have improved much and may weaken later. But Shi says this is what she sees as QKM's biggest competitive advantage, telling a number of investors this year, "We've been working on R&D for eight years." We make all the details of the product ourselves. We are still alive and the products we make can still be sold. It makes me feel very valuable."

      In this matter, Shi Jinbo is particularly honest, I have no right to judge other people's cognition. "It's just that people don't really understand what we're doing, and we just have to keep people from not understanding. 100 people don't understand, I meet 1,000 people, 1,000 people don't understand, I meet 10,000 people."

      Later in October 2018, QKM Robot Automation completed a 100 million yuan level C round of financing, which is the third round of financing since the establishment of the company. Since its establishment, it has won the favor of well-known investment companies such as Sequoia Capital, Sming Capital, Saif Fund, York Financial Group, Skyhawk Capital and so on.

      Quantitative change and qualitative change

      In the development process, QKM automation also wants to produce something in stages, not always behind closed doors. Need to touch the market, can not be completely without hematopoietic ability, so over the years, companies are also trying to do some hardware, or do projects to make money.

      In 2019, QKM automation revenue was about 128.1 million yuan, about 80.4 million yuan in 2020, and about 135 million yuan in 2021.

      We can't just look at the changes in numbers, we need to observe the qualitative changes. According to her, until 2020, the company has been in research and development, so 80% of its revenue comes from system integration. "What is the concept of system integration? It can be simply understood as dry decoration, doing a variety of combination or engineering work. By 2020, after the initial development of our own products is complete, we will be devoting more energy, including sales resources, to the sale of standard products, and the proportion of engineering work will be correspondingly reduced."

      In terms of the specific situation of QKM robot, the proportion of sales of standard products for the development of their own products has been increasing year by year: from 20% in 2019 to 40% in 2020, and this year, it is expected to reach 80%, accounting for the vast majority of revenue.

      This means that much of QKM's R&D spending in early-stage automation is starting to pay off and is growing rapidly both in terms of production and volume. The QKM Automation business has ended the engineering era of unlimited human and capital expansion and is moving toward more standard and sustainable business operations. "We knew from beginning to end that we needed to build a product that would address the labor shortage of the future so that we couldn't spend our resources and energy on systems and engineering."

      Of course, in order to allow "specialized and innovative" enterprises like QKM Automation to grow more smoothly, the Songshan Lake District tax department also provides policies and conveniences within its capacity. For example, QKM automation enjoys the R&D expense deduction policy. In 2019, R&D expenses were deducted by an additional deduction of about 22.08 million yuan, and corporate income tax was reduced by about 5.5 million yuan. In 2020, 23.3 million yuan of R&D expenses will be deducted, and 5.83 million yuan of corporate income tax will be reduced. As of the third quarter of 2021, enterprises have enjoyed the new policy of quarterly pre-payment of R&D expenses, deducting R&D expenses of about 25.9 million yuan, and it is expected to reduce corporate income tax of about 6.4 million yuan.

      Robots are a combination of software and hardware. The reason for hardware priority is to ensure the deployment of hardware in the long-term development process. By 2020, QKM Automation will install its own hardware in someone else's brain and be the first to market.

      The actual problem is that because the "brain" cannot be manipulated, the functions it can carry out are limited, and it can not fully adapt to the specific needs of customers, which also restricts the strategic promotion of this business to a large extent. In 2020, after the launch of new products integrating hardware and software, the sales volume is about 400 to 500 units, which is expected to reach 1,800 units this year and 4,000 to 5,000 units next year.

      Compared to its competitors, QKM Automation summarizes the advantages of its products: multi-purpose, excellent performance, small size, fast speed and high precision. The covered industries are also from the fine production of the 3C industry, the hardware industry of high-intensity production to the food industry of clean production, and the needs of users vary greatly.

      QKM robot Automation is a startup company born out of the world's top robotics experts and scholars. From universities to enterprises, the final formation of products that touch the market, for the process of the transformation of results, Stone has a lot of feelings.

      "In fact, the core problem is that tob and toc are two different things, and if you want to carry out the final result transformation, it is actually very important to have a clear customer portrait in the product process." However, in the field of scientific research management in China, our work is often the demonstration of enterprise technology-related concepts, and many details of life are actually not based on the analysis of the final procurement market demand or the production demand to improve customer relations, but only to demonstrate a possibility." Shi Jinbo said that among them, the society needs students to solve the following basic questions, the first is what is Chinese product design? Are the products supported by my technicians effective in addressing the pain points of these customers? What more can I offer? Also find customers willing to pay for extra features. This is a very time-consuming process, and for most people who do technical skills in general, the biggest obstacle is probably not willing to put their face down to talk to the customer, what are you going to buy?

      What she did was "throw herself out."

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Article reprinted from the Internet