擎朗智能COO万彬：中国机器人出海要“因地制宜”

Core Insights - The article discusses the successful international expansion of a Chinese robotics company, Qianlang Intelligent, highlighting its strategies and market performance in the service robot sector. Group 1: Company Overview - Qianlang Intelligent has been focused on the service robot field for over ten years, achieving global sales of over 100,000 robots, which are utilized in restaurants, hotels, hospitals, office buildings, and airports [1] - The company holds a 40.4% market share in the delivery segment and ranks first globally with a 22.7% share of total robot shipments, according to IDC [1] Group 2: International Expansion Strategy - The company's international expansion journey consists of three phases: initial exploration, tailored strategies for different markets, and a focus on product performance and service quality [2][3] - In the initial phase, Qianlang built a sales network overseas, relying on local partners and establishing a localized logistics system to serve customers effectively [1] - The second phase involved developing country-specific strategies due to cultural and economic differences, leading to a "one country, one policy" approach [2] - The third phase emphasized enhancing product performance and service quality while deepening strategic communication with key partners and clients [2] Group 3: Competitive Advantages and Challenges - Chinese robotics companies, particularly in the new generation of robots, possess significant advantages such as a strong supply chain and cost efficiency, with competitive parity in AI technology [3] - The challenges faced during international expansion include higher cognitive costs related to product adaptation and customer engagement, as well as hidden costs like time and opportunity costs [3] - Qianlang's experience in Japan highlighted the importance of understanding local customer needs, leading to adjustments that significantly improved sales [3] Group 4: Future Directions - The company plans to focus on efficient penetration into various service scenarios as a key aspect of its future international strategy [2] - Qianlang aims to combine humanoid robots for customer-facing roles with specialized robots for efficiency-driven tasks, creating a more effective service model [4]