SIASUN(SZ:300024) Sou Hu Cai Jing·2026-01-04 07:13Core Insights - The conference highlighted the globalization strategies and marketing approaches of Chinese mobile robotics companies, focusing on how to address overseas market pain points and establish localized systems for effective operations [1] Industry Characteristics - The robotics industry is characterized by a ToB (business-to-business) focus, where high product prices, long usage cycles, and complex solutions lead to extended decision-making processes involving multiple stakeholders [3] - Demand in the industrial logistics sector is highly non-standardized, with significant variations in requirements across different industries and even within the same company [4] - Robots have become essential carriers of automation, transitioning from optional to necessary for sustainable business development due to labor shortages in markets like Japan and the U.S. [4] Overseas Customer Pain Points - Overseas customers prioritize "long-term operational capability" over single product purchases, seeking stable supply chains, localized services, and continuous product iteration [5] - Key pain points include the need for rapid customization, challenges with multi-brand compatibility, lack of localized service support, and concerns over supply chain stability post-pandemic [5] Company Competitive Advantages - The company has established itself as a leader in core controller shipments globally for two consecutive years and offers a diverse product range with an integrated software system to address compatibility and non-standard scenarios [6] - It serves over 1,500 overseas clients across 65 countries, with local service capabilities in key markets like Germany, the U.S., and Japan [7] - The company utilizes CRM systems to analyze order data, enabling precise insights into industry demand trends and resource optimization [8] Globalization Pathways - Building a localized system involves a comprehensive approach that includes brand, business, product, service, and supply chain dimensions, with a focus on establishing customer trust and demonstrating long-term operational capabilities [9] Marketing System Reconstruction - The company advocates for a reverse operation model in overseas markets, emphasizing sales-led strategies to understand local pain points before product promotion [10] - The marketing strategy includes three key areas: brand awareness, targeted business development, and effective product communication to enhance customer understanding [11] Service and Supply Chain Support - The company emphasizes the importance of service as a brand asset, showcasing local service teams and rapid response capabilities to assure customers of post-purchase support [12] - Transparency in supply chain operations is crucial, with clear communication of local production and partner networks to enhance customer confidence in supply stability [12] Essence of Globalization - Globalization is defined as the export of capabilities rather than just products, requiring a deep integration of brand, business, product, and sales efforts to build customer trust and convey long-term value [13]