Another gold mine for smart hardware: Enterprise customization

Now the tech industry, from individuals to giants, is drilling into smart hardware. A large number of smart devices have sprung up, but most of the new eye-catching gadgets are geared toward individual consumers, both smart-wearing devices and smart-home products.

For personal soft and hard combination of smart hardware can attract eyeballs, not false, but to really make money, still difficult, stay in the stage of applause. But another market, for the enterprise customization and vertical industry to B market, "money" seems to be more bright.

As you can see from some of the founders of the company who have been in the early days of intelligent hardware, although it is still a user education period, you can see a huge smart hardware to B custom market. And now in China, especially in Shenzhen, has a very mature mode of operation.

Which companies have custom requirements?

Chat up to know, now many areas have intelligent hardware customization needs, and the lack of technology and ideas, as long as there is technical strength, enterprise customization needs are to find the door.

Guangzhou Lok Source is an early start of the intelligent hardware ODM company, its technical deputy Li Yongxu told me, now the Ministry of Education, the board of directors, banks, mobile operators, hospitals, health clubs are the needs of the intelligent hardware industry customization.

They are practicing the case has a golf equipment and Taiwan's brand of golf smart watch, this is a relatively high degree of difficulty products. Because the product is relatively high-end, and is a symbol of identity, there are more requirements in quality. In addition, in the realization of the function, it is very difficult to cooperate with the professional club and put it into the course map. At the same time they are also trying to work with the Pathfinder such a sports brand cooperation, together with the design of bicycle sports Smart Code table products.

In addition to sports, health areas, smart home is to B customized another piece of hot land. Magic Teng Intelligence is set up less than a year of Tsinghua Entrepreneurial team, they launched the home of intelligent lights, temperature and humidity regulator set launched, in the personal market by the players attention, but also often enterprise customization needs to find the door.

Intelligent Home better pioneer is the ancient north of Hangzhou electronics, in the personal market, we understand that they are intelligent remote control, sockets such products. But in fact, Gu bei Electronics founder Liu Zongji told me, now on the market many well-known manufacturers of water heaters, such as Huang Ming, sun rain, and they have begun to cooperate in the transformation of intelligent products, on the phone can see the water temperature, turn off and so on, the traditional control function moved to the mobile phone to achieve.

As you can see, Le Yuan and Gu bei are hidden behind traditional brands as an intelligent driving force, and they also become the early beneficiaries of smart hardware.

Compared to the merits of a person's market

"Does not mean to do to B market must be more profitable than to C market, the characteristics are different." "Li Yongxu did a simple analysis:

For personal market: Often the product profit space is larger, but you have to put the brand first, so the investment is very big, the risk is also very large, such as you have no channel ability to digest?

Enterprise-oriented market: if we talk about cooperation, we usually charge some research and development expenses first. At the same time agreed to a basic amount, and the proportion of the deposit, at the same time agreed to how long to complete the goods. The company takes risks with you, but profits are less, and most of the profits are in the hands of custom companies.

Several current market play

By making smart hardware to B customization, to profit cannot rely on a product, must add more products, and each product for different needs of the industry has its own business model. For example, the pension market for smart wear products, Li Yongxu that they will do it themselves, because such products are to match the cloud services business model, only their own front and back to grasp the experience before it can work.

It is understood that now Shenzhen such to B customization scale is gradually increasing, before the total amount of 2 million below the list does not do, is now 3 million below the list does not do. For example, a total amount of 3 million, if the cost of the product at 150 yuan/Taiwan, at least need to customize the number of 20,000 units. At the retail price of about 500 yuan, the entire product will have about 6 million of the gross margin, ODM company profit in 50~100 million.

In the custom demand side, usually a segment of the brand, to do this product must have sufficient channel protection, such as to do a 20,000 units of products, if the digestion period is 1 years, monthly sales to be able to have 2000 of the guarantee, then he must have at least 50,000 channels to protect the channel to control the risk.

So now the game is, ODM manufacturers have enough technology and research and development capabilities, in 2 months or so time to cut into new products, and custom companies have to master enough market.

Who is more suitable for the to B market

Not every smart hardware company has a to B ability, or not. Li Longyi, director of Intelligent technology, their smart lamp products have a certain popularity, and constantly receive a variety of customized requirements of the mail, due to the characteristics of the product, there are many hotels are companies, the hope of lighting control of the intelligent transformation, while there are some traditional giant companies, to cooperate with them to do products.

But Li Longyi said they had not heeded these demands, saying, "It's a matter of team preference, genetics, style, willingness to deal with consumers, or more willing to deal with businesses." "Obviously this young team is still more willing to deal with consumers and be a good market for the to C."

When will the market be detonated?

According to Liu Zongji, now Haier is also in depth and they talk about product intelligent customization, involving all the white electricity product line. This consideration, Haier has begun six months ago, has now determined to start the transformation, and promote product intelligence.

Liu Zongji also believes that "early to C will be larger, late to B market larger." Take their products for example, now to C's more, he thought will soon reach the split ratio. and to B market follow-up growth potential will be greater, because now many traditional home appliances manufacturers in the wait-and-see stage, if all enter, may each demand in level 1 million, it is difficult to imagine.

In the next 2 years, smart hardware will enter the breakout period, to B enterprise customization market will be faster than the individual market, because the traditional brand products led by the popularity will be silent.