Chapter 101 Choose one? Of course I want them all (4500 words)
Not long after Lu An entered the chairman's office, Chu Xiao came over with a material report, and Meng Qiuyan also came to the office.
Ch Chu Xiao handed the materials he brought to his desk: "Mr. Lu, this is the research report you want."
Meng Qiuyan picked it up and read it first.
Ch next to her said immediately: "The report shows that as of the first half of this year, there were approximately 4.75 million high-net-worth families in China."
She looked at it for a while and handed it to Lu An, who also opened it and read it.
The high-net-worth households referred to in the report refer to households with investable assets greater than 6 million yuan. Their investable assets include offshore assets, but do not include real estate, luxury goods, etc.
In addition to the own research, these research data also purchased data materials from third-party organizations at a large price, which is the so-called consulting fee.
And purchased data from multiple third-party institutions for cross-validation.
Data shows that from the perspective of wealth structure, the total domestic private wealth exceeded 100 trillion yuan in 2015, and high-net-worth families owned about 41% of the private wealth.
From the perspective of regional distribution, high-net-worth households are mainly concentrated in economically developed coastal areas.
Among those ultra-high-net-worth families with assets worth tens of millions, more than 60% are business owners, and in the asset structure of these business owners, business assets account for about 60% of all their assets.
Among the 4.75 million households with investable assets of more than RMB 6 million, at least 2.5 million households have assets between RMB 6 million and RMB 10 million.
After a while, Chu Xiao said: "After various data analysis, the material report came to a conclusion that the number of domestic households with more than 2 million yuan in savings is probably between 2 million and 3 million."
Hearing this, Lu An shook his head and did not agree: "There must be more than this. According to the statistics, there are at least 5 million families with more than 2 million yuan in spare cash. The actual situation is definitely much larger than the paper statistics reflect. Don’t forget that China has always had a tradition of not revealing its wealth. "
Over the past two or three decades, the domestic economy has developed rapidly, and the overall wealth accumulation has been very huge.
The proportion of high-net-worth wealthy individuals is definitely very small, but with a huge base of 1.4 billion people in the country, no matter how small the proportion is, multiplied by such a large base of 1.4 billion, even 1% of the population is still 14 million people.
Among the high-net-worth groups, men must account for the absolute majority. It is an objective fact that men far exceed women in terms of earning power. The higher you go to the top of the tower, the greater the disparity becomes.
In other words, one man in a high-net-worth group is equivalent to one high-net-worth family. There must be 5 million such families.
The real richest man is not on the rich list, but among the invisible rich, and those not on the list will only be richer and more numerous than those on the list.
Meng Qiuyan said thoughtfully: "If you put it this way, the market audience for domestic service robots is actually quite large."
Lu An nodded and smiled: "I estimate that annual sales of 150,000 to 200,000 units are not a big problem."
This number seems to be very small, and it is incomparable with the annual sales of technological products such as smartphones and computers, which often reach hundreds of millions.
But the two are not comparable. Housekeeping service robots are big-ticket commodities. They should not be benchmarked against mobile consumer electronic devices such as mobile phones and computers. Instead, they should be benchmarked against big-ticket commodities such as cars, and they should be benchmarked against luxury brand high-end cars such as BBA.
Last year, Mercedes-Benz's total domestic sales were about 280,000 units, and its high-end cars such as the S-Class and GL-Class, which are luxury models priced over 500,000 yuan, accounted for about 20% of the annual sales, or about 55,000 units.
The total sales of high-end luxury models of BBA's three major car series last year was only 150,000 units.
Lu An’s expected sales volume of 150,000 to 200,000 domestic service robots is based on the fact that there is currently no similar competitor in this field that can compete with Metaverse Intelligent Control.
There is no doubt that if the first-generation product can sell more than 150,000 units in the first year of release, it will definitely be a huge hit.
When Chu Xiao heard this sales forecast, he looked at Lu An and couldn't help but said: "I'm afraid it's a bit difficult to sell more than 150,000 units per year. Although there are no similar competing products, it is actually competing with domestic workers."
Hearing this, Lu An shook his head. He looked at Chu Xiao and corrected him: "No, no, this product is aimed at wealthy high-net-worth families. Rich people will not fire human nannies just because they buy robots. Regarding this customer group alone, there is no competition between robots and human nannies in this ecological niche, because high-net-worth employers definitely want them all, rather than choosing one or the other."
Meng Qiuyan agreed with Lu An's conclusion after thinking about it for ten minutes.
She immediately said: "The ecological niches are different and it really cannot be generalized. The real competitive relationship between domestic service robots and human nannies should be in the larger ordinary middle-class families."
Meng Qiuyan followed the train of thought and analyzed: "Ordinary middle-class families are rich but not very rich, and their financial capacity cannot bear the expenses of a domestic service robot and a human nanny at the same time. Most likely, they have to consider the cost-effectiveness of the two, which one is more cost-effective, and then choose one of the two, and there will be competition."
Speaking of this, Meng Qiuyan glanced at Chu Xiao: "But high-net-worth groups, their financial ability is completely able to bear the expenses of human nannies and robots at the same time without any pressure."
Chu Xiao thought about it and realized that he had not considered that the ecological niches of different customer groups are also different.
As far as the ecological niche of high net worth groups is concerned, there is really no need to choose one or the other.
Lu An glanced at the two people and said with a smile: "At this stage, only high-net-worth customer groups are considered. The price of the first-generation product is only affordable to high-net-worth groups. The ordinary middle-class group should wait until the price comes down in the next few generations." Compared with the domestic robots, our domestic robots have many unique competitive advantages. "
"As long as the domestic robot can do what the domestic nanny can do and do it better, it is already an advantage; and the domestic robot can do what the domestic nanny cannot do, which is the biggest advantage."
For the domestic service robot developed by Luan, some of the disadvantages and pain points of human domestic nannies can basically become the advantageous selling points of the domestic robot.
For example, when domestic servants take care of children, some poorly qualified ones will abuse children behind the back of their employers. News like this will appear on the Internet from time to time, but domestic robots will never abuse children.
Moreover, housekeeping service robots are also extremely professional and versatile.
It focuses on five major application scenarios: kitchen, elderly care, child care, housework, and emergency response.
The biggest advantage is something that human domestic employees cannot do, which is professional emergency response.
· In terms of emergency response by domestic service robots, if gas leaks in the indoor air, when the leakage is very small and cannot be noticed by humans, the domestic service robot can accurately detect the gas leak and handle the gas leak in time.
Has the ability to monitor air quality in real time, such as air humidity, temperature, PM2.5 value, etc., allowing the owner to keep track of the air quality in the home at any time.
Have the ability of fire early warning and early fire fighting.
Have the ability to call for emergency medical help and can provide preliminary vital sign data, such as blood sugar, blood pressure, blood lipids, etc.
It also has the ability to provide on-the-spot first aid. For example, if a family member faces airway obstruction by a foreign body, the housekeeping service robot will use the Heimlich maneuver.
There is also artificial respiration and cardiopulmonary resuscitation, and because the robot does not produce carbon dioxide itself, it will not compete with people for air. The air delivered by artificial respiration will not bring in part of the carbon dioxide produced by itself like humans.
Human domestic employees often do not have such comprehensive capabilities for the above capabilities.
It is impossible to work in this industry if you really have such high comprehensive quality and ability. Even if you do have it, it is extremely scarce, and the employment price will definitely be very expensive.
This is the competitive advantage of domestic service robots.
High-net-worth families must attach great importance to the need for safety and security. Rich people are more afraid of death and accidents. If you can provide them with such high-quality services, they will not mind spending hundreds of thousands to purchase such services to provide themselves with additional security.
Emergency handling is one of the five major application scenarios of housekeeping service robots, and the other four major application scenarios are also professional.
In terms of overall cost, compared with the cost of armed robots, the cost of domestic service robots is much lower.
The total cost of the armed robot is 1.14 million yuan. Taking into account supporting equipment such as the omnidirectional motion platform, the comprehensive cost rises to 1.47 million yuan.
The comprehensive cost of a housekeeping service robot is about 470,000 yuan.
His market positioning inevitably determines that it cannot have an omnidirectional motion platform, but must be highly intelligent and fully automated, which saves a cost of 330,000 yuan.
Using less hardware materials, the housekeeping service robot is designed to have a net height of 1.68 meters and a weight of 72 kilograms.
In addition, the material strength requirements of domestic service robots do not need to meet the military-grade strength indicators like armed robots, because domestic service robots are different from products such as cars.
Cars must carry people, which is related to people’s life safety.
But housekeeping service robots do not have this restriction. They do not need to carry people, and they only need to design strength standards based on their own body conditions.
At the same time, they do not need to be as durable as armed robots, and they do not need to adapt to complex and extremely harsh environments.
Because the working environment of domestic service robots is definitely indoors and at home, which highly overlaps with the environment in people's daily lives.
The home environment must be very stable. It cannot be extremely high temperature all of a sudden and extremely low temperature immediately. A stable external environment can keep the software and hardware in a good state and run smoothly.
Forced to increase the military-grade strength index, the redundancy is too large, and it is wasted, and it also drives up the cost.
The last one, battery costs have also dropped significantly.
The armed robot uses a solid-state lattice battery with a standard energy density of 3000Wh/kg. The battery cost alone has reached 470,000 yuan, which is already the comprehensive cost of the domestic service robot.
Although the domestic service robot also uses a solid-state lattice battery, its energy density is only 1000Wh/kg, and its battery cost is lower.
The battery also uses less materials. It uses a 12.5 kg 1000Wh/kg solid-state lattice battery. The battery weight only accounts for 17.36% of the weight of the robot. It can reach about 12.2 kilowatt-hours of electricity when fully charged. Its energy consumption is also much lower than that of the armed robot. It consumes 0.5 kilowatt-hours of electricity per hour. The battery life on a full charge is almost a day.
As a smart home product, this battery life is completely sufficient, and it can be charged at any time.
civilian products must focus on cost and service, which is completely different from military positioning and ideas.
It is this series of adjustments that has reduced the overall cost of housekeeping service robots to RMB 470,000.
Humber-wise, the hardware of military armed robots is more advanced, including batteries.
But from the perspective of software and artificial intelligence, housekeeping service robots are more advanced because they can be fully automated.
The AI intelligent agent developed by Lu An for domestic service robots is just right for use in domestic service robots, but it is not that useful for military use, because the battlefield situation is complex and changeable, and it is not as good as humans in making emergency decisions.
Unless it is used as cannon fodder, then being "rigid" is not a big problem at all.
Cannon fodder.
The main function is to fill in lines.
But it is very expensive to use cannon fodder, millions each, and the current economic conditions are still unbearable.
Unless the cost is reduced by more than ten times, that is another matter.
As far as the current optimal solution and most economical model is concerned, it is still the "human-machine-in-one" model, which combines human intelligence with the steel body of the robot. The two complement each other's disadvantages, achieving an effect of 1+1 greater than 2.
At this moment, Chu Xiao has left the chairman's office.
Meng Qiuyan looked up at Lu An and asked: "How much do you plan to price the first-generation domestic service robot?"
Lu An had already decided on the price of the product.
Hence her inquiry and told her: "The final selling price is 788,800 yuan."
Meng Qiuyan couldn't help being surprised. She blinked her eyes with surprise: "So expensive?"
Lu An smiled and said: "It is positioned as a high-end product, which is different from the pricing logic of bionic prosthetics that are positioned as mass consumer products. The customer group of this robot is high-net-worth families, who are relatively less price sensitive." On the contrary, if it is too cheap, it will not sell well. Human nature is that I have this thing, but you don’t have it. I have it, so why do you have it? What kind of nonsense.”
In fact, it is like a LV bag. Its industrial production cost is several hundred yuan in a factory in Guan City, but its price can be sold for tens of thousands or even hundreds of thousands of dollars.
In the eyes of rational economic people or pragmatists, it is a proper IQ tax. People who are stupid and have too much money cannot understand that anyone would buy it.
There is no doubt that those buyers must know the cost of LV bags.
But there are still so many people who are willing to pay, just because you can't afford it, but they can afford it.
If you can also afford it, he will most likely not buy it, but will pursue what you can’t afford.
To put it down to earth, it is just to pretend to be compared.
In other words, they are identity needs, social needs, business needs and respect needs.
The greatest value of luxury goods is to tell the people you want to tell, can you afford it?
Knowing that you can’t afford it, then his emotional value comes and he feels that the money is worth spending.
, but still can’t hold on, and only those millions of high-net-worth families can provide services to this group, and of course they can only take the high-end luxury route.” Meng Qiuyan calculated: “If the price is 788,800, it will be equivalent to a net profit of about 270,000 yuan for each one sold.”
She turned to look at Lu An: "If the annual sales volume of 200,000 units as you expected can be achieved, then the first-generation domestic robot can bring the company an annual revenue of 157.76 billion, and a net profit of more than 54 billion."
Meng Qiuyan couldn't help but be stunned when she came up with these data expectations.
It’s really not that I don’t know, I’m shocked when I think about it.
This is definitely a new and super strong performance growth point for the company, and it is not weaker than bionic prosthetics at all.
Even in a certain sense, it is more profitable than bionic prosthetics, because the high profits of bionic prostheses are mainly supported by overseas exports.
If domestic service robots are also exported to overseas markets and have good sales worldwide, even if the domestic price is the same, there will be 50,000 to 60,000 sales in overseas markets, which will be a revenue of 30 to 40 billion.
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(End of this chapter)