Rebirth 99 to become a car giant

Welding robots are a relatively niche product.

But because of this, users are relatively clear about the parameters of various manufacturers.

The various parameters of Nanshan Robot surpassed its peers, which naturally attracted everyone's attention.

The most ruthless thing is that for customers who are very willing to order, they can actually provide the service of using first and paying later.

If you are not satisfied, you can return it.

As a result, major domestic automakers immediately became interested.

For these manufacturers, if they have a big business, they must not be short of the money for a few robots.

But just because the family is big and the business is big, no matter what the investment is, it pays attention to the process.

It was very difficult to increase items that were not included in the budget.

But if you use it first, and then pay for the goods next year after increasing the budget, it will not be difficult at all.

Anyway, the product is actually installed in the factory, so there is no need to worry about whether it is an internal audit or an external audit.

As a result, the order of Nanshan robots quickly exceeded 100 units within a month.

Although this figure is nothing compared to the output of robots in later generations.

However, considering that China's annual demand for welding robots is only a few thousand units, the average is only three to four hundred units per month.

It is not easy for Nanshan to snatch one hundred units.

The most important thing is that among the 100 units, many of them are just the first batch of orders.

If people have no problems after using it for a few months, that's when the real big order comes.

"Minister Yoshida, it's useless for you to find me."

"Unless your price can be lowered to the same level as Nanshan."

"Otherwise, their performance is better than yours, the price is cheaper than yours, and there is a free warranty within three years."

"How do you want me to propose you?"

In the meeting room, Wang Le, head of the purchase and sales department of Chuncheng Stamping Factory, had a meeting with the visiting FANUC team.

Prior to this, all the robots used by the Chuncheng Stamping Plant were FANUC products.

Naturally, Wang Le knew Ji Tian a long time ago.

Even before, everyone had to eat together at least two or three times a year.

This time Yoshida also asked Wang Le to have dinner together at night.

But in the end, Wang Le chose to talk at the company, let's eat after dinner.

He considers himself a bottom line person.

It's not his style to take money and do nothing.

Seeing that Nanshan's robot has attracted a lot of attention in China, he must not dare to take a huge risk to choose FANUC with a higher price.

At that time, if his robot continues to win the 2002 National Science and Technology Progress Award, then he will be even more embarrassed.

"Wang Bu, I completely understand your concern."

"However, Nanshan's robots have not passed the test of time, and their stability is definitely not as good as our FANUC's."

"The welding process in our workshop is the most concerned about stability."

"Once there is poor precision or other conditions, there will be situations such as welding deviation of solder joints, false welding of solder joints or explosive welding."

"This is a great injury to Spring City Press."

During this period of time, Yoshida was busy putting out fires with various clients, trying to put out the fire that had started in Nanshan.

Otherwise, FANUC's order will be gone.

Other Yaskawa and Kawasaki people are doing similar things.

Generally speaking, if a customer uses a robot from another company, there is a high probability that they will use the same company's product when they buy it next time.

This involves the convenience of maintenance, as well as the connection behind these robot manufacturers.

"What you said is indeed a problem."

"However, Nanshan Robot provides free maintenance for three years, and they promise that if the loss is caused by the quality of their robot, they can seek compensation from them."

"In this case, your claims are hard to stand up."

Wang Le spread his hands, expressing that he was helpless.

The cooperation between Chuncheng Stamping Factory and Nanshan is very close. Not only some presses are purchased from Nanshan, but also various PRG molds and TRF molds are made by Nanshan Mold Center.

So Wang Le is naturally unwilling to offend Nanshan.

What's more, Nanshan's robots are really hard to find fault with.

Inexpensive, that's what it says.

So no matter what FANUC people say today, what they promise, or what they question, they will not change this result.

...

Since Changan Ford was established last year, various tasks have been advancing rapidly.

Mass production will start at the beginning of next year, so most of the equipment has already been installed during this period.

However, in order to minimize investment, the TDM press line in the stamping workshop is manually moved.

Most of the welding equipment in the body shop uses manual welding, and only some large assembly parts are welded by robots.

However, since the robots are imported from Germany, not all the welding robots in the welding workshop are in place.

The prototype car in the trial production process is completed by manual spot welding.

Anyway, there are only a few prototype cars, and there is no problem with manual welding.

However, during this period of time, the Nanshan welding machine was born, which disrupted the situation all at once.

"Toms, our welder robots have been shipped and will arrive next month."

"If we cancel the order now, there is no way we can do it."

Gerbo, the sales director of KUKA Huaxia, looked at Toms opposite him very depressedly.

Yesterday he received a contact from Changan Ford, saying that the order was canceled because KUKA's welding robot did not arrive on the specified date.

Gerbo flew over from Shanghai right away, and went to meet with Purchasing Director Thomas.

"Gerbo, the KUKA welding robots we ordered belong to your standard products. You can continue to sell them to other customers without affecting secondary sales."

"The first batch of prototype vehicles did not catch up with the use of mass production equipment, and there have been many criticisms within the company."

"If the second batch still can't catch up, the person in charge of the welding workshop will jump out and scold me."

"Originally we had no other choice, so we could only passively accept KUKA's delayed delivery."

"But now Nanshan's welding robot has arrived and will be installed this week. In this case, we can't wait any longer."

Although Thomas has never been so cold about Nanshan, he knows that Nanshan has a good relationship with his boss's boss, so he will not specifically jump out to spoil Nanshan's good things.

Kuka's robot is good, but Nanshan's robot is better than the opponent's in terms of parameters.

The key is that their service attitude, delivery date, and cost have all-round advantages.

In this case, Thomas has no reason to oppose the use of Nanshan robots.

Even if the previous bidding has chosen to use KUKA.

"Nanshan robot?"

"Nanshan robot again?"

Gerbo's face became ugly all of a sudden.

In Spring City Volkswagen's welding automation improvement project, they just lost orders for more than a dozen welding robots.

Now at Changan Ford, the order was snatched by Nanshan again.

Wherever this Nanshan goes, will not even a blade of grass grow?

"Gerbo, I believe you should know something about Nanshan robots."

"As a friend, I want to remind you that if KUKA still sells outdated robot products in China, and the price is still so high, then I am afraid that it will lose the China market in the future."

Thomas didn't know what Gerbo had experienced before, but he kindly reminded him.

"Thank you for your reminder."

"I will report this situation to the headquarters properly."

"But do we really have no chance?"

"After the robot arrives, can we install it overnight?"

Gerbo was still thinking of making a last-ditch effort.

However, it is obviously useless work.

...

"Mr. Wang, Nanshan's robots have arrived today, and they can be installed within a week."

"This time our F6 model chooses to fully cooperate with them, which is really a very correct choice."

"Now the parts they are responsible for research are progressing relatively smoothly. On the contrary, some of the parts we are researching are a bit slow."

Inside BYD, Zhong Qiang, head of the procurement department, sat across from Wang Fu with a plate during lunch.

Although they are all high-level executives in the company, they usually eat in the cafeteria like ordinary employees.

BYD is not only in the car business now, but also in consumer electronics batteries.

Wang Fu's schedule is naturally very full.

Zhong Qiang also made use of the stitches to brush up his presence in front of Wang Fu and report the latest things.

"I remember that the robots in the welding workshop and the painting workshop were all planned to be purchased from ABB and Yaskawa?"

"If it is changed to Nanshan Robot now, does the plan need to be readjusted?"

Although Wang Fu knew that the robot manufacturer in the workshop was going to replace it, he was definitely not as familiar with some specific things as Zhong Qiang.

"There is no need to change it. On the basis of the previous planning, the production tempo has been improved."

"Especially the floor tailor welding process of welding models, which was originally a bottleneck process. After using Nanshan robots, the production tempo can basically catch up with other processes."

"I have to say that Nanshan's technology research and development strength is very strong."

"We dare not say that we can develop a robot in such a short period of time, but they not only made it, but also made products that are better than the products of international mainstream robot manufacturers."

Zhong Qiang's attitude towards Nanshan is quite complicated.

On the one hand, the existence of Nanshan has enabled BYD to find the best supplier of QCD for many parts.

But on the other hand, giant suppliers like Nanshan must have their own ideas. It is impossible for them to do whatever BYD's purchases say.

"Originally, I thought that other than us, among domestic companies, only Huawei, which is also in Shencheng, is doing technology research and development in a down-to-earth manner."

"Now it seems that Nanshan is going to be added to this list."

"Since we are strategic partners, as long as they can produce parts or equipment, they can be given priority."

"Just take this opportunity to let those international giants know that the money of China's own brands is not so easy to earn."

As a private entrepreneur in Huaxia, Wang Fu must have been angered by many international equipment giants.

The delivery cycle is long, the price is expensive, and the after-sales service is poor.

This is almost a common problem of international equipment giants in this era.

"Indeed, it's like a robot. Whether it's KUKA and ABB, or Japan's OTC, Fanuc, Yaskawa and Kawasaki, none of the products has a unit price of less than 500,000 units."

"When we planned our welding workshop, we only dared to import twelve welding robots, and the rest were manual welding."

"Now the price of welding robots in Nanshan is about 300,000 yuan. If the quantity is large, it may be lowered."

"In this case, we can also consider reviewing and improving the automation rate of our welding machines in the future."

"Especially if some of our processes require three shifts in the future, the effect of replacing labor with robots will be the greatest."

For many manufacturers, whether to use robots or manual labor is mainly a matter of cost.

Now the annual cost of a worker may be about 10,000. If a robot can replace 3 workers, it will take 10 years to recover the cost.

But if a robot can replace 6 workers, the time to payback is cut down to 5 years.

After more than ten years, the cost of a worker has gone to 70,000 to 80,000, or even 100,000.

But the finished product of the robot has been reduced to hundreds of thousands.

So as long as there is an opportunity to change the process of robots, everyone will take the initiative to promote it.

"The strength of Nanshan Equipment Center is still very strong. Whether it is a robot, a press, or other machine tool products, if the procurement department has a new project bidding, they can ask Nanshan for a quotation."

"Even if you don't choose to use their products in the end, you can still help other manufacturers bargain."

Wang Fu's attitude is quite clear.

It was the first time for BYD to build a car, and he was a little bit unconfident.

At this time, BYD needs a partner with sufficient strength to develop together.

Anyway, Nanshan is just a parts supplier and equipment manufacturer, and has no competitive relationship with BYD.

good for everyone!

As for whether this will make other equipment manufacturers bad, this is not his concern.

...

During this period of time, Li Shigui felt that his waist was much stiffer even when he was walking.

The robot division is now completely on the right track.

Not only have more than 100 robots been sold, but more large orders are still being negotiated.

Even in the planning of the third phase of Nanshan Industrial Park, a robot factory will be specially built.

The scale of the land is not small at all, as much as 200 mu.

This makes him full of confidence in the future of the company.

"Mr. Cao, our welding robots have already laid a solid foundation in the industry. I think we can make persistent efforts to quickly expand the application scenarios of our robots."

"At that time, the monthly sales can increase rapidly, and it can better suppress the robot giants such as FANUC and OTC."

Li Shigui is now wishing that Nanshan Robotics can punch Fanak this year, step on KUKA, and bring down all the international giants.

This is naturally in line with Cao Yang's expectations.

"Aren't there some national or even world-wide robot exhibitions at the end of each year?"

"In addition to welding robots, you should also consider other products, and then show them at the exhibition for everyone to see."

Although Nanshan also held a simple robot technology exhibition with various customers before.

But this is a promotional nature, and the influence is limited to the auto industry.

The situation is different at national and global robot exhibitions.

It is a big stage to improve brand power and showcase the latest robot technology of various manufacturers.

If it can become the focus of the exhibition at that time, all advertising costs will be saved, and a large number of orders will fly in directly.

"no problem."

"I immediately organized people to start researching new products."

"However, what kind of robot products do we make to make it more impactful?"

Li Shigui is still very confident in his boss' vision.

So naturally I also want to listen to the boss's suggestion.

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