Status and Plan for FY15 & 16 - meqtronics.com · • Qube, QNET are suitable for low level...

© 2014 Quanser © 2014 Quanser

Status and Plan for FY15 & 16

Market in China

Kevin Zhang


Sales in 2015


Quota VS Revenue

0.00

200000.00

400000.00

600000.00

800000.00

1000000.00

1200000.00

2011 2012 2013 2014 2015

400000.00

500000.00 550000.00

650000.00

850000.00

390000.00

450000.00 495826.79

767727.37

1051524

Quota

Revenue


Orders past 5 years

0.00

100000.00

200000.00

300000.00

400000.00

500000.00

600000.00

700000.00

800000.00

900000.00

2011 2012 2013 2014 2015

Orders

Orders


Orders Analysis in 2015 • Best year by orders – 2013

• Orders decrease in 2014 and 2015, revenue

keeps increasing

– Delay caused by duty free problem etc. – Baolai has only 3 people can sell Quanser products in

2015 – Spend more time on pre-sales activities before 2013 – Spend more time on after-sale services in 2014-2015

• New version of UVS in 2015 – Trip to Youmin’s lab 5 times last year


Orders in Dec. & Backlog • FY 14-15

– 136k in Dec. 2014 – 361k backlog to FY14-15 – Quota 850k

• FY 15-16 – 164k in Dec. 2015 – 127k backlog to FY15-16 – Quota 950k


Orders Analysis in 2015 • UVS & Heli, Hover 12 orders • Rotary & Linear family 7 orders • Robotics 7 orders

– Denso robot – HD2 – Qbot – MICO

• 1 order from Peking Universit, 2 orders are lost • ST 4 orders

– Hexapod


? 2016


Sales forecasting in 2016

• Quota: CAD950k

• Revenue to date: 290k – 127k Backlog from 2015 – 164k in Dec. 2015


Forecast in 2016 Jan. Feb. Future Northwest Polytechnic University $24,000.00

Shijiazhuang University $19,000.00

Beijing University of Science & Technology $26,000.00

Nanjing University of Technology $20,000.00

Shandong University of Science & Technology HFLC & Heli $40,000.00 Southwest University - Prof Li HFLC & UVS $65,000.00 Northwestern Polytechnical University - YouminZhang UVS $120,000.00

Changchun University of Science and Technology UVS & Mech $150,000.00 Changchun University of Technology QPID $20,000.00 Changchun University Rotary $30,000.00 Yanshan University HD2 $28,000.00

Guangdong University of Technology -Lu renquan UVS & Mech $110,000.00 Bohai University - Bing Xiao Denso $40,000.00 Wuhan University of Science and Technology - Prof Liu HD2 & Denso $85,396.25 Beijing Institute of Technology - Yue Ma UVS $50,000.00

$43,000.00 $46,000.00 $738,396.25


Forecast in 2016

Northwestern Polytechnical University - YouminZhang UVS $160,000.00

• UVS with Optitrack 17w

• Fund confirmed


Forecast in 2016

Changchun University of Science and Technology UVS & Mech $150,000.00 Changchun University of Technology QPID $20,000.00 Changchun University Rotary $30,000.00

• Agent - SaiBo HongYe

• Help several orders as a reseller before

• Good relationship local universities

• 6-8 sales people • Upgrade to solo agent in

Changchun


Forecast in 2016 Guangdong University of Technology – Lu Renquan UVS $120,000.00

• Prof. Lu worked in Hangzhou Dianzi before, has

Heli, rotary etc. in Hangzhou

• Plan UVS and Mechantronics products for new lab

• Part of fund is confirmed.

• COE candidate?


Forecast in 2016

Wuhan University of Science and Technology - Prof Liu

HD2 & Denso $85,396.00

• Applying fund now

• Delayed - change MICO to DENSO


Forecast in 2016 • Possible a big order from research

institute - MSP – 200k

• NI China

– 100k in 2016, QNET, QUBE, Phase I products


Sales Activities in 2015


Conferences 1 The 27th Conference of Control & Decision 2015.5.23 - 25 Qingdao

2 The 11th Forum of Deans of Automation School of National Universities 2015.5.25 - 27 Qingdao

3 SAFE PROCESS, CHINA, 2015 2015.7.4 - 6 Shanghai

4 The 34th Chinese Control Conference（CCC）& SICE 2015.7.28-30 Hangzhou

5 The 26th Chinese Process Control Conference （CPCC） 2015.7.31 - 8.3 Nanchang

6 China Automation Congress 2015 2015. 11. 30 Wuhan

7 World Didactic Exhibition 2015.9 .23 - 25 Fuzhou


Activities

• On site training for NI academic team – Mitch, in May

• Work with NI China

– NI Professor Day

• Seminar – Hosted By Saibo HongYe in Changchun, Nov.


Sales Activities Plan in 2016


Conferences plan in 2016 1 The 35th Chinese Control Conference(CCC,2016) 2016.7.27-29 Chengdu

2 The 28th Chinese Control and Decision Conference(CCDC,2016) 2016.5.28 -30 Yinchuan

3 The 27th Chinese Process Control Conference (CPCC,2016) 2016.7.31 – 8.2 Lanzhou

4 The 2nd International Conference on Control and Civil Engineering (ICCCE 2016) 2016.4.16 - 18 Beijing

5 The 12th World Congress on Intelligent Control and Automation (WCICA 2016) 2016. 6.12 - 15 Guilin

6

2016 IEEE Information Technology, Networking , Electronic and Automation Control Conference

2016. 5.20 - 22 Chongqing


NI China • 7 people in academic team

– Only one AE, Yang Liu has control background

• 70+ sales people in China – 2-3 people in every province – 4+ projects with Phase I products are applying fund

• Chinese version materials, needed by sales

people – PIS for tender documents – Curriculum to avoid more after-sale service

• Technical support locally


Products Focus • UVS

• Robotics

– MICO, Denso, HD2, Tele-presence – Qbot2, Qube

• Shake table

• Rotary & Linear


Sales channels • SBL

– Main distributor in China • MSP

– Distributor in Xi’an – Place orders to Quanser directly

• NI China – Communicate with more sales people directly

• Local agent – Copy Changchun Model to other areas


Plans future • Focus more on channels

– Help more for NI sales people – Develop new agents / distributors – Key customers – Technical support on research products


Plans future • New person in China

– Revenue doubled comparing with 2 years ago – Market in China is expanded

• Qube, QNET are suitable for low level universities and colleges

– Existed customer support • Many 10+ years customers ask for support locally

– Software and hardware upgrade • Best service means orders

– More sales channels • Distributors – SBL & MSP • NI China • More local agents

– Chinese materials / documents


Thanks

Status and Plan for FY15 & 16 - meqtronics.com · • Qube, QNET are suitable for low level...

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