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Business Model For
A0110189L
A0132423W
A0056792U
A0132394H
A0110169N
A0110164Y
Lee Sze Hoon
Zhang Ruolan
Shen Yuan Feng
Goh Wee How
Bian Zhiwei
Wang Gao
Business models for other technologies can be found here:http://www.slideshare.net/Funk97/presentations
Outline
Introduction
Value Proposition
Customer Selection
Scope of Activities
Value Capture
Strategic Control
2
Evolution of Cleaning
Common point of manual methods:
Involves human in the cleaning process
Requires huge amount of human labor Source: Intellibot
3
The Future of Floor Care
There is always a need for cleaning services regardless of economic conditions.
Increasing Demands in the followings:
Going Green, Eco-Friendly Cleaning
Higher Productivity
Reduce Labor Cost
Integrating Robotic Technology
Fully automated cleaning robot
Designed for commercial usage
4
Intellibot-HydroBot Demo
https://www.youtube.com/watch?v=KKFnEFCuUQw
5
There are three separate autonomous cleaning modes and one manual mode
Auto Clean Mode
Route Cleaning Mode
Spot Clean Mode
Manual Mode
Cleaning Modes
7
Save Labor and Double Productivity
Labor
Not cheap in Singapore
Monthly salary ~1000 SGD
Levy: 600 SGD per month
Housing allowance: 200 SGD per month
Labor Shortage
Due to tighten foreign workforce
Low productivity
Quality not guaranteed
Need rest
Intellibot
Lower dependence on Labor
Cheaper spending over 5 years
Higher productivity and automatous
929 sqm per hour
Handle free cleaning
Steady performance
Source: MOM, Intellibot
11
Save Labor and Double ProductivityCleaning Type
(for typical shopping mall ard 65000 sqm)
Productivity per Hour (sqm) 929 2210 1690 350
Machine Cost (SGD) 33000*7 22838*5 7453*7 N.A
Warranty (years) 5 3 3 N.A
# of Labor*Annual Labor Cost 1*12000 5*12000 7 *12000 23*12000
Annual Labor Levy + Allowance 1*9600 5*9600 7*9600 23*9600
Operating Hours 10 6 6 8
Estimate Annual Cost 67800 146063 168590 496800
Cost Saving N.A 53% 60% 86%
*Tennant T7 *Tennant T3+ *Janitorial Store*IntellibotSources:
12
Eco Save Filtration System Traditional floor cleaners dump more than 100 gallons of wastewater and associated
chemicals down the drain over a four-hour period.
4-stage filtration and recycling system uses 85% less water and chemical.
Source : http://intellibotrobotics.com/calculate/*per year per 929 sqm
Water and Chemical Cost (USD)
Conventional method 3120*
Intellibot 520*
13
Singapore’s Needs Promoting high technology cleaning industries in Singapore
Inclusive Growth Program (IGP) by e2i
Enhanced Clean Mark Accreditation Scheme (EAS) by NEA
Productivity and Innovation Credit (PIC) by IRAS
Creation of high skills workforce Workforce Skills Qualifications (WSQ) by WDA
Reduction of reliance on Foreign Workers in Singapore Social problems such as Little India Riot
High levy
Tightening of foreign labor policy
http://www.nea.gov.sg/public-health/public-cleanliness/cleaning-industry
https://www.iras.gov.sg/irasHome/page04.aspx?id=14372#Cleaning
15
Customer Selection
Government Segments
Shopping Centers
Manufacturing Plants
Public Segments
Cleaning Companies
16
Customer Selection - Government Segments
Total size of Changi Airport: 1,300 hectares (1,800 football fields)Terminal 1 – 280,020 sqmTerminal 2 – 358,000 sqm Terminal 3 – 380,000 sqm
What Intellibot can do? Detect motion and immediately stop to let people pass at a safe distance before
resuming operation The machines' long-range sensors sense up to 30 ft on each side, making it
perfect for cleaning wide open areas like airport concourses
Airport
17
Customer Selection - Government Segments
187 Primary schools168 Secondary schools24 Pre-university centers9 Language centers7 Technical schools6 Post-secondary institutes6 Universities…..
Schools
Source: http://en.wikipedia.org/wiki/List_of_schools_in_Singapore#Primary_schools
MCI,MCCY, MINDEF,MOE, MOF, MFA, MOH,MHA,
MINLAW, MOM, MND, MSF,MEWR, MTI, MOT, PMO
Ministries
In all >> 400 schools In all >16 ministries
18
Customer Selection - Shopping Center
10 Best Singapore Shopping Mall
Suntec City - Marina Centre
Paragon - Orchard Road
Marina Square - the bay area
Bugis Junction - Victoria Street
Ngee Ann City - Orchard Road
Vivo City - Harbour Front
The Heeren - Somerset
Far East Plaza – Orchard
Funan Centre - City Hall
Mustafa - Serangoon
More than 100 Big Shopping Malls and Exhibition Halls
19
Customer Selection - Manufacturing Plant
The machine's long-range sensors are perfect for cleaning open areas up to 60' wide
The built-in collision avoidance system allows the machines to navigate safely around irregular equipment and varied inventory to continue cleaning.
Clean every surface daily automatically.
Source: http://www.intellibotrobotics.com/industries/
20
Customer Selection - Public Segments
MRT station – more than 100 stations, big interchanges
Hospital (healthcare)
• Meet the highest sanitation standards by purifying water down to one micron.
• Healthcare operating software allows the Hands-Free machines to avoid obstacles such as IV poles, gurneys and expensive equipment.
• A unique UV light to kill bacteria is part of the Eco Save™ water purification system.
• Reporting and accountability after every shift is key to infection control
Hospitality - prolong carpet life in high-traffic areas, while offering the deep clean
21
Customer Selection - Cleaning service companies
Website Yellow pages -> more than 59 registered companies providing cleaning services.
Website Streetdirectory -> more than 464 companies providing cleaning services.
Source: http://www.yellowpages.com.sg/http://www.streetdirectory.com/businessfinder/company/335/Office Cleaning/
22
Scope of Activities
Research &Development
Manufacturing
Cleaning Services by Subsidiary Company
Distribution Channel
Marketing Strategies
Vertical integration
23
In-House Research and Development
User friendly system
Intelli-Trak Wireless Monitoring System
On-board Water Purification System
24
Manufacturing
• Lean Manufacturing
• Different suppliers from different areas to reduce risk of being copied by competitors
Buy Components from various North America suppliers
• Minimizing customizationOff-the-shelf components
• Protection of design and IPAssembly in Portland,
Oregon
25
Vertical Integration
Research and Development
Manufacturing
Distribution Channels
After Sales Service
28
Value Capture
Fee for Services
Leasing
Licensing
Cleaning Service
Markup Sales
Extended Warranty
Technical Certification
Existing Revenue Model What Do We Propose
29
Value CaptureExisting Revenue Stream
Markup sales on different models of Intellibot Robotics, Complement Assets and percentage of revenue from distribution partner.Extended Warranty for worry-free operations.Provide technical training to customer on spot, and allow access to online technical service manuals.
Intellibot
Robotics
Supplier
Components / Parts
Extended
Warranty
$
Corporate
Customer
Government
Distribution
Partner
…
$$$
% of
RevenueDistribution
Rights
Order
$
$
Intellibot, Complementary
Assets
Tech
Certificate
30
Value CaptureWhat we Propose
Fee for Services:Charge customer by continues operating hours serviced by intellibot robotics, data is extracted from the operation report stored in centralized servers.
Leasing Service:Lease Intellibot robotics to Customers for temporary usage
Intellibot Robotics
Corporate
Customer
Distribution Partner
…
% of
RevenueDistribution
Rights
Corporate
Customer
(Cleaning
Companies)$$
IntellibotLeasing Agreement
$$
Operating
Hours
31
Value CaptureWhat we Propose
Licensing:License technologies to other tech companies and secure licensing fees
Cleaning Service:Capture revenue from the subsidiary company that operate cleaning service in Singapore
Intellibot Robotics
Subsidiary
Company
$$$
Other Tech
Company
Licensing
Agreement
$$
Cleaning
Service
Corporate
Customer
$$$
Ownership
Government
32
Strategic Control First Mover advantages: currently only product in the industrial intelligent
cleaning robot
Create entry barriers: create safety standards which got the governments’ approval
Patent Protection: together with trade secrets to create entry barriers
High switching cost for the customers: lock-in customers with agreements
Continuous R&D: upgrade software, improve usage efficiency of the battery
Branding image & reputation
33
Strategic Control-Patent(Appropriability)
Source: http://www.uspto.gov/learning-and-resources/statistics
34
Value ChainValue Proposition
Mission<-> Vision<->Values
Internal Value
Creators
HRR&D
ManufacturingSales & Marketing
Employee Engagement
Employee Loyalty
Employee Productivity
TargetEmployee Retention
External Value
Creators
Cu
sto
mer
sa
tisf
acti
on
Cu
sto
mer
Lo
yalt
y
After-sale service
Distributionchannel
Brand Reputation
Profitability(ROI)
36
SWOT analysis (Manufacturing and Domestic needs)
Strengths•Improve working conditions and reduces the need for personnel•Rapid growing and large market•Common tech with several application development of tech driven by industry
Weakness•Strong need for new development to increase the market•Strong need for skilled technicians•Gap between academic research and commercial product(time and money)
Opportunities•Make use of, share, and further develop technology laws and regulations on labor large demand and need•Promising technology•Large potential market•Improve time efficiency
Threats•Acceptance by the majority customer•No clarity on law and regulations on safety and liability•Heavy competition in future
37
Future Strategy
Technology aspect Remote control Robots
Remotely operated via wireless/mobile device by users from where it is accessible
Voice recognition
Machine Learning
Artificial intelligence: Robot Cleaner is able to analyse and plot floor plans by itself.
Business model aspect
Home cleaning robotics with small size
Co-operate with government to provide leasing service to resident ,price vary according to
household income, even free charge for lower incomer, to promote brand image and
reputation by social commitment, goodwill and intangible assets to be credited
38
Conclusion
Intellibot is the next evolution of future floor care
Eco-friendly, high productivity, low cost and reduction of reliance on foreign labor in Singapore will be the determining factors
Gives the cleaning industry a higher market value
Huge opportunity in the Singapore High-Tech commercial sector, as labor cost increases
39