Drone business plan
Unmanned aircraft, abbreviated as "drone" or "UAV", is an unmanned aircraft that is operated by radio remote control equipment and self-contained programmed controls, or is operated autonomously, either completely or intermittently, by an on-board computer. UAVs are unmanned aircraft operated by radio remote control equipment and self-contained programmed control devices, or by on-board computers, either completely or intermittently and autonomously. Below, I'm sharing a drone business plan for you, I hope it will help you!
Chapter 1 Overview
Unmanned aircraft referred to as "drones", abbreviated as "uav", are unmanned aircraft operated by radio remote-controlled equipment and self-contained program control devices. Program control device to manipulate the unmanned aircraft. Including unmanned helicopters, fixed-wing aircraft, multi-rotor aircraft, unmanned airships, unmanned parachute aircraft. Broadly speaking, it also includes near-space vehicles (20-100 km airspace), such as stratospheric airships, high-altitude balloons, solar-powered drones, and so on. From a certain point of view, UAVs can be regarded as "aerial robots" as they can perform complex airborne missions and various loads under unmanned conditions. This paper firstly discusses the background and significance of the business plan, and then analyzes the internal and external environment of the quadcopter drone project using the theory of strategic management, and concludes that although the domestic civilian market for drones is in the introductory period, it has a broad market application basis and very large development potential. Determine the target market and market positioning, and then develop a marketing plan. Evaluate the project's financial decision-making indexes, and finally analyze the risks that may be encountered by the project by applying the relevant theories of risk management, and put forward corresponding risk countermeasures and risk avoidance methods. This business plan provides decision-making reference for hummingbird's capital financing, and we hope that hummingbird will be able to absorb the desired investment in the industry, so as to achieve the multi-win goal of investors, customers, employees and even the society.
Chapter 2: Project Background
Drones first appeared in the 1920s when they were used as target aircraft for training. is a term used in many countries to describe the latest generation of unmanned aircraft. Literally, the term can describe everything from kites, to radio-controlled airplanes, to v-1 missiles from the development of cruise missiles, but in military terminology is limited to reusable heavier-than-air vehicles.In the first decade of the 21st century, the world has been vigorously developing unmanned aircraft for a variety of purposes, and currently 32 countries around the world have developed more than 200 types of unmanned aircraft, and 55 countries are equipped with At present, 32 countries in the world have developed more than 200 kinds of unmanned aircraft and 55 countries are equipped with them. UAVs have become the biggest bright spot in the development of weapons and equipment in this century. It is reported that the total number of unmanned combat weapons in NATO countries increased by 1.7 times between 1993 and 20XX, and in 20XX this number reached 110,000 units.
In China, the development of UAVs is relatively lagging behind, and the early R&D of UAVs was basically based on meeting the needs of military target aircraft. But with the gradual recognition of UAVs in China, especially after the Wenchuan earthquake, UAVs have been recognized by society and government departments at all levels, and their technology has developed very rapidly. In the past decade or so, more than 70 enterprises have been established in China to enter the UAV industry, engaging in the research and development, manufacturing and industrialized application of UAVs, forming an emerging industry. From the current stage of industrial development, China's unmanned aerial vehicle industry is in the market introduction period, in view of the huge potential of the market, all kinds of capital have shown great interest in the industry, have entered or test water in the industry, and the relevant unmanned aerial vehicle enterprises have also rapidly emerged in large numbers in China. Along with the development of the drone market and the establishment and growth of the domestic civil drone market is still in the formation to the development stage, hummingbird company is committed to the civil drone development and sales, hope to be able to occupy the civil drone market as soon as possible, to become the civil drone industry's leading enterprises.
Chapter 3 Product Technology and Service
3.1 UAV Product Analysis
3.1.1 Product Overview
The hummingbird UAV belongs to the small multi-rotor UAV, which is a high-tech product that integrates the technologies of aerodynamic dynamics, automatic control technology, and carbon fiber composite material technology. It is a high-tech product integrating aerodynamics, automatic control technology, carbon fiber composite material technology and other technologies. And the UAV is not a separate UAV product, but a UAV system composed of a flying machine, microwave link, load gimbal, ground station, remote control and charging equipment. Compared with humminhbird UAVs, domestic multi-rotor UAVs generally have several characteristics:
1. Because domestic manufacturers lack in-depth understanding of carbon fiber materials and experience in multi-rotor UAV structure development, they generally use low-cost general-purpose molding materials to make the structural parts of the vehicle, which has the advantage of lower cost and the disadvantage of heavier weight and poor waterproofness.
2, the lack of domestic manufacturers of aircraft motor depth of research, not the ability to customize the generator according to the design requirements of the aircraft, the general use of the market's finished aeromodelling motors, the output characteristics of such motors are not designed for multi-rotor aircraft, are high speed motors. The advantage of this kind of motor program is low cost, the disadvantage is the power consumption, low efficiency, heavy weight, which leads to a significant reduction in the duration of the aircraft. With similar battery configurations, the range of domestic quadcopters is typically only 60-70% of that of the md4 series quadcopters.
3, the quadcopter flight attitude of the determining factor is the flight control software algorithm design, the current domestic quadcopter flight control software, some of which is converted from the helicopter flight control software, some from the foreign open-source software to improve the design, and the lack of correlation with the specific aircraft hardware design, single function, man-machine interface is not friendly, in the complex flight environment, the actual attitude control performance and stability with the a company's flight control software. The actual attitude control performance and stability in complex flight environments and a company's flight control software has a very huge gap. Some industry researchers believe that the gap is at least 5 years.
4, the domestic quadcopter manufacturers by the limitations of technical strength, often only focus on the aircraft itself, do not pay attention to the integrity of the whole system, airborne equipment, ground equipment, communication links, peripheral equipment is a patchwork, the lack of consistency in design. To the hands of the user can not be realized out of the box, the return rate is also very high.
5, the domestic quadcopter manufacturer's technical background is mostly modeling enthusiasts, the lack of real product volume production capacity, no quality control experience, product consistency is very poor.
However, as the quadcopter unmanned aircraft market is bullish, there will be more and more capital to enter this emerging industry, it is expected that in the next 2-3 years, domestic and foreign may appear to have a real competitive strength products. Therefore, a company must reduce costs as soon as possible, increase production capacity, increase marketing efforts, expand sales scale, use the high technology threshold and industrialization ability to form a first-mover advantage, and maximize the formation of a de facto market monopoly.
Chapter 4 Market Analysis
4.1 Segmentation of the market civil UAV market in many domestic industries have begun to establish, has initially constituted a different market, here will be listed in these markets: Armed police special police market, remote sensing and mapping market, the market for emergency relief, film and television filming market, electric power equipment market, scientific research and development. market.
4.2 Selection of target market
As there are already DJI Zero and other drone companies on the market have occupied a large part of the civilian market, so the main target of our company is the teenagers who have not yet been selected by DJI Zero and other drone companies, the teenagers have a strong acceptance of new technology, and most of the teenagers have the so-called geek spirit. Opening up the market in this area is the same as opening up the future of drone consumerization.
Chapter 5 Marketing Strategy
5.1 Product Strategy
As the market faced by the company is a different industry market, and many markets do not have a strong awareness of the product, and there are questions about the reliability of the product, therefore, the main ways to take in the product strategy are:
(1) Improve the reliability and industry adaptability of the product. Product reliability and industry adaptability, according to the market characteristics of the development of matching systems, such as characteristics of the PTZ, special video equipment, etc., to meet the needs of specific markets. This is easier for customers to recognize the product, and thus establish customer interest in the product to guide customers.
(2) actively carry out the product sales of technical support in the early stages and the later technical training work. Technical support and after-sales service is an indispensable part of product sales, in the customer's knowledge of the product is not strong under the premise of professional pre-sales technical support and perfect after-sales service, is conducive to the establishment of customer confidence in the product, to promote product sales.
(3) Actively develop new products and improve product performance to maintain product advantages. At present, many capitals have begun to pay attention to the industry of civil UAVs, and the related technology is also developing rapidly, the company wants to maintain the advanced nature of the products, it must constantly use various technologies to improve product performance and develop new products, in order to widen the distance with the competitors, and to maintain the product advantage.
5.2 Price Strategy
In terms of price, the company will adopt the strategy of high quality and low price, because the company's main consumer group is the youth crowd, the crowd's consumption ability is not too high, and adopt the low price strategy can quickly occupy the market in this area.
5.3 promotional strategy
Although the drone is a new industry, customer awareness of such products is very low, in terms of market promotion in the promotion, our strategy is mainly to cooperate with distributors for specific users to organize product demonstrations and seminars, while selectively participate in the police and fire industry, 'professional exhibition, so as to enhance the enterprise and product awareness in the target industry. The strategy is to work with distributors to organize product demonstrations and seminars for specific users, while selectively attending 'specialized' exhibitions in the police and firefighting industries to increase the visibility of the company and its products in the target industries. Targeting the youth group advertising can play a very large role in sales, but for a period of time, the distribution of drone promotional advertisements on college campuses, and the organization of student drone filming and flying activities can increase the awareness of students.
5.4 After-sales service strategy
1. Compared with other products, the after-sales service of the drone is very important, and it is also an important part of the company's marketing strategy. The main work of UAV after-sales service includes UAV control training, UAV maintenance, and parts provision. In the after-sales service strategy, the company always puts an important position to create a customer-centered all-round after-sales service system, including:
Standardized training The company has compiled a training manual for drone operation, which stipulates the training content and training time of the trainees, and conducts the corresponding assessment after the completion of the training, and sends out a certificate of qualified manipulation before completing the delivery of the product. In order to ensure the user's proficiency in the use of the product, the company has also developed a training product, supporting the user, so that the user can strengthen the product control.
2. Lifetime product repair, maintenance and free software upgrades After the completion of product sales, the company has established a comprehensive product use file, the company's products to implement lifelong maintenance and repair, if the product quality caused by the damage caused by the damage, the company will be free of charge to the product maintenance. As the flight control software is constantly updated, in the user time, the company to the user product software for free upgrade.
3. The establishment of 7 × 24 hours of national service system within the company set up a specialized after-sales service department, equipped with specialized technical personnel, in addition to user training, but also responsible for the user to provide 7 × 24 hours of service, for major accidents to do within 12 hours to the scene.
Chapter 6 Financial Analysis
6.1 Direction of Funds Usage
The direction of the use of the funds financed by this project includes:
(1) Acquisition of 10% of the shares of the brand of the gopro sports camera;
Nowadays, the main application of drones is still the aerial photography, and the cooperation with sports cameras is an inevitable trend, the gopro sports camera is the best choice. Cooperation is an inevitable trend, gopro is a hardware manufacturer started, creating a new market demand, targeting a segmented user market, and the company's fit is very high. It can make the company stand firm in the drone market.
(2) Market development of products
As the domestic drone civilian market is still in the development stage, various industries are still exploring and trying to use drones, in order to ensure the healthy development of the market, it is necessary to guide and cultivate the users, and gradually form the market leadership of the branded products of the a company.
(3) The company's daily operating funds to ensure
Enterprises in the business activities need to be sufficient funds to ensure that adequate financial reserves will ensure that the various business activities of the enterprise in an organized manner.
6.2 Cost Estimation
(1) Material Cost According to the current material costing, the material cost per unit of product accounts for 35% of the product price. The raw materials required for the products have not experienced huge fluctuations, and the related raw materials and electronic devices have not been embargoed to China due to war and other reasons.
(2) Salary and welfare costs The R&D and services of the products require higher-end technicians, so the level of labor costs is relatively high. In accordance with the actual situation of the existing enterprise and the development plan before the planning of wages and benefits, respectively, listed in the various costs, and unit wages and benefits increased by 10% per year, (estimated according to the number of employees in the company; pension insurance, medical insurance, industrial injury insurance, maternity insurance, housing fund and other benefits according to the 30% of the total wage bill).
(3) Technology introduction cost sharing Quadcopter UAV technology licensing fees totaling 2 million euros, according to the then recorded exchange rate of 20 million yuan, the authorization of the unlimited authorized use, based on the principle of robustness, the temporary amortization of 2% of sales.
(4) Depreciation expense Depreciation of the project is calculated in accordance with the straight-line method of depreciation, with a depreciable life of 5 years for machinery, equipment and vehicles, and no depreciation is calculated for buildings which are rented.
(5) Administrative expenses The daily administrative expenses of the project (including office expenses, travel expenses, and other expenses) are accrued at 10% of sales revenue.
(6) Finance costs In order to obtain the bank's credit rating, the company applies for a bank loan of 1 million yuan per year, which is repaid in the following year, and the finance is calculated at a cost of 10%.
(7) Sales tax and other expenses VAT on product sales is 17%, taxes and surcharges are calculated at 0.97%. (8) Research and development costs Research and development costs are calculated at 8% of sales revenue. Research and development costs include the costs of outsourced research and development, research and development materials, testing, prototyping, depreciation of research and development and testing equipment, and other activities, and do not include research and development personnel salaries.
(9) Income tax rate According to the company's plan, it will be recognized as a high-tech enterprise in 2013, so the enterprise income tax incentives from 2013 onwards will be levied at 15%.
(10) Marketing expenses Marketing expenses include pre-sales technical support, market development, product launches, industry exhibitions, travel expenses for promotion, advertising expenses, etc., which in total are accrued at 5% of sales revenue.
(11) After-sales service and training The product needs to train users and provide free after-sales service after the sale, and the total cost is accrued at 3% of the sales revenue, including travel expenses for the training process.
(12) Logistics costs During the sales process of the product logistics costs are paid for a company, measured at 0.5% of sales revenue.
(13) Site costs The company's current site is a rented site, the total cost of 100,000 / year, is expected to increase by 10% per year, and there is no need to renovate and remodel the site.
(14) Office expenses The office expenses required by the company include depreciation of office equipment, office supplies, miscellaneous supplies, utilities, etc., which are calculated according to 0.5% of sales revenue. Unorganized, the formation of a good business hair foundation.
Chapter VII Risk Analysis and Control
Any project has a risk, quadcopter drone project also has a lot of risk, the risk stems from the project in the business process of the internal and external environment of uncertainty and sudden change. Risks arise from the uncertainty and sudden changes in the internal and external environments during the project's operation. Once they occur, they will affect the project's operational targets and even the success of the project. Therefore, identifying and assessing project risks and formulating countermeasures is an important task to ensure the success of the project. This chapter will qualitatively analyze the project's risks and give countermeasures to keep the overall project risks under control.
7.1.1 Policy Risks
Among the risks faced by the quadcopter drone project, undoubtedly, the legal risk of national control on the aviation field is one of the most important policy risks. As the use of drones requires a certain amount of airspace, and in the country there are no specific legal provisions for the use of drone airspace, and in the current implementation of the "General Aviation Flight Control Regulations" does not have a clear requirement for the use of drones. As for the current industrial development situation, airspace control, especially low-altitude control, has been gradually liberalized in various countries. In the United States, for example, before 2012, only the use of military drones was allowed, and the development of civil drones was not allowed. But it is in consideration of the need for military drone technology and the huge potential of the civilian market, the President of the United States signed the Federal Aviation Administration (faa) Modernization and Reform Act of 2012 on February 14, 2012, which requires the Federal Aviation Administration to integrate the use of public *** and private drones into the National Aviation Management System (NAMS) to open up airspace to civilian drones. The regulations will eventually be implemented on December 14, 2015, completely opening up airspace for private drone flights. On August 19, 2011, the State Council and the Central Military Commission issued the Opinions on Deepening the Reform of China's Low Altitude Airspace Management, deploying opinions on deepening the reform of China's low altitude airspace management. The Opinions propose to deepen the reform of low-altitude airspace management, and define the overall objective, stage-by-stage steps and major tasks of deepening the reform of low-altitude airspace management. It is expected that within 5-10 years China will gradually open up low-altitude airspace, establish and improve the corresponding management system, and promote the vigorous development of general aviation, including drones. Therefore, with the wide application of drones in various countries, the country gradually tends to open up the management of low-altitude airspace, which provides a very good prospect for the use of drones in various industries.
7.1.2 Policy Risk Avoidance and Countermeasures
As the application of drones is relatively short, the country does not have a specialized authority and corresponding laws and regulations, enterprises should fully understand the corresponding risks and actively take countermeasures.
Drone entrepreneurial success story:
"Aerial photography, microfilm production, wedding aircraft to send the ring, the opening ceremony to pull the gun show can be completed by our studio drones." Take out the homemade business card, Li Hongyong slightly green face also revealed a few points of "CEO" flavor.
With more than a dozen drones and an investment of more than 200,000 yuan, Li Hongyong, a junior majoring in information management at Zhejiang Wanli College, has led a team that has begun to taste the "sweetness" of entrepreneurship. "Different models have different functions to meet the different needs of aerial photography, mapping, etc., in which a certain type of drone a day of video shooting costs up to fifteen thousand or so." Li Hongyong frankly to the reporter.
Initially relying on parental funding, now has a profit of 100,000 yuan
Hanging on the shoulder rack with a small screen, Li Hongyong is focusing on debugging a recent acquisition of the drone. Lightweight body, conceptualization of the shape, remote control can be achieved, the drone carries the "cool" features, so that the imagination of modern technology is close at hand.
"This aircraft bought when spent forty-five thousand, mainly for aerial photography." Li Hongyong introduced, the bottom of the drone is installed with a DSLR camera, the operator can be installed through the internal device of the machine software, the operating angle of its control, and shoot a "God's perspective" like pictures or video.
As the head of the "cloud wing aerial photography creative studio", Li Hongyong from the first year of college began to contact with the drone flight, and then gradually by the "solo" development of today's six-member team, and set up a studio in the school entrepreneurship park.
"The initial funding came from my parents, plus my own part-time job and the cost of scrimping and saving on weekdays, just to buy back the first drone in my life." Li Hongyong recalled the initial throbbing still mouth smiling.
Later on, Li Hongyong bought several types of drones and tried to sell aerial photography projects to balance the huge capital investment gap.
"The market for drones is still considerable, charging 800 yuan for a single photo, or about 1,000 yuan for a day's rental. In our studio's many projects, a certain drone a day of video shooting costs up to about 15,000 yuan." Li Hongyong to the reporter introduced the price breakdown, and laughed because of the technical operation, usually himself is "rented" object.
After investing about 100,000 yuan to buy multiple drones, the business model is gradually becoming more profitable, so Li Hongyong began to "recruit". Gathering a part of the same drone operation interested in students, Li Hongyong opened the "partnership" mode, pulling the project to the commission, the studio began to enter a loss for profit state, part of the profit earned was used as a public **** funds to continue to buy more models of drones.
"Today there are more than 10 drones in the studio, the total investment is about 200,000 yuan, but the output also reached about 100,000 yuan, I believe it will get better and better." Li Hongyong raised his head and looked at the slowly rising drones said with a smile.
When the "ivory tower" meets the "jianghu", ambition meets "growth troubles"
On the campus of Zhejiang Wanli College, the UAV has been used as a mobile phone, and the UAV has been used as a mobile phone for a long time. Zhejiang Wanli College campus, Li Hongyong's "drone team" wherever you go is "eye-catching" high-profile presence. At the beginning of the new semester, Li Hongyong commanded a drone with hanging banners at the entrance to guide the new students enrollment, causing crowds of spectators. This slightly high-profile behavior, in Li Hongyong's "small plan", is an excellent publicity and marketing opportunities.
"The drone is not a toy, it can be sold and leased, into the business service model, I want more people to understand recognize its value." According to Li Hongyong, at present, aerial photography and hanging banners are the most important work items in the studio, but in fact, drones can do much more than that.
Electric power line, food delivery, creative confession proposal, engineering overlooking, aerial mapping and exploration and even plant protection and drug application, in Li Hongyong's eyes, these can be accomplished with the help of different drones.
"For example, spraying pesticides, normal labor charges 18 yuan an acre, the drone charges 15 yuan an acre, and the drone can complete all the workload in an afternoon, much faster than the artificial spraying of two working days." Li Hongyong example.
Although the young team is growing, but still can not escape the "growing pains". Li Hongyong frankly, due to the high price of services, the market on the drone more "shy away" attitude, which restricts the development of this "blue sea".
"The drone software is still imperfect, if the failure of the flight process fell, including the aircraft, camera, lens, including the loss of the cost of up to 100,000 yuan, high flight risk, so the service price is also 'high'. " Li Hongyong said helplessly.
And the division of the traditional market, also makes this emerging growth of the young team overwhelmed. "Today's traditional drone market has been preceded by a few advertising companies 'multi-footed', it is difficult to forage from the 'tiger's mouth'." Li Hongyong also admitted that due to the lack of resources and channels and social experience, "ivory tower" in the growth of the team in the market edge wandering, they need to urgently seek a new business model different from the traditional road.
"Insufficient disease" needs to be supplemented with calcium, APP platform to help segment the market
For Li Hongyong's team of "drone entrepreneurship", the Zhejiang Wali University employment and entrepreneurship guidance center teacher Qian Zheng was not shy to praise the team's "drone entrepreneurship". The teacher of the center Qian Zheng is not stingy praise. He commented, "Drones are still a relatively new product for the general public, and its application level is very broad, the students can seize the current market gap for entrepreneurship, the entry point is quite sharp."
But Qian Zheng also pointed out that the shortcomings of college students' entrepreneurship lies in the lack of practical experience and insufficient business knowledge, and if they want to develop their hobbies into entrepreneurial projects, they need to make up for the "congenital deficiencies" of the disease. Learning business management knowledge, the use of marketing tools, is the current college students need to entrepreneurial "calcium" of the main content.
"Admittedly, if students choose to start a business that is too traditional, it is easy to be eaten up by predators, and it is difficult to compete with them in terms of financial strength, so they need to quickly find a new market demand point, or to reshape their competitive advantage by segmenting the market." Qian Zheng added, how to quickly find the market demand point, meet the demand for targeted expansion of business, which is the direction of the young entrepreneurial team need to feel.
Li Hongyong told reporters that he is currently working with his team to build an APP platform about drone flights, which will be dedicated to providing information and other special services for drone enthusiasts, and segmenting the market for this big cake. "Now the 'Internet +' wind is strong, we intend to use the Internet as an entry point to achieve the purpose of gathering the consumer population, and hope to take advantage of this east wind, so that the drone's horizons extend more broadly." Li Hongyong said with his hand on the operation board, squinting at the black shadow high in the sky.
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