调研问答全文
广联达 (002410) 2019-11-15
Q1、请介绍数字造价业务是怎样开展云转型的。
答：数字造价业务是分地区、分产品逐步推进云转型的。2017年及以前，公司在收入体量较小的第一批地区（6个地区）开始云计价产品的转型试点。2018年，公司新增第二批地区（5个地区）进入云转型，转型产品在云计价的基础上，新增云算量产品。2019年，公司新增第三批地区（10个地区）进入云转型，该区域业务体量较大，是积累了前两批转型地区经验后重点攻克的转型地区。预计2020年之后，公司会在剩余的地区继续开展云转型。按照每个转型地区需要约两年完成转型的假设来计算，预计2021年能够完成公司的转型目标，即80%的地区进入云转型，80%的客户转云，80%的续费率。 这种分地区、分产品的转型节奏安排综合考虑了各方面因素：一方面通过逐步迭代转型方法论，后续进入转型的地区转型速度相较之前更快更顺利；另一方面转型稳态地区、新转型地区、未转型地区的收入可以相互弥补支撑，力求造价整体业务的表观收入在云转型期间相对稳定。云转型完成之后，研发更加有序，营销费用占比将逐步降低，我们预计数字造价业务的利润率有进一步提升的空间。谢谢。
Q1：Please introduce how did you transform the construction cost business to SaaS model.
A1：We transform the construction cost business to SaaS model by regions and by products. By 2017, we transform 1st batch of regions (6 regions) to SaaS model with pricing products. In 2018, we add 2nd batch of regions (5 regions) to SaaS model, at the same time we add quantity takeoff products to SaaS model. In 2019, we added 3rd batch of regions (10 regions) to SaaS model. This 10 regions have a larger volume of business. We are focusing on this area based on previous experience. After 2020, we hope we can transform the remaining part of regions to SaaS model.Assuming each area takes two years to complete the transformation, we hope by 2021 we can achieve our SaaS transformation target, which is 80% regions transform to SaaS model, 80% customers transform to SaaS model, 80% contract renewal rate. This transformation arrangement takes into account of various factors. Firstly, through the step-by-step iterative transformation methodology, our SaaS transformation in following batches become faster and smoother. Secondly, construction cost revenue from the stable transitional regions, the newly transformed regions, and the untransformed regions can complement with each other and we hope by this way our revenue from construction cost business can be relatively stable during the SaaS transformation. After SaaS transformation, considering the proportion of selling and distribution expenses will gradually decrease, we expect that net profit margin of the construction cost business will increase. Thank you.
Q2、数字造价业务的增值服务包含哪些内容？
答：数字造价业务主要包含计价、算量、工程信息等产品及服务。订阅模式下的数字造价业务本身附带一定的增值空间，比如工程信息服务中的 “广材助手”与计价软件无缝结合，能够满足用户一键载价、比价、组价的需求，大幅提高工作效率。未来增值服务能够提升的空间很大，包括更大的云端存储的容量，更强的算力，以及智能组价等。谢谢。
Q2: What is the value-added services of the construction cost business?
A2: The construction cost business includes products and services such as pricing, quantity takeoff, and engineering information. In the subscription model, the construction cost business has the potential to develop value-added services. For example, the “GLDJC Assistant“ (library for construction materials) can seamlessly integrate with pricing software to meet the user‘s needs and to improve their work efficiency. In the future, we may offer more value-added services, including greater capacity for cloud storage, higher computing power, and intelligent pricing, etc. Thank you.
Q3、数字造价业务和数字施工业务的销售渠道和策略是否相同？
答：从客户角度来看，数字造价业务的客户包含甲方、施工企业和中介咨询机构等多种类型的客户，数字施工业务目前的主要客户是施工企业。从用户角度来看，数字造价产品的用户主要是造价员，数字施工产品的用户则包含施工现场多岗位、项目管理人员和施工企业管理人员等。因此，数字造价业务与数字施工业务面对的情况不太一样，销售渠道和策略也不尽相同。谢谢。
Q3: are the construction cost business and construction management business have the same sales channel and strategy?
A3: From the customer‘s point of view, the customers of the construction cost business are mainly owners, construction enterprises, and engineering consulting firms, etc. The customers of the construction management business are primarily construction enterprises. From the user‘s point of view, the users of construction cost business are mainly cost engineers, and the users of construction management business include multiple job level on the construction site, project management level, and enterprise management level. Therefore, the sales channels and strategies of construction cost business and construction management business are not the same. Thank you.
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