Rokid AR Glasses Sales Report for Rogers: MKT2282 Assignment

This report presents a professional selling analysis of Rokid AR glasses, focusing on their potential sale to Rogers, a Canadian telecommunications company. It begins with an overview of Rokid, the manufacturer, highlighting its innovations in augmented reality. The report then identifies Rogers as the target customer and analyzes their business, technological considerations, and financial standing. Product knowledge is provided, detailing the features and benefits of the AR glasses, including their applications and SWOT analysis. Financial aspects, including pricing and discount strategies, are also discussed. The report concludes with an examination of the competitive landscape, identifying key players like Google, Microsoft, and Apple. The report follows the guidelines from a MKT2282 assignment and includes information on the product, customer, and market.

Running head: PRODUCT SELLING
Professional selling
Name of the Student
Name of the University
Author’s Note

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PRODUCT SELLING
Table of Contents
Company Information................................................................................................................2
Customer....................................................................................................................................4
Product knowledge and solution................................................................................................6
Financial information.................................................................................................................7
Competition................................................................................................................................8
References..................................................................................................................................9

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Company Information
Rokid is considered as innovation intelligence related company which starts with
various offices locating in San Francisco, California, Beijing, Hangzhou and also China. This
company is basically based on various innovations that mainly occur due to the growth of the
technological changes. With the help of several innovations, the company always provide
such innovative as well as sustainable changes in order to match with modern trends. In the
recent timings, the technological changes help to occur a variety of innovations which
changes human daily lives. As per the services of this company, this company invents diverse
apps as well as provide the sponsorship to various digital platforms (Dolata 2017). Also, the
company discovers various innovations which they spread all over the global networks.
The company depends on the technological rise which interconnects with a variety of
innovations. This company follows the trend research which helps to identify numerous
trends as well as themes utilizing for the global innovations. The primary goal of this
company is bring the Artificial intelligence with the conversion of augmented reality. The
company was founded in 2014. From the initial year that means 2014, the company grows
their business productivity by using their various innovations. In the year of 2015, the
organizational development has been reached in such an exponential growth that’s why the
organizations create different innovations like augmented reality smart glasses.
Dan Wong who is the CEO of this Rokid Company. He is referred as an expert of the
artificial intelligence as well as digital transformation and also product innovations. He has
the experience of 20 years in Greater China as well as Silicon Valley. Being an expert of
Artificial intelligence, he has started to apply this artificial intelligence for the home use.
Fundamentally, as a CEO of this company, he has implemented this factor and for this, in the
year of 2016 and also 2017, he got an award for his numerous innovative products.

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The augmented reality glasses was first invented by Ivan Sutherland in 1968. At the
initial timing, this AR glasses was known as “The Sword of Damocles”. After few years,
Myron Kruger was developed a “video place” which was totally committed with the
augmented reality. Moreover, in 1990, Tom Caudell first created its name as “Augmented
Reality”. But later with technological growth, the applications of this augmented reality are in
multiple number of fields like sports, spacecraft etc. In 2013, the development of MARTA
app which offers to the technicians for providing repair instructions step wise along with
service manual.
The actual objective of augmented reality is to bring the converted version of virtual
information into real world environment to the users. Moreover, this system enhances the
perception of the users and also provides an interaction with the indirect view of the real
world environment. Though the augmented reality innovates the digital experiences, therefore
as per the sales and marketing analysis, it has been analysed that the sales of the AR glasses
are increasing day by day because of offering various features. However, the cost of the
development of this AR glasses are declining significantly and for that, the customers can
easily buy this product.
As per the marketing organization, it is Rogers that is mobile and network providers
in Canada. Though this company is mainly mobile oriented, therefore this is the best
company for integrating the marketing experiences of augmented reality glasses (Kalantari
and Rauschnabel 2018). Fundamentally, according to this report, it has pretended to buy from
the company of Spring Wise but actually the products of augmented reality smart glasses has
been purchased from Rokid Company. However, in the recent timings, most of the people
can spend their timing on mobile phones for playing games and also watching movies. Thus,
it has expected that this company may has achieve success in selling of this product.

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PRODUCT SELLING
According to development analysis of company, almost 400 people work as employee
in Rokid Company. In United States, this company has 40 elites working in lab and the elites
are with a background of Harvard, UC Berkeley as well as Microsoft and also Google. All of
them are involved with the research and development operations. In Beijing, this company
has 40 people from the background of Chinese Academy of Sciences and these elites are
responsible for developing chips and also smart speakers. In headquarters of this company,
200 people are working in the sales department and technology development department.
Moreover, according to analysis, it has assumed that almost 50% of people are involving in
research and development section which makes the company technology based.
Customer
In this case, a mobile phone and network provider based company named Rogers
plays the customer role. Mainly it is a Canadian company and works in the area of wireless
communications as well as cable TV, telephone and also internet connectivity. Moreover, it
has been understood that this company is basically telecommunication based company. Being
a telecommunication being industry, this company follows such technological considerations
as security issues, equipment expenses and difficulty for providing training employees etc.
However, the security implementation is mandatory in this company for securing various
business related information (Miller and Maxwell 2016). As per the manufacturing
considerations, this company must follow equipment expenses so that the cost of
manufacturing of products is controllable. The price of products must make affordable for the
customers so that they can utilize these products or services.
According to investigations of this company, this company is mainly Canadian
company which was established by Ted Rogers in the year of 1960. But over the five
decades, this founder improved this company by converting it to converged media with the

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help of his hard working. But in 2008, because of suddenly heart failure, he lost his life and
presently, this company has more than 25000 employees.
According to the financial analysis, this company is financially strong because of its
multiple assets in various fields that means communications, cable, wireless, smart home
monitoring and also media. Multiple numbers of digital products serves the business in a
correct track. Thus, this company has achieved a financial success with respect to their
products. The innovative products attract to the customers and also these are very useful for
the customers. With the financial growth of this company, they have bringing their services in
real estate field by developing real estate software.
The customers make the decision making process in the buying field because they
have achieve lots of help from their services and also products. Though this company is
basically telecommunication based company therefore the customers can face several
problems regarding cellular networks and also wireless or internet services (Rauschnabel and
Ro 2016). The company provides real estate online services, digital magazine applications,
online financial services and digital marketing services.
As per the value proposition, the AR glasses product should be at lower prices so that
the customers can easily afford these products and also it helps to rise the revenue of
organizations. Also, the Rogers organization should make the products in a unique way so
that it can attract the customers. Moreover, the products should make in an easy way so that
the customers can easy to use.
Product knowledge and solution
The augmented reality glasses is actually one kind of headset which provides the
virtual visual environment via optical lenses to allow the users for seeing the real world
environment. The AR headsets usually provide a variety of virtual images as well as videos

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PRODUCT SELLING
or other animation related content to the users for allowing then to see the virtual visual
environment through such optical glasses.
Augmented reality glasses have a variety of applications from the gaming to the
entertainment and also medicine as well as education. In the healthcare sector, the medical
representatives use this product during the surgeries. This AR glasses utilize in military
applications also because the soldiers can see various data through this AR glasses like
altitude, airspeed etc. Also, it uses for navigation also and however, the integration of the
smartphone’s camera with this AR glass, it can see a particular route of a car by applying the
GPS.
Based on the analysis of the features, this augmented reality glasses have binocular
eyewear for enabling the reality experiences, high transparency display as well as
lightweight, comfortable, separation of controllers, camera, connectivity etc.
It has known that the augmented reality glasses use in several fields, therefore this
product has lots of benefits such as:
 Unique as well as noticeable technology
 Getting more virality
 More prospects for personalization
 Improvement of content quality
 Maintenance of retention by interactivity
According to the SWOT analysis,
Strengths Weakness Opportunities Threats
 Hands- free
functionality
 Implementation
is a quite
 mission
can sent
 technicians
can

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 Remote
working
 Internal
experts can
see the
activities of
onsite
persons
expensive
 The connection
depends on
Wifi
connection
to the
service
engineers
earlier
 increment
of first
time fix
degrade the
AR glasses
 training of
the field
engineers
could
worsen
For the mobile oriented augmented reality systems, the following components are
required such as LAN or WAN, Wifi GSM radio frequency, HMI, user, IMU, Image
sensors as well as servers etc.
Financial information
Mainly, there are three constituents on which the cost of an AR app depends. The
constituents are such as scope of the work, timeline and also the development team. The cost
of the AR glasses increase while this glasses are customized or complicated with a variety of
features. The special kind of glasses consists of custom algorithms, development of API,
development of the administration panel as well as custom features and also brand design.
According to the development costs, this glasses cost $1,000 in approx. if it follows 160
working hours.
The selling price should be at the affordable prices so that the clients of Rogers
Company can easy to buy. Also, the competitive edge varies on the product prices because
most of the customers set their targets at lower prices. Thus, it must suggest the lower price
for this product which is affordable for the customers. Another attractive part is referred to

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application of discounts because the product discount may attract to the customers which is
indirectly connected with the organizational productivity.
According to competitive analysis, the price range starts from $600 with the
integration of attributes of digital display and ends up to $1000. Moreover, the price range of
AR smart glasses for enterprises are extremely high includes from $1000 to $5000. But if the
digital display is not included with the smart glasses, only audio supports incorporate with the
smart glasses, therefore the price range varies from $200 to $500. Moreover, Google Glass
Enterprise offers the smart glass with the price of $1000 and Microsoft offers the smart glass
with the price of $5000. In the case of Apple Company, they deliver the smart glasses with
the price range of $3000.
According to market analysis, it has assumed that the average price rate of AR smart
glasses is $600. Fie finding the manufacturing cost, it follows:
Average cost - $600
Multiplication of $600*80%
= 480
Now 600-480
= 120
Now the manufacturing cost is 120-15%
= 102
Though the manufacturing of smart glasses occur in Rokid Company, therefore in that
case, the manufacturing location of this smart glass is China.

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The price discount agreement for making chart to Roger and this shows the discount
level:
Product Price Commitment Discount Selling price
AR smart glass $4000000 5000-10000 20% $5000000
Therefore, they need to pay for 45 days.
Competition
According to market investigation, there are a number of competitors of the company
of Rokid. Depending on market competition, Google, Microsoft and also Apple lead as main
competitors for selling AR smart glasses. For measuring the suppliers of AR smart glasses in
terms of their price, product, robustness and also customer service, it requires to develop the
multi attribute matrix.
Google:
Price – The price of AR smart glass is $1000 per unit.
Style – Modern Style
Robustness – Excellent about their technical services
Customer service – Customer care number 1-866-246-6453 on Monday to Friday from 6:00
am to 5:00 pm PST.
Microsoft:
Price – The price of AR smart glass is $5000 per unit.
Style – Modern Style
Robustness – Excellent about in technological world.

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Customer service – 1800-102-1100 as customer care number available on 24 hours.
Apple:
Price – The price of AR smart glass is $5000 per unit.
Style – Innovative with extra ordinary technological advancements
Robustness – Excellent about their technical services for introducing new products and also
stimulates the brand name
Customer service – customer care number of 000-800-100-9009 with 24 hours availability
and contact with local apple authorised retailer.
MAM matrix:
Quantity Google Microsoft Apple
P I P*I P I P*I P I P*I
Price 10 10 100 10 9 90 9 8 72
Style 7 6 42 7 5 35 9 8 72
Robustness 9 5 45 5 6 30 7 8 56
Customer Service 9 5 45 8 7 56 10 8 80

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References
Dolata, U., 2017. Spring Wise, Amazon, Google, Facebook, Microsoft: Market
concentration-competition-innovation strategies (No. 2017-01). Stuttgarter Beiträge zur
Organisations-und Innovationsforschung, SOI Discussion Paper.
Kalantari, M. and Rauschnabel, P., 2018. Exploring the early adopters of augmented reality
smart glasses: The case of Microsoft HoloLens. In Augmented reality and virtual reality (pp.
229-245). Springer, Cham.
Miller, T. and Maxwell, R., 2016. Spring Wise. In Global Media Giants (pp. 383-396).
Routledge.
Rauschnabel, P.A. and Ro, Y.K., 2016. Augmented reality smart glasses: An investigation of
technology acceptance drivers. International Journal of Technology Marketing, 11(2),
pp.123-148.