Chapter 1187

Because of the special recognition of YY's influence, the head of Honeywell attached great importance to the interview with Li Mu. Gao Dewei, CEO, arrived in Silicon Valley one day in advance, hoping to meet Li Mu as soon as possible.

Like 3M, Honeywell is one of the world's top 500 enterprises. Because of its large-scale involvement in materials, petrochemicals, aviation and other fields, its total market value is higher than 3m. This year, Honeywell's market value is about 25 billion dollars, while 3M's market value is only 15 billion dollars.

But for Galway, Honeywell's problem is also very serious. More than 70% of the profits of the enterprise come from 2B (to business) business. 2B business is the business of enterprise users. The achievements of Honeywell in these enterprises are almost unknown to the ordinary people.

For example, few ordinary consumers know that Honeywell is one of the world's five largest automobile turbocharger manufacturers;

few consumers know that most of the world's oil refining enterprises and petrochemical enterprises have adopted Honeywell's equipment, or even a complete set of solutions;

even in the aerospace field, there are many Honeywell's shadows, which may be It's an important part of some parts of Boeing aircraft, but consumers still don't know it;

this situation basically destines that Honeywell's corporate visibility and influence are seriously insufficient at the level of ordinary users, and Honeywell's next priority is actually to fully expand its 2C (to customer) business, which is greatly different from 2B business 。

At level 2B, Honeywell can sell turbochargers to every car company in the world, but it can't directly sell turbochargers to ordinary consumers. At level 2B, it only faces dozens of car companies, but once it reaches level 2c, it will face billions of people in the world.

The influence of the enterprise on the ordinary people is seriously insufficient, and the retail sales channel is almost zero, which will be the biggest obstacle for Honeywell 2C business.

However, in Honeywell's view, Li Mu not only has a very influential YY, but also has a Taobao network that controls the whole share of China's e-commerce. If we can establish a good cooperative relationship with Li Mu, we can not only improve the reputation and influence of the enterprise through YY, but also directly improve the sales volume of products through Taobao, so that we can achieve more with one stroke.

……

The next morning, Li Mu met Honeywell CEO Goldway in the office of Muye technology Silicon Valley branch.

At the age of 50, Goldway just took office as CEO of Honeywell last year. Before that, he had a very rich career history. He once worked as an executive in general electric and JPMorgan Chase, which is considered to be a famous professional manager in the United States.

However, in terms of fame, Goldway is inferior to Li Mu by more than one level.

In the current western world, the popularity of Li Mu is almost the same as that of Bill Gates, even that of jobs.

Under this premise, Gao Dewei is particularly polite to Li Mu.

Moreover, there is a very accurate rule in the traditional industry. Most of the enterprises that have long done 2B business are Party B for ten thousand years, and the enterprises that really face 2C market are Party A that has never changed in the cooperation between enterprises.

Enterprises like Honeywell, although they are involved in a lot, have always been building blocks for others. Party B has done a lot and cultivated a kind of humility and politeness habit from top to bottom, which is much better to get along with than those who are used to Party A and are full of clothes.

As soon as Goldway came up, he praised Li Mu and the achievements of Muye technology. After a few minutes of courtesies with him, Li Mu took the lead in saying his purpose.

"Mr. Goldway, I'm going to meet you this time. I'm actually looking for some product level cooperation with Honeywell."

Goldway nodded and said, "I heard from Elon before. He told me that you are interested in purchasing a batch of daily protective equipment from Honeywell."

Li Mu smiled: "yes, we have a relatively large procurement plan in the field of protective equipment. We hope to negotiate with Honeywell directly and make a deal."

Gao Dewei asked Li Mu, "Mr. Li, are you going to purchase protective equipment for sale in China?"

"That's right." Li Mu said frankly, "only in China."

Goldway said in some embarrassment: "to be honest, we had an agent in China ten years ago, and we signed the exclusive general agent. Strictly speaking, all Honeywell products sold in China must pass this agent. If we go around the agent and supply directly to you, the agent will have great opinions..."

Speaking of this, Goldway quickly changed his tone and said: "but you can rest assured that if the situation allows, we can coordinate from it. Then we will give the agent some compensation. When they accept that you sell our company's protective equipment in China, after all, most of our company's sales come from large-scale equipment."

Li Mu said with a smile: "don't bother, your company will give me a network agent authorization directly.""Network agent?" Goldway was a little surprised.

Li Mu nodded and said with a smile: "the agency rights you signed with agents from all over the world are defined according to the traditional sales channels. Those are offline transactions. You can separate the online transactions and authorize them to me. I also promise that you can only sell online on the e-commerce platform in China. In this way, you will not The agency is in conflict. "

The development of e-commerce has a short history. Up to now, the real climate of e-commerce platform is not only eBay and Amazon, but also Li Mu's Taobao. However, eBay mainly deals with C2C second-hand goods. Amazon started as a Book maker. Now it is transforming into a B2C platform, but it is still in the exploratory stage, so the concept of "network agent" has not really come out.

However, Li Mu's meaning, Gao Dewei soon understood that with the continuous development of society, many definitions must be more and more refined. After the birth of e-commerce, the sales channel has derived an online channel in the traditional channel, and the traditional agent does not understand e-commerce, so it is necessary to redefine the agency right of online sales Yes.

Goldway thought through this layer, and was very interested in Li Mu's proposal. He said, "Mr. Li, I think we can authorize Honeywell's online sales rights in China to your company according to your proposal."

"But frankly, Honeywell has too few 2C product lines at present. Although we are also actively transforming, it is not easy for manufacturing enterprises to change from 2b to 2c," Goldway said awkwardly

The biggest purpose of Goldway's meeting with Li Mu is to cooperate with Li Mu in promotion. He doesn't care how many products Li Mu can sell for Honeywell in the e-commerce market of China in the future. He hopes that Li Mu can help Honeywell spread the popularity of the enterprise and lay a good foundation for 2C business in the future.

Li Mu can probably guess Goldway's intention. After all, he is the CEO of a large enterprise with a market value of more than 20 billion dollars. If it's for tens of millions of dollars of sales, he doesn't have to come to interview himself in person. Moreover, he has come to silicon valley so far in advance. The only possibility is that he has his own requirements.

Listen to him, Li Mu then from his words out of his current biggest demand.

So Li Mu asked him with a smile, "is Honeywell interested in increasing the proportion of 2C business in the next step?"

Goldway nodded: "in my opinion, although 2B business is our fundamental business, 2C business is very important. Whether the enterprise can have a real big development depends on the development of 2C business. But we are lack of enough impetus in 2C field now, so I hope I can reach cooperation with your company in this area and help us to promote 2C Business development. "

Li Mu frowned slightly and said seriously, "in fact, 2C business is more important. It's the complete products and solutions behind 2C business. You need to have 2C products before you can open 2C market. It's not enough to cooperate with me. You can't do 2C business with a set of aircraft control system. Consumers can't buy it, and they can't afford it."

Said Li Mu: "of the top 500 enterprises in the world, most of the manufacturing enterprises are mainly 2C businesses. Last year's top 500 enterprises in the world, the top manufacturing enterprises should be automobile manufacturing enterprises, right? In my impression, general motors, Ford, Toyota, Volkswagen and Honda all seem to be in the top 50. In addition to these, there are also Siemens, general electric and Hitachi, which are basically 2C type enterprises. Their products include automobiles, household appliances, medical equipment, etc., and also 2C products. "

In Li Mu's opinion, it's not difficult to switch from 2b to 2C in the Internet field, but it's really difficult for the manufacturing industry to switch from 2b to 2C.

The world famous automobile enterprises, including GM and Toyota, actually integrate a large number of 2B suppliers like Honeywell, and then take out the final 2C products.

Similar enterprises with Honeywell include Bosch, ZF, Ericsson, Takata and so on. I'm afraid Bosch is the most powerful one. It not only has many auto parts product lines, but also has a large number of patented technologies, including the famous ESP invented by Bosch, but even so, Bosch is difficult to transform from 2b to 2C in the field of auto manufacturing.

Like ZF and Ericsson, which specialize in gearbox, Takada, which specialize in airbag, it is more difficult to complete the transformation of 2b to 2C in the automotive field.

Honeywell faces the same situation.

Although 2B has done very well, it is not enough to support the enterprise to make a great leap forward development on the existing basis. If it wants to make a greater leap, it must make a breakthrough in 2C business.

Goldway agrees with Li Mu's point of view very much. He said seriously: "Mr. Li, we have started to try 2C products now. For example, we bought a water purifier company a while ago and started to put our own domestic water purifier into production. In the next step, we are going to put the domestic air purifier into production. We have a lot of technical precipitation in these fields, but To ensure that we produce better products. "Li Mu nodded and said seriously, "since Honeywell wants to do 2C business, it's better to give the Internet agency to Taobao first. There are more than one billion people in China. I can use Taobao to help Honeywell open the Chinese market."

Speaking of this, Li Mu Dun said again, "but first of all, it needs Honeywell to solve my supply demand for protective products!"