Chapter 1187 Network Agency Power

Because of his special recognition of YY's influence, the person in charge of Honeywell paid special attention to this interview with Li Mu. CEO Gao Dewei arrived in Silicon Valley one day earlier, hoping to meet Li Mu as soon as possible.

Honeywell, like 3M, is one of the world's top 500 companies, and Honeywell's total market value is higher than 3M because of its large involvement in materials, petrochemicals, aviation and other fields. This year, Honeywell's market value is 25 billion. The dollar is up and down, and 3M is currently only $15 billion.

However, for Goldway, Honeywell's problems are also very serious. More than 70% of the company's profit sources come from 2B (To-Business) business. The achievements in these enterprises are almost completely unfamiliar to ordinary people.

For example, few ordinary consumers know that Honeywell is one of the top five manufacturers of automotive turbochargers in the world;

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

Even the aerospace field has many shadows of Honeywell, which may be an important part of some parts of Boeing aircraft, but consumers are still unknown;

In this situation, it is basically doomed that Honeywell's corporate reputation and influence are seriously insufficient at the level of ordinary users, and Honeywell's next top priority is actually to fully expand its 2C (To-Custer ) business, which is very different from 2B business.

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

The company's serious lack of influence at the level of ordinary people and almost zero retail sales channels will be the biggest constraints to Honeywell's 2C business.

However, in Honeywell's view, Li Mu not only has a very influential YY, he also has a Taobao website that controls the entire share of Huaxia e-commerce. If he can establish a good cooperative relationship with Li Mu, not only can he pass YY enhances the popularity and influence of the company, and can also directly increase product sales through Taobao, which serves multiple purposes.

...

The next morning, Li Mu met with Honeywell CEO Gao Dewei in the office of the Silicon Valley branch of Muye Technology.

At the age of 50, Goldway just took office last year and served as the CEO of Honeywell. Before that, he had a very rich employment experience. He once served as an executive in General Electric and JPMorgan Chase, and he can be regarded as a well-known professional manager in the United States. people.

However, if it is really about fame, Gao Dewei is more than one grade worse than Li Mu.

In the current Western world, Li Mu's popularity is almost no different from that of Bill Gates, and even Jobs' current popularity is not comparable to Li Mu's.

Under this premise, Gao Dewei was very polite to Li Mu.

Moreover, there is a very accurate rule in the traditional industry. Most of the companies that do more 2B business are Party B, and the companies that really face the 2C market are the eternal Party A in the cooperation between enterprises and enterprises.

A company like Honeywell, although it has done a lot of research, has always been adding bricks and mortar to others. People who are accustomed to Party A and who are full of pretense are much easier to get along with.

Gao Dewei praised Li Mu and Muye Technology's achievements as soon as he came up. Li Mu took the lead in stating his purpose after being polite with him for a few minutes.

"Mr. Goldway, I asked you to meet this time, in fact, I want to have some product-level cooperation with Honeywell."

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

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

Gao Dewei asked Li Mu: "Mr. Li, are you purchasing protective equipment for sale in China?"

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

Goldway said with some embarrassment: "To tell the truth, you have already had a Huaxia agent ten years ago, and the contract is the exclusive general agent. Strictly speaking, all Honeywell products sold in Huaxia have to go through this agency. Only the agent can, if we bypass the agent and supply you directly, the agent will definitely have great opinions..."

Having said that, Gaodewei hurriedly changed his tone and said, "But don't worry, if the situation allows, we can coordinate it, and then we will give the agent a certain amount of compensation, when they accept your sales of our company's products in China. Protective equipment, after all, most of our company's sales come from large equipment."

Li Mu smiled indifferently and said: "Don't be so troublesome, your company can directly authorize me with an online agent."

"Network proxy?" Goldway was a little surprised.

Li Mu nodded and said with a smile: "The agency rights you signed with local agents before are defined for sales channels in the traditional sense. Those are all offline transactions. You can split the online transactions separately and authorize them to me. , and I also promise to only conduct online sales on e-commerce platforms in China, so that there will be no conflicts with your agents."

The development period of e-commerce is very short. So far, apart from eBay and Amazon, the only e-commerce platform that has become popular is Li Mu's Taobao. However, eBay mainly focuses on C2C second-hand commodity transactions. Amazon started as a book, and is now transforming into a B2C platform. But it is still in the exploratory stage, so the concept of 'network agency' has not really come out.

However, Gao Dewei quickly understood what Li Mu meant. With the continuous development of society, the definitions in many senses must be more and more refined. After the birth of e-commerce, sales channels have been derived from traditional channels. Online channels, and traditional agents do not understand e-commerce, so it is bound to redefine the agency rights of online sales.

After Goldway figured this out, he was very interested in Li Mu's proposal and said, "Mr. Li, I think we can follow your proposal and authorize Honeywell's online sales agency in China to your company."

Speaking of which, Goldway looked a little embarrassed and said: "But frankly, Honeywell's current 2C product line is too small, although we are also actively transforming, but for manufacturing companies, it is really difficult to switch from 2B to 2C. It's not easy."

The main reason why Gao Dewei wanted to meet Li Mu was to reach a promotion cooperation with Li Mu. He didn't care how many products Li Mu could help Honeywell sell in China's e-commerce market in the future. He even hoped that Li Mu could help Honeywell. Weil spreads the company's reputation and lays a solid foundation for the company's future 2C business.

Li Mu can probably guess Gao Dewei's intentions. After all, he is the CEO of a large company with a market value of more than 20 billion US dollars. If it is really for the sales of tens of millions of US dollars, there is no need for him to come and interview himself in person, and he has run so far ahead of time. Coming to Silicon Valley, the only possibility is that he asks for himself.

Hearing what he said, Li Mu discerned his current greatest need from his words.

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

Goldway nodded: Although 2B business is our foundation, 2C business is very important. Whether an enterprise can achieve great development in a real sense basically depends on the development of our 2C business, but we are currently lacking enough in the 2C field. Therefore, I hope to reach a cooperation with your company in this regard to help us promote the development of 2C business. "

Li Mu frowned slightly and said seriously: "Actually, the 2C business is more important, and it is the complete products and solutions behind the 2C business. You have to have 2C-capable products before you can open the 2C market. It is not enough to cooperate with me. , you can't do 2C business with a set of aircraft control systems, consumers will not buy it, nor can they afford it."

After speaking, Li Mu added: "In the Fortune Global 500, most of the manufacturing companies focus on 2C business. Among the Fortune Global 500 last year, the top-ranked manufacturing companies should be automobile manufacturers. Enterprises Including automobiles, home appliances, medical equipment, etc., are also 2C products."

In Li Mu's view, it is not difficult to switch from 2B to 2C in the Internet field, but if the manufacturing industry wants to switch from 2B to 2C, it is really difficult.

World-renowned auto companies, including GM and Toyota, actually integrate a large number of 2B suppliers like Honeywell, and then come up with the final 2C products.

Companies similar to Honeywell include Bosch, ZF, Aisin, Takata, etc. Among them, the most powerful is probably Bosch, which not only has many auto parts product lines, but also has a large number of patents. Technology, among which the famous ESP was invented by Bosch, but even so, it is difficult for Bosch to transform from 2B to 2C in the field of automobile manufacturing.

For example, ZF and Aisin, which specialize in the production of gearboxes, and Takata, which specializes in the production of airbags, it is even more difficult to complete the transformation from 2B to 2C in the automotive field.

Honeywell is also facing the same situation.

Although 2B is very good, it is not enough to support the enterprise to make a big leap forward on the existing basis. If you want to make a bigger leap, you must make a breakthrough in the 2C business.

Gao Dewei agreed with Li Mu's point of view, and said seriously: "Mr. Li, we have actually started to try 2C products now. For example, we acquired a water purifier company some time ago, and we have started to produce our own household water purifier. One step is also preparing to put into production household air purifiers, we have a lot of technical precipitation in these fields, which can ensure that we can produce more excellent products."

Li Mu nodded and said seriously: "Since Honeywell wants to do 2C business, then you might as well give the online agency rights to Taobao first. China has a population of more than one billion. I can use Taobao to help Honeywell open the China market."

Speaking of which, Li Mu paused and said, "However, this first requires Honeywell to solve my supply needs for protective products!"

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