Rebirth in a Perfect Era Chapter 1187: Network proxy rights

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Because of his special recognition of YY ’s influence, Honeywell ’s person in charge attaches great importance to this interview with Li Mu’s. CEO Galway arrived at Silicon Valley a day early, hoping to meet Li Mu as soon as possible.

Honeywell, like 3M, is one of the world ’s top 500 companies, and because Honeywell is heavily involved in materials, petrochemicals, aviation and other fields, the total market value is higher than 3M. Honeywell ’s market value this year At around 25 billion USD, 3M currently has only 15 billion USD.

However, for Galway, Honeywell ’s problem is also very serious. More than 70% of the company ’s profit comes from the 2B (To-Business) business. The 2B business is a business for enterprise users. Honey Ordinary people are almost completely unfamiliar with Vail ’s achievements in these enterprises.

For example, few ordinary consumers know that Honeywell is one of the world ’s top five turbocharger manufacturers;

Few consumers know that most of the world ’s oil refining and petrochemical companies have adopted Honeywell ’s equipment and even complete solutions;

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

Such a situation is basically destined for Honeywell ’s corporate awareness and influence to be 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 very different from 2B business.

On the 2B level, Honeywell can sell the turbocharger to every car company in the world, but there is no way to sell the turbocharger directly to ordinary consumers. In 2B, the face is only dozens A car company, but once it reaches the 2C level, it is facing billions of people worldwide.

The influence of enterprises at the level of ordinary people is seriously insufficient, and the retail sales channel is almost zero, which will be the biggest constraint for Honeywell’s 2C business.

But in Honeywell ’s opinion, Li Mu is not only a very influential YY, he also has a Taobao network that controls the entire China electronic Business share, if you can establish a good cooperative relationship with Li Mu, Not only can YY increase corporate visibility and influence, but it can also directly increase product sales through Taobao.

……

The next morning, Li Mu met Honeywell CEO Galway in the office of the Muye Science and Technology Silicon Valley branch.

The 50-year-old Galway just took office last year as CEO of Honeywell. Before that, his employment history was extremely rich. He used to be a senior executive at General Electric and JPMorgan Chase, which is regarded as entire US well-known Professional manager.

However, in terms of fame, Galway is more than one grade worse than Li Mu.

In the current western world, the popularity of Li Mu’s is almost the same as that of Bill Gates. Even Jobs ’s current popularity is not as good as Li Mu.

Under this premise, Galway is very polite to Li Mu.

Moreover, the traditional industry has a very accurate rule. Most of the companies that have done 2B business are mostly Party B for 10,000 years, and the enterprises that truly face the 2C market are the parties that have never changed in the cooperation between enterprises .

For companies like Honeywell, although is involved in a lot of things, but it has always added to others. Party B has done a lot, and has cultivated a humble and polite habit from top to bottom. It is much better than those who are accustomed to Party A and have acting cool breath.

Galdway praised the achievements of Li Mu and Muye Science and Technology as soon as he came up. After a few minutes of courtesy with Li Mu, he first expressed his purpose.

“Mr. Galway, I am meeting you this time, in fact, I want to have some product-level cooperation with Honeywell.”

Galdway nodded and said: “I heard Elon before, 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, hoping to directly negotiate with Honeywell and reach a deal.”

Gao Dewei asked Li Mu: “Mr. Li, are you going to purchase protective equipment to sell in China?”

“Yes,” Li Mu said frankly: “Only sold in China.”

Galdway said a little embarrassingly: “I do n’t hide from you, we have already had an China agent ten years ago, and we signed an exclusive distributor. Strictly speaking, all Honeywells sold in China All products must go through this agent. If we bypass the agent and supply you directly, the agent will definitely have great opinions … “

Speaking of this, Galway has another tone for hastily, saying: “But you can rest assured that if circumstances permit, we can coordinate from it. When the time comes, we will give the agent a certain compensation when they accept you to sell in China. Our company’s protective equipment, after all, most of our company’s sales come from large equipment. “

Li Mu smiled indifferently: “Don’t be so troublesome, your company can just give me an online agency authorization.”

“Network agent?” Galway was a little surprised.

Li Mu nodded and said with a smile: “The agency rights you signed with the local agents before are defined for the traditional sales channels. Those are offline transactions. You can separate online transactions separately for authorization Give me, and I also promise to only sell online on the electronic Business platform in China, so that there will be no conflict with your agents. “

The development period of electronic Business is very short. So far, the true electronic Business platform is Li Mu’s Taobao except eBay and Amazon, but eBay is mainly engaged in Amazon second-hand commodity trading. , But it is still in the exploratory stage, so the concept of “network agent” has not really come out.

However, Li Mu’s means that Galway has quickly understood that with the continuous development of society, the definition in many senses must be more and more refined. After the birth of the electronic Business, the sales channels are derived from traditional channels. An online channel has been established, and traditional agents do not understand electronic Business, so it is necessary to redefine the agency rights for online sales.

After Galdwell figured this layer, he was very interested in the proposal of Li Mu’s and said: “Mr. Li, I think we can authorize Honeywell’s online agency sales right in China according to your proposal. For your company. “

At this point, Caldwell looked a little embarrassed and said: “But frankly, Honeywell’s current 2C product line is too few, although we are also actively transforming, but for manufacturing companies, want to switch from 2B 2C, it’s really not easy. “

The reason why Galway wants to meet Li Mu is that he hopes to reach a promotion cooperation with Li Mu. He does n’t care how many products Li Mu can help Honeywell sell in the e-Commerce market of China in the future. He also hopes that Li Mu can help Honeywell spreads the company’s popularity to lay a solid foundation for the company’s future 2C business.

Li Mu can probably guess Godwin ’s intentions. After all, he is the CEO of a large company with a market value of more than 20 billion USD. If it is really for the sales of tens of millions of USD, he does not need to personally interview him, and still Running far to Silicon Valley in advance, the only possibility is that he has something for himself.

Listening to what he said, Li Mu has derived his biggest needs from his words.

So, Li Mu smiled and asked him: “Honeywell’s next development, are you interested in increasing the proportion of 2C business?”

Galdway nodded: “In my opinion, 2B business although is our fundamental, but 2C business is very important, whether a company can have a real big development, basically depends on the development of our 2C business It ’s just that we do n’t have enough motivation in the 2C field now, so I really hope to be able to reach cooperation with your company in this regard to help us promote the development of the 2C business. ”

Li Mu frowned slightly and said seriously: “In fact, the 2C business is more important, it is the complete product and solution behind the 2C business. You have to have a product capable of 2C before you can open the 2C market. It is far from working with me. It ’s not enough, you ca n’t take a set of aircraft to control system to do 2C business, consumers will not be able to buy it, nor can they afford it. “

He said, Li Mu said: “Most of the world’s top 500 enterprises are mainly based on 2C business. Last year’s top 500 manufacturing companies should all Is it a car manufacturing company? In my impression, GM, Ford, Toyota, Volkswagen and Honda seem to be in the top 50. In addition to these, there are Siemens, General Electric and Hitachi, which are basically 2C companies. Their products include cars, home appliances, medical equipment, etc., and they 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 automotive companies, including GM and Toyota, are actually integrating a large number of 2B suppliers like Honeywell, and then come up with the final 2C products.

The companies similar to Honeywell include Bosch, ZF, Aisin, Takada, etc. Among them, the most powerful one is probably Bosch. Not only do many have many auto parts product lines, but also A large number of patented technologies, among which the famous ESP was invented by Bosch, but even so, it is difficult for Bosch to transition from 2B to 2C in the field of automobile manufacturing.

ZF and Aisin, which specialize in gearboxes, and Takada, which specializes in airbags, are even more difficult to complete the transition from 2B to 2C in the automotive field.

Honeywell is facing the same situation.

2Balthough is very awesome, but this is not enough to support enterprises to develop on a large-scale basis on the existing basis. If you want to make a greater leap, you must make a breakthrough in 2C business.

Galdway very much agrees with Li Mu’s, and seriously said: “Mr. Li, we have actually started to try 2C products. For example, we acquired a water purifier company some time ago, and have begun to produce our own household water purifiers. The next step is to prepare for the production of household air purifiers. We have a lot of technical precipitation in these areas to ensure that we produce more excellent products. “

Li Mu nodded and said earnestly: “Since Honeywell wants to do 2C business, it may as well give the network agency right to Taobao, China has more than one billion people, I can use Taobao to help Honeywell open China Market. “

Speaking of this, Li Mu paused and said: “However, this first needs Honeywell to solve my supply demand for protective products!”