Because of the recognition of YY's influence, the person in charge of Honeywell attaches great importance to this interview with Li Mu, and CEO Gao Dewei arrived in Silicon Valley one day ahead of schedule, hoping to meet Li Mu as soon as possible.

Honeywell, like 3M, is a Fortune 500 company, and Honeywell is involved in materials, petrochemicals, aviation and other fields, so the total market value is higher than 3M, this year's market value of Honeywell is around 25 billion US dollars, while 3M is currently only 15 billion US dollars.

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, 2B business is to put it bluntly, the business of enterprise users, Honeywell's achievements in these enterprises, ordinary people are almost completely unfamiliar.

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

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

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

This situation is basically doomed to Honeywell's corporate visibility and influence at the level of ordinary users, and Honeywell's next top priority is actually to be able to fully expand its 2C (To-Customer) business, which is very different from 2B business.

At the 2B level, Honeywell can sell turbochargers to every car company in the world, but there is no way to sell turbochargers directly to ordinary consumers.

The company's influence at the general public level is seriously insufficient, and the retail sales channel is almost zero, which will be the biggest constraint on Honeywell's 2C business.

But in Honeywell's view, Li Mu not only has a strong influence of YY, he also has a control of the entire Huaxia e-commerce share of Taobao, if you can establish a good cooperative relationship with Li Mu, not only through YY to enhance the company's visibility and influence, but also through Taobao directly increase product sales, one stone.

……

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

The 50-year-old Goldway had just taken office as CEO of Honeywell last year, and before that, he had a rich employment resume, having served as a senior executive at General Electric and JPMorgan Chase, and was a well-known professional manager in the United States.

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 Bill Gates', and even Jobs's current popularity is not as good as Li Mu's.

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

Moreover, there is a very accurate rule in the traditional industry, most of the enterprises that do long 2B business are 10,000 years of Party B, and the enterprises that are truly oriented to the 2C market are the eternal Party A in the cooperation between enterprises.

A company like Honeywell, although it has a lot of involvement, has always been to add bricks and tiles to others, and Party B has done a lot, and has cultivated a habit of humility and politeness from top to bottom, which is much easier to get along with than those who are used to Party A and are full of pretense.

Gao Dewei praised Li Mu and the achievements of Makino Technology as soon as he came up, and Li Mu took the lead in saying his purpose after a few minutes of polite exchange with him.

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

Gao Dewei 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: "That's right, 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 planning to purchase protective equipment for sale in China?"

"That's right. Li Mu said frankly: "It is only sold in China." ”

Gao Dewei was a little embarrassed and said: "To tell you, we already had a Huaxia agent ten years ago, and signed the exclusive general agent, strictly speaking, all Honeywell products sold in Huaxia have to go through this agent, if we bypass the agent to supply you directly, the agent will have great opinions......"

Speaking of this, Gao Dewei hurriedly changed his tone and said: "But don't worry, if the situation allows, we can coordinate from it, and then we will give the agents a certain compensation, when they accept that you sell our company's protective equipment in Huaxia, after all, most of our company's sales come from large equipment." ”

Li Mu smiled indifferently: "Don't be so troublesome, your company can directly give me a network agent authorization." ”

"Network proxy?" Gao Dewei was a little surprised.

Li Mu nodded and said with a smile: "The agency rights you signed with agents in various places before are defined for sales channels in the traditional sense, those are offline transactions, you can separate online transactions and authorize me, and I also promise to only sell online on e-commerce platforms in Huaxia, so that there will be no conflict with your agents." ”

The development of e-commerce is very short, so far, in addition to eBay and Amazon, the real e-commerce platform is Li Mu's Taobao, but eBay focuses on C2C second-hand goods trading, Amazon started as a book, and is now transforming into a B2C platform, but it is still in the exploration stage, so the concept of 'network agent' has not really come out.

However, Li Mu's meaning, Gao Dewei quickly understood, with the continuous development of society, many meanings of the definition must be more and more refined, after the birth of e-commerce, sales channels in the traditional channel and derived an online channel, and traditional agents do not understand e-commerce, so it is necessary to redefine the agency of online sales.

After Gao Dewei figured out this layer, 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 agent sales rights in Huaxia to your company. ”

Speaking of this, Gao Dewei said with a somewhat embarrassed face: "But frankly speaking, Honeywell's current 2C product line is too small, although we are also actively transforming, but for manufacturing companies, it is really not easy to move from 2B to 2C." ”

He doesn't care how many products Li Mu can sell in the e-commerce market in China in the future, he hopes that Li Mu can help Honeywell spread the company's popularity and lay a good 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 enterprise with a market value of more than 20 billion US dollars, if it is really for tens of millions of US dollars in sales, he does not need to come to interview him in person, and he ran so far to Silicon Valley in advance, the only possibility is that he has a request for himself.

Hearing him say this, Li Mu tasted his greatest need at the moment from his words.

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

Gao Dewei nodded: "In my opinion, although the 2B business is our foundation, but the 2C business is very important, whether the enterprise can have a real sense of great development, basically depends on the development of our 2C business, but we now lack enough impetus in the 2C field, so I very much hope to be able to cooperate with your company in this regard, to help us promote the development of 2C business." ”

Li Mu frowned slightly, and said seriously: "In fact, the 2C business is more important, is the complete products and solutions behind the 2C business, you must first have products that can 2C, in order to open the 2C market, it is far from enough to cooperate with me, you can't take a set of aircraft control systems out to do 2C business, consumers will not buy, and they can't afford it." ”

I have the impression that General Motors, Ford, Toyota, Volkswagen, and Honda seem to be in the top 500, and in addition to these, there are also Siemens, General Electric, and Hitachi, which are basically 2C enterprises, and their products include automobiles, home appliances, medical equipment, etc., which are also 2C products. ”

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

World-renowned automobile companies, including General Motors and Toyota, have actually integrated 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, not only 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, Bosch is difficult to transform from 2B to 2C in the field of automobile manufacturing.

For example, ZF and Aisin, which specialize in gearboxes, and Takata, which specializes in airbags, will have a harder time transitioning from 2B to 2C in the automotive field.

Honeywell is in the same situation.

Although 2B is doing very well, it is not enough to support the enterprise to make a big leap forward on the existing basis, and if you want to have a greater leap, you must make a breakthrough in the 2C business.

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

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

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