When the reporter prepared for the interview with Shen Dali at the end of 2011, he was the president and CEO of Honeywell China and India. After the Spring Festival, when a reporter saw him, he had been promoted to President and CEO of Honeywell's global high-growth region, responsible for business expansion in Asia, Africa, Latin America, the Middle East, and Eastern Europe.
Shen Dali has achieved brilliant achievements in establishing localized market strategies in high-growth regions, promoting cross-business cooperation, and promoting cooperative partnerships. Previously, as president and CEO of Honeywell China and India, Shen Dali was instrumental in achieving the company's successful development in the region. Both markets have achieved multiple growth under their leadership and have become a global leader in Honeywell. The main driver of growth.
September 9, 2012 will be the 20th anniversary of Shen Dali’s work and life in China. He said that he has taken China as his home. Shen Dali witnessed the earth-shaking changes that have taken place in China in these 20 years. Twenty years ago, he foresaw this trend, and he decided to join this drama. However, the excitement of the play far exceeded his original imagination. He was surprised by the scale and growth rate of China's economy. From his interest in the development of China over the past two or three decades and humanistic research, he has been working on a book about the tremendous changes in Chinese society and culture.
"I think China is redefining the world pattern for the next 100 years, not only economically, but more importantly, culturally." Shen Dali said, "Recalling the past two to three hundred years, the West has dominated the world economy and culture. In the development of China, China has fallen into a depression during this period, and now, with the rise of China, its economic and cultural influence will become stronger and stronger, which will become more and more important to the developing countries and regions of the world. It was an encouragement.†Shen Dali believes that only greater integration can make the world more exciting.
"Chinese-style competitor"
Shen Dali’s deepest impression on China is the number and development speed of local companies. Many Chinese people have a strong entrepreneurial spirit. Honeywell's business may encounter hundreds of similar companies in China. This is unique in the world. In other parts of the world, most of the competitors are mature large multinational companies, and in China, especially in the past ten years, Honeywell’s competitors are increasing local companies.
As the leader in automation control, Honeywell has only a handful of major competitors in the world, and there are no fewer than a few hundred colleagues in the industry in China, including many excellent competitors. Honeywell is not satisfied with the competition at the multinational level, but also needs to explore deeper markets to find ways to compete with local companies. In order to gain greater market share in such fierce competition, Shen Dali began to “seek†a novel idea several years ago to allow multinational companies to become “Chinese-style competitorsâ€. To become a Chinese-style competitor is to provide customers with the best cost structure, speed, products and technology, just like domestic companies. “We want to understand the market in detail and let our customers feel that we have no difference with local companies in our grasp of the market and understanding of our customers, and that employees feel the entrepreneurial atmosphere. For this reason, we have changed many of our own cultures.†Shen Dali Say.
Complementing the concept of "Becoming a Chinese-style competitor" is Shen Dali's development strategy of "Oriental Service to the East" and "Oriental Service to the West." For a long time in the past, most of Honeywell's products and solutions were designed based on the needs of Western customers. They simply introduced products and technologies to the Chinese market. Under the model of “Oriental Service to the Eastâ€, Honeywell started to develop new products for Chinese customers' needs five or six years ago. “In the past hundred years or so, Honeywell’s major decisions were basically made in the United States, but now our decisions are getting closer to customers and markets,†said Shen Dali.
Many products that meet the needs of Chinese customers can also meet the needs of customers in other countries. This provides an opportunity for “Oriental Service to the Westâ€. Honeywell's LED lighting products are completely started from China. Production and R&D are all in Zhongshan, Guangdong. Because Honeywell's LED lighting has high energy efficiency and long product life, it has been widely used by more than 100 Walmart stores in China, saving 50% in lighting electricity. After the huge success in the local market, these "China-made" LED products have also achieved good response in markets such as Europe and the United States. Energy saving and environmental protection are challenges for China and challenges for many countries, especially those countries that are in the process of rapid development like China. Honeywell's products designed for China are exactly what these countries need.
“The really different countries have their unique needs, not necessarily the same as China, but with the experience accumulated in the process of becoming a Chinese-style competitor, with this new idea and culture, Honeywell is in other places. It is easier to copy this way of thinking," says Shen Dali. Shen Dali was deeply impressed by a paragraph from a Chinese national leader. It roughly means that China has 1.3 billion people. A big problem is divided by 1.3 billion. It becomes a small problem. A small problem is multiplied by 1.3 billion. A big problem. Shen Dali said: "This is a special country. At the same time, there are areas that are developed, underdeveloped, underdeveloped, and poor and backward. I believe that if we can solve the problem in China, we will not be able to talk to other countries."
Chinese-style collaborators
There is another meaning of “Oriental Service to the Westâ€. Honeywell hopes to develop overseas markets together with Chinese companies. Become a Chinese-style competitor and become a Chinese-style collaborator. “Chinese companies have global ambitions. In the process of opening up the international market, they also need international partners. At this time, they are more inclined to choose multinational companies that are trusted in China.†Shen Dali said.
A Chinese construction company purchased Honeywell's products in a number of projects in Central Asian countries, which played a positive role in Honeywell's market expansion in these regions. Honeywell was chosen because of Huo. Niweier has been providing them with products that meet Chinese standards. Honeywell's many partners in China have brought Honeywell products to the international market in this way. In the aviation field, Honeywell’s advanced avionics equipment has also flown along with AVIC's 12 aircraft. global.
“For Honeywell, to become a Chinese-style competitor, we must create the best technology and management on the one hand, and more importantly, work closely with our Chinese partners to convince Chinese partners of Honeywell. The best understanding of China and its willingness to grow together with Chinese companies is the hope that the results of the cooperation between the two sides will be successful both in China and around the world and become the best partners.†Shen Dali said.
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