水產(chǎn)前沿：作為新的領(lǐng)導(dǎo)班子，中國(guó)水產(chǎn)行業(yè)內(nèi)對(duì)劉總您可能不太熟悉，能否簡(jiǎn)單介紹一下您的從業(yè)經(jīng)歷？
劉小燕：我畢業(yè)于馬來(lái)西亞農(nóng)業(yè)大學(xué)漁業(yè)與水產(chǎn)養(yǎng)殖專(zhuān)業(yè)，從事動(dòng)物保健行業(yè)已經(jīng)有15年了。在加入拜耳(四川)動(dòng)物保健有限公司之前，我在拜耳馬來(lái)西亞擔(dān)任動(dòng)物保健業(yè)務(wù)國(guó)家代表，負(fù)責(zé)馬來(lái)西亞、文萊及新加坡市場(chǎng)。在此之前，我也擔(dān)任了馬來(lái)西亞國(guó)家代表以及其它的一些銷(xiāo)售及市場(chǎng)的職位。我的職業(yè)生涯最初以水產(chǎn)寄生蟲(chóng)學(xué)家的身份進(jìn)入水產(chǎn)行業(yè)，之后做了銷(xiāo)售及市場(chǎng)的工作，負(fù)責(zé)的動(dòng)物除了水產(chǎn)動(dòng)物外還包括了家畜、奶牛以及寵物。
I have been in the animal health industry for the past 15 years. I graduated from Agriculture University in Malaysia majoring in fisheries and aquaculture.I join Bayer Sichuan Animal Health from Bayer Malaysia, where I held the position of Country Representative for animal health business in Malaysia, Brunei and Singapore market.Prior to this I also held the role of country representative for aquaculture for Malaysia market and some senior role in sales and marketing.I started my career in aquaculture as a parasitologist and have over the years moves to several sales and marketing role covering the livestock, dairy and companion market aside from aquaculture business.
水產(chǎn)前沿：近年來(lái)，大中華區(qū)已經(jīng)成為拜耳全球投資的主要重心之一，您如何看待中國(guó)的水產(chǎn)動(dòng)物保健市場(chǎng)？存在哪些機(jī)遇和挑戰(zhàn)？
劉小燕：毫無(wú)疑問(wèn)，中國(guó)水產(chǎn)市場(chǎng)將持續(xù)其全球最大水產(chǎn)市場(chǎng)的地位。極端的天氣和低成活率將仍然是主要的問(wèn)題，并促進(jìn)市場(chǎng)對(duì)于高質(zhì)量的水產(chǎn)保健產(chǎn)品的需求?？梢灶A(yù)見(jiàn)，水產(chǎn)品的進(jìn)口還會(huì)上升，尤其在蝦的市場(chǎng)，供不應(yīng)求會(huì)使更多的養(yǎng)殖者在此投入。由于人們對(duì)于健康優(yōu)質(zhì)蛋白的需求的增加，水產(chǎn)養(yǎng)殖總量將繼續(xù)增加，2016年水產(chǎn)養(yǎng)殖總量與2015相比將上升5%。
然而，水產(chǎn)保健行業(yè)的發(fā)展仍然有很大的提升空間。成功的管理和養(yǎng)殖需要的不僅僅是合適的產(chǎn)品，還要長(zhǎng)遠(yuǎn)地看一種產(chǎn)品怎樣平衡生態(tài)系統(tǒng)也即養(yǎng)殖動(dòng)物和環(huán)境。綠色、可持續(xù)的解決方案、產(chǎn)品和管理方式才是水產(chǎn)養(yǎng)殖進(jìn)步的前進(jìn)方向。中國(guó)水產(chǎn)市場(chǎng)的一個(gè)很大的挑戰(zhàn)是許多養(yǎng)殖散戶(hù)專(zhuān)業(yè)知識(shí)的缺乏，這意味著行業(yè)需要花很大的力氣來(lái)提升他們的養(yǎng)殖知識(shí)和管理水平。
There is no doubt that China aquaculture market will remain as the biggest aquaculture market globally. Extreme weather and low survival rate is still a significant issue that will sparked demand for good and quality aquaculture healthcare product. We will also see the increase of the demand for imports of aquatic productions. A demand market which is higher than the supply especially in shrimp market has encouraged farmers to stock. With the population opting for a healthier source of protein, aquaculture is expected to grow further with global aquaculture growth of 5% in 2016 vs 2015.
However there is still a large gap in the development of the application of the usage as most of the successful management and control requires not just the right healthcare product but how the product can balance the complex ecosystem of the aquatic species and environment. A green and sustainable healthcare solutions and management is the way forward for aquaculture advancement. One of the most challenging issues in China’s aquaculture environment is the lack of farming expertise in backyard farmers, this means a lot of hand holding need to be done to help the industry to improve on their farming knowledge and management.
水產(chǎn)前沿：中國(guó)水產(chǎn)動(dòng)保市場(chǎng)有其特殊性，與國(guó)外水產(chǎn)動(dòng)保市場(chǎng)相比有什么區(qū)別？
劉小燕：與其它國(guó)家相比，中國(guó)水產(chǎn)養(yǎng)殖者以散戶(hù)為主，生產(chǎn)主要供國(guó)內(nèi)消費(fèi)。水產(chǎn)食品安全的管控對(duì)中國(guó)來(lái)說(shuō)是一個(gè)大的挑戰(zhàn)。中國(guó)水產(chǎn)養(yǎng)殖品種眾多，且中國(guó)人喜歡鮮活水產(chǎn)品的習(xí)慣將繼續(xù)保護(hù)國(guó)內(nèi)水產(chǎn)市場(chǎng)。中國(guó)內(nèi)陸漁業(yè)的發(fā)展也領(lǐng)先于其它的國(guó)家，中國(guó)電子商務(wù)的快速發(fā)展也為水產(chǎn)在銷(xiāo)售和營(yíng)銷(xiāo)上提供了極好的平臺(tái)。
China aquaculture market is highly backyard and the consumption of most of the cultured species is mainly local compared to other aquaculture production country which is export driven. With a locally driven market, food safety monitoring in backyard farm remains a major challenges to China. China’s aquaculture has the most diverse species and the Chinese culture of eating fresh seafood will continue to protect local aquaculture players. The success in inland fisheries in China with its long history is also more developed compared to inland fisheries practice from other country. The rapid e-commerce development in China will also provide a good platform for China’s aquaculture development in terms of the marketing and sales of the aquaculture supply to end user compared to conventional channel.
水產(chǎn)前沿：由于中國(guó)國(guó)情和水產(chǎn)養(yǎng)殖業(yè)現(xiàn)狀，很多外企在水產(chǎn)行業(yè)的發(fā)展并不如預(yù)期，您怎么看待這種情況？
劉小燕：這種情況可能會(huì)持續(xù)，但是在其它食品動(dòng)物市場(chǎng)的競(jìng)爭(zhēng)激烈背景之下，水產(chǎn)市場(chǎng)的投入可能會(huì)增加。
We will see this trend to continue but with the stagnant and sluggish market in other meat production there are possibilities that investment in aquaculture will increases.
零售商招募計(jì)劃整體提升養(yǎng)殖業(yè)
水產(chǎn)前沿：請(qǐng)您解讀一下拜耳水產(chǎn)的經(jīng)營(yíng)思路和銷(xiāo)售模式，與中國(guó)漁藥企業(yè)相比，為什么選擇這種（零售商招募計(jì)劃）經(jīng)營(yíng)模式？
劉小燕：中國(guó)水產(chǎn)養(yǎng)殖還處于起步階段，需要大量的知識(shí)分享和引導(dǎo)以增加養(yǎng)殖戶(hù)的養(yǎng)殖成功率。我們相信這（指的是零售商招募計(jì)劃）是一個(gè)有效的途徑，通過(guò)我們的高品質(zhì)經(jīng)過(guò)培訓(xùn)的合作伙伴將技術(shù)和信息傳遞給終端養(yǎng)殖戶(hù)。
China’s aquaculture is still at its infant stage which requires a lot of knowledge transfer and hand holding to increase the success of the farmers. We believe that this one of the way to reach out effectively to the farmers and transfer the technology and technical know how with quality partner that are qualified and well trained.
水產(chǎn)前沿：拜耳水產(chǎn)在產(chǎn)品的定位和策略如何？相比其他漁藥企業(yè)有何優(yōu)勢(shì)？
劉小燕：拜耳水產(chǎn)將聚焦綠色可持續(xù)的養(yǎng)殖，即通過(guò)平衡水產(chǎn)動(dòng)物生長(zhǎng)的生態(tài)環(huán)境來(lái)實(shí)現(xiàn)健康養(yǎng)殖。我們將繼續(xù)在營(yíng)養(yǎng)、水質(zhì)及底質(zhì)管理方面提供可以提升水產(chǎn)動(dòng)物福利的創(chuàng)新型產(chǎn)品。我們把產(chǎn)品的開(kāi)發(fā)分為兩個(gè)部分，產(chǎn)品本身的開(kāi)發(fā)只是一個(gè)部分，我們還繼續(xù)針對(duì)不同養(yǎng)殖品種、不同養(yǎng)殖環(huán)境以及不同養(yǎng)殖管理進(jìn)行產(chǎn)品的開(kāi)發(fā)，以增加水產(chǎn)養(yǎng)殖的成功率。
Bayer Aqua will put our focus in green and sustainable farming by balancing the ecosystem and the environment where the aquatics species are cultured. We will continue to innovate in the application and development of nutrition, pond water and pond-bottom management series that can help in the wellbeing of the aquatic species. Compare to other industry player, we see the development of aquaculture product as two phase. We do not stop our development at the product phase. We continue to develop the product application tailor to the species, environment and also farm management to increase the success of aquaculture farming.
水產(chǎn)前沿：由于產(chǎn)品定位原因，拜耳給大家留下的普遍影響是貴，如何讓售價(jià)低廉的淡水魚(yú)養(yǎng)殖業(yè)者接受？
劉小燕：我們?cè)趯?duì)蝦和螃蟹領(lǐng)域的成功讓我們收到了來(lái)自市場(chǎng)的對(duì)于淡水魚(yú)產(chǎn)品的需求。我們也有一個(gè)很好的消息分享，那就是淡水魚(yú)的養(yǎng)殖戶(hù)明年將在市場(chǎng)上看到我們針對(duì)這個(gè)品種而開(kāi)發(fā)的產(chǎn)品。
With our success in shrimps and crabs segment we have receive a lot of request to develop product for freshwater fishes. We have a very good news to share with the industry that very soon, the freshwater fishes farmers will see the launch of our new product next year targeting freshwater segment.
水產(chǎn)前沿：10月25日拜耳新推出的“藻樂(lè)美”產(chǎn)品，主要是針對(duì)什么提出的解決方案？
劉小燕：藻樂(lè)美TM是一個(gè)創(chuàng)新型的用于解決水產(chǎn)動(dòng)物早期營(yíng)養(yǎng)問(wèn)題的產(chǎn)品。藻樂(lè)美TM在養(yǎng)殖初期階段對(duì)于強(qiáng)化水產(chǎn)動(dòng)物營(yíng)養(yǎng)，提高水產(chǎn)動(dòng)物活力方面有顯著的效果。
PhylaviveTM an innovative technology and first of its’ kind, early feeding solution that aids in solving the problem of aquaculture early feeding. PhylaviveTM have demonstrated effectiveness in enhancing the fitness level and health in the animals during the early stage of culture period.
劉小燕：市場(chǎng)上目前沒(méi)有藻樂(lè)美的類(lèi)似產(chǎn)品。藻樂(lè)美不僅僅是一個(gè)營(yíng)養(yǎng)型的產(chǎn)品，它還是一個(gè)管理工具。它的使用減少了前期人工餌料的投喂，從而有助于育苗后期的水質(zhì)管理。藻樂(lè)美有多樣的可能性。
There are no similar product in the market like Phylavive in the market. PhylaviveTM is not just an enrichment product; it is also a management tool that can assist in the water quality control towards the later stage of the hatchery phase as it reduces artificial feed usage at the early stage. There are many possibilities with Phylavive.
拜耳產(chǎn)品將涉及產(chǎn)業(yè)鏈
水產(chǎn)前沿：拜耳進(jìn)軍中國(guó)水產(chǎn)行業(yè)已經(jīng)第八年了，目前在中國(guó)水產(chǎn)市場(chǎng)的布局和進(jìn)展如何？今年有什么發(fā)展亮點(diǎn)？
劉小燕：我們深知保持好的環(huán)境對(duì)于健康養(yǎng)殖的重要性。自2008年進(jìn)入中國(guó)水產(chǎn)市場(chǎng)，我們一直堅(jiān)守這樣的信念，并引入了多個(gè)高品質(zhì)的產(chǎn)品。為支持各個(gè)階段的水產(chǎn)養(yǎng)殖需求，我們將繼續(xù)擴(kuò)大我們的產(chǎn)品線(xiàn)以滿(mǎn)足中國(guó)水產(chǎn)保健市場(chǎng)的需求，這不僅包括針對(duì)不同的養(yǎng)殖品種的產(chǎn)品，還包括針對(duì)水產(chǎn)動(dòng)物不同養(yǎng)殖階段，從育苗到運(yùn)輸及終端的產(chǎn)品。
We understand the powerful role of maintain a good environment and conditions for healthy aquatic animals. Since our set up in 2008 we have hold on to this belief and has been adding quality products that fit into this portfolio to the industry. This year, to support the importance of multiphase farming, we have further expand our product offer to meet China aquaculture healthcare market demand, which means cover not only different aquaculture species but also the life circle for the animal from hatchery to transport to end consumer market.
水產(chǎn)前沿：恰逢拜耳動(dòng)保20周年，您對(duì)過(guò)去的20年拜耳動(dòng)保的發(fā)展有何感想？未來(lái)3-5年拜耳在中國(guó)水產(chǎn)保健市場(chǎng)有什么規(guī)劃？
劉小燕：我們非常感謝過(guò)去的20年行業(yè)給予我們的支持和信任。隨著拜耳公司轉(zhuǎn)變成為一家生命科學(xué)公司，我們將更加聚焦于通過(guò)創(chuàng)新為消費(fèi)者，養(yǎng)殖動(dòng)物以及環(huán)境開(kāi)發(fā)和提供好的產(chǎn)品。隨著水產(chǎn)養(yǎng)殖的增長(zhǎng)和面臨的各種的挑戰(zhàn)，市場(chǎng)需要更多優(yōu)質(zhì)的產(chǎn)品以實(shí)現(xiàn)健康持續(xù)養(yǎng)殖，我們將繼續(xù)為中國(guó)水產(chǎn)養(yǎng)殖者提供優(yōu)質(zhì)的產(chǎn)品和解決方案。
We are grateful that for the last 20 years we have received not just the support but also the trust from the industry. With the change of the company towards a Life Science company, we will sharpen our focus in developing and delivering products that are safe for consumers, animals and the environment through innovation. As for Aqua we are contributing to finding solutions to some of the major challenges of our aquaculture time. The growing and increasing challenges in aquaculture farming requires improved aquaculture healthcare products for sustainable farming.
