拜耳(四川)動物保健有限公司水產業務總監劉小燕

　　由于中國水產養殖市場的特殊性和龐大性，在中國水產動保行業發展的浪潮中，發力中國水產動保行業的外資企業不算太多，拜耳作為其中的佼佼者，其一舉一動備受水產行業的矚目。恰逢10月17日拜耳(四川)動物保健有限公司成立20周年之際，《水產前沿》獨家專訪拜耳(四川)動物保健有限公司水產業務總監劉小燕，跟大家分享一下她從事動物保健行業的經驗、對中國水產動物保健市場的看法、對過去20年拜耳動保的發展感想，以及解讀拜耳動保在中國水產行業的布局和謀劃。10月25日（也即明天）拜耳動保將隆重推出強化水產動物營養、提高水產動物活力的創新型營養產品——藻樂美TM，文中會提前涉及談到即將面市的藻樂美TM ，明天發布會現場《水產前沿》將與大家第一時間分享新品發布會的最新動態，敬請關注！

　藻樂美新品發布會邀請函

　　中國水產保健行業極具潛力

　　水產前沿：作為新的領導班子，中國水產行業內對劉總您可能不太熟悉，能否簡單介紹一下您的從業經歷？

　　劉小燕：我畢業于馬來西亞農業大學漁業與水產養殖專業，從事動物保健行業已經有15年了。在加入拜耳(四川)動物保健有限公司之前，我在拜耳馬來西亞擔任動物保健業務國家代表，負責馬來西亞、文萊及新加坡市場。在此之前，我也擔任了馬來西亞國家代表以及其它的一些銷售及市場的職位。我的職業生涯最初以水產寄生蟲學家的身份進入水產行業，之后做了銷售及市場的工作，負責的動物除了水產動物外還包括了家畜、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.

　　水產前沿：近年來，大中華區已經成為拜耳全球投資的主要重心之一，您如何看待中國的水產動物保健市場？存在哪些機遇和挑戰？

　　劉小燕：毫無疑問，中國水產市場將持續其全球最大水產市場的地位。極端的天氣和低成活率將仍然是主要的問題，并促進市場對于高質量的水產保健產品的需求。可以預見，水產品的進口還會上升，尤其在蝦的市場，供不應求會使更多的養殖者在此投入。由于人們對于健康優質蛋白的需求的增加，水產養殖總量將繼續增加，2016年水產養殖總量與2015相比將上升5%。

　　然而，水產保健行業的發展仍然有很大的提升空間。成功的管理和養殖需要的不僅僅是合適的產品，還要長遠地看一種產品怎樣平衡生態系統也即養殖動物和環境。綠色、可持續的解決方案、產品和管理方式才是水產養殖進步的前進方向。中國水產市場的一個很大的挑戰是許多養殖散戶專業知識的缺乏，這意味著行業需要花很大的力氣來提升他們的養殖知識和管理水平。

　　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.

　　水產前沿：中國水產動保市場有其特殊性，與國外水產動保市場相比有什么區別？

　　劉小燕：與其它國家相比，中國水產養殖者以散戶為主，生產主要供國內消費。水產食品安全的管控對中國來說是一個大的挑戰。中國水產養殖品種眾多，且中國人喜歡鮮活水產品的習慣將繼續保護國內水產市場。中國內陸漁業的發展也領先于其它的國家，中國電子商務的快速發展也為水產在銷售和營銷上提供了極好的平臺。

　　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.

　　水產前沿：由于中國國情和水產養殖業現狀，很多外企在水產行業的發展并不如預期，您怎么看待這種情況？

　　劉小燕：這種情況可能會持續，但是在其它食品動物市場的競爭激烈背景之下，水產市場的投入可能會增加。

　　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.

　　零售商招募計劃整體提升養殖業

　　水產前沿：請您解讀一下拜耳水產的經營思路和銷售模式，與中國漁藥企業相比，為什么選擇這種（零售商招募計劃）經營模式？

　　劉小燕：中國水產養殖還處于起步階段，需要大量的知識分享和引導以增加養殖戶的養殖成功率。我們相信這（指的是零售商招募計劃）是一個有效的途徑，通過我們的高品質經過培訓的合作伙伴將技術和信息傳遞給終端養殖戶。

　　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.

　　水產前沿：拜耳水產在產品的定位和策略如何？相比其他漁藥企業有何優勢？

　　劉小燕：拜耳水產將聚焦綠色可持續的養殖，即通過平衡水產動物生長的生態環境來實現健康養殖。我們將繼續在營養、水質及底質管理方面提供可以提升水產動物福利的創新型產品。我們把產品的開發分為兩個部分，產品本身的開發只是一個部分，我們還繼續針對不同養殖品種、不同養殖環境以及不同養殖管理進行產品的開發，以增加水產養殖的成功率。

　　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.

　　水產前沿：由于產品定位原因，拜耳給大家留下的普遍影響是貴，如何讓售價低廉的淡水魚養殖業者接受？

　　劉小燕：我們在對蝦和螃蟹領域的成功讓我們收到了來自市場的對于淡水魚產品的需求。我們也有一個很好的消息分享，那就是淡水魚的養殖戶明年將在市場上看到我們針對這個品種而開發的產品。

　　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.

　　水產前沿：10月25日拜耳新推出的“藻樂美”產品，主要是針對什么提出的解決方案？

　　劉小燕：藻樂美TM是一個創新型的用于解決水產動物早期營養問題的產品。藻樂美TM在養殖初期階段對于強化水產動物營養，提高水產動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.

　　藻樂美產品

　　水產前沿：“藻樂美”的產品定位是什么？相比同類產品，有何優勢？

　　劉小燕：市場上目前沒有藻樂美的類似產品。藻樂美不僅僅是一個營養型的產品，它還是一個管理工具。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管理。藻樂美有多樣的可能性。

　　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.

　　拜耳產品將涉及產業鏈

　　水產前沿：拜耳進軍中國水產行業已經第八年了，目前在中國水產市場的布局和進展如何？今年有什么發展亮點？

　　劉小燕：我們深知保持好的環境對于健康養殖的重要性。自2008年進入中國水產市場，我們一直堅守這樣的信念，并引入了多個高品質的產品。為支持各個階段的水產養殖需求，我們將繼續擴大我們的產品線以滿足中國水產保健市場的需求，這不僅包括針對不同的養殖品種的產品，還包括針對水產動物不同養殖階段，從育苗到運輸及終端的產品。

　　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.

　　水產前沿：恰逢拜耳動保20周年，您對過去的20年拜耳動保的發展有何感想？未來3-5年拜耳在中國水產保健市場有什么規劃？

　　劉小燕：我們非常感謝過去的20年行業給予我們的支持和信任。隨著拜耳公司轉變成為一家生命科學公司，我們將更加聚焦于通過創新為消費者，養殖動物以及環境開發和提供好的產品。隨著水產養殖的增長和面臨的各種的挑戰，市場需要更多優質的產品以實現健康持續養殖，我們將繼續為中國水產養殖者提供優質的產品和解決方案。