拜耳女总监：寻找新的业绩增长点，明年推出淡水鱼产品

　拜耳(四川)动物保健有限公司水产业务总监刘小燕

　　由于中国水产养殖市场的特殊性和庞大性，在中国水产动保行业发展的浪潮中，发力中国水产动保行业的外资企业不算太多，拜耳作为其中的佼佼者，其一举一动备受水产行业的瞩目。恰逢10月17日拜耳(四川)动物保健有限公司成立20周年之际，《水产前沿》独家专访拜耳(四川)动物保健有限公司水产业务总监刘小燕，跟大家分享一下她从事动物保健行业的经验、对中国水产动物保健市场的看法、对过去20年拜耳动保的发展感想，以及解读拜耳动保在中国水产行业的布局和谋划。10月25日（也即明天）拜耳动保将隆重推出强化水产动物营养、提高水产动物活力的创新型营养产品——藻乐美TM，文中会提前涉及谈到即将面市的藻乐美TM ，明天发布会现场《水产前沿》将与大家第一时间分享新品发布会的最新动态，敬请关注！

　藻乐美新品发布会邀请函

　　中国水产保健行业极具潜力

　　水产前沿：作为新的领导班子，中国水产行业内对刘总您可能不太熟悉，能否简单介绍一下您的从业经历？

　　刘小燕：我毕业于马来西亚农业大学渔业与水产养殖专业，从事动物保健行业已经有15年了。在加入拜耳(四川)动物保健有限公司之前，我在拜耳马来西亚担任动物保健业务国家代表，负责马来西亚、文莱及新加坡市场。在此之前，我也担任了马来西亚国家代表以及其它的一些销售及市场的职位。我的职业生涯最初以水产寄生虫学家的身份进入水产行业，之后做了销售及市场的工作，负责的动物除了水产动物外还包括了家畜、奶牛以及宠物。

　　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.

　　水产前沿：近年来，大中华区已经成为拜耳全球投资的主要重心之一，您如何看待中国的水产动物保健市场？存在哪些机遇和挑战？

　　刘小燕：毫无疑问，中国水产市场将持续其全球最大水产市场的地位。极端的天气和低成活率将仍然是主要的问题，并促进市场对于高质量的水产保健产品的需求。可以预见，水产品的进口还会上升，尤其在虾的市场，供不应求会使更多的养殖者在此投入。由于人们对于健康优质蛋白的需求的增加，水产养殖总量将继续增加，2016年水产养殖总量与2015相比将上升5%。

　　然而，水产保健行业的发展仍然有很大的提升空间。成功的管理和养殖需要的不仅仅是合适的产品，还要长远地看一种产品怎样平衡生态系统也即养殖动物和环境。绿色、可持续的解决方案、产品和管理方式才是水产养殖进步的前进方向。中国水产市场的一个很大的挑战是许多养殖散户专业知识的缺乏，这意味着行业需要花很大的力气来提升他们的养殖知识和管理水平。

　　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.

　　水产前沿：中国水产动保市场有其特殊性，与国外水产动保市场相比有什么区别？

　　刘小燕：与其它国家相比，中国水产养殖者以散户为主，生产主要供国内消费。水产食品安全的管控对中国来说是一个大的挑战。中国水产养殖品种众多，且中国人喜欢鲜活水产品的习惯将继续保护国内水产市场。中国内陆渔业的发展也领先于其它的国家，中国电子商务的快速发展也为水产在销售和营销上提供了极好的平台。

　　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.

　　水产前沿：由于中国国情和水产养殖业现状，很多外企在水产行业的发展并不如预期，您怎么看待这种情况？

　　刘小燕：这种情况可能会持续，但是在其它食品动物市场的竞争激烈背景之下，水产市场的投入可能会增加。

　　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.

　　零售商招募计划整体提升养殖业

　　水产前沿：请您解读一下拜耳水产的经营思路和销售模式，与中国渔药企业相比，为什么选择这种（零售商招募计划）经营模式？

　　刘小燕：中国水产养殖还处于起步阶段，需要大量的知识分享和引导以增加养殖户的养殖成功率。我们相信这（指的是零售商招募计划）是一个有效的途径，通过我们的高品质经过培训的合作伙伴将技术和信息传递给终端养殖户。

　　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.

　　水产前沿：拜耳水产在产品的定位和策略如何？相比其他渔药企业有何优势？

　　刘小燕：拜耳水产将聚焦绿色可持续的养殖，即通过平衡水产动物生长的生态环境来实现健康养殖。我们将继续在营养、水质及底质管理方面提供可以提升水产动物福利的创新型产品。我们把产品的开发分为两个部分，产品本身的开发只是一个部分，我们还继续针对不同养殖品种、不同养殖环境以及不同养殖管理进行产品的开发，以增加水产养殖的成功率。

　　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.

　　水产前沿：由于产品定位原因，拜耳给大家留下的普遍影响是贵，如何让售价低廉的淡水鱼养殖业者接受？

　　刘小燕：我们在对虾和螃蟹领域的成功让我们收到了来自市场的对于淡水鱼产品的需求。我们也有一个很好的消息分享，那就是淡水鱼的养殖户明年将在市场上看到我们针对这个品种而开发的产品。

　　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.

　　水产前沿：10月25日拜耳新推出的“藻乐美”产品，主要是针对什么提出的解决方案？

　　刘小燕：藻乐美TM是一个创新型的用于解决水产动物早期营养问题的产品。藻乐美TM在养殖初期阶段对于强化水产动物营养，提高水产动物活力方面有显着的效果。

　　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.

　　藻乐美产品

　　水产前沿：“藻乐美”的产品定位是什么？相比同类产品，有何优势？

　　刘小燕：市场上目前没有藻乐美的类似产品。藻乐美不仅仅是一个营养型的产品，它还是一个管理工具。它的使用减少了前期人工饵料的投喂，从而有助于育苗后期的水质管理。藻乐美有多样的可能性。

　　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.

　　拜耳产品将涉及产业链

　　水产前沿：拜耳进军中国水产行业已经第八年了，目前在中国水产市场的布局和进展如何？今年有什么发展亮点？

　　刘小燕：我们深知保持好的环境对于健康养殖的重要性。自2008年进入中国水产市场，我们一直坚守这样的信念，并引入了多个高品质的产品。为支持各个阶段的水产养殖需求，我们将继续扩大我们的产品线以满足中国水产保健市场的需求，这不仅包括针对不同的养殖品种的产品，还包括针对水产动物不同养殖阶段，从育苗到运输及终端的产品。

　　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.

　　水产前沿：恰逢拜耳动保20周年，您对过去的20年拜耳动保的发展有何感想？未来3-5年拜耳在中国水产保健市场有什么规划？

　　刘小燕：我们非常感谢过去的20年行业给予我们的支持和信任。随着拜耳公司转变成为一家生命科学公司，我们将更加聚焦于通过创新为消费者，养殖动物以及环境开发和提供好的产品。随着水产养殖的增长和面临的各种的挑战，市场需要更多优质的产品以实现健康持续养殖，我们将继续为中国水产养殖者提供优质的产品和解决方案。