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　　飼用酶制劑這兩年也正值風(fēng)口，國(guó)內(nèi)主流廠家的江湖地位雛形已顯，但面對(duì)中國(guó)這么大的蛋糕，外國(guó)主流廠家如諾維信等并不會(huì)輕易放棄，他們還有機(jī)會(huì)嗎？

　　China feed enzyme market are booming in recently two years with many strong local companies, while international companies like the DSM/Novozymes Alliance (Alliance) will not give up on this big potential. Do they have any chance?

　　文/圖農(nóng)牧前沿羅丹

　　飼料酶制劑的市場(chǎng)有多大？看看生產(chǎn)廠家的展臺(tái)就知道，在畜牧業(yè)博覽會(huì)上，酶制劑展區(qū)一家比一家漂亮精美；飼料酶制劑有多熱門？看看參加飼用酶制劑論壇的人就知道，8點(diǎn)鐘開(kāi)始的論壇，7點(diǎn)半時(shí)前半場(chǎng)的座位就已經(jīng)坐滿了。中國(guó)是傳統(tǒng)的畜禽養(yǎng)殖與水產(chǎn)養(yǎng)殖大國(guó)，其飼用酶制劑市場(chǎng)潛力巨大。在飼用酶制劑已經(jīng)深耕多年躋身成為全球第一飼用酶制劑帝斯曼-諾維信飼用酶制劑聯(lián)盟自然也不想失去中國(guó)這么欣欣向榮的市場(chǎng)。

　　How big is the China feed enzyme market? You can tell by watching enzyme companies’ amazing booth in feed expos. How hot is the China feed enzyme market? You can tell by counting how many attendees in feed enzyme conference. China is a traditional big livestock and aqua production country with a great potential on feed enzyme. Not a surprise, the global feed enzyme leader Alliance do not like to lose China feed enzyme market with such potential.

　　帝斯曼-諾維信飼用酶制劑聯(lián)盟（以下簡(jiǎn)稱“聯(lián)盟”）成立于1998年，也可以稱為全球獨(dú)家合作，其宗旨是兩家公司在飼料酶制劑版塊進(jìn)行唯一合作，諾維信專注在酶制劑研發(fā)和生產(chǎn)改進(jìn)，帝斯曼專注在產(chǎn)品應(yīng)用、市場(chǎng)銷售和技術(shù)支持。

　　The Alliance was found on 1998 with exclusive collaboration between two leading companies in their own area. Novozymes are focusing on enzyme R&D and production optimization, while DSM are focusing on product application, sales and direct customer facing activities.

　　圖左：諾維信丹麥飼料應(yīng)用與科學(xué)支持部門高級(jí)科學(xué)家Mads Br?gger Pedersen

　　圖右：聯(lián)盟總監(jiān)Robert Vergo

　　2018年下半年聯(lián)盟調(diào)整了戰(zhàn)略，組建專門的團(tuán)隊(duì)開(kāi)拓中國(guó)市場(chǎng)。10月，聯(lián)盟總監(jiān)Robert Vergo及諾維信丹麥飼料應(yīng)用與科學(xué)支持部門高級(jí)科學(xué)家Mads Br?gger Pedersen以帝斯曼-諾維信飼料酶制劑聯(lián)盟的身份出席了第二屆飼用酶制劑科技與產(chǎn)業(yè)發(fā)展大會(huì)。

　　The Alliance made a strategical adjustment and built a dedicated team to developing China feed enzyme market in late 2018. Both Robert Vergo (Robert), the Director of Alliance, and Mads Br?gger Pedersen (Mads), the Sr. Scientist of Novozymes Feed Application, attended 2nd China Feed Enzyme and Technology Conference on behalf of the Alliance.

　　為何帝斯曼-諾維信飼用酶制劑銷量能做到全球第一？如何看待酶制劑在無(wú)抗替代中的作用？國(guó)外飼用酶制劑有何新的研發(fā)方向？圍繞這些問(wèn)題，農(nóng)牧前沿在會(huì)前對(duì)Robert Vergo及Mads進(jìn)行了專訪。

　　Why are the Alliance the top one feed enzyme company in the world? How do they see the position of enzyme in anti-biotic free production system? What is the future direction of global feed enzyme R&D? The Agriculture Frontier interviewed Robert and Mads before the conference for above questions.

　　研發(fā)!研發(fā)!研發(fā)！

　　R&D!

　　帝斯曼-諾維信飼用酶制劑聯(lián)盟在全球飼用酶制劑的份額為28-30%，遙遙領(lǐng)先于第二名。為何聯(lián)盟飼用酶制劑市場(chǎng)占有率能做到全球第一，Robert和Mads兩位都反復(fù)提到了研發(fā)。據(jù)Robert介紹，諾維信的研發(fā)分為2部分，一部分是基礎(chǔ)研發(fā)，它不針對(duì)行業(yè)，只是進(jìn)行最基礎(chǔ)的研發(fā)創(chuàng)新；第二部分是Mads所在的應(yīng)用研發(fā)部門，是一個(gè)比較大的研發(fā)部門，Mads主要工作是為飼用酶制劑行業(yè)進(jìn)行篩選。“我們研發(fā)從基礎(chǔ)到應(yīng)用都涵蓋。” Robert表示。

　　The Alliance holds 28-30% market share of global feed enzyme industry and far above other companies. Why are the Alliance the top one feed enzyme company in the world? Both Robert and Mads were mentioned about R&D capacity. Robert mentioned about that Novozymes R&D is dividing by two parts: the 1st part is basic R&D which is not specific for any industry; the 2nd part is application R&D which Mads located. The major responsibility of Mads is to screen specialized enzyme for feed industry. “We have covered from basic to application R&D”, Robert mentioned.

　　諾維信的研發(fā)有多強(qiáng)？首先在研發(fā)資金投入上，諾維信把每年?duì)I業(yè)額13-14%投入到研發(fā)中；其次在公司員工組成上，6500人的全球總?cè)藬?shù)，其研發(fā)團(tuán)隊(duì)人員有1400人，占比達(dá)20%以上。如此多的人員與資金的投入，使得聯(lián)盟一直保持著飼用酶制劑領(lǐng)導(dǎo)者的地位。“這也是我們能持續(xù)注入新的產(chǎn)品，提供新的生物解決方案的根本原因。” Robert說(shuō)。值得一提的是，諾維信早在1997年就于中國(guó)成立了研發(fā)中心，涉及新酶篩選，行業(yè)應(yīng)用，擴(kuò)展至產(chǎn)品優(yōu)化、法規(guī)、知識(shí)產(chǎn)權(quán)等10個(gè)業(yè)務(wù)部門，現(xiàn)有科研人員超過(guò)150名。

　　How strong is Novozymes R&D? First, Novozymes are dedicating 13-14% of total revenue to R&D. Second, Novozymes has 6500 employees in total with 1400 R&D employees which is more than 20%. That is why the Alliance can keep leading the global feed enzymes industry. “That is why we can keep developing new products and providing new biological solution to our customers”, Robert said. It is worth mentioning that Novozymes was established their China R&D center in 1997, which involves to new enzyme selection, industrial application, production optimization, etc. This R&D center has more than 150 scientists now. They are making the Alliance stronger within China by expanding their team with the best local scientists.

　　當(dāng)我們?cè)偕钊肓私庵Z維信的研發(fā)流程，才知道他們到底強(qiáng)在哪里。“諾維信不像競(jìng)爭(zhēng)對(duì)手是從幾百種微生物里篩選酶，諾維信是從幾百萬(wàn)種微生物里篩選。先經(jīng)過(guò)特定條件篩選出一批，再經(jīng)過(guò)應(yīng)用條件篩選一批，然后經(jīng)過(guò)動(dòng)物條件篩選一批，最后就產(chǎn)生一種產(chǎn)品。” Mads介紹說(shuō)，在這個(gè)過(guò)程中，也正是因?yàn)橹Z維信強(qiáng)大地研發(fā)實(shí)力能夠讓他們做到從幾百萬(wàn)微生物中進(jìn)行篩選，才能讓酶制劑產(chǎn)品既擁有最優(yōu)表現(xiàn)性能，也能在擴(kuò)繁過(guò)程中達(dá)到最佳經(jīng)濟(jì)效益。“除去酶的篩選，我們還有最好的科學(xué)家從事蛋白質(zhì)工程，能對(duì)篩選出來(lái)的酶進(jìn)行改造，在有最好酶的基礎(chǔ)上再做一些升級(jí)。” Mads補(bǔ)充道。

　　We can consider their R&D process and know how strong is the Novozymes R&D. “Not like other competitors who are selecting their enzyme from few hundred microbials, we are selecting enzyme from millions microbials. We started our selection under certain conditions. Then we are keeping section under feed industry condition. The final step of selection is animal trials.” Introduced by Mads. During this process, they can screen and select target microbial with best production economy and enzyme product from millions of options. “Other than enzyme selection, we have the best scientist for protein engineering who can do further upgrade for our enzyme”, Mads said.

　　除此之外，帝斯曼也會(huì)利用他們?nèi)虻?大動(dòng)物研發(fā)平臺(tái)（法國(guó)、中國(guó)、美國(guó)）開(kāi)展應(yīng)用研發(fā)，針對(duì)養(yǎng)殖業(yè)存在的問(wèn)題，研究在不同配方和養(yǎng)殖條件下對(duì)產(chǎn)品的應(yīng)用方案。據(jù)了解，成立于2014年的帝斯曼中國(guó)動(dòng)物研發(fā)中心，主要專注于發(fā)展和支持帝斯曼全球產(chǎn)品以及中國(guó)地方解決方案。

　　In addition, DSM will use their top three global animal nutrition and health R&D centers (France, China, U.S.) to do application R&D which focusing on feed and livestock in order to find different solution on different diets and raising conditions. The DSM China R&D center was founded in 2014 and ready to offer varies local solutions to the customers in China.

　　從左往右：Robert Vergo、Mads、中國(guó)區(qū)負(fù)責(zé)人羅朝暉、郭博士、農(nóng)牧前沿羅丹

　　酶的價(jià)值

　　Value of Enzymes

　　母庸質(zhì)疑，帝斯曼-諾維信飼用酶制劑聯(lián)盟的產(chǎn)品是卓越的，他們?cè)跉W洲、非洲、中東、拉美等都取得了令人矚目的領(lǐng)先的地位。但是，在中國(guó)這個(gè)高速增長(zhǎng)的飼用酶制劑市場(chǎng)，他們?nèi)栽趯ふ覚C(jī)會(huì)。

　　Without a doubt, The Alliance feed enzyme is remarkable. They have already made significant progress in Europe, Africa, The Middle East, Latin America. However, they are looking for opportunity in China, the fast-growing market for feed enzyme.

　　橫亙于聯(lián)盟面前的第一道難題就是價(jià)格。國(guó)內(nèi)同類酶制劑價(jià)格比國(guó)外廠家價(jià)格普遍都低，如何讓面臨巨大成本壓力的飼料廠來(lái)選擇價(jià)格更高的產(chǎn)品？Robert坦言：“我們一直定義價(jià)值！” Robert認(rèn)為價(jià)值可以被多方面來(lái)定義，價(jià)格只是其中一方面。價(jià)值可以從聯(lián)盟研發(fā)篩選最好的酶、到對(duì)酶質(zhì)量的保證、表現(xiàn)性能、產(chǎn)品批次穩(wěn)定性、使用效果等，包括積累非常多的動(dòng)物實(shí)驗(yàn)等。“使用我們產(chǎn)品的投入產(chǎn)出比是最好的，所以我們一直強(qiáng)調(diào)價(jià)值，而不是簡(jiǎn)單價(jià)格比較。”Robert強(qiáng)調(diào)。

　　The first challenge is the price. Local companies can offer feed enzyme with relative low price. How to convince feed mills with cost pressure to choose high price enzyme product? Robert said, “We are always defining value!” He believes that the value can be defined by many areas, the price is only one of them. The value of Alliance can be seen from microbial screening, quality assurance, batch stability and enzyme performance, as well as animal trial. “Our product has the best return on investment. So, we are always focusing on value, rather than price comparison.” Robert emphasized.

　　“高品質(zhì)的產(chǎn)品與卓越性能是我們價(jià)格的原因，但我們絕不是貶低競(jìng)爭(zhēng)對(duì)手質(zhì)量差。從世界市場(chǎng)份額來(lái)看，我們的市場(chǎng)份額世界最高，大部分國(guó)家的廠商還是選擇我們的產(chǎn)品。一方面我們對(duì)產(chǎn)品價(jià)值非常自信；另一方面價(jià)格高也是我們產(chǎn)品為市場(chǎng)帶來(lái)的價(jià)值。” Robert解釋說(shuō)，全球范圍內(nèi)價(jià)格的壓力都有，是因?yàn)樵絹?lái)越多的客戶想明白不是單純比較每公斤酶的價(jià)格高低，而是算每噸飼料投入1美金酶能得到相應(yīng)多少美金的收入。

　　“The high quality, performance and standards is the reason for our price levels. But we are not saying that our competitors have low quality. We are very confident and have the highest market share in the global feed enzyme industry because of the high value we can provide to our customer.” Robert explained. There is always price pressure in the global feed enzyme industry. But more and more customers are understanding that they should compare how much more money they can earn by investing one dollar in their feed, rather than focusing on how much money for every kg of enzyme.

　　只能改善而非替代

　　Improvement rather than replacement

　　中國(guó)飼料禁抗已經(jīng)進(jìn)入了倒計(jì)時(shí)階段，對(duì)于國(guó)內(nèi)討論火熱的替抗經(jīng)驗(yàn)，國(guó)外都有哪些可以借鑒的經(jīng)驗(yàn)？

　　Antibiotic free production system is a very hot topic in China feed and livestock industry. Is there any advanced experience in other countries we can use for China?

　　對(duì)此，Mads表示，從飼料添加劑這個(gè)版塊來(lái)說(shuō)，聯(lián)盟是飼料添加劑公司，而非獸藥公司，所以他們不能說(shuō)完全替代抗生素作為藥物去添加，只能說(shuō)去改善相應(yīng)的效果。“不可能說(shuō)是替代。” Mads強(qiáng)調(diào)。

　　Mads mentioned that the Alliance is feed additives company, rather than veterinary medicine company. So, they cannot claim to totally replace antibiotics by using feed additives. They can only provide solution to improve the condition. “Total replacement cannot be claimed”, Mads emphasized.

　　面對(duì)國(guó)內(nèi)鋪天蓋地的無(wú)抗替抗宣傳，Mads認(rèn)為，任何地商業(yè)宣傳都是容易做到的，但聯(lián)盟是以科學(xué)為基礎(chǔ)的公司，飼料添加劑作為無(wú)抗部分，只能做到很小的一部分，需要聯(lián)合養(yǎng)殖場(chǎng)的現(xiàn)場(chǎng)管理、獸藥等其他很多方面作為一個(gè)整體。他也相信未來(lái)某一天可以做到真正的無(wú)抗，“但飼料添加劑能做的只有一小部分”。

　　When talking about many promotions with regarding to antibiotic free in China, Mads believes that any commercial promotion is easy to do, but the Alliance is science based company. Feed additives is small part of antibiotic free production system. It should combine with farm management, veterinary medicine, and many other areas. He believes there is one day that we can realize real antibiotic free production system. “But feed additives are a small part of it”.

　　同樣，Robert也認(rèn)為無(wú)抗是全球地問(wèn)題，也不只是飼料企業(yè)地問(wèn)題，它需要政府層面的協(xié)同配合。

　　Additionally, Robert believes that antibiotic is not only a feed producers’ issue, but also a global issue. It need collaboration and support from government.

　　后記

　　10月，帝斯曼-諾維信飼料酶制劑聯(lián)盟總監(jiān)Robert Vergo及諾維信丹麥飼料應(yīng)用與科學(xué)支持部門高級(jí)科學(xué)家Mads Br?gger Pedersen出席飼用酶制劑大會(huì)，我抓住機(jī)會(huì)與2位大咖相約采訪，想挖點(diǎn)這家全球第一的飼用酶制劑的干貨，英文水平不夠的我還找到了諾維信飼用酶制劑的中國(guó)區(qū)負(fù)責(zé)人羅朝暉先生來(lái)協(xié)助翻譯。但近2個(gè)小時(shí)的交談完后，我覺(jué)得自己沒(méi)找到什么料，感覺(jué)自己太遜了，打算不了了之。近日，再與一位外企朋友交流后，再回想與兩位諾維信大咖的交流，才發(fā)現(xiàn)是自己智商有點(diǎn)捉急，于是有了這篇文章。

　　【關(guān)鍵字】：酶制劑? 飼用霉 ?

發(fā)布者：農(nóng)牧前沿，轉(zhuǎn)載請(qǐng)注明出處：http://uubook.net/1624.html