2022年10月22日02:35:03 熱門 1481

飼用酶製劑這兩年也正值風口，國內主流廠家的江湖地位雛形已顯，但面對中國這麼大的蛋糕，外國主流廠家如諾維信等並不會輕易放棄，他們還有機會嗎？

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/圖農牧前沿羅丹

飼料酶製劑的市場有多大？看看生產廠家的展台就知道，在畜牧業博覽會上，酶製劑展區一家比一家漂亮精美；飼料酶製劑有多熱門？看看參加飼用酶製劑論壇的人就知道，8點鐘開始的論壇，7點半時前半場的座位就已經坐滿了。中國是傳統的畜禽養殖與水產養殖大國，其飼用酶製劑市場潛力巨大。在飼用酶製劑已經深耕多年躋身成為全球第一飼用酶製劑帝斯曼-諾維信飼用酶製劑聯盟自然也不想失去中國這麼欣欣向榮的市場。

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-諾維信飼用酶製劑聯盟（以下簡稱「聯盟」）成立於1998年，也可以稱為全球獨家合作，其宗旨是兩家公司在飼料酶製劑版塊進行唯一合作，諾維信專註在酶製劑研發和生產改進，帝斯曼專註在產品應用、市場銷售和技術支持。

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：諾維信丹麥飼料應用與科學支持部門高級科學家Mads Brøgger Pedersen

圖右：聯盟總監Robert Vergo

2018年下半年聯盟調整了戰略，組建專門的團隊開拓中國市場。10月，聯盟總監Robert Vergo及諾維信丹麥飼料應用與科學支持部門高級科學家Mads Brøgger Pedersen以帝斯曼-諾維信飼料酶製劑聯盟的身份出席了第二屆飼用酶製劑科技與產業發展大會。

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 Brøgger 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-諾維信飼用酶製劑銷量能做到全球第一？如何看待酶製劑在無抗替代中的作用？國外飼用酶製劑有何新的研發方向？圍繞這些問題，農牧前沿在會前對Robert Vergo及Mads進行了專訪。

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?TheAgriculture FrontierinterviewedRobertandMadsbefore the conference for above questions.

研發!研發!研發！

R&D!

帝斯曼-諾維信飼用酶製劑聯盟在全球飼用酶製劑的份額為28-30%，遙遙領先於第二名。為何聯盟飼用酶製劑市場佔有率能做到全球第一，Robert和Mads兩位都反覆提到了研發。據Robert介紹，諾維信的研發分為2部分，一部分是基礎研發，它不針對行業，只是進行最基礎的研發創新；第二部分是Mads所在的應用研發部門，是一個比較大的研發部門，Mads主要工作是為飼用酶製劑行業進行篩選。「我們研發從基礎到應用都涵蓋。」 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.

諾維信的研發有多強？首先在研發資金投入上，諾維信把每年營業額13-14%投入到研發中；其次在公司員工組成上，6500人的全球總人數，其研發團隊人員有1400人，佔比達20%以上。如此多的人員與資金的投入，使得聯盟一直保持著飼用酶製劑領導者的地位。「這也是我們能持續注入新的產品，提供新的生物解決方案的根本原因。」 Robert說。值得一提的是，諾維信早在1997年就於中國成立了研發中心，涉及新酶篩選，行業應用，擴展至產品優化、法規、知識產權等10個業務部門，現有科研人員超過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.

當我們再深入了解諾維信的研發流程，才知道他們到底強在哪裡。「諾維信不像競爭對手是從幾百種微生物里篩選酶，諾維信是從幾百萬種微生物里篩選。先經過特定條件篩選出一批，再經過應用條件篩選一批，然後經過動物條件篩選一批，最後就產生一種產品。」 Mads介紹說，在這個過程中，也正是因為諾維信強大地研發實力能夠讓他們做到從幾百萬微生物中進行篩選，才能讓酶製劑產品既擁有最優表現性能，也能在擴繁過程中達到最佳經濟效益。「除去酶的篩選，我們還有最好的科學家從事蛋白質工程，能對篩選出來的酶進行改造，在有最好酶的基礎上再做一些升級。」Mads補充道。

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，帝斯曼也會利用他們全球的3大動物研發平台（法國、中國、美國）開展應用研發，針對養殖業存在的問題，研究在不同配方和養殖條件下對產品的應用方案。據了解，成立於2014年的帝斯曼中國動物研發中心，主要專註於發展和支持帝斯曼全球產品以及中國地方解決方案。

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、中國區負責人羅朝暉、郭博士、農牧前沿羅丹

酶的價值

Value of Enzymes

母庸質疑，帝斯曼-諾維信飼用酶製劑聯盟的產品是卓越的，他們在歐洲、非洲、中東、拉美等都取得了令人矚目的領先的地位。但是，在中國這個高速增長的飼用酶製劑市場，他們仍在尋找機會。

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.

橫亘於聯盟面前的第一道難題就是價格。國內同類酶製劑價格比國外廠家價格普遍都低，如何讓面臨巨大成本壓力的飼料廠來選擇價格更高的產品？Robert坦言：「我們一直定義價值！」 Robert認為價值可以被多方面來定義，價格只是其中一方面。價值可以從聯盟研發篩選最好的酶、到對酶質量的保證、表現性能、產品批次穩定性、使用效果等，包括積累非常多的動物實驗等。「使用我們產品的投入產出比是最好的，所以我們一直強調價值，而不是簡單價格比較。」Robert強調。

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.

「高品質的產品與卓越性能是我們價格的原因，但我們絕不是貶低競爭對手質量差。從世界市場份額來看，我們的市場份額世界最高，大部分國家的廠商還是選擇我們的產品。一方面我們對產品價值非常自信；另一方面價格高也是我們產品為市場帶來的價值。」 Robert解釋說，全球範圍內價格的壓力都有，是因為越來越多的客戶想明白不是單純比較每公斤酶的價格高低，而是算每噸飼料投入1美金酶能得到相應多少美金的收入。

「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

中國飼料禁抗已經進入了倒計時階段，對於國內討論火熱的替抗經驗，國外都有哪些可以借鑒的經驗？

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?

對此，Mads表示，從飼料添加劑這個版塊來說，聯盟是飼料添加劑公司，而非獸葯公司，所以他們不能說完全替代抗生素作為藥物去添加，只能說去改善相應的效果。「不可能說是替代。」 Mads強調。

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.

面對國內鋪天蓋地的無抗替抗宣傳，Mads認為，任何地商業宣傳都是容易做到的，但聯盟是以科學為基礎的公司，飼料添加劑作為無抗部分，只能做到很小的一部分，需要聯合養殖場的現場管理、獸葯等其他很多方面作為一個整體。他也相信未來某一天可以做到真正的無抗，「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也認為無抗是全球地問題，也不只是飼料企業地問題，它需要政府層面的協同配合。

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

後記

10月，帝斯曼-諾維信飼料酶製劑聯盟總監Robert Vergo及諾維信丹麥飼料應用與科學支持部門高級科學家Mads Brøgger Pedersen出席飼用酶製劑大會，我抓住機會與2位大咖相約採訪，想挖點這家全球第一的飼用酶製劑的乾貨，英文水平不夠的我還找到了諾維信飼用酶製劑的中國區負責人羅朝暉先生來協助翻譯。但近2個小時的交談完後，我覺得自己沒找到什麼料，感覺自己太遜了，打算不了了之。近日，再與一位外企朋友交流後，再回想與兩位諾維信大咖的交流，才發現是自己智商有點捉急，於是有了這篇文章。