記者：能否談?wù)勀私獾膩喬貐^(qū)干混砂漿市場(chǎng)情況？
      Could you tell us something about the market for dry mortar in Asia Pacific?

      Mr. Swoboda：
      The first markets using dry mortar is Asia were Korea and Taiwan.
Korea was and is the biggest market e.g. for flooring materials, and Korean companies have gone through difficult times at the beginning. But with their dedication, hard work and their will to succeed, they have developed excellent technologies in the field of dry mortar.

      Having been pioneers in the business, big Korean dry mortar companies have also gained a lot of experience not only in product technology but also in sales, marketing and the pain staking process of promoting a new and modern construction material concept to a conservative industry like the construction industry.

      Mr. Swoboda：
      在亞太地區(qū)首先使用干混砂漿的是韓國(guó)和臺(tái)灣。

      韓國(guó)到目前為止都是最大的干混砂漿（如：地坪材料）使用國(guó)。韓國(guó)企業(yè)在使用干混砂漿的初期也經(jīng)歷了一段非常困難的時(shí)期。但通過(guò)他們的努力、堅(jiān)持，目前已成功發(fā)展了卓越的干混砂漿技術(shù)。作為干混砂漿行業(yè)的先鋒，韓國(guó)一些大型的干混砂漿企業(yè)不但從中獲取了產(chǎn)品技術(shù)經(jīng)驗(yàn)，同時(shí)也獲得了銷(xiāo)售、市場(chǎng)方面的經(jīng)驗(yàn)，以及如何在建筑行業(yè)這樣傳統(tǒng)的行業(yè)中推廣新型建材的全新理念。

      Mr. Swoboda：
      Other markets are more focused on wall coating materials such as skim coat (South of China, Malaysia, Singapore, etc.). 

      Today the concept of dry mortar is accepted throughout the Asian construction industry, even though many developers and construction companies are not ready to pay that extra penny for more productivity, efficiency, speed and quality, so much more work has to be done. 

      After a fast development of the dry mortar industry in the middle of the 90’s in countries like Korea, Thailand, Malaysia, Singapore, Indonesia, etc.  the efforts of the construction material industry came to a stand still when the Asian economic crisis hit in 1997. 

      Today the dry mortar business has bounced back and the advantages of high quality, factory
made dry mortars are available to many customers throughout Asia.

      其他地區(qū)的干混砂漿市場(chǎng)主要關(guān)注于墻面涂層，比如膩?zhàn)樱ㄖ袊?guó)南方，馬來(lái)西亞，新加坡等）。
如今，還是有些施工單位和開(kāi)發(fā)商不愿意接收干混砂漿，不愿意承擔(dān)這種高生產(chǎn)率，高效率和高質(zhì)量所需支付的額外費(fèi)用，所以有很多工作需要我們大家去做。像韓國(guó)，泰國(guó)，馬來(lái)西亞，新加坡，印度尼西亞等國(guó)家，在經(jīng)歷了90年代中期，干混砂漿工業(yè)高速發(fā)展的時(shí)期后，亞洲金融風(fēng)暴在1997年襲來(lái)，建筑材料工業(yè)開(kāi)始停滯不前。但現(xiàn)在，干混砂漿又卷土重來(lái)了，其高質(zhì)量，工廠制造等優(yōu)勢(shì)使它又一次的遍布整個(gè)亞洲，使用干混砂漿的觀念被亞洲建筑行業(yè)廣泛接受。

      Mr. Swoboda:

      People work hard to advance, to gain a better quality of life.Together with a higher life style, customers are gaining a higher quality consciousness – having tiles falling of the wall, having cracks in the surface of a wall or a floor is more and more unacceptable to many; so the demand for quality mortars rises. The pressure on the mortar suppliers to produce high quality mortars grows.

      This results into a win:win situation. 

      The developers are winning by getting a high quality work along with huge time savings on the construction projects; the workers / applicators gain from the situation by easier, more effective and less physically demanding work; and last but not least the customers gain from having nice, long lasting and high quality surfaces wall and floor surfaces - free of quality problems known to be caused by low quality mortars.

      人們努力工作是為了取得進(jìn)步，獲取更高質(zhì)量的生活。

      客戶(hù)在享受高水準(zhǔn)生活的同時(shí)，也有了更高的質(zhì)量意識(shí)—越來(lái)越無(wú)法忍受瓷磚跌落，墻面、地面龜裂等質(zhì)量問(wèn)題。所以高質(zhì)量干混砂漿的需求量大幅攀升，干混砂漿供應(yīng)商的動(dòng)力也隨之增長(zhǎng)。這種良性循環(huán)的最終結(jié)果便是雙贏。

      由于工期大大縮短和工程實(shí)施的高質(zhì)量，開(kāi)發(fā)商在項(xiàng)目中獲取了高額的利潤(rùn)；工人們?cè)谑┕ぶ懈奖悖咝?，體力消耗更少；最終客戶(hù)得到了耐用，高品質(zhì)的墻面和地面---從而遠(yuǎn)離了由劣質(zhì)砂漿而造成的質(zhì)量問(wèn)題。

      記者：亞太地區(qū)干混砂漿機(jī)械化施工情況如何？
      How about the market for mortar machines in Asia?

      Mr. Swoboda:
      Mortar machines are used for three main reasons:
      - To increase construction speed
      - To lower costs for hoisting
      - To increase quality

      Surely people argue that labor costs are low in many regions in Asia, which is right. 

      But if you want to achieve a certain speed in construction, machines cannot be replaced by manual work. You can only theoretically bring 1,000 plasters into a job site; in reality nobody could handle and organize it. 

      Spear heading the machine use in the dry mortar field is the Hong Kong market. 

      Being excellent business people the Hong Kong customers quickly realized that mechanized mortar application creates more money than it costs. 

      Today there are more than 600 highly modern mixing pumps running in Hong Kong alone. Applicators there are trained e.g. by the CITA construction workers school. 

      And also here a win:win situation is created: 
      - The applicators become qualified machine operators
      - The architects can predict the time consumption needed for all mortar works (because the output / sqm achieved per day can easily be calculated).
      - The customers get a high quality building
      - Etc. etc.

      Putzmeister Moertelmaschinen GmbH has the widest range of different mortar application machines. The program covers machines for floor screeding, plastering, grouting, shot creting, skim coating, etc. etc. 

      Long lasting, durable, economic – only some words to describe the characteristics of a Putzmeister machine. And of course Putzmeister has excellent distribution partners, providing service and backup – anywhere, anytime.

      首先，可以看使用砂漿機(jī)的優(yōu)越性：提高施工速度；降低輸送成本；提高工程質(zhì)量。人們總認(rèn)為在很多亞洲國(guó)家和地區(qū)，勞動(dòng)力成本很低，這是對(duì)的。但是如果你的施工周期很短，想要快速完成項(xiàng)目的話(huà)，那么手工操作是無(wú)法代替機(jī)械化施工的。僅從理論上，你可以請(qǐng)1000個(gè)抹灰工人，但實(shí)際，沒(méi)有人可以這么做。

      香港就是快速使用砂漿機(jī)械和干粉砂漿的市場(chǎng)之一。作為精明的商人，香港的客戶(hù)很快意識(shí)到，機(jī)械化施工所增加的效益要遠(yuǎn)遠(yuǎn)大于購(gòu)買(mǎi)和使用它的成本。

      現(xiàn)在，已有超過(guò)600臺(tái)現(xiàn)代化攪拌砂漿機(jī)在香港使用。使用者都在類(lèi)似CITA建筑工人學(xué)校的培訓(xùn)點(diǎn)接受了培訓(xùn)。

      這里又出現(xiàn)了一個(gè)雙贏的局面：
      - 抹灰工人成為了有資質(zhì)的設(shè)備操作工
      - 建筑師可以很準(zhǔn)確的預(yù)知機(jī)械化施工的完成時(shí)間。（因?yàn)樵O(shè)備每天的產(chǎn)量很容易計(jì)算）
      - 最終用戶(hù)得到高品質(zhì)的建筑等等

      普茨邁斯特干混砂漿機(jī)械公司制造多種不同應(yīng)用領(lǐng)域的干混砂漿機(jī)械。包括：地坪材料，砂漿噴涂、灌注砂漿、混凝土噴射, 膩?zhàn)拥鹊取?BR>
      持久、耐用、經(jīng)濟(jì)---這只是普茨邁斯特設(shè)備特性的一部分。當(dāng)然普茨邁斯特有著優(yōu)秀的合作伙伴，在任何地點(diǎn)，任何時(shí)間提供不間斷的服務(wù)和備件。

      記者：從1995年12月12日在中國(guó)上海松江工業(yè)區(qū)獨(dú)資成立普茨邁斯特機(jī)械（上海）有限公司到現(xiàn)在，已經(jīng)在中國(guó)市場(chǎng)發(fā)展十多年，在貴公司看來(lái)，中國(guó)砂漿機(jī)械市場(chǎng)將會(huì)如何發(fā)展，這點(diǎn)上中外可有差別？有何差別？
      Putzmeister Machinery (Shanghai) Co. Ltd, founded in Songjiang Industrial Zone on 12th, Dec. 1995.It is ten years passed. On your sight, How will the dry mortar machinery develop in China? What is the difference between the foreign market and Chinese market?

      Mr. Swoboda:
      No other country in Asia develops is such high speed like China. 

      China implements high technology into Chinas everyday life. 

      Therefore it is understandable that modern construction materials and modern application technology will follow. 

      There is already the bill from the Government that forbids the use of job site mixed mortar in many regions in the country. No other country in Asia has undertaken such drastic steps, and it shows how determined and quality minded the persons in charge in China are.

      沒(méi)有任何亞洲國(guó)家的發(fā)展速度象中國(guó)那么快。中國(guó)的日常生活中充斥著高科技。因此，現(xiàn)代化建筑材料和先進(jìn)的機(jī)械應(yīng)用技術(shù)會(huì)很快在中國(guó)市場(chǎng)推開(kāi)。

      中國(guó)政府已經(jīng)發(fā)文在一些城市的工地中，禁止現(xiàn)場(chǎng)攪拌。沒(méi)有任何亞洲國(guó)家有這么強(qiáng)烈的政府支持，這充分說(shuō)明了中國(guó)領(lǐng)導(dǎo)人對(duì)高質(zhì)量的要求和決心。

      But the key to use dry mortar in an efficient and quality directed way is to use “dry mortar application machines” along with the dry mortar itself. Machine is the efficiency tool to developer. At the same time, if the customer use machine, they will choose dry mortar of their own accord. Machine is the supervisor tool to Government.

      我認(rèn)為，通過(guò)機(jī)械化施工才能充分發(fā)揮干混砂漿的高品質(zhì)和高效率，它是一個(gè)效率工具,對(duì)開(kāi)發(fā)商有效益。同時(shí)，機(jī)械化施工也可以作為干粉砂漿推廣的監(jiān)督工具，因?yàn)槭褂脵C(jī)械施工的顧客會(huì)主要選擇使用干粉砂漿。機(jī)械又是一個(gè)很好的監(jiān)督工具,對(duì)政府部門(mén)有利。

      記者：國(guó)外干混砂漿企業(yè)在國(guó)內(nèi)的發(fā)展？

      How about the foreign dry mortar producers develop in China?

      Mr. Swoboda: 
      China bulk cement association of popularization & development dry-mixed mortar specialty commission(CDMC) organizes exhibitions and seminars frequently. I can see the foreign companies such as WACKET,ELOTEX develop good in China. These companies develop dry mortar chemical additives.
Others entered the market to provide high end mortars to the market.
Real pioneers who will change the face of the construction materials market.
Such companies are maxit, STO, Weber & Broutin, Bostik, etc.

      中國(guó)散裝水泥推廣發(fā)展協(xié)會(huì)干混砂漿專(zhuān)業(yè)委員會(huì)很好的組織各種交流、展會(huì)，起到了很好的溝通和橋梁做用。我看到象“瓦克”、“國(guó)民淀粉”這些國(guó)外知名企業(yè)在中國(guó)開(kāi)發(fā)砂漿化學(xué)添加劑，另一些企業(yè)如Maxit，STO，偉伯，Bostik等提供產(chǎn)品砂漿，起到改變建筑市場(chǎng)的先鋒典范。

      記者：國(guó)外使用的干混砂漿技術(shù)中.您認(rèn)為哪些更適合中國(guó)市場(chǎng)?
      Which technology in foreign countries will you recommend to China market?

      Mr. Swoboda:
      There is no reason that China shouldn’t use the full scope of available technology. 

      Of course the construction companies and the sub contractors have to go through a learning phase. 

      But at the end we will see the same range of machines running in China that we can see today in Europe or in America. 

      This includes silo technology, horizontal mixers, mixing pumps, open conveying pumps, pneumatic conveying units, etc. etc.

      中國(guó)應(yīng)使用目前已完善的物流系統(tǒng)和工藝. 建筑公司和承包商必須參加培訓(xùn)，學(xué)習(xí)一些先進(jìn)的知識(shí)和經(jīng)驗(yàn)。

      但是最終我們將看到與目前歐洲和美洲使用的設(shè)備相同的設(shè)備在中國(guó)運(yùn)轉(zhuǎn)。這包括筒倉(cāng)技術(shù)，水平攪拌器，攪拌泵，開(kāi)放式運(yùn)輸泵，氣動(dòng)運(yùn)輸單元等等。

      記者：您認(rèn)為該如何推廣干粉砂漿和機(jī)械化施工？
      What is your suggestion of marketing promotion in China?

      Mr. Swoboda:
      Customers have to be aware of the fact that dry mortar is already available in China. 

      At the costs are not as high as they think. 

      Using high quality dry mortar along with modern application machines in a high rise building can e.g. lead to time savings of 3, 5 , 8 month – meaning that such a building can start to operate much earlier than planned. Just imagine a hotel starting to operate 6 moth earlier – the revenue created by using modern materials / machines is much bigger that the extra costs one has to pay to use this technology.

      In addition Putzmeister works together with many material suppliers to demonstrate machines, materials, etc. to potential customers.
To see is to believe. This counts especially for a new technology. Therefore our sales staff is permanently on the road to demonstrate the benefits of dry mortar / mortar machines to as many customers as possible.

      客戶(hù)必須認(rèn)識(shí)到一個(gè)事實(shí)，那就是干混砂漿已經(jīng)來(lái)到中國(guó)。而其成本并不如他們想的那樣高。
在高層建筑中使用高質(zhì)量的干混砂漿和現(xiàn)代化的干混砂漿機(jī)械，能節(jié)省3周、5周，甚至8周的時(shí)間。這就以為著這個(gè)建筑可以比預(yù)期更早的投入商業(yè)運(yùn)作。試著想象一下，假設(shè)一個(gè)賓館提早6個(gè)月投入商業(yè)運(yùn)作---那么使用現(xiàn)代化材料和機(jī)械創(chuàng)造的價(jià)值，將遠(yuǎn)遠(yuǎn)大于使用現(xiàn)代化工藝所產(chǎn)生的額外成本。

      另外，普茨邁斯特與很多材料供應(yīng)商一起向潛在客戶(hù)演示設(shè)備和材料等等。眼見(jiàn)為實(shí)，這是這個(gè)新工藝特別的價(jià)值。因此，我們的服務(wù)人員總是盡可能讓更多的用戶(hù)了解干混砂漿及機(jī)械的優(yōu)勢(shì)。

      記者：中國(guó)是一個(gè)盛產(chǎn)勞動(dòng)力的大國(guó),這點(diǎn)對(duì)生產(chǎn)設(shè)備的機(jī)械化有著很大影響,貴公司如何看待這一問(wèn)題？
      Low labour cost is the big problem which deeply affects the mechanization in China. What is your opinion?

      Mr. Swoboda:
      Labor cost is only one aspect of the dry mortar concept. 

      In a booming economy speed and quality have to be considered – two important aspects of the dry mortar technology. 

      Certainly, labor costs are low – but would you consider to replace a big excavator with 2000 workers forming a bucket chain ?

      Certainly not.The same counts for mortar application machines. 

      A Putzmeister P13 e.g. can reach a productivity (here the figure of one of our
customers) of approx. 400 m² / day. 

      It is almost impossible to move so many (qualified !!) workers around a job site to do the same work – in the same quality and in the same time.
The mortar machine is invincible if it comes to efficiency, productivity and quality.

      勞動(dòng)力成本僅僅是干混砂漿使用的一個(gè)表面概念。需要考慮急速發(fā)展的經(jīng)濟(jì)速度和質(zhì)量—2個(gè)重要的干混砂漿工藝的方面。勞動(dòng)力成本確實(shí)很低，但是你會(huì)考慮用一個(gè)由2000個(gè)工人組成的鏟斗連去替換一個(gè)大型開(kāi)鑿機(jī)嗎？當(dāng)然不會(huì)。這和使用砂漿機(jī)的道理是一樣的。

      一臺(tái)普茨邁斯特的P13設(shè)備，可以達(dá)到400平方米/天的生產(chǎn)力（該數(shù)據(jù)來(lái)自我們的用戶(hù)）
而一個(gè)工地，在同樣的品質(zhì)和時(shí)間下，幾乎不可能有如此多的工人（有資質(zhì)的）完成同樣的工作。
砂漿機(jī)的高效性，高生產(chǎn)力和高品質(zhì)是無(wú)可替代的。

      記者：干混砂漿機(jī)械在中國(guó)市場(chǎng)使用中會(huì)遇到些什么問(wèn)題？
      What is the possible problem in using mortar machines in China?

      Mr. Swoboda:
      Education. 

      To operate and to maintain a mortar machine requires certain skills.
Even tough most Putzmeister machines are designed to “plug and play”, workers have to know how to operate the machine, how to clean and how to maintain it. 

      So we need workers willing to learn. 

      The teachers we have in our company and in our partners companies.
So we have trained may operators already and to continue this training work will be one of our main jobs for the year to come.

      操作工人的教育程度將是干混砂漿機(jī)械在中國(guó)市場(chǎng)使用中遇到的最大問(wèn)題。操作和保養(yǎng)砂漿機(jī)無(wú)疑是需要一定的技巧的。雖然普茨邁斯特的設(shè)備是基于“即插即用”這個(gè)理念設(shè)計(jì)制造的，但操作工人必須知道怎么操作、清洗和保養(yǎng)機(jī)器。 所以我們需要操作工人好學(xué)且有一定的學(xué)習(xí)能力。

      在我們公司以及我們的合作伙伴里有一批專(zhuān)業(yè)的培訓(xùn)師會(huì)很好的培訓(xùn)操作工人。所以我們已經(jīng)培訓(xùn)了很多操作工人，而持續(xù)的培訓(xùn)將是今后幾年中我們的工作重心之一。

      記者：當(dāng)干混砂漿機(jī)械在中國(guó)打開(kāi)市場(chǎng)后，如果遇到某些企業(yè)仿制PM設(shè)備，PM有何競(jìng)爭(zhēng)優(yōu)勢(shì)？
      If some companies copy PM’s mortar machines when the market for dry mortar machinery is mature, What is the competitive advantage of PM?

      Mr. Swoboda:
      We are aware of this situation and we have faced this situation in many markets already. 

      Interestingly, no one who has ever copied one or the other machine really hurts our business. 

      You have to know that Putzmeister does not only provide one machine. 

      We provide a big range of machines. 

      Tailor made solutions. 

      Accessories. 
      Spare parts.
      Service. 
      Excellent documentation -> Handling manuals in many languages, etc. 
      Training, seminars, application know how. 

      In addition Putzmeister mortar machines keep a very high value – even old Putzmeister mortar machines are popular around the world in the second hand market. 

      In addition the Putzmeister R & D specialists are constantly developing and improving existing and new machines and products in our program.
All this will ensure that we will stay ahead, despite some companies who will enter this market in the future.

      我們知道有著這樣的情況，并且我們已經(jīng)在很多市場(chǎng)中遇到并面對(duì)了這種情況。有趣的是，沒(méi)有任何人曾經(jīng)真正仿制我們的設(shè)備，其他的設(shè)備也沒(méi)能真正的損害到我們的業(yè)務(wù)。因?yàn)槿缒闼沾倪~斯特并不僅僅生產(chǎn)一種機(jī)器。我們提供一系列的產(chǎn)品,各種解決方案，附件，零備件，服務(wù)，各種語(yǔ)言的操作手冊(cè)等等。并經(jīng)常組織培訓(xùn)，研討會(huì)，應(yīng)用技巧交流等等活動(dòng)。

      另外，普茨邁斯特砂漿機(jī)始終保持著一個(gè)很高的市場(chǎng)價(jià)值---即使舊款的普茨邁斯特砂漿機(jī)在全球的二手設(shè)備市場(chǎng)仍很搶手。

      普茨邁斯特的研發(fā)專(zhuān)家們還不斷開(kāi)發(fā)和更新現(xiàn)有設(shè)備和新型設(shè)備。

      不論未來(lái)的市場(chǎng)會(huì)有多少同行進(jìn)入，所有這些都將確保我們始終處于行業(yè)的領(lǐng)先位置。

      記者：有個(gè)問(wèn)題不知當(dāng)不當(dāng)問(wèn)，我在貴公司的網(wǎng)站上看到大象的圖片，并看到公司把自己的新聞命名為“大象新聞”，不知貴公司和大象有何聯(lián)系？大象可是一種企業(yè)文化的象征？象征什么呢？
      We noticed that there are pictures of elephant on PM’s website, and named PM’s newsletter as elephant news. Is there any relation between PM and elephant? Is the elephant spirit the company’s culture? What is it stand for?

      Mr. Swoboda:
      The elephant is the symbol of our company, therefore you can find it everywhere at Putzmeister – in brochures, on calendars, even on our company trucks, cars, etc. on the other hand, the PM logo looks like the elephant.