派若搬(蘇州)安全系統(tǒng)有限公司總經(jīng)理專訪

Interview with the General Manager of Pyroban (Suzhou) Safety Systems Co., Ltd.

背景介紹：

background of the interview

派若搬集團總部位于英國、法國和荷蘭。自1972年建立以來，一直致力于向國際市場提供先進的安全和環(huán)保解決方案, Pyroban卓越的工程設(shè)備和優(yōu)質(zhì)的客戶服務(wù)已經(jīng)在全世界物料搬運、石油與天然氣以及尾氣排放控制等眾多主要工業(yè)領(lǐng)域內(nèi)得到公認。Pyroban提供的防爆安全和環(huán)保解決方案，以人為本，保障您的投資， 保護我們的環(huán)境。

派若搬（蘇州）安全系統(tǒng)有限公司成立于2006年5月，是派若搬集團在中國建立的獨資子公司，以更好地服務(wù)亞太地區(qū)的客戶。

中國叉車網(wǎng)(m.m21363.cn)記者就派若搬進入中國后的若干問題獨家專訪了派若搬公司總經(jīng)理溫艾倫先生(Mr. Alan Winn) 。

The headquarters of Pyroban Ltd are located in UK, France and Holland. Since her foundation in 1972, Pyroban has always been dedicating herself in the advanced techniques of safety and environmental solutions facing to the world market. Pyroban's engineering excellence and customer service have been recognized by many of the world's major industries including materials handling, oil and gas and emissions control. The explosion protection and environmental solutions provided by Pyroban follow the principle of ‘Protecting people, their investment and our environment’.

Founded in May, 2006, Pyroban (Suzhou) Safety Systems Co., Ltd. is the wholly owned subsidiary of Pyroban Ltd., to provide better service to customers in Asian area.

中國叉車網(wǎng)： 早上好，溫艾倫先生！非常感謝您抽出寶貴的時間，接受我們的采訪。我們都知道，派若搬在英國已經(jīng)有30多年的歷史，去年又來到中國設(shè)立了工廠。您如何看待中國的防爆叉車市場？派若搬在下一步將會有什么新的舉措？

China Forklift: Good morning, Mr. Alan Winn! Thank you very much for your precious time for our interview. As we all know, Pyroban has a 30-years history in England. Last year, she built her factory in China. Could you please give us a picture of the forklift truck explosion protection market in your mind?

溫艾倫先生：很高興能夠接受中國叉車網(wǎng)的采訪。雖然在去年才正式建立了中國工廠，但我們與中國之間的合作早在20年前就已經(jīng)開始，當時我們就受邀服務(wù)于中國國內(nèi)客戶。那時候主要是通過進口的方式，或者直接把需要改裝的叉車送到我們國外工廠。為什么現(xiàn)在要在國內(nèi)生產(chǎn)？是因為中國市場對防爆系統(tǒng)方面的產(chǎn)品需求正逐漸增加。

Mr. Alan Winn: I’m very glad to have this interview from China Forklift Net. Although we just built our factory in China last year, we’ve started the cooperation with China 20 years before. At that time, we were invited by the domestic customers in China to provide our service, which was mainly through import or the customers would send the forklift trucks which needed explosion protection to our factories out of China. Why do we start to produce in China? It’s because the domestic need in explosion protection in China Market is growing.

近年來，我們收到了來自全球的叉車制造商對我們產(chǎn)品銷往中國的大量詢價。在我們沒有建立中國工廠前，這些客戶為了滿足中國市場的需要，將他們的叉車送至我們的英國工廠進行改裝，改裝后再送到中國使用。這使得我們意識到，在中國，存在著一個前景廣闊的防爆工程市場。我們認為幫助中國提高防爆安全的最好辦法是在中國投資。

In recent years, we’ve got large inquiries from the forklift truck manufacturers all around the world for our products to be used in China. Before we set up our China factory, these customers had to send their trucks abroad to our factory in UK and after we finished the explosion protection project, the trucks would be sent back to China. We realized that there was a big explosion protection market in China. We thought the best way to help China enhance the safety in explosion protection is to invest in China.

因此，我們來到了這里。我們選擇蘇州作為我們在中國的第一個落腳點，是因為在以上海為中心的長三角的發(fā)展中心，蘇州近幾年極其活躍，發(fā)展迅猛，是一個中堅力量。以此為依托，我們對未來更有信心。

So we are here now. The reason that we chose Suzhou as our first location is because Suzhou is in the Changjiang Golden Triangle area; it has been quite active in recent years and developing very fast. We felt that these factors would ensure a promising future for our new company.

我們很高興，能夠?qū)⑽覀兊闹袊S設(shè)在蘇州，這樣我們不僅能夠服務(wù)于現(xiàn)有的客戶，而且能夠在中國開拓更大的防爆保護系統(tǒng)市場。

We’re glad to be able to have built our factory in Suzhou, which enable us to serve our current customers better and develop a larger explosion protection market in China.

中國叉車網(wǎng)：派若搬在下一步將會有什么新的舉措？

China Forklift: What new strategy will Pyroban take for next step?

溫艾倫先生：派若搬在防爆安全領(lǐng)域是領(lǐng)先者，所以下一步，我們的戰(zhàn)略是增強蘇州工廠功能，使其達到英國工廠的標準，同時擴大其業(yè)務(wù)范圍。由于亞太地區(qū)開發(fā)出越來越多的新技術(shù)，所以，我們蘇州工廠的首要任務(wù)是發(fā)展，這樣我們才能夠為叉車新技術(shù)提供安全保護方案。我們將竭盡全力將派若搬產(chǎn)品帶給客戶，保護客戶的安全和環(huán)境。

Mr. Alan Winn: Pyroban is the leader in explosion protection area. Our strategy for the next step is to strengthen the functions of our Suzhou factory to meet our UK factory standards. Meanwhile, we will expand her business scope. Since the new technologies in Asian area are developed more and more, the most important mission of Suzhou factory is to develop. That’s the only way that we can provide explosion protection for the new forklift truck technologies. We will try our best to bring Pyroban’s products to customers to protect their safety and environment.

隨著叉車技術(shù)的更新?lián)Q代，針對中國及其它地區(qū)市場的特殊性，我們也會在蘇州開發(fā)新的產(chǎn)品、新的工程系統(tǒng)來適應(yīng)客戶的特定要求，蘇州工廠將會比歐洲公司先看到這些創(chuàng)新技術(shù)。我們可以開發(fā)出新的產(chǎn)品來滿足中國客戶的需求并及時反饋給歐洲公司，相互支持，分享信息，不斷壯大集團力量。這也是為什么派若搬能夠始終保持她在行業(yè)內(nèi)的領(lǐng)導(dǎo)地位，引領(lǐng)防爆技術(shù)尖端。

Following the development of forklift technologies, aiming at the specialty of the markets in China and other areas, we will also develop new products and projects to meet the special demands of our customers. Our Suzhou factory could see these new technologies earlier than European factories. We need the capability to develop the protection techniques for these new technologies and pass them to our European Group companies. Pyroban can always keep her leadership in the business and lead the explosion protection technologies by supporting and sharing information across the Group.

中國叉車網(wǎng)：在全球，繼派若搬第一個進入中國提供防爆系統(tǒng)解決方案，另兩家歐洲的防爆技術(shù)供應(yīng)商也相繼來到中國，對此你們是否有危機感和緊迫感嗎？

China Forklift: In global area, after Pyroban came to China firstly, the other two explosion protection suppliers in Europe came to China too. Do you get lots of pressure from that?

溫艾倫先生：作為一個在防爆技術(shù)行業(yè)的全球領(lǐng)導(dǎo)者，不可避免會有學(xué)習(xí)者、模仿者，來接近這個市場，爭取分到市場份額；事實上，我們派若搬已經(jīng)非常習(xí)慣這種方式。我們也知道歐洲供應(yīng)商和中國供應(yīng)商也可能去獲取新國標的認證，開發(fā)自己的叉車防爆技術(shù)，沿著派若搬發(fā)展的軌跡走過來。不管我們的競爭者怎樣做，派若搬將始終堅持一個不變的承諾：“質(zhì)量，服務(wù)，創(chuàng)新”，這是我們在這個市場一直處于領(lǐng)先的根本。

Mr. Alan Winn: As a leader in the explosion protection business area, it’s inevitable that we get learners and copyists, who want to touch closely the market and try to get some market share. In fact, we’re quite used to this style. We also know that it’s possible for European and Chinese suppliers to walk along the way that Pyroban has passed to apply for new Chinese standard certification and develop their own technologies. No matter what our competitors do, Pyroban will never compromise in our promise: Quality, Service, and Creativity, which is the base to keep our leader position in the market.

其實可以這樣說，相對于我們的競爭對手，派若搬的優(yōu)勢就是擁有完全屬于自己的防爆技術(shù)。在歐洲，我們早已將防爆技術(shù)系統(tǒng)發(fā)展得非常完善，并以此為基礎(chǔ)不斷創(chuàng)新，我們完全按照英國工廠原型來進行改裝，確保全球一致的高質(zhì)量服務(wù)，這讓派若搬在防爆安全行業(yè)中是獨處于市場領(lǐng)導(dǎo)地位。這種絕對優(yōu)勢使得我們充分自信，對客戶不折不扣履行我們的承諾。

Or we can say it in another way. Comparing with the competitors, our strength is that in UK, we’ve developed the explosion protection technology to a very high level and we’re still creating new technology on this basis.  Suzhou standards are exactly the same as our UK factory in order to ensure the high quality service throughout the world which makes us the market leader. This gives us the confidence that we can keep our commitment to our customers.

中國叉車網(wǎng)：您是如何看待業(yè)內(nèi)技術(shù)競爭和產(chǎn)品知識產(chǎn)權(quán)保護的呢?

China Forklift: What’s your view about the technology competition and intellectual rights protection in the business?

溫艾倫先生：一直以來，中國政府對知識產(chǎn)權(quán)的保護做出了很大努力。作為行業(yè)技術(shù)的領(lǐng)先者，我們看到有些同行想復(fù)制我們的技術(shù)。我們從政府得到的保護越多，效仿者復(fù)制我們技術(shù)的阻力就越大。我們希望中國政府會繼續(xù)努力，這樣，企業(yè)對知識產(chǎn)權(quán)的保護和安全就更有信心。當然，中國政府已經(jīng)做出了巨大努力，我們相信這種努力將會持續(xù)下去，每年我們都能看到知識產(chǎn)權(quán)的保護在進步。

Mr. Alan Winn: For some time, China has been making efforts in the protection of intellectual rights. As the business leader, we see our competitors trying to copy our technologies. The more protection from the government we get, the more difficult for the copyists to copy. We hope the government of China will keep on moving in it. Thus we will have more confidence in the protection and safety of intellectual rights. Obviously, the Chinese government has made great efforts and we have strong belief that such efforts will continue. We can see progress every year.

中國叉車網(wǎng)：在全球，派若搬向各大知名叉車制造商提供了行業(yè)領(lǐng)先的防爆系統(tǒng)解決方案。那么在中國國內(nèi)，派若搬的銷售情況如何？應(yīng)用情況如何？

China Forklift: In global area, Pyroban has been providing the lead technology in explosion protection solutions. What about Pyroban’s business in China? What about the application of the technology?

溫艾倫先生：派若搬是按最終用戶的實際需求進行防爆改裝的，客戶在購買叉車時可以根據(jù)自身需求選擇叉車，比如叉車性能，價格，舒適性或售后服務(wù)等等。客戶如已經(jīng)購買了叉車，我們可以幫客戶將叉車改裝成防爆叉車。

Mr. Alan Winn: Pyroban completes projects according to the actual needs of the end user. When the customers buy forklift trucks, they are able to choose the best truck to meet their needs.  This selection could be the truck performance, price, comfort, or after-sales service according to their needs. After the customer makes his choice, we will work on the forklift truck to provide appropriate protection.

我們?yōu)樵S多國際叉車制造商提供防爆改裝。隨著逐步增長的中國市場以及中國國有叉車品牌對派若搬的產(chǎn)品表現(xiàn)出的興趣，我們感到是時候在中國蘇州設(shè)立派若搬的獨資子公司了，我們很高興有機會與中國的企業(yè)合作，提供工業(yè)車輛的防爆改裝服務(wù)。

We provided explosion protection conversions for many international fork lift truck manufacturers.  With their growing market in China and the interest shown by some local famous brands we felt that it was the right time to create the wholly-owned subsidiary of Pyroban Ltd. in Suzhou. We’re very glad to take this chance to cooperate with corporations in China, and work together to provide explosion protection of industrial vehicles.

我們已經(jīng)和兩家公司（合力，大連-三菱）展開了合作。只要有防爆需要，我們很樂意為中國的其他品牌合作。

We’ve already started the cooperation with 2 companies (Heli and Dalian- Mitsubishi) and long as there’s the need for explosion protection, we will be very glad to provide our service to other Chinese manufacturers.

有一點很重要，雖然我們與所有公司合作，但我們總是能夠維護客戶的技術(shù)機密。因此，我們與所有合作伙伴都有非常緊密的合作關(guān)系。為了做到這一點，我們內(nèi)部一直堅守派若搬的商業(yè)準則。

There’s one thing very important. Although we cooperate with all companies, we always work to maintain confidentiality with each partner. That’s why we have a very close cooperation with all our cooperative partners. To achieve this, we always try to achieve the highest standards of integrity within Pyroban.

中國叉車網(wǎng)：派若搬除了在工程機械方面提供安全系統(tǒng)解決方案，在其他領(lǐng)域還有沒有業(yè)務(wù)？能為我們簡單介紹一下嗎？

China Forklift: Has Pyroban any other business besides providing safety system solutions for engineering machinery? Could you please introduce for us?

溫艾倫先生：我們派若搬的宗旨——“以人為本，保障您的投資，保護我們的環(huán)境”。派若搬的業(yè)務(wù)涵蓋了四大方面，除了工業(yè)車輛方面的改裝，如：叉車、平臺、懸臂、電動葫蘆、起重機等；還包括石化（石油液化汽）方面，針對石油開采設(shè)備進行防爆保護改裝；以及包括媒礦行業(yè)設(shè)備的防爆系統(tǒng)的咨詢和個性化定制改裝；除此之外，我們還有一個很大的功能部門—環(huán)境安全部門，主要是針對一些柴油車、內(nèi)燃車的發(fā)動機提供方案，改進其尾氣排放的質(zhì)量，通過解決尾氣排放問題來保護我們的環(huán)境。該系統(tǒng)既可安裝在柴油叉車上，也可安裝在公交車和其它車輛上，改善尾氣排放。

我的工作就是將派若搬的四項業(yè)務(wù)帶到派若搬蘇州。2008年我們將著重石油和天然氣行業(yè)的業(yè)務(wù)開發(fā)。

Mr. Alan Winn: Just like what we’ve written in our mission statement, the principle of Pyroban is “Protecting people, their investment and our environment”. The business of Pyroban Group through its divisions covers 4 areas. We convert vehicles in industrial area, such as forklift trucks, platforms, cranes, electric blocks, hoists, etc. We convert oil exploration equipment for explosion protection. We provide consultant service to give advice on explosion protection for many industries including mining. Last but not least, we have environmental safety department, mainly focusing on diesel engines of vehicles, to improve the quality of the exhaust emissions to help protect our environment. The system can be installed on existing diesel trucks, buses, and other vehicles to improve the exhausting system.

It is my job to bring all four divisions to the Pyroban Suzhou Factory.  In 2008 we will be focusing on our oil & gas activities.

中國叉車網(wǎng)：相對歐美國家的工業(yè)車輛及化工等特殊行業(yè)，中國企業(yè)在防爆意識產(chǎn)生得比較晚，大部分對防爆技術(shù)都很陌生，總經(jīng)理先生，您能給我們講解一下防爆技術(shù)的具體應(yīng)用嗎？

China Forklift: Comparing with the special area of industrial vehicles and Chemical industry, the Chinese corporations got aware of explosion protection quite late. Most of them are not familiar with the explosion protection technology. Mr. Winn, could you please explain for us the application of explosion protection technology?

溫艾倫先生：在防爆方面，中國有一個權(quán)威檢測認證機構(gòu)叫CQST，全稱叫國家防爆電氣產(chǎn)品質(zhì)量監(jiān)督檢測中心，該機構(gòu)在防爆安全系統(tǒng)方面的經(jīng)驗極為豐富；但很遺憾，國內(nèi)很多工廠企業(yè)并不了解防爆技術(shù)的應(yīng)用。而我們正在做的工作就是和CQST一起提高用戶對防爆安全的認識，讓他們知道什么是防爆保護。

Mr. Alan Winn: In explosion protection, there’s an approval authority called CQST (China Quality Supervision and Test Centre for Explosion Protected Electrical Products), which is very experienced in explosion protection. It’s a pity that many factories in China have no idea of the application of explosion protection. What we’re doing now is to generalize the knowledge of explosion protection together with CQST to let these factories know what explosion protection is.

當這些工廠企業(yè)使用普通搬運設(shè)備在可燃性的液體、氣體或粉塵存在的環(huán)境下進行工業(yè)生產(chǎn)時，風險很大。對于這些工廠，首先他們需要意識到這就是存在風險的行為。確實在有些時候，在危險區(qū)域不使用防爆設(shè)備也沒有發(fā)生爆炸，但這是一個概率的問題，很多爆炸事故就是因為工廠憑著以往使用未經(jīng)防爆保護的設(shè)備卻沒有發(fā)生爆炸的經(jīng)驗，持續(xù)使用這些設(shè)備而最終引發(fā)。一個爆炸事故的發(fā)生，可能來人員傷亡、財產(chǎn)損失、乃至整個工廠的毀滅，對周邊環(huán)境也可能造成極大危害。我們希望最終用戶閱讀這篇文章后，與現(xiàn)在實際的操作進行對比，比如說：評估倉庫或者生產(chǎn)車間等區(qū)域潛在的危險，如果有這種情況的話應(yīng)該采取措施來盡量降低風險。

When the factories use normal handling equipments to work in an environment with existence of flammable liquid, gas or dust, they have high risks. For these factories, the first step is to recognize that they have a risk. It’s true that sometimes when you use normal handling equipments in dangerous area, the equipments don’t explode, but it’s a problem of probability. Many explosion accidents happened because factories had used non-protected equipment before without incident either because they did not realize there was a risk or decided that as it had not happened yet it would not happen at all. When an explosion accident takes place, it can cause people to be injured or killed, then there is the loss of property or even destroying the whole factory and it may also have a serious impact on the environment. We hope that readers will after reading this article assess their risks of explosions within their work environment.

中國叉車網(wǎng)：那么對于如何正確挑選適合企業(yè)自身的安全系統(tǒng)防爆產(chǎn)品，總經(jīng)理先生，您有什么好的推薦？可否和我們介紹一下？

China Forklift: Concerning how to select the right and suitable explosion protection products for corporations, Mr. Winn, do you have any good suggestion? Could you please introduce it to us?

溫艾倫先生：我們希望最終用戶要去尋找真正了解防爆技術(shù)的公司或者專業(yè)人士。

Mr. Alan Winn: We hope that the end user will select professional companies to provide explosion protection solutions for them.

最近我們在上海新國際博覽中心開展會，發(fā)生了一個小插曲：有些人不顧我們的阻止，強行對我們的防爆設(shè)備和產(chǎn)品拍照，想要復(fù)制我們的技術(shù)。這種靠偷拍和模仿做出來的防爆產(chǎn)品，您說他能保證質(zhì)量嗎？

Recently when we had an exhibition in Shanghai International Exhibition Centre, there happened a small incident where some people took photos of our explosion protection equipments and products secretly and we think that they did this to try to copy our techniques. If they produce copy products just according to some photos, do you think they can guarantee that it will work?  It is what they could not see that is important.

那作為并非防爆系統(tǒng)專業(yè)人士的普通用戶，他怎么樣才能夠從中進行鑒別挑選呢？

Then, as a normal user that has no knowledge of explosion protection system, how can he select a good product from the bad ones?

這里我教大家一個很簡單的辦法。

I’d like to teach you a simple method.

目前中國唯一的最新防爆標準是——GB19854-2005，由于中國和其它國家有些不同，所以中國的防爆國標和國際上的其他標準有些不一樣。但無論怎樣，首先，當您在中國要向供應(yīng)商去買防爆產(chǎn)品時，您的第一個問題應(yīng)該是：

At present, the latest explosion protection standard in China is GB19854-2005 which is different from other standards in the world. For industrial vehicles with explosion protection in China the first question you should ask is:

你的產(chǎn)品能不能取得經(jīng)防爆權(quán)威機構(gòu)認證，符合GB19854-2005的認證證書？可能國內(nèi)有些企業(yè)產(chǎn)品符合GB3836-2000標準，但GB3836-2000是針對叉車零部件的證書。也就是說，車輛零部件可能會有防爆證書，但那防爆證書是針對零部件的。 而國內(nèi)唯一一個針對整車的符合中國標準的證書就是GB19854-2005。因此，最終用戶一定要問清楚供應(yīng)商是否能出示GB19854-2005證書。

Is your product able to pass the inspection of explosion protection authority and get the certificate conforming GB19854-2005? It’s possible that some products in China can meet the standard of GB3836-2000 which is used only for parts of the forklift truck. That is to say, the parts can have an explosion protection certificate, but the certificate is only for the parts. The only one certificate which applies to the whole truck is GB19854-2005 certificate. So the final user should confirm if the supplier can show a GB19854-2005 certificate.

其次，由于國內(nèi)的防爆市場剛剛起步，同時很多防爆系統(tǒng)供應(yīng)商還無法取得整車防爆認證，良莠不齊，難保魚目混珠。所以您還需要學(xué)會辨別供應(yīng)商所出示產(chǎn)品認證證書的真?zhèn)?。這方面您可以向國家承認的防爆認證機構(gòu)，比如剛剛提到的CQST（國家防爆）進行咨詢。

Secondly, since the explosion protection standard is new, many suppliers for explosion protection systems haven’t been able to get a certificate for the whole truck and so you need to learn how to recognize the real certificate shown by the suppliers.  Concerning this part, you can ask for help from the authority of China, such as CQST for consultant.

另外，有些小竅門也可以幫助您鑒別供應(yīng)商的專業(yè)性。在我們針對客戶的工業(yè)車輛設(shè)計防爆系統(tǒng)之前，我們會向最終用戶了解一些信息，比如說，防爆車輛使用的危險區(qū)域即危險區(qū)域(1區(qū)或2區(qū))的劃分，爆炸性氣體組別和溫度等級等。也就是說，一個好的防爆系統(tǒng)供應(yīng)商肯定會問這些問題。如果供應(yīng)商不問問題或者只憑粗略了解就很爽快地把業(yè)務(wù)接下來，你就應(yīng)該思考一下，這個供應(yīng)商是否真的有資格來做防爆系統(tǒng)。

There are some small tips that can help you to prove if the supplier is professional. Before we design the explosion protection system for the industrial vehicles of our customer, we will first obtain information about the environment the vehicle will be used in.  We will need to know the zone (1 or 2), what their gas explosion group and temperature class are, etc. That is to say, a good supplier will surely ask such questions. If the supplier accepts an order without asking questions or only with rough information, you shall consider if the supplier has the qualification to make explosion protection system.

總而言之，尋找好的防爆系統(tǒng)供應(yīng)商，最好的辦法就是多問多咨詢。CQST和CNEX能夠給您提供一些信息，讓你作出正確的決定。

All in all, to look for a good explosion protection supplier, the best way is to ask and consult as much as you can. CQST and CNEX can help provide some information to enable you to make the right decisions.

一個好的防爆解決方案可以讓防爆車輛在危險生產(chǎn)區(qū)域正常安全地工作，免除爆炸安全隱患，保護您的員工、保護您的投資，保護我們賴以生存的環(huán)境。但人們不會注意到車輛的存在，因為即使出現(xiàn)問題，也不會是爆炸。因此，好的防爆解決方案，是舒適的車輛、正常的運作、沒有任何爆炸隱患。

A good explosion protection solution can protect the vehicles working safely from explosion danger; protect your employees, your investment and the environment. But people won’t notice the existence of the vehicles, because even if there’s problem, it won’t be an explosion accident. A good explosion protection solution means comfortable vehicle, normal operation without any potential explosion risks.

中國叉車網(wǎng)：謝謝總經(jīng)理先生在繁忙的公務(wù)中抽空接受我的采訪，預(yù)祝派若搬在未來取得更好的成績！更上一層樓！

China Forklift: Thank you for your time in the middle of your busy business, Mr. Winn. We hope that Pyroban will get better and better achievements in the future!