派若搬(苏州)安全系统有限公司总经理专访

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

背景介绍：

background of the interview

派若搬集团总部位于英国、法国和荷兰。自1972年建立以来，一直致力于向国际市场提供先进的安全和环保解决方案, Pyroban卓越的工程设备和优质的客户服务已经在全世界物料搬运、石油与天然气以及尾气排放控制等众多主要工业领域内得到公认。Pyroban提供的防爆安全和环保解决方案，以人为本，保障您的投资， 保护我们的环境。

派若搬（苏州）安全系统有限公司成立于2006年5月，是派若搬集团在中国建立的独资子公司，以更好地服务亚太地区的客户。

中国叉车网(www.chinaforklift.com)记者就派若搬进入中国后的若干问题独家专访了派若搬公司总经理温艾伦先生(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.

中国叉车网： 早上好，温艾伦先生！非常感谢您抽出宝贵的时间，接受我们的采访。我们都知道，派若搬在英国已经有30多年的历史，去年又来到中国设立了工厂。您如何看待中国的防爆叉车市场？派若搬在下一步将会有什么新的举措？

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?

温艾伦先生：很高兴能够接受中国叉车网的采访。虽然在去年才正式建立了中国工厂，但我们与中国之间的合作早在20年前就已经开始，当时我们就受邀服务于中国国内客户。那时候主要是通过进口的方式，或者直接把需要改装的叉车送到我们国外工厂。为什么现在要在国内生产？是因为中国市场对防爆系统方面的产品需求正逐渐增加。

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.

近年来，我们收到了来自全球的叉车制造商对我们产品销往中国的大量询价。在我们没有建立中国工厂前，这些客户为了满足中国市场的需要，将他们的叉车送至我们的英国工厂进行改装，改装后再送到中国使用。这使得我们意识到，在中国，存在着一个前景广阔的防爆工程市场。我们认为帮助中国提高防爆安全的最好办法是在中国投资。

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，我们来到了这里。我们选择苏州作为我们在中国的第一个落脚点，是因为在以上海为中心的长三角的发展中心，苏州近几年极其活跃，发展迅猛，是一个中坚力量。以此为依托，我们对未来更有信心。

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.

我们很高兴，能够将我们的中国工厂设在苏州，这样我们不仅能够服务于现有的客户，而且能够在中国开拓更大的防爆保护系统市场。

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.

中国叉车网：派若搬在下一步将会有什么新的举措？

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

温艾伦先生：派若搬在防爆安全领域是领先者，所以下一步，我们的战略是增强苏州工厂功能，使其达到英国工厂的标准，同时扩大其业务范围。由于亚太地区开发出越来越多的新技术，所以，我们苏州工厂的首要任务是发展，这样我们才能够为叉车新技术提供安全保护方案。我们将竭尽全力将派若搬产品带给客户，保护客户的安全和环境。

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.

随着叉车技术的更新换代，针对中国及其它地区市场的特殊性，我们也会在苏州开发新的产品、新的工程系统来适应客户的特定要求，苏州工厂将会比欧洲公司先看到这些创新技术。我们可以开发出新的产品来满足中国客户的需求并及时反馈给欧洲公司，相互支持，分享信息，不断壮大集团力量。这也是为什么派若搬能够始终保持她在行业内的领导地位，引领防爆技术尖端。

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.

中国叉车网：在全球，继派若搬第一个进入中国提供防爆系统解决方案，另两家欧洲的防爆技术供应商也相继来到中国，对此你们是否有危机感和紧迫感吗？

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?

温艾伦先生：作为一个在防爆技术行业的全球领导者，不可避免会有学习者、模仿者，来接近这个市场，争取分到市场份额；事实上，我们派若搬已经非常习惯这种方式。我们也知道欧洲供应商和中国供应商也可能去获取新国标的认证，开发自己的叉车防爆技术，沿着派若搬发展的轨迹走过来。不管我们的竞争者怎样做，派若搬将始终坚持一个不变的承诺：“质量，服务，创新”，这是我们在这个市场一直处于领先的根本。

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.

其实可以这样说，相对于我们的竞争对手，派若搬的优势就是拥有完全属于自己的防爆技术。在欧洲，我们早已将防爆技术系统发展得非常完善，并以此为基础不断创新，我们完全按照英国工厂原型来进行改装，确保全球一致的高质量服务，这让派若搬在防爆安全行业中是独处于市场领导地位。这种绝对优势使得我们充分自信，对客户不折不扣履行我们的承诺。

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.

中国叉车网：您是如何看待业内技术竞争和产品知识产权保护的呢?

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

温艾伦先生：一直以来，中国政府对知识产权的保护做出了很大努力。作为行业技术的领先者，我们看到有些同行想复制我们的技术。我们从政府得到的保护越多，效仿者复制我们技术的阻力就越大。我们希望中国政府会继续努力，这样，企业对知识产权的保护和安全就更有信心。当然，中国政府已经做出了巨大努力，我们相信这种努力将会持续下去，每年我们都能看到知识产权的保护在进步。

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.

中国叉车网：在全球，派若搬向各大知名叉车制造商提供了行业领先的防爆系统解决方案。那么在中国国内，派若搬的销售情况如何？应用情况如何？

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?

温艾伦先生：派若搬是按最终用户的实际需求进行防爆改装的，客户在购买叉车时可以根据自身需求选择叉车，比如叉车性能，价格，舒适性或售后服务等等。客户如已经购买了叉车，我们可以帮客户将叉车改装成防爆叉车。

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.

我们为许多国际叉车制造商提供防爆改装。随着逐步增长的中国市场以及中国国有叉车品牌对派若搬的产品表现出的兴趣，我们感到是时候在中国苏州设立派若搬的独资子公司了，我们很高兴有机会与中国的企业合作，提供工业车辆的防爆改装服务。

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.

我们已经和两家公司（合力，大连-三菱）展开了合作。只要有防爆需要，我们很乐意为中国的其他品牌合作。

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.

有一点很重要，虽然我们与所有公司合作，但我们总是能够维护客户的技术机密。因此，我们与所有合作伙伴都有非常紧密的合作关系。为了做到这一点，我们内部一直坚守派若搬的商业准则。

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.

中国叉车网：派若搬除了在工程机械方面提供安全系统解决方案，在其他领域还有没有业务？能为我们简单介绍一下吗？

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

温艾伦先生：我们派若搬的宗旨——“以人为本，保障您的投资，保护我们的环境”。派若搬的业务涵盖了四大方面，除了工业车辆方面的改装，如：叉车、平台、悬臂、电动葫芦、起重机等；还包括石化（石油液化汽）方面，针对石油开采设备进行防爆保护改装；以及包括媒矿行业设备的防爆系统的咨询和个性化定制改装；除此之外，我们还有一个很大的功能部门—环境安全部门，主要是针对一些柴油车、内燃车的发动机提供方案，改进其尾气排放的质量，通过解决尾气排放问题来保护我们的环境。该系统既可安装在柴油叉车上，也可安装在公交车和其它车辆上，改善尾气排放。

我的工作就是将派若搬的四项业务带到派若搬苏州。2008年我们将着重石油和天然气行业的业务开发。

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.

中国叉车网：相对欧美国家的工业车辆及化工等特殊行业，中国企业在防爆意识产生得比较晚，大部分对防爆技术都很陌生，总经理先生，您能给我们讲解一下防爆技术的具体应用吗？

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?

温艾伦先生：在防爆方面，中国有一个权威检测认证机构叫CQST，全称叫国家防爆电气产品质量监督检测中心，该机构在防爆安全系统方面的经验极为丰富；但很遗憾，国内很多工厂企业并不了解防爆技术的应用。而我们正在做的工作就是和CQST一起提高用户对防爆安全的认识，让他们知道什么是防爆保护。

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.

当这些工厂企业使用普通搬运设备在可燃性的液体、气体或粉尘存在的环境下进行工业生产时，风险很大。对于这些工厂，首先他们需要意识到这就是存在风险的行为。确实在有些时候，在危险区域不使用防爆设备也没有发生爆炸，但这是一个概率的问题，很多爆炸事故就是因为工厂凭着以往使用未经防爆保护的设备却没有发生爆炸的经验，持续使用这些设备而最终引发。一个爆炸事故的发生，可能来人员伤亡、财产损失、乃至整个工厂的毁灭，对周边环境也可能造成极大危害。我们希望最终用户阅读这篇文章后，与现在实际的操作进行对比，比如说：评估仓库或者生产车间等区域潜在的危险，如果有这种情况的话应该采取措施来尽量降低风险。

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.

中国叉车网：那么对于如何正确挑选适合企业自身的安全系统防爆产品，总经理先生，您有什么好的推荐？可否和我们介绍一下？

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?

温艾伦先生：我们希望最终用户要去寻找真正了解防爆技术的公司或者专业人士。

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

最近我们在上海新国际博览中心开展会，发生了一个小插曲：有些人不顾我们的阻止，强行对我们的防爆设备和产品拍照，想要复制我们的技术。这种靠偷拍和模仿做出来的防爆产品，您说他能保证质量吗？

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.

那作为并非防爆系统专业人士的普通用户，他怎么样才能够从中进行鉴别挑选呢？

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

这里我教大家一个很简单的办法。

I’d like to teach you a simple method.

目前中国唯一的最新防爆标准是——GB19854-2005，由于中国和其它国家有些不同，所以中国的防爆国标和国际上的其他标准有些不一样。但无论怎样，首先，当您在中国要向供应商去买防爆产品时，您的第一个问题应该是：

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:

你的产品能不能取得经防爆权威机构认证，符合GB19854-2005的认证证书？可能国内有些企业产品符合GB3836-2000标准，但GB3836-2000是针对叉车零部件的证书。也就是说，车辆零部件可能会有防爆证书，但那防爆证书是针对零部件的。 而国内唯一一个针对整车的符合中国标准的证书就是GB19854-2005。因此，最终用户一定要问清楚供应商是否能出示GB19854-2005证书。

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，由于国内的防爆市场刚刚起步，同时很多防爆系统供应商还无法取得整车防爆认证，良莠不齐，难保鱼目混珠。所以您还需要学会辨别供应商所出示产品认证证书的真伪。这方面您可以向国家承认的防爆认证机构，比如刚刚提到的CQST（国家防爆）进行咨询。

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，有些小窍门也可以帮助您鉴别供应商的专业性。在我们针对客户的工业车辆设计防爆系统之前，我们会向最终用户了解一些信息，比如说，防爆车辆使用的危险区域即危险区域(1区或2区)的划分，爆炸性气体组别和温度等级等。也就是说，一个好的防爆系统供应商肯定会问这些问题。如果供应商不问问题或者只凭粗略了解就很爽快地把业务接下来，你就应该思考一下，这个供应商是否真的有资格来做防爆系统。

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.

总而言之，寻找好的防爆系统供应商，最好的办法就是多问多咨询。CQST和CNEX能够给您提供一些信息，让你作出正确的决定。

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.

一个好的防爆解决方案可以让防爆车辆在危险生产区域正常安全地工作，免除爆炸安全隐患，保护您的员工、保护您的投资，保护我们赖以生存的环境。但人们不会注意到车辆的存在，因为即使出现问题，也不会是爆炸。因此，好的防爆解决方案，是舒适的车辆、正常的运作、没有任何爆炸隐患。

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.

中国叉车网：谢谢总经理先生在繁忙的公务中抽空接受我的采访，预祝派若搬在未来取得更好的成绩！更上一层楼！

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!