记者：能否谈谈您所了解的亚太地区干混砂浆市场情况？
      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：
      在亚太地区首先使用干混砂浆的是韩国和台湾。

      韩国到目前为止都是最大的干混砂浆（如：地坪材料）使用国。韩国企业在使用干混砂浆的初期也经历了一段非常困难的时期。但通过他们的努力、坚持，目前已成功发展了卓越的干混砂浆技术。作为干混砂浆行业的先锋，韩国一些大型的干混砂浆企业不但从中获取了产品技术经验，同时也获得了销售、市场方面的经验，以及如何在建筑行业这样传统的行业中推广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.

      其他地区的干混砂浆市场主要关注于墙面涂层，比如腻子（中国南方，马来西亚，新加坡等）。
如今，还是有些施工单位和开发商不愿意接收干混砂浆，不愿意承担这种高生产率，高效率和高质量所需支付的额外费用，所以有很多工作需要我们大家去做。像韩国，泰国，马来西亚，新加坡，印度尼西亚等国家，在经历了90年代中期，干混砂浆工业高速发展的时期后，亚洲金融风暴在1997年袭来，建筑材料工业开始停滞不前。但现在，干混砂浆又卷土重来了，其高质量，工厂制造等优势使它又一次的遍布整个亚洲，使用干混砂浆的观念被亚洲建筑行业广泛接受。

      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.

      人们努力工作是为了取得进步，获取更高质量的生活。

      客户在享受高水准生活的同时，也有了更高的质量意识—越来越无法忍受瓷砖跌落，墙面、地面龟裂等质量问题。所以高质量干混砂浆的需求量大幅攀升，干混砂浆供应商的动力也随之增长。这种良性循环的最终结果便是双赢。

      由于工期大大缩短和工程实施的高质量，开发商在项目中获取了高额的利润；工人们在施工中更方便，更高效，体力消耗更少；最终客户得到了耐用，高品质的墙面和地面---从而远离了由劣质砂浆而造成的质量问题。

      记者：亚太地区干混砂浆机械化施工情况如何？
      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，可以看使用砂浆机的优越性：提高施工速度；降低输送成本；提高工程质量。人们总认为在很多亚洲国家和地区，劳动力成本很低，这是对的。但是如果你的施工周期很短，想要快速完成项目的话，那么手工操作是无法代替机械化施工的。仅从理论上，你可以请1000个抹灰工人，但实际，没有人可以这么做。

      香港就是快速使用砂浆机械和干粉砂浆的市场之一。作为精明的商人，香港的客户很快意识到，机械化施工所增加的效益要远远大于购买和使用它的成本。

      现在，已有超过600台现代化搅拌砂浆机在香港使用。使用者都在类似CITA建筑工人学校的培训点接受了培训。

      这里又出现了一个双赢的局面：
      - 抹灰工人成为了有资质的设备操作工
      - 建筑师可以很准确的预知机械化施工的完成时间。（因为设备每天的产量很容易计算）
      - 最终用户得到高品质的建筑等等

      普茨迈斯特干混砂浆机械公司制造多种不同应用领域的干混砂浆机械。包括：地坪材料，砂浆喷涂、灌注砂浆、混凝土喷射, 腻子等等。

      持久、耐用、经济---这只是普茨迈斯特设备特性的一部分。当然普茨迈斯特有着优秀的合作伙伴，在任何地点，任何时间提供不间断的服务和备件。

      记者：从1995年12月12日在中国上海松江工业区独资成立普茨迈斯特机械（上海）有限公司到现在，已经在中国市场发展十多年，在贵公司看来，中国砂浆机械市场将会如何发展，这点上中外可有差别？有何差别？
      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.

      没有任何亚洲国家的发展速度象中国那么快。中国的日常生活中充斥着高科技。因此，现代化建筑材料和先进的机械应用技术会很快在中国市场推开。

      中国政府已经发文在一些城市的工地中，禁止现场搅拌。没有任何亚洲国家有这么强烈的政府支持，这充分说明了中国领导人对高质量的要求和决心。

      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.

      我认为，通过机械化施工才能充分发挥干混砂浆的高品质和高效率，它是一个效率工具,对开发商有效益。同时，机械化施工也可以作为干粉砂浆推广的监督工具，因为使用机械施工的顾客会主要选择使用干粉砂浆。机械又是一个很好的监督工具,对政府部门有利。

      记者：国外干混砂浆企业在国内的发展？

      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.

      中国散装水泥推广发展协会干混砂浆专业委员会很好的组织各种交流、展会，起到了很好的沟通和桥梁做用。我看到象“瓦克”、“国民淀粉”这些国外知名企业在中国开发砂浆化学添加剂，另一些企业如Maxit，STO，伟伯，Bostik等提供产品砂浆，起到改变建筑市场的先锋典范。

      记者：国外使用的干混砂浆技术中.您认为哪些更适合中国市场?
      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.

      中国应使用目前已完善的物流系统和工艺. 建筑公司和承包商必须参加培训，学习一些先进的知识和经验。

      但是最终我们将看到与目前欧洲和美洲使用的设备相同的设备在中国运转。这包括筒仓技术，水平搅拌器，搅拌泵，开放式运输泵，气动运输单元等等。

      记者：您认为该如何推广干粉砂浆和机械化施工？
      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.

      客户必须认识到一个事实，那就是干混砂浆已经来到中国。而其成本并不如他们想的那样高。
在高层建筑中使用高质量的干混砂浆和现代化的干混砂浆机械，能节省3周、5周，甚至8周的时间。这就以为着这个建筑可以比预期更早的投入商业运作。试着想象一下，假设一个宾馆提早6个月投入商业运作---那么使用现代化材料和机械创造的价值，将远远大于使用现代化工艺所产生的额外成本。

      另外，普茨迈斯特与很多材料供应商一起向潜在客户演示设备和材料等等。眼见为实，这是这个新工艺特别的价值。因此，我们的服务人员总是尽可能让更多的用户了解干混砂浆及机械的优势。

      记者：中国是一个盛产劳动力的大国,这点对生产设备的机械化有着很大影响,贵公司如何看待这一问题？
      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.

      劳动力成本仅仅是干混砂浆使用的一个表面概念。需要考虑急速发展的经济速度和质量—2个重要的干混砂浆工艺的方面。劳动力成本确实很低，但是你会考虑用一个由2000个工人组成的铲斗连去替换一个大型开凿机吗？当然不会。这和使用砂浆机的道理是一样的。

      一台普茨迈斯特的P13设备，可以达到400平方米/天的生产力（该数据来自我们的用户）
而一个工地，在同样的品质和时间下，几乎不可能有如此多的工人（有资质的）完成同样的工作。
砂浆机的高效性，高生产力和高品质是无可替代的。

      记者：干混砂浆机械在中国市场使用中会遇到些什么问题？
      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将是干混砂浆机械在中国市场使用中遇到的最大问题。操作和保养砂浆机无疑是需要一定的技巧的。虽然普茨迈斯特的设备是基于“即插即用”这个理念设计制造的，但操作工人必须知道怎么操作、清洗和保养机器。 所以我们需要操作工人好学且有一定的学习能力。

      在我们公司以及我们的合作伙伴里有一批专业的培训师会很好的培训操作工人。所以我们已经培训了很多操作工人，而持续的培训将是今后几年中我们的工作重心之一。

      记者：当干混砂浆机械在中国打开市场后，如果遇到某些企业仿制PM设备，PM有何竞争优势？
      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.

      我们知道有着这样的情况，并且我们已经在很多市场中遇到并面对了这种情况。有趣的是，没有任何人曾经真正仿制我们的设备，其他的设备也没能真正的损害到我们的业务。因为如你所知，普茨迈斯特并不仅仅生产一种机器。我们提供一系列的产品,各种解决方案，附件，零备件，服务，各种语言的操作手册等等。并经常组织培训，研讨会，应用技巧交流等等活动。

      另外，普茨迈斯特砂浆机始终保持着一个很高的市场价值---即使旧款的普茨迈斯特砂浆机在全球的二手设备市场仍很抢手。

      普茨迈斯特的研发专家们还不断开发和更新现有设备和新型设备。

      不论未来的市场会有多少同行进入，所有这些都将确保我们始终处于行业的领先位置。

      记者：有个问题不知当不当问，我在贵公司的网站上看到大象的图片，并看到公司把自己的新闻命名为“大象新闻”，不知贵公司和大象有何联系？大象可是一种企业文化的象征？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.