USC讲座：袁厚安先生江海直达讲座圆满举办

USC Lecture: River-Sea Direct Transport by Mr. Yuan Houan

刘巽良做开场介绍
Open remark given by Mr. Liu Xunliang

3月22日（周五）航运经纪人俱乐部2019年第一场实务讲学成功举办。江海直达运输模式的先行者、开拓者和践行者袁厚安先生给现场和在线听众讲了足足三个半小时，袁先生的讲课内容充实、接地气，而且不乏幽默和诙谐。听袁先生讲课就像听故事那么生动、有趣和富于启发性，一个多小时后若不是袁先生主动提议课间休息，大家竟然忘了时间。

The first lecture in 2019 held by the Shanghai Shipbrokers Club was successfully held on Friday 22nd March. Mr. Yuan houan, the forerunner, pioneer and practitioner of river-sea direct transport mode, gave a lecture for three and a half hours to the audience on site and online. Listening to Mr. Yuan's lecture was like listening to a story, so vivid, interesting and inspiring. More than an hour later, if Mr. Yuan hadn't proposed the break, everyone would have forgotten the time.

袁厚安先生

Mr. Yuan Houan

袁先生的讲课始终围绕着创新，创新不是喊口号，创新不是等政策，创新不是异想天开，创新需要敏锐的眼光，创新需要与众不同的洞察力。袁先生从原始创新讲起，通过一个个实例说明，一个企业家应具备什么样的创新精神才能“无中生有”，从旁人看似平淡无奇、没有潜力的市场中发掘出新的需求，否定原有的模式，创造新的模式，引导新的需求，不断自我否定，才能不断创新。

Mr. Yuan's lecture focused on innovation. Innovation is not a slogan, a policy, or a whimsical idea. Mr. Yuan explained from the original innovation, through the examples, what kind of spirit that an entrepreneur should have to "make it happened", to find and even create new demand in traditional market lasing for decades, to create new patterns, guide the new demands. Mr. Yuan emphasized that only self-denial can lead to continuous innovation.

袁先生对市场的观察独具慧眼，善于发现原有供需关系的结构性缺陷，针对这种缺陷研究新的供应模式来解放原本被抑制的需求。最终，新的供应模式诱发了需求的增长，因为新船型和新物流模式降低了原来的高成本，提高了原来的低效率，令原本不可能变成了可能。

Mr. Yuan has a unique insight into the market and is good at finding structural defects in the original supply and demand relationship. Aiming at such defects, he studied and developed new supply models to liberate the pent-up demand. Finally, the new supply model induces the growth of demand, because the new ship type and the new logistics model reduce the original high cost and improve the original low efficiency, making the impossible become possible.

许多人、许多企业一直在高喊客户为本、客户至上的口号，但他们充其量就是请客户吃饭、喝酒、唱歌、送礼，但在服务理念上还是要求客户适应供应方的服务水平、模式、方式和价格。当市场价格下跌时，他们就埋怨市场，一句话“市场不好”似乎为自己找到了所有推卸责任的理由，而从不检讨自己是否有改进、改善、改变的地方。袁先生的思维模式恰好与这些人相反，他从需求端出发，去研究如何满足原有的需求，如何创造新的需求，而不是从自身供应端出发，要求客户来适应自己的供应模式。

Many people in the industry have been shouting customer oriented, customer first slogan, they have spent a lot of time and money to make their clients feeling good but they always insist on their own service mode and price and request their clients to adapt themselves to fit the pattern and price provided by the supplier. When market prices fall, they blame the market, a word "the market is too bad" seems to find all the reasons to shirk responsibility for themselves, and never review whether they have improved, upgraded, changed their services. Mr. Yuan's thinking mode is exactly the opposite of these people. He starts from the demand side and studies how to meet the demand and how to create new demand, instead of starting from his own supply pattern and asks customers to meet his supply model.

技术创新是袁先生一直很强调重点。面对愈来愈严厉的环保政策和法规，在多数人还在被动考虑“是装脱硫塔好，还是烧低硫油好”的时候，袁先生已经在他的新船上配备了LNG READY双燃料推进系统，这种观念的前瞻性已经超越了许多远洋航线船东。

Technological innovation has always been a priority for Mr. Yuan. In the face of increasingly stringent environmental policies and regulations, while most people are still thinking passively about whether it is better to install a scrubber or burn low-sulfur fuel oil, Mr. Yuan has equipped his new ship with an LNG READY dual-fuel propulsion system, which is more forward-looking than many ocean route owners.

课堂上的一位来自淄柴动力的黄猛博士，向大家普及了双燃料主机的特点和前景，充分体现了航运经纪人俱乐部活动的一大特色，也即分享、交流、进步。

An audience from Zibo Diesel Power, Dr. Huang Meng, was invited at the site to give a brief introduction on dual-fuel propulsion system. It fully reflects one of the major features of SSC activities, i.e. sharing, communication and progress.

淄柴动力有限公司副总经理 黄猛 博士

Deputy General Manager Dr. Huang Meng from Zibo Diesel Power

时间到了五点半，大家仍然意犹未尽。袁先生今天放弃了午睡的老习惯，少走了2万步路，为业界分享了他的丰富经验，给大家带来了极大的启发，在此航运经纪人俱乐部对袁先生表示深深的谢意。

It was half past five and everyone was still hungry for more information and experience shared by Mr. Yuan. Mr. Yuan shared his rich experience for the industry and brought great inspiration to everyone. We would like to express our deep gratitude to Mr. Yuan for his support and trust. We hope our members can be benefited from the event held by the Club.