Title I am Hugo Messiaen, general manager of Shanghai Flower Port Deroose Plants Co. At first I want to thank the China Flower and Gardening News and Shanxi Western Orchids inviting me to attend this seminar.  It’s my great honor to give you a lecture. My lecture includes four parts, the first part is a brief introduction of our company, the second part is about our plants strategy, the third is about the experiences on bromeliads promotion out of China and the last but not least is some advices from us.

Introduction 公司简介 Shanghai Flower Port – Deroose Plants in China Since 2005 Deroose Plants INC in US Since 1994 Deroose Plants NV in Belgium Since the 19th Century 德鲁仕总部 始于19世纪 德鲁仕中国 始于2005年 德鲁仕美国 始于1994年 德鲁仕植物始于19世纪的家族企业，从欧洲到美国再到中国，发展至今，已建立从育种、组培到温室驯化一套完整的生产体系。 2005年，德鲁仕植物与上海鲜花港合作在上海建立了生产基地。主要为亚太地区提供种苗。 Deroose Plants began as a modest family company from 19th century. From branches in Europe, United States and China, Deroose Plants has established a supply chain from breeding to multiplication to greenhouse cultivation. In 2005, Deroose Plants started a joint venture with Shanghai Flower Port in China. We mainly supply young plants for Asia-Pacific area here.

组培室占地面积2200多平方米。年产组培苗超过两千万。 The lab takes more than 2200m2. More than 20 million tissue cultures are produced each year.

紧邻组培室，我们拥有2公顷的配套温室，为组培苗提供驯化。种植品种主要有凤梨、猪笼草及绿植等。其中凤梨又以果子蔓、莺歌、铁兰为主。 Near the lab, we have a greenhouse with 2 hectares for harden-off. Our main products include Bromeliad, Nepenthes and green plants. Bromeliad is a collective term for plants as Guzmania, Tillandsia and Vriesea.

Strategy 产品战略 Product Line – Guzmania 擎天系列 Guz. Starlight Cultivation 种植: 13-18 months 个月 Induction 催花: 16 weeks 周 Pot 盆径 : 12-15cm Height 高度: 60cm Starlight 与 Catherine 均属市场上畅销的红星类品种。 Starlight 更适合大株型的种植，当植株种植至叶片数大于26片后催花反应，花头与同等规格的其他品种相比要大而饱满。 Starlight and Catherine are very popular red star varieties in Chinese market. Starlight can grow to 60cm. Once its number of leaves reaches 26, it’s sensitive to flower treatment. It’s inflorescence is comparatively plump and fully spread.

Strategy 产品战略 Product Line – Guzmania 擎天系列 Guz. Catherine Cultivation 种植: 10-13 months 个月 Induction 催花: 16 weeks 周 Pot 盆径 : 12-15cm Height 高度: 60cm Catherine 比较适合中大株型的种植，种植特点为一致性比较高，容易管理，抗逆性较好。 Catherine is suitable to grow to middle - big size. Its uniformity, easy management and resistance make it easy to cultivate.

Strategy 产品战略 Product Line – Guzmania 擎天系列 Guz. Class Cultivation 种植: 11 months 个月 Induction 催花: 13 weeks 周 Pot 盆径 : 11-13cm Height 高度: 35cm Class 是目前欧洲比较流行的中株型“红星”品种，其特点为株型紧凑、在中株型时就能表现出相当大尺度的花头。现在我们正在中国少量推广试种。 Class is one of the popular middle-sized red star variety. Its inflorescence is compact and formed in an early stage. Now we are promoting this variety in China with small amount.

Strategy 产品战略 Product Line – Guzmania 擎天系列 Guz. Hope Cultivation 种植: 9 months 个月 Induction 催花: 9 weeks 周 Pot 盆径 : 9-11 cm Height 高度: 25cm Hope 红星花，带白顶的品种一直是比较受种植者和消费者喜爱的品种。德鲁仕一直致力于这方面的研发工作：从 Guz. El cope 到 Guz. Paloma, 再到现在的Guz.Hope。我们改变的不仅是花头颜色和花头尺度，还有生长速度、抗逆性等等。 Hope, its bright red inflorescence with white tips on the inner flower bracts type is the love for both growers and consumers. Deroose Plants strives for these kind of plants: from Guz. El cope to Guz. Paloma to Guz. Hope. We change not only the size and color of the inflorescence, but also the cultivation time and resistance.

Strategy 产品战略 Product Line – Vriesea 莺歌系列 Barbara Cultivation 种植: 12-15 months 个月 Induction 催花: 14 weeks 周 Pot 盆径 : 12-15cm Height 高度: 60cm Barbara 是我公司的主打品种之一. Barbara is one of the hottest varieties in our company.

Strategy 产品战略 Product Line – Vriesea 莺歌系列 Davine Cultivation 种植: 12 months 个月 Induction 催花: 14 weeks 周 Pot 盆径 : 10-12cm Height 高度: 50cm Davine 是改良版的“红黄玉扇”，与原“红黄玉扇”相比其分枝更强、耐热性更强。 Davine is the new addition to our ‘Tiffany’ line. Comparatively it has more branches and is more tolerant to heat.

国外经验 Foreign Experience 组盆 Combined Potted Plants 俗话说“人靠衣装马靠鞍”，同样的道理也适合应用在凤梨品种的组盆推广销售上。 In China, there is a proverb “Clothes Make the Man”, which means the same on promoting the bromeliads. 寓意丰富、设计新颖的组盆能够极大的勾起消费者的购买欲望。德鲁仕一直在不断吸收国外在这方面的经验，下面是我们收集到得不错的组盆图片，跟大家一起共享，希望能够对大家有所启发和帮助。 A good design of the potted plants can evoke great customers‘ potential desire to purchase. SFP-Deroose has been always willing to do something on it. Now, we are going to show and share with you some pictures of good examples which we hope will be helpful to all of us.

欢迎进入绚丽多彩的凤梨世界 Welcome the bright and colorful world of bromeliads

粉色寓意着关怀与爱心，种植在一艘启航的船上，希望您扬帆风顺。 The moral of pink is passion and consideration, planting the pink Tillandsia in a sailing boat, we wish you a happy and good sail.

红色寓意着热情和爱意，3代表了完整；将完整的爱意呈现在您的面前。 The moral of red is love and passion, 3 means integrity, we present the integral love to you via it.

绿油油的叶子，尖角似露出的凤梨再加上草编的篮筐；原来春天就在这里，一片生机盎然。 Greenish leaves, red bromeliad, a straw basket. Spring is here. Everything is teeming with life.

摄灯的高光让铁兰的粉色更加的鲜艳 The light makes the pink color of the Tillandsia more bright colored.

可爱的电脑宝贝“Theresa”跟银色的田螺状盆器组合，另有一番典雅之气。 The mini bromeliad “Theresa” is potted in a special silver pot which increases the elegance to it.

室内室外美丽相呼应 Beauty is outside of the window and also inside.

凌乱放置的茶具更加衬托了红色莺歌亮丽 The jumble of tea cups increase the bright color and beauty of the Vriesea.

这就是真正的“白雪公主”，纯白让“白雪公主”更典雅高贵。 The El cope is named as “Princess Snow” in China. Here we see the real “Princess Snow”. The pure white background increase the elegance and noble of the “Princess Snow”

紫色让原本单调的黑白增添了一份高雅 The purple Del Mar increase elegance to the simple black and white decoration.

原来小小的布袋可以这样利用，简单的玻璃门可以变得如此亮丽。 Have we ever thought about using the cloth bags to pot the colorful bromeliads? The glass door becomes grandeur for hanging these bromeliads.

Some Suggestions 一点建议 增加品种，规避风险 More varieties, less risk “不要把鸡蛋都放在一个篮子里” Don’t put all eggs in one basket 引入新品种，缓解销售压力 Introducing new varieties to release sales pressure 如何挑选新品种 How to choose new varieties? 低成本、高产出 Low input with high output 例子 An example 大红星成品一般需要占地9-12株/m2, 一般单价40元/株，单位产出约400元/m2，种植时间16-18个月 莺歌类品种一般需要占地40株/m2, 一般单价18元/株，单位产出约720元/m2，种植时间12个月 The density of finished product of big red star is 9-12 plants/m2. it’s unit price is ￥40 so the unit output is ￥400/m2. The cultivation time is 16-18 months. On the other hand, the density of Vriesea is 40 plants/m2. And it’s unit price is ￥18 so the unit output is ￥720/m2. The cultivation time is 12 months. red star Vriesea Density ~10/m2 ~40/m2 Cultivation time ~18 months ~12 months

Some Suggestions 一点建议 分散出货时间 Scattered delivery time 稳定的出货 =〉稳定的销售 Stable delivery leads to stable sales Q1 Q2 Q3 Q4 Delivery

谢谢！ Thank you! 上海鲜花港德鲁仕植物有限公司 Shanghai Flower Port – Deroose Plants Co. Ltd. 上海市南汇区东海农场振东路2号 No2 Zhendong Road Donghai State Farm Nanhui District 201303 Shanghai, China Tel +86 21 5829 6140 Fax +86 21 5829 6133