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"lead_bucket": "low", "eligibility_note": "处于主战场价格带，可进入优先开发序列", "lead_rank": 76, "retention_rank": 8 }, { "id": "ab1e52e6-37c6-4b29-a338-4285e2ed62c3", "name": "LAB.HOSPIFARMA CHILE LTDA", "fob": 29770.2, "china_pct": 100, "tier": "high", "trend_direction": "unknown", "product_tier": "tier_a_mass", "product_tier_label": "低端大宗", "avg_unit_price": 0.033078, "shipment_count": 3, "supplier_count": 1, "active_years": 1, "latest_year_fob": 0, "fob_normalized_score": 0.0014336886095754266, "china_gap_score": 0, "trend_direction_score": 0.25, "price_band_fit_score": 1, "activity_recency_score": 0, "supplier_diversity_score": 0.35714285714285715, "tier_penalty": 0.7, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.19145071640534056, "lead_bucket": "low", "eligibility_note": "处于主战场价格带，可进入优先开发序列", "lead_rank": 49, "retention_rank": 9 }, { 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"price_band_fit_score": 1, "activity_recency_score": 0, "supplier_diversity_score": 0.35714285714285715, "tier_penalty": 0.7, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.19134020003613372, "lead_bucket": "low", "eligibility_note": "处于主战场价格带，可进入优先开发序列", "lead_rank": 52, "retention_rank": 15 }, { "id": "0961004d-d1bc-45a4-b63c-e364c210799d", "name": "MIGUEL SAUD Y COMPANIA LTDA.", "fob": 10416, "china_pct": 100, "tier": "high", "trend_direction": "unknown", "product_tier": "tier_a_mass", "product_tier_label": "低端大宗", "avg_unit_price": 0.024, "shipment_count": 1, "supplier_count": 1, "active_years": 1, "latest_year_fob": 0, "fob_normalized_score": 0.000500391733499919, "china_gap_score": 0, "trend_direction_score": 0.25, "price_band_fit_score": 1, "activity_recency_score": 0, "supplier_diversity_score": 0.35714285714285715, "tier_penalty": 0.7, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.19132005484268996, "lead_bucket": "low", "eligibility_note": "处于主战场价格带，可进入优先开发序列", "lead_rank": 53, "retention_rank": 16 }, { "id": "2b67e4d1-8bd8-4c9e-8b34-e3af9446c1b9", "name": "OXIGENO MEDICINAL DOMICILIARIO", "fob": 10168.68, "china_pct": 100, "tier": "high", "trend_direction": "unknown", "product_tier": "tier_a_mass", "product_tier_label": "低端大宗", "avg_unit_price": 0.23112166666666667, "shipment_count": 2, "supplier_count": 1, "active_years": 1, "latest_year_fob": 10168.68, "fob_normalized_score": 0.0004884654857918767, "china_gap_score": 0, "trend_direction_score": 0.25, "price_band_fit_score": 1, "activity_recency_score": 1, "supplier_diversity_score": 0.35714285714285715, "tier_penalty": 0.7, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.2613183851680108, "lead_bucket": "low", "eligibility_note": "处于主战场价格带，可进入优先开发序列", "lead_rank": 35, "retention_rank": 17 }, { "id": "23331f4e-69dc-496a-817a-3c8df8893d5d", "name": "COMERCIAL R&M TRADING LIMITADA", "fob": 5670, "china_pct": 100, "tier": "high", "trend_direction": "unknown", "product_tier": "tier_a_mass", "product_tier_label": "低端大宗", "avg_unit_price": 0.0189, "shipment_count": 1, "supplier_count": 1, "active_years": 1, "latest_year_fob": 0, "fob_normalized_score": 0.0002715304540952234, "china_gap_score": 0, "trend_direction_score": 0.25, "price_band_fit_score": 1, "activity_recency_score": 0, "supplier_diversity_score": 0.35714285714285715, "tier_penalty": 0.7, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.19128801426357334, "lead_bucket": "low", "eligibility_note": "处于主战场价格带，可进入优先开发序列", "lead_rank": 54, "retention_rank": 18 }, { "id": "a84b435d-72c8-4fc0-8df9-1abc7ec4bebb", "name": "MC SERV.ANALITICOS SA", "fob": 5537.5, "china_pct": 100, "tier": "high", "trend_direction": "unknown", "product_tier": "tier_a_mass", "product_tier_label": "低端大宗", "avg_unit_price": 0.1786290322580645, "shipment_count": 1, "supplier_count": 1, "active_years": 1, "latest_year_fob": 0, "fob_normalized_score": 0.00026514104838070123, "china_gap_score": 0, "trend_direction_score": 0.25, "price_band_fit_score": 1, "activity_recency_score": 0, "supplier_diversity_score": 0.35714285714285715, "tier_penalty": 0.7, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.1912871197467733, "lead_bucket": "low", "eligibility_note": "处于主战场价格带，可进入优先开发序列", "lead_rank": 55, "retention_rank": 19 }, { "id": "21d7d8db-6113-479b-b92f-0cf2e29c2ceb", "name": "ROSA ELENA RODRIGUEZ AGUAD", "fob": 5525.549999999999, "china_pct": 100, "tier": "high", "trend_direction": "unknown", "product_tier": "tier_a_mass", "product_tier_label": "低端大宗", "avg_unit_price": 0.025646024691114874, "shipment_count": 3, "supplier_count": 1, "active_years": 1, "latest_year_fob": 0, "fob_normalized_score": 0.0002645647963181462, "china_gap_score": 0, "trend_direction_score": 0.25, "price_band_fit_score": 1, "activity_recency_score": 0, "supplier_diversity_score": 0.35714285714285715, "tier_penalty": 0.7, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.19128703907148456, "lead_bucket": "low", "eligibility_note": "处于主战场价格带，可进入优先开发序列", "lead_rank": 56, "retention_rank": 20 } ] } }, "opportunity_evidence": { "market_fit": { "closed_tier_fob": 28723651.93999998, "contestable_market_fob": 44375522.980000004, "contestable_tam_fob": 44375522.980000004, "contestable_tam_pct": 0.607059149827132, "target_band_new_customer_fob": 20969.22, "target_band_retention_fob": 21305468.829999976, "observe_only_fob": 20471747.569999985, "not_investable_fob": 28723651.93999998, "routing_coverage_fob": 70521837.55999994, "routing_coverage_delta": 2577337.360000044, "china_fob_cagr": 0.16385099821937743, "non_china_fob_cagr": 0.07306791544138314, "growth_gap_pct": -0.0907830827779943, "growth_gap_method": "raw_difference_then_round_for_display", "cif_fob_spread_pct": 0.09210051012707125, "avg_order_value_usd": 8103.22302627203, "avg_orders_per_importer_per_year": 4.383381924198251, "basis": { "importer_scope": "all_importers", "cagr_method": "exclude_incomplete_year", "yoy_method": "annualized", "growth_gap_method": "raw_difference_then_round_for_display", "routing_coverage_check": "new_customer + retention + observe + not_investable ~= total_fob" } }, "opportunity_summary": { "low_penetration_count": 24, "low_penetration_fob": 11874988.910000004, "high_penetration_count": 66, "high_penetration_fob": 28952969.599999964, "target_band_opportunity_count": 0, "target_band_opportunity_fob": 0, "restricted_target_band_opportunity_count": 0 }, "opportunities": [ { "name": "COMERCIALIZADORA KOL LTDA", "fob": 7898563.630000002, "china_pct": 8.978504234699693, "primary_hs_code": "90183110", "supplier_count": 9, "avg_unit_price": 68.02452810307511, "product_tier": "tier_c_specialty", "product_tier_label": "高端特种", "is_target_band_fit": false, "fit_note": "位于非主战场价格带，更适合作为结构观察样本，不宜直接当作主攻目标", "buyer_access_type": "commercial", "buyer_access_label": "市场化", "is_restricted_buyer_access": false, "opportunity_type": "low_penetration_growth", "priority_reason": "低渗透，但产品带适配性待确认，先作为观察样本" }, { "name": "B.BRAUN MEDICAL S.A.", "fob": 1486737.1899999997, "china_pct": 0.5207752958678595, "primary_hs_code": "90183110", "supplier_count": 9, "avg_unit_price": 5.664310509500222, "product_tier": "tier_b_mid", "product_tier_label": "中端医疗", "is_target_band_fit": false, "fit_note": "位于非主战场价格带，更适合作为结构观察样本，不宜直接当作主攻目标", "buyer_access_type": "commercial", "buyer_access_label": "市场化", "is_restricted_buyer_access": false, "opportunity_type": "low_penetration_growth", "priority_reason": "低渗透，但产品带适配性待确认，先作为观察样本" }, { "name": "FRESENIUS KABI CHILE LTDA", "fob": 979822.3800000006, "china_pct": 5.694584155140442, "primary_hs_code": "90183110", "supplier_count": 12, "avg_unit_price": 12.178492656972894, "product_tier": "tier_b_mid", "product_tier_label": "中端医疗", "is_target_band_fit": false, "fit_note": "位于非主战场价格带，更适合作为结构观察样本，不宜直接当作主攻目标", "buyer_access_type": "commercial", "buyer_access_label": "市场化", "is_restricted_buyer_access": false, "opportunity_type": "low_penetration_growth", "priority_reason": "低渗透，但产品带适配性待确认，先作为观察样本" }, { "name": "JOHNSON Y JOHNSON DE CHILE SA.", "fob": 224765.1300000001, "china_pct": 0.5543564519994714, "primary_hs_code": "90183190", "supplier_count": 10, "avg_unit_price": 134.49138825697682, "product_tier": "tier_c_specialty", "product_tier_label": "高端特种", "is_target_band_fit": false, "fit_note": "位于非主战场价格带，更适合作为结构观察样本，不宜直接当作主攻目标", "buyer_access_type": "commercial", "buyer_access_label": "市场化", "is_restricted_buyer_access": false, "opportunity_type": "low_penetration_growth", "priority_reason": "低渗透，但产品带适配性待确认，先作为观察样本" }, { "name": "IMPORT.Y SERV.DIPROSER LTDA", "fob": 220226.74, "china_pct": 2.417962505370601, "primary_hs_code": "90183120", "supplier_count": 2, "avg_unit_price": 99.00830250583131, "product_tier": "tier_c_specialty", "product_tier_label": "高端特种", "is_target_band_fit": false, "fit_note": "位于非主战场价格带，更适合作为结构观察样本，不宜直接当作主攻目标", "buyer_access_type": "commercial", "buyer_access_label": "市场化", "is_restricted_buyer_access": false, "opportunity_type": "low_penetration_growth", "priority_reason": "低渗透，但产品带适配性待确认，先作为观察样本" }, { "name": "COMERCIAL KENDALL CHILE LTDA.", "fob": 209237.43000000002, "china_pct": 0.04731467022893561, "primary_hs_code": "90183110", "supplier_count": 10, "avg_unit_price": 35.50981219566497, "product_tier": "tier_c_specialty", "product_tier_label": "高端特种", "is_target_band_fit": false, "fit_note": "位于非主战场价格带，更适合作为结构观察样本，不宜直接当作主攻目标", "buyer_access_type": "commercial", "buyer_access_label": "市场化", "is_restricted_buyer_access": false, "opportunity_type": "low_penetration_growth", "priority_reason": "低渗透，但产品带适配性待确认，先作为观察样本" } ], "supplier_customer_reverse_map": { "source": "top_supplier_only", "coverage_note": "仅基于每个进口商的头号供应商关系反向索引，不代表全量 supplier-customer network。", "summary": { "mapped_supplier_count": 1, "mapped_importer_count": 343, "unmapped_importer_count": 0, "china_supplier_count": 0, "target_band_id": "tier_a_mass" }, "rows": [ { "supplier_name": "未提供供应商名称", "supplier_country": null, "supplier_fob": 0, "supplier_market_share": 0, "supplier_customer_count": 0, "mapped_customer_count": 343, "open_customer_count": 101, "target_band_customer_count": 50, "top_customers": [ { "importer_id": "6b9416b9-c0e4-410c-89e4-e260e71a38b7", "importer_name": "BECTON DICKINSON DE CHILE", "importer_fob": 20737492.039999988, "importer_tier": "closed", "importer_china_pct": 0, "importer_product_tier": "tier_b_mid", "importer_avg_unit_price": 3.461046515538138, "top_supplier_pct": 54.84759332546562, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0, "lead_bucket": "low", "lead_rank": 102 }, { "importer_id": "d5b4d264-6bdb-4b7c-a603-c6834b2c3413", "importer_name": "NIPRO MEDICAL CORP AG EN CHILE", "importer_fob": 17531971.34999997, "importer_tier": "high", "importer_china_pct": 86.71103543641148, "importer_product_tier": "tier_a_mass", "importer_avg_unit_price": 0.20793344928280158, "top_supplier_pct": 86.71103543641148, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.3332861359558983, "lead_bucket": "low", "lead_rank": 17 }, { "importer_id": "1f9ecfe9-4272-4ec2-8eac-5fea480901aa", "importer_name": "COMERCIALIZADORA KOL LTDA", "importer_fob": 7898563.630000002, "importer_tier": "low", "importer_china_pct": 8.978504234699693, "importer_product_tier": "tier_c_specialty", "importer_avg_unit_price": 68.02452810307511, "top_supplier_pct": 61.0410655133255, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.37114008905772766, "lead_bucket": "low", "lead_rank": 12 }, { "importer_id": "447259a0-9f5a-4bcb-a72d-6b581616167d", "importer_name": "CEGAMED CHILE S.A.", "importer_fob": 2808976.7700000005, "importer_tier": "high", "importer_china_pct": 99.49326530030366, "importer_product_tier": "tier_b_mid", "importer_avg_unit_price": 1.2167967989137258, "top_supplier_pct": 99.49326530030366, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.2025307305471341, "lead_bucket": "low", "lead_rank": 46 }, { "importer_id": "df2bc358-a9bc-4f7c-9f3e-96a9f882cbf3", "importer_name": "MEDICALTEK CHILE S.A.", "importer_fob": 2145448.4099999997, "importer_tier": "high", "importer_china_pct": 99.55122481831198, "importer_product_tier": "tier_b_mid", "importer_avg_unit_price": 0.9575456154940623, "top_supplier_pct": 99.55122481831198, "buyer_access_type": "commercial", "buyer_access_label": "市场化", "buyer_access_signal": null, "buyer_access_score": 1, "buyer_access_confidence": 0.4, "is_restricted_buyer_access": false, "lead_score_v1": 0.07334852364652761, "lead_bucket": "low", "lead_rank": 89 } ], "supplier_rank": 1 } ], "china_rows": [] } }, "traceability_evidence": { "source_counts": { "raw_records": 9021, "annual_rows": 6, "monthly_rows": 67, "origin_rows": 225, "importer_rows": 20, "supplier_rows": 0, "importer_total_entities": 343, "supplier_total_entities": 0, "port_rows": 8, "transport_rows": 4, "payment_rows": 6, "hs_rows": 3 }, "checksum_summary": { "total_fob": 73099174.91999999, "total_quantity": 1249711696.17, "latest_year_yoy": 0.2657559714223283, "annual_fob_sum": 73099174.91999999, "product_tier_fob_sum": 70521837.55999996, "china_pct": 0.40203359274797146, "latest_year": "2015", "latest_year_months": 7, "latest_year_complete": false, "annualized_fob": 17472925.748571426, "closed_tier_fob": 28723651.93999998, "contestable_tam_fob": 44375522.980000004, "contestable_market_fob": 44375522.980000004, "target_band_new_customer_fob": 20969.22, "target_band_retention_fob": 21305468.829999976, "observe_only_fob": 20471747.569999985, "not_investable_fob": 28723651.93999998, "routing_coverage_delta": 2577337.360000044, "growth_gap_pct": -0.0907830827779943, "tier_a_fob": 21678426.619999968, "tier_b_fob": 33575840.769999996, "tier_c_fob": 15267570.169999998, "tier_thresholds": [ 0.6860150532519558, 22.078955652821737 ], "china_supplier_cr5": 0, "china_supplier_hhi": 0, "lead_score_min": 0, "lead_score_max": 0.4915853038240945, "graph_supplier_count": 0, "graph_customer_node_count": 0, "graph_target_band_customer_count": 0, "first_year_quantity": 164874212.03, "latest_year_quantity": 334570683.6857143, "first_year_avg_unit_price": 0.05644540104492895, "latest_year_avg_unit_price": 0.05222491569220982, "normalization_importer_merged_count": 71, "normalization_importer_pending_count": 188, "normalization_supplier_merged_count": 0, "normalization_supplier_pending_count": 0 }, "key_calculations": [ "年复合增长率口径 = 剔除不完整年度", "同比口径 = 年化", "中国份额 = 中国来源 FOB / 全市场 FOB", "可争夺空间 = 全市场 FOB - 封闭型买家 FOB", "中国与非中国增速差 = 非中国来源年复合增速 - 中国来源年复合增速（展示时四舍五入）", "最新年度同比 = 最新年度 FOB 与上一年度 FOB 对比", "前 5 / 前 10 家合计份额、市场集中度指数 = 基于全量进口商份额计算", "中国供应商前 5 家合计份额、集中度指数 = 只在中国供应商子集内计算", "进口商 × 海关编码拆分 = 按 canonical importer × hs_code 聚合原始记录", "国家中文名 = 合同层的标准化映射结果", "产品带方法 = 对数价格聚类", "客户开发优先分权重 = {\"fob\":0.2,\"china_gap\":0.25,\"trend\":0.15,\"price_fit\":0.2,\"recency\":0.1,\"diversity\":0.1}", "分层惩罚 = {\"closed\":0,\"low\":1,\"mid\":0.9,\"high\":0.7}", "异常值规则 = |同比增速| >= 40%", "买家可达性启发规则 = 机构 / 政府 / 商业关键词路由", "供应商反向图谱 = 仅基于进口商头号供应商构建", "图谱统计卡 = 中国供应商节点数 / 代表客户节点数 / 主战场关联客户数", "优先级矩阵 = 进口商分层 × 增长方向", "供应商前 5 / 前 10 家合计份额 = 基于全量供应商份额计算", "季节性降级原因 = 最新年度仅覆盖 7 个月" ], "section_inputs": { "summary": [ "summary.total_fob", "summary.cagr", "summary.china_pct", "summary.importer_count", "summary.supplier_count", "summary.latest_year_yoy" ], "trend": [ "annual", "monthly", "unit_price", "seasonality", "data_completeness" ], "product_tiers": [ "product_tiers.rows", "product_tiers.target_competition_band", "market_fit.closed_tier_fob", "market_fit.contestable_tam_fob", "market_fit.target_band_new_customer_fob", "market_fit.target_band_retention_fob", "market_fit.observe_only_fob", "market_fit.not_investable_fob", "importer_hs_breakdown.target_band_summary", "target_band_opportunity_pool" ], "buyers": [ "importers.top20", "importers.concentration", "importers.tier_analysis", "importers.growth_analysis", "importers.priority_matrix", "importer_hs_breakdown.rows", "lead_scoring.top_targets", "lead_scoring.new_customer_targets", "lead_scoring.retention_targets", "lead_scoring.config" ], "origins": [ "origin_countries.totals", "origin_countries.by_year", "origin_countries.china_share_trend", "market_fit.china_fob_cagr", "market_fit.non_china_fob_cagr", "market_fit.growth_gap_pct" ], "suppliers": [ "suppliers.top20", "suppliers.concentration", "suppliers.china_summary", "china_competition", "supplier_customer_reverse_map.china_rows" ], "opportunities": [ "opportunities", "opportunity_summary", "methodology", "limitations" ], "v2_strategy": [ "battle_map_summary", "strategic_importer_cards", "pricing_replacement_summary", "supplier_strategy_groups", "relationship_insights" ] }, "artifacts": { "html": "reports/chl-901831/market-overview.preview.html", "ai": "reports/chl-901831/market-overview-ai.json", "input_snapshot": "reports/chl-901831/market-overview-input-snapshot.json", "metrics_snapshot": "reports/chl-901831/market-overview-metrics-snapshot.json", "audit_snapshot": "reports/chl-901831/market-overview-audit-snapshot.json" } }, "reviewer_checklist": [ "确认 scale_reconciliation.total_fob_usd 与 annual_fob_sum / origin_fob_sum 一致。", "确认 china_evidence.china_share_pct_from_origin 与正文中国份额一致。", "确认 importer_structure_evidence.top20 和 supplier_structure_evidence.top20 与正文排名一致。", "确认 trend_evidence.annual_trajectory 与年度趋势图一致。", "确认 pricing_and_product_evidence.product_tiers 与主战场价格带判断一致。", "确认 footer manifest / input / metrics / audit links 均可打开。" ], "published_at": "2026-04-16T14:14:31.068Z", "source_preview_audit_snapshot": "reports/chl-901831/market-overview.preview-audit-snapshot.json" }