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10000, "competitive_index": 3.64, "competitive_signal": "高度绑定型供应商", "entity_ids": [ "8b21357f-5973-4dc5-99db-53242c0f6a43" ], "aliases": [ "STEVANATO GROUP S.P.A." ], "variant_count": 1 } ], "total_share": 0.11684665212395576, "total_fob": 794666.7699999999, "label": "STEVANATO", "affiliated_to_importer": false, "member_count": 1 }, { "id": "group-4", "tokens": [ "BECTON", "DICKINSON" ], "primary_name": "BECTON DICKINSON INDUSTRIAS CIRURGICAS LTDA", "members": [ { "entity_id": "a0214de7-eec7-423d-bbed-9c19b5155034", "name": "BECTON DICKINSON INDUSTRIAS CIRURGICAS LTDA", "fob": 757319.71, "pct": 0.11135519445589133, "qty": 3291300, "shipment_count": 29, "avg_unit_price": 0.23009744174034574, "is_china": false, "first_year": "2021", "supplier_first_active_year": 2021, "supplier_latest_active_year": 2025, "supplier_active_years": 4, "supplier_first_year_share": 0.38930008662040066, "supplier_latest_year_share": 0.1630988973269618, "supplier_last_active_year_share": 0.1630988973269618, "supplier_peak_year_share": 0.5463310691856906, "supplier_delta": -0.22620118929343885, "supplier_status": "declining", "supplier_share_by_year": { "2021": 0.38930008662040066, "2022": 0.5463310691856906, "2023": 0.06393108604455833, "2024": 0, "2025": 0.1630988973269618 }, "canonical_name": "BECTON DICKINSON INDUSTRIAS CIRURGICAS LTDA", "country": "US", "supplier_rank": 6, "supplier_market_share": 0.0356124891972338, "supplier_total_fob": 1976365.7400000002, "supplier_importer_count": 5, "customer_hhi": 3259.0748136865923, "competitive_index": 6.16, "competitive_signal": "长尾补充型供应商", "entity_ids": [ "a0214de7-eec7-423d-bbed-9c19b5155034" ], "aliases": [ "BECTON DICKINSON INDUSTRIAS CIRURGICAS LTDA" ], "variant_count": 1 } ], "total_share": 0.11135519445589133, "total_fob": 757319.71, "label": "BECTON DICKINSON", "affiliated_to_importer": false, "member_count": 1 }, { "id": "group-5", "tokens": [ "PLASTICAS" ], "primary_name": "INDUSTRIAS PLASTICAS G.R. LTDA.", "members": [ { "entity_id": "3a451904-be93-4f22-9bee-e2af97653936", "name": "INDUSTRIAS PLASTICAS G.R. LTDA.", "fob": 565973.0599999999, "pct": 0.0832198598833455, "qty": 2570300, "shipment_count": 95, "avg_unit_price": 0.22019727658250007, "is_china": false, "first_year": "2021", "supplier_first_active_year": 2021, "supplier_latest_active_year": 2025, "supplier_active_years": 5, "supplier_first_year_share": 0.517790049952239, "supplier_latest_year_share": 0.12772520154028305, "supplier_last_active_year_share": 0.12772520154028305, "supplier_peak_year_share": 0.517790049952239, "supplier_delta": -0.39006484841195593, "supplier_status": "declining", "supplier_share_by_year": { "2021": 0.517790049952239, "2022": 0.20448070211096023, "2023": 0.03181302700196323, "2024": 0.038844336298898496, "2025": 0.12772520154028305 }, "canonical_name": "INDUSTRIAS PLASTICAS G.R. LTDA.", "country": "CO", "supplier_rank": 13, "supplier_market_share": 0.021737318547517006, "supplier_total_fob": 1206343.4099999997, "supplier_importer_count": 8, "customer_hhi": 3459.501239275202, "competitive_index": 6, "competitive_signal": "开放市场型供应商", "entity_ids": [ "3a451904-be93-4f22-9bee-e2af97653936" ], "aliases": [ "INDUSTRIAS PLASTICAS G.R. LTDA." ], "variant_count": 1 } ], "total_share": 0.0832198598833455, "total_fob": 565973.0599999999, "label": "PLASTICAS", "affiliated_to_importer": false, "member_count": 1 } ], "dominant_group": { "id": "group-1", "tokens": [ "SCHOTT", "POONAIALLA", "PRIVATE" ], "primary_name": "SCHOTT POONAIALLA PRIVATE LIMITED", "members": [ { "entity_id": "7bf98c0c-19b7-4b29-bdde-60b3549e1e6b", "name": "SCHOTT POONAIALLA PRIVATE LIMITED", "fob": 3405085.3600000003, "pct": 0.5006788248013626, "qty": 533580, "shipment_count": 21, "avg_unit_price": 6.381583567599986, "is_china": false, "first_year": "2023", "supplier_first_active_year": 2023, "supplier_latest_active_year": 2025, "supplier_active_years": 3, "supplier_first_year_share": 0.8294826150181854, "supplier_latest_year_share": 0.3190901926973537, "supplier_last_active_year_share": 0.3190901926973537, "supplier_peak_year_share": 0.8294826150181854, "supplier_delta": -0.5103924223208317, "supplier_status": "declining", "supplier_share_by_year": { "2021": 0, "2022": 0, "2023": 0.8294826150181854, "2024": 0.3347887676777352, "2025": 0.3190901926973537 }, "canonical_name": "SCHOTT POONAIALLA PRIVATE LIMITED", "country": "DE", "supplier_rank": 4, "supplier_market_share": 0.06135934639135119, "supplier_total_fob": 3405224.2, "supplier_importer_count": 2, "customer_hhi": 9999.184580333209, "competitive_index": 3.32, "competitive_signal": "高度绑定型供应商", "entity_ids": [ "7bf98c0c-19b7-4b29-bdde-60b3549e1e6b" ], "aliases": [ "SCHOTT POONAIALLA PRIVATE LIMITED" ], "variant_count": 1 } ], "total_share": 0.5006788248013626, "total_fob": 3405085.3600000003, "label": "SCHOTT POONAIALLA", "affiliated_to_importer": false, "member_count": 1 }, "affiliated_share": 0, "external_group_count": 5, "total_group_count": 5, "summary_text": "表面上有 5 家 supplier 参与该账户，但按集团归集后可视为 5 个供应集团。 真正独立的外部供应集团约 5 个，占 94.2%。 其中 SCHOTT POONAIALLA 占比最高，约 50.1%。", "uncertain_group_pairs": [], "uncertain_group_summary": "", "by_supplier": { "7bf98c0c-19b7-4b29-bdde-60b3549e1e6b": { "group_id": "group-1", "group_label": "SCHOTT POONAIALLA", "group_share": 0.5006788248013626, "group_member_count": 1, "affiliated_to_importer": false }, "cb338c23-3073-430a-bca2-242ec9d650b3": { "group_id": "group-2", "group_label": "NUOVA OMPI", "group_share": 0.12986522212423882, "group_member_count": 1, "affiliated_to_importer": false }, "8b21357f-5973-4dc5-99db-53242c0f6a43": { "group_id": "group-3", "group_label": "STEVANATO", "group_share": 0.11684665212395576, "group_member_count": 1, "affiliated_to_importer": false }, "a0214de7-eec7-423d-bbed-9c19b5155034": { "group_id": "group-4", "group_label": "BECTON DICKINSON", "group_share": 0.11135519445589133, "group_member_count": 1, "affiliated_to_importer": false }, "3a451904-be93-4f22-9bee-e2af97653936": { "group_id": "group-5", "group_label": "PLASTICAS", "group_share": 0.0832198598833455, "group_member_count": 1, "affiliated_to_importer": false } } }, "supplier_structure_metrics": { "exited_supplier_count": 1, "exited_supplier_share_total": 0.12986522212423882, "exited_supplier_fob_total": 883205.25, "new_supplier_count": 0, "supplier_price_gap_ratio": 2445.139365602434, "top_supplier_metrics": { "supplier_name": "SCHOTT POONAIALLA PRIVATE LIMITED", "supplier_entity_id": "7bf98c0c-19b7-4b29-bdde-60b3549e1e6b", "total_share": 0.5006788248013626, "supplier_affiliation": "独立供应方", "share_role": "主导型", "frequency_role": "常规采购", "trend_role": "份额回落中", "price_role": "高价带", "sample_share": 0.5006788248013626, "account_shipment_count": 21, "account_annualized_shipments": 7, "account_avg_gap_days": 36.75, "account_rhythm_label": "项目/随机采购", "first_year": 2021, "latest_year": 2025, "first_year_share": 0, "latest_year_share": 0.3190901926973537, "importer_latest_year_share": 0.3190901926973537, "peak_share": 0.8294826150181854, "peak_share_year": 2023, "share_delta_first_to_latest": 0.3190901926973537, "share_delta_active_to_latest": -0.5103924223208317, "share_delta_peak_to_latest": -0.5103924223208317, "first_active_year": 2023, "last_active_year": 2025, "first_active_share": 0.8294826150181854, "last_active_share": 0.3190901926973537, "last_active_year_share": 0.3190901926973537, "active_year_count": 3, "exited_in_latest_year": false, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2023, "to_year": 2025, "from_share": 0.8294826150181854, "to_share": 0.3190901926973537, "delta": -0.5103924223208317 }, "group_label": "SCHOTT POONAIALLA", "group_share": 0.5006788248013626, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "主导型 · 份额回落中 · 高价带", "competitive_signal": "这个外部主供的盘子在往下掉，说明客户大概率在重新分这块采购。 2023年 83% → 2025年 32%（-51pp）。", "attack_focus": "重点看它丢掉的是哪些规格、价格带，还是交付环节出了问题。", "entry_angle": "先盯它正在松动的次核心 SKU 或补充需求，不要一上来谈全面替代。", "entry_difficulty": "中高", "difficulty_reason": "供货 3 年 · 累计份额 50% · 末年份额在回落", "share_window_fob_estimate": 694229.3857900226 }, "china_top1_latest_share": 0, "entry_window_verdict": "standard_entry", "top_supplier_pct": 0.5006788248013626, "supplier_count": 13, "top_supplier_sample_count": 5, "external_group_count": 5, "affiliated_share": 0 }, "scenario_assessment": { "penetration_tier": { "key": "zero", "label": "零渗透" }, "lead_supplier_motion": { "key": "declining", "raw_key": "declining", "label": "主供回落", "override_applied": false, "reference": { "from_year": 2023, "to_year": 2025, "from_share": 0.8294826150181854, "to_share": 0.3190901926973537, "delta": -0.5103924223208317 } }, "demand_pattern": { "key": "pulse_reverted", "label": "脉冲后回归" }, "barrier_tier": { "key": "concentrated", "label": "中度集中" }, "scenario_key": "zero_penetration_education", "scenario_label": "零渗透 · 教育型（大客户）", "opportunity_type": "新渗透型", "action_level": "先研究", "entry_position": "打教育切口 / 监管外窗口", "advantage_focus": "壁垒研究 + 教育策略", "resource_boundary": "这类零渗透大客户值得先做壁垒研究，但别只靠低价开口，要先证明中国来源可被接受。", "matrix_mode": "zero_education", "size_tier": "Tier A", "output_depth": "full", "size_variant": "large", "compact_template": null, "trigger_metrics": { "china_penetration": 0, "annualized_fob": 1360187.4860000003, "active_years": 5, "shipment_count": 175, "insufficient_data_shipment_threshold": 3, "hhi": 3022.479642287566, "top_supplier_pct": 0.5006788248013626, "top1_first_year_share": 0, "top1_first_active_year": 2023, "top1_first_active_share": 0.8294826150181854, "top1_latest_year_share": 0.3190901926973537, "top1_peak_share": 0.8294826150181854, "top1_peak_share_year": 2023, "top1_share_delta_first_to_latest": 0.3190901926973537, "top1_share_delta_active_to_latest": -0.5103924223208317, "top1_share_delta_peak_to_latest": -0.5103924223208317, "latest_vs_peak_ratio": 0.37578236922971897, "latest_vs_first_growth": 2.686396454383916, "cagr_fob": 0.3856403128742525, "exited_supplier_count": 1, "exited_supplier_share_total": 0.12986522212423882, "new_supplier_count": 0, "supplier_price_gap_ratio": 2445.139365602434, "peak_year": 2023, "peak_fob": 2865272.7700000005, "latest_year_fob": 1076718.9899999998 }, "trigger_summary": [ "零渗透（中国采购 0%）", "主供回落 · 2023年 83% → 2025年 32%（-51pp）", "脉冲后回归 · 末年/峰值 38%", "中度集中（HHI 3,022 · Top1 50%）" ] }, "supplier_analysis": { "7bf98c0c-19b7-4b29-bdde-60b3549e1e6b": { "supplier_affiliation": "独立供应方", "share_role": "主导型", "frequency_role": "常规采购", "trend_role": "份额回落中", "price_role": "高价带", "sample_share": 0.5006788248013626, "account_shipment_count": 21, "account_annualized_shipments": 7, "account_avg_gap_days": 36.75, "account_rhythm_label": "项目/随机采购", "first_year": 2021, "latest_year": 2025, "first_year_share": 0, "latest_year_share": 0.3190901926973537, "importer_latest_year_share": 0.3190901926973537, "peak_share": 0.8294826150181854, "peak_share_year": 2023, "share_delta_first_to_latest": 0.3190901926973537, "share_delta_active_to_latest": -0.5103924223208317, "share_delta_peak_to_latest": -0.5103924223208317, "first_active_year": 2023, "last_active_year": 2025, "first_active_share": 0.8294826150181854, "last_active_share": 0.3190901926973537, "last_active_year_share": 0.3190901926973537, "active_year_count": 3, "exited_in_latest_year": false, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2023, "to_year": 2025, "from_share": 0.8294826150181854, "to_share": 0.3190901926973537, "delta": -0.5103924223208317 }, "group_label": "SCHOTT POONAIALLA", "group_share": 0.5006788248013626, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "主导型 · 份额回落中 · 高价带", "competitive_signal": "这个外部主供的盘子在往下掉，说明客户大概率在重新分这块采购。 2023年 83% → 2025年 32%（-51pp）。", "attack_focus": "重点看它丢掉的是哪些规格、价格带，还是交付环节出了问题。", "entry_angle": "先盯它正在松动的次核心 SKU 或补充需求，不要一上来谈全面替代。", "entry_difficulty": "中高", "difficulty_reason": "供货 3 年 · 累计份额 50% · 末年份额在回落" }, "cb338c23-3073-430a-bca2-242ec9d650b3": { "supplier_affiliation": "独立供应方", "share_role": "核心跟随型", "frequency_role": "低频采购", "trend_role": "已停止采购", "price_role": "高价带", "sample_share": 0.12986522212423882, "account_shipment_count": 10, "account_annualized_shipments": 2.5, "account_avg_gap_days": 125.44, "account_rhythm_label": "项目/随机采购", "first_year": 2021, "latest_year": 2025, "first_year_share": 0.0929098634273604, "latest_year_share": 0, "importer_latest_year_share": 0, "peak_share": 0.3856648673999097, "peak_share_year": 2024, "share_delta_first_to_latest": -0.0929098634273604, "share_delta_active_to_latest": -0.0929098634273604, "share_delta_peak_to_latest": -0.3856648673999097, "first_active_year": 2021, "last_active_year": 2024, "first_active_share": 0.0929098634273604, "last_active_share": 0.3856648673999097, "last_active_year_share": 0.3856648673999097, "active_year_count": 4, "exited_in_latest_year": true, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2024, "to_year": 2025, "from_share": 0.3856648673999097, "to_share": 0, "delta": -0.3856648673999097 }, "group_label": "NUOVA OMPI", "group_share": 0.12986522212423882, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "核心跟随型 · 已停止采购 · 高价带", "competitive_signal": "这类外部二供最有参考价值，用它来判断客户到底接不接受体系外供应。 2024年 39% → 2025年 0%（-39pp）；2024 年后没有再出现。", "attack_focus": "重点确认它拿到的是备份份额、补充规格，还是阶段性试单。", "entry_angle": "如果这种二供都能进去，就说明账户大概率还有外部窗口。", "entry_difficulty": "中", "difficulty_reason": "供货 4 年 · 累计份额 13% · 已退出当前样本" }, "8b21357f-5973-4dc5-99db-53242c0f6a43": { "supplier_affiliation": "独立供应方", "share_role": "核心跟随型", "frequency_role": "低频采购", "trend_role": "份额扩张中", "price_role": "高价带", "sample_share": 0.11684665212395576, "account_shipment_count": 7, "account_annualized_shipments": 3.5, "account_avg_gap_days": 27.5, "account_rhythm_label": "项目/随机采购", "first_year": 2021, "latest_year": 2025, "first_year_share": 0, "latest_year_share": 0.3900857084354015, "importer_latest_year_share": 0.3900857084354015, "peak_share": 0.3900857084354015, "peak_share_year": 2025, "share_delta_first_to_latest": 0.3900857084354015, "share_delta_active_to_latest": 0.20692837427351737, "share_delta_peak_to_latest": 0, "first_active_year": 2024, "last_active_year": 2025, "first_active_share": 0.18315733416188415, "last_active_share": 0.3900857084354015, "last_active_year_share": 0.3900857084354015, "active_year_count": 2, "exited_in_latest_year": false, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2024, "to_year": 2025, "from_share": 0.18315733416188415, "to_share": 0.3900857084354015, "delta": 0.20692837427351737 }, "group_label": "STEVANATO", "group_share": 0.11684665212395576, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "核心跟随型 · 份额扩张中 · 高价带", "competitive_signal": "这类外部二供最有参考价值，用它来判断客户到底接不接受体系外供应。 2024年 18% → 2025年 39%（+21pp）。", "attack_focus": "重点确认它拿到的是备份份额、补充规格，还是阶段性试单。", "entry_angle": "如果这种二供都能进去，就说明账户大概率还有外部窗口。", "entry_difficulty": "中", "difficulty_reason": "供货 2 年 · 累计份额 12% · 末年份额还在扩张" }, "a0214de7-eec7-423d-bbed-9c19b5155034": { "supplier_affiliation": "独立供应方", "share_role": "核心跟随型", "frequency_role": "高频采购", "trend_role": "份额回落中", "price_role": "中价带", "sample_share": 0.11135519445589133, "account_shipment_count": 29, "account_annualized_shipments": 7.25, "account_avg_gap_days": 55.39, "account_rhythm_label": "项目/随机采购", "first_year": 2021, "latest_year": 2025, "first_year_share": 0.38930008662040066, "latest_year_share": 0.1630988973269618, "importer_latest_year_share": 0.1630988973269618, "peak_share": 0.5463310691856906, "peak_share_year": 2022, "share_delta_first_to_latest": -0.22620118929343885, "share_delta_active_to_latest": -0.22620118929343885, "share_delta_peak_to_latest": -0.3832321718587288, "first_active_year": 2021, "last_active_year": 2025, "first_active_share": 0.38930008662040066, "last_active_share": 0.1630988973269618, "last_active_year_share": 0.1630988973269618, "active_year_count": 4, "exited_in_latest_year": false, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2022, "to_year": 2025, "from_share": 0.5463310691856906, "to_share": 0.1630988973269618, "delta": -0.3832321718587288 }, "group_label": "BECTON DICKINSON", "group_share": 0.11135519445589133, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "核心跟随型 · 份额回落中", "competitive_signal": "这类外部二供最有参考价值，用它来判断客户到底接不接受体系外供应。 2022年 55% → 2025年 16%（-38pp）。", "attack_focus": "重点确认它拿到的是备份份额、补充规格，还是阶段性试单。", "entry_angle": "如果这种二供都能进去，就说明账户大概率还有外部窗口。", "entry_difficulty": "中", "difficulty_reason": "供货 4 年 · 累计份额 11% · 末年份额在回落" }, "3a451904-be93-4f22-9bee-e2af97653936": { "supplier_affiliation": "独立供应方", "share_role": "补充型", "frequency_role": "高频采购", "trend_role": "份额回落中", "price_role": "中价带", "sample_share": 0.0832198598833455, "account_shipment_count": 95, "account_annualized_shipments": 19, "account_avg_gap_days": 19.05, "account_rhythm_label": "项目/随机采购", "first_year": 2021, "latest_year": 2025, "first_year_share": 0.517790049952239, "latest_year_share": 0.12772520154028305, "importer_latest_year_share": 0.12772520154028305, "peak_share": 0.517790049952239, "peak_share_year": 2021, "share_delta_first_to_latest": -0.39006484841195593, "share_delta_active_to_latest": -0.39006484841195593, "share_delta_peak_to_latest": -0.39006484841195593, "first_active_year": 2021, "last_active_year": 2025, "first_active_share": 0.517790049952239, "last_active_share": 0.12772520154028305, "last_active_year_share": 0.12772520154028305, "active_year_count": 5, "exited_in_latest_year": false, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2021, "to_year": 2025, "from_share": 0.517790049952239, "to_share": 0.12772520154028305, "delta": -0.39006484841195593 }, "group_label": "PLASTICAS", "group_share": 0.0832198598833455, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "补充型 · 份额回落中", "competitive_signal": "尾部或试单关系更像窗口信号，重点不是量，而是看门有没有开。 2021年 52% → 2025年 13%（-39pp）。", "attack_focus": "重点看这种小单对应的是特殊规格、临时补货，还是验证单。", "entry_angle": "先把它当成窗口信号，不要把这种小额关系误判成能立刻大规模替代。", "entry_difficulty": "中低", "difficulty_reason": "供货 5 年 · 累计份额 8% · 末年份额在回落" } }, "decision_summary": null }, "time_context": { "first_year": 2021, "prev_year": 2024, "last_year": 2025, "gap_years": 1, "freshness": "fresh", "trend_prefix": "最近一年（2024→2025）", "warning_text": "" }, "price_analysis": { "sample_count": 175, "band_count": 3, "range_multiple": 862793.1818181816, "summary_text": "存在 3 个明显价格带：低价带 $0.00–$0.22（FOB 占比 6%）；中价带 $0.22–$0.45（FOB 占比 6%）；高价带 $0.45–$1437.99（FOB 占比 88%）。", "bands": [ { "label": "低价带", "trade_count": 59, "fob_total_usd": 430290.27999999997, "fob_share": 0.06326926022020468, "min_unit_price": 0.0016666666666666668, "max_unit_price": 0.217, "avg_unit_price": 0.1336417281414985, "median_unit_price": 0.141 }, { "label": "中价带", "trade_count": 58, "fob_total_usd": 407243.39, "fob_share": 0.05988047885922105, "min_unit_price": 0.219275, "max_unit_price": 0.453, "avg_unit_price": 0.3182666364750424, "median_unit_price": 0.28 }, { "label": "高价带", "trade_count": 58, "fob_total_usd": 5963403.759999999, "fob_share": 0.8768502609205744, "min_unit_price": 0.45427624547354317, "max_unit_price": 1437.9886363636363, "avg_unit_price": 301.67603344175944, "median_unit_price": 1.07 } ] }, "capability_summary": { "full": [ "total_fob", "market_share", "priority_score", "annual_trend", "cagr", "latest_vs_peak", "supplier_structure", "top_supplier_trajectory", "china_penetration", "scenario", "procurement_rhythm", "port_distribution", "market_benchmark" ], "degraded": [ "price_analysis", "group_structure" ], "skipped": [ "payment_distribution" ] } }