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"ce3a662e-2864-4b86-ae76-2c1ac81dd30b" ], "aliases": [ "THE CORPORATE MANAGEMENT COMPANY, INC." ], "variant_count": 1 } ], "total_share": 0.07657100374072681, "total_fob": 71386.95, "label": "CORPORATE MANAGEMENT", "affiliated_to_importer": false, "member_count": 1 }, { "id": "group-4", "tokens": [ "NOVO", "NORDISK", "OPERATION" ], "primary_name": "NOVO NORDISK PHARMA OPERATION, A/S.", "members": [ { "entity_id": "331e2d6d-4d82-4471-b63c-cfa2d822862b", "name": "NOVO NORDISK PHARMA OPERATION, A/S.", "fob": 32855.65, "pct": 0.03524159666513293, "qty": 2064, "shipment_count": 14, "avg_unit_price": 15.91843507751938, "is_china": false, "supplier_first_active_year": 2021, "supplier_latest_active_year": 2023, "supplier_active_years": 3, "supplier_first_year_share": 0.0396887259760175, "supplier_latest_year_share": 0, "supplier_last_active_year_share": 0.0276697456542932, "supplier_peak_year_share": 0.0919229344397358, "supplier_delta": -0.0396887259760175, "supplier_status": "exited", "supplier_share_by_year": { "2021": 0.0396887259760175, "2022": 0.0919229344397358, "2023": 0.0276697456542932, "2024": 0, "2025": 0 }, "canonical_name": "NOVO NORDISK PHARMA OPERATION, A/S.", "country": null, "supplier_rank": 80, "supplier_market_share": 0.0012698681208583253, "supplier_total_fob": 32855.65, "supplier_importer_count": 1, "customer_hhi": 10000, "competitive_index": 4.37, "competitive_signal": "高度绑定型供应商", "entity_ids": [ "331e2d6d-4d82-4471-b63c-cfa2d822862b" ], "aliases": [ "NOVO NORDISK PHARMA OPERATION, A/S." ], "variant_count": 1 } ], "total_share": 0.03524159666513293, "total_fob": 32855.65, "label": "NOVO NORDISK", "affiliated_to_importer": false, "member_count": 1 } ], "dominant_group": { "id": "group-1", "tokens": [ "BAYER", "CARE" ], "primary_name": "BAYER MEDICAL CARE B .V", "members": [ { "entity_id": "bc65d54f-8d53-466d-93d7-3d40bdbf0b60", "name": "BAYER MEDICAL CARE B .V", "fob": 652592.4, "pct": 0.6999830515461144, "qty": 33019, "shipment_count": 31, "avg_unit_price": 19.76414791483691, "is_china": false, "supplier_first_active_year": 2021, "supplier_latest_active_year": 2025, "supplier_active_years": 5, "supplier_first_year_share": 0.42080322377234985, "supplier_latest_year_share": 0.6986004210906422, "supplier_last_active_year_share": 0.6986004210906422, "supplier_peak_year_share": 0.8652925654180432, "supplier_delta": 0.2777971973182924, "supplier_status": "expanding", "supplier_share_by_year": { "2021": 0.42080322377234985, "2022": 0.7188138621615751, "2023": 0.8652925654180432, "2024": 0.8208130621467961, "2025": 0.6986004210906422 }, "canonical_name": "BAYER MEDICAL CARE B .V", "country": null, "supplier_rank": 6, "supplier_market_share": 0.025222641605764137, "supplier_total_fob": 652592.4, "supplier_importer_count": 1, "customer_hhi": 10000, "competitive_index": 5.37, "competitive_signal": "高度绑定型供应商", "entity_ids": [ "bc65d54f-8d53-466d-93d7-3d40bdbf0b60" ], "aliases": [ "BAYER MEDICAL CARE B .V" ], "variant_count": 1 }, { "entity_id": "a2e96ccb-4a45-41d8-9b31-60d83c8a46b1", "name": "BAYER HEALTHCARE LLC", "fob": 83475.43000000001, "pct": 0.08953733788582899, "qty": 5960, "shipment_count": 8, "avg_unit_price": 14.005944630872484, "is_china": false, "supplier_first_active_year": 2021, "supplier_latest_active_year": 2025, "supplier_active_years": 5, "supplier_first_year_share": 0.23719296636211734, "supplier_latest_year_share": 0.03127689069803809, "supplier_last_active_year_share": 0.03127689069803809, "supplier_peak_year_share": 0.23719296636211734, "supplier_delta": -0.20591607566407927, "supplier_status": "declining", "supplier_share_by_year": { "2021": 0.23719296636211734, "2022": 0.0949390384720062, "2023": 0.07280521856052143, "2024": 0.0005127245725998156, "2025": 0.03127689069803809 }, "canonical_name": "BAYER HEALTHCARE LLC", "country": null, "supplier_rank": 43, "supplier_market_share": 0.0032263183784810427, "supplier_total_fob": 83475.43000000001, "supplier_importer_count": 1, "customer_hhi": 10000, "competitive_index": 4.71, "competitive_signal": "高度绑定型供应商", "entity_ids": [ "a2e96ccb-4a45-41d8-9b31-60d83c8a46b1" ], "aliases": [ "BAYER HEALTHCARE LLC" ], "variant_count": 1 } ], "total_share": 0.7895203894319434, "total_fob": 736067.8300000001, "label": "BAYER CARE", "affiliated_to_importer": false, "member_count": 2 }, "affiliated_share": 0, "external_group_count": 4, "total_group_count": 4, "summary_text": "表面上有 5 家 supplier 参与该账户，但按集团归集后可视为 4 个供应集团。 真正独立的外部供应集团约 4 个，占 98.4%。 其中 BAYER CARE 占比最高，约 79.0%。", "uncertain_group_pairs": [], "uncertain_group_summary": "", "by_supplier": { "bc65d54f-8d53-466d-93d7-3d40bdbf0b60": { "group_id": "group-1", "group_label": "BAYER CARE", "group_share": 0.7895203894319434, "group_member_count": 2, "affiliated_to_importer": false }, "a2e96ccb-4a45-41d8-9b31-60d83c8a46b1": { "group_id": "group-1", "group_label": "BAYER CARE", "group_share": 0.7895203894319434, "group_member_count": 2, "affiliated_to_importer": false }, "22dd8396-598d-40c9-bf8f-f49b5629e85e": { "group_id": "group-2", "group_label": "PARTS MARKET", "group_share": 0.0828937391793518, "group_member_count": 1, "affiliated_to_importer": false }, "ce3a662e-2864-4b86-ae76-2c1ac81dd30b": { "group_id": "group-3", "group_label": "CORPORATE MANAGEMENT", "group_share": 0.07657100374072681, "group_member_count": 1, "affiliated_to_importer": false }, "331e2d6d-4d82-4471-b63c-cfa2d822862b": { "group_id": "group-4", "group_label": "NOVO NORDISK", "group_share": 0.03524159666513293, "group_member_count": 1, "affiliated_to_importer": false } } }, "supplier_structure_metrics": { "exited_supplier_count": 1, "exited_supplier_share_total": 0.03524159666513293, "exited_supplier_fob_total": 32855.65, "new_supplier_count": 0, "supplier_price_gap_ratio": 3.510931888699268, "top_supplier_metrics": { "supplier_name": "BAYER MEDICAL CARE B .V", "supplier_entity_id": "bc65d54f-8d53-466d-93d7-3d40bdbf0b60", "total_share": 0.6999830515461144, "supplier_affiliation": "独立供应方", "share_role": "主导型", "frequency_role": "高频采购", "trend_role": "份额扩张中", "price_role": "高价带", "sample_share": 0.6999830515461144, "account_shipment_count": 31, "account_annualized_shipments": 6.2, "account_avg_gap_days": 57.73, "account_rhythm_label": "常规补货", "first_year": 2021, "latest_year": 2025, "first_year_share": 0.42080322377234985, "latest_year_share": 0.6986004210906422, "importer_latest_year_share": 0.6986004210906422, "peak_share": 0.8652925654180432, "peak_share_year": 2023, "share_delta_first_to_latest": 0.2777971973182924, "share_delta_active_to_latest": 0.2777971973182924, "share_delta_peak_to_latest": -0.16669214432740098, "first_active_year": 2021, "last_active_year": 2025, "first_active_share": 0.42080322377234985, "last_active_share": 0.6986004210906422, "last_active_year_share": 0.6986004210906422, "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": 0.42080322377234985, "to_share": 0.6986004210906422, "delta": 0.2777971973182924 }, "group_label": "BAYER CARE", "group_share": 0.7895203894319434, "group_member_count": 2, "group_affiliated_to_importer": false, "relationship_summary": "主导型 · 份额扩张中 · 高价带", "competitive_signal": "这个主供还在继续做大，说明关系稳、执行也强。 2021年 42% → 2025年 70%（+28pp）。", "attack_focus": "先找它没覆盖好的品类、价格带，或者交付上的短板，不要正面对打整盘份额。", "entry_angle": "别一上来谈全面替代，先从主供没覆盖好的小切口进去。", "entry_difficulty": "高", "difficulty_reason": "供货 5 年 · 累计份额 70% · 末年份额还在扩张", "share_window_fob_estimate": 0 }, "top_supplier_pct": 0.6999830515461144, "supplier_count": 11, "top_supplier_sample_count": 5, "external_group_count": 4, "affiliated_share": 0 }, "scenario_assessment": { "penetration_tier": { "key": "low", "label": "低渗透" }, "lead_supplier_motion": { "key": "no_dominant", "raw_key": "no_dominant", "label": "无明显主供", "override_applied": false, "reference": { "from_year": 2023, "to_year": 2025, "from_share": 0.8652925654180432, "to_share": 0.6986004210906422, "delta": -0.16669214432740098 } }, "demand_pattern": { "key": "growth", "label": "持续增长" }, "barrier_tier": { "key": "concentrated", "label": "中度集中" }, "scenario_key": "low_penetration_growth", "scenario_label": "低渗透 · 培育型", "opportunity_type": "新渗透型", "action_level": "立刻开发", "entry_position": "打试单 / 二供入口", "advantage_focus": "扩大试单 + 稳定交付", "resource_boundary": "先把小单验证做稳，不要一上来谈全面替代。", "matrix_mode": "low_penetration", "size_tier": "Tier C", "output_depth": "screening", "size_variant": "small", "compact_template": null, "trigger_metrics": { "china_penetration": 0.00020379762282515354, "annualized_fob": 186459.486, "active_years": 5, "shipment_count": 108, "insufficient_data_shipment_threshold": 3, "hhi": 5120.442438647414, "top_supplier_pct": 0.6999830515461144, "top1_first_year_share": 0.42080322377234985, "top1_first_active_year": 2021, "top1_first_active_share": 0.42080322377234985, "top1_latest_year_share": 0.6986004210906422, "top1_peak_share": 0.8652925654180432, "top1_peak_share_year": 2023, "top1_share_delta_first_to_latest": 0.2777971973182924, "top1_share_delta_active_to_latest": 0.2777971973182924, "top1_share_delta_peak_to_latest": -0.16669214432740098, "latest_vs_peak_ratio": 0.9600543142702275, "latest_vs_first_growth": 0.23143382526349932, "cagr_fob": 0.05342293534794407, "exited_supplier_count": 1, "exited_supplier_share_total": 0.03524159666513293, "new_supplier_count": 0, "supplier_price_gap_ratio": 3.510931888699268, "peak_year": 2022, "peak_fob": 227071.08000000002, "latest_year_fob": 218000.56999999998 }, "trigger_summary": [ "低渗透（中国采购 0%）", "主供回落 · 2023年 87% → 2025年 70%（-17pp）", "持续增长 · 末年/峰值 96%", "中度集中（HHI 5,120 · Top1 70%）" ] }, "supplier_analysis": { "bc65d54f-8d53-466d-93d7-3d40bdbf0b60": { "supplier_affiliation": "独立供应方", "share_role": "主导型", "frequency_role": "高频采购", "trend_role": "份额扩张中", "price_role": "高价带", "sample_share": 0.6999830515461144, "account_shipment_count": 31, "account_annualized_shipments": 6.2, "account_avg_gap_days": 57.73, "account_rhythm_label": "常规补货", "first_year": 2021, "latest_year": 2025, "first_year_share": 0.42080322377234985, "latest_year_share": 0.6986004210906422, "importer_latest_year_share": 0.6986004210906422, "peak_share": 0.8652925654180432, "peak_share_year": 2023, "share_delta_first_to_latest": 0.2777971973182924, "share_delta_active_to_latest": 0.2777971973182924, "share_delta_peak_to_latest": -0.16669214432740098, "first_active_year": 2021, "last_active_year": 2025, "first_active_share": 0.42080322377234985, "last_active_share": 0.6986004210906422, "last_active_year_share": 0.6986004210906422, "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": 0.42080322377234985, "to_share": 0.6986004210906422, "delta": 0.2777971973182924 }, "group_label": "BAYER CARE", "group_share": 0.7895203894319434, "group_member_count": 2, "group_affiliated_to_importer": false, "relationship_summary": "主导型 · 份额扩张中 · 高价带", "competitive_signal": "这个主供还在继续做大，说明关系稳、执行也强。 2021年 42% → 2025年 70%（+28pp）。", "attack_focus": "先找它没覆盖好的品类、价格带，或者交付上的短板，不要正面对打整盘份额。", "entry_angle": "别一上来谈全面替代，先从主供没覆盖好的小切口进去。", "entry_difficulty": "高", "difficulty_reason": "供货 5 年 · 累计份额 70% · 末年份额还在扩张" }, "a2e96ccb-4a45-41d8-9b31-60d83c8a46b1": { "supplier_affiliation": "独立供应方", "share_role": "补充型", "frequency_role": "一次性采购", "trend_role": "试单观察中", "price_role": "低价带", "sample_share": 0.08953733788582899, "account_shipment_count": 8, "account_annualized_shipments": 1.6, "account_avg_gap_days": 212.29, "account_rhythm_label": "计划性补货", "first_year": 2021, "latest_year": 2025, "first_year_share": 0.23719296636211734, "latest_year_share": 0.03127689069803809, "importer_latest_year_share": 0.03127689069803809, "peak_share": 0.23719296636211734, "peak_share_year": 2021, "share_delta_first_to_latest": -0.20591607566407927, "share_delta_active_to_latest": -0.20591607566407927, "share_delta_peak_to_latest": -0.20591607566407927, "first_active_year": 2021, "last_active_year": 2025, "first_active_share": 0.23719296636211734, "last_active_share": 0.03127689069803809, "last_active_year_share": 0.03127689069803809, "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": 0.23719296636211734, "to_share": 0.03127689069803809, "delta": -0.20591607566407927 }, "group_label": "BAYER CARE", "group_share": 0.7895203894319434, "group_member_count": 2, "group_affiliated_to_importer": false, "relationship_summary": "补充型 · 试单观察中 · 低价带", "competitive_signal": "这更像试单或探索关系，可以拿来判断客户到底在试什么。 2021年 24% → 2025年 3%（-21pp）。", "attack_focus": "重点看这种小份额是在试新规格、临时补货，还是在验证替代供应。", "entry_angle": "如果这是非中国试单，先判断客户愿不愿意把这种试单切到中国来源。", "entry_difficulty": "低", "difficulty_reason": "供货 5 年 · 累计份额 9%" }, "22dd8396-598d-40c9-bf8f-f49b5629e85e": { "supplier_affiliation": "独立供应方", "share_role": "补充型", "frequency_role": "常规采购", "trend_role": "份额回落中", "price_role": "低价带", "sample_share": 0.0828937391793518, "account_shipment_count": 24, "account_annualized_shipments": 4.8, "account_avg_gap_days": 77.87, "account_rhythm_label": "项目/随机采购", "first_year": 2021, "latest_year": 2025, "first_year_share": 0.29316408581218517, "latest_year_share": 0.048938404151879056, "importer_latest_year_share": 0.048938404151879056, "peak_share": 0.29316408581218517, "peak_share_year": 2021, "share_delta_first_to_latest": -0.24422568166030612, "share_delta_active_to_latest": -0.24422568166030612, "share_delta_peak_to_latest": -0.24422568166030612, "first_active_year": 2021, "last_active_year": 2025, "first_active_share": 0.29316408581218517, "last_active_share": 0.048938404151879056, "last_active_year_share": 0.048938404151879056, "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": 0.29316408581218517, "to_share": 0.048938404151879056, "delta": -0.24422568166030612 }, "group_label": "PARTS MARKET", "group_share": 0.0828937391793518, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "补充型 · 份额回落中 · 低价带", "competitive_signal": "这类小份额也在往下掉，说明补充需求正在被别的供应商接走。 2021年 29% → 2025年 5%（-24pp）。", "attack_focus": "重点判断这类小额补充需求后来流向了谁，以及为什么被替掉。", "entry_angle": "适合顺着这类正在流失的小份额去找容易接手的 SKU。", "entry_difficulty": "低", "difficulty_reason": "供货 5 年 · 累计份额 8% · 末年份额在回落" }, "ce3a662e-2864-4b86-ae76-2c1ac81dd30b": { "supplier_affiliation": "独立供应方", "share_role": "补充型", "frequency_role": "高频采购", "trend_role": "份额扩张中", "price_role": "中价带", "sample_share": 0.07657100374072681, "account_shipment_count": 23, "account_annualized_shipments": 7.67, "account_avg_gap_days": 34.86, "account_rhythm_label": "常规补货", "first_year": 2021, "latest_year": 2025, "first_year_share": 0, "latest_year_share": 0.21228109632924358, "importer_latest_year_share": 0.21228109632924358, "peak_share": 0.21228109632924358, "peak_share_year": 2025, "share_delta_first_to_latest": 0.21228109632924358, "share_delta_active_to_latest": 0.20121318690253728, "share_delta_peak_to_latest": 0, "first_active_year": 2023, "last_active_year": 2025, "first_active_share": 0.011067909426706286, "last_active_share": 0.21228109632924358, "last_active_year_share": 0.21228109632924358, "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": 0.011067909426706286, "to_share": 0.21228109632924358, "delta": 0.20121318690253728 }, "group_label": "CORPORATE MANAGEMENT", "group_share": 0.07657100374072681, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "补充型 · 份额扩张中", "competitive_signal": "补充型关系更适合用来看客户还会在哪些小类继续开放尝试。 2023年 1% → 2025年 21%（+20pp）。", "attack_focus": "重点判断这种小份额对应的是补货需求、特殊规格，还是某个固定的小众品类。", "entry_angle": "如果这是非中国尾部供应，优先判断能不能把这种小份额转成中国供应。", "entry_difficulty": "低", "difficulty_reason": "供货 3 年 · 累计份额 8% · 末年份额还在扩张" }, "331e2d6d-4d82-4471-b63c-cfa2d822862b": { "supplier_affiliation": "独立供应方", "share_role": "补充型", "frequency_role": "低频采购", "trend_role": "已停止采购", "price_role": "中价带", "sample_share": 0.03524159666513293, "account_shipment_count": 14, "account_annualized_shipments": 4.67, "account_avg_gap_days": 59.15, "account_rhythm_label": "常规补货", "first_year": 2021, "latest_year": 2025, "first_year_share": 0.0396887259760175, "latest_year_share": 0, "importer_latest_year_share": 0, "peak_share": 0.0919229344397358, "peak_share_year": 2022, "share_delta_first_to_latest": -0.0396887259760175, "share_delta_active_to_latest": -0.0396887259760175, "share_delta_peak_to_latest": -0.0919229344397358, "first_active_year": 2021, "last_active_year": 2023, "first_active_share": 0.0396887259760175, "last_active_share": 0.0276697456542932, "last_active_year_share": 0.0276697456542932, "active_year_count": 3, "exited_in_latest_year": true, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2022, "to_year": 2025, "from_share": 0.0919229344397358, "to_share": 0, "delta": -0.0919229344397358 }, "group_label": "NOVO NORDISK", "group_share": 0.03524159666513293, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "补充型 · 已停止采购", "competitive_signal": "这家历史供应已经退场了，把它当成“空出来份额”的线索来看。 2022年 9% → 2025年 0%（-9pp）；2023 年后没有再出现。", "attack_focus": "重点追踪它原来那部分份额后来被谁接走了。", "entry_angle": "别再盯这家历史供应本身，顺着后面接盘的供应商去找切口。", "entry_difficulty": "中低", "difficulty_reason": "供货 3 年 · 累计份额 4% · 已退出当前样本" } }, "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": 108, "band_count": 3, "range_multiple": 6002.108977079795, "summary_text": "存在 3 个明显价格带：低价带 $0.06–$8.40（FOB 占比 9%）；中价带 $8.54–$16.52（FOB 占比 33%）；高价带 $16.52–$377.09（FOB 占比 58%）。", "bands": [ { "label": "低价带", "trade_count": 36, "fob_total_usd": 86171.57999999999, "fob_share": 0.09242927978467129, "min_unit_price": 0.06282666666666667, "max_unit_price": 8.396827794561933, "avg_unit_price": 5.154319032422699, "median_unit_price": 6.356648550724637 }, { "label": "中价带", "trade_count": 36, "fob_total_usd": 303663.1199999998, "fob_share": 0.32571485260878585, "min_unit_price": 8.541026365348399, "max_unit_price": 16.52175, "avg_unit_price": 14.700478710795835, "median_unit_price": 16.496838636363634 }, { "label": "高价带", "trade_count": 36, "fob_total_usd": 542462.73, "fob_share": 0.5818558676065427, "min_unit_price": 16.52175, "max_unit_price": 377.0925, "avg_unit_price": 39.545255296219096, "median_unit_price": 20.641581249999998 } ] }, "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" ] } }