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LTD", "members": [ { "entity_id": "a21229e6-16cb-45b8-a9cc-af9a6cf61b75", "name": "SHANDONG ZIBO SHANCHUAN MEDICAL INSTRUMENT CO. LTD", "fob": 383531.74, "pct": 0.3571528784130396, "qty": 17137000, "shipment_count": 17, "avg_unit_price": 0.02238033144657758, "is_china": true, "supplier_first_active_year": 2013, "supplier_latest_active_year": 2014, "supplier_active_years": 2, "supplier_first_year_share": 0.7508941497713186, "supplier_latest_year_share": 0.6932254667581914, "supplier_last_active_year_share": 0.6932254667581914, "supplier_peak_year_share": 0.7508941497713186, "supplier_delta": -0.05766868301312722, "supplier_status": "stable", "supplier_share_by_year": { "2010": 0, "2011": 0, "2012": 0, "2013": 0.7508941497713186, "2014": 0.6932254667581914 }, "canonical_name": "SHANDONG ZIBO SHANCHUAN MEDICAL INSTRUMENT CO. LTD", "country": "CN", "supplier_rank": 1, "supplier_market_share": 0.2479893731240671, "supplier_total_fob": 1643709.65, "supplier_importer_count": 8, "customer_hhi": 1970.866146931146, "competitive_index": 9.32, "competitive_signal": "开放市场型供应商", "entity_ids": [ "a21229e6-16cb-45b8-a9cc-af9a6cf61b75" ], "aliases": [ "SHANDONG ZIBO SHANCHUAN MEDICAL INSTRUMENT CO. LTD" ], "variant_count": 1 } ], "total_share": 0.3571528784130396, "total_fob": 383531.74, "label": "SHANDONG ZIBO", "affiliated_to_importer": false, "member_count": 1 }, "affiliated_share": 0, "external_group_count": 4, "total_group_count": 4, "summary_text": "表面上有 4 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 58.5%。 其中 SHANDONG ZIBO 占比最高，约 35.7%。", "uncertain_group_pairs": [], "uncertain_group_summary": "", "by_supplier": { "a21229e6-16cb-45b8-a9cc-af9a6cf61b75": { "group_id": "group-1", "group_label": "SHANDONG ZIBO", "group_share": 0.3571528784130396, "group_member_count": 1, "affiliated_to_importer": false }, "2d58bb9b-bd64-497c-8459-01cd74a8fc1c": { "group_id": "group-2", "group_label": "XUYI WEBEST", "group_share": 0.10841910175261968, "group_member_count": 1, "affiliated_to_importer": false }, "b955e9a8-cc85-4e08-8c7e-3a7cdd35b7df": { "group_id": "group-3", "group_label": "YANGZHOU MEDLINE", "group_share": 0.10698800104751205, "group_member_count": 1, "affiliated_to_importer": false }, "618195fa-456b-434b-86ff-2f4c6879f67b": { "group_id": "group-4", "group_label": "MARKET SECURITY", "group_share": 0.01223219545617331, "group_member_count": 1, "affiliated_to_importer": false } } }, "supplier_structure_metrics": { "exited_supplier_count": 1, "exited_supplier_share_total": 0.10698800104751205, "exited_supplier_fob_total": 114890, "new_supplier_count": 1, "supplier_price_gap_ratio": 375.6768031840959, "top_supplier_metrics": { "supplier_name": "SHANDONG ZIBO SHANCHUAN MEDICAL INSTRUMENT CO. LTD", "supplier_entity_id": "a21229e6-16cb-45b8-a9cc-af9a6cf61b75", "total_share": 0.3571528784130396, "supplier_affiliation": "独立供应方", "share_role": "核心跟随型", "frequency_role": "高频采购", "trend_role": "持续供货", "price_role": "低价带", "sample_share": 0.3571528784130396, "account_shipment_count": 17, "account_annualized_shipments": 8.5, "account_avg_gap_days": 39.44, "account_rhythm_label": "常规补货", "first_year": 2010, "latest_year": 2014, "first_year_share": 0, "latest_year_share": 0.6932254667581914, "importer_latest_year_share": 0.6932254667581914, "peak_share": 0.7508941497713186, "peak_share_year": 2013, "share_delta_first_to_latest": 0.6932254667581914, "share_delta_active_to_latest": -0.05766868301312722, "share_delta_peak_to_latest": -0.05766868301312722, "first_active_year": 2013, "last_active_year": 2014, "first_active_share": 0.7508941497713186, "last_active_share": 0.6932254667581914, "last_active_year_share": 0.6932254667581914, "active_year_count": 2, "exited_in_latest_year": false, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2013, "to_year": 2014, "from_share": 0.7508941497713186, "to_share": 0.6932254667581914, "delta": -0.05766868301312722 }, "group_label": "SHANDONG ZIBO", "group_share": 0.3571528784130396, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "核心跟随型 · 持续供货 · 低价带", "competitive_signal": "二供这层通常最容易被挤，也最适合新供应商切进去。 2013年 75% → 2014年 69%（-6pp）。", "attack_focus": "优先判断它接的是备份单、补充规格，还是某个价格带的专门份额。", "entry_angle": "更适合先以第二供应商、备份位或补充型 SKU 的身份切进去。", "entry_difficulty": "中", "difficulty_reason": "供货 2 年 · 累计份额 36%", "share_window_fob_estimate": 12385.603855587244 }, "top_supplier_pct": 0.3571528784130396, "supplier_count": 13, "top_supplier_sample_count": 4, "external_group_count": 4, "affiliated_share": 0 }, "scenario_assessment": { "penetration_tier": { "key": "high", "label": "高渗透" }, "lead_supplier_motion": { "key": "expanding", "raw_key": "expanding", "label": "主供扩张", "override_applied": false, "reference": { "from_year": 2013, "to_year": 2014, "from_share": 0.7508941497713186, "to_share": 0.6932254667581914, "delta": -0.05766868301312722 } }, "demand_pattern": { "key": "pulse_reverted", "label": "脉冲后回归" }, "barrier_tier": { "key": "concentrated", "label": "中度集中" }, "scenario_key": "high_stable_pulse_reverted_concentrated", "scenario_label": "常规账户", "opportunity_type": "份额争夺型", "action_level": "立刻开发", "entry_position": "打二供 / 备份窗口", "advantage_focus": "产品线补齐 + 稳定交付", "resource_boundary": "别按空白新客户打法推进。", "matrix_mode": "default", "size_tier": "Tier B", "output_depth": "compact", "size_variant": "small", "compact_template": null, "trigger_metrics": { "china_penetration": 0.9719268755963189, "annualized_fob": 214771.74800000005, "active_years": 5, "shipment_count": 67, "insufficient_data_shipment_threshold": 3, "hhi": 3012.895479591501, "top_supplier_pct": 0.38744657421142736, "top1_first_year_share": 0, "top1_first_active_year": 2013, "top1_first_active_share": 0.7508941497713186, "top1_latest_year_share": 0.6932254667581914, "top1_peak_share": 0.7508941497713186, "top1_peak_share_year": 2013, "top1_share_delta_first_to_latest": 0.6932254667581914, "top1_share_delta_active_to_latest": -0.05766868301312722, "top1_share_delta_peak_to_latest": -0.05766868301312722, "latest_vs_peak_ratio": 0.47445646166627015, "latest_vs_first_growth": 1.4821110250719083, "cagr_fob": 0.255177948882493, "exited_supplier_count": 1, "exited_supplier_share_total": 0.10698800104751205, "new_supplier_count": 1, "supplier_price_gap_ratio": 375.6768031840959, "peak_year": 2011, "peak_fob": 359889.06, "latest_year_fob": 170751.69 }, "trigger_summary": [ "高渗透（中国采购 97%）", "主供稳定 · 2013年 75% → 2014年 69%（-6pp）", "脉冲后回归 · 末年/峰值 47%", "中度集中（HHI 3,013 · Top1 39%）" ] }, "supplier_analysis": { "a21229e6-16cb-45b8-a9cc-af9a6cf61b75": { "supplier_affiliation": "独立供应方", "share_role": "核心跟随型", "frequency_role": "高频采购", "trend_role": "持续供货", "price_role": "低价带", "sample_share": 0.3571528784130396, "account_shipment_count": 17, "account_annualized_shipments": 8.5, "account_avg_gap_days": 39.44, "account_rhythm_label": "常规补货", "first_year": 2010, "latest_year": 2014, "first_year_share": 0, "latest_year_share": 0.6932254667581914, "importer_latest_year_share": 0.6932254667581914, "peak_share": 0.7508941497713186, "peak_share_year": 2013, "share_delta_first_to_latest": 0.6932254667581914, "share_delta_active_to_latest": -0.05766868301312722, "share_delta_peak_to_latest": -0.05766868301312722, "first_active_year": 2013, "last_active_year": 2014, "first_active_share": 0.7508941497713186, "last_active_share": 0.6932254667581914, "last_active_year_share": 0.6932254667581914, "active_year_count": 2, "exited_in_latest_year": false, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2013, "to_year": 2014, "from_share": 0.7508941497713186, "to_share": 0.6932254667581914, "delta": -0.05766868301312722 }, "group_label": "SHANDONG ZIBO", "group_share": 0.3571528784130396, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "核心跟随型 · 持续供货 · 低价带", "competitive_signal": "二供这层通常最容易被挤，也最适合新供应商切进去。 2013年 75% → 2014年 69%（-6pp）。", "attack_focus": "优先判断它接的是备份单、补充规格，还是某个价格带的专门份额。", "entry_angle": "更适合先以第二供应商、备份位或补充型 SKU 的身份切进去。", "entry_difficulty": "中", "difficulty_reason": "供货 2 年 · 累计份额 36%" }, "2d58bb9b-bd64-497c-8459-01cd74a8fc1c": { "supplier_affiliation": "独立贸易商", "share_role": "核心跟随型", "frequency_role": "一次性采购", "trend_role": "试单观察中", "price_role": "中价带", "sample_share": 0.10841910175261968, "account_shipment_count": 3, "account_annualized_shipments": 1.5, "account_avg_gap_days": 472, "account_rhythm_label": "常规补货", "first_year": 2010, "latest_year": 2014, "first_year_share": 0, "latest_year_share": 0.2049455557365201, "importer_latest_year_share": 0.2049455557365201, "peak_share": 0.6713477657603736, "peak_share_year": 2012, "share_delta_first_to_latest": 0.2049455557365201, "share_delta_active_to_latest": -0.4664022100238535, "share_delta_peak_to_latest": -0.4664022100238535, "first_active_year": 2012, "last_active_year": 2014, "first_active_share": 0.6713477657603736, "last_active_share": 0.2049455557365201, "last_active_year_share": 0.2049455557365201, "active_year_count": 2, "exited_in_latest_year": false, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2012, "to_year": 2014, "from_share": 0.6713477657603736, "to_share": 0.2049455557365201, "delta": -0.4664022100238535 }, "group_label": "XUYI WEBEST", "group_share": 0.10841910175261968, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "核心跟随型 · 试单观察中", "competitive_signal": "二供这层通常最容易被挤，也最适合新供应商切进去。 2012年 67% → 2014年 20%（-47pp）。", "attack_focus": "优先判断它接的是备份单、补充规格，还是某个价格带的专门份额。", "entry_angle": "更适合先以第二供应商、备份位或补充型 SKU 的身份切进去。", "entry_difficulty": "中", "difficulty_reason": "供货 2 年 · 累计份额 11%" }, "b955e9a8-cc85-4e08-8c7e-3a7cdd35b7df": { "supplier_affiliation": "独立供应方", "share_role": "核心跟随型", "frequency_role": "一次性采购", "trend_role": "已停止采购", "price_role": "高价带", "sample_share": 0.10698800104751205, "account_shipment_count": 3, "account_annualized_shipments": 1.5, "account_avg_gap_days": 233.5, "account_rhythm_label": "计划性补货", "first_year": 2010, "latest_year": 2014, "first_year_share": 0, "latest_year_share": 0, "importer_latest_year_share": 0, "peak_share": 0.31658014300518644, "peak_share_year": 2012, "share_delta_first_to_latest": 0, "share_delta_active_to_latest": -0.31658014300518644, "share_delta_peak_to_latest": -0.31658014300518644, "first_active_year": 2012, "last_active_year": 2013, "first_active_share": 0.31658014300518644, "last_active_share": 0.21660654317705533, "last_active_year_share": 0.21660654317705533, "active_year_count": 2, "exited_in_latest_year": true, "new_entrant_in_latest_year": false, "share_change_reference": { "from_year": 2012, "to_year": 2014, "from_share": 0.31658014300518644, "to_share": 0, "delta": -0.31658014300518644 }, "group_label": "YANGZHOU MEDLINE", "group_share": 0.10698800104751205, "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": "这个历史二供已经退场了，说明这块份额以前是对外开放过的。 2012年 32% → 2014年 0%（-32pp）；2013 年后没有再出现。", "attack_focus": "重点追踪这部分历史份额后来是被主供收回，还是转给了新的二供。", "entry_angle": "别再围着历史二供本身转，顺着接盘方或空出来的品类去找切口。", "entry_difficulty": "中低", "difficulty_reason": "供货 2 年 · 累计份额 11% · 已退出当前样本" }, "618195fa-456b-434b-86ff-2f4c6879f67b": { "supplier_affiliation": "独立供应方", "share_role": "边缘/试单型", "frequency_role": "一次性采购", "trend_role": "试单观察中", "price_role": "高价带", "sample_share": 0.01223219545617331, "account_shipment_count": 1, "account_annualized_shipments": 1, "account_avg_gap_days": null, "account_rhythm_label": "样本不足", "first_year": 2010, "latest_year": 2014, "first_year_share": 0, "latest_year_share": 0.07692837476454845, "importer_latest_year_share": 0.07692837476454845, "peak_share": 0.07692837476454845, "peak_share_year": 2014, "share_delta_first_to_latest": 0.07692837476454845, "share_delta_active_to_latest": 0, "share_delta_peak_to_latest": 0, "first_active_year": 2014, "last_active_year": 2014, "first_active_share": 0.07692837476454845, "last_active_share": 0.07692837476454845, "last_active_year_share": 0.07692837476454845, "active_year_count": 1, "exited_in_latest_year": false, "new_entrant_in_latest_year": true, "share_change_reference": { "from_year": 2014, "to_year": 2014, "from_share": 0.07692837476454845, "to_share": 0.07692837476454845, "delta": 0 }, "group_label": "MARKET SECURITY", "group_share": 0.01223219545617331, "group_member_count": 1, "group_affiliated_to_importer": false, "relationship_summary": "边缘/试单型 · 试单观察中 · 高价带", "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。 到 2014 年才进入样本。", "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 1 年 · 累计份额 1%" } }, "decision_summary": null }, "time_context": { "first_year": 2010, "prev_year": 2013, "last_year": 2014, "gap_years": 12, "freshness": "stale", "trend_prefix": "截至2014年（相较2013年）", "warning_text": "数据截止 2014 年，距今已 12 年。报告更适合用来筛选历史上值得研究的客户，不应直接当作当前采购现状。" }, "price_analysis": { "sample_count": 67, "band_count": 3, "range_multiple": 5312.385302393866, "summary_text": "存在 3 个明显价格带：低价带 $0.01–$0.03（FOB 占比 58%）；中价带 $0.03–$0.34（FOB 占比 30%）；高价带 $0.34–$32.94（FOB 占比 12%）。", "bands": [ { "label": "低价带", "trade_count": 23, "fob_total_usd": 621238.92, "fob_share": 0.5785108383994715, "min_unit_price": 0.0062, "max_unit_price": 0.029509, "avg_unit_price": 0.018793309305155548, "median_unit_price": 0.02 }, { "label": "中价带", "trade_count": 22, "fob_total_usd": 322316.0200000001, "fob_share": 0.30014750357202485, "min_unit_price": 0.031, "max_unit_price": 0.34259999999999996, "avg_unit_price": 0.11870547786380285, "median_unit_price": 0.0414348 }, { "label": "高价带", "trade_count": 22, "fob_total_usd": 130303.8, "fob_share": 0.12134165802850383, "min_unit_price": 0.3426336842105263, "max_unit_price": 32.93678887484197, "avg_unit_price": 4.734925062844632, "median_unit_price": 0.38419166666666665 } ] }, "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", "market_benchmark" ], "degraded": [ "price_analysis", "group_structure" ], "skipped": [ "port_distribution", "payment_distribution" ] } }