ETERNA S A
开发优先级
先研究
5.5/10
先研究
总采购额 (FOB)
$12.06M
Top 10%
市场排名 #2 / 266
2010–2015年累计
复合增长率 (CAGR)
-7.9%
2010–2015
中国采购占比
100%
高渗透
2015年数据
供应商数
4
高度集中
市场份额
15.0%
全国第 2 名
2015年数据
市场大盘
📈 整体增长市场总规模 (FOB)
$80.51M
2010–2015年累计
活跃进口商
266 家
2015年有记录
中国供应商占比
43%
中等渗透
该客户排名
15.0%
全市场第 2 名
开发前注意 — 2 项风险信号 综合风险：中高 · 历史数据 + 收缩趋势
📅
数据为历史档案（距今 >5 年），当前供应商关系和采购规模需独立核验
⚠️
年度趋势呈收缩态势，末年 FOB 低于峰值，可能处于下行阶段
产品范围与海关编码
HS 9018312000
901831
中文
注射器，不论是否带针头
English
Syringes, with or without needles
Español
Jeringas, incluso con aguja
年度趋势
📉 收缩型该进口商 ETERNA S A 的采购呈现明显的收缩趋势，2014 年达到峰值 2680K 后，2015 年骤降至 1455K，同比跌幅达 45.7%。尽管 CAGR 显示长期负增长，但需警惕 2010-2012 年的波动干扰，当前实际走向为显著收缩。
年度 FOB · 单价趋势
| 年份 | FOB (USD) | 数量 | 单价 | 同比 |
|---|---|---|---|---|
| 2010 | $2.20M | 93,217,060 | $0.0236 | — |
| 2011 | $1.35M | 49,510,280 | $0.0274 | -38.5% |
| 2012 | $1.83M | 62,960,800 | $0.0290 | +34.8% |
| 2013 | $2.54M | 95,386,200 | $0.0267 | +39.3% |
| 2014 | $2.68M | 102,792,600 | $0.0261 | +5.4% |
| 2015 | $1.45M | 56,631,200 | $0.0257 | -45.7% |
采购稳定性：收缩型 · 波动系数 0.25
供应商情报
4 家供应商 · 集中度 高度集中 · 主供占 57%
供应商份额迁移
CHANGZHOU HUICHUN MEDICAL EQUIPMENT CO., LTD.
🇨🇳 中国 · 独立贸易商
主导型 · 份额扩张中
FOB
$6.83M
批次
102
均价
$0.0264
份额变化
0% → 93% ↑ +93pp
CHANGZHOU HUIC 份额持续扩张，反映其与客户履约关系稳固。 2012年 46% → 2015年 93%（+48pp）。
3 家其他供应商 — 累计 43.4% 份额
JIANGSU KANGHUA MEDICAL EQUIPMENT CO., LTD,
🇨🇳 中国 · 独立贸易商
📤 退出中 · 替代窗口
FOB
$3.34M
批次
55
均价
$0.0273
份额变化
30% → 6% ↓ -24pp
这个二供的份额在往下掉，说明这块位置不牢，重点看谁在接盘。 2011年 75% → 2015年 6%（-69pp）。
AUHUI EASYWAY MEDICAL SUPPLIES CO.,LTD.
🇨🇳 中国 · 独立贸易商
单次采购 · 未持续
FOB
$10K
批次
1
均价
$0.0302
份额变化
0% → 1% ↑ +1pp
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 2015 年才进入样本。
WENZHOU WUZHOU IMPORT AND EXPORT CO., LTD.
🇨🇳 中国 · 独立贸易商
已退出 · 份额空缺 · 末次活跃 2011
FOB
$1.88M
批次
50
均价
$0.0236
份额变化
70% → 0% ↓ -70pp
WENZHOU WUZHOU 已退出，其退出后份额已被主供完全吸收。 2010年 70% → 2015年 0%（-70pp）；2011 年后没有再出现。
价格敏感度
-40%
客户中位单价 vs 市场均价
客户中位单价 40% 低于市场均价，现有供应商有价格优势。你的报价需低于市场均价 $0.0436 方可产生切换动机，或以交付/品质建立非价格差异化。
中位单价 （主要参考）
$0.0262 -40% vs 市场
平均单价
$0.0263
市场均价
$0.0436
价格区间
$0.0188 — $0.0350 (1.9x)
市场全体进口商价格区间（含该客户历史采购价位）
$0.0158$0.0466
$0.0262
客户中位
客户中位
市场均价
$0.0436
$0.0436
物流与节奏
入境口岸
支付方式
物流与批次
运输方式
100% 海运
CIF 溢价
13.8%
总批次
208
平均单次 FOB
$58K
月度采购季节性
1
$138K
2
$155K
3
$136K
4
$152K
5
$206K
6
$205K
7
$173K
8
$205K
9
$183K
10
$177K
11
$143K
12
$136K
高峰
正常
淡季
🟢 采购窗口当前已开启 高峰采购月：5月、6月。建议最迟 2027年3月前 完成建联，赶在客户启动下一轮补货前锁定沟通。
建联策略
竞争机会矩阵
| 维度 | 竞争对手弱点 | 你的机会 |
|---|---|---|
| 价格切入点 | 现有供应商均价均低于市场均价，偏差范围在 -31% 至 -46% 之间。 | 报价区间 0.0280-0.0320 美元，提供略高价格但包含更高合规性或物流稳定性的产品。 |
| 供应商格局 | CHANGZHOU HUICHUN 占据 56.6% 份额，Jiangsu Kanghua 占据 27.7%，集中度较高。 | 直接联系 ETERNA S A 采购决策人，从小份额供应商退出留下的缝隙切入，以"备用/补充供应源"为定位减少客户换供顾虑 |
| 采购规律 | 采购量波动大，2015 年大幅下滑，可能面临库存清理或需求萎缩。 | 利用其 2015 年收缩后的补货窗口，提供小批量快速交付服务。 |
| 突破优先级 | 现有供应商价格已接近极限，难以通过价格替换。 | 2015年后采购萎缩、供应商格局松动，现有关系可能出现裂缝，是主动出击的最佳窗口期。建议立即触达 ETERNA S A 采购负责人 |
推进节奏
以下策略基于 2015 年前的历史采购数据推导。执行前务必先确认 ETERNA S A 是否仍在进口此品类，避免对已停采客户投入资源。
1
建立接触
1–2 周
- 注意：本数据最新记录距今约 11 年（历史档案），执行前请先独立核验 ETERNA S A 的现状与当前供应格局
- 收集 ETERNA S A 最新采购需求与决策人联系方式
- 准备符合 $0.0262 价位的产品方案与样品资料
- 通过邮件 + 电话双通道触达采购负责人，避开高峰季前 1–2 个月
2
小单试水
1–3 月
- 提供小批量样品订单，验证产品质量与交付能力
- 收集客户反馈，迭代产品 / 包装 / 服务方案
- 建立定期沟通机制，跟踪其下一次补货节奏
3
争取份额
3–12 月
- 根据试单表现，争取 ETERNA S A 向我方增加采购份额，逐步替代或补充主供
- 提供定制化服务和柔性交付增强客户粘性
- 持续监控市场动态，按竞争对手价格 / 交付变化调整策略
原始海关记录 · 150 条进口交易 — 点击展开并筛选原始进出口流水
筛选功能仅在发布后可用（预览模式下展示静态前 150 条快照）。
| 日期 | 供应商 | HS | FOB | 数量 | 运输方式 | 原产地 | 入境口岸 |
|---|---|---|---|---|---|---|---|
| 2015-06 | 9018312000 | $51,191 | 1,983,200 U | SEA | CN | Buenaventura | |
| 2015-06 | 9018312000 | $48,022 | 1,867,200 U | SEA | CN | Buenaventura | |
| 2015-06 | 9018312000 | $10,250 | 339,200 U | SEA | CN | Buenaventura | |
| 2015-05 | 9018312000 | $73,597 | 3,291,000 U | SEA | CN | Buenaventura | |
| 2015-05 | 9018312000 | $51,065 | 1,971,400 U | SEA | CN | Buenaventura | |
| 2015-05 | 9018312000 | $25,097 | 972,600 U | SEA | CN | Buenaventura | |
| 2015-05 | 9018312000 | $70,634 | 2,603,400 U | SEA | CN | Buenaventura | |
| 2015-04 | 9018312000 | $74,546 | 3,020,400 U | SEA | CN | Buenaventura | |
| 2015-04 | 9018312000 | $79,169 | 3,182,400 U | SEA | CN | Buenaventura | |
| 2015-04 | 9018312000 | $80,892 | 2,992,600 U | SEA | CN | Cartagena | |
| 2015-03 | 9018312000 | $53,131 | 1,964,400 U | SEA | CN | Buenaventura | |
| 2015-03 | 9018312000 | $105,273 | 4,427,000 U | SEA | CN | Buenaventura | |
| 2015-03 | 9018312000 | $89,801 | 3,291,400 U | SEA | CN | Buenaventura | |
| 2015-03 | 9018312000 | $25,467 | 1,088,400 U | SEA | CN | Buenaventura | |
| 2015-03 | 9018312000 | $81,165 | 2,987,200 U | SEA | CN | Cartagena | |
| 2015-02 | 9018312000 | $79,420 | 2,878,200 U | SEA | CN | Buenaventura | |
| 2015-02 | 9018312000 | $79,254 | 2,878,400 U | SEA | CN | Buenaventura | |
| 2015-02 | 9018312000 | $77,730 | 3,170,200 U | SEA | CN | Cartagena | |
| 2015-02 | 9018312000 | $63,907 | 2,614,200 U | SEA | CN | Buenaventura | |
| 2015-01 | 9018312000 | $77,529 | 3,138,600 U | SEA | CN | Cartagena | |
| 2015-01 | 9018312000 | $78,873 | 2,823,800 U | SEA | CN | Buenaventura | |
| 2015-01 | 9018312000 | $51,988 | 2,176,000 U | SEA | CN | Buenaventura | |
| 2015-01 | 9018312000 | $26,628 | 970,000 U | SEA | CN | Buenaventura | |
| 2014-12 | 9018312000 | $25,240 | 1,126,600 U | SEA | CN | Buenaventura | |
| 2014-12 | 9018312000 | $24,641 | 880,600 U | SEA | CN | Buenaventura | |
| 2014-12 | 9018312000 | $77,728 | 3,173,200 U | SEA | CN | Cartagena | |
| 2014-12 | 9018312000 | $55,674 | 1,979,200 U | SEA | CN | Buenaventura | |
| 2014-12 | 9018312000 | $26,628 | 970,000 U | SEA | CN | Buenaventura | |
| 2014-12 | 9018312000 | $24,563 | 958,000 U | SEA | CN | Buenaventura | |
| 2014-11 | 9018312000 | $108,724 | 3,997,800 U | SEA | CN | Buenaventura | |
| 2014-11 | 9018312000 | $108,724 | 3,997,800 U | SEA | CN | Buenaventura | |
| 2014-11 | 9018312000 | $103,546 | 4,103,000 U | SEA | CN | Buenaventura | |
| 2014-11 | 9018312000 | $58,455 | 2,363,000 U | SEA | CN | Buenaventura | |
| 2014-11 | 9018312000 | $107,412 | 3,953,000 U | SEA | CN | Buenaventura | |
| 2014-10 | 9018312000 | $106,764 | 4,139,400 U | SEA | CN | Buenaventura | |
| 2014-09 | 9018312000 | $104,010 | 4,062,000 U | SEA | CN | Buenaventura | |
| 2014-09 | 9018312000 | $77,236 | 2,991,000 U | SEA | CN | Buenaventura | |
| 2014-09 | 9018312000 | $54,226 | 2,080,400 U | SEA | CN | Buenaventura | |
| 2014-08 | 9018312000 | $104,184 | 3,725,800 U | SEA | CN | Buenaventura | |
| 2014-08 | 9018312000 | $54,226 | 2,080,400 U | SEA | CN | Buenaventura | |
| 2014-08 | 9018312000 | $77,804 | 2,981,200 U | SEA | CN | Buenaventura | |
| 2014-07 | 9018312000 | $78,675 | 3,059,000 U | SEA | CN | Buenaventura | |
| 2014-07 | 9018312000 | $80,732 | 3,068,200 U | SEA | CN | Buenaventura | |
| 2014-07 | 9018312000 | $25,903 | 935,600 U | SEA | CN | Buenaventura | |
| 2014-07 | 9018312000 | $81,685 | 3,252,800 U | SEA | CN | Buenaventura | |
| 2014-07 | 9018312000 | $6,300 | 200,000 U | SEA | CN | Buenaventura | |
| 2014-06 | 9018312000 | $80,363 | 3,066,600 U | SEA | CN | Buenaventura | |
| 2014-06 | 9018312000 | $80,286 | 3,079,800 U | SEA | CN | Buenaventura | |
| 2014-06 | 9018312000 | $105,369 | 4,063,600 U | SEA | CN | Buenaventura | |
| 2014-05 | 9018312000 | $54,740 | 2,392,000 U | SEA | CN | Buenaventura | |
| 2014-05 | 9018312000 | $102,886 | 3,788,000 U | SEA | CN | Buenaventura | |
| 2014-05 | 9018312000 | $51,532 | 1,903,200 U | SEA | CN | Buenaventura | |
| 2014-05 | 9018312000 | $51,465 | 2,049,200 U | SEA | CN | Buenaventura | |
| 2014-04 | 9018312000 | $58,881 | 2,094,000 U | SEA | CN | Buenaventura | |
| 2014-04 | 9018312000 | $48,492 | 1,728,000 U | SEA | CN | Buenaventura | |
| 2014-04 | 9018312000 | $54,374 | 2,008,000 U | SEA | CN | Buenaventura | |
| 2014-04 | 9018312000 | $87,628 | 3,532,000 U | SEA | CN | Buenaventura | |
| 2014-02 | 9018312000 | $61,478 | 2,603,200 U | SEA | CN | Buenaventura | |
| 2014-02 | 9018312000 | $85,841 | 3,192,000 U | SEA | CN | Buenaventura | |
| 2014-01 | 9018312000 | $49,176 | 2,016,000 U | SEA | CN | Buenaventura | |
| 2014-01 | 9018312000 | $85,841 | 3,192,000 U | SEA | CN | Buenaventura | |
| 2014-01 | 9018312000 | $48,953 | 2,007,000 U | SEA | CN | Buenaventura | |
| 2013-12 | 9018312000 | $52,183 | 1,851,600 U | SEA | CN | Buenaventura | |
| 2013-12 | 9018312000 | $51,546 | 1,931,600 U | SEA | CN | Buenaventura | |
| 2013-12 | 9018312000 | $40,944 | 1,892,000 U | SEA | CN | Buenaventura | |
| 2013-12 | 9018312000 | $52,355 | 1,845,000 U | SEA | CN | Buenaventura | |
| 2013-11 | 9018312000 | $52,108 | 1,862,000 U | SEA | CN | Barranquilla | |
| 2013-11 | 9018312000 | $26,357 | 953,000 U | SEA | CN | Barranquilla | |
| 2013-10 | 9018312000 | $107,534 | 3,928,000 U | SEA | CN | Buenaventura | |
| 2013-10 | 9018312000 | $54,972 | 1,972,000 U | SEA | CN | Buenaventura | |
| 2013-10 | 9018312000 | $99,890 | 3,677,000 U | SEA | CN | Buenaventura | |
| 2013-10 | 9018312000 | $46,250 | 1,839,600 U | SEA | CN | Buenaventura | |
| 2013-10 | 9018312000 | $50,021 | 1,786,000 U | SEA | CN | Buenaventura | |
| 2013-10 | 9018312000 | $46,867 | 1,862,400 U | SEA | CN | Buenaventura | |
| 2013-09 | 9018312000 | $123,262 | 4,446,000 U | SEA | CN | Buenaventura | |
| 2013-09 | 9018312000 | $102,078 | 3,938,000 U | SEA | CN | Buenaventura | |
| 2013-09 | 9018312000 | $43,975 | 1,768,400 U | SEA | CN | Buenaventura | |
| 2013-09 | 9018312000 | $43,263 | 1,800,000 U | SEA | CN | Buenaventura | |
| 2013-09 | 9018312000 | $89,502 | 3,298,000 U | SEA | CN | Buenaventura | |
| 2013-09 | 9018312000 | $89,502 | 3,298,000 U | SEA | CN | Buenaventura | |
| 2013-08 | 9018312000 | $112,377 | 4,580,000 U | SEA | CN | Buenaventura | |
| 2013-08 | 9018312000 | $100,964 | 3,732,000 U | SEA | CN | Buenaventura | |
| 2013-08 | 9018312000 | $43,772 | 1,974,000 U | SEA | CN | Buenaventura | |
| 2013-08 | 9018312000 | $99,377 | 3,674,000 U | SEA | CN | Buenaventura | |
| 2013-07 | 9018312000 | $73,720 | 3,032,000 U | SEA | CN | Buenaventura | |
| 2013-07 | 9018312000 | $104,464 | 3,504,000 U | SEA | CN | Buenaventura | |
| 2013-07 | 9018312000 | $55,446 | 2,040,000 U | SEA | CN | Buenaventura | |
| 2013-06 | 9018312000 | $73,859 | 2,991,000 U | SEA | CN | Buenaventura | |
| 2013-06 | 9018312000 | $99,727 | 3,606,000 U | SEA | CN | Buenaventura | |
| 2013-05 | 9018312000 | $77,732 | 2,820,000 U | SEA | CN | Buenaventura | |
| 2013-04 | 9018312000 | $76,973 | 3,020,600 U | SEA | CN | Buenaventura | |
| 2013-04 | 9018312000 | $48,419 | 1,516,000 U | SEA | CN | Buenaventura | |
| 2013-03 | 9018312000 | $48,142 | 1,676,000 U | SEA | CN | Buenaventura | |
| 2013-03 | 9018312000 | $25,799 | 860,000 U | SEA | CN | Buenaventura | |
| 2013-03 | 9018312000 | $51,823 | 1,922,000 U | SEA | CN | Buenaventura | |
| 2013-03 | 9018312000 | $26,300 | 1,062,000 U | SEA | CN | Buenaventura | |
| 2013-03 | 9018312000 | $24,537 | 946,000 U | SEA | CN | Buenaventura | |
| 2013-03 | 9018312000 | $23,758 | 764,000 U | SEA | CN | Buenaventura | |
| 2013-02 | 9018312000 | $51,326 | 1,898,000 U | SEA | CN | Buenaventura | |
| 2013-02 | 9018312000 | $50,560 | 1,976,000 U | SEA | CN | Buenaventura | |
| 2013-01 | 9018312000 | $49,698 | 1,828,000 U | SEA | CN | Buenaventura | |
| 2013-01 | 9018312000 | $26,215 | 1,070,000 U | SEA | CN | Buenaventura | |
| 2013-01 | 9018312000 | $25,076 | 946,000 U | SEA | CN | Buenaventura | |
| 2012-12 | 9018312000 | $75,630 | 2,772,000 U | SEA | CN | Buenaventura | |
| 2012-12 | 9018312000 | $76,708 | 2,830,000 U | SEA | CN | Buenaventura | |
| 2012-12 | 9018312000 | $1,890 | 54,000 U | SEA | CN | Buenaventura | |
| 2012-11 | 9018312000 | $37,818 | 1,382,000 U | SEA | CN | Buenaventura | |
| 2012-11 | 9018312000 | $49,656 | 1,860,000 U | SEA | CN | Buenaventura | |
| 2012-10 | 9018312000 | $78,032 | 2,904,000 U | SEA | CN | Buenaventura | |
| 2012-10 | 9018312000 | $81,273 | 2,959,000 U | SEA | CN | Buenaventura | |
| 2012-10 | 9018312000 | $76,552 | 2,730,200 U | SEA | CN | Buenaventura | |
| 2012-09 | 9018312000 | $74,279 | 2,638,000 U | SEA | CN | Buenaventura | |
| 2012-09 | 9018312000 | $4,032 | 115,200 U | SEA | CN | Buenaventura | |
| 2012-08 | 9018312000 | $76,199 | 2,698,000 U | SEA | CN | Buenaventura | |
| 2012-08 | 9018312000 | $51,037 | 1,754,000 U | SEA | CN | Buenaventura | |
| 2012-08 | 9018319000 | $21,227 | 848,000 U | SEA | CN | Buenaventura | |
| 2012-06 | 9018312000 | $52,074 | 1,634,000 U | SEA | CN | Buenaventura | |
| 2012-06 | 9018312000 | $60,939 | 2,140,400 U | SEA | CN | Buenaventura | |
| 2012-06 | 9018312000 | $58,551 | 1,978,800 U | SEA | CN | Buenaventura | |
| 2012-06 | 9018312000 | $58,551 | 1,978,800 U | SEA | CN | Buenaventura | |
| 2012-06 | 9018312000 | $56,285 | 1,708,000 U | SEA | CN | Buenaventura | |
| 2012-06 | 9018312000 | $55,546 | 1,757,000 U | SEA | CN | Buenaventura | |
| 2012-06 | 9018312000 | $55,248 | 1,757,400 U | SEA | CN | Buenaventura | |
| 2012-05 | 9018312000 | $60,939 | 2,140,400 U | SEA | CN | Buenaventura | |
| 2012-05 | 9018312000 | $66,766 | 2,072,800 U | SEA | CN | Buenaventura | |
| 2012-04 | 9018312000 | $87,246 | 2,976,400 U | SEA | CN | Buenaventura | |
| 2012-04 | 9018312000 | $55,727 | 1,819,000 U | SEA | CN | Buenaventura | |
| 2012-03 | 9018312000 | $48,308 | 1,738,000 U | SEA | CN | Buenaventura | |
| 2012-03 | 9018312000 | $58,706 | 1,966,800 U | SEA | CN | Buenaventura | |
| 2012-02 | 9018312000 | $62,966 | 2,134,000 U | SEA | CN | Buenaventura | |
| 2012-02 | 9018312000 | $60,939 | 2,140,400 U | SEA | CN | Buenaventura | |
| 2012-02 | 9018312000 | $48,414 | 1,738,000 U | SEA | CN | Buenaventura | |
| 2012-01 | 9018312000 | $86,316 | 2,941,600 U | SEA | CN | Buenaventura | |
| 2012-01 | 9018312000 | $87,824 | 2,794,600 U | SEA | CN | Buenaventura | |
| 2011-12 | 9018312000 | $90,325 | 2,844,800 U | SEA | CN | Buenaventura | |
| 2011-11 | 9018312000 | $85,966 | 2,922,600 U | SEA | CN | Buenaventura | |
| 2011-10 | 9018312000 | $111,629 | 4,251,800 U | SEA | CN | Buenaventura | |
| 2011-09 | 9018312000 | $112,881 | 3,721,000 U | SEA | CN | Buenaventura | |
| 2011-09 | 9018312000 | $89,687 | 3,248,360 U | SEA | CN | Buenaventura | |
| 2011-08 | 9018312000 | $88,033 | 3,176,160 U | SEA | CN | Buenaventura | |
| 2011-08 | 9018312000 | $79,425 | 2,388,800 U | SEA | CN | Buenaventura | |
| 2011-07 | 9018312000 | $51,007 | 1,790,800 U | SEA | CN | Buenaventura | |
| 2011-07 | 9018312000 | $3,640 | 104,000 U | SEA | CN | Buenaventura | |
| 2011-07 | 9018312000 | $88,746 | 3,189,120 U | SEA | CN | Buenaventura | |
| 2011-07 | 9018312000 | $51,764 | 2,023,000 U | SEA | CN | Buenaventura | |
| 2011-07 | 9018312000 | $27,174 | 1,108,000 U | SEA | CN | Buenaventura | |
| 2011-07 | 9018312000 | $25,353 | 911,000 U | SEA | CN | Buenaventura | |
| 2011-06 | 9018312000 | $132,381 | 4,918,800 U | SEA | CN | Buenaventura | |
| 2011-05 | 9018312000 | $26,371 | 979,640 U | SEA | CN | Buenaventura | |
| 2011-05 | 9018312000 | $53,456 | 1,961,880 U | SEA | CN | Buenaventura |