ETERNA S A
开发优先级
先研究
5.2/10
先研究
总采购额 (FOB)
$17.43M
Top 10%
市场排名 #2 / 262
复合增长率 (CAGR)
+10.6%
⚠ 实际收缩型
2010–2015
中国采购占比
100%
高渗透
供应商数
4
中度集中
市场份额
15.0%
全国第 2 名
开发前注意 — 3 项风险信号 综合风险：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
⚠️
2013 年单年采购 $7.63M（是前一年的 4.2 倍）拉高了整体 CAGR，剔除峰值后实际呈收缩态势，CAGR +10.6% 参考性低
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ETERNA S A的进口FOB总额在2010年至2015年间呈现波动，2013年达到峰值7628万美元后，逐年下降至2015年的1784万美元，近两年呈明显收缩趋势，同比下降33.4%。尽管整体CAGR为10.6%，但该指标被2013年异常高峰扭曲，实际近年趋势为收缩。
年度 FOB · 单价趋势
| 年份 | FOB (USD) | 数量 | 单价 | 同比 |
|---|---|---|---|---|
| 2010 | $2.16M | 91,262,100 | $0.0236 | — |
| 2011 | $1.35M | 49,510,280 | $0.0274 | -37.2% |
| 2012 | $1.83M | 62,960,800 | $0.0290 | +34.8% |
| 2013 | $7.63M | 286,158,600 | $0.0267 | +317.8% |
| 2014 | $2.68M | 102,792,600 | $0.0261 | -64.9% |
| 2015 | $1.78M | 69,659,200 | $0.0256 | -33.4% |
采购稳定性：收缩型
供应商情报
4 家供应商 · 集中度 中度集中 · 主供占 65%
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
$11.32M
批次
170
均价
$0.0265
份额变化
0% → 94% ↑ +94pp
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 94%（+48pp）。
3 家其他供应商 — 累计 35.0% 份额
JIANGSU KANGHUA MEDICAL EQUIPMENT CO., LTD,
🇨🇳 中国 · 独立贸易商
📤 退出中 · 替代窗口
FOB
$4.25M
批次
75
均价
$0.0270
份额变化
31% → 5% ↓ -26pp
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 5%（-70pp）。
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
$1.84M
批次
49
均价
$0.0236
份额变化
69% → 0% ↓ -69pp
WENZHOU WUZHOU 已退出，其退出后份额已被主供完全吸收。 2010年 69% → 2015年 0%（-69pp）；2011 年后没有再出现。
AUHUI EASYWAY MEDICAL SUPPLIES CO.,LTD.
🇨🇳 中国 · 独立贸易商
单次采购 · 未持续
FOB
$20K
批次
2
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。
价格敏感度
-38%
客户均价 vs 市场均价
客户采购均价 38% 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 $0.0430 方可产生切换动机，或以交付/品质建立非价格差异化。
平均单价
$0.0264
中位单价
$0.0269 -38% vs 市场
市场均价
$0.0430
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）
$0.0159$0.0459
$0.0269
客户中位
客户中位
市场均价
$0.0430
$0.0430
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
12.5%
总批次
296
平均单次 FOB
$59K
月度采购季节性
1
$172K
2
$189K
3
$203K
4
$193K
5
$269K
6
$282K
7
$251K
8
$324K
9
$347K
10
$305K
11
$169K
12
$202K
高峰
正常
淡季
💡 高峰采购月：8月、9月。建议在 6月 前完成建联，赶在客户启动下一轮补货前锁定沟通。
开发策略
竞争机会矩阵
| 维度 | 竞争对手弱点 | 你的机会 |
|---|---|---|
| 价格切入点 | 当前供应商均价低于市场均价38%-45%，价格优势明显 | 报价建议控制在0.023-0.027美元/单位，保持价格竞争力 |
| 供应商格局 | 前三大供应商份额分别为65.0%、24.4%、10.5%，集中度高但存在份额分散 | 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 | 无具体采购节奏数据，但进口额波动大，存在补货频率不稳定 | 通过灵活交付和快速响应提升服务差异化 |
| 突破优先级 | 2013年后进口额大幅下降，供应商可能调整策略 | 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
- 收集 ETERNA S A 最新采购需求与决策人联系方式
- 准备符合 $0.0269 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 — 点击展开原始进出口流水
| 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 | $51,191 | 1,983,200 U | SEA | CN | Buenaventura | |
| 2015-06 | 9018312000 | $48,022 | 1,867,200 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 | |
| 2015-06 | 9018312000 | $10,250 | 339,200 U | SEA | CN | Buenaventura | |
| 2015-05 | 9018312000 | $73,597 | 3,291,000 U | SEA | CN | Buenaventura | |
| 2015-05 | 9018312000 | $73,597 | 3,291,000 U | SEA | CN | Buenaventura | |
| 2015-05 | 9018312000 | $51,065 | 1,971,400 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 | $25,097 | 972,600 U | SEA | CN | Buenaventura | |
| 2015-05 | 9018312000 | $70,634 | 2,603,400 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 | Maritimo | China | Buenaventura | |
| 2013-12 | 9018312000 | $52,183 | 1,851,600 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 | Maritimo | China | Buenaventura | |
| 2013-12 | 9018312000 | $51,546 | 1,931,600 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 | Maritimo | China | Buenaventura | |
| 2013-12 | 9018312000 | $40,944 | 1,892,000 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 | Maritimo | China | Buenaventura | |
| 2013-12 | 9018312000 | $52,355 | 1,845,000 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 | Maritimo | China | Barranquilla | |
| 2013-11 | 9018312000 | $52,108 | 1,862,000 U | SEA | CN | Barranquilla | |
| 2013-11 | 9018312000 | $52,108 | 1,862,000 U | SEA | CN | Barranquilla | |
| 2013-11 | 9018312000 | $26,357 | 953,000 U | Maritimo | China | Barranquilla | |
| 2013-11 | 9018312000 | $26,357 | 953,000 U | SEA | CN | Barranquilla | |
| 2013-11 | 9018312000 | $26,357 | 953,000 U | SEA | CN | Barranquilla | |
| 2013-10 | 9018312000 | $107,534 | 3,928,000 U | Maritimo | China | Buenaventura | |
| 2013-10 | 9018312000 | $107,534 | 3,928,000 U | SEA | CN | Buenaventura | |
| 2013-10 | 9018312000 | $107,534 | 3,928,000 U | SEA | CN | Buenaventura | |
| 2013-10 | 9018312000 | $54,972 | 1,972,000 U | Maritimo | China | Buenaventura | |
| 2013-10 | 9018312000 | $54,972 | 1,972,000 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 | Maritimo | China | Buenaventura | |
| 2013-10 | 9018312000 | $99,890 | 3,677,000 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 | Maritimo | China | Buenaventura | |
| 2013-10 | 9018312000 | $46,250 | 1,839,600 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 | Maritimo | China | Buenaventura | |
| 2013-10 | 9018312000 | $50,021 | 1,786,000 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 | Maritimo | China | Buenaventura | |
| 2013-10 | 9018312000 | $46,867 | 1,862,400 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 | Maritimo | China | Buenaventura | |
| 2013-09 | 9018312000 | $123,262 | 4,446,000 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 | Maritimo | China | Buenaventura | |
| 2013-09 | 9018312000 | $102,078 | 3,938,000 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 | Maritimo | China | Buenaventura | |
| 2013-09 | 9018312000 | $43,975 | 1,768,400 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 | Maritimo | China | Buenaventura | |
| 2013-09 | 9018312000 | $43,263 | 1,800,000 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 | Maritimo | China | Buenaventura | |
| 2013-09 | 9018312000 | $89,502 | 3,298,000 U | Maritimo | China | 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 | |
| 2013-09 | 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 | Maritimo | China | Buenaventura | |
| 2013-08 | 9018312000 | $112,377 | 4,580,000 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 | Maritimo | China | Buenaventura | |
| 2013-08 | 9018312000 | $100,964 | 3,732,000 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 | Maritimo | China | Buenaventura | |
| 2013-08 | 9018312000 | $43,772 | 1,974,000 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 | Maritimo | China | Buenaventura | |
| 2013-08 | 9018312000 | $99,377 | 3,674,000 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 | Maritimo | China | Buenaventura | |
| 2013-07 | 9018312000 | $73,720 | 3,032,000 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 | Maritimo | China | Buenaventura | |
| 2013-07 | 9018312000 | $104,464 | 3,504,000 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 | Maritimo | China | Buenaventura | |
| 2013-07 | 9018312000 | $55,446 | 2,040,000 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 | Maritimo | China | Buenaventura | |
| 2013-06 | 9018312000 | $73,859 | 2,991,000 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 | Maritimo | China | Buenaventura | |
| 2013-06 | 9018312000 | $99,727 | 3,606,000 U | SEA | CN | Buenaventura | |
| 2013-06 | 9018312000 | $99,727 | 3,606,000 U | SEA | CN | Buenaventura |