IMPORTADORA BOHORQUEZ C. LTDA.
开发优先级
先研究
6.9/10
先研究
总采购额 (FOB)
$8.31M
Top 10%
市场排名 #1 / 161
复合增长率 (CAGR)
+21.3%
2010–2015
中国采购占比
61%
中渗透
供应商数
7
中度集中
市场份额
24.8%
全国第 1 名
开发前注意 — 1 项风险信号 综合风险：中高 · 历史数据
📅
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
→ 稳定型该进口商在2010年至2015年间经历了显著增长，CAGR达到21.3%，但2015年FOB金额较2014年出现6.0%的收缩，从187.8万美元降至176.6万美元。尽管整体趋势向上，但近两年的波动表明市场可能进入调整期，需警惕增长动能减弱。
年度 FOB · 单价趋势
| 年份 | FOB (USD) | 数量 | 单价 | 同比 |
|---|---|---|---|---|
| 2010 | $1.01M | 0 | — | — |
| 2011 | $1.12M | 0 | — | +10.9% |
| 2012 | $1.11M | 0 | — | -1.0% |
| 2013 | $1.42M | 28,129,310 | $0.0507 | +28.6% |
| 2014 | $1.88M | 33,374,640 | $0.0563 | +31.8% |
| 2015 | $1.77M | 32,576,940 | $0.0542 | -6.0% |
采购稳定性：稳定型 · 波动系数 0.24
供应商情报
7 家供应商 · 集中度 中度集中 · 主供占 58%
供应商份额迁移
VAN CHIANG INDUSTRIAL CORP. TAIPEI
🇨🇳 中国 · 独立贸易商
📤 退出中 · 替代窗口
FOB
$4.83M
批次
230
均价
$0.0764
份额变化
63% → 50% ↓ -14pp
这个主供的份额在往下掉，客户大概率在重新分货。 2014年 65% → 2015年 50%（-15pp）。
2 家其他供应商 — 累计 41.8% 份额
BECTON DICKINSON INDUSTRIAS CIRURGICAS LTDA
🇨🇳 中国 · 独立贸易商
稳定供货
FOB
$3.10M
批次
147
均价
$0.1342
份额变化
37% → 37% ↑ +0pp
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 50% → 2015年 37%（-13pp）。
BD DISTRIBUTION CENTER
🇨🇳 中国 · 独立贸易商
已退出 · 份额空缺 · 末次活跃 2014
FOB
$142K
批次
3
均价
$0.0713
份额变化
0% → 0%
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。 2014年 8% → 2015年 0%（-8pp）；2014 年后没有再出现。
价格敏感度
-43%
客户均价 vs 市场均价
客户采购均价 43% 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 $0.1019 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
$0.3998
中位单价
$0.0580 -43% vs 市场
市场均价
$0.1019
价格区间
$0.0295 — $66.23 (2245.1x)
市场全体进口商价格区间（含该客户历史采购价位）
$0.00000$74.17
$0.0580
客户中位
客户中位
市场均价
$0.1019
$0.1019
物流与节奏
入境口岸
物流与批次
运输方式
CIF 溢价
4.3%
总批次
395
平均单次 FOB
$21K
月度采购季节性
1
$108K
2
$74K
3
$110K
4
$99K
5
$172K
6
$154K
7
$126K
8
$146K
9
$144K
10
$107K
11
$91K
12
$53K
高峰
正常
淡季
💡 高峰采购月：5月、6月。建议在 3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 | 现有供应商均价偏离市场均价较大，最高达+32%（BECTON DICKINSON），最低-30%（BD DISTRIBUTION CENTER）。 | 报价策略应锁定在$0.09-$0.12区间，利用价格优势替代高价供应商。 |
| 供应商格局 | 市场HHI为4780，Top供应商VAN CHIANG份额58.2%，BECTON DICKINSON份额37.3%，集中度虽高但非垄断。 | 直接联系 IMPORTADORA BOHORQUEZ C. LTDA. 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 | 2014-2015年采购额波动，显示采购节奏不稳定。 | 提供灵活的交付窗口和补货频率，以应对采购量的波动。 |
| 突破优先级 | BECTON DICKINSON价格偏高（+32%），且为贸易商，利润空间大。 | 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 IMPORTADORA BOHORQUEZ C. LT… 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 IMPORTADORA BOHORQUEZ C. LTDA. 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 IMPORTADORA BOHORQUEZ C… 最新采购需求与决策人联系方式
- 准备符合 $0.0580 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 IMPORTADORA BOHORQUEZ C. LT… 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 |
|---|---|---|---|---|---|---|---|
| 2015-08 | 9018312000 | $17,629 | 289,000 | MARITIMO | BRAZIL | — | |
| 2015-08 | 9018312000 | $16,058 | 243,300 | MARITIMO | BRAZIL | — | |
| 2015-08 | 9018312000 | $15,921 | 261,000 | MARITIMO | BRAZIL | — | |
| 2015-08 | 9018312000 | $15,000 | 150,000 | MARITIMO | BRAZIL | — | |
| 2015-08 | 9018312000 | $11,970 | 199,500 | MARITIMO | BRAZIL | — | |
| 2015-08 | 9018312000 | $5,486 | 99,750 | MARITIMO | BRAZIL | — | |
| 2015-08 | 9018312000 | $28,031 | 789,600 | MARITIMO | CHINA | — | |
| 2015-08 | 9018312000 | $24,289 | 500,800 | MARITIMO | CHINA | — | |
| 2015-08 | 9018312000 | $18,830 | 594,000 | MARITIMO | CHINA | — | |
| 2015-08 | 9018312000 | $12,678 | 149,500 | MARITIMO | CHINA | — | |
| 2015-08 | 9018312000 | $8,528 | 259,200 | MARITIMO | CHINA | — | |
| 2015-08 | 9018312000 | $3,740 | 100,800 | MARITIMO | CHINA | — | |
| 2015-07 | 9018312000 | $8,690 | 244,800 | MARITIMO | CHINA | — | |
| 2015-07 | 9018312000 | $7,740 | 150,000 | MARITIMO | CHINA | — | |
| 2015-07 | 9018312000 | $7,012 | 189,000 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $51,138 | 1,054,400 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $31,524 | 888,000 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $18,830 | 594,000 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $16,046 | 215,100 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $8,528 | 259,200 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $7,413 | 199,800 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $6,192 | 120,000 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $47,132 | 631,800 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $34,506 | 1,048,800 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $33,000 | 500,000 | MARITIMO | BRAZIL | — | |
| 2015-06 | 9018312000 | $30,500 | 500,000 | MARITIMO | BRAZIL | — | |
| 2015-06 | 9018312000 | $23,982 | 399,700 | MARITIMO | BRAZIL | — | |
| 2015-06 | 9018312000 | $23,834 | 608,000 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $17,080 | 170,800 | MARITIMO | BRAZIL | — | |
| 2015-06 | 9018312000 | $15,592 | 439,200 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $15,250 | 250,000 | MARITIMO | BRAZIL | — | |
| 2015-06 | 9018312000 | $15,000 | 150,000 | MARITIMO | BRAZIL | — | |
| 2015-06 | 9018312000 | $13,356 | 360,000 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $13,192 | 272,000 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $12,941 | 250,800 | MARITIMO | CHINA | — | |
| 2015-06 | 9018312000 | $7,920 | 79,200 | MARITIMO | BRAZIL | — | |
| 2015-06 | 9018312000 | $5,503 | 100,050 | MARITIMO | BRAZIL | — | |
| 2015-06 | 9018312000 | $4,793 | 151,200 | MARITIMO | CHINA | — | |
| 2015-05 | 9018312000 | $49,586 | 1,022,400 | MARITIMO | CHINA | — | |
| 2015-05 | 9018312000 | $36,466 | 1,027,200 | MARITIMO | CHINA | — | |
| 2015-05 | 9018312000 | $26,185 | 351,000 | MARITIMO | CHINA | — | |
| 2015-05 | 9018312000 | $18,830 | 594,000 | MARITIMO | CHINA | — | |
| 2015-05 | 9018312000 | $19,740 | 600,000 | MARITIMO | CHINA | — | |
| 2015-05 | 9018312000 | $19,740 | 600,000 | MARITIMO | CHINA | — | |
| 2015-05 | 9018312000 | $9,349 | 252,000 | MARITIMO | CHINA | — | |
| 2015-05 | 9018312000 | $5,135 | 162,000 | MARITIMO | CHINA | — | |
| 2015-05 | 9018312000 | $108,000 | 1,000,000 | MARITIMO | UNITED STATES | — | |
| 2015-05 | 9018312000 | $12,900 | 150,000 | MARITIMO | UNITED STATES | — | |
| 2015-05 | 9018312000 | $8,600 | 100,000 | MARITIMO | UNITED STATES | — | |
| 2015-05 | 9018312000 | $7,013 | 9,920 | MARITIMO | UNITED STATES | — | |
| 2015-05 | 9018312000 | $4,300 | 50,000 | MARITIMO | UNITED STATES | — | |
| 2015-05 | 9018312000 | $54 | 500 | MARITIMO | UNITED STATES | — | |
| 2015-04 | 9018312000 | $16,842 | 304,000 | MARITIMO | CHINA | — | |
| 2015-04 | 9018312000 | $11,419 | 307,800 | MARITIMO | CHINA | — | |
| 2015-04 | 9018312000 | $4,974 | 151,200 | MARITIMO | CHINA | — | |
| 2015-04 | 9018312000 | $57,340 | 426,000 | MARITIMO | CHINA | — | |
| 2015-04 | 9018312000 | $28,912 | 153,300 | MARITIMO | CHINA | — | |
| 2015-04 | 9018312000 | $15,555 | 101,600 | MARITIMO | CHINA | — | |
| 2015-04 | 9018312000 | $14,160 | 101,000 | MARITIMO | CHINA | — | |
| 2015-04 | 9018312000 | $19,950 | 350,000 | MARITIMO | BRAZIL | — | |
| 2015-04 | 9018312000 | $14,500 | 250,000 | MARITIMO | BRAZIL | — | |
| 2015-04 | 9018312000 | $14,250 | 150,000 | MARITIMO | BRAZIL | — | |
| 2015-04 | 9018312000 | $7,800 | 150,000 | MARITIMO | BRAZIL | — | |
| 2015-03 | 9018312000 | $11,917 | 304,000 | MARITIMO | CHINA | — | |
| 2015-03 | 9018312000 | $11,533 | 136,000 | MARITIMO | CHINA | — | |
| 2015-03 | 9018312000 | $168,438 | 2,187,500 | MARITIMO | UNITED STATES | — | |
| 2015-03 | 9018312000 | $13,200 | 200,000 | MARITIMO | UNITED STATES | — | |
| 2015-03 | 9018312000 | $9,900 | 150,000 | MARITIMO | UNITED STATES | — | |
| 2015-03 | 9018312000 | $6,676 | 9,920 | MARITIMO | UNITED STATES | — | |
| 2015-02 | 9018312000 | $37,946 | 782,400 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $35,434 | 1,117,800 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $26,497 | 746,400 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $15,264 | 180,000 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $13,423 | 408,000 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $11,917 | 304,000 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $10,925 | 61,000 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $10,341 | 200,400 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $9,732 | 60,750 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $8,014 | 216,000 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $14,326 | 247,000 | MARITIMO | BRAZIL | — | |
| 2015-02 | 9018312000 | $13,850 | 250,000 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $9,606 | 160,100 | MARITIMO | BRAZIL | — | |
| 2015-02 | 9018312000 | $7,668 | 216,000 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $2,653 | 83,700 | MARITIMO | CHINA | — | |
| 2015-02 | 9018312000 | $580 | 10,000 | MARITIMO | BRAZIL | — | |
| 2015-01 | 9018312000 | $32,867 | 1,036,800 | MARITIMO | CHINA | — | |
| 2015-01 | 9018312000 | $24,211 | 499,200 | MARITIMO | CHINA | — | |
| 2015-01 | 9018312000 | $21,492 | 120,000 | MARITIMO | CHINA | — | |
| 2015-01 | 9018312000 | $15,397 | 468,000 | MARITIMO | CHINA | — | |
| 2015-01 | 9018312000 | $11,533 | 136,000 | MARITIMO | CHINA | — | |
| 2015-01 | 9018312000 | $9,732 | 60,750 | MARITIMO | CHINA | — | |
| 2015-01 | 9018312000 | $7,413 | 199,800 | MARITIMO | CHINA | — | |
| 2015-01 | 9018312000 | $7,072 | 199,200 | MARITIMO | CHINA | — | |
| 2014-12 | 9018312000 | $23,750 | 250,000 | MARITIMO | BRAZIL | — | |
| 2014-12 | 9018312000 | $10,397 | 199,950 | MARITIMO | BRAZIL | — | |
| 2014-12 | 9018312000 | $8,394 | 139,900 | MARITIMO | BRAZIL | — | |
| 2014-12 | 9018312000 | $5,700 | 60,000 | MARITIMO | BRAZIL | — | |
| 2014-12 | 9018312000 | $5,666 | 99,400 | MARITIMO | BRAZIL | — | |
| 2014-12 | 9018312000 | $26,185 | 351,000 | MARITIMO | CHINA | — | |
| 2014-12 | 9018312000 | $10,341 | 200,400 | MARITIMO | CHINA | — | |
| 2014-12 | 9018312000 | $73,920 | 960,000 | MARITIMO | UNITED STATES | — | |
| 2014-12 | 9018312000 | $13,568 | 20,160 | MARITIMO | UNITED STATES | — | |
| 2014-12 | 9018312000 | $3,465 | 52,500 | MARITIMO | UNITED STATES | — | |
| 2014-12 | 9018312000 | $2,970 | 45,000 | MARITIMO | UNITED STATES | — | |
| 2014-11 | 9018312000 | $33,250 | 350,000 | MARITIMO | BRAZIL | — | |
| 2014-11 | 9018312000 | $10,413 | 200,250 | MARITIMO | BRAZIL | — | |
| 2014-11 | 9018312000 | $5,985 | 105,000 | MARITIMO | BRAZIL | — | |
| 2014-11 | 9018312000 | $1,740 | 30,000 | MARITIMO | BRAZIL | — | |
| 2014-11 | 9018312000 | $754 | 13,000 | MARITIMO | BRAZIL | — | |
| 2014-11 | 9018312000 | $44,389 | 1,250,400 | MARITIMO | CHINA | — | |
| 2014-11 | 9018312000 | $42,370 | 873,600 | MARITIMO | CHINA | — | |
| 2014-11 | 9018312000 | $26,846 | 816,000 | MARITIMO | CHINA | — | |
| 2014-11 | 9018312000 | $26,185 | 351,000 | MARITIMO | CHINA | — | |
| 2014-11 | 9018312000 | $14,379 | 453,600 | MARITIMO | CHINA | — | |
| 2014-11 | 9018312000 | $11,917 | 304,000 | MARITIMO | CHINA | — | |
| 2014-11 | 9018312000 | $5,201 | 100,800 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $62,950 | 449,000 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $19,011 | 100,800 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $15,432 | 100,800 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $13,595 | 101,000 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $32,120 | 904,800 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $30,109 | 620,800 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $20,542 | 648,000 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $16,656 | 93,000 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $16,530 | 300,000 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $9,732 | 60,750 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $11,917 | 304,000 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $8,520 | 240,000 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $7,501 | 228,000 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $4,793 | 151,200 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $3,740 | 100,800 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $2,601 | 50,400 | MARITIMO | CHINA | — | |
| 2014-10 | 9018312000 | $15,000 | 250,000 | MARITIMO | BRAZIL | — | |
| 2014-10 | 9018312000 | $5,700 | 60,000 | MARITIMO | BRAZIL | — | |
| 2014-09 | 9018312000 | $51,138 | 1,054,400 | MARITIMO | CHINA | — | |
| 2014-09 | 9018312000 | $33,569 | 945,600 | MARITIMO | CHINA | — | |
| 2014-09 | 9018312000 | $26,790 | 845,100 | MARITIMO | CHINA | — | |
| 2014-09 | 9018312000 | $15,979 | 214,200 | MARITIMO | CHINA | — | |
| 2014-09 | 9018312000 | $11,533 | 136,000 | MARITIMO | CHINA | — | |
| 2014-09 | 9018312000 | $10,341 | 200,400 | MARITIMO | CHINA | — | |
| 2014-09 | 9018312000 | $8,291 | 252,000 | MARITIMO | CHINA | — | |
| 2014-09 | 9018312000 | $8,154 | 208,000 | MARITIMO | CHINA | — | |
| 2014-09 | 9018312000 | $7,880 | 212,400 | MARITIMO | CHINA | — | |
| 2014-09 | 9018312000 | $73,920 | 960,000 | MARITIMO | COLOMBIA | — | |
| 2014-09 | 9018312000 | $13,200 | 200,000 | MARITIMO | COLOMBIA | — | |
| 2014-09 | 9018312000 | $4,752 | 72,000 | MARITIMO | COLOMBIA | — | |
| 2014-09 | 9018312000 | $48,131 | 356,000 | MARITIMO | CHINA | — | |
| 2014-09 | 9018312000 | $41,915 | 272,000 | MARITIMO | CHINA | — | |
| 2014-07 | 9018312000 | $20,040 | 400,000 | MARITIMO | CHINA | — | |
| 2014-07 | 9018312000 | $17,910 | 100,000 | MARITIMO | CHINA | — |