进口复合肥的产知品识毕景龙.ppt

地址：东阿县顾官屯镇鲁西化工工业园内 邮编：252211 电话：06353481582 进口复合肥的产品知识 山东聊城鲁西化工销售有限公司 毕景龙 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 主要有以下几个方面内容： 1、我国近几年来每年进口复合肥的总体数量 2、进口复合肥的品种及配方 3、进口复合肥主要原产国及进口肥特点 4、当前市场进口肥的销售价格及包装 5、针对南方市场我公司开展进口肥销售的想法 6、利用公司资源开展进口肥贸易的思路 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 一、近年来随着我国磷复肥的产量不断 增加、产能过剩，自2003年以来，在内陆 省份很少再能看到进口复合肥的踪迹，然而 我国每年都在有二十几万吨的进口复合肥在 我国南方沿海一带经济发达地区销售，而且 销售价格非常高、销售量也很大。随着经济 的快速发展，农民对经济作物的投入越来越 高，如何做好经济发达地区复合肥的销售是 当前和未来一段时间的工作重点。 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 二、 进口复合肥的品种及配方 1、目前国内使用的进口复合肥主要分两种：硝硫 基、硝氯基 2、进口复合肥的配方和国内企业生产的复合肥氮 磷钾养分配比基本差不多（主要是国内企业学 习模仿的较快，无外乎是效果不一样）。主要 配方有：15-15-15；16-16-16；15-5- 20；21-0-21；26-13-0；等配方 地址：东阿县顾官屯镇鲁西化工工业园内 邮编：252211 电话：06353481582 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 地址：东阿县顾官屯镇鲁西化工工业园内 邮编：252211 电话：06353481582 三、进口复合肥原产国的特点 1、我国进口复合肥主要来自以下几个国家： 俄罗斯的“阿康”“哈硕”、挪威的“海德鲁”、 芬兰的“星王”、德国的“狮马”、罗马尼亚“乐 施”以上几个国家的进口复合肥主要特点是：15- 15-15、16-16-16的平衡肥料即可做底肥又可做追 肥，速溶速效，效果来的快，施后无任何残渣。 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 地址：东阿县顾官屯镇鲁西化工工业园内 邮编：252211 电话：06353481582 2、进口肥使用后和国产肥相比效果好的主要原因是 ：进口复合肥都含有硝态氮6硝态氮效果来的快， 进口复合肥的磷酸以及氧化钾纯度较高，使用后基 本无残留。 3、进口肥的生产工艺比较先进，多采用油冷却的方 法，肥料表面光滑带小孔，国产肥很难模仿其颗粒 外表和颜色。 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 四、进口复合肥的价格及产品包装 1、进口复合肥的价格比国产同等含量的销售价格 高1000-1500元/吨，比如目前在广东的湛江、 深圳、海南市场进口肥德国“狮马”、芬兰“ 星王”硝硫基15-15-15批发价4000-4200元/吨 ，挪威“海德鲁” 批发价4830元/吨，罗马尼 亚的“乐施”硝硫基15-15-15批发价格4280元/ 吨。 2、硝氯基：主要是俄罗斯进口的“阿康”16-16- 16目前批发价格2800元/吨。德国“红牛”牌 51%含量硫酸钾批发价格4300元/吨。 地址：东阿县顾官屯镇鲁西化工工业园内 邮编：252211 电话：06353481582 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 地址：东阿县顾官屯镇鲁西化工工业园内 邮编：252211 电话：06353481582 进口肥包装与国产肥对比 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 地址：东阿县顾官屯镇鲁西化工工业园内 邮编：252211 电话：06353481582 目前国产肥复合肥深 圳芭田、广州拉多美、凯 美瑞等南方企业的产品包 装也都仿效进口肥的包装 简单、大气。 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 广东拉 多美高 氮高钾 产品 地址：东阿县顾官屯镇鲁西化工工业园内 邮编：252211 电话：06353481582 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 地址：东阿县顾官屯镇鲁西化工工业园内 邮编：252211 电话：06353481582 五、针对南方市场我公司开展进口肥的销售 的想法 ： 1、依托我公司外贸公司和国内、国际贸易商的良好 关系，确定并代理一家国外高端产品做为鲁西化工 的拳头产品在南方市场进行销售。 2、开发新的销售渠道，原有网络客户多数不能适应 进口产品的网络销售，寻找一些当地网络较全的大 公司进行合作销售。 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. o3、把广东、海南两省做为进口肥销售的重点市 场，安排业务精干人员对进口肥进行网络开发 与销售。 o4、制定每销售一吨销售进口肥给公司创造利润 总额的比例系数，激励业务人员只有高卖价格 才能有较好的收入。 o5、完全打破原有销售网络是鲁西代理的操作方 法，向操作进口肥较长的大公司进行学习进口 肥的网络销售，比如：中农公司深圳分公司、 烟农广东分公司、广东省农资公司等 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 六、利用公司资源开展进口肥贸易的 思路和想法： 1、结合当前国内北方几个大企业以及广东市场当 地企业（拉多美、凯美瑞等企业因原料准备不 足几乎没有开车生产）对南方市场的发货量和 生产量来分析2010年春季是进口肥销量比09年 春季销量会有所增加。 2、农副产品价格尤其是瓜果蔬菜价格持续高涨给 两广经济发达地区的农民对高附加值的进口肥 投入施用量增加信心。 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. o3、俗话说：“万事开头难”。没有新的思路和想 法就不可能有进步，利用公司资源优势积极探 索新的销售模式的创新，尝试代理销售进口复 合肥是考验我们操作市场和大公司进行业务谈 判的能力的体现，说实话以我们目前业务员掌 握业务知识和业务能力去和南方一些经营进口 复合肥的省级代理或中农、中化的分公司去谈 业务还差的很远，所以我们要不断的进行学习 自己匮乏的知识，不要满足于现状。 Evaluation only.Ev