国际海运首选：如何在强大竞争对手中突围？SEO专家实战分析
文 | Tess 公众号：Tess外贸Club（Tess_2006）
01
2013年，一位长期向我采购燃气灶的厄瓜多尔客户忽然发邮件说要来中国商谈。见面后得知，厄瓜多尔正逐步减少燃气使用，最终目标是全面转向电能。这虽然意味着我的燃气具订单将减少，但也预示着电磁炉、电陶炉等新产品将在当地市场兴起。
In 2013, a long-term Ecuadorian client who purchased gas stoves from me suddenly emailed to arrange a meeting in China. I later learned Ecuador was gradually reducing gas usage with the ultimate goal of transitioning to electricity. While this meant my gas appliance orders would decline, it also signaled the rise of new products like induction cookers and electric pressure cookers in the local market.
2014年初，客户从厄瓜多尔商务部获悉，一个大型电磁炉采购项目正在招标，且必须从中国采购。但当得知中国政府只推荐美的、格兰仕等大厂时，我建议客户放弃竞标。
In early 2014, the client learned from Ecuador's Ministry of Commerce about a major induction cooker tender that required Chinese suppliers. However, when we discovered China was only recommending major manufacturers like Midea and Galanz, I advised the client to withdraw.
2015年招标结果印证了我们的预测。更令人震惊的是，厄瓜多尔政府提供了2年信用期，相当于政府全额垫资。面对这种国家银行支持的优势竞争对手，我们决定另辟蹊径——转而供应单头炉，与主流多头炉形成差异化。虽然销量不大，但在无竞争环境下销售良好。
The 2015 tender results confirmed our predictions. More surprisingly, Ecuador's government offered a 2-year credit period, effectively fully financing the purchases. Facing such strongly-backed competitors, we pivoted to single-burner units, differentiating from mainstream multi-burner models. While volumes were modest, sales were strong in this uncontested space.
02
这个案例深刻提醒我们：外贸业务员必须密切关注客户所在国的政治经济环境。政治与经济永远密不可分。许多业务员只盯着现有订单，却忽略了客户业务停滞的隐患。
This case highlights a crucial lesson: export salespeople must closely monitor the political and economic environment of their clients' countries. Politics and economics are inseparable. Many salespeople focus only on existing orders while overlooking the risks of stagnant client businesses.
《一个人的外贸江湖》卷二中有个典型案例：当发现客户国家正在开展偏远地区燃气改造工程时，主人公建议客户转型专攻这些新兴市场，通过与管道安装公司合作，最终实现订单增长500%。
A case in "One Person's Foreign Trade Story Vol.2" illustrates this perfectly: Upon learning about a rural gas pipeline project, the protagonist advised focusing on these emerging markets through partnerships with installation companies, ultimately achieving 500% order growth.
SEO优化关键点：
1. 差异化竞争策略（Differentiation Strategy）
2. 政治经济环境分析（PEST Analysis）
3. 蓝海市场开发（Blue Ocean Strategy）
4. 供应链金融方案（Supply Chain Finance）
Conclusion: 在外贸竞争白热化的今天，只有深度洞察市场趋势并快速执行差异化策略的企业才能持续发展。11月26日厦门见面会，我们将深入探讨如何在国际贸易中降本增效。
Conclusion: In today's hyper-competitive export environment, only companies that deeply understand market trends and quickly execute differentiation strategies can thrive. Join us in Xiamen on November 26th to explore cost-saving and profit-boosting strategies in international trade.
