对扩大我国石蜡出口的思考

Enlarging China's Paraffin Wax Exports

我国拥有丰富的石蜡资源,我国石蜡在国际市场上很受欢迎,年出口量已从1990年的十几万吨增长到1999年60万吨。鉴于世界石蜡将长期处于供不应求的局面,适时扩大我国石蜡出口很有必要。本文通过回顾我国石蜡出口的发展历程,总结了石蜡出口管理方面的经验教训,指出了目前存在的问题,并建议:借鉴国际大公司经验,实现经营模式转变,尽快建立起自己的营销体系;理顺市场渠道,规范市场秩序,按客户分类实施营销政策;在港口合并各分散的运营渠道,通过规模经营来降低成本;实施目标市场定价策略,主动开拓市场,使我国石蜡在国际市场上获得应有的地位和利润。

By Cheng Bin, China United Petroleum Co. Ltd. China boasts abundant paraffin resources. China's paraffin wax exports have been strong, and have increased from 100-200 thousand tons in 1990 to 600 thousand tons in 1999. In consideration of the long-term trend, and the fact that paraffin wax supply lags demand in the international market, there would seem to be an excellent oppor- tunity to expand China's paraffin exports. This paper reviews the history of China's paraffin wax exports, and summarizes the experiences and lessons in managing paraffin wax exports. By examining the present situation, the paper also points to several recommendations: the need to learn from the experience of large international companies, keeping abreast of changing operational modes, establishing independent marketing operations; establishing appropriate marketing channels, clarifying customs procedures, implementing diversified marketing strategies; uniting segmented transportation facilities, lowering operating cost by economies of scale; implementing the Target Market Pricing strategy, exploring new markets, and gaining market share and profits for China's paraffin wax export trade.