【正文】 175美元。因?yàn)橹灰胤奖Ｗo(hù)主義存在，有問題的復(fù)合肥還是可以流向市場(chǎng)。所在在目前的復(fù)合肥市場(chǎng)上，很多不法廠家靠摻雜使假、以次充好、虛假標(biāo)志發(fā)了財(cái)。因此，一些復(fù)混肥生產(chǎn)企業(yè)為了使其產(chǎn)品在市場(chǎng)上更好銷，首先在企業(yè)名稱上把“復(fù)合肥”3個(gè)字加上，如XXX復(fù)合肥廠（公司）；其次，起草一個(gè)復(fù)合肥的企業(yè)標(biāo)準(zhǔn)，在地方標(biāo)準(zhǔn)化行政主管部門備案之后，便可以堂而皇之地稱為復(fù)合肥。表26新疆專用肥廠家統(tǒng)計(jì)表 單位:萬噸（實(shí)物量）序號(hào)廠家產(chǎn)能廠址生產(chǎn)狀態(tài)1烏魯木齊天山專用化肥廠3北疆2烏魯木齊專用化肥廠(新春化肥有限公司）10北疆3烏魯木齊縣大地窩堡鄉(xiāng)二大隊(duì)化肥廠2北疆4烏魯木齊特力稀土肥料開發(fā)有限公司3北疆已停產(chǎn)5米泉市新華復(fù)合肥廠1北疆6米泉廈華復(fù)合肥廠10北疆7新疆化肥廠專用肥廠3北疆8新疆明達(dá)復(fù)合肥廠3北疆9新疆地豐磁化復(fù)合肥廠10北疆已停產(chǎn)10新疆農(nóng)科專用肥料開發(fā)有限責(zé)任公司3北疆11新疆農(nóng)資專用肥廠8北疆12烏魯木齊石化總廠15北疆13阿克蘇地區(qū)農(nóng)資公司復(fù)合肥廠10南疆14石河子正義化肥廠10兵團(tuán)15博樂精河專用肥廠2北疆16農(nóng)五師102團(tuán)復(fù)合肥廠1兵團(tuán)已停產(chǎn)17喀什市農(nóng)資公司金色滿復(fù)合肥廠10南疆已停產(chǎn)18烏魯木齊八家戶復(fù)合肥廠7北疆19烏魯木齊華新有機(jī)復(fù)合肥廠5北疆合計(jì)123進(jìn)入門檻低促成了復(fù)混肥行業(yè)的快速增長，但問題也出在這里。內(nèi)地復(fù)合肥企業(yè)銷售到新疆的，主要有貴州的開磷集團(tuán)公司和宏福實(shí)業(yè)總公司，云南紅磷化工有限責(zé)任公司，四川宏達(dá)化工公司、什邡鎣峰實(shí)業(yè)總公司和新都化學(xué)工業(yè)有限責(zé)任公司等廠家的二元復(fù)合肥，以及山東紅日的“艷陽天”、山東的“綠緣”、“魯北”，中阿化肥的“撒可富”，甘肅金昌的“西洋”，山西的“天脊”，寧夏的“多元”，青島的“海洋”，湖北的“洋豐”，還有“撒特利”和“桂湖”等品牌的三元復(fù)合肥。新建裝置的產(chǎn)能若低于20萬噸/年，則在原料購入、資源及規(guī)模上必然處于劣勢(shì)，所以，新建裝置的規(guī)模一般至少應(yīng)在30萬噸/年以上。重點(diǎn)扶持一批管理好、有技術(shù)和資源優(yōu)勢(shì)的高濃度磷復(fù)肥企業(yè)。根據(jù)加入WTO我國所做的承諾，化肥關(guān)稅配額和非國營貿(mào)易比例為:尿素:配額基期準(zhǔn)入量130萬噸，期末330萬噸，每年不少于10%的關(guān)稅配額安排非國營貿(mào)易企業(yè)代理進(jìn)口；磷酸二銨:配額基期準(zhǔn)入量540萬噸，期末 690萬噸，第一年不少于10%的關(guān)稅配額安排非國營貿(mào)易企業(yè)代理進(jìn)口，以后每年增加5個(gè)百分點(diǎn)，最終非國營貿(mào)易進(jìn)口比例達(dá)到49%；復(fù)合肥:配額基期準(zhǔn)入量270萬噸，年增長率5%，第一年不少于10%的關(guān)稅配額安排非國營貿(mào)易企業(yè)代理進(jìn)口，以后每年增加5個(gè)百分點(diǎn)，最終非國營貿(mào)易進(jìn)口比例達(dá)到49%。四、人口因素分析表24 20022050年我國總?cè)丝谠鲩L趨勢(shì) 單位:億人年份高方案中方案低方案200020102020203013,7120402050由表24可看出，未來幾十年間，我國人口還呈增長趨勢(shì)。尿素的品牌作用下降，主要有三個(gè)方面的原因：一是尿素產(chǎn)品自身特性造成的。而且由于農(nóng)資公司資金狀況差及對(duì)未來市場(chǎng)難于把握，本身冬儲(chǔ)積極性也不高，過去冬儲(chǔ)唱主角的農(nóng)資公司現(xiàn)在儲(chǔ)肥很少，使得生產(chǎn)企業(yè)自己儲(chǔ)肥壓力空前加大，既需要準(zhǔn)備大量的資金來進(jìn)行生產(chǎn)周轉(zhuǎn)，又需要自建或者租借許多倉庫來儲(chǔ)肥。打假部際協(xié)調(diào)小組按照工作計(jì)劃，多次組織了市場(chǎng)抽查和檢查，使化肥的流通秩序有所好轉(zhuǎn)，坑農(nóng)害農(nóng)的現(xiàn)象逐步減少。他們利用國內(nèi)豐富且廉價(jià)的資源、人力建設(shè)大型的生產(chǎn)基地和分銷網(wǎng)絡(luò)，形成化肥經(jīng)營強(qiáng)有力的對(duì)手。特別是近兩年化肥市場(chǎng)轉(zhuǎn)旺，更提高了生產(chǎn)企業(yè)建立自己銷售網(wǎng)點(diǎn)的興趣，他們一方面增強(qiáng)了對(duì)貨源和市場(chǎng)的控制力，另一方面加大品牌的宣傳力度，將資源優(yōu)勢(shì)和網(wǎng)絡(luò)優(yōu)勢(shì)結(jié)合起來，大大提高了企業(yè)的經(jīng)濟(jì)效益。因此，今后幾年我國仍需加大復(fù)合肥特別是高濃度的三元復(fù)合肥的投入。根據(jù)市場(chǎng)調(diào)查，目前新疆各口岸無進(jìn)口三元復(fù)合肥，市場(chǎng)也沒有進(jìn)口的三元復(fù)合肥銷售。表21 世界復(fù)合肥消費(fèi)預(yù)測(cè) 單位:萬噸 （折純）20032004200520062007200820092010歐 洲14131427143114351434143814381439獨(dú)聯(lián)體171171171171176176176181非 洲288304316326334351359中 東3537373737373737亞 洲18001854196520252084217122632305大洋洲6666666767676767北美洲10471047104710471047104710471047南美洲191192192193合 計(jì)499650975224530054735628從表21世界復(fù)合肥消費(fèi)預(yù)測(cè)可看出，今后十年，世界復(fù)合肥消費(fèi)有一定的增長，其中亞洲復(fù)合肥的需求量增長最快。品種要多。把鄉(xiāng)鎮(zhèn)供銷社和農(nóng)業(yè)三站作為化肥的代銷點(diǎn)，并以契約和信息技術(shù)聯(lián)系起來，組成生產(chǎn)網(wǎng)絡(luò)、營銷網(wǎng)絡(luò)、服務(wù)網(wǎng)絡(luò)和開發(fā)網(wǎng)絡(luò)。我國化肥行業(yè)進(jìn)行調(diào)整已勢(shì)在必行。通過對(duì)復(fù)合肥企業(yè)宏觀營銷環(huán)境、行業(yè)競(jìng)爭(zhēng)環(huán)境以及自身的優(yōu)勢(shì)劣勢(shì)進(jìn)行分析，認(rèn)為烏石化復(fù)合肥產(chǎn)品營銷應(yīng)從4P與4C結(jié)合的角度出發(fā)來考慮，即：應(yīng)以能夠滿足特定目標(biāo)消費(fèi)群的需求為導(dǎo)向的產(chǎn)品策略、以滿足消費(fèi)者需要所付出的成本為導(dǎo)向的價(jià)格策略、以提高消費(fèi)者購物便利性為導(dǎo)向的渠道策略、以溝通為導(dǎo)向的促銷策略為主來實(shí)施。競(jìng)爭(zhēng)的加劇和需求內(nèi)涵的改變都對(duì)化肥生產(chǎn)企業(yè)提出了更高的要求。其實(shí)從根本上說，在市場(chǎng)經(jīng)濟(jì)條件下，政府的扶持和保護(hù)只能是短暫的。 Channel Strategy is to improve the shopping convenience of consumer, Sales promotion Strategy is put into practice by munication. Product StrategyProductWe elementarily make sure the extended production of the pound fertilizer in the primary market, when ing into shape phase we need to adjust the strategy of production. Trademarkin order to reduce the sale cost of pound fertilizer and buildup the power of market petition, we should still use “Tianchi” trademark to fully exert its advantage .Packing—we should chose high quality knittingbag and pack product into bags of different sizes to stand out “Tianchi” trademark.Service—“the more advanced product, the more particular and entirely service” and “enterprise is service” are the new marketing conception of modern enterprise. Firstly, establish the professional organization of agriculture service. Secondly, set up a high diathesis troop for service. Thirdly, setup rational demonstrationpot in objective market as an example to radiate circumjacent area. Fourthly, organize small unit of ag service go to countryside to develop some service such as measuring land, matching pound fertilizer and giving publicity to new product. Finally, set up consultation support for user at any time.Price StrategyIn our factory the market price of pound fertilizer should be pitched at a middle or high price level. Our price could have a little lower than domestic good trademark, but must higher than other trademarks and the price from other enterprise across the whole Xinjiang to pop out the advantages of our trademark and regional predominance.At the same time, in order to go in for most marketable share, we should give attention to two or more things from developing the scale of pound fertilizer market.On the basis of franchisee, secondary wholesaler and thirdclass retailer, the general system of whole distribution price, exwork price, trade price, group trade price and retail price should be established by supervisor of sale network, which could guarantee corresponded profit for every tache of whole network. In practice, we could set up a supervisory organization of all user in Xinjiang market by our factory to e on a suit of price, a system of market supervision, which could randomly go on a tour of market inspection at pound fertilizer midseason and establish a relationship of negotiation and supervision to keep stabilization of market.On the other side, the demanding of pound fertilizer in low season and midseason is very observably as the using season of Xinjiang pound fertilizer is very short. According buying winter store, associating store and sale, store and sale by self, we could reach the best benefit.Channel StrategyAt first, in Xinjiang we could chose the important region and bureau corps of yielding construction as the basic market and put up alloriented operating by means of franchiser and merchant.The length of channel: franchiseewholesalerretailer.The width of channel: we could adopt different width according to characteristic of every fractionized market. Depending on franchisee, we could set up different wholesaler, which only allow one in every single market. Through this method, the ret