阀门行业是玉环市的支柱产业。作为玉环阀门企业的聚集地的楚门，其阀门行业市场竞争力的强弱，直接关系到玉环县域经济的健康、协调和可持续发展。埃德信阀门从阀门行业的现状及发展趋势入手，结合玉环县阀门行业实际，分析市场竞争能力，并提出增强市场竞争力的对策。
1. Current situation and development trend of the valve industry
Valves are generally classified into gate valves, globe valves, throttle valves, instrument valves, plunger valves, diaphragm valves, plug valves, ball valves, butterfly valves, check valves, pressure reducing valves, safety valves, steam traps, regulating valves, bottom valves, filter valves, sewage valves, etc. Classified according to main parameters, among which, according to pressure, can be divided into vacuum valves, low pressure valves, medium pressure valves, high pressure valves and ultra-high pressure valves; classified by valve body material, can be divided into non-metallic material valves, metallic material valves and metal body lined valves. It is widely used in high, medium and low pressure systems such as tap water, sewage discharge, cold and hot supply, and gas and oil supply pipelines. The largest users are the petrochemical industry, power department, metallurgical department, chemical industry and urban construction department. According to relevant data, the global annual demand for valves is about US$50 billion, including US$8 billion in the United States, US$10 billion in Western Europe, US$8 billion in the Middle East, US$10 billion in Japan, South Korea and Southeast Asia, and about US$14 billion in other countries.
The valve industry first emerged in Milan, Italy in the 1930s. It has a history of nearly 70 years in Western countries and belongs to the "sunset" industry. In the 1980s, the main international valve production bases were Italy, Japan, Germany, South Korea and China Taiwan. After entering the 1990s, due to the appreciation of currencies in these countries and regions, the rising cost of production factors such as labor and land prices, and environmental protection reasons, they gradually lost their competitive advantage in the international middle and low-end market and turned to the production of high-end valves and high-end sanitary products (plumbing equipment), and the middle and low-end products were gradually transferred to underdeveloped or relatively backward countries and regions. Since my country's valve industry has been developing for nearly 20 years and has a certain foundation, developed countries regard my country as the main transfer target for valve manufacturing. As a result, four main production bases for copper valves have been formed in Taizhou, Ningbo (including urban areas, Ninghai, Cixi and Yuyao), Nan 'an (Luncang Town, Anxi Town) and Zhuji Diankou Town, as well as three main production bases for plumbing equipment in Guangdong (including Shunde, Shenzhen, Shuikou Town, Kaiping City), Nan' an in Fujian (Luncang Town, Anxi Town) and Ruian in Wenzhou (Meitou Town). After the outbreak of the Asian financial crisis, the valve industry in Southeast Asian countries such as Indonesia, Thailand, and Vietnam developed rapidly and became another transfer destination for the international valve industry. At the same time, with the improvement of people's quality of life, valve products have paid more attention to the development of durable and environmentally friendly products, and plumbing sanitary ware has gradually become the new mainstream in the development of the valve industry.
近年来，阀门行业的国际市场十分活跃，东亚和东南亚的阀门进出口增长迅速，北美发达国家间的市场贸易持续发展，德国、意大利、日本等国家的出口不断扩大，美国、英国、法国等国家进口的高速增长，形成了国际阀门市场繁荣的支撑点。阀门国际贸易的进一步拓展，使得该行业的竞争也更加激烈，由过去单一依靠价格竞争加速向依靠质量和品牌等因素的综合竞争方面转变。
二、我县阀门行业市场竞争力分析
玉环阀门行业起步于20世纪80年代，起始地点在楚门。经历过起始创业、积累发展、调整提高三个阶段。1981年—1988年，是起始创业阶段。第一只球阀样品从山东青岛外贸公司引进；最早的阀门产品铁阀门在县飞环阀门厂开始生产；第一家球阀生产企业县水暖设备厂诞生；最早的砂型铸造工艺在坎门水龙村形成。1989年—1996年，为积累发展阶段。阀门行业生产制造技术和工艺逐渐成熟，加工配套体系逐步形成，产品从单一的球阀发展为铜球阀、水嘴、闸阀和水暖器材等多个品种系列，出口产值和内销产值逐年扩大，涌现出一批年产值上千万元企业。其中1989年是玉环阀门行业发展取得较大突破的一年，生产企业从原先的十几家增加到上百家。步入90年代后，阀门出口发展迅速，产品开始大量出口到中东、东南亚等国家和地区。同时，产品品牌也不断得到重视，自1989年解放塘球阀厂注册了“宁锚”第一个铜阀门商标后，“永得胜”、“巨水”等内销产品相继注册，打响了玉环阀门产品在中国的知名度。特别是1996年底，热锻压工艺的成功引进，玉环阀门实现了第一次历史性的跨越，产品整体质量水平全面提高。1997年至今，是调整提高阶段。由于亚洲金融危机的影响，玉环的阀门生产企业积极调整市场结构，将出口重心向欧美、中东以及非洲地区市场转移，促进了企业规模的急剧扩张，基本形成以企业集团为龙头，以年产值千万元的企业为中坚，其他生产企业和配件生产企业为补充的行业格局。经过20多年的蓬勃发展，玉环阀门产业产品规格和品种日趋完善，企业规模不断扩大，管理水平大幅提高，基本形成了系列化、专业化的产业链。2006年，全县阀门行业产值近150亿元，占全县工业总产值的30.4%，占全国阀门行业同类产品总产值的45%；完成全社会出口交货值70亿元，约占全国同类产品外贸出口的50%以上。玉环阀门在全国阀门行业中占有举足轻重的地位，并由此被命名为“中国阀门之都”和“中国五金机械(阀门)出口基地”。
但是，面对新形势，综合分析我县阀门产品的价格、品种、质量、品牌、规模、市场和发展环境等因素，阀门行业的综合竞争力仍然喜忧参半。
（一）高度集聚的劳动密集型产业群，降低了生产成本，使产品价格竞争力具有一定优势。与国内其它阀门生产地相比，玉环在劳动力、水、电等要素价格以及资源转换成本上没有优势，反而处于劣势。玉环县工人平均月工资比慈溪、宁海和福建要高出100—200元，区位原因使原材料及成品两项每吨运费要比宁波高出400元，加上水电短缺因素，加剧了生产成本的上涨。由于全县1400家阀门生产企业绝大多数聚集泽坎线楚门镇交界的省级阀门水暖特色产业集聚区，以及龙溪乡的600亩阀门产业功能区，形成了从模具制作到铜棒加工、锻造、电镀、抛砂、装配、包装等7个环节的专业化分工协作的产业集群，使得阀门制造及配套加工工艺生产率比其它地方高出15—20%，从而弥补了在运费、劳动力、水、电等生产要素成本，降低了总生产成本，显示出较强的中低档阀门劳动密集型的低价位优势。
（二）产品品种相对齐全，市场拓展空间较大。我县主要产品是中低压铜阀门及配件、水暖器件和柱塞阀。中低压铜阀门及配件拥有黄（青）铜锻压球阀、闸阀、截止阀、止回阀、过滤阀等100多个品种1000多种规格，主要应用于自来水、污水排放系统。水暖器件有浴缸、面盘及厨房用龙头、沐浴器、花洒及软管、暖汽片、地漏等100个品种1000种规格，主要用于厨房、卫浴排水系统。柱塞阀也有批量生产。我县阀门产品品种繁多、规格齐全，企业还能根据客户的需要，生产不同精细度和规格的产品。因此，具有较强的市场发展空间。
(3) Private enterprises have flexible mechanisms and strong viability. The valve production and processing enterprises in our county are all private enterprises, and most of them implement corporate management, forming a first-mover advantage in terms of system and mechanism. With this advantage, it supports the valve industry economy to maintain high-speed growth and shows strong development potential. At the same time, the county's existing corporate funding sources mainly come from private funds and rarely rely on financial support. Therefore, it is rarely influenced by national macro policies and has a strong competitive advantage.
(4) The scale of the enterprise is small and its competitiveness is weak. In 2006, the county's valve enterprises achieved an output value of nearly 15 billion yuan, with an average output value of about 25 million yuan. Among them, there are more than 2000 enterprises with annual sales revenue of more than 10 million yuan, 30 enterprises with annual sales revenue of more than 50 million yuan, and 11 enterprises with annual sales revenue of 100 million yuan to 500 million yuan. At present, the annual output value of Ningbo Emeco Company has reached about 1.2 billion yuan, and the annual sales of valve companies in Italy and other countries have reached several billion dollars. In contrast, due to the small scale of the company in our county, it is difficult to unite with many small and medium-sized enterprises. Enterprises participate in and compete against the competition of large companies and large groups in the international market.
（五）产品质量逐步提高，但档次不高，竞争力欠强。我县机械加工有近40多年的历史，20世纪80年代，国有机械厂的机械加工技术人员纷纷下海创办阀门厂，由此形成了今日5万人的阀门产业大军和一批精通机械制造的技术人员。近年来，企业纷纷加大技改投入，引进先进设备，运用阀门自动化生产专用机床，采用国内领先的热锻压生产工艺以及现代实用高效集成加工技术和新一代电镀表面处理技术。引进先进检测设备，建立阀门水暖产品质量检测中心，加强原材料的纯度、产品硬度和耐磨度的检测，确保产品质量的稳定。目前，120多家企业获得了ISO9002、UPC、UL、KS等各类质量体系认证。但是，获得认证的产品大多是中低档的铜阀门及配件产品。由于缺乏高科技含量的生产设备和生产工艺，部分水暖器件的光洁度和耐用性能等关键指标达不到相应的水平，影响了产品的国际市场竞争力。
（六）区域品牌效应突出，企业品牌知名度不高。玉环县作为“中国阀门之都”和“中国五金机械（阀门）出口基地”，区域品牌具有一定的知名度，可以与意大利的“龙头谷”和台湾的“龙头县”相媲美。但是，县域内的企业自有品牌不强，效应不突出。就连在国内市场上有一定知名度的县域企业，如博民、环宇、金源、时达、丰华、苏尔达,角度阀门等，产品进入国际市场，往往借牌意大利等国家的品牌出口。目前，全县国家免检产品只有4个，省级著名商标和名牌产品仅10个，中国建筑五金行业知名品牌15个，各类品牌总数占企业总数的比例仅有2%。由于缺少像TOTO、KOHLER（科勒）等国际知名品牌的企业龙头带动，致使“中国阀门之都”的区域品牌缺乏强有力的支撑。
（七）外贸出口拓展强劲，国际市场多元化战略销售市场亟待加强。全县的阀门内销产品集中销往全国大中城市和沿海地区，外销集中销往中东、欧美、南非等市场，其中中东市场的销售总量占到外销总量的65%左右。这样，使得销售市场过于集中，产品容易达到饱和。另外，在国际市场上的销售份额，真正通过自己的营销渠道进入市场的产品很少，大量的产品通过外国企业的营销渠道进入国际市场。这样，实际上我县企业只赚取了很少的加工利润，大量的潜在收益流失了。
（八）科技创新能力不足，市场经济秩序需加快规范。我县大多数企业缺乏自主创新能力，有开展创新活动的，也只是简单的模仿创新。全县仅有新颖、博民、丰华、桑耐丽等7—8家企业建有专门的研发机构和研发人员，年平均研究开发新产品也只有1—2个。另外，企业之间压价抢客户恶性竞争。虽然组建了阀门水暖行业协会，但是协会缺少有效阻止恶性竞争的手段，致使企业丧失对外报价的主动权。
三、增强玉环阀门行业市场竞争力的对策
（一）推进企业联合重组，提升企业档次
改变企业单体规模过小、竞争实力偏弱的现状，除了企业自身生长因素外，最直接、最有效的方法就是通过企业间的联合、兼并、重组来实现企业的资本扩张，从而进一步扩大市场占有率，在竞争中立于不败。这是当今国际经济领域比较流行的做法，也是今后一个时期阀门行业发展的方向。要鼓励中小企业走联合，组建股份公司或集团公司。对企业组建过程中因资产整合涉及的土地、房产、车船、专利、商标等产权（股权）的变更，所涉及的地方部分规费要予以全额缓缴；对组建工业企业销售收入超亿元的，其所得税和增值税地方所得部分，3年内每年以上年实缴数递增一定比例为基数，超基数部分要全额予以奖励；利用资本公积、未分配利润和盈余公积转增股本的，应缴的个人所得税地方所得部分要实行先征收后奖励。争取用3-5年的时间，打造出若干产值超过5亿乃至10亿元的企业集团。
（二）引导企业实施品牌战略，打响企业自有品牌
名牌竞争是现代市场竞争的两大主要竞争因素之一。谁创立了品牌，谁就拥有了市场。要积极引导企业推进产品标准化进程，实施品牌战略。鼓励企业采用国际标准和国外先进标准，制定具有国际竞争力、高于现行国家标准的企业内控指标。要积极帮助企业创建自有品牌，对企业在国外注册自有品牌商标，设立分公司或办事处，以及通过国外一系列质量体系认证或环保方面的认证，均给予一定的奖励。要引导社会资金向名牌产品、名牌企业流动，调动社会资源壮大名牌企业规模，使名牌企业获得持续发展所需要的资金。
（三）重视产品结构的调整，引导企业向新的领域拓展
阀门行业有产品几十类，而我县生产的只有民用领域的铜阀门及配件、水暖器件，石化行业、电力部门、冶金部门、化工行业等工业领域的巨大市场空间还未涉足。因此，在投资密度上适度放宽，引导企业在巩固铜阀门及配件、提高水暖器件的同时，向石化行业、电力部门、冶金部门、化工行业等领域拓展。
(4) Increase technological innovation and develop high value-added and internationally leading products
Formulated and promulgated the "Evaluation Method for Growth-oriented Small and Medium-sized Enterprises" to select a group of valve enterprises with high technological content, reasonable product structure, correct investment direction, good growth potential and in line with the five overall planning spirits, as key cultivation objects for "advanced manufacturing enterprises". Continue to increase interest subsidies for technological transformation, adjust the areas of interest subsidies for technological transformation, and concentrate funds on interest subsidies for modern and automated high-precision equipment. By introducing and grafting advanced processes and technologies at home and abroad, we strive to transform the company's technical equipment, accelerate the elimination of ordinary instrument lathes, rapidly popularize CNC lathes, strive to promote special valve machines, and realize the transformation of valve products from medium and low-end to medium and high-end. Vigorously promote CAD, CAM and CIMS product design technologies and ERP management systems to promote industrialization development through informatization. Adhere to the principle of "introduction and training" and strengthen the construction of a R & D talent team. Continue to support capable enterprises to set up technology R & D centers, encourage the use of human resources and research capabilities in the Yangtze River Delta region, and strengthen cooperation and exchanges with research institutions in the Yangtze River Delta region. Select key common technologies, provide supporting funds for science and technology, and organize large enterprises and scientific research institutions to jointly tackle key problems. At the same time, qualified enterprises are also encouraged to separate industry and research and directly locate research institutions in areas with strong innovation capabilities, such as Shanghai, Hangzhou and other places.
（五）实施多元化销售战略，稳固现有市场，开辟新市场
改变传统的销售方式，采取“走出去”与“请进来”相结合的办法，通过开展电子商务、举办阀门产品展示会等多种途径，广交客户捕捉商机。结合国家实施西部大开发、振兴东北老工业基地等一系列重要战略决策，适时调整国内市场销售策略，加强中西部市场开拓力量，抢占市场开发先机。正视国际阀门产业转移趋势，加强与国际大型零售商的对接，加强与欧美采购商的联系，建立玉环产品的国际采购平台，带动国内生产的产品进入国际市场。鼓励有条件的企业在境外设立生产型、贸易型基地，开展境外资本运营。
（六）加强行业协会领导，发挥协会作用
协会是政府与企业，会员企业与会员企业的桥梁和纽带。要引导协会深入企业调研，摸清行业发展存在的问题，为政府提出切实可行的政策建议。同时，也为企业解决发展中遇到的难题。政府要放开手脚，可以让协会操作的工作，尽量让协会操作，不要有太多的干预，如组织企业参展，推荐名牌产品和著名商标等。
