日本人非常讲究诚实和诚信，带之而来的是生意场上也是如此，恰恰技术经营在这个市场上就大有用武之地了。

2004年记者在和ADVAN公司谈判日本生命保险公司大楼的石材工程时，没有大吹大擂，而是诚实的告诉他们我们没有经验，完成如此庞大的工程没有把握。在谈到生产能力时，记者明确回答每月只能完成2000平方米。由于我们的诚实待人，换来的回报是ADVAN公司全力支持我们。前不久ADVAN公司的林老先生前来中国，私人拜会笔者，对我们当初作出的正确决策表示感谢。前不久，记者应日本ADVAN公司邀请，前往日本考察。看到我们的作品时，不敢相信这个被日本业内人士认为超过日本老牌石材公司水平的作品是出自我们的手。

二、美国石材市场

美国石材市场分为三类：一类是大板批发市场;另一类是台面板市场;第三类是工程类市场。

1.大板批发类市场

1)美国的大板批发市场非常庞大，中国的财团级石材企业纷纷把眼光瞄准这一市场，大有中原逐鹿之势。就笔者公司而言，基本上稳定在每月40个柜左右的出口量，就目前为止的公司生产现状而言，最大产量每月50个柜就到了最大极限了。随着我公司质量的提高和知名度的扩大，提高市场占有份额的趋势是不可逆转的。

2)要降低成本扩大市场就必须走出国门

大板的成本中材料就占了70%，也就是说材料是控制成本的主要因素，只有走出国门，利用有限的资金，集中控制在有限的几个品种上，大批量的采购最好的材料，同时要力争“最惠国”待遇。可以说美国大板市场这场战役的成败，完全取决于材料采购这场战役的成败。

　　要进一步拓宽美国大板市场，也要求必须走出国门，到美国去参加所有能够参加的展会，广交朋友共同发展。同时开通有关收费网站，通过网络联络客户。

　　3)反对盲目扩大生产规模

　　国外资源产地风起云涌的建工厂，换言之进口石材的大板加工出口的生命周期究竟有多长，让人担忧。更加之大板加工的人工成本本来就很小，中国的劳动力优势在大板加工上是不明显的，如果遇到来自资源产地的工厂的竞争，中国的大板加工业将一触即溃。到那时第二个台湾花莲就诞生了。

　　在扩大市场份额的时候，降低材料采购成本，同时挖掘内部潜力，提高效率降低加工成本，以扩大出口量。如果本公司的产能不够就外协加工，总之盲目扩大生产规模将会给企业带来毁灭性打击。

　　4)抢占国内石材资源的滩头阵地

　　美国的大板市场是永远不会枯竭的，进口石材的优势一旦丧失，谁占有了国内石材资源，谁就是笑到最后的强者。

　　这里所说的石材资源不是指已经被卖烂市的石材，而指得是石材财团自行开发的有一定品位的石材资源。凡财团控制的石材资源就不会烂市于市场，拥有了这样的石材资源就可以保证企业稳步发展，所以未来的财团竞争，将转向资源的竞争。

2.台面板市场

　　美国人喜欢标准化，就连台面板也要标准化，这反而给大规模批量生产提供了前提。

　　台面板生产要想利用自动流水线作业成本太高，中国的台面板生产厂家基本上是采用手加工，由于中国人是全世界最勤劳智慧的人种，所以在手头功夫上我们没有多少对手，也就是说进口资源产地的国家，要想在台面板的生产上和中国人竞争，尚需时日。由于台面板生产投资很小，可以尽最大努力扩大规模。

　　台面板的竞争来自于国内，由于投资小，加工技术简单，管理也简单，乃至于比加工薄板还简单，即便是文盲都可以投资建厂。台面板的最终下场一定和今天的薄板生产一样成为家庭作坊的乐园，财团级石材企业必将退避三舍。笔者认为这种局面最多维持3年。

3.美国的工程类市场

　　没有品位的工厂面对美国的石材工程类市场只有望而却步。一个是走出去，一个是请进来。走出去就是到美国去参加所有能够参加的石材展示会，广交朋友，广开渠道。请进来就是把客户请到工厂来，全力以赴的进行技术服务，以取得他们的信任。

三、欧盟石材市场

与日本的石材市场基本相同，欧洲石材市场分为两类：

一类是标准板部分;另一类是工程类部分。

1.标准板部分

　　前面已经阐述的很多了，这里不再赘述了。

2.欧洲工程类石材市场

　　欧洲的工程类石材市场，是一个庞大家族，由于传统石文化的传统，高难度系数、高附加值的工程很多，高水准的石材企业无不垂涎欲滴。

　　由于欧洲离意大利很近，所以进口石和高精石材加工部分基本被意大利吞灭了。我们的优势在于国产石种和不需要很高要求的工艺加工部分。要想在欧洲稳稳的站住脚，就要在这两个问题上下功夫。首先要在国内资源上下功夫。前面已经阐述得很清楚了，不再赘述。

　　欧洲的石材工程往往要求古色古香，或多或少要有一些特种石材加工，利润往往也非常丰厚。欧洲的石材工程不像日本，日本人可以把技术工作做得非常细致入微，而欧洲人不同，他们的图纸往往非常简洁，乃至于有些潦草，对企业的技术力量要求很高。这恰恰就是我公司的特长，又是技术经营的拿手好戏。

　　前不久，笔者接待了来自英国的设计师和工程总包，经过一番深入技术切磋以后，笔者大胆的作出结论，该客户百分之一百的不会跑掉。果然一个在伦敦泰晤士河边的标志性建筑的石材就进入了我们的囊中。

　　高技术要求的欧洲市场，把无数低水准的石材企业挡在了墙外，此时不进入更待何时。一定要通过技术切入法挤进欧洲工程市场，只有在欧洲人认为我们的技术完全过关的前提下，才会得到充分的信赖。

四、中东石材市场

　　这里中东石材市场指的是出产石油的中东国家，这些国家的特点是劳动力严重不足。石材的需求量非常大，但是安装石材的技术工人和组织石材工程的工程技术人员严重匮乏，所以设计、生产、施工、售后服务一条龙的承接石材工程才是主要竞争力。

　　这个市场的特点就决定了对石材企业的涉足门槛大大提高了一步，达不到一条龙服务境界的企业，最多可以出口一点微利的石材产品，决不可能在这个市场上叱咤风云。

　　这就要求我们必须完成人才储备工作，诸如：从事国际贸易的经营人才、石材工程的二次深化设计人才、石材工程的项目经理、石材工程的工程技术人员、石材工程的施工技术工人、石材工程的后勤保障人员等等，全套的石材工程人才班子。

　　但是即便是国内工程市场，又有几家石材企业能够做到这一点的?有的老板可能想的很简单：我有钱可以请人才嘛。拿着钱到哪里去请?要搭配一套乃至更多套这样的班子，谈何容易。

　　行之有效的办法就是培训，石材界系统的培训平台众望所归、呼之欲出。笔者将率先打起这杆大旗，搭建起这个培训平台，为中国石材人闯入国际工程市场逢山开路、遇水搭桥。

Mainstream international stone market include: the Japanese market, American market, EU (European) market and the Middle East market. Domestic market competition, the key is the analysis of the characteristics of the market and competitor analysis, in the prominent characteristic to work hard. "Eagles cleaved the sky., fish Cheung shallow bottom", as long as the distinctive, not anxious not talent showing itself, as long as the distinctive, not anxious not stand head and shoulders above others. Foreign stone market competition, the key is the reputation and good brand effect. The following according to each market situation, introduce this four big market characteristics:

1.A stone market, Japan

Japan building materials stone market is divided into two categories: one category is the standard plate part; another kind is the engineering part.

The 1 part standard plate

Early China, technology has been very mature, and because of its simple processing technology, easy management, this part of the market has basically been workshops occupied, coupled with the vicious competition workshop, profits have been very little, so stone consortium level enterprises basically give up the market.

In imports of stone, some workshops be beyond one's grasp varieties, still have a certain profit space. But this part of the market, will eventually be flower briefly as the broad-leaved epiphyllum, only through trade completed, must not be investment in factories.

2 Engineering stone

Japan's technical and quality requirements are the world famous, it is because of the high threshold, it blocked the workshops of the majority of the bomb savagely, high-quality and high grade of the enterprise can be in the market have a brilliant future.

Japanese are very particular about honesty and integrity, to take from the business world is also so, management of technology is precisely in this market is play.

Negotiations in 2004 reporters in and ADVAN company Japan's life insurance company building stone works, not ballyhoo, but honest and tell them we have no experience, completion of such a huge project with no grasp. In speaking of production capacity, the reporter clear answer only completed 2000 square metres per month. The honest our, return return is ADVAN company to support us. Not long ago, ADVAN company, Mr. Lin to Chinese, private visit the author, the correct decision on our original thanks. Not long ago, the reporter should Japan ADVAN company invited to Japan to study. See our works, can't believe this is Japan the personage inside course of study thinks over old stone company level of Japanese works is from our hands.

2. American stone market

American stone market is divided into three categories: one category is the wholesales market; another kind is the panel Market; the third category is the engineering market.

The 1 panels wholesale market

1) USA big wholesale market is huge, Chinese consortium level stone enterprises have to look at this market, big fight among rivals for the throne of the potential. The company, basically stable export volume in the monthly 40 cabinet about the status quo, so far the company production, the maximum monthly output of 50 cabinet to the maximum limit. With the expansion of our company to improve the quality and visibility, is an irreversible trend of increasing market share.

2) to reduce costs and expand the market must go out of the country

Board cost materials accounted for 70%, that is to say the material is the main factor to control costs, only to go out of the country, the use of limited funds, centralized control in a limited number of varieties, the procurement of large quantities of the best material, at the same time to strive for "the most favored nation treatment". It can be said America plate market the campaign's success or failure, depends entirely on the success or failure of the material procurement battle.

To further expand the American plate market, also asked to go abroad, to participate in all to participate in the Expo to USA, make friends and common development. At the same time, the opening of the subscription website, contact the customers through the network.

3) against the blind expansion of production scale

Origin surging of foreign resources to build factories, what change of imported stone words big export processing life cycle long, worrying. More large plate processing labor costs have very small, China's labor advantage is not obvious in the plate processing, if meet the factory from the origin of the resources competition, China plate processing industry will collapse at the first encounter. Then the second Taiwan Hualian was born.

The expansion of market share, reduce material procurement costs, and tap the internal potential, improve efficiency and reduce the processing cost, to enlarge the export volume. If the company's production capacity is not enough external processing, in short, blind expansion of production scale will give enterprise to bring a devastating blow.

4) to seize the domestic stone resources beachhead

The United States board market is never exhausted, imported stone advantage once lost, who occupies the domestic stone resources, who is the last laugh of the strong.

Here said the stone resources refers not to have been sold sodden city of stone, and refers to the stone consortium developed a certain quality of the stone resources. Where the corporate control of stone resources won't sodden city on the market, have such a stone resources can ensure the steady development of enterprises, so the future of the consortium will turn to competition, resource competition.

The 2 panel Market

Americans like to standardization, even panel also standardized, this provides a premise contrary to mass production.

The panel production to use automated assembly line operation cost is too high, the Taiwan panel manufacturers in China are largely by hand processing, because the Chinese people are the world's most diligent and intelligent race, so we didn't have much time in hand opponent, that is to say the import resource production country, want in the table panel. Production and Chinese competition, time. As the table panel production investment is very small, can make the greatest efforts to expand the scale of.

Taiwan panel competition from domestic, because of small investment, simple processing technology, management is simple, and even easier than the processing of thin, even illiterate can invest and build factories. The end panel must and sheet production today as family workshops paradise, consortium level stone enterprises will wince. The author believes that this situation lasts 3 years.

Engineering market 3 U.

No grade factories in the face of the American stone engineering market only from. One is to go out, one is please come in. Go out to the America to attend all to participate in the stone exhibition, make friends, open up more channels. Please come to the customer to factory, the best technical services to gain their trust.

3. the EU stone market

Basically the same as Japan stone material market, the European stone market is divided into two categories:

A class is the standard plate part; another kind is the engineering part.

The 1 part standard plate

Many already described, here no longer.

The 2 European engineering stone market

Engineering stone market in Europe, is a large family, because the traditional stone culture tradition, high coefficient of difficulty, high value-added projects of many, high level of stone enterprises have be unable to hide one's greed.

Because Europe is close to Italy, so the stone processing of imported stone and high-precision part of the basic Italy drowned. Our advantage lies in the domestic stone and do not need to process the high requirements process. To firmly establish themselves in Europe, will be in the two efforts on the issue of. First of all to the domestic resources and mechanism. As already explained very clearly, no longer.

European stone projects often require the antique, more or less to have some special stone processing, often very handsome profit. European stone engineering unlike Japan, the Japanese technical work can be done very meticulous, while Europeans are different, their drawings are often very simple, even some scribbled, the company's technical force requirement is very high. It is my company's strengths, is the masterpiece of technology management.

Not long ago, I received from the British designer and general engineering, after a thorough discussion of technology, the author bold concluded, the one hundred percent of the customers will not run away. Sure enough, a sign of the Thames in London's architectural stone into our capsule.

High technical requirements of the European market, the numerous low level of the stone business block in the wall, this time not to enter when. Be sure to squeeze into the European market through technology engineering starting method, only the Europeans believe that premise of our technology to cross the border, will be fully trusted.

4. the stone market in the Middle East

Here the stone market in the Middle East refers to the oil producing countries in the Middle East, these countries are characterized by serious labor shortage. Demand of stone is very large, but the engineering and technical personnel, technical workers and organization of the installation of stone stone project a serious shortage, so the design, production, construction and after-sales service one-stop stone undertake engineering is the main competitive.

The characteristics of this market is decided on the stone enterprise sortie threshold greatly improve step, not up to one-stop service state enterprises, most can export a profit of stone products, must never be dominated in the market.

This requires that we must complete talent pool, such as: engaged in international trade business talents, stone works two times to deepen the design talent, stone, stone engineering project manager of engineering and technical personnel, stone construction technology workers, stone works, logistics personnel and so on, a full set of stone engineering talent team.

But even the domestic construction market, and a few stone companies can do this? Some bosses may think is very simple: I have money can ask the talent. Took the money to go please? Want to match a set or more sets of such team, easier said than done.

The effective way is to training, stone circles system training platform in favor with the public, be vividly portrayed. I will be the first to hit the banner, set up the training platform, as Chinese stone man broke into the international construction market, When cut a road. Water bypass.