독일 과즙·채소즙 추출기 시장동향
2019-04-05 박소영 독일 프랑크푸르트무역관
- 웰빙 및 디톡스 트렌드를 타고 소비자 구매 수요 확대 양상 -
- 중소∙중견기업의 시장 진출 청신호-
- 브랜드 보다는 차별화된 기능성으로 고가시장 공략 필요 -
□ 상품명 및 선정 사유
○ 상품명: 과즙·채소즙 추출기 또는 착즙기
(HS Code 850940, 동HS 코드는 식품용 그라인더와 믹서, 과즙·채소즙 추출기 등을 포함함.)
○ 선정 사유
- 독일 내 과즙·채소즙 추출기 시장은 지난 몇 년간 웰빙에 대한 관심도 증가 및 디톡스 열풍과 더불어
소비 수요가 꾸준히 증가하고 있으며, 이미 시장 내 저변화되어 사용되고 있는 믹서 시장이 포화상태인
것과는 달리 손쉽게 자동으로 채소즙이나 과즙을 추출할 수 있어 선호도가 상승하고 있음.
- 최근 몇 년간 국내 중소∙중견기업은 전시회 참가를 통해 좋은 성과를 보이고 있고,
독일 시장에서 한국 기업 제품에 대한 인지도 역시 증가 추세
- 2018년 기준 대한국 수입은 전년 대비+40.95%(수입 시장 내11위)로 높은 성장세 시현
□ 시장 규모 및 동향
○ 시장 규모
- 독일의 과즙·채소즙 추출기의 총 시장 규모는 정확한 통계 부재로 집계하기 어려우나웰빙 트렌드를
타고 꾸준한 수요 증가세를 보임.
- 특히 각 가정에서 작은 소품을 구매하면서 라이프스타일에 변화를 주는 ‘소확행’을 즐기는 트렌드가
확산되며 업소용 외에도 건강에 관심이 많은 젊은 연령층의 선호도도 크게 증가하는 추세임.
- 독일 통계기업Statista에 따르면, 2018년 독일 내 가정용 기기 총 매출은85억1,000만 유로로 집계되었으며,
이중 소형 가정용 기기의 매출은26억7,200만 유로로 나타남. 이는2023년까지 지속 증가세를 나타낼
것으로 예상돼 소형 가정용 기기 매출은30억8,030만 유로, 가정용 기기 총 매출은91억4,200만 유로로
지속 증가할 것으로 전망됨.
독일 가정용 기기 시장 매출 현황
(단위: 백만 유로)
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)
자료: Statista
□ 최근3년 수입규모 및 상위10개국 수입동향
○ 수입규모
- 2017년 기준HS 코드 850940(동HS 코드는 식품용 그라인더와 믹서, 과즙·채소즙 추출기 등을 모두 포함)
의 총 수입 규모는 5억4,300만 달러이며, 전년 동기 대비 2.2% 증가
- 2018년 기준 총 수입 규모는 4억4,420만 달러이며, 전년 대비 -18.2% 감소세 시현
독일의 과즙·채소즙 추출기 또는 착즙기(HS 코드 850940 기준) 수입 현황
(단위 : US$ 천, %)
2016
|
2017
|
2018
|
수입규모
|
증가율
|
수입규모
|
증가율
|
수입규모
|
증감률
|
531,414
|
-4.91
|
543,038
|
2.19
|
444,200
|
-18.20
|
자료: GTA
○ 상위 10개국의 수입동향
- HS 코드 850940기준 2018년 주요 수입 상위5개국은 중국(점유율33.5%), 슬로베니아(24.6%),
벨기에(13.1%), 네덜란드(8.3%), 폴란드(5.6%) 등의 순이며, 시장 내 압도적인 우위를 차지하고
있는 중국과 슬로베니아로부터의 수입이20% 이상의 높은 감소세를 나타내고 있는 반면
대 프랑스 및 대 한국 수입이 비교적 큰 폭의 상승세 시현
* 동 품목군의 대 중국 및 대 슬로베니아 수입이 압도적으로 많은 이유는 중국산이 큰 비중을 차지하는
믹서나 식품용 그라인더 등의 기타 소형 가전기기가 함께 포함되어 있기 때문,
아울러 일부 국가의 생산 공장이 중국이나 슬로베니아에 소재하는 것도 주 요인 중 하나, 독일 BSH
(보쉬∙지멘스 합작기업, 2015년부터 보쉬 그룹 소속)
역시 슬로베니아 내 생산공장(나자레(Nazarje)) 운영 중
- 최근 수입시장 내 네덜란드나 이탈리아, 오스트리아 등 주요 유럽국가의 입지가 전반적으로 축소되고
있는 상황인 반면, 2018년도 감소세에도 불구하고 슬로베니아와 벨기에 등의 약진이 눈에 띔.
독일의 과즙·채소즙 추출기 또는 착즙기(HS 코드 850940기준) 수입 현황
(단위: US$ 천, %)
순위
|
국가
|
수입액
|
점유율
|
증감률
|
2016
|
2017
|
2018
|
2016
|
2017
|
2018
|
'18/'17
|
0
|
전 세계
|
531,414
|
543,048
|
444,200
|
100
|
100
|
100
|
-18.20
|
1
|
중국
|
190,453
|
191,620
|
148,688
|
35.84
|
35.29
|
33.47
|
-22.40
|
2
|
슬로베니아
|
120,042
|
137,242
|
109,094
|
22.59
|
25.27
|
24.56
|
-20.51
|
3
|
벨기에
|
45,385
|
57,404
|
58,312
|
8.54
|
10.57
|
13.13
|
1.58
|
4
|
네덜란드
|
53,992
|
43,353
|
36,991
|
10.16
|
7.98
|
8.33
|
-14.67
|
5
|
폴란드
|
22,335
|
23,986
|
24720
|
4.20
|
4.42
|
5.56
|
3.06
|
6
|
이탈리아
|
34,899
|
35,756
|
15,014
|
6.57
|
6.58
|
3.38
|
-58.01
|
7
|
프랑스
|
14,291
|
9,473
|
10,733
|
2.69
|
1.74
|
2.42
|
13.30
|
8
|
체코
|
7,358
|
7,855
|
8,063
|
1.38
|
1.45
|
1.82
|
2.66
|
9
|
스위스
|
6,220
|
6,297
|
5,638
|
1.17
|
1.16
|
1.27
|
-10.47
|
10
|
오스트리아
|
8,220
|
6,176
|
4,942
|
1.55
|
1.14
|
1.11
|
-19.97
|
11
|
한국
|
4,618
|
3,260
|
4,594
|
0.87
|
0.60
|
1.03
|
40.95
|
자료: GTA
□ 대한 수입규모 및 동향
○HS 코드 850940 기준 2017년 대한국 수입은 326만 달러로 전년 대비 29.41%의 감소했으나,
2018년 약459만 달러로 40.95%로 증가해 전년도 감소세를 상쇄함.
- 특히 이는 전체 시장이-18% 이상의 감소세를 보였고, 기타 주요 수입국으로부터의 수입 역시 대체로
감소세가 짙은 데 반해 상당한 성장세라 할 수 있음.
○ 한국의 수입시장 점유율 역시 전년도0.60%(14위)에서1.03%(11위)로 증가해 아직은 시장 내
큰 입지를 확보하고 있지는 않으나 꾸준히 입지를 넓혀가고 있음.
□ 경쟁동향 및 주요 경쟁기업
○ 경쟁동향
- 독일 과즙·채소즙 추출기 시장은 크게 상업용(업소용) 제품과 개인 소비자용 제품으로 양분되어
있으며, 업소용 제품의 경우 용량에서의 차이와 더불어 기능성을 중시하고 가격대가 높은 편이며,
개인 소비자용의 경우 가성비가 우수하고 사용의 편리성이 주요 구매요인으로 작용하고 있음.
- 시장 내 제품의 선도기업과 대다수 기업 제품간의 가격 편차가 상당히 큰 편이며,
이는 바로 제품의 기능성과 연계돼 있음.
- 이품목군의 경우 전반적으로 브랜드보다는 기능성을 중시하는 경향을 보이고 있으며,
고급스러운 디자인도 플러스 요인으로 작용하나, 외관보다는 성능을 중시하는 경향
- 따라서 소비자는 제품 구매시 제각기 중요시 여기는 기능(내구성, 사용 후 세척의
용이성 여부, 내용물 투입구 크기, 제품 성능 등)에 따라 적합한 제품을 구매하는 경향,
제품의 특성상 사용시 재료를 투입하거나, 사용 후 세척하기가 편리한 제품에
대한 소비자의 선호도가 높은 편
- 독일 및 미국 제조사의 제품이 시장을 선도하고 있으나, 국내 기업의 제품 역시
호평을 받고 있으며, 공급이 꾸준히 증가하는 추세임.
○ 선호 브랜드
- 시장 내 선도기업 중 하나인 이탈리아의SMEG 제품은50년대의 감성을 살린
레트로(Retro) 디자인으로 소비자의 구매 욕구를 자극하고 있으며, 천천히 압착하는
‘Slow Squeezing Technology’ 기술을 통해 영양소의 손실을 최대한 방지함.
- 특히 보쉬는 자체적으로'VitaBar'라는 앱을 제공하며, 건강한 라이프스타일을 위한
다양한 주스나 스무디, 수프, 셔벗(Sorbets) 등의 레시피를 중심으로 개인별로 기기를
활용할 수 있는 다양한 정보를 제공해 소비자의 관심을 끌고 있음.
- 한편, 독일 내'gruenesmoothies'라는 블로그가 매장에서 판매하는 여러 기기를
테스트 한 후 최상의 착즙기 랭킹10을 소개한 바에 따르면,
한국 휴롬과NUC 전자도 시장 내 선도 기업인 미 소재 기업 제품과 어깨를 견줄만한
것으로 평가 받고 있는 것으로 나타남.
- 한국 기업 제품은 독보적인 품질과 기술력에 가성비가 우수한 제품으로 고객의 사랑을
받고 있는데, 특히 한국의 엔젤은 비교적 고가임에도 뛰어난 기능성을 인정받고 있고,
휴롬은 건강을 생각하는 가치를 담은 제품 개발 노력 끝에 세계 최초로 영양소를 최대한
보존하면서 천천히 눌러 짜내면서 압착하는 방식의 ‘슬로우 주스기’를 자체 개발해
시장 내 주목을 모으고 있음.
- 본사가 미국에 소재하는 ‘그린스타(Greenstar)’는 간단한 클릭 기능을 통해 사용 후
세척이 간편한 제품으로 소비자의 호평을 받고 있음.
* ‘그린스타(Greenstar)’ 제품은 미국 캘리포니아에 소재하는 트리베스트(Tribest Cooperation)
‘그린스타(Greenstar)’사의 브랜드로 동사는 美 거주 한국인(Jae K. Choi)이1988년 창업한
기업으로 독일 ‘Keimling Naturkost GmbH’가 에이전트를 맡고 있음.
- 또 다른 미국 기업 오메가(Omega)는 스테인리스 재질의 착즙기를 전문으로 제조하고 있고,
해당 분야에서30년 이상의 노하우를 토대로 고기능성 제품을 선보이고 있음.
다양한 개인용 및 상업용 기기로 소비자의 높은 신뢰를 얻고 있음.
- Champion Entsafter는 1955년부터 착즙기를 시장에 출시하는 美 소재 가족기업의 제품으로
전통의 수공업 방식으로 제조되어 내구성이 우수하고 사용이 간편하다는 점이 장점임.
주요 경쟁제품 현황
제조업체명
|
브랜드명
|
가격(소비자가격)
|
제품 사진
|
본사 소재지
|
SMEG
|
SMEG Entsafter Pastellblau
|
589유로
|
|
이탈리아
|
Bosch
|
VitaExtract Slow Juicer
|
269.99유로
|
|
독일
|
KitchenAid
|
ARTISAN MAXIMAL-ENTSAFTER 5KVJ0111
|
499유로
|
|
미국
|
엔젤/ Luba GmbH(독일 판매대행)
|
Angel Juicer 8500S
|
1,599유로부터
|
|
한국
|
휴롬
|
H-Ai
|
549유로부터
|
|
한국
|
NUC 전자
|
큐빙스(Kuvings) EVO 820
|
529유로부터
|
|
한국
|
Tribest
|
그린스타(Greenstar) Pro
|
743유로부터
|
|
미국
|
휴롬
|
H100
|
449유로부터
|
|
한국
|
NUC 전자
|
큐빙스(Kuvings).C9820
|
519유로부터
|
|
한국
|
Omega
|
Omega Juicer MegaMouth
|
396유로부터
|
|
미국
|
The Champion Juicer
|
Champion Entsafter
|
399유로부터
|
|
미국
|
* 자료원: 각 기업 홈페이지 및 gruenesmoothies.org, 자체 시장 조사
○ 한국제품 현지 인지도
- 독일 내'gruenesmoothies'라는 블로그의 랭킹10위에는 국내 브랜드인 엔젤과 휴롬의
착즙기 모델이 각각1, 2위와5위, NUC 전자의 큐빙스 모델이3위, 6위에 등극해
호평을 받고 있는 것으로 드러남.
- 한국 엔젤의 엔젤주서기(Angel Juicer)는과즙·채소즙 추출기 시장에서
'롤스로이스'로 불리는 고급 사양의 제품으로 제품으로 환경호르몬이나 중금속이
녹즙에 섞일 수 있다는 우려 하에 100% 스테인리스로 제작돼 매우 견고하다는 장점이 있음.
특히 당근 등 딱딱한 재질의 내용물을 문제 없이 착즙할 수 있고, 분당82회 회전으로
각종 효소나 비타민 파괴를 최소화할 수 있다고 함.
- 또한 이 주서기는 대부분의 타사 제품에 비해 거의 모든 내용물로부터
가장 많은 착즙이 가능해 가장 뛰어난 착즙률을 갖고 있다고 함.
- 휴롬HZ 및 휴롬H-Ai는 최상의 수직형 착즙기로 소개되었으며,
이는 현재 각각599유로, 549유로에 판매되고 있음.
특히HZ 모델은 분당43회 회전하는 독보적인 저속 착즙기술로 과일과 채소의
영양소가 손실되는 것을 방지면서도 고유의 색은 보존하는 장점을 지님.
- 또한 가정용 착즙기 중 가성비가 최고인 것으로 평가 받은 휴롬H100은 혁신적인 기기로
이용이 간편하며 디자인 역시 우수한 것으로 평가 받음. 물론 착즙 성능에 있어서는
이 보다 고급 사양인HZ와H-Ai와 견줄 수는 없으나기기 설계나 제품의 질, 가격 등의
종합적인 면을 고려해 볼 때 추천할 만한 상품으로 소개됨. 동 제품의 가격은449유로부터임.
- 또한 휴롬의 경우 주서기 전문 판매 사이트 외에도 아마존이나ebay 등 온라인 시장을 통해
판로를 지속적으로 개척해 나가고 있음.
- 또한 전기녹즙기, 유산균 발효기, 후드믹서(주서기, 분쇄기)를 전문으로 제조하는
중소기업인NUC 전자 역시 독일 소비재 전시회 암비엔테(Ambiente) 등에 참가하며
꾸준히 시장 내 입지를 넓혀가고 있음.
- 동사 관계자 인터뷰에 따르면, 동사는현재 독일을 위시해 스페인, 프랑스, 네덜란드 등
유럽각국에 판매되고 있고, 현재 독일의 온라인 사이트로도 납품을 하고 있다고 함.
동사 제품은 기업용과 개인용으로 구분돼 비교적 높은 가격에도 불구하고 바이어의
높은 만족도를 얻고 있다고 하며, 특히 고객이 불편하게 생각하는 부분을 적극적으로
제품 개발에 반영하는 자세로 임하고 있고, 세척이 용이하고 전 세계적으로 유일하게
사과 하나를 전체로 투입 가능한 제품으로 타 제품과의 차별화를 추구한 것을 성공요인으로 꼽음.
□ 유통구조
○ 이제품은 주로 전기전자제품 유통점과 온라인 샵을 통해 판매되며,
특히 가격비교 및 제품 상세 정보가 제공되고 비교적 저렴하게 구입이 가능한
아마존을 비롯한 온라인 유통이 인기
- 독일 내 웰빙 트렌드와 더불어 스무디나 직접 착즙한 주스 등에 대한 선호도가 높은 편이라
이를 전문적으로 취급하는 온라인 판매상도 다수인 것으로 파악됨.
- 아래 독일 가정용 기기 시장 유통채널을 볼 때2018년의 경우 오프라인이63%, 온라인이37%로
오프라인이 우세하나2022년에는 온라인 시장의 지속 성장으로 오프라인 비중을
상회할 것으로 전망됨.
독일 가정용 기기 시장 유통채널
(단위: %)
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)
자료원: Statista
○ 전문유통 바이어에 따르면, 독일 시장 진출을 위해서는 제품 포장이나 안내 설명서 등이
독일어로 작성되어야 하며, 전시회 참가 등을 통한 지속적인 제품 홍보와 더불어
타 제품과 차별화할 수 있는 제품이어야 시장 진출 확대에 유리하다고 함.
□ 관세율, 수입규제 및 인증
○ 수입관세율
- 일반 관세율: 0%
- 한국산 제품 관세율: 0%
* 통관 시 유의사항: 2011년 이래 한-EU FTA 협정이 발효됐으나,
모든 수출기업이 자동적으로 관세 혜택을 받을 수 있는 것은 아니며,
건 당 6,000유로 이상 수출 시관세청을 통해 소정의 절차를 거쳐 반드시
인증수출자 자격을 취득해야만 관세 혜택 수혜 가능
(FTA 무역종합지원센터 사이트(http://okfta.kita.net) 참조 요망)
- 최대 수입국 제품 관세율: 2.20%(HS 코드 850940 기준)
○ 수입규제
- 별도의 아래CE 인증을 제외하고 특별한 수입규제는 없으나, Tuev 등의 기타 인증을
구비할 경우 타 제품 대비 품질 면에서 소비자의 신뢰도 향상 요인으로 작용
○ 인증
- 전자기기 제품으로 독일을 포함한 유럽 시장에 진출하기 위해서는 CE 인증이 반드시 요구됨.
* CE 마크가 없는 제품은 유럽시장에서 반입 및 판매를 할 수 없도록 돼 있으며 기준에 적합하지
않은 제품을 수입, 판매할 경우 개선명령, 표시금지명령, 제품회수명령을 내릴 수 있도록 규제
* CE마킹은 해당 제품에 대해 특정 지침을 요구하는 장소를 제외하고 판매와 서비스를
수행하는 제품에는 반드시 시장 출하 전에 부착돼야 함.
* CE마크를 부착하기 위해서는 설계단계에서부터 제품에 사용되는 부품을 신중히
선택하여 주요 부품에 대한 인증서(선언서 포함) 및 관련기술자료를 보유해야 하며,
기술문서 구성시 부품관련 자료를 첨부해야 함.
* 유럽인증기관(NB:Notified Body)의 승인이 필요한 경우 제품의 설계, 시험,
사용상의 안전에 대한 전문적인 지식이 필요하므로 국내업체의 경우
여러 승인기관과 기술협정이 체결되어 있는 국내 시험소를 이용하는 것이 효율적
- 관련 업계는 대체로 이 외, 14001, 안전경영 관련 OHSAS 18001 인증 등도 보유
□전망 및 시사점
○ 독일 과즙·채소즙 추출기 시장에서는 독일, 미국과 더불어 한국 기업 역시
어깨를 나란히 하고 있고, 웰빙 트렌드에 편승하여 채소와 과일을 주스로
마시는 건강주스 문화를 선도하고 있음.
○ 사용이 보편화되어 있는 일반 믹서 대비 가격이 다소 고가이므로,
소비자의 내구성에 대한 기대감이 큰 편
- 기본 인증 외 제품의 신뢰도를 높일 수 있는 제품 사양에 대한 홍보도 중요하며,
특히 고객이 사용하기에 편한 제품 개발 및 품질 대비 가격경쟁력이 우수한 제품이
시장 내 성공 기회가 높은 편
- 특히 고객의 제품 이용을 돕기 위한 건강즙이나 스무디 등에 대한 맛있는 레시피 등을
제공하는 것도 고객의 구매 수요를 부추길 수 있는 요인 중 하나임.
○ 시장 진출을 위해서는 제품을 직접 전시하고 관심 바이어와 관련 업체들이 모이는
전시회를 통한B2B 접촉이 가장 효과적이며, 현 시장 동태 파악을 비롯해 제품 홍보를
위한 기회로도 활용 가능
- 전시회 기간에 발간되는 메세 신문(Messe-Zeitung) 등을 통한 적극 홍보 필요,
특히 전시회에서 제품 시연회를 통해 소비자가 직접 맛보고 체험하는 기회를
제공하는 것도 시장 내 인지도 상승에 한 몫을 할 것으로 예상됨.
* 특히 수출초보기업이나 중소기업의 경우KOTRA의 해외전시지원사업 적극 활용 필요
전시회명(현지어명)
|
Ambiente
|
전시회명(한국어)
|
소비재 전시회
|
전시품목
|
가정용품(주방 식기류 및 액세서리, 조리용 기구, 가전제품 등), 선물용품(공예품, 도자기류, 그림, 조각품, 보석류), 생활 및 인테리어 용품(가구, 홈 액세서리, 장식품, 가정용직물 등)
|
개최국가/도시/개최주기
|
독일/프랑크푸르트/매년
|
규모(참가업체수)
|
4,451개(2019년 기준)
|
개최기간(2019년/ 2020년)
|
2019.2.8.~2.12./ 2020.2.7.~2.11.
|
웹사이트
|
https://ambiente.messefrankfurt.com
|
자료: GTA, Statista,각 기업 홈페이지, gruenesmoothies.org, grueneperlen.com,
AUMA(독일전시산업협회), 기업인터뷰 및 KOTRA 자체정보 종합
< 저작권자 ⓒ KOTRA & KOTRA 해외시장뉴스 >
[기사출처] Kotrea 해외시장뉴스 박소영 독일 프랑크푸르트무역관
[기사원문] https://news.kotra.or.kr/user/globalAllBbs/kotranews/album/2/globalBbsDataAllView.do?dataIdx=174202