Medical network on August 14 - a medical representative is responsible for the relevant drug promotion work of the staff, some is responsible for the hospital, the customer as a doctor, some responsible for pharmacy, customer as the dealer, strong communication and coordination ability. What is the overall situation of medical representatives? The author analyses it for you.
▍ medicine generation of regional distribution
Currently, there are more than 2 million medical representatives nationwide, mainly in henan, shandong, hebei, guangdong and anhui provinces.
Henan province had the largest number of drug generics, followed by shandong and hebei, with 14%, 14% and 12% respectively.
(the following is the sample statistics)
▍ collect classified medicine generation of demand
Drug generation demand is mainly divided into OTC, clinical, medical device, health care products and speculation.
OTC and clinical demand were the largest, with 41 % and 42 % respectively. The demand for health care products is 9 percent and the medical device is 6 percent. Although the proportion of health products and medical equipment is small, but its commercial profit is high, the author predicts that the proportion of health products and medical devices will grow slowly.
The reader will carefully observe that 2% of the demand for products is hyped. Hyped products generally need advertising approval, which depends on the advertising.
▍ medicine generation of popular demand
Sampling statistics, the top 10 agent product is amoxicillin, salvia miltiorrhiza, Mr Octreotide acetate, human blood albumin, donkey-hide gelatin, cough syrup, acetaminophen yellow that sensitive, radix isatidis, luo erythromycin, phlegm cough medicine.
Amoxicillin, roerythromycin is a common antibiotic. Cough syrup, aminophenol xanamine, planar root, phlegm cough is common cold medicine.
The demand for cold medicine and antibiotics is normal. Danshen belongs to the common Chinese medicinal materials, has the blood to remove stasis, the analgesic function. Many of the ingredients contained in the Chinese medicine contain danshen, mostly used in middle-aged and elderly people.
Human blood albumin, have "lifesaving medicine" call. Human blood albumin in clinical demand is quite big, in the most regions tend to appear with the demand of phenomenon, is hard to buy into the human blood albumin on market, has a price no city, sometimes happen.
The raw material of blood products is relatively rare, cause the person of finished product blood albumin price is much more expensive! In addition to some vendors' concealment, bad merchants' products are often not sold in hospitals, and the need for human blood albumin is often two to three times the price to buy.
It is mainly suitable for the long-term administration of acromegaly and some digestive tract carcinomas and neuroendocrine tumors. The demand is related to the increased incidence of cancer in China.
Glue is mainly used to enrich blood. The Chinese believe that the gelatin extracted from donkey skin has the function of dredging blood, improving the immune system and alerting the body, which is used to make health supplements and is considered a health treasure. Sometimes, donkey glue is called "nourishing sanbao" with ginseng and velvet antler.
The demand for rubber in China is too high, and the price of the east is 41 times higher in 15 years. However, some scholars have questioned the increasing price of gelatin, which means that there is no difference between the efficacy and pig skin glue. The demand for glue is also related to the advertising effect, and the pharmacy sales staff will also actively recommend female customers to buy gelatin and exaggerate the efficacy of treatment.
▍ medicine generation of earthquake -- -- -- -- -- two votes
Most recent colleagues in the pharmaceutical industry have been talking about "two-ticket", with a variety of scary headlines spreading ferment in a circle of friends.
China's drug circulation is divided into two modes: one is the enterprise self-built marketing team, the other is the agent model.
In agent mode, the agent's return is commission. This kind of commission model is almost accompanied by the development of Chinese medicine market from the early 1990s to today, which has shaped the prosperity of circulation channels.
In actual market operation, agents are divided into national agents, provincial agents and regional agents. Because of the vast territory of China, even a large agent with annual revenue of over 100 million won't be able to build a nationwide sales force, so there will be secondary, three and four agents.
However, due to the layers of agents, this series of intermediate links, the price of the drug, the high price of drugs, and the chaos of the industry, tickets, tickets and so on. During this period, it was the time for the drug dealers to be in good health, and the majority of the regular agents were paid handsomely during this period.
The health care leadership group decided to strengthen regulation in the circulation area and put forward a "two-ticket" system.
In 2012, with the introduction of the new drug tendering system, fujian province became the first state to implement a two-ticket system.
The so-called two-ticket system, that is, when the pharmaceutical company makes an invoice at the time of delivery, the drug delivery dealer (plus shipping expense) will make an invoice once again to reach the hospital sales terminal.
A drugs in hospitals, for example, the list price is 30 yuan, the first link in the factory make out an invoice for 25 yuan (including all fees) on agents, distributors usually add five to eight points, in the final price of 30 first wife to the hospital.
Some provinces have a two-ticket period:
Liaoning: from June 1, 2017, it will be implemented in phases
Hunan: implementation on April 11, 2017, five months 'transition period
Shanxi: starting May 1, 2017
Shaanxi: implementation of January 1, 2017, semi-annual transition period
Gansu: October 1, 2017 will be fully implemented, the semi-annual transition period
Beijing: implementation on April 8, 2017
Hebei: from May 1, 2017, the whole province will be implemented
Liaoning: start on June 1, 2017
Zhejiang: it will be implemented on July 1, 2017 and the transition period will be 3 months
Hainan: from January 11, 2017, the whole province will be implemented
Hainan: from January 11, 2017, the whole province will be implemented
Chongqing: from June 1, 2017, all of them will be implemented
Sichuan: starting from April 6, 2017
Qinghai: from December 15, 2016, part of the implementation
Ningxia: from January 1, 2017, fully implemented
Anhui: implemented on November 1, 2016
Fujian: adopted in 2014
Tianjin: comprehensive implementation in 2017
Jilin: the whole province will be implemented in 2017, there is no definite time
Shanghai: implementation in April 2017
The two voting systems have different influence on different types of drugs: pharmaceutical representatives of foreign drug companies and sales representatives of domestic pharmaceutical companies have less influence. The impact on the sales of China merchants is greater; A natural person with no ability or customer resources will almost be eliminated. |
