Medical network - on November 28, a lot of friends in the background the message "consumables", "equipment", and want to know a drug turned to do the path of the instrument consumables, and dig out before sent an article, left with jade.
Ok,
In recent years, with the continuous improvement of the national pharmaceutical policy, lasted for more than a decade of drug sales agency model under a lot of challenges. These parisians, meanwhile, looked around and found that peers or model transformation, either accept consigned become manufacturer sales offices, or put the vision in the related fields. And consumables is the transformation of current popular areas. Do you think, consumables and drugs are in the hospital sales, have a lot of similarities: channel overlap degree is high, clinical use relations department. This let troubled drug sales mode gradually, seems to be found the continuation and breakthrough in the field of consumables.
However, consumables and medicine, after all, there are still not the same place, be consumables to transformation, the first thing to understand the operating characteristics of consumables.
The classification of materials:
Medical consumables generally refers to disposable medical consumables. State food and drug supplies can be divided into three types of registration:
Category refers to its security, effectiveness can be ensured through a routine administration of medical apparatus and instruments;
Category refers to its security, effectiveness of medical devices shall be controlled;
Three is refers to the implantation in the human body, to support and sustain life, with potential danger to human body, to its security, effectiveness must strictly control the medical apparatus and instruments.
In practice, is divided into two categories, low-value consumables and high-value consumables. High-value consumables generally refers to is very important to safety, production use must be strictly controlled and limited to certain specialized subject and relatively high price of consumptive use of medical equipment. Such as cardiac intervention, peripheral vascular interventional, artificial joints and other organs alternative medical materials, etc. Low-value consumables are relative to high value, usually a lot of general department. Simply put, Two types are technical division, the division of high value, low no absolute, is the general rule of thirds.
Medical consumables pricing problem
Medical consumables are not included in the government set the price range, so its price falls within the scope of market regulation at present. Or by the manufacturer in the local newspaper prices across the country, agents with manufacturers around the charge, and hospitals purchasing department to negotiate the price.
But the consumables pricing is also in the great changes have happened, and the practice of hospital to determine supply price negotiations, apparently, there is a big problem. Consumables manufacturer also came to the more, all kinds of material, there are problems in charge and clinical use. National related departments also aware of the vulnerability, so in the past two years, consumables and start the bidding cities.
Tender and bidding in the provinces unit, the bid invitation unit generally for Shanghai or the provincial government procurement center, consumable bidding for tianjin medical procurement center in tianjin, for example, the current bidding for high-value consumables, tianjin 2006 start bidding, 2008 second, 2010 continue to tender, bid result the hospital from 2010. Hospital is given priority to with the bidding result, strict management of the hospital basic not sales, not the winning but the price is not completely with the bidding price is given priority to, some hospitals and suppliers in the province down some again on matters concerning the bidding results, similar to the second negotiation. Management does not rule out a little bit loose some hospital has not won the bid can also sales.
2012 countries introduced new price management specification. Try to incorporate the disposable medical consumables items packaging, not allowed to charge alone. The implementation of specific time not sure yet. , for example, such as disposable oxygen tube, the current factory pricing 58 yuan, general hospital price in 56 yuan. But after packing charges, related to the department of bonuses, the hospital in order to benefit maximization, will be sharply cut price, because these are costs. Do have not much profit space, everybody is actively trying to, for example, its manufacturer product certification have exclusive ingredients or technology, except make fees, fees to except oxygen tube bacteriostatic agent (add).
Prior to choose variety, therefore, see if there is a such products in the packaging fee charge, this is the key. If there is no national JuBan local charge fee have to local prices. Is charging a province, a province that is only a charge. This is just a charging projects, suggests that the hospital can be plain code marks a price, but not in the scope of social security. The social security relative to the medicine health care is much more simple, the hospital medical insurance department to go to a local health care center to deal with. But the premise is the company's local health care center in advance of the related work, to ensure the hospital report after may enter the hospital medical insurance directory.
The clinical use of consumables
The use of medical consumables, first is the medical staff to use according to the needs of patients, 2 it is according to post operation procedure right use of medical consumables, three is in accordance with the specifications and clinical experience, it also and drugs to doctors prescribe, according to the doctors experience the same.
In particular, the use of outpatient consumables 】 【 outpatient service doctor will according to the needs of patients, through the related test, inspection, ultrasound, X-ray inspection, to issue paper, B ultrasonic single, etc. Some such as dressing or related treatment, will be charged according to the directory to open computer directly to the charges, rather than prescribing, this has certain distinction and drug prescription. These materials according to how to use are paid directories, specific use which manufacturer for hospitals, owing to the different departments. Such as cardiac surgery, require use of the same variety, director of the concrete in the same factory.
Doctors and nurses, the use of hospital consumables 】 【 generally has the products use the decision, but depends on the specific usage:
If consumables in medical insurance directory, some consumables doctors use, use some consumables doctor the doctor's advice nurse. Such as oxygen inhalation, doctor ordered oxygen inhalation, but oxygen inhaled oxygen tube is decided by the head nurse use which manufacturer. That is to say, the doctor to provide treatment, and the head nurse to decide how to specific operation.
If is health care, need a doctor or nurse talk with patients. The patient whether or not to use, to use single sign on in cases and at his own expense.
Operating room is an important department, consumables used are generally health care by doctors, according to the illness needs to use directly, direct billing. If you need a nurse to use, some nurses used directly, direct billing, have a plenty of doctors prescribe oral orders, the nurse to use.
Similar Corey has several manufacturers, for example, doctors can choose manufacturers need not director allows basic (of course must choose has gone into the our college, can sell at our hospital in factory), while the nurse must use the head nurse stipulated by the manufacturer. If the material is at his own expense, the need to a doctor or nurse and the patient's family conversations, and use single sign in at his own expense.
Material distribution and pattern
So what is the material distribution is then? In the past, usually suppliers (manufacturers or agents) distribution. But now nearly a year or two, some rules can only be selected by the hospital intermediary company distribution. It added a link, most of the equipment the company's profits so fell again at least eight points of the supply price.
To sum up, the advantages of medical consumables autonomy is factory price, higher quality, the price is different, there is no unified pricing. Approval by department of monthly sales is relatively stable, and clinical work methods and drugs are similar, so is the first choice for many people to do medicine transformation.
China now has more than 18000 medical equipment production enterprises, foreign medical equipment company in China has thousands of. Consumables sales channels and medicines, factory direct sales and agent distribution in two ways, either domestic or foreign company medical equipment company, and at present in China is still 70% manufacturers need to the agent to do, the rest 30% of direct selling.
Currently supplies the continuation of operation mode is almost in the field of medicine, a lot of one agent is see this to enter. But obviously, the idea is quite speculative: drug sales model of road was closed, only to the material. But supplies sales way and how long does it exist?
From the perspective of the history of drug sales policy in improving constantly, market specification is sooner or later. Normative market require compliance marketization operation mode, whether drugs or consumables, think: the clouds go one step at a time may be able to get a temporary respite, but will medicine as a career to do, long pain rather short pain. Siddhi practice, must first flick knife from the palace. Market sales model, to progress in the led industry.
So, exactly how to transform the consumable, please continue to pay attention to the follow-up articles.
The next
Last time when it comes to consumable market profile and basic operation, today to talk about how to transform?
You see someone changed for consumable materials, or supplies manufacturers find themselves, speaking of material benefits, are you? Think oneself also can enter the fight a consumable field. Before you want to beat a in the cloud, it is recommended that you consider the following questions:
Consumables and pharmaceutical drugs belong to China, the core of customer resource basic overlap. Hospital or in the hospital, department or the several departments, a doctor, not to mention, too familiar! Congratulations, you have mastered the core customer resources, it is to your advantage, it is critical;
But, you also have to consider your disadvantage. Consumables and drug is different, after all. Consumable sales path have medicines, face to foster new customer relationship, such as purchasing department (QiXieKe), not as familiar as pharmacy, such as the head nurse and nurses, probably all of these are need to expand. In addition, the need to learn a consumable field new product knowledge and clinical skills, compared with those of other supplies agents have certain disadvantages of backwardness;
You may look in the consumable market situation at present, this drug market with a few years ago, almost not standardized pricing mechanism, not too perfect the system of bidding and rely heavily on relationships into the courtyard and sales. This time, it is estimated that you moved a little resources;
Consumables used in level hospital, however, accounted for 10%, however, would be about 40% (medicine), and consumables manufacturer and variety is less than its quantity, does this mean that the more competitive disorder? Moreover, consumables industry standard will come a day. Can't do it, if you just feel medicines? Through? A few years back and consumables. Then, after a few years I will have to come back through the back to prototype, instead of this, it is better to not cross.
But if you are determined to cross, the cloud also won't stop you, but I suggest you to consider how to make full use of existing resources. As the saying goes? Do were cooked? , the choice of products in the original familiar department, the cardiovascular field such as in the past, and then find consumable materials and cardiovascular field. You have contact with heart doctor, and now to do heart stents, clinical promotion is relatively easy.
In addition, try to choose by the clinical doctors use the material not specified by the head nurse of consumables. This will make you save time expanding the nurse and opportunity cost. Of course, if your relationship is strong enough, even if agreed to do the head nurse need consumables, director of the doctor and the head nurse said words or work. But you can't expect immediately consumables on quantity and caps.
In addition, drugs and consumables can completely parallel operation, don't rush to completely consumables. At present many hospitals don't into a new drug, has been in the hospital sales, sales of medicine and limits. And the hospital will consumables, hospitals generally three months will be held on time. Variety is not a strong, but each hospital his master, three rules or four rules, even five rules is possible. If immediately from medicine completely to material also is a waste of resources, so feel or drugs to maintain the status quo, free up more time and energy on material, it is the rational allocation of resources.
秏 material product profit space than drugs generally lower, but relatively easy to into the courtyard. And medicine, the sole well into the courtyard, clinical relationship between strong also easy on the quantity, but relatively thin some profits. If you choose the exclusive varieties, then into the courtyard will be complicated, could the hospital more similar products, need to tender, competitive clinical promotion is relatively difficult, but the profits will be higher.
If my professional knowledge can not keep up with the use of consumables, so please try to choose some scope of broad spectrum of consumables, avoid particularly strong professional products, such as surgery, orthopaedics, specialized products for the promotion is also very strict.
The second is low-value consumables to choose according to the high value products. High-value consumables, profit space is general, quantity is big, in general is very profitable. But high-value consumables market access some exacting than low-value consumables, pricing, bidding, into the courtyard is relatively difficult. The hospital to hospital QiXieKe approval, and then the clinical department, according to the product use for clinical director of the physician. Such as disposable chest puncture bag, etc.
And low-value consumables, profit is very small, big, overall profit, the hospital QiXieKe approved, as long as the hospital clinical need not spend too much energy, generic drug of similar drugs, such as gauze. General supplies the head nurse in charge, look for the head nurse is easy to enter professional strong products still need to find experts, director doctor, use.
In addition, the clouds have to warn you: you have to judge the material fee? Medical fees is given priority to with the red, the red or the national code for medical and health industry, the provinces charge is given priority to with national standard. The provinces about what is the charge? According to the < < province specification > >, there are two kind of situations:
There is a charge, but perform after packing charge will be no charge, only done except charges:
Except the low charge some manufacturer or agent has to organize and add to the province in the specification,
Some manufacturer or agent already do a good job, waiting for the new provincial standard issued.
The second is no charge
Affiliated charges, there are plenty of provincial hospitals not specification
Low units in the provinces except for charging.
This is just a charging projects, suggests that the hospital can be plain code marks a price, but not in the scope of social security. The social security relative to the medicine health care is much more simple, the hospital medical insurance department to go to a local health care center to deal with. But the premise is you have to arrange for local health care center of related work, to ensure that hospital report may enter the hospital medical insurance directory. But some clinical operate more convenient than health care products at its own cost, quantity is bigger, the profit is bigger, the need to weigh your judgments.
Selected products will choose manufacturer, a product may have N multiple manufacturers. How to choose the manufacturer? Substantially similar and drug selection. Such as which weigh the manufacturer sales, market share is better, which one factory space of profit is higher, refund is good.
Investigate the factory sales, market share, credit reputation and after-sales service, etc. As far as possible from the various channels to understand, to colleagues to understand, for example, or influence of casing to check the products in the customer, or see if there are any relevant information on the Internet. On a manufacturer's sales data and related information are fully support, to make decisions.
From drug sales transformation to do consumables, but is one of the ten million road, can you go? How to turn? In today's such a critical period of industry transformation, it is very important, just like when you choose the pharmaceutical industry. The cloud to accompany you come to here, the next road, depends on you, wish you all the way walk good! |
