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Peak pharmaceutical marketing model big adjustment

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2020-07-22

Peak Pharmaceutical Marketing Model Great Adjustment

News Recently, reporters learned from the annual work summary meeting of pharmaceutical sales company terminals and agency sales that this year's sales company has changed greatly compared with previous years, and has made adjustments in marketing mode, customer management form, sales area division, marketing distribution mode, etc.

In recent years, with the development of the pharmaceutical industry, the national two-vote system has brought about great changes in the pharmaceutical business, and 4+7 volume procurement has brought about great changes in the marketing mode. However, there are some problems in the terminal and agency markets of sales companies, such as relatively single product and customer channels, high market concentration, weak market development ability, and slow volume increase of inherent channels and newly developed hospitals. To this end, the sales company in order to adapt to the new situation, timely adjustment of the marketing model, enhance the ability to expand the market.

2019 , for Zhejiang terminal market, the sales company divided into 20 project packages by region according to the market business scope. 22 salesmen of the terminal office bid at the meeting site and paid the corresponding deposit. The positions of managers in each office remain unchanged, and the amount of development hospitals and original products has been increased. This is also the first time that Zhejiang terminal has tried to adjust its business by bidding. Through bidding by salesmen, it can stimulate the maximum energy of salesmen and ensure the substantial quantity of terminal sales.

Agency, the sales company will stabilize large customers, subdivide small customers as the focus of work, the agency marketing team model has been changed, set up a large customer service manager and small customer service manager. The major customer service manager is responsible for centralized management and service of major customers and maintaining the quantity of major customers. The small account manager continues to dig into the market, find new agents and maintain the quantity work of other customers. Through big data analysis, the sales company divides customers into large customers and small customers according to the amount of annual sales. Customers with low-price sales of 2018 greater than or equal to 55 are classified into large customer areas of the company, and the rest are classified into small customer areas. Major customers in various provinces and regions are divided into five major customer service areas in East China, South China, Southwest China, Northwest China and North China and one major customer area directly managed by the company, the regional manager who has done the most in the original region acts as the first candidate for the key account manager in the region, and talks about the sales volume of the key account. At the same time, the sales company merged several small customer sales areas, and finally decided on the regional small account manager through bidding.

In addition, the pharmaceutical sales company will also take Sichuan Chongqing, Jiangsu and Shandong as the pilot areas of the commission system to develop the third terminal market and do a good job of market segmentation and sinking. At the same time of attracting investment, local agents are encouraged to transform into terminals, reduce intermediate links, and return the profits of agents to agents in the form of commissions. The sales target in the pilot area consists of two objectives and tasks: investment promotion and commission system. Double assessment is implemented to supplement and implement the commission system sales target. The original small account manager can double span and have priority. If the small account manager in the original area does not accept it, the company will directly employ a special person to be responsible for the commission system sales in the outdoor market except the existing small customers in the area. With the development of the pharmaceutical industry, driven by new policies such as the national two-vote system and 4+7 volume purchasing, the implementation of commission sales will be conducive to the clarity of market sales and the accuracy of assessment, fundamentally curb the behavior of fleeing goods, strengthen the control of the sales company over the market, and be more conducive to the transformation of the self-management mode of later sales, the promotion of new products and the academic promotion of products. Jiang Xiaomeng, chairman of

group company and chairman of pharmaceutical company, said that the adjustment of marketing mode of terminal and agent is aimed at changing the inherent thinking of salesmen and regional managers, subdividing the market and customers with innovative thinking, making it bigger and stronger, and making it more precise. The goal is to achieve substantial growth in overall sales. (Ni Yingzhen Xu Yuting)

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What is "4+7 Quantity Purchase"?

volume procurement is proposed on the basis of centralized procurement, which means that when bidding or negotiating prices in the process of centralized drug procurement, the purchase quantity should be clearly defined so that enterprises can quote for specific drug quantities. This procurement method of clear procurement volume is called volume procurement, and it is also the goal that China's drug procurement has been striving to achieve for many years.

Simply put, volume procurement can be understood as a large-scale "group purchase". The purchase volume is clear, and the low-priced bidder wins the bid. Volume procurement can play a role of exchanging volume for price through market-oriented bidding among enterprises, thus reducing the price of purchased drugs.

Shanghai has already made 3 belt purchases. The China Merchants Securities Research Report pointed out that Shanghai 2018 announced the third belt purchase in 6 in February, purchasing a total of 20 varieties, and giving Shanghai 50% market share to the winning enterprises, enterprises that have not won the bid can only share the remaining 50% market share. However, the state-promoted 11 city belt purchases also give 60% ~ 70% of the market share of to the winning enterprises, while other enterprises can only share the remaining 30% ~ 40% of .

"4+7 " refers to the pilot city for this volume purchase.

November March 14 , the fifth meeting of the Central Committee for Comprehensively Deepening Reform deliberated and approved the "Pilot Program for Centralized Procurement of Drugs Organized by the State", which clarified the general idea of national organization, alliance procurement and platform operation. The joint procurement office composed of representatives from 11 pilot regions issued the "centralized procurement document of 4+7 city drugs" on 11 September 15 .

According to the procurement documents, Beijing, Tianjin, Shanghai, Chongqing and Shenyang, Dalian, Xiamen, Guangzhou, Shenzhen, Chengdu, Xi 'an 11 cities ( means 4+7 cities ) will conduct a pilot project of centralized drug procurement organized by the state. The pilot area appoints representatives to form a joint procurement office as a working organization to implement centralized procurement on behalf of public medical institutions in the pilot area. The

document published a list of 31 procurement varieties.

The way to determine the varieties selected in this "4+7 with quantity purchase" is that if the declared enterprise is greater than or equal to 3 , the lowest bidder wins the bid; If there are more than one enterprise with the lowest price, then the enterprise with large sales volume in 11 118 city won the bid before, if the declared enterprise is 2 , the lowest bidder enters the pre-winning list. If there are only 1 declared enterprises, the enterprise will enter the pre-winning list. In this way, only 1 enterprises of each variety enter the pre-winning list. For the enterprises in the pre-bid list, they are ranked according to the price reduction range: the top ( does not exceed 7 ) wins the bid directly, and other pre-bid varieties carry out price negotiation: refer to the average price reduction of the declared enterprises greater than or equal to 3 winning varieties, and determine the lowest price reduction in price negotiation.

This "4+7 Volume Purchase" takes 12 months from the execution date of the results as a purchase cycle. If the agreed purchase quantity is completed in advance of the purchase cycle, the excess will still be purchased at the selected price until the expiration of the purchase cycle.

More information

City Red Cross thanks spike help "anti-epidemic"

On February 26, Jinhua City Red Cross Party Secretary, Executive Vice President Shi Yiwei and his entourage to visit the peak, the peak in the prevention and control of the new coronary pneumonia epidemic actively contribute to love, brave social responsibility of the great love and kindness to express gratitude. Jiang Xiaomeng, chairman of the group company, Huang Jinlong, deputy general manager of the group company and general manager of the pharmaceutical company, and Xiang Chongping, deputy general manager of the group company, had a discussion with Vice President Shi Yiwei and his party. In order to solve the difficult problems for caring enterprises to resume work and production, the Municipal Red Cross Society, based on its own functional positioning and giving full play to its unique advantages, conducted a large feedback and return visit to caring enterprises, and jointly established three Red Cross volunteer service teams, including traditional Chinese medicine service, psychological assistance, and emergency rescue training, to take "eight measures" to help caring enterprises resume work and production. Vice President Shi Yiwei led the backbone of three volunteer service teams to the peak for a return visit, expressing his gratitude for the contribution made by the peak in the prevention and control of the new coronary pneumonia epidemic, and sent a letter of thanks and the "New Coronary Pneumonia Prevention and Control Enterprises Resuming Work and Resuming Production Protection Manual". Chairman Jiang Xiaomeng introduced the industrial layout, production and operation of the peak, focusing on the resumption of work and production of the peak enterprises, and put forward opinions and suggestions on the reduction and exemption of basic electricity charges for enterprises, the support policies for small and medium-sized enterprises, and the payment of "five insurance and one fund. (Reporter Ni Yingzhen)

2020

07-15

Peak 2013 corporate bonds complete principal and interest payments

News from our newspaper On November 20, Zhejiang Jianfeng Group Co., Ltd. successfully completed the payment of principal and interest on 2013 corporate bonds (Phase II) (hereinafter referred to as "13 Jianfeng 02"). At this point, all the corporate bonds approved for issuance in 2013 have been paid. In 2013, with the approval of document No. [2013]595 of China Securities Regulatory Commission, the company was allowed to issue corporate bonds with a face value of no more than 0.6 billion yuan to the public, with a debt rating of AA +. On June 5, 2013, the Company issued the 2013 Corporate Bonds (Phase I) ("13 Peak 01"), which raised $0.3 billion at a coupon rate of 4.90 per cent, 1.55 percentage points lower than the then five-year benchmark interest rate for bank loans. On November 20, 2014, "13 Peak 02" was successfully issued, raising 0.3 billion yuan again at a coupon rate of 5.09, and was listed on the Shanghai Stock Exchange on December 11, 2014. The ability to raise 0.6 billion yuan from the capital market at a lower cost reflects investors' recognition of the company's "cement + pharmaceutical" dual business structure and expectations of the company's good operating performance. On June 5, 2018, the first issue of Jianfeng Group's 2013 corporate bonds was due to complete the payment of principal and interest, and now the second issue of corporate bonds has also successfully completed the payment of principal and interest. In the real economic growth is weak, business operations continue to explode, the company in a short period of time successfully completed two issues of a total of 0.6 billion yuan of corporate bonds principal and interest payment work, fully reflecting the company's good operating results in recent years.

2020

07-31

Company Leaders Attend Jinhua Development Conference

News from our newspaper On November 17, the second 2019 Jinhua Development Conference with the theme of "Insist on high-quality integration into the Yangtze River Delta to build a metropolitan area" opened in Jinhua, Zhejiang. More than a thousand people from the scientific and educational circles, business circles, and overseas Chinese from home and abroad Business people, representatives of "New Golden Chinese" and representatives of outstanding Jinhua students attended the meeting. Group leaders Jiang Xiaomeng, Yu Jianhong and Huang Jinlong attended the relevant activities of the conference. As a representative of the Jinhua business community, Jiang Xiaomeng, chairman of the group company, made a keynote speech at the "Scientist" and "Entrepreneur" Innovation Dialogue of the Development Conference, expressing his views on how Jinhua enterprises can improve their technological competitiveness. As the head of Jinhua local enterprise with a history of more than 60 years, Jiang Xiaomeng has a profound experience in promoting the development of enterprises through science and technology. Combined with the reality of peak scientific and technological innovation, he pointed out in his speech that the improvement of scientific and technological innovation ability is an urgent event for Jinhua small and medium-sized enterprises. Private enterprises cannot achieve high-quality development without the support of scientific and technological forces; with the progress of society, the improvement of people's living standards and the continuous improvement of cultural quality, the demand for products and the pursuit of product quality have also undergone qualitative changes. Only products with scientific and technological connotations can attract consumers. He suggested that the government and relevant institutions should establish an information platform to further understand the scientific and technological support that enterprises need in the transformation, understand what kind of help scientific and technological personnel can provide to enterprises, do a good job in the information docking of scientists and entrepreneurs, further attract investment and wisdom, give full play to the scientific and technological achievements of academicians and experts and the capital advantages of businessmen at home and abroad, and promote Jinhua enterprises to better integrate into Changsan

2020

07-31

Company Leaders Attend Jinhua Development Conference

2020

07-22

The Party Committee of the Group conducts thematic education and concentrated study.

On November 12, the Party Committee of the Group Company held a "Do not forget your initiative mind, Keeping in mind the mission" thematic education and study meeting to focus on the relevant spirit of the central and higher Party committees on thematic education and the key points in the "Decision of the Central Committee of the Communist Party of China on Adhering to and Improving the Socialist System with Chinese Characteristics, Promoting the Modernization of the National Governance System and Governance Capacity" previously held at the Fourth Plenary Session of the 19th CPC Central Committee of the 19th CPC Central Committee, and make arrangements for further promoting thematic education in the whole group. According to the central government's schedule for the second batch of thematic education, the group party committee requires all party members and cadres to deeply understand the significance of carrying out the thematic education of "not forgetting the original heart and keeping in mind the mission", and firmly grasp the "keep the original heart, undertake the mission, find the gap, and grasp the implementation" The general requirements of the group party committee members will also go to various enterprises separately in the near future, carry out research on the development of theme education, the current difficulties faced by enterprises and the issues of concern to employees, so as to achieve the effect of closely combining theme education with the promotion of enterprise management, and strengthening the close combination of party building and enterprise development. (this newspaper reporter)

2020

07-31

Company Leaders Attend Jinhua Development Conference

2020

07-31

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