Hospitals are the strongest link in the industry chain, and the attractiveness of domestic products to hospitals determines the process of domestic substitution. In terms of sales model, it mostly adopts the combination of direct sales and distribution, with distribution as the mainstay. For hospital terminals, the instrument is basically obtained by placing, and the manufacturer gains revenue by matching the sales of reagents. In vitro testing and other medical services by the government unified pricing, the application of chemiluminescence can be increased accordingly (for example: Fujian Province with chemiluminescence can be increased by 80%).
Products in vitro diagnostic system consists of diagnostic reagents and instruments *** with the composition of the reagents for consumables, product sales can be divided into open sales and closed sales (matching sales), channel according to the docking with the terminal organization whether or not the need for intermediaries can be divided into direct sales, distribution of the two modes, the closed sales and distribution model has become a common business model in the in vitro diagnostic industry.
In the whole medical device industry chain, the commercial distribution of medical devices plays an important role as the link between medical device manufacturers and medical institutions at all levels. At present, the domestic regional medical device manufacturers according to their own ability characteristics (product differentiation and channel control) to build the corresponding marketing channels, the main mode used are the bottom of the price agency, high open agency, self-management and so on. In these traditional marketing operations, the bottom price agency is almost the mainstream marketing mode of consumables and diagnostic reagents enterprises.