Medical people answer a wave of anger
Foreign companies in China, including now before and for some time in the future sales model is mainly based on the channel, there are many reasons, on the one hand, this is a foreign company just entered the Chinese market, there are products and technology but there is no channel to sell to hospitals, he needs to spread out the Chinese market need to be in different cities to find a different relationship to do, the general division of large foreign companies, the channel is divided according to the product, a product a national general agent, each province and city and have secondary and tertiary dealers. The channel is divided according to the product, a product of the country a general agent, each province and city and the second and third-level dealers, the question of Hyson Mecom and Roche have products is this model; there are directly by region, a first, second, third-level dealers, different levels of dealers responsible for different degrees of the region. Some small distributors and local hospitals have a good relationship, you want to do this hospital will need to give this small distributor authorization, improvise. On the other hand, looking for agents to save money, foreign companies are generally more than the treatment of dealers, travel subsidies are high, if the country to spread, will need a lot of manpower, spending a lot of money, such as this model, each province as long as to stay a few sales, and the local agent is responsible for the cooperation of the product training, promotion of the money will be paid for the results are also very good. However, with the advancement of health care reform, foreign companies are becoming more and more rigorous compliance, agents of this model is also changing, especially in the test department packaged hosting more and more, the death of a large number of small and medium-sized dealers, some foreign companies have turned and packaged directly with the dealer to skip the agents of this channel; some foreign companies will be investing in their own companies in China packaged hospitals to do their own products, there are many ways to do so. Foreign companies are now sales model or agent-based, I think at least within ten years this way there is still room for its survival, of course, sales are channel-based, instrument after-sales are now generally responsible for their own foreign companies, but also to ensure good after-sales service.