It is assumed that you want to be a dealer, because to be a manufacturer to invest huge sums of money and talent reserves, the time cycle is also very long. Even if you are a dealer, this is a good big one.
I'll try to talk about it:
On the whole it depends on your target group and the type of product
First, let's talk about the type of product
Now the hospital to buy medical equipment is basically divided into two major blocks: equipment and consumables.
Currently, the equipment is basically the road of bidding, most of the consumables hospitals to purchase their own, or through the internal bidding method of procurement.
Relatively speaking, the profit of consumables will be much larger, especially in tertiary hospitals.
Why is it important to consider the type of product, because different products are usually marketed differently.
The bulk of equipment purchased in the medical device market today is in three major segments: laboratory, ultrasound, and radiology.
The routine equipment in the laboratory is biochemistry, urine analyzer, blood cells, chemiluminescence and so on. These products require reagents and consumables to run, which is a huge profit. For example, a population of 200,000 county-level people's hospitals, urine into residue in about 30,000 specimens per year to estimate the amount of domestic equipment (domestic equipment and imported equipment reagents, the price difference is very large), each specimen dealers to obtain the gross profit of about 7-10 (depending on the contract you signed with the hospital), each year, it is estimated that there are about 20-30 million in revenue. And take the price of an instrument is about 200,000, if the hospital to use this equipment for 5 years, means that you invested 200,000, about 1 million gross profit. Therefore, a lot of equipment in the laboratory is put, what is meant by put, that is, the dealer to send a free machine, the hospital from the dealer to buy reagents.
Note: This way of operation of putting products is generally not allowed, the Ministry of Health and financial departments around the explicitly prohibited. But in the reality of marketing, this way accounted for the bulk.
The ultrasound equipment is what we usually call ultrasound, and now slightly better hospitals are buying color ultrasound.
The conventional equipment of radiology is X-ray machine, DR, CT, nuclear magnetic **** vibration. To put it bluntly, it is to take pictures.
The ultrasound and radiology equipment used by the three hospitals more or imported, especially high-end equipment, such as nuclear magnetic **** vibration, basically in the tens of millions.
Most of this equipment is still to test the hospital to buy their own. There is no put it, yes, some hospitals do not have enough funds, there are dealers to buy a NMR *** vibration to the hospital, the proceeds generated by a percentage share.
This type of equipment is usually a relatively large amount of money, follow the cycle of relatively long, generally also through the bidding method of procurement.
In addition to the above three categories of products, other products are basically the same way.
The above is a brief description of the product.
In take a moment to talk about the target group.
In the past few years, the country has invested quite a lot of money in the medical field, provincial, municipal and county level hospitals are basically in the equipment has been quite good. At present, the weaker ones are the township health centers. Of course, some city and county level hospitals in the central and western regions are not well equipped we will not say.
Provincial hospitals have long been divided up by major dealers and manufacturers. The county and city level is also almost divided almost. The big medical equipment manufacturers are now starting to layout the township health centers. But township health centers are still in the beginning stage from capital to personnel. In other words, it is now very difficult to intervene in provincial, city and county level hospitals.
Said more fragmented, summarize a few sentences to answer your question: how to do business in medical equipment.
The answer is: contacts.
A simpler answer is: you know a few deans.
Now the hospital's equipment and supplies are a handful of say, the larger equipment to a higher level of leadership to say, the so-called tender most of the time is to go through the motions.
I heard of a county people's hospital to buy a color ultrasound, the amount of nothing more than about 2 million, the result is that there are four county-level standing committees also three city standing committees to greet.
So, without contacts in the medical field, you'd better not get involved in this flood.
This line and its complexity, not the average person can do, the risk is also huge, because of the kickbacks involved in more than one, is the focus of the area being regulated, every year there are a large number of people fall.
If you really want to do, it is recommended that you first go to some manufacturers as a salesman, familiarize yourself with the equipment and the industry, and accumulate a certain amount of resources in the dealer.