After we summarize our year's work, we remember to continuously improve our ability in all aspects of our future work. The following is the "medical equipment year-end work summary", for reference only, welcome to read.
Medical equipment year-end work summary (a)Time as water, unknowingly ushered in a new year, I thought a lot of end-of-year summary of a thousand times is nothing more than the previous year's plan to complete the goal of how much to achieve the profits and taxes, and then find out the shortcomings, in accordance with the objectives of the new year's work tasks, the development of corrective measures and the implementation of the implementation of the plan to be implemented, and so on. I decided not to say so, or to say from my head office and then to the x of the physical and mental experience and thoughts.
I have been working with you for nearly a year, looking back on this year's work history, as xx every employee, we y feel the company's vigorous development of the hot air, everyone for the spirit of hard work. Deeply gratified and happy.
When I first came to the head office, I came from the administrative unit to work in the enterprise, which is a very different unit of the two operating mechanisms. To my feeling refreshing. Here every employee to come and go in a hurry, from the morning to work in the afternoon off, everyone is busy for the work at hand, colleagues to help each other, there are jobs we do together, do not have to lead the dispatch. The atmosphere of unity and vigor of struggle is inspiring. There are no idle people, not to mention no Internet browsing or playing games. It's like a high-speed locomotive.
A month later, I came to the x Medical Devices Co., Ltd. factory covers an area of xxxxxx square meters, the production workshop xxxx square meters, fully equipped, and xxxx square meters of the office building, the production and office conditions are very superior.
x Medical Devices Co., Ltd. is a medical device manufacturer, is a xx enterprise. Since xxxx year factory, has been after two years, in this short two years, x experienced how much wind and rain, walked through a lot of hardship, all the way, as the children from Shan toddler, to avoid bumps and bruises. I'm not sure if I've ever seen a rainbow before, but I'm not sure if I've ever seen a rainbow before!
In the fourth quarter of 20xx, the beginning of x adjusted the direction of strategic development: the main products for orthopedics, obstetrics and medical equipment and supplies; horizontal and related enterprises to combine; vigorously develop the marketing, marketing to promote production. The goal is clear, find the right direction. The company will have a forward direction, the staff will have the motivation to work. I firmly believe that the company has everyone's *** with efforts, will be able to thrive. Here, I would like to ask you a question, are you ready for the company's production and development? Maybe you will say, I am a usual wage earner, working in the usual position, what can I do? Those are the boss's business. Here, I want to tell you loudly: you are wrong! In the company's production and development process, in the ordinary ordinary positions, although we are just a drop in the ocean, but you and I love the actual action of dedication will become a solid foundation for the company's development and growth.
People live in the world, there is always a life goal, there is always a direction of development, to put it bluntly, there is a livelihood dependence. This support is our company. I would like to say that the creation of an enterprise, inseparable from the positive and diligent, through thick and thin, each excellent staff; the development of the company, but also the need for fresh blood to join. Motivate each other, integrity management is our eternal philosophy. We are a big family, we have to be broad-minded, acceptance, tolerance of everyone present. Although we are in different positions in the company, but we are the pride of the enterprise, are the master of the enterprise! It is our master spirit that supports our silent dedication to the company! The growth of the enterprise, the early stage requires continuous investment. Perhaps, we can not get a satisfactory return on our efforts at present; however, we should believe that as long as the enterprise has developed, we can get the space for personal development. We need to know that the enterprise is a cooperative whole. Need employees' dedication and selfless dedication! To this end, I propose once again, let us raise our arms and shout "dedication, selfless dedication!". . With the silent support of the staff, the company can be worry-free and move forward! Through the continuous efforts of all of us, we will make the quality of our products perfect and ensure that there are no customer complaints and returns, as soon as possible in the medical equipment industry to establish brand X. We will continue to do our best! We will keep on cheering! The glory of victory belongs to us, belongs to all colleagues of the enterprise! Finally, I summarize with a short story: there are three monk temples, away from the river are very far, how to solve the problem of drinking water?
The first temple, the three monks discussed: Let's engage in a relay, each picking a section. The first monk picked from the river to halfway, stop and rest; the second monk continued to pick, and then passed to the third monk, picked back into the tank, empty bucket back and then pick. As a result, no one was tired, and the water was soon picked full.
The second temple, the old monk set up a new temple rules: each monk to pick water, who picked more, the evening meal plus a dish; who picked less, eat white rice, no vegetables. As a result, three monks desperately to pick water, a moment of water is full.
The third temple, the three monks are very smart: the temple next to the mountain has bamboo, bamboo center is empty, they cut down the bamboo on the mountain to connect together, connected to a pipe. As a result, once and for all, no need to lift, every day there is a cool river water flow into the temple.
The story of the three temples to solve the problem of drinking water is a metaphor for the survival and development of enterprises:
1, we must play the spirit of collaboration, internal collaboration, collaboration between each other;
2, to introduce new mechanisms, such as competition, incentives, etc.;
3, we must engage in innovation, including mechanism innovation, management innovation, technological innovation and so on.
The new year is here, to pay a good morning to everyone, I sincerely wish every colleague work well, good health, family happiness, happy family!
Medical equipment year-end work summary (2)
Hospital equipment section work summary equipment section in the management and maintenance of equipment, measurement management and network management and hardware and software maintenance made a series of practical work. Report to the leaders of the following:
First, good management and maintenance of the hospital equipment
(a) effectively undertake the repair and maintenance of the hospital's medical equipment. Such as: magnetic *** vibration imaging system, radiology x-ray machine, b ultrasound and electroencephalogram map instrument, automatic gastric lavage machine, each ward and operating room mp-900 multi-parameter monitor, suction, supply room autoclave, each department air-conditioning and patient water supply equipment, laundry laundry facilities, hospital communication equipment and lines, pharmaceutical equipment and other maintenance. So that the hospital's equipment integrity rate of more than 90%, effectively guaranteeing the clinical use.
(2) to strengthen the equipment management system, standardized construction. Make a good job of equipment requisition, demonstration, installation, commissioning, acceptance, delivery and use of work; undertake to collect, organize information, archiving and other series of work; such as magnetic *** vibration imaging system, urine analyzer, multi-parameter monitor acquisition, group file, archiving. Strengthen the equipment system construction, establish a sound system and responsibilities. Such as the establishment of "equipment section work system", "medical equipment management system", "medical equipment requisition system", "medical equipment acceptance system", "adverse event handling system" and other 13 systems and "medical equipment section chief duties", "measurement management personnel duties", "medical equipment purchasing personnel duties" and other 8 duties. Standardize all kinds of operable forms and further improve all kinds of statements and operation processes according to new laws and regulations. For example, acceptance statement and its workflow, requisition statement and its operation process, adverse event handling process and statement. Further standardize the machine operation process, establish the use registration, and strengthen the equipment use management. Further strengthen the function of equipment management committee, and enhance the supervision of equipment from procurement to end-of-life. Enhance the awareness of anti-corruption, refuse to accept red packets, and refuse secret (c) Strengthen the marketization and legalization of equipment management. Establish the consciousness of benefit, quality and responsibility in daily work. According to the requirements of timely reporting of large and valuable, key medical equipment "medical institutions purchased medical equipment registration form" and "medical institutions in use medical equipment registration form". Actively implement the configuration of large medical equipment license declaration. Also actively participate in the city. County organization of the "medical device laws and regulations" and "special equipment safety regulations" training, is making "medical equipment management laws and regulations and the popularity of our hospital equipment management practice" slideshow, to further enhance the legal awareness, and gradually make the equipment work on the institutionalization, standardization, legalization of the right track.
(D) to strengthen the equipment measurement management and equipment safety use of publicity and implementation. Actively cooperate with the city and county technical supervision bureau and testing equipment measurement work. Strengthen such as: b ultrasound, electrocardiography, x-ray machines, monitors, testing instruments, measurement and testing to improve the accuracy of the equipment report. Organize personnel to identify and overhaul facilities with potential safety hazards, such as high-pressure disinfection equipment, high-voltage power facilities, medical first aid facilities, which can make use of safe passage. Those that should be withdrawn are resolutely withdrawn, and those that should be refurbished are refurbished. Participate in the Mianyang City Electricity Association organized by the "electrician into the network operation permit" training, and obtained the electrician into the network operation permit, set up a license to work, safety first thinking consciousness.
(E) to strengthen the introduction of new equipment, the application of new technologies to improve the overall strength of the hospital. In recent years, in order to improve the backwardness of hospital equipment, medical research lagging behind, the dilemma of slow development of hospitals, hospitals make efforts to increase investment in equipment, the introduction of automatic biochemical analyzers, Toshiba color ultrasound, the British plasma endoscopy system, Olympus electronic gastrointestinal scopes, magnetic **** vibration imaging system, etc., to change the Chinese hospitals rely only on the "look, smell, ask and cut" to eat the history of the hospital, and improve the hospital's overall strength. The company's history of "looking, smelling, asking, and cutting" has improved the standard of diagnosis and treatment.
Second, improve the hospital his system, strengthen the construction of information technology
(a) good hospital-wide computer information management system network management and hardware and software maintenance; to strengthen the data security operation monitoring and maintenance; to strengthen the network equipment security operation monitoring and management. Timely maintenance of network hardware and software to solve difficult problems in the operation, to ensure that his system normal, efficient and safe operation.
(ii) increase hardware investment, improve network facilities. Submitted a "report on the current status of the hospital network system and upgrade proposals", apply for, recommend the purchase of a hp370 server, and further improve the network configuration to ensure safe and efficient operation of the network.
(C) improve the software system, strengthen the system construction. Further improve the computer information management system, the new inpatient charging system and the standard fee system, the organization of the relevant operators for technical skills training and regulations to learn and establish effective operating procedures, such as the "pharmacy computer operating procedures", "outpatient charges computer operating procedures" and "inpatient charges computer operating procedures. Enhanced teamwork and personal responsibility development. Improved the reporting system. Newly designed statistical reports, such as departmental workload report, physician workload report, and income comparison report.
(D) Strengthen the knowledge training, strengthen the operating skills. Take advantage of the opportunity to participate in the "Cisco network experts in China" to learn from the delegates, to increase network security and high-speed operation of the knowledge, enhance network management and maintenance of the ability to promote the healthy development of hospital computer applications.
Third, strengthen the coordination and contact work
? Whether it is equipment work, or network management affairs, need to strengthen coordination and liaison work with various departments, the relevant personnel; do a good job of uploading work, seriously understand and implement the leadership of the work intentions and resolutions. For the leadership of the equipment work decision-making to make positive and useful suggestions, and actively cooperate with the departments to do a good job of equipment maintenance and network work, maximize clinical services.
In short, under the care and support of the hospital leadership, in the cooperation of various departments, equipment further according to the "Second A" and "Hospital Management Year" in the management and maintenance of equipment requirements, so that the hospital in the management and maintenance of equipment and hospital information technology construction on the institutionalization and standardization of the construction. The construction of institutionalization, standardization, legalization of a new stage.
Finally, I hope that the leaders and experts for our hospital in the next period of time, to further strengthen and improve the management of equipment and make more comments and suggestions; we believe that riding on the "hospital management year" the spring breeze, in the care of the leaders and experts and after love, we will further increase the equipment manpower and material resources, strengthen equipment publicity, strengthen the maintenance staff, the hospital information technology construction to a new stage of institutionalization, standardization and legalization. Strengthen the equipment publicity, strengthen the maintenance personnel, operators, technical skills training, and further strengthen the equipment work systemization, standardization, legalization construction.
Medical equipment year-end work summary (3)
To the marketing department has been working for a year. In this year's time, the company's leaders, departmental leaders, colleagues gave me great support and help, so that I quickly understand and familiar with their own business, but also appreciate the market as the core department of the company's hard work and determination. During this period of time, in the leadership and colleagues to help and guidance, through their own efforts, all aspects of the progress has been made, now I will make a brief report on my work as follows.
First, the sales performance situation
In the internship period and the end of the internship period of this time, in the sales task did not give the company to create any value, did not complete the monthly sales task set by the marketing department.
Second, the work achievement status
1, in the product awareness
Through this time, everything from scratch, familiar with the company's environment, familiar with the understanding of the use of the xx product, model, material, features, and so on, as well as the basic situation of the product in the current market. xx is not popular in hospitals, customers and hospitals on the xx products. The use of customers and hospitals know little about xx products, due to the product raw materials and other factors leading to high product prices, but because of the characteristics and advantages of its products, customers and hospitals are more interested in xx products, such new products, high-quality products for the future of the cooperation is full of hope;
2, in the development of customers
Through this period of time, every day, through the network to look for customer Through this period of time every day through the network to find customer information, online, telephone visits to customers, to strengthen the exchange and cooperation with customers, do a good job of daily customer visits to record the situation, customer resources have
a great accumulation, and some customers are developing hospitals, for the next step in the customer transaction laid the foundation. Such as xx technology, xx medical equipment and other companies are currently in the hospital development process;
3, in the medical supplies bidding
Through this period of time, attention to the national provinces, cities, hospitals, medical supplies bidding, participate in assisting medical supplies bidding work, looking for intentional dealers to participate in the bidding work, for the product won the bidding operation of the hospital to do the preparations. Such as 20xx year xx city consumables bidding, xx and xx products have won the bid, xx city xx equipment and xx medical equipment selected as the company's distributor, and at the same time operating hospitals. 20xx year xx tumor hospital consumables bidding is underway, xx and xx has authorized xx trade to participate in the bidding, the other company manager is more satisfied with the product, trust people to find the president of the tumor hospital to introduce the company's products, the business has been taken to the hospital with the color page and 20xx xx city consumables bidding is underway, there are companies interested in bidding for products, willing to help submit bids, years ago to complete the product offer and other related things;
Third, the main problems in the work of sales
After this period of time, in the work of the sales have also found their own A lot of problems.
1, the degree of familiarity with the product is not enough
In the process of customer development, found themselves on the company's product familiarity is not enough, such as the supply price of the product, into the hospital recommended price, the product details of the use of methods. Especially on similar products in the market situation and their own products in the price, quality and other aspects of the difference between the understanding is not enough;
2, and customer communication skills are not mature enough
In the process of customer development, found themselves in the customer communication skills need to be strengthened, after the departmental leadership of the guidance and help, this aspect has also had a significant improvement and improve;
The company's products and services, the company's products and services, the company's products and services, the company's products and services, the company's products and services, the company's products and services. p> Four, next year and future plans 1, efforts to complete the monthly sales task Through the previous accumulation of customer resources and the future development of new customers, strengthen customer visits to communicate and make full use of every day's valuable work time, and continue to develop new customers in a timely manner to return to the old customers to sign a contract, to complete the monthly sales task. Monthly sales task; 2, improve business ability Through the usual communication with customers, find problems to solve the problem, and constantly improve the communication skills with customers to improve their own business ability; 3, familiar with the product, familiar with the market In the usual work, through their own learning and through the introduction of the product to the customer, and constantly familiar with the product, familiar with the market, and understand the product of medical treatment. products, familiar with the market, understand the product health insurance reimbursement, hospital operating procedures, etc., at any time to solve any problem raised by the customer; 4, the development of the product winning market At present, the xx and xx products have been won the bidding in Tieling, the current intention to follow up on the communication of the customer in a timely manner, and continue to develop new intentional customers to develop the local hospitals. ** Cancer Hospital and ** city supplies bidding progress in a timely manner to follow up, and always pay attention to the various regions, provinces and cities supplies bidding activities; 5, to complete the company's leadership of the other work of the leadership of the company to comply with the company's leadership arrangements to assist in completing the work of the company's other departments, to strengthen the company's department of the previous communication. The above is my personal work in the marketing department since the work of the summary, but also my personal 20xx year sales work summary, shortcomings, please correct the leadership. Medical equipment year-end work summary (four) Medical device sales industry to 14% ~ 15% annual growth rate of rapid development, but medical device sales skills marketing model tends to aging problem is gradually surfaced to improve the level of sales staff skills, became the bosses more and more topics. The medical device industry is characterized by knowledge-intensive and capital-intensive, so the threshold of entry is high, but in recent years still attracts a lot of capital, and the abundant profits can not be said to be a very tempting reason. But the high price of the product, the use of a long period of time, customer requirements, but to the sales staff set up a lot of difficult problems, poured countless pots of cold water, how to do, is not to continue to do, may be they have been asking the question. The answer, of course, is to keep going. The trick is to keep going. The following is a comparison from the hospital equipment and home appliances two aspects of the sales skills organized for the confused medical equipment sales staff reference. Again, to win the medical device market, it is not possible to quick decision, only to play a protracted war a way to go. On this road, sales people do not have good psychological quality, no professional knowledge and sales skills, it is very difficult to get success. First, analyze the psychology of various types of customers At present, the market sales of medical devices can be broadly divided into three kinds: First, the community is a fixed-point or non-fixed-point sales, commonly known as "errand boy". The second is the conference marketing, specific can also be divided into a single conference marketing type and composite conference marketing type. At present, the proportion of single-type conference marketing has been low, "community store + conference marketing" model is more common, because of the increase in the pre-screening process, conference marketing input-output ratio has improved, but the weakness of high marketing costs is also obvious. The third is the "experience center" mode, compared to the conference marketing, characterized by a long purchase cycle, customer satisfaction is higher. Understanding the above basic situation, but also must understand the psychology of different consumers. In the case of home medical equipment, for example, the reason why the average consumer invests in medical equipment is to protect their health. And once they fail to achieve this goal, they will be blamed by other family members. If this happens, it will be very unfavorable to the establishment of the product brand and the formation of the word of mouth. For healthcare organizations, they are usually willing to place orders as long as they believe they can make a profit in a relatively short period of time (i.e., payback period). Managed equipment, on the other hand, is more difficult to get orders for, because hospitals tend to have the understanding that buying manufacturing equipment makes money; buying office equipment just makes the staff more comfortable, and doesn't do much good for the hospital, so hospitals tend to have stricter controls on approvals for purchasing managed equipment. Consumers who buy medical devices pay more attention to the value of the goods, while those who buy household goods may be more concerned about the image and taste of the goods. Although, price is also an important factor for medical device sales, the first element is definitely quality. Because, consumers have this understanding - even cheaper things if you can not eliminate the pain, improve the quality of life is "useless". For medical institutions, quality is also the first element to consider. Because the quality of the product is directly related to the patient's health and even life, without this foundation, the normal operation of the hospital can not begin. In the purchase of equipment, leaders are also very concerned about the operating costs of the equipment, durability, reliability and after-sales service, only these elements can meet the requirements of the hospital, they will consider buying. Sales staff to work for the above psychological characteristics. Management equipment, for example, can be marketed as "production equipment", focusing on the ability of the product to improve efficiency, so that the buyer clearly understand how the product reduces the cost of services in the medical institution (time and labor costs), so as to persuade the other party to ultimately buy. When dealing with home users, it is important to emphasize the healthcare function, convenience, and speed of the product. Two, improve personal psychological quality Usually, the transaction value of medical equipment is several times the daily consumer goods transactions. It is not uncommon for a medical device salesperson to sign a contract for hundreds of thousands of dollars, and it is not uncommon for a deal to be several million dollars. Huge numbers certainly mean revenue, but look at it from another perspective, the activities of medical device salesman involved in a huge amount of money, the responsibility is very important, they should spend enough time and energy to study the business. Working in this environment, some of the new medical device salesmen feel heavy mental pressure, "breathless". A young man selling X-ray machines, just received a large hospital worth more than 3 million shopping program, due to the lack of similar experience in the past, he could not sleep at night, all day long worried about not completing the task, and even unable to live a normal life without fear. And the end result is that due to the poor mental state, failed to communicate effectively, the business did not come to fruition. In reality, this kind of thing often happens to newbies. In fact, the Jews have a proverb called "small children - small problems; big children - big problems", meaning that people have to choose different paths according to their own personality traits, psychological characteristics. The meaning is that people have to choose different paths according to their personality traits and psychological characteristics. If you want to play a "big role" in the market, you have to weigh your own mental capacity and strength in all aspects. If you can't improve the sales of your personal medical equipment. Three, than the endurance to win the long run The procurement process of medical equipment due to the different management style, depending on the size of the hospital and management focus. Generally speaking, the request may be made by the technical department or the physician concerned, and then given to the purchasing department. If a product is purchased at a price that is out of the norm, top management may intervene to make a final decision. Even in a small company, the purchasing power of all important materials is in the hands of the boss, but in the decision-making process, the boss is more or less influenced by subordinates. Such as a hospital to buy a photometer, although the final decision in the hands of the boss, but to buy which brand, which model of the product? At this time, the photometer's advice may play a big role, because this kind of machine he used the most, also has the most say. It can be seen that the medical equipment salesman is usually faced with a complex situation, often need to face all kinds of people, they must consider the overall situation, while finding the focus of the work of the link, to break through, in order to finally do business. Some people say that in the medical device market, only "have a relationship" people can have customers, this conclusion may be debatable, but also suggests that we, sales work is not just "sell things" so simple. When the target customer has established a good relationship with competitors, you can insert into the follow-up of all the work of the starting point; on the other hand, once you establish a long-term relationship with the customer, and can continue to provide them with good follow-up service, like a tree up a solid barrier that can block the invasion of competitors. A sales executive at a photometric factory once spent two full years trying to break into a hospital. He worked hard to open up this account, visiting again and again and offering advice from time to time on things like product maintenance. He said, "I never expect novice salespeople to do anything in the first year. I just want them to familiarize themselves with the product, be prepared, and keep engaging with customers. It's true that medical device deals are sometimes negotiated over long periods of time, even years. As a result, the hurry-up-and-get-it-done model does not apply to the medical device space. Four, service first is not a child's play Service has become one of the themes of the current business competition, especially for the medical device industry. It is not an exaggeration to say that in many cases, the ability to make quick repairs may be the main reason for doing business. If after purchasing a product, problems frequently occur with its use, and it is difficult to find the necessary parts and manpower to make immediate repairs after a problem occurs - this kind of thing will seriously affect the relationship between buyers and sellers of medical devices. In China, large and medium-sized hospitals are extremely busy in their daily work, and their equipment is mostly in overload. Many hospitals have indicated that they would rather pay a little more for timely repair services, and even buy some repair parts to keep in stock. This shows how important the after-sales service of medical devices is. For medical device salesman, getting an order is just the beginning of the work. The success of the medical equipment salesman depends largely on the subsequent service work. Therefore, the medical equipment salesman should do a good job in every after-sales work, especially in dealing with the problem of large customers, to be especially serious, never because of the small and lose big. Fifth, pay close attention to find opportunities It should be known that the demand for medical equipment is completely dominated by consumer demand. In the end, the demand for medical equipment is derived from consumer demand, who will not collect, follow the trend, love and other psychological factors to buy a medical device. Therefore, we say that the total demand for medical devices cannot be scalable. Budgetary constraints are an inevitable problem for medical device salespeople. If you are selling a product that has been budgeted for, that's great; if it hasn't been budgeted for, you're in trouble because it's very difficult to reapply for a budget. Savvy executives of large companies know that any change in the internal operating order is likely to cause confusion, new products or new methods may also disrupt the original operating order. But if a client has a new leader, that may be a good opportunity to intervene. Whether you can find and grasp these opportunities, you need to keep a high degree of attention to the sales staff and really understand the internal situation of the customer.