But I don't know if we seriously thought about it, why the previous industry regulation is not so severe, some manufacturers and companies and individuals still do not have the "good varieties" sell well? Is the formation of the CSO can make up for all their previous shortcomings? All the remaining problems can be solved? I believe we all think not!
CSO is just a shell of compliance sales
CSO is just a solution to the problem of legal regulations to live and compliance and legal high invoicing and high return costs. CSO is the business *** with the sharing of insurance, the formation of a business integration of the cost of the outside of the body large cycle. But if you want to improve product sales in the future in compliance with legal medicine norms, but also in the formation of a good CSO, hard work to solve the previous various legacy issues.
For example: the agent or promote the selection or optimization of varieties of structure, fist product selling points and key promotional language refining, market segmentation and precise positioning, professional team recruitment, training, construction; strengthen internal management to minimize the increase in costs due to legal compliance.
How to comply with the law for the combination of specialized marketing and promotional activities, and to carry out various marketing activities ......
I think if these problems are not solved, even if the formation of the CSO does not make much sense, because after all, we are businessmen, is the need for sales, especially the profit!
The formation of the CSO, that is only a legal compliance sales of drugs "shell" only. Of course, this is the current stage of many pharmaceutical practitioners just need ~ first live, and then consider how to live well!
Pharmaceutical marketing fundamentals
The status quo is that the current sales of various types of miracle drugs is still very large, on the contrary, some of the real therapeutic role of the first-line drugs or standardized diagnostic and treatment guidelines within the drug, but due to a number of factors have not been sold up, and even out of the market.
The author boldly speculates: if the domestic pharmaceutical investment enterprises will solve the above problems, that the joint venture or sole proprietorship after negotiation with the state price reduction or to take the correct market strategy and promotion measures, will still be able to occupy a large share of the pharmaceutical market in China.
Therefore, I urge all leaders and friends, while actively exploring the formation of CSO, should think about how to solve their shortcomings next, in order to adapt to the future of the pharmaceutical industry in the long term legal compliance with the new normal!
With the implementation and deepening of various systems such as medical insurance fee control, hierarchical diagnosis and treatment, secondary bargaining, and doctors' multi-practice ......, the author suggests:
In terms of optimizing the product structure: you can first choose the first-line drugs of specialties within the guidelines of diagnosis and treatment specifications.
In terms of oral medicines: learn to walk on two legs inside and outside the hospital.
In terms of staff recruitment, training, team building: can be recruited or and the local medicine natural person to form a semi-loose and semi-tight cooperation model, and give it targeted to do the relevant training (sales etiquette, industry regulations, knowledge, knowledge of the field of specialization, corporate culture, product knowledge, marketing and sales skills, etc.... ...) and market counseling and guidance work.
In the pharmaceutical market marketing planning and promotion: first of all, we have to legally comply with all market activities, and obtain compliance and legal bills.
Secondly, there should be a unified planning and theme (from the corporate culture, the current season's promotional theme, product selling point refining, precise market segmentation positioning, combined with the regional market and the local multi-disease promotional strategies, case collection and analysis; section will be held in the regional meeting ......)
National and Local Government Affairs Aspects: to do a good job of bidding and catalog entry, additions to the entry, price / drug Procurement filing, distribution qualifications into the work.
Market Expansion: While doing a good job in the central city market, we should actively sink to the local and county level markets.
............
Perhaps all of these before, only comprehensive three-dimensional rational operation, will be from the root of the "self-redemption"! Finally, I wish the domestic pharmaceutical investment enterprise tomorrow more and more good!