Various sales models of pharmaceutical channels *Hospital prescription methods *Large packages, small packages *Passing tickets *Discount rate *Distribution *Third terminal *Transportation *Hospital classification *Jargon in the medical circle Complete decryption of "passing tickets": *Two-invoice system* A must-read for newbies------Hospital sales process The hospital's method of unifying prescriptions: 1. Pharmacy statistics: commonly used, accurate numbers 2. Office computer ordering: detailed , but trouble 3. The department nurse unifies the prescription: Generally, ask the nurse responsible for receiving the medicine, which is accurate. A colleague of mine found a nurse who could prescribe the medicine and emailed him every night to get an accurate picture of the daily dosage. 4. Department doctor's advice: Generally speaking, this is definitely available. Just find a doctor. Go at night or on weekends when there are fewer people. The numbers are not very accurate. There may be some withdrawals that cannot be found, but it is almost the same. The advantage is that there is no need to fight. single fee. 5. The main computer room of the hospital——This is where the hospital information is gathered, and the information is accurate. Big package: As the name suggests, it means that the manufacturer supplies goods at a low price. All bidding, development, and promotion work after the product leaves the factory is completed by the dealer. Xiaobao: The manufacturer (large regional dealer) is responsible for product bidding, development and even payment collection (expenses), and the dealer (natural person) is responsible for product promotion and volume. Discount rate: 80 discount: If the maximum retail price limit given to you by the country is 100, 100÷1.15=86.96 (wholesale price), and your "80 discount supply" to the pharmaceutical company means: wholesale price 86.96×0.80=69.57, 69.57 is the so-called "80 deduction". Detailed explanation: It is generally the so-called drug discount rate for drugs: retail price ÷ 1.15 = wholesale price supply price ÷ wholesale price = drug supply discount rate. The discount rate in the drug bidding and quotation process: there are two situations, one is based on the drug The other is the retail price and the wholesale price. For example: The selling price of a medicine is 100 yuan, then its wholesale price should be 100÷1.15=86.95 yuan. If the supply price is 10 yuan, then its discount rate is 10÷86.95=12 deductions. Distribution: It means delivery. To be more complicated, it means that the manufacturer or dealer delivers the goods according to the demand or the agreed quantity. In a sense, distribution is understood as a channel. Third terminal: First terminal: Large hospitals Second terminal: Pharmacies Third terminal: Township hospitals and clinics The third terminal is defined as “except for hospital pharmacies and pharmacies (including drug counters in supermarkets), which are directly oriented to All retail terminals where consumers sell medical and health products. The main positions of the third terminal are residential areas in rural areas and some towns, such as individual clinics in communities and rural areas, medical health rooms in enterprises and schools, and small medicine boxes of rural doctors. , commonly used medicine sales cabinets in rural supply and marketing cooperatives and individual stores, etc." With the expansion of the market, we have further extended the concept of the third terminal, believing that the third terminal should continue to extend and change its conceptual scope as pharmaceutical channels and terminal markets change. The fundamental purpose of proposing the concept of the third terminal is to extend our marketing work to a greater extent to expand the retail terminals we can work in and hospitals such as township health centers, small factory and mine hospitals, and medical offices that are marketed in the retail terminal model. Terminal work. To be precise, it is the terminal (non-target terminal) that the prescription marketing team and OTC marketing team have not yet been able to work on. At this time, we included non-target terminals that the current marketing team cannot reach, including small pharmacies in rural peripheral markets, into the scope of our third terminal development. What tickets do I need for the third terminal? How? The third terminal market, which is mainly oriented to rural areas, usually does not require general invoices or tax invoices. What they need are computer invoices from regular pharmaceutical companies, which are usually required for inspection by the higher-level drug regulatory authorities. However, with the intensification of national drug supervision, it is also a big trend to have full sales of drugs. Cross-selling: To put it simply, goods that do not belong to your channel enter your market, and no one wants your goods. There are three types of cross-selling: 1. Benign cross-selling 2. Natural cross-selling 3. Vicious cross-selling The definition of benign cross-selling is: In the early stages of market development, manufacturers intentionally or unintentionally select the most liquid products in the market. dealers, allowing their products to quickly flow to blank areas and non-important areas of the market. The definition of natural cross-selling is: after dealers obtain their own normal profits, they unintentionally dump products outside their jurisdiction. When the blank spots in the market are gradually filled and dealers gradually grow in size, natural cross-selling is inevitable. Vicious cross-selling is defined as: dealers deliberately dumping goods into markets outside their jurisdiction in order to obtain abnormal profits.
Five major reasons for malicious cross-selling: 1. Market saturation; 2. Different preferential policies given by manufacturers; 3. Unbalanced channel development; 4. Brand pull is too strong and channel construction has not kept up; 5. Transportation costs Differences lead dealers to be opportunistic. Two-invoice system: refers to the drug manufacturer's products being directly delivered to the hospital through the first-level distributor and invoiced. The first-level distributor must directly purchase and settle the goods from the manufacturer, and the manufacturer directly issues invoices to the dealer. The country's new medical reform plan actually implements the "two-invoice system" by implementing designated production and dedicated distribution of essential drugs. my country's current hospital classification situation: According to the comprehensive level of the hospital, hospitals are divided into three levels and ten grades. First- and second-grade hospitals are divided into grades A, B, and C respectively. Tertiary hospitals are divided into special, A, B, and C grades. . The standards and indicators for hospital classification mainly include five aspects: 1. The scale of the hospital, including four convenient requirements and indicators such as beds, buildings, staffing, and department configuration. 2. The technical level of the hospital. 3. Medical equipment. 4. The management level of the hospital, including requirements and indicators in seven aspects, including the quality of the director, management, information management, modern management technology, hospital infection control, resource utilization, and economic benefits. 5. Hospital quality, including requirements and indicators in several aspects such as diagnosis quality, treatment quality, nursing quality, work quality, and comprehensive quality. Basic standards for grading: Any medical institution named "hospital" should have more than 20 inpatient beds. First-level general hospital: 1. Beds: The total number of inpatient beds is 20 to 99. 2. Department settings: Clinical departments include at least emergency room, internal medicine, surgery, gynecology (obstetrics) department, and preventive health department. The medical technology department has at least a pharmacy, laboratory, X-ray room, and disinfection supply room. 3. Personnel: Each bed is equipped with at least 0.7 health technical personnel, at least 3 doctors, 5 nurses and corresponding pharmaceutical, laboratory, radiological and other health technical personnel, and at least 1 doctor with the title of attending physician or above. Second-level general hospitals: 1. Beds: The total number of inpatient beds is 100 to 499. 2. Department settings: Clinical departments include at least emergency room, internal medicine, surgery, gynecology (obstetrics) department, preventive health department, pediatrics, ophthalmology, otolaryngology, stomatology, dermatology, and infectious diseases. Among them, ophthalmology, otolaryngology, and stomatology can be combined with internal medicine, and dermatology can be combined with internal medicine or surgery. The medical technology department has at least a pharmacy department, a laboratory department, a radiology department, a physical therapy department, a sterilization supply room, an operating room, a pathology room, a blood bank (which can be merged into the laboratory department and equipment), a physical therapy room, and a medical record room. 3. Personnel: Each bed is equipped with at least 0.88 health technicians, each bed is equipped with at least 0.4 nurses, at least 3 doctors with the title of deputy chief physician or above, and each professional department has at least 1 doctor with the title of attending physician or above . Tertiary general hospitals: 1. Beds: The total number of inpatient beds is more than 500. 2. Department settings: Clinical departments include at least emergency room, internal medicine, surgery, gynecology (obstetrics), preventive health, pediatrics, ophthalmology, otolaryngology, stomatology, dermatology, infectious diseases, traditional Chinese medicine, rehabilitation, The medical technology department has at least a pharmacy, laboratory department, radiology department, operating room, pathology department, nuclear medicine department, blood transfusion department, physical therapy department (which can be combined with the rehabilitation department), sterilization supply room, medical record room, nutrition department and Corresponding clinical functional examination room. 3. Personnel: Each bed is equipped with at least 1.03 health technicians, and each bed is equipped with at least 0.4 nurses. Professional departments should have the title of deputy chief physician or above, no less than 2 clinical nutritionists, and engineering and technical personnel (technicians, assistant engineers) The above personnel) account for no less than 1% of the total number of health technical personnel. Complete decryption of the jargon "passing the vote" in the medical circle: It is actually like this, because the state does not allow drugs to be sold directly from manufacturers to hospitals, and must go through pharmaceutical companies in the middle. Therefore, one of the main purposes of affiliated with a pharmaceutical company is to pass the vote. To pass the invoice is to replace the VAT invoice issued by the manufacturer with the tax invoice issued by the pharmaceutical company. Generally, commercial units have more votes. For example, A represents the manufacturer, and B represents the current contracted commercial distribution unit C. The new ticketing unit used to be A----B, that is, the contract was signed, shipped to B, and then delivered to the hospital terminal by B.
You go to B to collect payment and then ship the goods, and so on. The purpose of passing the ticket is to get rid of A, and it can be guaranteed by lower taxes and quick return of funds, so you find C and transfer A’s related Bring the procedure documents to C, and sign the delivery contract at the lowest price to C. Then take C's procedure documents and sign the contract to B. In this way, C is the invoicing unit. A will first issue the lowest price invoice to C, and then C will issue the contract. If you send the ticket at the best price to B, the final payment will be that B transfers it directly to C's account, and then C transfers it to you. For delivery, you can just ask A to send it to B. The above situation is relatively simple. The main thing is that A completely agrees with your lowest price. Purchase and agree to issue you a lowest price tax invoice. Let me give you an example: For example, if you sell a certain product for 2 yuan and sell it to the hospital for 20 yuan, the 20 yuan ticket required by the hospital must be issued by the C pharmaceutical company mentioned above. The difference tax in the middle is generally borne by you: (20-2) × 17%, or you pay a certain point (usually 5-7 points of the face value) to Company C, and C will issue an invoice. Next I would like to talk about how to calculate VAT: The VAT rate in my country's pharmaceutical industry is 17%. VAT amount = tax-free price × 17% tax-excluding price + VAT amount = tax-included price. For example: the wholesale price of a certain drug including tax : 10 yuan/box. The corresponding wholesale price excluding tax is: 10/(1+0.17)=8.547 yuan/box VAT tax is: 10-8.547=1.453 yuan, or, 8.547×0.17=1.453 yuan tax-included wholesale price×1.15=incl. Tax retail price example: The wholesale price of a certain drug including tax is 10 yuan/box, then the retail price including tax is: 110×0.15=11.5 yuan/box. The value-added tax amount is: retail price excluding tax×0.17, or, Retail price including tax × 0.17/1.17 Therefore, the value-added tax amount = 11.5 × 0.17/1.17 = 1.67 yuan. If you want to make a large package, you need to be able to calculate the value-added tax. Let’s see how well everyone understands.