'Two votes system' | to promote | stimulate medical supply chain management wisdom

Pharmaceutical Network November 3 News Channel is the medical equipment industry, circulation is an extremely crucial part of more than Jiucheng medical device products are sold through the agent channels, because of this, the implementation of the 'two-vote system' for the entire medical treatment The disruptive impact brought by the equipment circulation industry is self-evident.In the course of the supply chain reshuffling, the adjustment of distribution channels and marketing changes have already drawn the attention of all parties.According to the new regulatory situation, seizing the opportunity of channel transformation in the new era, Profound test of the enterprise's resource accumulation and business intelligence.

The industry is obvious to all, with Sinopharm, on the drug, China Resources, Kyushu Tong, represented by the national terminal coverage of the commercial distribution group as medicine Supply chain support, its Internet of Things, big data, information technology in the logistics, capital flow, bill flow increasingly sophisticated, coupled with the 'two votes system' irreversible implementation, will inevitably accelerate the polarization of medical device distribution market, large-scale commercial platform Channel resources will be further integrated.

The implementation of the "two-vote system" will certainly be implemented throughout the industrial chain upstream and downstream enterprises and small proxy Business absolutely not to be lucky. 'Supply chain shuffling, restructuring is inevitable, the number of pharmaceutical companies is definitely not impossible to reduce .For the original ticket agent, the camp change, the Golden Tax three matching policy portfolio After the introduction of the fist, the non-compliant enterprises have no way to go. 'China Pharmacy School of Management medical instruments Xu Xiaoliang, director of the professional committee pointed out.

'Two-vote system' directly led to regional mergers and acquisitions channel integration, but this is only the appearance of the core involves the entire supply chain system reconstruction Kyushu Tong Medical Devices Group, general manager Fu Xiong said: 'The medical device supply chain compared drug The supply chain standardization is more deficient, supervision is getting more stringent, including the contradiction between IVD and high value supplies is particularly prominent, so enterprise The primary task is to build a platform for hardware facilities across the country, both retrospectively and in library management, as well as transportation processes, after-sales tracking, IT systems and Internet of Things structures.

It is generally accepted in the industry that industrial enterprises have always been the mainstay of the solution to the "two-vote system." Only three roles for the supply chain will exist in the future - industrial producers, logistics distributors, outsourcing service providers and traditional small and medium-sized distributors will inevitably have to turn into In the process of transformation, production enterprises must choose their agents to establish cooperative relationship with their agents according to the characteristics of their products, the distribution of the target hospitals, and the cost and resources in consideration of the new service providers' actual business.

Therefore, medical device manufacturers must actively explore the channel mode transformation, which not only includes the adjustment of marketing mode, but also involves the agents to refine the classification, selection, price adjustment, taxation and compliance issues. 'In the past, small and medium-sized agents rely on the lower open Of the price to make a profit, and now get higher sales through the high way to get the cost of service, it is no longer choose to choose or not open higher, a very test of the tax processing capacity of upstream enterprises.'In the interview, some researchers Said.

For agents, the original total generation and large-scale regional city will continue to expand its own channel network, improve the coverage of strong resources, and strive to strengthen the control of the core terminal. Second and below the transformation of small and medium-sized agents It is more likely: or through the deepening of communication and cooperation with the upstream manufacturing enterprises to upgrade to become an agent; or by an agent to acquire its outsourcing service providers; or directly into a distribution service provider, are possible .

In fact, 'transformation' does not directly equal 'elimination'. Win-win cooperation is more than a helpless choice under the oligarchy. At this stage, it is the opportunity for large enterprises and small enterprises to explore new modes.

Xie Jiasheng, CEO of Guangdong Medical Valley believes that: 'Small businesses can fully utilize their own advantages and take the initiative to embrace large enterprises and seek business integration, especially the small and medium-sized agents who need to make service transformation. The transformation will inevitably bring about pains but the transformation has to be done, Because the deepening of industry regulation forcing companies to follow the trend.

It is reported that the current low-cost consumables products of high homogeneity, fierce market competition, by increasing agents to expand the coverage of the channel is the main means to maintain shipments.For these varieties, agents need to have a wide range of regional and terminal coverage, the hospital Resource control ability, and excellent distribution network; high value supplies on the basis of more agents need to provide fast, timely and professional delivery services, but also need to have some financial strength, and have a good specialist services department And clinical academic literacy.

Whether industrial, commercial or agency, we must attach great importance to the "two-vote system" triggered by the industry upheaval, early prevention and preparedness.Guangdong Medical Device Industry Association Deputy Secretary-General Zhou Ming pointed out that the traditional small and medium-sized agents must be to large commercial companies And upstream industrial enterprises move closer, the agents should reposition themselves according to their capabilities and development plans, negotiate and divide the channel responsibilities with upstream industries, rely on real and professional services for the maximum channel benefits, and the balance and game between manufacturers and agents will enter a new stage.

'High-value supplies recruit provincial standard units, low-cost supplies recruit to the municipal standard.' Two-vote system 'environment, high-value supplies, only the provincial level agents have the ability to survive, low-value supplies Requiring manufacturers to sink channels to municipal resources. "Wang Qiang, medical device marketing expert believes that as many small and medium-sized agents ushered in the industry reshuffle, municipal tenders tend to have thousands of ordinary consumables and testing Reagents successful enterprises, distributors can not accommodate so many successful manufacturers of supplies, channel reshuffle is likely to lead upstream industries 'reverse phase out', but also the survival of the fittest.