Medical equipment companies choose dealers, look at these 15 standards

January 8 hearing there is a good business in vitro diagnostic reagents listed in its prospectus, detailing the distribution model, dealer selection, distribution business processes, dealer risk management and returns.

For cyberpowers, this is a universal reference value for many hardware companies that need to be further regulated, so excerpts from the long prospectus are as follows:

Diagnostic reagents end users mainly for medical institutions at all levels, the number of users, widely distributed and has a strong professional in the development of the industry, and gradually formed a division of production and sales, there has been a large number of professional management medical instruments Product distributor.On the other hand, with the cooperation of the dealer model, the timeliness of its sales payment was significantly better than the direct sales to the terminal hospital.

For overseas sales, the company has no overseas branches at this stage, and it is difficult to start marketing activities and technical services directly to the local terminal medical institutions, then export the products to the market through local distributors.

Domestic distribution model: mainly rely on the company's own marketing team to promote products around the target medical institutions to obtain orders, provide after-sales service; dealer is mainly responsible for undertaking commercial supply.

Foreign distribution model: the company through advertising, Exhibition , Customer introduction of customers and other ways to filter out the standard dealer, direct access to the dealer orders; distributors take over the secondary marketing of targeted medical institutions and undertake commercial supply.

Domestic dealer selection criteria:

A, comply with business ethics, business credit and national laws Regulations;

B, have a good reputation record and social evaluation;

C, has a certain economic strength, a good office space and adequate liquidity;

D, qualified, with business license and in vitro diagnostic products business license and other documents;

E, have the social relations or experience required to run the company's products;

F, the operator has the equivalent of college education, have a certain degree of management ability; there is a strong desire to distribute the company's products and specific market planning;

G, with a certain degree of company-related products and expertise;

H, if diagnostic reagents, may also need to provide sufficient storage space 2-8 ℃ refrigeration conditions.

Overseas dealer selection criteria:

A, comply with business ethics, commercial credit and local laws and regulations.

B, have a good reputation record and social evaluation.

C, has a certain economic strength, a good office space, cold storage facilities and adequate liquidity.

D, legal management E, has the social relations and rich customer resources needed to run the company's products, and has certain ability to develop the market sustainably.

F, can provide end-users with good after-sales service and technical support.

G, the operator has the company's product-related professional knowledge and experience, have a certain degree of management ability; there is a strong desire to distribute the company's products and specific market planning.

In order to ensure a reasonable and effective management of cooperative dealers, this listed company has developed a corresponding dealer management approach to strictly screen dealers, the specific process is as follows:

The specific business process between the company and the dealer is as follows:

A, when ordering, the dealer by fax, telephone, etc. to the marketing department to send orders;

B, the company marketing department to obtain orders, by the marketing expert review, after passing the examination, out of the warehouse invoice, the warehouse will be shipped with a single product shipped to the dealer; the same time, the Ministry of Finance according to the receiving situation Dealer invoice;

C, according to the company to obtain the confirmation of installed capacity of the end-user to confirm the instrument revenue, reagent delivery confirmation to the customer to confirm revenue.

Specific business processes between the company and overseas distributors are as follows:

A, when ordering, the dealer by fax, telephone, mail, etc. to the marketing department to send orders;

B, the company marketing department to obtain orders, the marketing department by a special review, after passing the examination of production phase

Customs clearance documents, at the same time out to the warehouse invoice, the warehouse will then submit the product and related documents to the Customs.

C, the company received the customs declaration confirmed revenue.

A, end-user diagnostic products mainly hospital , The ability to pay is better, dealers are less likely to pass on the settlement risk to the company because end users can not pay.

B, the company will be based on different sales targets of financial strength, duration of cooperation, the scale of sales and other factors, were given different sales targets certain credit period or credit limit.

C. The Company strengthened the management of accounts receivable and perfected the sales and collection management business process, combined with the Company's sales policy, chose the appropriate settlement method to speed up the recovery of funds and improve the efficiency of capital utilization.

D, for overseas distributors, the company targeted to give some high quality dealers a longer credit period, the company also hired China Export & Credit Insurance Corporation credit rating of the dealer, and to buy the appropriate insurance, the credit risk Strict control.

Sales of the company's products are buy-off sales, non-product quality, injury and other issues, does not allow returns. The company management system documents on the return of the following provisions:

In the sales contract, the company and the dealers make clear the quality requirements, technical indicators, cargo acceptance rules, the company's service commitment and the goods warranty clause, etc. When the technical service department personnel receive the customer request for product withdrawal and replacement request, they should be detailed Record name, batch number, specifications, valid, quantity, return unit and address, return / replacement reason and other information in the "refund / replacement application."

Technical Services Department in accordance with the requirements of the return / replacement standard request for refund / replacement product assessment to determine whether to allow refund / replacement, and the assessment results recorded in the "refund / replacement application." For a number of special Conditions require refund / replacement, should be reviewed by multiple departments.

① product quality problems require refund / replacement, subject to the company's maintenance engineer issued a report of appraisal, a clear reason, before returning / replacement; refund / replacement products should be accessories complete documents, packaging integrity, the company acceptable.

② due to product trauma causes the problem requires return, should be clearly for our responsibility only when the refund / replacement; refund / replacement products should be complete parts of the certificate, complete packaging, no other quality problems.

③ No reasonable reason the company will not refund / replacement.Technical Services Department shall inform the customer assessment results.If you do not allow refund / replacement, should explain to the customer the reasons; if allowed to return / replacement, customers should be clearly returned / exchange Goods matters.

During the reporting period, there was no refund or replacement of instrument sales of the Company. There was no return of the reagents for the sales of the Company,

Secondary differences or poor storage due to the impact of reagent use, verified by the company after the replacement.