Can't the medical representative get the fee? 20% drug generation is in transition

[pharmaceutical Station industry trends] in the pharmaceutical industry, the sales cost has been high Data shows that from 2016 to 2018, the sales expenses of 284 pharmaceutical companies in a share were about 138093 million yuan, 181920 million yuan and 243344 million yuan respectively In 2018, the R & D expenses of 284 pharmaceutical companies in a share were about 33.266 billion yuan, with an average of only 117 million yuan per company In order to change the phenomenon of "focusing on sales, ignoring research and development", China has taken a series of measures to promote the improvement and upgrading of the pharmaceutical industry For example, recently, the Ministry of Finance and the medical insurance bureau have jointly checked the financial problems of 77 pharmaceutical enterprises, and the key items to be checked include the sales expenses of pharmaceutical enterprises In addition, in the context of medical insurance fee control, two vote system, pilot implementation of national procurement with volume and national promotion, pharmaceutical enterprises have to actively transform and reduce sales costs in order to win the bid and keep the market and reduce costs It is also worth noting that while the pharmaceutical industry strictly controls sales expenses, many pharmaceutical representatives and distributors say that they have not received the expenses allocated by pharmaceutical enterprises for a long time According to the industry, in fact, under the real-time monitoring of big data of "Golden Tax phase III", pharmaceutical companies are becoming more and more cautious Similarly, pharmaceutical representatives have to face the transformation It is understood that pharmaceutical companies are adjusting their marketing structure in addition to controlling the marketing expenses of pharmaceutical representatives, including some well-known large pharmaceutical companies For example, many pharmaceutical companies, such as Huasen pharmaceutical and Enhua pharmaceutical, issued announcements in March this year, clarifying the company's reform plan for the organizational structure and marketing system, and some even cancelled the overall sales department Among them, Huasen pharmaceutical said in the announcement that in order to improve the operation efficiency and management level of the company, in combination with the company's development plan, the company adjusted its organizational structure and cancelled the original sales department According to the announcement, the company has set up a new marketing center (as the superior management department of 8 departments including bidding office, marketing department, internal affairs department, sales administration department, sales department I, Sales Department II, investment promotion department (newly added) and business Ka Department); the sales department has been cancelled; the original business department and Ka retail department have been combined into business Ka department In the summary of 2018 annual report, Enhua pharmaceutical also mentioned that it is necessary to continue to promote the reform of marketing system, speed up the adjustment of professional structure of sales personnel, continue to promote the development of product sales in the direction of specialization, and continue to improve the sales policies conducive to mobilizing the enthusiasm of front-line sales personnel In addition to domestic pharmaceutical enterprises, multinational pharmaceutical enterprises have long had layout and actions in this regard For example, youshibi China has made a relatively large adjustment to the overall business model since 2018, and currently there is no pharmaceutical representative However, although youshibi no longer set up the position of medical representative, the original medical representative will then be transformed into a medical information partner, which means that sales performance is no longer the main indicator of the company's assessment of these employees, but more importantly how they cooperate with doctors and bring better treatment programs to patients Behind the abolition of sales departments, these pharmaceutical companies reflect the focus on core business and reduce costs Especially for some small and medium-sized enterprises, because the sales mode is changing, many enterprises no longer have enough expenses to support the existence of the sales team, and even the bid winning enterprises with price for quantity are difficult to have expenses to bear the human cost According to industry statistics, since the end of 2018, the turnover rate of medical representatives has been increasing, 70% of them are ready for transformation and 20% are already in transformation.