Well-known pharmaceutical companies have abolished their sales teams

products into the collection, can still retain the sales team of pharmaceutical companies are very few, a domestic pharmaceutical company executive today said to Cypress Bluewell-known pharmaceutical companies, the abolition of the sales teamaccording to WeChat public number "Rocky brother" news, a few days ago, a domestic pharmaceutical company issued a notice, announced the dissolution of the antibiotic sales team, is currently talking about exit compensation.It is reported that the pharmaceutical company cut the sales team mainly because - the product line of pharmaceutical representatives are mainly responsible for the two products, one of which into the volume of procurement, and the other alone is not enough to feed the existing team.Subsequently, the corresponding product may be handed over to an external agent to do. As for the medical representatives who want to stay, they can choose to transfer internally or accept compensation.It is worth noting that, due to the large clinical dosing, antibiotics have been a popular variety in the collection and local procurement of drugs organized by the State.On the issue of pharmaceutical companies announcing the dissolution of the sales team, a domestic pharmaceutical company executive, who did not want to be named, told Seberan that for pharmaceutical companies, as long as the product into the collection, whether winning or falling bid, the sales team has no need to maintain.From the point of view of collection, at present, to see the hospital commitment to the purchase volume of the implementation of the relatively in place, the time for repayment is also greatly shortened, pharmaceutical companies basically no longer need sales team, enterprises still need business and channel team.As for many pharmaceutical companies that have fallen through the target, it is difficult to maintain their existing sales teams because of the loss of most of the public hospital market.The above-mentioned people said that at present, many pharmaceutical companies are developing other channels besides public hospitals, including but not limited to retail terminals, private hospitals, online markets and so on. But it must be noted that, in addition to a small number of brands with obvious advantages of slow-disease drugs, other brands of generic drugs, drugs that require a doctor's prescription (such as antibiotics), and products for the ICU, once the public hospital market is lost, the increase in other channels will be difficult to make up for lost market share.Indeed, since the first round of the 4-7 to the current fourth batch of national tenders, for some time, a number of domestic and foreign pharmaceutical companies began to frequently adjust the sales team - including Sanofi, Xinlitai, Jialin Pharmaceuticals, Watson Pharmaceuticals, Enhua Pharmaceuticals and so on.Collection and promotion, will gradually cover more varietiesfor the national organization of drug collection, the industry recognized rule is that a variety of competitive pattern reached more than 3, over-evaluated varieties reached dozens, you can carry out volume procurement.Recently, the State Health Insurance Bureau of the Department of Price Recruitment, Deputy Director of the Tendering and Procurement Department Dong Zhaoxuan said that in the field of drugs will be normal to carry out centralized belt procurement, is expected to carry out two batches of volume procurement each year, at the same time will strengthen local guidance, at the national and local levels to promote centralized belt procurement of medicine.On January 15th, the Premier of the State Council held an executive meeting to further promote the reform of drug centralized belt procurement and reduce the burden of medical treatment for the masses through normal and institutionalized measures - the meeting proposed that, in accordance with the basic and clinical principles of insurance, the focus should be on the basic medical insurance drug catalogue of drugs in the procurement scope, and gradually cover the domestic market clinically necessary, reliable quality of various types of drugs and consumables.The Health Insurance Bureau has previously also said that to clinical needs and quality priority-oriented, so that should be taken, will be collected to cover a large share of high-value products, to create a level playing field, to guide inter-enterprise competition into product quality and cost competition, fair competition in the sun, promote the healthy development of high-quality enterprises.It is generally believed in the industry that from the point of view of drug demand in various disease areas, cardiovascular, endocrine, antibiotics, sugar-lowering drugs (such as insulin explicitly mentioned by the National Health Insurance Administration) are all high probability of being included in the national collection of varieties.In general, as long as the product has passed the patent period, there is a risk of being included in the volume purchase. At the same time, under the guidance of the National Health Insurance Bureau, the trend of carrying out provincial and inter-provincial alliance collection for non-consistent evaluation varieties should not be ignored.It is pointed out that with the implementation of volume procurement and the normalization of medical insurance catalog adjustment, therapeutic categories such as anti-tumor drugs, bioso analogs, digestion and metabolism will occupy a major advantage in the public hospital market. Subsequently, foreign brand products, original research products and domestic innovative drugs will be the main growth categories of urban public medical institutions sales.How do pharmaceutical representatives deal with the professional testThe above-mentioned person told Seberlan, the reason why more and more pharmaceutical companies began to choose to give varieties to agents to do, mainly because a team of agents can operate multiple varieties at the same time, can accept the situation of profit compression, compared to the enterprise self-built sales team, the cost is relatively small.But he also pointed out that it must be seen that only the pharmaceutical companies self-built promotion team will pay attention to product disease management, product concept promotion, and the agency team is more important or push products.Shi Lichen, founder of Beijing Dingchen Pharmaceutical Management Consulting Center, also said that the cost of self-build teams is very high, staff wages, travel expenses, etc. are not small expenses. From the perspective of domestic pharmaceutical companies, most pharmaceutical companies tend to choose to cooperate with agents on some varieties.In the context of accelerated restructuring of pharmaceutical companies, what issues do pharmaceutical representatives need to pay attention to when choosing a career?Domestic drug executives, who did not want to be named, told Seberan that there were not many good innovative drugs on the market. But as far as he knows, some good innovative drugs don't work because there are not enough medical representatives, not enough expertise - that is, there is a mismatch between those who have been eliminated and the new recruitment needs that have arisen.For some time now, the policies of the pharmaceutical representative's record management measures, the credit evaluation system of pharmaceutical price acquisition, the establishment of a bad record of commercial bribery in the field of pharmaceutical purchase and sale, and the local three-way policy have all challenged the traditional means of drug promotion of pharmaceutical representatives.In the new policy context, pharmaceutical representatives need to have at least four areas of knowledge: laws and regulations, industry norms and professional ethics education, medical and pharmaceutical related knowledge, product-related knowledge.Shi Lichen said that pharmaceutical representatives in the choice of occupation, in addition to considering products, enterprise product lines, but also to consider their own strengths and weaknesses. According to his observation, the current industry is very lack of planning ability of the promotion staff - will do the budget, looking for target markets, know how to develop different promotion strategies for the corresponding products, will build the right team.In addition, when choosing a pharmaceutical company, if a pharmaceutical company in the past more layoffs, may indicate that it will be faced with policy, market pressure, will give priority to the abolition of the team, the flexibility of the structure adjustment is not enough, that for pharmaceutical representatives, the company's professional stability may be relatively low.In the long run, under the pressure of volume procurement, the water in the drug circulation link is compressed, the space for sales with gold is reduced, the market pattern of related drugs is gradually reshaped, the value of pharmaceutical representatives will also be remodeled and adjusted - without the ability of academic promotion, business promotion still depends on customer relations and pecuniful interests of pharmaceutical representatives or will face out. (Cypress Blue)