Well-known pharmaceutical companies have abolished their sales teams

the | After the product collection, can still retain the sales team of pharmaceutical companies is a very small number, a domestic pharmaceutical company executive today said to Cypress Blue well-known pharmaceutical companies, the abolition of the sales team according to WeChat public number "Ro wet 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 separation compensation.
is understood to have cut sales teams mainly because the product line's pharmaceutical representatives are primarily responsible for two products, one of which is purchased in volume and the other is not enough to feed the existing team.
, the product may be handed over to an external agent.
medical representatives who want to stay, they can choose to transfer internally or accept compensation.
it is worth noting that antibiotics have been a popular variety in the collection and local procurement of drugs organized by the State due to the high clinical dosing.
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 lying, the sales team has no need to maintain.
From the point of view of collection, at present, the hospital commitment to the purchase volume of the implementation of the relatively in place, the time to pay back is also greatly shortened, pharmaceutical companies basically no longer need sales team, enterprises still need business and channel team.
as for many of the drug companies that have fallen through the market, it is difficult to maintain the original sales team because of the loss of most of the public hospital market.
the above-mentioned people said that at present, many pharmaceutical companies are exploring other channels besides public hospitals, including but not limited to retail terminals, private hospitals, online markets and so on.
But it must be seen 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 4-7 to the current fourth batch of national tenders is about to open, 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 promotion, will gradually cover more varieties for 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, Dong Zhaoxuan, deputy director of the bidding and procurement department of the Price Recruitment Division of the State Health Insurance Administration, said that in the field of drugs will be normal to carry out centralized belt procurement, it is expected that two batches of band procurement may be carried out each year, while strengthening 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 to 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 supplies.
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, guide inter-enterprise competition into product quality and cost competition, fair competition under the sun, promote the healthy development of high-quality enterprises.
The industry generally believes that from the need for drugs 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.
, as long as it is a product that 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 Administration, the trend of carrying out provincial and inter-provincial alliance harvesting for non-consistent evaluation varieties should not be ignored.
analysis points out that with the implementation of volume procurement and the normalization of the adjustment of the medical insurance catalogue, therapeutic categories such as anti-tumor drugs, biosobiotics, digestion and metabolism will dominate the public hospital market.
, foreign brand products, original research products and domestic innovative drugs will be the main growth categories of urban public medical institutions sales.
Mharma representatives how to deal with the professional test of the above-mentioned people to SaibaiLan said that 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 is important to see 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 are inclined to choose on some varieties and agents to cooperate.
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 he understands that some good innovative drugs don't make it enough because there are not enough medical representatives and 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, policies such as the record management measures for pharmaceutical representatives, the credit evaluation system for pharmaceutical prices, the establishment of a bad record of commercial bribery in the field of pharmaceutical purchase and sale, and the local three-in-one policy have all challenged the traditional means of drug promotion for 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.
he observed that 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 in the face of policy, market pressure, it will give priority to the abolition of the team, the flexibility of restructuring 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 gold sales is reduced, the market pattern of related drugs is gradually remodeled, the value of pharmaceutical representatives will also be remodeled and adjusted - there is no academic promotion capacity, business promotion still depends on customer relations and pecuniational interests of pharmaceutical representatives or will face out.