Another pharmaceutical company will transform the contracting system! Medical representatives face difficult choices...

Earlier this month, a well-known pharmaceutical company in Jiangsu informed employees of marketing reform, in Jiangsu Province to carry out a pilot, some large hospitals outside the market to the sales staff contract, each variety to collect tens of thousands of yuan of contract fees, and then the floor price agent.
According to some representatives feedback, limited by funds or relationships, some sales staff can only get a few varieties of agents, and the Division in some hospitals often have one or twenty varieties in the sale, even if this model is not recognized do not want to contract varieties, or no opportunity to get the contract varieties of representatives, choose only to leave or to get the contracting rights of colleagues "work", these contracted sales staff will generally charge these representatives a certain amount of agent fees / margin.
Although the company said is a strategic adjustment, the impact of sales staff will be arranged, but according to staff feedback, the company is currently not in line with the contract requirements of the staff is required to withdraw, especially difficult to deal with in order to avoid the conflict intensified, you can consider transferring to OTC and other positions internal digestion, and these positions are basically difficult to compare income with the original.
the current situation, some regions have asked representatives to hand over the bonds to contractors this week, or most of them will face automatic separation.
to make this adjustment of the company is not only this one, according to Dami understand that another pharmaceutical company in Jiangsu is also carrying out similar marketing reforms, the first round of the current competition contract qualification, contracting a hospital market needs to pay a deposit of 200,000 to 300,000, the same, no funds or No one to get the contract qualification of the representative to the contractor there to "work", it can be understood that the relationship between the first-line representative and the contractor is similar to the previous "big package" and "small package", of course, the point space is greatly reduced, and, there is no five risks and one gold and other social security benefits.
In recent years, the state has introduced a series of reform policies in the field of medicine, such as two-vote system, volume procurement, optimization of medical insurance catalogue, adjustment of payment methods, etc., and further reformed the drug price formation mechanism through two-vote system, medical insurance fee control and tender procurement.
As a result, with the deepening of drug price policy reform, the intensification of drug market competition, the downward trend of drug winning prices is obvious, the profit margin of pharmaceutical companies with a single product or unreasonable product structure has dropped significantly, because the short board of research and development can not be filled in a short period of time, so they have reordered the business team and changed the operating model.
The change in the marketing team of pharmaceutical companies began three years ago, since the two-vote system landed nationwide in 2017, many domestic pharmaceutical companies have been forced to change their business ideas, whether self-employed or agent, are facing great challenges, when there are pharmaceutical companies will be self-employed team into distribution agency system.
And since the "4 plus 7" pilot, more product profit margins have been hit hard, began to have more pharmaceutical companies to adjust the marketing model, in addition to disbanding, severing sales force, subcontracting to other sales companies, another attempt is self-employed team contracting system.
Of course, this approach is not necessarily a variety of already with volume, but in the current volume of procurement expansion, medical insurance catalog optimization, payment method adjustment and other policies, enterprises to reduce the expectations of the self-employed team, in order to reduce the operational risks of enterprises and high marketing costs made a strategic adjustment.
there be more companies doing this? I think there must be.
Since the transformation of enterprises is inevitable, the first to be affected by the natural first-line sales staff, I hope that these pharmaceutical companies can respect labor law, awe of the legal bottom line, do not ignore the rights and interests of employees, really as their own corporate culture said, treat employees, respect employees, for those who need to be cut and negotiated to leave, in accordance with industry standards, in accordance with the number of years of service to give reasonable compensation, this is a stable way for an enterprise.
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