Facing the bidding strategy and practical thinking that the production and operation enterprises should deal with in the face of the volume procurement.

The Wen/Manchester United strikeraccording to the "one small step a year, three years a big step" road map, if 2018 is the establishment of the Health Care Authority is set up a year, then 2019 is the year of drug collection resources allocation, 2020, is the drug collection really began to take off the yearFor production and operation enterprises, the main theme of drug volume procurement is to price in exchange for procurement volume, to say a point, that is: price reduction!in the process of belt procurement, although the amount of procurement submitted by the tenderer organization medical institutions has gradually come close to the real, but there are still some high degree of asymmetry and irregular behavior of information: First, many procurement programs in the drafting process is unwilling to solicit opinions from the communitySecond, there is often a clear difference between the reporting of procurement volume and the actual useThird, some areas in the bidding and procurement process still exist artificial ambiguityFourth, some areas of the band procurement program still has a clear geographical protection colorindustry has a saying: hit the standard, lay off workersNo winning bid, layoffBut the two are lighter than the two, in the context of price adjustment, who can not survive who out, so many enterprises would rather slowly "survive" than "make a decision"Have to do the tender or to do, because the market to develop, enterprises to start, employees to eat, want to want to go, spit slot back to slot, production and operation enterprises or to discuss the bidding strategy to dothe current band procurement, although the wave of price cuts around the wave, but for a large number of ordinary generic drugs, the opportunity still existsAfter all, 30-50 of the local procurement catalog will become the norm, it is their turn to estimate that the bullet will fly a little moreThus, such as the record procurement, the sun hanging network, self-funded drug bargaining procurement and even in a single hospital point-to-point bargaining procurement, for enterprises, are opportunitiesThrough the winning bid, further dilute the enterprise's expenses, increase salesIn most enterprises, the bid variety, price is often a tender access department responsible for, and then in a straight line to the relevant company vice president or big BOSS reportBut in fact, the formation of bidding strategy, can not simply rely on a department or even a certain individual to decideIn the market access strategy of major varieties, it is necessary to set up by the market planning department, medical department, finance department, marketing terminal personnel and even including agents, key commercial companies, including the overall coordination of decision-making bodies, through round after round of collective decision-making and communication, in order to truly form a relatively clear bidding strategyIt would be neither scientific nor irresponsible to simply place all the responsibilities and pressures on the tender access departmenteach region at the beginning of the year, will generally issue the relevant medical system reform or annual government work plan, in which, may involve recruitment is only a simple sentence, but including this year this region to do! How to do it! What time to do it! In other words, this belt procurement program has what requirements, content points are what, time node is what, for their own real difficulty is what, production and operation enterprises to do a number of heartsoften see that in some areas, enterprises on the price of each other, quality grouping problems and even the issue of enterprise qualification, mutual complaintsReasonable complaints are fine, and there are often malicious complaintsTo the enterprise itself, first of all to ensure that their bid qualifications, prices in the scope of the rulesFor all enterprises, the first result of the winning bid is to hope for the priceThe second is to reduce pricesIn accordance with the rules, enterprises should respect each other, not mutual malicious attacksThe process of making a medical cake is always a competitive and cooperative processFalling down the rock, will only lead to today you win the A market, tomorrow the other side won the B marketThe result is that prices continue to fall endlessly, losing each otherIn addition, the goal of bidding is to form a reasonable price to promote sales, simply for the sake of non-key market sales and the emergence of new low prices to undermine the company's price system is not desirableFrom the point of view of marketing sales staff, agents, always as long as the winning bid can, even if the price will be acceptedAnd from the point of view of the enterprise bidding management department, should do something, can not and mud, not only to meet the requirements of the company's price system but also to ensure the continued marketing, sales and profit, the balance between the market to graspcan be so understanding, more than 90% of the industry's enterprise market sales staff and agents, the most like role is to play all the results (even if it is the natural flow of micro-sales) to me, the responsibility of the service protection department to back Therefore, the main person in mind of enterprises to have a scale judgment, the new situation of the amount of procurement work, what is the enterprise want? What are the overall and local trade-offs? Both to fully improve the enthusiasm of the first-line sales staff, but also to protect the best efforts to pay for the enterprise's access to tender personnel, after all, simply rely on a department or a certain market, a project is not good, only the two are fully compatible with each other at the same time, the results of the tender can be watered down, in order to leave the "price is more reasonable, commercial willing to buy, hospital willing to enter, patients willing to buy" the ideal further.