The concentration of downstream industries is increasing, pharmaceutical machinery enterprises should do a good job of customer management

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Pharmaceutical Network Market Analysis" by the health demand diversification, medical reform in-depth, biotechnology breakthrough, capital sought after and other factors, the concentration of the domestic pharmaceutical industry is constantly increasing, capital, technical strength of weak small and medium-sized enterprises or exit from the market, leading enterprises advantage seirisingFor upstream pharmaceutical machinery enterprises, in this context, in addition to the need to grasp the market, but also need to do a good job in customer management, in order to ensure full competitivenessthe concentration of downstream industries continue to improve, pharmaceutical machinery enterprises should do a good job in customer management (source: pharmaceutical network)downstream industry concentration is constantly improving
the current, in the context of the rapid development of the global biopharmaceutical industry and growth rate adjustment, the domestic pharmaceutical and biological industry is also ushering in a new round of structural changesThe diversification of medical and health demand, in-depth medical reform, continuous breakthrough in biotechnology, capital pursuit and other factors, accelerate the promotion of the pharmaceutical industry concentration and internal differentiation, leading enterprises have outstanding advantages, with strong competitiveness, and capital, technology strength of small and medium-sized enterprises or exit the marketin addition, according to the "Yangtze River Delta Regional Integration Development Plan" issued in December 2019, it is clear that biomedicine as a new round of high-quality development in the Yangtze River Delta region, one of the top ten focusing industrial areas, will build a number of national strategic emerging industries baseThe industry believes that the core development areas such as Chang, Pearl River region because of the high level of talent, scientific research and other bases, the future concentration of the pharmaceutical industry will be further enhanced, the focus to these core development areas tiltwith the increasing concentration of the pharmaceutical industry, for upstream pharmaceutical machinery enterprises, in the market also need to do a good job of customer management, in order to ensure full competitivenessPharmaceutical enterprises should do a good job in customer management
in fact, in pharmaceutical equipment enterprises, the top five customer sales share of the enterprise's growth space has a certain impactPharmaceutical companies have said that with the concentration of large customers, the total sales will be further increased"The company's total sales to large customers is not really high, there is a lot of room to improveIn addition to large customers, the company also has a number of long-term cooperation enterprises, just from the increase in the share of large customers to bring a few years of growth to the enterprise is not a problem"
it is worth noting that while the concentration of large customers can support the business performance of the enterprise, but once the big customers have some "wind and grass", may drag down the large customer to eat enterprisesIn this regard, some enterprises said that the high concentration of downstream industries to a certain extent, the pharmaceutical machine enterprises to some of the single customer's income accounted for a relatively highThe product structure and customer structure are expected to be further optimized in the futureAccording to the company's forecast for future earnings, the proportion of revenue from other customers other than the top five customers is expected to rise to more than 55% by 2020industry analyst MrWang believes that the increase in concentration of the pharmaceutical industry is a trend, the future development of pharmaceutical machine enterprises, may be 80% of orders from 20% of customersIn the pharmaceutical equipment market competition is becoming more intense background, although the pharmaceutical machine enterprises can not completely rely on a single customer, but the importance of customer management is highlightedso, how should you do a good job of customer management? The above-mentioned people suggest that the customer can be graded first, for example, can be divided into strategic interest in the development of the large customer, has to strategic development potential or trends or phased support development goals of the important customers, the provision of orders for the general customercomplete the classification, it is necessary to develop a targeted management strategyFor example, set up dedicated management for large customers and set management goals including customer development, customer relationship management, customer cooperation, etcFor large customers, the company's overall resources and policies such as sales policies, service policies, product policies, delivery policies, etcshould be tilted In addition, it is necessary to design fixed daily work activities, such as regular visits by customers, technical exchanges, etc to the important customers, to the company's standard level of management, need to strengthen customer relationship management, such as the establishment of upper-level relationships and interaction, to promote business interaction at the grass-roots level (such as technology exchange, knowledge sharing, active services, training, etc.) also for ordinary customers, can be managed according to the logic of the market, profit as the main goal, combined with the overall market strategy; Conclusion
with the increasing concentration of downstream industries and the intensification of market competition, how pharmaceutical equipment enterprises do a good job in customer management is also in front of them At present, China's pharmaceutical equipment enterprises, especially leading enterprises have paid more and more attention to research and development investment, product quality improvement, and pay attention to customer relationship management and the whole life cycle of services As can be seen, more and more pharmaceutical equipment enterprises are no longer selling a single product, but can provide users with complete sets of equipment technical solutions and manufacturing solutions The industry says these changes have added more value to users and helped them improve their competitiveness.