There are three reasons why pharmaceutical companies return to "Thrift"

[China Pharmaceutical network industry trends] there are three reasons why many manufacturers in the market are returning from the original low price to the high price First of all, GaoKai caused a sharp increase in the pressure of small and medium-sized agency funds, which only led to the loss of pawn guards; secondly, GaoKai caused a huge increase in the book capital of pharmaceutical enterprises, which could not withstand the temptation to breach the contract; later, GaoKai faced the lack of financial capacity of manufacturers, and the old practice of base price operation for many years (there are three reasons for GaoKai's high return, including commission system In my opinion, GaoKai's high return is only a temporary policy, including commission system, which can not last for a long time Under the two cores of "approval + market" and "compliance + development", the era of medical partnership system under CSP + CSO + CPO's specialized division of labor is not far away Since the implementation of the two vote system, with the successive introduction of the two vote system documents in each province, many manufacturers in the market have changed from the original base price Invoicing to the high opening and high return in response to this situation, which still keeps the original agency mode from being dismembered It seems to be a way out for the manufacturers and agents to cope with the changes harmoniously, but in fact, this kind of high opening and high return cooperation mode has emerged a lot The resistance of high opening and high returning makes too many branches grow There are three reasons The high opening has caused the fund pressure of small and medium-sized agents to increase dramatically, which can only be promoted by the two vote system of throwing the pawn guard, forcing the agents to change from the original bottom price to a ten or even twenty times high opening based on the bottom price The huge fund difference makes small and medium-sized agents miserable At the same time, faced with the continuous bargaining and price reduction in the market, the difficulty of payment collection brought by the hospital or commercial drag, the profit space of agents is constantly being eroded and compressed step by step, which forces many agents to start to re-examine the profit contribution value of the products they have been acting for now After picking up the products, I had to give up some products that could not bear the market price reduction space and although the profit space was large, but the overall sales volume was small and the pressure of fund advance was too large, which corresponded to the situation that the author heard from time to time that some small and medium-sized agents who had not operated the products for a long time proposed to terminate the contract since the implementation of the two vote system Of course, the reason why the agents can't bear the high opening pressure to give up the funds in the agents is on the one hand, on the other hand, because the overall business environment is not good and the development of the hospital is difficult, some small and medium-sized manufacturers' unreasonable improvement of the market sales requirements despite the reality and forcing the agents to abandon the market is also related Many of my agent trainees have responded that they have to temporarily sell one set of their own commercial houses as payment for goods due to the shortage of funds For some products with large fund advance but long collection period of hospitals or businesses, they have to bear the pain to terminate the contract In this paper, the author's suggestions are: manufacturers in the business transformation to the first payment after goods and active introduction of consumer finance to solve In the transformation of business to prepayment system, the first thing is to gather the original scattered distribution channels of agents at all levels, to gather them into the businesses that can meet the distribution needs of the whole province Each province is limited to 1-3 large-scale businesses, and to give up too many two ticket distribution businesses, especially trans provincial giants and local oligarchs such as China Resources, Shanghai Pharmaceutical or Guangzhou Pharmaceutical, so as to concentrate the distribution business of one province Contract awarding, in exchange for commercial prepayment, completely liberates the capital operation pressure of individual agents, and guides them to put more capital into the market The other is to actively introduce the third-party consumer finance, which has begun to take shape in Shenzhen That is to say, the manufacturer shall pawn to a third-party consumer financial institution with the payment that the hospital or commercial company should have received within the specified time, that is, the creditor's rights (this part of the payment is actually the agent's money after deducting the high opening and relative taxes) Instead of the hospital or commercial company, the manufacturer shall advance this part of the fund to the agent to pay, so as to ensure that the fund chain of the agent is not dragged off by the market, so as to maintain the good market Sexual operation The book capital of GaoKai pharmaceutical company increased dramatically Many small pharmaceutical companies could not resist the temptation to breach the contract The bottom price revenue of a year before the two vote system was no more than 100 million yuan At that time, there was no problem that the agents paid to GaoKai pharmaceutical company, nor the opportunity to return the middle price difference to the agents However, after the two ticket system, due to the use of high opening and high return to deal with the two tickets, the agent has to pay the manufacturer according to the high opening supply price In a short time, the book capital of small pharmaceutical enterprises suddenly stays high The book capital rises from tens of millions to one or two billion or more Small pharmaceutical factories inevitably have many ideas, such as deliberately detaining the funds that should be returned in time and high return for high return In terms of interest lending, bank interest arbitrage, or even investment in funds or supplement of early production and construction debts, Qiba also heard that some manufacturers wanted to seek listing by maintaining the "abundant account" of book capital, which caused some small pharmaceutical enterprises to intentionally default The different payment methods adopted by East, West and North lead to the delay in allocating the funds that should have been returned to the agent, two or three months at a minimum, four or five months at a maximum, and even deliberate wrangling For the agents with extremely difficult capital flow at present, this is no less than sweeping the floor, resulting in the disconnection of market costs and forcing some of them to be pressed by the circulating funds The agent of the latter straw can only abandon even the hospitals that have already done it The author learned from the agent friends in Yunnan and other places that some provincial representatives were angry and gave up the hospital they had been doing for many years after they had repeatedly quarreled with such small manufacturers about the late return of funds Some of them were directly stopped after they had only operated for less than two months according to the high-speed development and high-speed return of manufacturers, which resulted in both failure In this paper, the author's suggestions are as follows: when the pharmaceutical enterprises and agents urgently introduce a third-party credit guarantee mechanism like Taobao Zhongfu in financial institutions, to prevent the manufacturer's abnormal behavior of funds, to ensure the interests of agents, to restrict the manufacturers to spend more than they need, to do their own digging and burying, and to damage the market foundation that they have not been able to work hard for many years Of course, the fundamental solution is that when the market is tough, the manufacturers should strictly abide by the business integrity, and do nothing to the agents, the market and themselves Faced with the lack of financial ability of manufacturers, GaoKai has been hard to change its old practice of base price operation for many years Of course, there is also an important reason for the high opening and high return after many years of market-oriented enterprise finance department is facing the sudden high opening and high return mode, which is difficult to adapt from top to bottom for a while The old base price operation system for many years is just like the ice cold in a day Where are the legal tickets from? How to deal with a large number of expense tickets? All these make the old money for many years In the face of many years of overall tax law knowledge to make up for and reasonable establishment of account books, it seems to be stretched out It can be said that the old revolution encountered new problems, and in panic, they did it according to their own opinions When I visited the market, I saw and heard a lot of reactions from the agents and students Some of them asked the manufacturer not to accept the invoice of the sole proprietorship company, some of them asked the manufacturer only to hold a meeting to discuss the invoice, or asked the agent to only provide the invoice of the commercial company, and some of them refused to accept the invoice of the different registration place, which caused some agents to repeatedly make the invoice, but they still couldn't get it Naturally, there is a lot of complaints about the conflict between GaoKai and gaohui Of course, there are many training courses for financial operation under the two vote system in the market, but as mentioned before, Rome wasn't built in a day, and the routine temporarily learned has a process of correct understanding, cognition and integration with its own actual digestion and landing, so-called knowing is easy and doing is difficult In this paper, the author's suggestion is that the way to deal with new situations and things safely is to get the guidance of famous teachers It's very difficult to rely on several targeted trainings to solve the original bottom price operation mode of the whole financial system There are hundreds of different disciples from the same master In this case, in addition to the determination to change the whole marketing mode, we should also participate in relevant trainings, introduce external brain and experts, and get professional assistance Pharmaceutical enterprises are good at employing the financial director of listed enterprises in the industry as their financial consultant By using the financial consultant's requirements for the whole current market operation, the financial department of the enterprise can be fundamentally transformed in the form of transmission, help and belt Long-term employment and short-term employment can be used, or the project system can be used to cooperate in stages After the transformation of one basic stage is completed, according to the actual independent operation ability of the financial department after the transformation, we can judge whether to carry out further cooperation in the next stage, which not only ensures the systematization of the whole transformation, but also ensures the flexibility of the external brain mechanism Under the two vote system, the medical market has been turned upside down, and various bizarre stories have appeared In my opinion, GaoKai gaohui is only a temporary policy, including commission system, which can not last long Under the two cores of "approval + market" and "compliance + development", the era of medical partnership under the specialization of CSP + CSO + CPO is not far away Original title: how can pharmaceutical companies break the situation when they return to "save money and create new branches"?