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    Home > Active Ingredient News > Drugs Articles > "Two vote system" production enterprise identification standard will be unified, national general representative or disappear!

    "Two vote system" production enterprise identification standard will be unified, national general representative or disappear!

    • Last Update: 2017-12-28
    • Source: Internet
    • Author: User
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    Source: pharmaceutical economic news on December 28, 2017, Yunnan and Chongqing stopped implementing "domestic general agent of domestic drugs can be regarded as the same manufacturer" recently In fact, the domestic general agent of domestic drugs was "expelled" early on in the national documents, but there were some minor differences in some provinces, and the current adjustment is only to further follow the national documents At present, only Guangxi still has the above clauses It can be predicted that under the trend of abolishing this clause in China, Guangxi will adjust the "two vote system" sooner or later With the full implementation of the "two vote system" in 2018, the remaining provinces, such as Hubei, Guangdong, Jiangxi and Xinjiang, will also fully implement the "two vote system" According to the reporter, since last year, the "two vote system" has been piloted in some provinces, and the first four pilot cities of medical reform have begun to implement the "two vote system" Just as the dispute about whether the "national general agent of domestic drugs" is regarded as a "manufacturing enterprise", there are different interpretations in different provinces, which also brings great challenges to the research and judgment policies of relevant enterprises According to Zhu Yongfeng, director of the supervision office of the Department of system reform of the national health and Family Planning Commission, "by the end of November, all provinces have issued Implementation Rules and started the two vote system In the transitional period, each province is different Local rules, some policies are inconsistent with the state, and we have asked relevant provinces to rectify them " According to the insiders, the medical reform office of the State Council is organizing the writing of the "national version" of the "two vote system", facing the issues of ticket definition, holding, business companies within the group, product transfer, ticket check and so on At that time, the existing problems in the implementation of the "two vote system", including the tendency of local protectionism, may be further clarified and eliminated as far as possible The national general representative is the most affected In order to cope with the change of policy, pharmaceutical enterprises have also made many adjustments In the financial report, Cr 39 mentioned that in order to cope with the impact of "two ticket system" on the traditional pharmaceutical distribution mode, the company will accelerate the transformation of prescription drug business, adjust the business mode that used to be dominated by low price, combine the practice in the areas where the "two ticket system" policy has been implemented, and gradually expand the proportion of self operated business Industry insiders predict that with the further implementation of the "two vote system" policy, a large number of agent-based pharmaceutical commercial companies and small and medium-sized pharmaceutical commercial companies will be transformed or merged Under a series of policy combinations, the national general agents may gradually disappear Among a large number of agents facing the transformation, the closer they are to the hospital, the more hospital resources they have, the less impact they will have The national general agent with the most front-end and no distribution resources has the biggest impact, followed by the second and third level agents As long as the hospital resources are available, the county-level agents and individual agents at the end can register their own CSO companies and join other qualified companies, there are many choices It can be predicted that the distribution and rapid approval mode of commercial enterprises will be further impacted next year after the implementation of "domestic general agent of domestic drugs can be seen as the same production enterprise" is stopped to realize the national level "unification" However, Wang Yongping, a famous medical marketing expert, pointed out that "the sales team built by large enterprises does not mean that they do not accept the national general agency completely For example, the product line of large enterprises is relatively long, and the key products of enterprises are generally sold by their own teams Some non advantageous varieties or generic drugs are likely to find big bags to do the market " Therefore, the future national general representative should find its own position and choose the most suitable way of transformation and existence There are three options for the transformation of small and medium-sized pharmaceutical agents: developing CSO business module, transforming import agent varieties and transforming into distribution enterprises Among them, the transformation and development of CSO is more opportunistic, and the agent enterprise + CSO model represented by kangzhe stands out According to the public information, kangzhe has two business models commonly used in Chinese pharmaceutical industry: direct academic promotion model and agent promotion model, and two third-party promotion networks with different characteristics: direct academic promotion network (direct network) and agent promotion network (agent network) However, according to schlichen, founder of McConnell, CSO organization must be a pure third-party organization, and the identity background cannot be pharmaceutical enterprises, pharmaceutical commercial enterprises or other related companies engaged in pharmaceutical marketing Therefore, there is no real CSO organization in China In his opinion, kangzhe mode does not provide real value-added services for the downstream, but directly participates in the downstream competition To this end, Niu Zhengqian, vice president of China Pharmaceutical Enterprise Management Association, said: "no matter which way is adopted, the company needs an organization that produces all kinds of bills In a sense, CSO organization is an organization that produces bills." There is a threshold for the transformation of agents for overseas drugs The cost of information acquisition is relatively high and the risk is greater Some securities sources pointed out that in order to act as an agent for the good varieties of overseas drugs, overseas pharmaceutical companies have high requirements for marketing ability Take the new third board company tynkang as an example, it mainly acts as an agent for several overseas famous drugs, with a revenue of 370 million yuan in 2015 As the general agent, there are thousands of distributors, 3000 hospitals and nearly 20000 terminal pharmacies The impact in this area is relatively small, but it remains to be seen how many opportunities there are The domestic drug general agent has lost the link between the top and the bottom in the drug transaction chain, which will free up a large space for the marketing team built by the drug enterprise itself or the sales team transformed from the domestic drug general agent In this regard, Niu Zhengqian pointed out: "previously, we hoped that the link from industrial enterprises to national general agents could not be counted as one vote, but this proposal was not adopted In the future, industrial enterprises need to think about our marketing model and further consider building their own sales team in this environment." According to the reporter, in Anhui, Hainan and other provinces, the enterprises that only sell the drugs of the company (Group) set up by drug manufacturers can be regarded as production enterprises, not as the "first vote" Therefore, Qilu Pharmaceutical Co., Ltd established Hainan Qilu Pharmaceutical Co., Ltd., and Ruiyang Pharmaceutical Co., Ltd established Ruiyang Pharmaceutical Sales Co., Ltd., which is specially responsible for the product sales of its industrial enterprises  
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