Usually in the investment counterparts mentioned in the mouth of the "new medical device", refers to a certain clinical academic value, suitable for promotion in the first terminal and its market competition environment is more relaxed, or its own has a certain unique advantages of medical devices.
Such as innovative medical devices, medical devices with fewer manufacturers (generally within 5), individually priced, differentially priced or high quality medical devices, or other medical devices with sufficient reasons to differentiate from similar products in bidding, or products with less than 5 competitors after grouping according to the bidding rules of most provinces.
These products are also the mainstream of the domestic medical device sales market, occupying the largest market share. In the refined investment promotion of such medical devices, special attention should be paid to following 3 principles and 5 key points.
Follow the three principles
The first is tailor-made: enterprises and enterprises, products and products are very different from each other, there is no standardized model that can be applied in all directions. Therefore, enterprises should be based on their own status quo and product characteristics to develop a refined investment program for their own enterprises, not to copy and copy the so-called successful experience.
The second is to act according to ability: even investment sales is also quite technical, a strong investment team construction more need to be properly invested. Therefore, in the construction of investment sales team, enterprises should be based on their own situation to make appropriate investment to meet the needs of enterprises, do not greedy for more, overly ambitious.
Third, the amount of time: enterprises should pay attention to the current situation and changes in national medicine and health-related policies, from the actual enterprise, timely and targeted to make corresponding adjustments.
Grasp the five key points
1. Time points: Refined investment requires enterprises in the implementation process, the time period and key time points to have a precise grasp of the time period refers to the agreement distribution period, a terminal development period, a terminal on the amount of time, etc.; time points include bidding offer time, bid opening time, point distribution time, the hospital to submit product materials time, etc.. Enterprise investment promotion personnel should be timely and accurate grasp of the above time periods and time points.
2. The team: Refined investment in sales teams put forward extremely high requirements, the entire investment process requires sales staff to implement the implementation. Therefore, the construction of the enterprise investment team is the key to the success or failure of the implementation of the refined investment, is the top priority of the enterprise work.
3. Customers: the number of customers is numerous and varied, companies must find the most suitable for the enterprise's products customers to cooperate, so that we can reach a win-win situation and avoid the possibility of various unpleasant.
4. Terminal: Refined investment model is to the terminal as the core and focus point. Therefore, business investment personnel should always keep an eye on the terminal, the implementation of the terminal development, on the volume, and according to the changes in the terminal to give the appropriate response measures.
5. Sales: Under the premise that enterprises adhere to their own price bottom line, the achievement of corporate sales targets is to achieve the growth of sales. Therefore, enterprises should always pay attention to sales, timely understanding of the deep-seated reasons behind changes in sales, and the implementation of appropriate measures.