subject: Care Is To Protect The Interests Of The Market Chain, From Strategic Planning To Proceed [print this page] Pharmaceutical Industry Operating the market, always want their products in as many channels or regional implementation Sell To achieve the greatest possible number of sales. The channel operators ( Proxy Business or pharmacies, hospitals, clinics and other direct terminal) is seeking superior products by region, distribution channel exclusive access to the greatest possible benefit. At first glance, these two opposing views, but to digest, to find the ultimate aim of both is the same, that is profit. Since all hope Drugs Sales benefit, then how reasonable means to achieve this aim?
Manager Zhang as the company's ground-level agents, responsible for species N in the city of channel sales. Through self-built team and reasonable market development, the company has variety in N to a certain market OTC market awareness, sales also showed a rising trend. After nearly six months of market layout, zhang is preparing to send forces, but after another found that many pharmacies, clinics, hospitals and other varieties of the terminal has direct access to the company's sales, the number of larger and lower than the price of the goods zhang. Manager Zhang hastily sent to do market research. Survey results is the company responsible for business personnel in the region in order to complete the sales of the year, bypassing the direct delivery of the goods zhang. Manager Zhang was very angry, immediately led to the company to reflect, but not enough attention. In the end, the company's varieties angrily zhang low sales, completely destroyed the local distribution order, the company's variety of sales plummeted in the N ground.
This lose-lose situation, I believe many companies are unwilling to see. However, this phenomenon has appeared in many companies. Often the sales staff to improve their sales, that we know a place where there are agents, but also promised to new customers without authorization Cooperation Requirements. The results of the impact of the new regional sales customers better customers, and finally spin a lose-lose. Do companies do not know the seriousness of the consequences of it? Are relevant personnel do not know the benefits of strengthening the market to protect it? Why the market to protect wrong with that? Lack of market protection efforts
Speaking from the corporate level, companies have no clear market development plan, to live "when the day of the collision one of the three monks" days, not to mention the natural market protection. However, there are some companies because of policy issues and regulatory issues, led to the emergence of vulnerabilities, and this flaw will seriously affect the development of enterprises, the layout of the enterprise market, regional sales and considerable damage to the product must be thinking stop.
From the sales level, the number of operational staff entirely from the perspective of the performance and benefits, set the company's strategic planning and market development expense, sales of unauthorized destruction of the regional order. For such cases, companies have a system to control the system, but also a relevant market monitoring mechanism, the situation on the relevant regional real-time dynamic monitoring.
Is also the case, it is a big agency companies and manufacturers of products between the interest due on the pursuit of agents have been distributed by the big pack varieties, manufacturers see the market trend of better distribution, with profit margins, secretly dumping their products to the market, upsetting the order of product management, market protection exists in name only.
Some people think that the market should be no need to protect all species, the clinical varieties and breeds new drugs like this work well, as to general drug types, the more extensive market area better, no more market protection issues .
In fact, this is a very one-sided, very scientific mind. From the broad terms, market protection is to ensure the product business order to achieve the agents, channels and business win-win situation. Therefore, the object of protection on the market regardless of clinical varieties of new drugs or generic drugs, logistics and varieties.
Species, as for a long period of time the core of enterprises to participate in market competition factors, need to dig its potential value, through the enterprise Marketing Means to make the value of the product, rather than divide up the market to protect species seat of your pants and give up the variety, so the products owned enterprises is a tremendous waste of resources.
Care Is To Protect The Interests Of The Market Chain, From Strategic Planning To Proceed
