Ning City, Room 301, third floor, Provincial Government Service Center.
Lu Tingfeng brought several technical staff to the conference room bidding site early in the morning.
The general bidding process is to submit electronic bid documents first, and then major manufacturers come to the site to open bids. Experts from the bidding committee will ask some technical questions and evaluate whether the bidding requirements are met from all aspects. The bidding results will be announced within three days.
They were not the first to arrive. When they arrived at the conference room, there were already several teams sitting in twos and threes.
One of the people, Lu Tingfeng recognized at a glance, was Li Ting, the boss of Mindray Medical.
He was immediately surprised: "No, for a company as big as Mindray, the boss actually came to attend the bid opening meeting in person. It seems that he attaches great importance to this purchase."
But think about it, for a large provincial order worth hundreds of millions, it’s not surprising that the boss comes here even if it’s to build a good relationship with the local area.
In addition to Mindray, domestic device manufacturers such as Kaili Medical, Xiangsheng Medical, Libang, and Wandong are here.
This tender will mainly focus on imaging medical equipment, which is divided into three packages, one is portable color ultrasound, one is desktop color ultrasound, and the remaining one is DR (digital X-ray imaging system).
DR is the most basic and common X-ray examination equipment in the radiology department. The imaging speed is fast and can usually be completed in a few seconds. The radiation dose is very small, does little harm to the human body, and is safe. However, the density resolution is not high. , it is easy to miss smaller lesions and is often used for primary screening such as physical examinations.
The participating manufacturers are all major manufacturers of medical imaging equipment, but Sanqing's main competitors are Mindray and Kaili, both of which are among the best in the field of domestic ultrasound.
The other companies are mainly bidding for DR equipment. Color Doppler ultrasound is a side-runner and cannot compete with Mindray and Kaili.
Of course, now we have to add Sanqing to form a tripartite confrontation, which also happens to be enough for three bidding manufacturers.
The winning bidder for color ultrasound is almost decided between these three companies.
Lu Tingfeng greeted the manufacturer representatives one by one. They were all colleagues in the industry and had worked together for more than 20 years. They all had some friendship with each other, and some even worked as colleagues with him.
"Haha, you must be Mr. Lu of Sanqing, whom I have admired for a long time." A bold voice sounded in his ears.
Lu Tingfeng looked back and saw that it was Li Ting, the boss of Mindray. He took the initiative to run over before Sanqing and his party could walk over.
He also smiled and extended his hand: "Hello, Mr. Li, long time no see."
Since he is the biggest competitor in this trip, there is no need to be too enthusiastic, just say hello in a moderate manner.
But to his surprise, Li Ding was extremely enthusiastic, holding his hand with a smile on his face, and his tone was as affectionate as a brother who had been missing for many years.
"Mr. Lu is really young and promising. In a short period of time, he has made Sanqing's equipment business a great success. Both products are industry benchmarks, which really makes us ashamed."
After saying that, he ordered the assistant behind him: "Go get the things and let's sit next to Mr. Lu. I came here specifically for Sanqing this time. I also want to get closer to Mr. Lu and ask him for advice."
"What the hell, you're too polite." Lu Tingfeng was a little uncomfortable and felt that the other party was too enthusiastic, but he couldn't refuse the smiley man without reaching out.
The onlookers all had thoughtful expressions on their faces. The two biggest dragons in the domestic equipment industry did not start a fight when they met. Especially boss Li, who is famous for his bad temper, was so passionate?
Is there something weird here? Did the two families reach an agreement secretly?
The representative of Kaili stood aside, fidgeting. Seeing the two major competitors talking and smiling happily, he was a little frightened and couldn't help but be deeply worried about the company's next business.
After a while, the experts from the bidding committee also entered the venue one after another.
There were five people in total. Except for the people from the National Health Commission, the other four were technical experts. Surprisingly, one of them was wearing a military uniform.
Looking at the nameplate in front of him, it says "Guo Shimin, Director of the Equipment Department of the 120th Military Hospital".
The manufacturers all whispered to each other.
Military region bidding and provincial bidding and procurement are in a parallel position and are often conducted separately. They did not expect that provincial procurement would invite experts from military hospitals to serve as judges.
"The 120th Military Hospital is a top-level hospital. Director Guo should be very knowledgeable about equipment."
"Why did you invite people from the military hospital? There is no boundary between the two. Could it be to show fairness?"
"It's possible. After all, this is an open tender. If the bid is made clear, it's easy to operate in secret. Inviting a neutral person will appear more convincing."
"Do you think it's possible that military hospitals will also be invited to bid? Director Guo came here to see the situation?"
"We are all old acquaintances. Every time we bid, the faces are the same. What's so cool about it?"
"It's different this time. Didn't you notice there was a new face?"
"Hiss! If you put it like that, is it possible that Director Guo is here for the portable color ultrasound launched by Sanqing?"
"It's not impossible. We'll find out later."
"Don't think so much, just focus on what's happening right now and think about how you can win the bid."
After some discussion, the major manufacturers suddenly became energetic. If they can win the bid this time, they will leave a deep impression on the experts at the military hospital, and they may be able to receive large procurement orders from the military region in the future.
At nine o'clock sharp, a person in charge of the Health Commission came to the stage and said: "Welcome everyone to participate in Jiangsu Province's medical imaging equipment bidding. I am the person in charge of this bidding. Our order this time is for 200 color ultrasound and 100 DR , divided into three packages for bidding..."
Soon, the person in charge finished introducing the bidding situation.
This bidding adopts the form of clear bids. After the bids are opened, review experts will review each bid and also ask questions to the manufacturer.
The judges sat at the front of the conference room and began to carefully review each bid. They were mainly responsible for giving technical scores to each medical device company.
As for the price score, it is given by the National Health Commission, and the final weighted average is given to give the final score.
The one with the highest score will win the tender.
Soon, some judges began to ask questions to the manufacturers, mainly asking about some technical details and reconfirming according to the procurement requirements.
First, I asked the DR manufacturer, and then it was the color Doppler ultrasound manufacturer's turn.
Perhaps because the products purchased this time were all mid-range products and there was nothing surprising in terms of technology, the experts did not have many questions.
Soon it was Sanqing's turn.
This time the judges did not ask questions quickly, but took the bid documents and looked at them again and again. They did not speak for a long time and fell into silence.
After a long time, a gray-haired expert wiped his glasses and spoke in disbelief.
"Is there a mistake in Sanqing's bid? It's clearly a high-end color ultrasound technical parameter. Why is it bidding for a portable color ultrasound?"
"Cardiac color ultrasound, four-dimensional gynecological color ultrasound, these are not the functions of ordinary portable color ultrasound. Should you bid for desktop color ultrasound?"
"Even the desktop color Doppler ultrasound greatly exceeds our standards. Didn't you read the bidding requirements carefully?"
"Our technical requirements for portable color ultrasound are: digital two-dimensional grayscale imaging, color Doppler unit, independently adjustable frequency bands, 2 probes, specifications of high-frequency linear array and convex array abdominal probe, and the number of effective vibrators of the convex array probe ≥128.”
"Your technical parameters completely exceed the standards. Not only are you equipped with three probes, but the physical channels are as high as 256, there are also three-dimensional imaging and real-time dynamic images, and it is even equipped with 4D real skin rendering."
"Can you explain further?"
Lu Tingfeng straightened his chest and raised his head, showed a confident smile, and talked eloquently.
"It's like this. Sanqing Group has only developed a universal whole-body high-end portable color ultrasound. The technical parameters provided are all real. We have indeed integrated the functions of high-end color ultrasound into the portable color ultrasound."
"This product has been well received in many hospitals. We have sold more than 200 units so far, which is enough to prove that its functions are real and there is nothing false."
"Mainly, we only have one product, which has achieved the ultimate in functions and achieved a perfect balance between performance and practicality, so we can only put this one out for bidding. There is no need to castrate the functions and create a bunch of low-end versions, youth versions, and so on. Something like that.”
"As for why we bid for the portable color ultrasound, this is the result of our careful consideration, because it looks and is used, and is actually a portable color ultrasound. You can't bid for a desktop color ultrasound."
The old expert thought for a moment and smiled: "What you said makes sense. It seems that I am too old to keep up with the latest technological developments."
"I naturally admire Sanqing's ability to produce such a good portable color ultrasound, but with such advanced functions, I'm a little worried that your price will exceed my budget."
Lu Tingfeng patted his chest and said, "Don't worry, our prices are absolutely reasonable and within the budget of portable color ultrasound."
The old expert stopped talking and looked at the bid document again with concentration.
After listening to Sanqing's explanation, several other experts showed a hint of curiosity on their faces. Another expert in his forties casually asked: "Since it is a portable color ultrasound, have you brought a prototype?"
Lu Tingfeng nodded, took out a small silver box from his subordinate's backpack, walked up and placed it in front of the expert.
This small box is made of stainless steel. It is small and exquisite. It has a handle on it and can be carried around at any time.
After opening it, there is a tablet, a color Doppler ultrasound host, plus three probes, as well as chargers, data cables and other things.
Everything is placed in special grids, organized and clear at a glance.
"Huh?" Several experts' eyes suddenly lit up, and someone immediately reached out to pick up the portable color ultrasound and looked at it carefully, looking like they couldn't put it down.
"This is our specially equipped box. Once the lid is closed, you can carry it anywhere at any time."
"Look, this ten-inch tablet has a touch screen. You can zoom in and out to view images, and you can also touch the screen. There is a buckle on the back. Not only can it stand upright on the table, but the magnets on it can also be sucked on. Box lids, bodywork and other places for easy viewing.”
Lu Tingfeng explained while showing it: "It is equipped with an unlimited charger. Of course, wired charging can also be used..."
After his explanation, the experts' faces became even more curious.
Someone opened the portable color Doppler ultrasound on the spot, put it around his neck, and began to examine it.
In fact, this can be regarded as an on-site inspection by experts on the new equipment to see if it meets the requirements.
When each expert had a hands-on experience, their faces showed excitement.
Director Guo from the military hospital had always had a serious expression and maintained a dignified look. At this time, he couldn't help but get excited and asked a barrage of technical details.
"Is this thing durable? Is the screen an LCD? Will it break easily?"
"This box of yours is quite nice, very convenient, neatly stored, and quite light."
“Are there a variety of measurement analysis software available?”
"What is the maximum imaging depth in centimeters?"
"In addition to convex array probes, linear array probes, and area array probes, are there any other probes? For example, intracavity probes?"
“Is it possible to have in-depth customization?”
After hearing the last question, Lu Tingfeng suddenly remembered Director Guo's background and couldn't help but look at him deeply.
Director Guo was also staring at him, baring his teeth and showing a meaningful smile.
Lu Tingfeng's heart skipped a beat, and he didn't dare to think too much, so he hurriedly answered the questions one by one.
The five experts nodded with satisfaction and exchanged glances with each other.
The gray-haired old expert said: "The answer is very comprehensive. I don't have any questions."
Director Guo also reluctantly put down the color ultrasound instrument in his hand and praised: "It is indeed a good thing, I have no doubts."
"Okay, there are no technical problems." The person in charge of the National Health Commission said, "The next step is to announce the price."
He opened the business copy of the tender document, which contained the specific price of the tender.
After reading them one by one, I couldn't help but nod. Basically, the quotations from each manufacturer met the requirements and were within the budget.
In this case, he can just choose the one with the lowest price.
In fact, he felt a little regretful, because after seeing the performance of Sanqing's portable color ultrasound, he no longer had any expectations for the price of Sanqing.
For such a high-end color ultrasound, the price is definitely beyond the budget.
However, when he opened Sanqing's business bidding document and saw the price, his eyes widened and he exclaimed.
"200,000 units?"
"This is impossible!"
He stood up suddenly and looked at Lu Tingfeng in disbelief.
"Your quotation for Sanqing is 200,000 yuan per unit? Is it true?"
"Are you sure it's a four-dimensional whole-body portable color ultrasound? Is it the one we just sampled?"
The person in charge of the National Health Commission repeatedly exclaimed and asked several times before confirming this number.
"Wow!" He sat down again, with a look of surprise on his face.
There is no suspense about the bidding for portable color ultrasound.
Sanqing will definitely win the bid, the price is about the same, and the performance is the best.
If you don't choose it, who else can you choose?
When Lu Tingfeng saw the other party's expression, he suddenly felt reassured.
Although he used his authority this time and gave an ultra-low price, almost 30% off, but this was 120 units.
For such a large order, with a price of more than 20 million, there must be a certain discount.
Like the price we sold to some top tertiary hospitals before, no discount was given because the quantity was scattered.
Mr. Li from Mindray watched the whole process from the sidelines, and even tried it out in person using Sanqing's portable color Doppler ultrasound.
After the test, he felt desperate and resentful of his own color Doppler ultrasound business.
But he didn't show it, he still looked smiling.
This time Mindray came mainly for desktop color ultrasound, and it also offered a low price close to the cost price.
Since portable color ultrasound cannot beat the three-clear ultrasound market, we can only stick to the desktop color ultrasound market and keep the price as low as possible.
As for DR, of course, I also participated in the bidding, but the competition was fierce, so I didn’t have high hopes.
Although he was in pain, he comforted himself in his heart.
The bid opening meeting ended quickly, and everyone left one by one, waiting for the results to be announced three days later.
In fact, everyone knows in their mind that Mindray will probably win the bid for desktop color Doppler ultrasound, and portable color Doppler ultrasound will definitely win the bid, because the advantages of these two companies are too great.
As for DR, it's hard to say. The prices of several products are relatively close, and the technology is also indistinguishable.
Although Mindray also bid for DR, its advantage is not that great and it may not be able to compete with other companies.
It may depend on the struggles between these manufacturers.
Three days later, the winning bid was announced.
However, everyone was shocked when they saw the announcement and couldn't believe their eyes.
"What the hell? Regardless of portable color Doppler ultrasound or desktop color Doppler ultrasound, they all belong to Sanqing!"
"The DR was given to Mindray? This is 80% compensation for Mindray!"
"What are you doing? This is unfair. How come Sanqing, a portable color Doppler ultrasound, can meet the standard of desktop color Doppler ultrasound?"
Other manufacturers participating in the bidding were shocked and unconvinced.
They originally thought they could get a few pieces of meat, but they didn't expect to get a morsel of soup.
Someone immediately went to the Health Commission to complain: "We think it's unfair and hope to re-bid and compete."
After receiving the complaint, the National Health Commission quickly reissued a statement.
“After careful consideration, Sanqing’s portable color ultrasound not only meets the bidding requirements due to its favorable price and powerful functions, but also provides excess four-dimensional color ultrasound functions.”
"This purchase is mainly for primary medical institutions. We value portability and price. We hope it can have more functions at the same price and be suitable for a variety of application scenarios. Sanqing's portable color ultrasound perfectly meets the requirements."
“As for DR, with similar technical parameters, we chose Mindray because Mindray’s price is the lowest.”
This makes it very clear. I originally wanted to buy a desktop color Doppler ultrasound, but Sanqing's portable color Doppler ultrasound can be a perfect substitute. What else is needed for a desktop color Doppler ultrasound.
In terms of price, the 200,000 yuan portable color ultrasound is much more expensive than the 500,000 desktop color ultrasound, and the total purchase amount is directly cut in half.
The 40 million desktop color ultrasound has been replaced by a 16 million portable color ultrasound, and the functions have not been reduced.
It's so flattering, anyone else would make such a decision.
And in terms of functions, Sanqing also offers too much. At the same price, who would choose a low-end one when you can use a high-end one.
Of course, this also plays a role in Sanqing’s consistently good reputation.
If you switch to a new company, it will definitely not be so easy.
It takes at least a few years of testing in the market to gain trust.
The National Health and Medical Commission has officially expressed its position, and manufacturers should not make trouble anymore, otherwise they will offend people, so they have to leave extremely depressed.
When Lu Tingfeng heard the news, he was so happy that his lips almost reached the back of his head.
"Haha, another big order of 200 units!"
"You've made me so awesome that I put my hands on my hips!"
However, he was not happy for long before he received another call.
"Hello, Director Guo."
"What? The military is also interested in portable color ultrasound?"
"Do you want to come to your home for detailed discussions and in-depth customization?"
After putting down the phone, Lu Tingfeng was stunned.
It took him a while to react, and he jumped on his feet and rushed out.
(End of chapter)
