In the blink of an eye, Ren Erdong became the "living god of wealth" in the eyes of the company's medical representatives.
Because the Second Affiliated Hospital of Qianhai Medical University is notoriously difficult to handle, the hospital’s procurement of more than 1,500 regulated drugs follows the SPD supply chain model. Simply put, it entrusts a third party to centralize distribution. Pharmaceutical companies do not deal directly with the hospital. , it is also difficult for medical representatives to interact with doctors.
There are many benefits for the hospital to do this. The space, manpower, operations and other costs originally required to manage drugs and consumables in the hospital are all transferred to the SPD service provider, thus achieving the separation of logistics and clinical practice, improving the accuracy of drug entry and exit, and effectively monitoring the immediate effect. expire drugs, reduce turnover days, etc.
But for pharmaceutical companies and medical representatives, the SPD model is equivalent to separating them from hospitals.
When hospitals purchase medicines and consumables, they go to dealers. The dealers only deliver the goods and do not know which doctor prescribes how many medicines. This makes it impossible for pharmaceutical companies to pay rebates to doctors, and it is impossible to establish a "prescribe more, get more, and share the benefits" Interest chain.
If Ren Erdong can really establish a relationship with the top leaders of the hospital, it will be equivalent to building a bridge between pharmaceutical companies and hospitals. In the future, it will not only be their orthopedic division, but the entire TPC company that will benefit.
Therefore, after the meeting, the managers of the cardiovascular and cerebrovascular division and the oncology specialty drug department all came over to get close to him.
Qiao Jianbin drove them all away: "Go, go, go, we haven't even finished talking about it yet. We'll come back to you after we've reached an agreement."
He turned his head and began to greet Ren Erdong: "Were you wronged just now? It's okay, we will support you. As long as I am here, no one will bully you. Come, drink a glass of water, and I will give you a shoulder massage. …”
"Hey, manager, I can't bear it," Ren Erdong just refused with a smile, when he felt a strong force pinching his shoulder, and he immediately screamed, "Ouch, it hurts, it hurts..."
Qiao Jianbin gritted his teeth and said half-jokingly: "Huh! Are your wings stiff? You've managed to hide such great news until now, without even telling me in advance?"
"I really didn't think it was so awesome before, it was just a PPT presentation."
"So you know now?"
"Still don't quite understand."
"It doesn't matter, I'll tell you."
Qiao Jianbin began to analyze the significance of meeting the dean directly tomorrow: "As long as you can establish the relationship with the dean, the hospital office, pharmacy department, finance department and various clinical departments below will all be connected. Not only will new drugs be admitted to our department, The sales of old drugs will increase, and anti-cancer drugs, growth hormones, cardiovascular drugs, etc. from other departments will all be able to open up sales. Then the Second Affiliated Hospital of the Medical University will become another big customer of the company with a revenue of more than 10 million, just like the geriatric hospital!"
Manager Qiao enthusiastically described the grand blueprint, and already imagined that he would get a promotion and a salary increase as a result, and at least he would be able to climb to the position of Vice President Sun...
But this is not the answer Ren Erdong wants.
What he wants is the bottom price, profit and rebate ratio of Lamicoxib.
He wants to know how the "lifetime commission system" works. How much does the hospital's president, vice president in charge, administrative and logistics section chiefs, clinical directors and prescribers get when they sell a box of medicines?
He also wanted to know where Tongfang's data was obtained and through what methods and channels the rebates were sent out.
So he continued to pretend to be confused: "Then how can we establish the relationship with the dean?"
Qiao Jianbin was still secretive: "If you invite him out for a drink, as long as he enters the door of Lagou Courtyard, the business will basically be concluded."
Ren Erdong frowned and thought to himself that if he invited people to Lagouyuan and put a line between you two, wouldn't there be nothing wrong with me?
So he quickly shook his head: "What if I can't invite you? As you know, I'm a stupid person and it's always hard to talk about such things."
Qiao Jianbin was so anxious that he was pacing in circles, as if he was going to give a PPT lecture to the dean: "Oh, it would be great if I could accompany you in."
Ren Erdong took out Chen Chen's WeChat message to stop him: "I think there is a reason why he emphasized that I should go alone."
"I know, I know, I'm just talking casually, let's do this, I'll teach you sentence by sentence, starting from saying hello when you enter the door."
Qiao Jianbin simply simulated a meeting scene for him.
Ren Erdong found it funny: "Who doesn't know how to introduce myself? I just tell him who I am, where I come from, and what I do here. It's not my first time to visit a strange customer, so I know how to say it."
"No, meeting the dean is different from meeting the director of the clinical department," Qiao Jianbin shared his experience in the industry, believing that the dean has a higher position and is concerned not only with the efficacy of drugs, but the overall benefits of the hospital.
He told Ren Erdong to start talking about the benefits and payback time of the project when he met with the dean. After that, he could inquire about some personal needs and give a clear implementation plan. Only when these are done well, the dean will arrange for the pharmacy department to handle specific business.
"What are personal needs, what are the specific implementation plans, can you give an example?"
Finally, when it came to the "meat show", Ren Erdong stared with clear eyes, looking forward to a "marked answer" about bribery.
"It varies from person to person, so I can't give you an example. In short, the first time you go there, you should listen more and ask more questions. If the other party makes a condition, you must give it back and let the company leadership make a decision. Anyway, we will still have business negotiations in the future. There is plenty of time for communication and deliberation.”
Qiao Jianbin has been going in circles.
Ren Erdong simply pierced the window paper: "Manager, let's get it straight. What if the dean asks me how many points are rebates on this medicine? How should I answer? Don't tell me that there are no rebates and it's purely academic. This is Even a three-year-old child wouldn’t believe it!”
Qiao Jianbin's face was uncertain. He was silent for a few seconds and then suddenly took out his cigarette case: "Let's go to the stairwell to smoke a cigarette first."
Ren Erdong thought he was trying to avoid the people in the compliance department telling him about the kickbacks, so he took out a lighter with a recording function and happily followed him.
Unexpectedly, after lighting up the cigarette, Qiao Jianbin lowered his voice and said, "I'm telling you, low-level sales represent selling yourself, middle-level sales represent rebates, and high-level sales rely on emotion. Which one do you want to do?"
Why are you so vain again?
Ren Erdong was greatly disappointed and could only follow the topic and ask: "How do you say this?"
"The lower-class representatives are those like Xue Kongqing and Jia Tingting who get together with doctors. They don't last long. People like the new and hate the old. Couples who have received the certificate will still be penetrated by mistresses, and sooner or later they will be replaced by young and beautiful newcomers. !”
Ren Erdong was not interested in this and joked: "I'm a big man, what are you worried about? I'm just curious about how the middle representative does it."
"I advise you not to learn this. It's just giving gifts and money. What's the point? Anyone can do it as long as they are bold, careful, thick-skinned, sweet-talking, ruthless and steady! But you have to understand that once the transfer stops, the relationship will be lost. Zero, once the bribe is cut off, the relationship is gone. The strongest relationship between people is definitely not a money relationship!"
Ren Erdong found it particularly strange that these words could come out of his mouth, and couldn't help but ask: "What is that?"
