Front-line combat Summary: How do pharmaceutical sales outsourcing tube and control

At this stage, a number of small and medium sized pharmaceutical companies are mostly there is a real problem: financial pressure, unable to expand production scale and the formation of the sales force; single sales model, lack of sales tools, product sales have been "tepid"; there certain populations of production, but the product homogeneity, the lack of variety of core competitiveness; sales infrastructure in general, only a localized area in the country have a certain awareness and market. So, these small and medium sized pharmaceutical companies can gain greater development?

Similarly, if there is a pharmaceutical company, with a market steeped in years, sales ability, customer intelligence broad-based sales team, is struggling to find a more suitable product for sale, so for enterprises, entrust this pharmaceutical company (ie third party) to help develop new markets, expand the scale, save money; pharmaceutical companies, through cooperation can increase the varieties and expand share, increase revenue, this is not a win-win for both of you?

For this "best of both worlds", that from a business point of view, we should pay attention to matters, what does?

When a third party's business operations team of our products, we must determine only two principles of cooperation: first, whether the long-term goals and steady development of our consistent? The second is whether the quality and quantity of the implementation of our strategy? If any point give us the answer is negative, then the cooperation will certainly not succeed.

Anything developments there are two sides, namely "profit" and "disadvantages."

A third party operating "profit" are the following:

One is to win time.

Third party can quickly set up the team, using its own network edge and end customer intelligence fast Distribution, make products faster access from the import of growth stage, lay the foundation for sales.

The second is cost savings.

And self-built team compared to a third party can save substantial operating costs, start-up costs such as Provincial Office, the provincial office managers management fees, sales staff recruitment fees, training fees and costs, which is just at the beginning of our transition , the subsequent development will be very beneficial.

The third is able to create ideas.

Unlike self-built team mode, a third party operations, performance can play a 1 + 1> 2, by the depth of cooperation, both sides, "outside of which" can "bystander" through mutual exchange, collision of thinking to generate new inspiration, new ideas. This is also a benefit of our most valued.

A third party action "disadvantages" are the following:

One instant success.

When third-party operating the market is prone eager to prove himself, "haste makes waste", so some basic work done is not fine is not fine, resulting in the foundation is not strong happens, it will affect our future long-term development;

The second is ambitious.

Through the development of a third party does not meet the actual market development goals to make us feel infinite hope and great potential, but the actual development of the market are far below our expectations. This will cause us to develop long-term goal of generating a large deviation, the operation of the market is not steady.

Third, quit.

Third parties and our cooperation, in the face of unfavorable product development follow-up, poor product sales are not taken to solve the problem through effective communication, but unilaterally proposed all sorts of unreasonable conditions force us into submission, Once it did not meet the requirements to do so results will lead to the end of our corporate image and product image plummeted, our future product sales will recover. This is the most we do not want a malpractice occurred.

In summary, we commissioned a third party operating in confirming the market, we should avoid weaknesses, "benefits both the minimum when weight, the lesser of two evils" to ensure that we in the initiative in cooperation, in accordance with our vision and planning for development.

First, by taking several steps, the results of the assessment of the way for third-party management.

In the present time, for example, if you take this way from now on we operate the market, then we will carry out target decomposition way to ensure third-party standard operation, to achieve results.

Second, cooperation should not be pre-established high task indicators.

If you start cooperation from now on, we can assess each other according to the above plan, the first time being not to establish excessive tasks indicators to September-December total sales each month to determine the average monthly sales in 2016 according to the average sales growth of more than 50% of the tasks indicators established (the reason given such a high growth rate for the following reasons: 1, this is the foundation, is the real force .2 next year, next year a whole variety of our product groups will increase dramatically. )

Third, if they succeed, you can copy this model to other provinces.

Provided that the third party to fully understand our operating concept, it is possible in accordance with our plans groundbreaking Comprehended, and can perform high-quality in the end. If the first few months goes well, we can not wait a year to observe the results, but directly let go third party "to break expansion of soil." In this case, we can create a new field in pharmaceutical sales mode of operation, has become the dark horse industry!

Fourth, in 2016 and after years of collaboration, we can give the third party to be paid in accordance with the basic salary + salary increment manner.

If they completed the task of indicators that we can work in sales, and in the case of its support base salary, annual sales of more than an additional part of our mission to support their incremental salary index (requires third-party product inventory must be within 60 days ), in order to encourage third-party vigorously develop the market, higher sprint task indicators.

V. Cooperation of both sides to specific requirements:

On our request:

1, must recruit a deep understanding of this co-operation mode, proficient otc mode and internal control sales model outstanding industry professional managers do Trader, in order to communicate effectively and to allow third parties to convince, to ensure that the cooperation organized.

2, be sure to put them into production in the shortest time work product group of other varieties, and marketing closely together to ensure that their products in the market competitiveness.

3, to a third party to track the progress of the operation of the market, the focus of the third party involved in the management of work, an important meeting monthly meeting and working to mobilize the other side will be held, and the other to discuss market approach and landing operations effective implementation.

Requirements for Third Parties:

1, the management of our ideas and the vision completely agree fully comprehend and operate a successful product has excellent case.

2, we must come up with a feasible and accepted our market operations program, which needs to include aspects of market and product analysis and team management strategy, marketing strategy, product strategy.

3, must have a tackle tough, surprisingly competitiveness outstanding team. The team asked "leader" clear, strong appeal, members of passionate and energetic.

China's most influential Shenzhen Special Economic Zone saying the famous slogan, "Dare" is Shenzhen "reform pioneer" status of praise. Therefore, the new mode of operation we can not blindly deny, but to be bold to try, because if the operation is successful, will be a huge positive impact on us, it can even change industry practice.

But at the same time we must take strict control of the operation to carry out the process of the way. If our third-party market operation behavior left unchecked, does not manage it, eventually leading to the failure mode of operation, then the impact on third parties, and compared to the negative impact we suffered will be even greater, even for the future devastating blow to development. As a business decision-makers, this must be cautious!