【仁成医疗】小型医疗器械企业如何打开销售渠道

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                    <p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; list-style: none; border: 0px; line-height: 30px; font-size: 15px; color: rgb(85, 85, 85); font-family: Arial, 宋体, Helvetica, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">       我国的医械市场的容量目前已经达到了数千亿元，并且增速很快。而在这些医疗器械企业当中，中小型的医疗器械企业情况<br style="margin: 0px; padding: 0px; list-style: none; line-height: 1.5;"  />         目前，我国有众多的医疗器械企业，其中仅生产企业就有15000多家，这众多的医疗器械生产和为数更多的营销企业支撑起了我国的医疗器械产业，我国的医械市场的容量目前已经达到了数千亿元，并且增速很快。而在这些医疗器械企业当中，中小型的医疗器械企业占着大多数，那么这些中小型的医疗器械企业要想生存就需要在营销上下功夫，那么，中小型医械企业该如何做好营销工作呢。</p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; list-style: none; border: 0px; line-height: 30px; font-size: 15px; color: rgb(85, 85, 85); font-family: Arial, 宋体, Helvetica, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">       现在一般的经销模式都是企业构建经销网络，而支撑网络的主要是经销商，目前，医械行业有几十万个经销商，那么，只有找到优秀的经销商才能够打开市场。那么怎样来定义经销商呢？</p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; list-style: none; border: 0px; line-height: 30px; font-size: 15px; color: rgb(85, 85, 85); font-family: Arial, 宋体, Helvetica, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">       首先，经销商是独立于企业之外的法人，是生产企业营销当中的重要的一环，它连接着生产企业和医疗机构；<br style="margin: 0px; padding: 0px; list-style: none; line-height: 1.5;"  /> </p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; list-style: none; border: 0px; line-height: 30px; font-size: 15px; color: rgb(85, 85, 85); font-family: Arial, 宋体, Helvetica, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">       其次，就是报单客户，这类人员只做特定的医院的客户，而生产厂家一般不和报单客户联系，也就是说，报单客户比经销商的层级要低。</p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; list-style: none; border: 0px; line-height: 30px; font-size: 15px; color: rgb(85, 85, 85); font-family: Arial, 宋体, Helvetica, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">       在经销中，一般生产厂家和经销商要建立互惠互利的共赢的关系，厂家只有建立起了经销商网络，产品就能够打开市场，那么，中小型的医械企业该如何建立起经销网络呢？<br style="margin: 0px; padding: 0px; list-style: none; line-height: 1.5;"  />         首先，要打基础，也就是在开发市场之前首先要寻找优秀的经销商，比如，先开发几家医院，最好是大型医院，这样公司的产品就会得到一个地域的认可，这样才能够吸引经销者。</p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; list-style: none; border: 0px; line-height: 30px; font-size: 15px; color: rgb(85, 85, 85); font-family: Arial, 宋体, Helvetica, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">       其次，要收集客户的信息，生产企业可以通过大型的活动来收集客户的信息，比如，医疗器械展会就是最为理想的收集客户信息的渠道，很多的医械生产商都是通过展会来找到合适的经销商的。</p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; list-style: none; border: 0px; line-height: 30px; font-size: 15px; color: rgb(85, 85, 85); font-family: Arial, 宋体, Helvetica, sans-serif; white-space: normal; background-color: rgb(255, 255, 255);">       再次，还要对客户进行筛选，中小型的医械企业在筛选经销商时不要求大，要选择合适的，大型的经销商不见得适合中小企业，大型经销企业一般不屑于和中小企业打交道，所以不会对中小企业的产品推销上心。通过这几步，这样中小企业就能够建立经销渠道，打开市场。</p><p style=""><span style="margin: 0px; padding: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important; 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